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Open To Using a Map – How to Learn from the Wisdom of Others #408

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Open To Using a Map – How to Learn from the Wisdom of Others #408

Do you know where you’re going? Do you have a destination in mind? Do you have an agenda that you follow for each sales call? Or do you wing it and hope for the best?    Great sellers are great students! They learn from master sellers and people who have deep experience. These seasoned sellers have maps to guide newbies, and that’s the topic for today.

Today’s Chapter –   Emerging Markets

The Master Seller
doesn’t teach sales
as much as show sales

When sellers think they know all the answers
they are difficult to guide
When they know they are in uncharted waters
they are open to a map.

If you desire to become a Master Seller
avoid being a know it all
Straight forward honesty is the sure route.

Be content with making solid sales,
Knowing closed deals are a win
for buyer and seller alike.

Today’s  Story 

After the end of a sales call Pat pulled Chris aside.  

“Why did you say all that stuff about the competition?”

“I wasn’t sure what to do,” conceded Chris. “I didn’t have a clear answer what to say so I tried to say the right thing” 

“You mean BS like an authority, right?” responded Pat,” you know we have SOPs and scripts that address this very topic. Take time to study them. Trust that we’ve mapped out the right direction to take the conversation. We have a lot of practice with prospects, we know how best to help and have documented it for you and others. Don’t hesitate to learn from the wisdom of others”

Take Action Quote

John Heywood wrote in the year 1546: “A man may well bring a horse to the water, but he can not make hym drynke without he will.”

Or in other words… You can lead a horse to water, but you can’t make them drink.

The same is true when it comes to sales coaching. You can help others learn selling, but you can’t make them take your advice. Only the student can take action. If you’re given a map, use it! Don’t get lost in the wilderness

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Emerging Markets – How to Stay Competitive #407

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Emerging Markets – How to Stay Competitive #407

Consider your first cell phone and what an innovation and game changer it was from the wired house phone. But in relation to the phone in your pocket right now, that old phone has no more value than a brick. This is the way innovation works. The marketplace is in continual flux which creates a challenge for sellers and the products they represent.

Today’s Chapter –   Emerging Markets

As the seasons change
So does the market
Both creating and destroying opportunities
Revealing new problems and challenges.
Like water seeking its own level
The market seeks balance.

Today’s solutions are tomorrow’s problems
The master seller is awake to possibility.

Today’s  Story 

Chris returned to the office after working a three day conference. Pat asked “What did you learn at the tradeshow. What’s hot? What’s not? You’re the face of the company, what’s the next product we should be rolling out?”   

“I don’t really know” said Chris “all I did was stay at the booth and try to get more leads, they SR123  product, is the best on the market, we don’t have any competition!” 

“The SR123 is going to be next month’s problem” Said Pat. “today’s solutions are tomorrow’s problems. We had better find a new innovation or we’re going to get behind the competition.  Markets change, if we don’t change with them, we will perish”.

Take Action Quote

The market space is constantly changing and evolving. According to Milton Friedman, “The most important single central fact about a free market is that no exchange takes place unless both parties benefit.”

Sales people live in the same space as their customers. They are the first to know what’s next on the horizon. Integrate the sentiments of your customers, into yourself, and you will know how to advise your company, like a river, always moving, always in flux.  To quote the Greek philosopher Herecletis, “the only thing that remains the same is change”

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Buying Signs – How to Read Buyer Interest #406

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Buying Signs – How to Read Buyer Interest #406

Have you ever studied how to read body language? In this episode we delve into the ability to read the tea leaves of a buyer, and ways to know if they’re genuinely interested in buying, or just faking interest. 

Today’s Chapter –  Buying Signs

If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their needs.

Look for subtle behaviors of ownership.
To close a deal you need only ask,
will this work?

Today’s  Story – 

At the sales meeting Chris handed the product to Lee. Lee was fascinated and kept turning the product over and over and then passed the product to a colleague. Next, the two of them pondered how the product would fit into their current manufacturing process. Deep during their discussion Chris interrupted, to bring up some features that hadn’t been explained. Pat nudged Chris with a penetrating stare. Chris was mystified, yet quieted down.  By the end of the meeting Lee was excited to proceed and agreed to buy 20 units. It was a win.

After the meeting Chris asked Pat what the nudge was all about. “I could see, and hear,” said Pat, “that they had already taken ownership of the product. Did you hear how they brainstormed ways of making it work in their business? The more they talked, the more they sold themselves! That’s why when I asked them if this would work, they said yes, immediately. Look for the buying signs. When you see them, back off and let them close themselves

Take Action Quote

As I’ve mentioned before I’m a big fan of the Stoic philosophers and I’m reminded of the famous quote by Epictetus who said “We have two ears and one mouth so we can listen twice as many times as we speak”.

By being present to the moment, you can read what the buyer is thinking. If they’re talking themselves into a purchase, let them.  Look for the buying signs. Don’t get in the way!

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Trying on a Coat – How to Give Buyers Room to Shop #405

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Trying on a Coat – How to Give Buyers Room to Shop #405

How do you know for certain, your product or service is the best solution for your client? In today’s episode, we discuss how buyers shop, and ways they evaluate products when making a purchase. You need only look at yourself trying on a coat, to find the answer. 

Today’s Chapter –  TRYING ON A COAT

To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.

The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality.

If they can help, they will.
If not, they leave it alone.

Today’s  Story – 

Pat and Chris met for a 1-on-1 to walk through this month’s pipeline. There was one deal that seemed to be stuck. It was a moderate size deal, not too small but not that large. Chris had avoided talking about the deal but with Pat’s urging, Chris conceded it wasn’t moving.

“I’m not too sure what to do” said Chris, “We set up a free pilot for them and they are using it. I keep asking them if they have any questions. They say they’re still looking. One of the staff said they are piloting one of our competitors too. I’m just not sure what to do?”

“Have they been using the customer success hotline?” asked Pat “yes they are” answered Chris. Pat went on “And you can see them using it everyday?” “well not everyday” said Chris “but at least once a week, especially on Friday mornings”.

Pat paused “We may have exactly what they need but then again we may not be a perfect fit. Keep talking to them and trying to help. Try to understand what they want and if there are any gaps. It doesn’t do any good pushing them to close. Let’s stay positive and keep helping”

Take Action Quote

Gertrude Stein famously said “Whoever said money can’t buy happiness simply didn’t know where to go shopping.” Although buyers might seem distant during a sale, secretly they hope you have the solution to all their suffering. Again, if you have a helping attitude, you can close a sale.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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2022 Sales Goals Show #404

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2022 Sales Goals Show #404

2021 was certainly a different year, one foot on the platform and one foot on the train. It was good to be out in the public, although tempered in many ways. For me it was a big pivot focusing on the cannabis industry and discovering podcast clients in that industry, using a new podcast, the Cannabis Advocate podcast.  Also my goal of finally completing the book the Tao Te Ching of Sales. It’s been a year of big change.  With that said you might think that I’m skeptical of making plans in January, only to throw them out come summer. Not at all.  I’m a strong proponent for yearly planning and although last years plans were constantly updated and improved, they gave me structure each day.

Having a  plan for 2022, can do the same for you. For the last couples years we’ve taken a moment to talk about goal planning. Each new year, is a blank slate and opportunity for hope.  In this episode,  we’re  going to walk through a goal setting process that encapsulates both your personal and professional goals.  The quest for this 2022 sales goals show is to identify the intersection between the two, and create a plan that ensures success and growth in your professional career.

Goal Setting Worksheet

This is the link to the Googledoc of the worksheet. Click here for the 2022 Sales Goals Worksheet and make a copy for your 2022 sales goals .

Here is a link to Pats Goals  Use this as an example.

Your 2021 Sales Goals and Personal Goals

Without a destination in mind you can never get there. But having a goal is not enough. Random goals are rarely attained unless they are tied into a greater cause.

We believe that goals are the spark of motivation, but habits are the fuel to keep it burning. To quote Marcus Aurelius what you put on the fire, feeds the fire. In this goal planning exercise you will outline a path towards building a set of daily behaviors that will ensure successful completion of your goals.

You will identify:

    • Motivations
    • Reasons
    • Personal mission statement
    • Habits and Key Behaviors
    • Values that motivate you to take action
    • Goals that are measurable and attainable.

Sales Goals to Consider

Here are some potential goals you might want to consider for 2021. 

    1. Nail down your value proposition and use it in all you do.

      I help these kind of people in this situation, by providing this solution that has this set of benefits. 

    2. Build a network of friends and existing clients that will help you meet other prospects
    3. Take a SDR job for 6 months and banish all fear of picking up a phone and cold call. It’s a skill you will use your entire life
    4. Build a morning ritual based on mindfulness, with an inspirational read and documenting your personal journey through journaling.
    5. Set aside time to understand the trends of the market in your industry and how the competition is adjusting to deeply understand how you differentiate
    6. If you’re feeling the itch to leave, part of the mass resignation, treat the job search like any sale, but in this case, you’re the product and the hiring manager is the buyer.   How to get a sales job episode here.
  1. How To Find Pat Helmers

You can find Pat throughout the Internet!

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How To Sell with No Illusions – Tao Te Ching of Sales Babble

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How To Sell with No Illusions – Tao Te Ching of Sales Babble #403

In this episode of the Tao Te Ching of Sales we babble about the penchant for sellers to get too verbose, and theatrical when all the buyer wants is to see, is the value. We discuss and tell stories about the importance of simplicity and elegance when it comes to persuading a buyer and sell with no illusions

Today’s Chapter –   No Illusions About Controlling the Sale

The master seller doesn’t get caught up in pomp and theatre
They focus on the essence and avoid the fluff
They dwell in reality and can do no other
Letting all illusions go.

They see the situation as it is
Navigating rocks and reefs as necessary.
To some it appears they do nothing
Yet they accomplish much.

While others busy themselves with activity
They have even more left to be done.

Today’s  Story on Letting Go of Illusions

Lee asked Chris for a demo of the product. Chris was excited to have the opportunity and spent hours preparing with a slick slide deck, multimedia videos, free coffee cups and bagels too. As soon as Chris arrived, Lee said that they only had a few minutes to meet and just wanted to see the demonstration. Flustered, Chris kept to the plan designed the day before. Frustrated Lee kept reminding Chris of the time constraints. Before the demo was complete, Lee said they had to leave for a customer meeting. Chris was left alone in the conference room with a sideways deal.

Back at the office Pat, asked how the meeting went. Disappointed Chris shared the story, puzzled how to turn the deal back on course.

“Always give the customer what they want” said Pat “When you arrive on a sales call, you never know what you’re going to find. The best laid plans often get thrown out the window. Be flexible and know that sometimes doing less, is doing more. Set up another sales call with Lee, and give them the presentation they want”.

Take Action Quote

Ludwig Mies van der Rohe was an early 20th century German-American architect, known for designing office buildings and homes crafted in elegant simplicity. He is famous for the quote, “less is more” the idea that something can be so beautiful that adding to it will only diminish the beauty. Sellers often adorn their persuasion with too many words and a torrent of content, when it might be best to share simply with elegance.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Don’t Force Sales Decisions – Tao Te Ching of Sales Babble

Forcing a Sale

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Don’t Force Sales Decisions – Tao Te Ching of Sales Babble #402

Forcing a SaleIn this podcast we’ve talked often about the importance of persistence and tenacity, but doing so on a timeline often doesn’t work out. In this episode of the Tao Te Ching of Sales we babble about the challenge of closing a qualified prospect on your schedule vs theirs. Forcing the sale by prodding the buyer into making a buying decision too quickly can jeopardize the deal. And we don’t want that do me? Don’t force sales decisions and work deals at their own pace.

Today’s Chapter –   Don’t Force Sales Decisions

Whoever relies on Master Selling
doesn’t try to force decisions
or beat down buyers with logic and facts.

For every force there is a counterforce.
Even if well intentioned,
It always rebounds upon oneself
Placing the sale in peril.

The Master Seller does their job
and then stops.
They understand that the sale
is never completely in their control,
and that trying to dominate events goes against the will of the buyer.

Because they believe in themselves
They don’t try to strong-arm buyers.
Content with themselves they don’t need others’ approval.
Since they accept themselves
for who they are,
the whole world accepts them.

Today’s  Story on Forcing Buyer Decisions

Chris had been working a large deal for quite some time and was finally was able to schedule a sales call. The meeting went great!  They liked what they saw and wanted to move forward. When Chris tried to close, the buyers openly shared they had a  buying process and there were things on their end to complete before they could make a buying decision.

Chris heard what they said. But didn’t HEAR what they said. Every few days Chris would send off an email, text or maybe a voicemail to ask “Are you ready to buy? Are you ready to buy?” Quickly the buyers got turned off. That was the last Chris heard from them. They ghosted Chris

“What happened to that prospect?” Pat asked. Sheepishly Chris shared the journey.

“Ohhhhh” Pat responded. “You tried to force them to make a decision. right? Don’t forget we have a great solution. Have faith people will see the value.

This is the thing, it takes time for buyers to decide. Let the sale breath. If it’s a good fit, the deal will close. Buyers will appreciate your patience and confidence. Trust in yourself, and trust in the product.

Take Action Quote

This is a good example of what Alan Watts calls the “Backwards Law”; the more we pursue something, the more we achieve the opposite of what we truly want and the more disappointed we feel.

Or simply put: the harder we try, the less likely we’ll succeed.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Wisdom Comes From Failure – Tao Te Ching of Sales Babble #401

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Wisdom Comes From Failure – Tao Te Ching of Sales Babble #401

In our culture winners are heroes.  Our movies prefer underdogs who with persistence and grit find success.  Yet these overnight sensations rarely happen overnight, They instead take years filled with mistake after mistake after mistake. Wisdom comes from failure.

In this episode of the Tao Te Ching of Sales we babble about the challenges in business and how inevitably we will screw up.  I guarantee it. But if you keep at, you will learn what not to do, and more importantly, what to do to find success.

Today’s Chapter –  Wisdom Comes From Failure

Accept lost sales willingly
Accept failure as the human condition
Accept your own fallibility
Nor be overly concerned with wins and losses
Imperfection comes with being a human being.

Perfection is an ideal never obtained, yet always in mind.
Surrender yourself to your own limits
Then you can be trusted with the tools for making sales.

Once you appreciate your strengths and weaknesses
you begin the journey to becoming the Master Seller.

Today’s  Story Behind Wisdom Comes From Failure

Slowly, Chris hung up the phone.
Chris had just been informed that the buyer had picked another vendor.
“I never felt right about this deal”. Chris observed.
I misspoke at the sales call, a fatal mistake I just couldn’t fix.
I don’t know. I guess I’m never going to get good at this job.
Maybe, sales isn’t for me”.

Pat, took in a breath and then let it out slowly.
It was a slow exhalation, like a large ocean wave.

Placing both palms down on the table Pat said

“This is the thing.
We all screw up. What separates winners from losers,
is that winners learn from their mistakes.
Be mindful of your imperfection. Failure is your teacher.
We don’t learn much from our successes,
wisdom comes from mistakes”

Take Action Quote

Former basketball star Michael Jordan of the Chicago Bulls is noted for saying….
“I can accept failure. Everyone fails at something. But I can’t accept not trying.”

Don’t forget wisdom comes from failure.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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The Three Greatest Sales Skills  – Tao Te Ching of Sales Babble

Sales Babble Celebration

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The Three Greatest Sales Skills  – Tao Te Ching of Sales Babble #400

ISales Babble Celebrationt’s easy to get excited about a deal and want to close it quickly. But you can’t control a buyers actions. All  you can control is your actions.  Which is why today the Tao talks about patience, simplicity and collaboration. These are the three greatest sales skills when it comes to a collaborative B2B sale.

In this episode of the Tao Te Ching of Sales Babble we discover  if you push to hard, you can lose a sale, but if you back off and exhibit patience, the deal is yours.

Today’s Chapter –  The Three Greatest Sales Skills 

Patience, Simplicity, Collaboration.
These three are the Master Sellers greatest skills.

Patient in understanding needs and desires
Frame your solution with context,
Simple when delivering your pitch
Return to the language of the buyer,
Collaborative in finding solutions
The sale closes itself.

Today’s  Story Behind the Three Greatest Skills

One day Chris was struggling to understand the best way to present a new product.

Given it’s myriad of features and benefits, it was confusing on how to approach the demonstration.  He was at a loss of what to do!

Seeing Chris’s suffering, Pat smiled and said

“I have some thoughts”

Then Pat went on and advised …..
“Just find out if they have a need,
repeat back what they want
and together as a team,
both buyer and seller,
decide if our product is a match.        Let the deal close itself.”

Take Action Quote

Patience, persistence and perspiration make an unbeatable combination for success. –  Napoleon Hill

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

Goals – Tao Te Ching of Sales Babble

Thermometers

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Goals – Tao Te Ching of Sales Babble #399

Thermometers

 

What’s the point of having goals? Aren’t they all arbitrary anyway?  Why not,  you might ask, just work hard and reap what you sow?

But do we reap?

In this episode of the Tao Te Ching of Sales Babble we discover the value of goals, how they are one of the most powerful tools in a sellers toolbox, even those that seem impossible.

This Chapter is called Goals

No progress occurs without goals
Guideposts on the path of discovery.
Each sale a series of steps
A trek to the final purchase.

As weather and obstacles appear
The path is re-charted
Like stars to ancient navigators,
Providing guidance.

The destination has immense value
Yet it pales when compared to goals.

It’s the journey that matters
The rest fleeting..

The Story for Goals

“Why do I have these goals?” mused Lee.

“I know” said Chris,” We can never reach these. They set the same stupid goals last year. And we didn’t even come close”.

Over hearing, Pat spoke up. “You’re right! We didn’t reach our goals.

“But if you recall, when we rolled out the new product we had no idea how to position it. Remember how we kept trying one thing after another?

“Because of the goals, it reminded us to keep adjusting, keep trying, until we finally, had that last quarter breakthrough. If we didn’t have a plan, we’d still be at square one don’t you think?

Goal of a goal is to guide,
not frustrate”

Take Action Quote

 Like Led Zeppelin sang in the Immigrant Song:

“On we sweep with threshing oar
Our only goal will be the Western shore” 

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: