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Path To Success – Tao Te Ching of Sales Babble

Time Clock Selling

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Path To Success – Tao Te Ching of Sales Babble #398

Time Clock Selling

 

What is the Path to Success? Or better yet,  ask where is the path of success? When you’re in a rush to close a sale, sometimes the best thing to do is just slow down. In this episode of the Tao Te Ching of Sales Babble we discuss that each sale has a unique schedule. Some close quick, some close slow.  Today we answer, what should you do when the deal is going slow?

This Chapter is called The Path to Success

If you wish to quicken a sale
you must give it time to breathe.

If you want to dispel objections
you must allow them to flourish.

If you want to create new business
you must give it time and patience.

This is the path to success.

The Story the Path To Success

In despair, Chris closed the video conference.

Pat, was also on the call, and asked “How do you think it went”.

“Horrible” exclaimed Chris. “Didn’t you just hear that?
They didn’t want to listen to what we have and they never gave us a chance!”

Pat nodded and then added,
“Did you hear how they said they won’t take action in the next 6 months?
They’re not ready to make a decision.
Why push a rock up hill if it’s only going to roll back?
Sometimes it’s best to slow down. There is no use in trying to close them quickly.

Let’s give them time to collect their thoughts and what they really want.
The deal is still alive. You haven’t lost it yet.

Let’s be helpful with kindness and patience. How does that sound?“

Take Action Quote

 Like the Stoic philosopher said.. 

“No great thing is created suddenly, any more than a bunch of grapes or a fig. If you tell me that you desire a fig, I answer you that there must be time. Let it first blossom, then bear fruit, then ripen.” – Epictetus 

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:

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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Seeking No – Tao Te Ching of Sales Babble #397

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Seeking No – Tao Te Ching of Sales Babble #397

Do you assume everyone is going to buy and expect every one you cold outreach to say Yes? They won’t.  Instead of seeking yes, maybe you should be seeking no.  In this episode of the Tao Te Ching of Sales we discuss the paradox of sales and the power of expecting the opposite. While working within the natural flow of business you can find success.

 

This Chapter is called Seeking No 

Some prospects can be served, some not.
When hunting,
Most leads end in No.

While others wither at rejection
The Master Seller smiles with each No.
The more No’s the more Yes’s

Seek the No
To find the Yes

The Story Seeking No 

One Friday Pat asked Chris how many deals had closed that week. “Only one!” said Chris disappointedly, “and that’s after calling all week! Everyone keeps saying No I’m not interested. It’s so discouraging.”

Pat then asked “How many calls did you make?” “10” responded Chris.

Pat nodded and replied. “At that ratio, if you had made a 100 calls, you would now have 10 yes’s, right? If you seek the NO you will find the YES. Keep calling and you will find success”

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:

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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Sales Babble Special Announcement: A New Beginning

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Sales Babble Special Announcement: A New Beginning #396

Sales Babble Special Announcement!    Starting with this episode, Sales Babble will be taking a new course when babbling about sales. After nearly 350 interviews I’ve decided to take a pause on the conversation and instead take action on a book I’ve been wanting to write regarding sales.

Nobody has ever approached the subject of selling in this manner. It’s new, authentic and diverges from the traditional podcast format.

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”.  Ongoing episodes will use a new podcast shortened format for this new beginning. I’m excited to hear what the listeners think.

This Chapter is called “Listening: 

“The Master Seller listens before talking 
Sells without effort 
Sharing without preaching 
Explaining without judging 
Demonstrating without closing. 
Never assuming the sale, 
the Master never loses one. “

Now the story, the next sales babble

Chris scheduled the sales presentation and then whooped for joy in the office. 
Chris had fully qualified the prospect and knew they would buy.  There was zero doubt! 

“One second” said Pat after being startled by the joyful shout. 
“Let’s not count our chickens until they’re hatched. 
There are many reasons the prospect won’t be ready to buy. 
Take your time and don’t assume it’s a done deal. 

Share what we do, how we help  and don’t forget to fully ask 
why they have agreed to meet with you. 
Listen .   Listen with intent to their answers 
If you do that you will know how you can help 
And you will know what to do.”

 

How To Find The Tao Te Ching of Sales

To get a sense of what this Sales Babble new beginning might look like check out the following links:

  • This is the link to the blog; https://taotechingofsales.com/
  • This is the Tao Te Ching translated to English

 

 

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 High-Conversion Virtual Sales Playbook.

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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Networking in the 21st Century on LinkedIn with David JP Fisher #395

David Fisher LinkedIn Sales

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Networking in the 21st Century on LinkedIn with David JP Fisher

David Fisher LinkedIn SalesAre you using social media to build your sales funnel? Is online networking a staple of your selling process? If not you might want to read David J.P. Fishers just published book, “Networking in the 21st Century on LinkedIn”.   In this episode we go live, and visit Dave’s book launching/anniversary party at Sketchbook brewing. Dave shares insights in networking using LinkedIn while sharing a well brewed Oktoberfest.

Just a reminder next week I’ll be announcing great changes here at Sales Babble and Habanero Media.  Stay tuned you won’t want to miss it.

LinkedIn Networking

Sellers struggle with putting themselves “out there”, be it, social media posts, email or cold phone calls. Dave recommends starting with social media. He believes it’s a digital 1st world, but not the only world.

In his new book he shares examples to bootstrap sellers. These examples includes scripts that can be crafter to mirror your personality.

Take Action Today

Be a Sales Sherpa.   Become the trusted advisor for buyers. When they are ready to shop, you will be top of mind. LinkedIn helps sellers build credibility  which is the foundation of trust

How To Find David Fisher

Dave is all over 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 High-Conversion Virtual Sales Playbook.

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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Selling Insight with Stephen Timme and Melody Astley #394

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Selling Insight with Stephen Timme and Melody Astley #394

Salespeople know that they have minimal time to catch an E-level’s interest in a product.  Unfortunately sellers often lead with a product’s benefits, features, and bells and whistles without taking the time to analyze what might be important to the executive they are pitching to.  in this episode  Stephen Timme and Melody Astley of FinListics discuss importance of understanding the needs and desires that motivate E-levels to buy. With selling insight, you can frame a persuasive pitch mapping products to buyer desires.

Buyer Driven Selling Insight

The buying journey has changed with a SaaS based economy.  According to Melody since there are so many stakeholders, sellers need to understand how they think.  In their book they found 70% of buyers  believe the sellers don’t know their business.   They have higher expectations when buying.

Stephen and Melody have created a 7-step selling framework.

    • Find out the primary buyer goal
    • Know what’s going on in the industry
    • Look the financial KPIs executives focus on
    • Map the metrics to your solution benefits
    • Understand specific goals of stakeholders
    • Give insights value solution will bring to the organization with business cases.

Take Action Today

Adopt an executive mindset by learning how executive buyers think. Build credibility by developing financially driven points of view (don’t worry, you don’t need an MBA for this). Communicate with impact by speaking your buyer’s language enable your sales force to understand the industry they are selling in.

First tell them how, then how much.  Get into the numbers later.

  • How To Find FinListics
  • To find Dr. Stephen Timme and Melody Astley of FinListics:

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 High-Conversion Virtual Sales Playbook.

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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Who Care The Most Sell The Most with Mareo McCracken #393

Mareo McCracken

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Who Care The Most Sell The Most with Mareo McCracken #393

Mareo McCrackenWhat is the true secret if sales success?  According to our guest Mareo McCracken, the secret is caring. Caring for others, caring for results, caring for growth. According to Mareo, those who care the most, sell the most.

Why You Should Care

Mareo wrote the book   for sellers who want to learn to do sales the right way and with the most success as fast as possible. The book helps readers escape adversarial, competitive, self-destructive sales behaviors.  It does it by developing a collaborative, trust-based approach to selling in a way that builds value and trust.

Mareo shares that most sales books teach what to do.  His book teaches HOW to do it. The real differentiator in any deal is the salesperson and how they sell. He challenges sellers to help people find interest, before they show interest.  The best sales professionals inspire growth, creativity, compassion, accountability, and courage.

 

  • How To Find Mareo McCracken
  • Find Mareo here

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 High-Conversion Virtual Sales Playbook.

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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Sell Different! with Lee Salz #392

Lee Salz Sales Babble

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Sell Different! with Lee Salz #392

Lee Salz Sales Babble

 

Our guest is Lee Salz a leading sales management strategist, bestselling author and CEO of Sales  Architects.  Lee is a three times returning guest with a new book titled Sell Different! All New Sales Differentiation Strategies to Outsmart, Out Maneuver and Out sell the Competition  In this episode  we talk about the strategy side of outreach with the goal of getting your company to stand out from the rest. From the buyers point of view, all vendors look alike. Today we talk about how to beat the competition to win more deals at the prices you want.

Selling Differentiation 16 Day Prospecting

We talked about his process of using email, LinkedIn InMail, phone and texts to engage with prospects. It includes calling at different times of day, mixing of messaging, create curiosity with a cadence that seeks to find a time to connect with your prospect.

Phone Calling and Voice Mail

As in his previous books, Lee is a proponent of using the phone for cold outreach. Odds are your prospect won’t answer so leverage voice mail. Leave messages that spark intrigue; “I’m not expecting you to call me back”. 

To use this system effectively when you get in front of person in real life or on the phone ask clients and prospects advice on what to do, how to add value e.g. where they hang out, what are common industry issues.  Focus on wanting to “meet people like you”.

How To Find Lee Salz

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 High-Conversion Virtual Sales Playbook.

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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Pick Up The Phone and Sell with Alex Goldfayn #391

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Pick Up The Phone and Sell with Alex Goldfayn #391

In this episode Alex Goldfayn returns to babble about his new book:  Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales.   Alex and I chat about his comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. Stop avoiding the phone with emails but instead create a real connection with clients and prospects. Great advice that will have you nodding your head affirmatively the entire time.

Selling Boldly But On The Phone

Previously Alex babbled on the podcast about his  books: Selling Boldly and 5-Minute Selling,  books that  teach techniques to supercharge your sales by making the proactive call the tip of your selling spear. In this book Alex takes this to the next level.  The “phone” is a hidden gem of an app on your phone.

    • Start your by calling clients you already know
    • Always leave a voice message, otherwise they’ll never know you tried
    • Send a text after leave a voicemail, ask “when can you talk….”
    • 2/3 people will call you back and of that group 2/3 will text you back

The best way to warm up is in the morning. Start the day by calling people you already know or at the very least, know your business. The conversation will go smooth and positive. Existing clients love to catch up and learn what’s going on.   Any empathy you share will be MUCH LOVED.

Use the pandemic as a opener. Everyone has a view they want to share.

Take Action

    • You only need to make three calls/day
    • That’s 780 calls /per year
    • If you bump it up to 5 calls, it’s 1300 calls per year.

How To Find Alex Goldfayn

      •  

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 High-Conversion Virtual Sales Playbook.

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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Top 100 Sales Skills with Alex Dripchak #390

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Top 100 Sales Skills with Alex Dripchak #390

We’ve had hundreds of authors on Sales Babble. So it begs the question,
if you desire to grow your sales skills, which of the books should you read and which ones should you skip? Our guest Alex Dripchak solves that problem with a new book that surveys 27 best selling authors and then ranks the hundred most critical skills. In this episode Alex and I  babble about the 100 sales skills of the successful sales professional.

Top Three Sales Skills

Alex found common themes among the authors. The top sales skills include:

    • Approach each sales from the buyers point of view
    • Be resilient, there are ebbs and flow with you deals. You will not win all deals.
    • Ask questions wisely and ask carefully in tone and style
    • Don’t focus on closing techniques. These no longer work, especially with complex sales

Take Action

I particularly liked Alex views on the silliness of studying closing techniques. If you’re having an authentic conversation with the prospect and able to show the value of your solution in the context of their pains and desires, they are going to buy! Collectively the two of you will agree this is a good fit. You don’t need tricks and traps to close deals..

How To Find Alex Dripchak

 

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 High-Conversion Virtual Sales Playbook.

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

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The ABCs of Selling Worksheet with Diane Helbig #389

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The ABCs of Selling Worksheet with Diane Helbig #389

Did you listen last week to the ABCs of selling? This week  returning guest Diane Helbig.  Diane shares the ABCs of selling worksheet and focuses on the importance of first selling YOU as a person, then the company, and lastly, the product or service.  Let’s get organized!

Sales Worksheets Mentioned

In the interview Diane and I walked through the following worksheets.  We gave examples on how they can be filled out and used when selling.

    • Why people buy worksheet
    • Top Client characteristics worksheet
    • Top Client origins worksheet
    • 30 second introductions options
    • Discovery meeting questions worksheet
    • e-Newsletter and social media postings
    • Prospect script worksheet

Take Action

During the pandemic it’s been hard to connect with prospects. Use the phone. Call them up and find out first what’s going on with their business. Many companies are struggling, some finding huge success, most challenged by staffing.   Start with asking “how are you?”  Then listen and respond with help if you can.

How To Find Diane Helbig

Diane on Social 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 High-Conversion Virtual Sales Playbook.

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: