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The Tao of Storytelling Selling #518

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The Tao of Storytelling Selling #518


Let me tell you a story. It’s not a story of lost love or intrigue. Nobody’s murdered, nor is society thrust into a dystopian future. Instead, this is a story about stories. It’s a story about showing, not telling, and selling with storytelling. Storytelling Selling. It’s a tale with both heroes and villains with adventures and drama tied into capturing the interest of prospects in a way that they identify with your fable. Today’s episode explores ways a personal story can turn prospects into heroes and, in time, loyal clients.

Today’s Chapter

A story breathes life into the unexplainable.
It flows into places where prospects are quick to reject
and think impossible.

In framing, highlight the struggle.
In sharing, go deep in the heart.
In discussing obstacles, be gentle and kind.
In speech, speak to the challenge.
In overcoming, express the joy of success.
In business, the protagonist becomes the hero.
In action, watch the timing.
until prospects see a sliver of hope.

TTC #8

Today’s Story

Chris listened in on Pat’s cold call recordings. Call after call, Pat would start telling success stories of happy clients. The stories were compelling, starting with the challenge the buyer faced, the unhappiness they experienced, what it was like rolling out the new solution, and the positive results that came. In all cases, the buyer was the hero of the story.

Tale after tale was inspirational, authentic, and persuasive.

“Are these stories real?” asked Chris. “They seem too good to be true!”

“They are!” responded Pat. “It’s heartwarming to know that we’ve been able to help so many clients and it’s fun to share the success stories. When prospects hear these tales they immediately put themselves in the story and identify with the hero. They can feel the story in their bones. It’s the story of their life.”

“Really?” said Chris, sitting up.

“Oh, yes!” replied Pat. “Sometimes a story can say in a few words what a spec sheet would take an hour. When you share an authentic story, it will resonate. Learn the stories. Make them a part of you. Pass on the wisdom that will create loyal clients.”

Take Action Quote

The Tao Te Ching “The highest good is like water. Water gives life to the ten thousand things and does not strive. It flows in places men reject and so is like the Tao.”

The same is true of stories. A story can seep into the buyer’s mind and flow to places where no amount of logic and data could ever have a chance. Draw upon your existing customer’s success as examples for new prospects. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story both fast and slow, matching the pace of your prospect. Give them space to ask questions, especially questions prompted by the story. Once they identify with your clients, they step on the path of becoming new clients someday.

 

Listen here on YouTube https://www.youtube.com/watch?v=Z1llskepsxg

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

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.

 

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How To Sell When Nobody Knows You #517

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How To Sell When Nobody Knows You #517


What do you do when your business is the best-kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how can you get buyers to trust in you, your company, and its products?  This is a situation for all startups. It’s also the case for established businesses creating new products or entering new markets. If this is your case, you’re in for a treat. In today’s episode, we discuss how to sell by sharing the idea that water, though soft and gentle, can overcome resistance and erode even the hardest of substances through its persistent and patient action. The same is true when it comes to a skeptical marketplace. In time, a persistent yet patient Master Seller can bring a new product or service to market. 

Today’s Chapter: Making the Unknown Known

At the start, all new products are a secret
filled with opportunity and possibility.
a mystery to be unveiled
from the dark to the light,
and the unknown to the known.

Like glacial streams that wear away rock,
persistent marketing campaigns bring awareness
using tenacity, patience, and grit.

Therefore time is your ally,
nurturing trust from nothing to something,
converting prospects to clients,
one by one
until the secret is no more
and the mystery revealed.

TTC #64

Today’s Story

Chris’s company recently launched a new product. It was a new market for the company and no one had heard of them.  While working on a cold calling campaign, Chris was unsure how to get the attention of buyers. 

“I keep calling but nobody answers.”  shared Chris. “The few people I’ve talked to have never heard of us and don’t trust we know what we’re doing”. 

“I guess I don’t blame them,” said Pat. “Trust has to be earned, and that’s only going to come with time”.

“Exactly,” responded Chris.”So what am I going to do since we’re the new kid on the block?”  

“When it comes to new ventures, you have to play the long game,” said Pat.
We need to follow up on leads multiple times: first an email, then a call, then a voicemail then a social media message. Then it’s a case of rinse and repeat with each time sharing a little bit more about us, It’s going to take awhile but remember, water is soft but given enough time it carved the Grand Canyon.” 

Take Action Quote

Lao Tzu said, “Under heaven, nothing is more soft and yielding than water. Yet for dissolving the hard and inflexible, nothing can surpass it. The soft overcomes the hard; the gentle overcomes the rigid. Everyone knows this is true, but few can put it into practice.”

Too often competitors rush the launch with dire results. This is a recipe for disaster Master sellers know that it takes time and patience to overcome a skeptical prospect. With gentle persistence, even the hardest of prospects can be persuaded if the product or service provides value. It’s no trivial matter bringing nothing into something. But with tenacity, patience, and grit, success can be achieved.

Watch here on YouTube https://www.youtube.com/watch?v=-gCfuhXTTyU

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

 

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How To Compete from Behind #516

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How To Compete from Behind #516

Does it irritate you when you’re talking to a new prospect and the first thing they mention is that their vendor is your archrival? Does it seem like that competitor is superior to you; faster, cheaper, better and there is nothing you can do to overcome that clear advantage? Or maybe you can’t fathom why people buy from them other than they’ve been around for a long time. It can be frustrating and begs the question, what can you do to compete from behind? Today we discuss a competitive strategy on how business is a game,  not a war, and businesses with compassion eventually end up on the winning side. If you’re a startup in an industry with longtime competitors, this is the episode for you.

Today’s Chapter

Never bad mouth the competition.
Give them their due,
accepting where they excel
yet discern their weaknesses.

This is called competing without competing.
innovating, without showing your cards.
selling without trash-talking.
showing value without belittling the competition.

There is no greater disaster than underestimating the competition.
By underestimating the competition, you devalue your business.

TTC #69

Today’s Story

In the hallway, Chris pulled Pat aside, “Pat! I’m so frustrated. I keep losing deals to the competition. Again and again, the prospects keep choosing them over us and I know why. They have a proven product. What am I going to do?”

Pat nodded. “We have tough competitors. We’re new and they’ve been in business for a long time. Customers see them as the safe choice. Be we have something they don’t, We have a new product that in time can provide deep and lasting value. We are the next generation. But, we still have gaps in our offerings.”

“So what am I supposed to do?” asked Chris. “How can I speed this up?”

Pat smiled, “Each time you meet with someone who has this competitor, ask them what they like about them. Listen without judging. Discover where they’re strong. Understand where they’re weak and with this knowledge, we can innovate a better product and in time overcome them in the marketplace. Today they are on top. But change is inevitable. Every dog has their day. It’s time for a new dog.”

Take Action Quote

Never think of your competition as your enemy. It’s dangerous to see another business as evil. Instead think of them as your opponent, battling in a game of little consequence.  When you defend yourself without a show of force, you give your opponent nothing to fight.

Lao Tzu said, “When evenly matched armies meet, the side that is compassionate shall win.”

Compassion is the key to success. When you treat your prospects with love and compassion, they’ll see the value of your offering, and the competition will be relegated to an afterthought.  This is the way to win from behind.

Watch this episode on YouTube.

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

 

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How To Overcome Your Fear of Rejection #515

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How To Overcome Your Fear of Rejection #515

We all hate robocalls. Those are cold calls of the worst kind. But in B2B sales, cold calling is often the only way to efficiently connect to a new prospect. Often the prospects don’t realize a solution to their problem is available. A well-constructed and executed cold call can create an opportunity for the prospects to eradicate their problems. Yet too often sellers fear rejection and this impedes their cold-calling success. There are things you can do to overcome that fear. How to overcome the fear of rejection, that’s the topic for today.

Today’s Chapter: Fear of Cold Calling

Friend or stranger, all are just people,
Two sides of the same coin

Yet curiously, greeting a stranger,
Qualifying their needs
Asking for an opportunity
This Is the seller’s greatest fear.

Once you realize that all deals are at risk,
there is nothing you can do to guarantee a close.
If you aren’t afraid of losing a deal,
there is nothing you can’t achieve.

Avoiding fear is no solution
What will be will be

TTC #74

Today’s Story

Excited to hire new staff, Pat taught Chris everything there is about cold calling. Yet it was soon clear, that Chris had a bad case of call reluctance. Chris tried all kinds of things to avoid making the calls.

Pat noticed and said, “I get where you’re coming from. As kids, we’re told not to talk to strangers, but we’re not kids anymore. Think about all your friends. Once upon a time, they were strangers too.”

“That’s true,” said Chris, “I never thought about it from that point of view. But I’m also afraid to bother them.”

Pat went on, “The most important thing to remember when cold calling is to keep polishing your opening line, schedule them for a convenient time to meet and don’t try to close them. We have real solutions that can make their world a better place. It never hurts to ask if they are looking for help. We often can.”

Take Action Quote

The very first sales book I bought was Stephen Schiffman’s “Cold Calling Techniques that Really Work”  Schiffman said “As a salesman making cold calls, you face a powerful foe: the status quo. This is your true enemy – the attitude of most customers that they are perfectly happy with what they already have.”  

When you have a great solution to a genuine need or desire why not share it? What’s the worst that can happen to you? The caller hangs up? In the big scheme of life, is that so bad? When you keep cold calling in context, there is more good than bad, but only if you keep at it. 

Lao Tzu said, “If people are not afraid of death, how can you threaten them with death?” Most deals never close, instead they die. Once you understand this, you’re fear of losing a deal will evaporate.

Watch on YouTube. https://www.youtube.com/watch?v=YOymrf_ho4A

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

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.

 

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How To Recover from a Sideways Deal #514

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How To Recover from a Sideways Deal #514

 

Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? It’s beyond irritating, right? Especially given the fact that you may have invested significant time and energy in the deal, just to see it go up in smoke. What are you to do when your deals go sideways? That’s the topic for today.

Today’s Chapter: Recovering a Sideways Deal

The start is stillness,
which is the way of nature.
The way of nature is unchanging.
Understanding nature is insight.
Not knowing nature leads to disaster.

With an open mind, you will be openhearted.
Being openhearted, you will act wisely,
and deal with whatever life brings.
When death comes, you’re ready for it.

-TTC 16

Today’s Story

Chris was excited when the prospects agreed to sign the service agreement. It took significant effort to get the deal over the goal line. But then there was a twist.

One of the stakeholders loudly questioned the purchase and soon the entire buying team was getting cold feet. The deal had gone sideways.

“I’m not sure what to do,” said Chris. “I thought we had this signed, sealed, and delivered.”

After a long pause, Pat said, “I had a sense you rushed the deal trying to close the boss. When it comes to some organizations, it only takes one “no” vote to veto a purchase, or the budget gets yanked last minute. I remember this one time I had a champion on my side and they resigned from the company to take a better job. Just like that, my deal went sideways.

These things happen. Be patient, go back to the start, and assume you’re back at square one. Good luck!”

Consider This

When a deal is in harmony it advances with ease and grace. When a deal goes sideways there is confusion and doubt. The changing of the guard, a block on funding, or a stakeholder grudge can create chaos. Like a filled cup, empty out your anxiety to make room and refill it with possibilities not yet revealed.

Expect trouble at every turn, but with due diligence, let the deal take as long as it takes. Hope for the best but expect the worst. Restart at square one and let the past go. It’s only a story, it’s to recreate a new ending.

Watch here on YouTube https://www.youtube.com/watch?v=oxhJ2gL6sq0

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.

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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To Get More You Need To Let Go #513

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To Get More You Need To Let Go #513

Today I would like to do an experiment and try something different. This is something that I’ve been noodling about the last few weeks and since The Tao Te Ching is founded on change and as we know change is the only constant in life it feels right to make a change. Today I;d like to read chapter 46 of the Tao Te Ching, share a story about Pat and Chris, and then review how the chapter applies to sales. I think it will be fun to share with readers an actual chapter in the Tao Te Ching, of course in English and not Chinese. I don;t want to go too far. You might find it interesting to see how the actual text applies to selling, and life. Let’s give this a try and see how it goes. Today’s topic is how knowledge is gained by learning new things, yet master selling is about letting go of learning and being the flow. A paradox right? Taoism is filled with them.

Today’s Chapter: 46

Those who seek knowledge,
collect something every day.
Those who seek the Tao
let go of something every day.

Less and less do you need to force things.
In time you reach non-action,
and when you arrive there is nothing that you can’t do.

Never take over the world to fix it.
Those who want to fix it
are not fit to take over the world.

Today’s Story

Chris had assembled quite a collection of books that teach sales. Some focused on closing, others cold calling, and one book was nothing but a collection of objection handling techniques. Studying the books was like drinking from a fire hose and it was more than anyone could digest. Pat could see Chris’s frustration.

Pat said, “Wow you’ve really gone to school to learn selling. I commend your work ethic but it seems like you’re getting stuck. What’s going on?”

Chris nodded, “It’s gotten to the point I can’t keep it all straight. It’s all a jumble of scripts and techniques.”

Pat smiled. “I know where you’re coming from. I was there once earlier in my career. When you’re new every day you add more to your skill-set. But in time you realize selling is simpler than what the books tell you. For example, what’s the first thing you say to an unqualified lead?”

Chris quickly responded, “You ask them about their most urgent need and listen to how they answer”. “Eureka” said Pat, “that’s exactly right. Now is the time for you to let go of the techniques of sales and intond enter the zone where effortless selling happens under it’s own power. Drop the jumble and it will happen on it’s own.”

Take Action Quote

When first learning sales, each day you grow your knowledge. But in the practice of master selling, each day something is dropped. Less and less you find the desire to force things, until finally you arrive at the “no close, close.” This is when mechanical processes and canned scripts fade away, customers talk themselves into buying, and deals happen on their own. Now you can let it go, do what feels right, and to your astonishment, sales just happen.

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.

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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The Dark Side of Winning Confidence When Selling #512

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The Dark Side of Winning Confidence When Selling #512

This may sound surprising but did you know that closing a deal may carry negative consequences akin to losing a deal? And did you know that excessive confidence can be as problematic as fear? The assertion that winning is always good raises questions that suggest success may not always be advantageous. Whether facing a shortfall or exceeding quotas, setting aside worry and prioritizing prospects is always the right thing to do. The warning about winning confidence underscores the importance of honesty, humility, and understanding one’s limits in professional interactions. In this episode, we explore what happens when you assume or consider the extremes as good or bad. Today we’re going to center on what’s important, the center. 

Today’s Chapter: Winning and Confidence

Winning a deal can be just as bad as losing a deal.
Confidence can be as bad as being afraid.

What? How is it true winning may be bad?

Behind in your quotas, the only way is up.
Exceeded your quota, the likely way is down.
Set aside all this worry,
and take care of your prospects.

How is it true confidence may be bad?

Fear can stop you from doing your job.
But confidence can get you in over your head.
Be honest, temper your arrogance.

Know your limits.
See yourself in your prospects.
If you love your prospects as yourself
the world will entrust you with more prospects.

Today’s Story

It had been a month since Chris started setting up appointments for Pat. Chris’s cold-calling numbers were weak and quite frankly borderline unacceptable. Concerned, at the end of the week Pat asked “I can’t help but notice you’re not making a lot of dials and when you do connect, your calls are very short. What’s going on here?” “Well,” said Chris “I’m just not comfortable calling people out of the blue. I’m trying, and I hope you can see that. But I hate to bother people. I dread getting robocalls. I just don’t feel good about it.” 

Pat nodded “I get what you’re saying. But what we’re doing and what those robocalls are doing are two completely different things. We only call people we think we can help. We don’t pitch without first listening nor do we call at odd hours.  You have nothing to be ashamed of. 

“Instead of focusing on your fear, remember the anxiety they struggle with every day. Maybe we can help them overcome their business challenges, and help them get a good night’s rest. The only way we can help is to reach out and ask.

“Keep dialing, in time the fear will fade”.

Take Action Quote

Tilopa, the founder of the Kagyu school in Tibetan Buddhism said, “Let go of what has passed. Let go of what may come. Let go of what is happening now. Don’t try to figure anything out. Don’t try to make anything happen. Relax, right now, and rest.”

The truth can be found between any two extremes. Combine the extremes and you will have the true center. It’s in the center buyers and sellers delight.

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.

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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How To Sell With Compassion #511

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How To Sell With Compassion #511

Ever hesitated to pick up the phone and cold call? Don’t worry; we’ve all been there. We grew up fearing strangers, and now, as adults, the idea of making a call and potentially bothering someone is as scary as finding a spider in your shoe. But hey, when it comes to calling family, speed dial is practically a reflex. Now, the challenge: how can we find the courage to prospect and reach out to strangers? Curiously, the answer can be found in compassion. This doesn’t make sense at first. But that’s how Taoism works. It’s filled with paradox.  In this episode, we discuss how to sell with compassion and how to treat strangers like family.

Today’s Chapter: Sell With Compassion

See strangers as family.
Trust they will treat you as you would be treated.

Do you need courage? Try compassion.
Knock on the door.
Pick up the phone.
Seek rejection
and leads will arrive as a consequence.
You don’t reap what you don’t sow.

When the marketplace attacks you,
defend yourself with compassion.
It’s the most powerful tool in your arsenal..

Today’s Story

Pat and Chris sat in the conference room working on a project. Deep in discussion, the phone rang and Pat answered the call. It wasn’t the prospects but instead a random cold call. Pat was nice to the caller and patiently explained they were not qualified to buy. Furthermore, Pat gave the caller some coaching on how to improve their odds.

Chris was surprised. First by Pat’s patience and secondly by generosity. “Why did you spend so much time with that caller?” Chris asked.

“Oh that’s easy to answer,” said Pat. “I see all strangers as friends and family. I expect my prospects and clients to treat me the same way I like to be treated. I give everyone the benefit of the doubt. In this person’s case, I know it’s hard cold calling. Why not be nice to them? When I’m cold calling, I start the conversations like we’re old friends asking about their weekend and what’s on the docket this week. People like that when you do it in a non-creepy authentic manner. Sure some people are rude, but why focus on the negative, when a relationship can lead to a great opportunity? When I meet strangers I just see myself“

Take Action Quote

Will Rogers, the famous Cowboy humorist from Oologah Oklahoma once said that strangers are just friends he had not yet met. I love this sentiment. One of the problems with treating sales as a numbers game is you start treating prospects like their numbers, vs living feeling people with genuine problems and desires. I urge you to never lose your humanity and see the whole world as a community.  Treat each stranger like family, and give them the benefit of the doubt. Be generous in your listening and do what you can to help them. If you do, you will be pleasantly surprised by the opportunity it brings.

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

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How to Let the Sale Sell Itself #510

Self Checkout

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How to Let the Sale Sell Itself #510

Self Checkout Sell YourselfDo you struggle with closing prospects? Unsure what to say to advance the sale? Sellers often face the challenge of knowing when and how to close a deal. You may have no problem demonstrating the product or describing the service. But when it comes to asking for the sale and doing so elegantly and not sounding pushy, that takes skill. But does it? What if we could get buyers to sell themselves? How can you let the sale unfold itself, that’s the topic for today. 

 

Today’s Chapter:  Let The Sale Sell Itself

Like a flashlight in the dark
The Master Seller sheds light on solutions.

By asking, the buyer reflects.
With reflection comes understanding.
With understanding comes awareness
and the decision to purchase.

Do you have the patience to wait
until the mud settles and the water is clear?
Can you hold still until events have unfolded?

When you act without expectation,
great things can be accomplished.

Today’s Story

During the sales call, Chris methodically explained all the features, describing them patiently, one by one.  After a while, Lee’s questions slowed yet it was unclear where Lee stood. Chris was unsure how to proceed and looked over to catch Pat’s eye.

Pat looked at Lee and spoke up.  “If I understand you correctly this solution will raise the quality of your product by 8% while cutting production time 50%. Right? What would you do with those savings?” 

Lee paused, looked upward, and said “I guess we would use the savings to expand the new product line…” Lee then talked at length about the possibilities given the increased savings. It was soon clear Lee was ready to buy. 

Pat closed the deal by saying, “I see what you mean, this solution really is a good fit. Do you want to get this started next week?”

With that said, the deal was closed.

Take Action Quote

The post-impressionist painter  Paul Cezanne said, “Time and reflection change the sight little by little ’til we come to understand.” The same is true of prospects. Nurture their decision-making to reflect on the opportunity you provide. If it meets their needs, the buyers sell themselves. This is wu-wei, effortless action. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

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Top 10 Sales and Marketing Tips for 2024 with Neil Kristianson #509

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Top 10 Sales and Marketing Tips for 2024 with Neil Kristianson #509

In this episode returning guest Neil Kristianson joins us for our 10th anniversary of babbling conversation on the top 10 sales and marketing tips for the upcoming 2024 new year. It’s a great time of year to celebrate our successes and consider our 2023 journey. Give it a listen!

Pat Talked About These Sales and Marketing Tips

Neil Talked About These Sales and Marketing Tips

How To Find Neil Kristianson

You can find Neil online for automated email and marketing advice:

This is Neil’s email business Email Splat

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Past Episodes Top 10 Sales and Marketing Tips

This episode is the 10th annual episode. Listen here for years past!

 

Sales and Marketing Tools for 2023 with Neil Kristianson

Sales and Marketing Tools for 2021 with Neil Kristianson

Sales and Marketing Tools for 2020 with Neil Kristianson

Sales and Marketing Tools for 2019 with Neil Kristianson

Sales and Marketing Tools for 2018 with Neil Kristianson

Sales and Marketing Tools for 2017 with Neil Kristianson

Sales and Marketing Tools for 2016 with Neil Kristianson

Sales and Marketing Tools for 2014 with Neil Kristianson

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Listening Options

You can find us on: