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How To Unmask Authentic Selling #508

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How To Unmask Authentic Selling #508

When I was new to selling I read a number of books on closing techniques and objection handling. I took their advice to craft scripts to memorize them like an actor in the theatre. It was a weak approach. The buyers never said the lines I expected and often I was dumbfounded about what to say. In this week’s Tao of Sales Babble we cast off the scripts and unmask to discover our authentic you, the person buyers want to meet, trust, and do business with.  Authentic selling is the topic for today. 

Today’s Chapter: Authentic Selling

Give up memorizing closing techniques and sales scripts
and your skills will multiply a hundredfold.
Give up professional handshakes and business etiquette
and you will rediscover connecting with buyers.
Give up number crunching and counting commission pennies
and your fears and concerns will disappear.

These tactics are masks of
outward form and conventional business practice.
They are not sufficient in and of themselves.

Instead, seek selling simplicity.
Realize the authentic seller.
Cast off the fake and step from the shadows.

Today’s Story

This was Chris’s first attempt at cold calling and Chris was struggling to remember the product features, benefits, pain points, and voicemail scripts. Selling felt forced and wooden and no matter how hard Chris tried, it wasn’t getting easier. It all felt like pretending.

Sensing Chris’s frustration, Pat sat in on a few calls. It was clear the issue wasn’t a memorization problem, but a complexity problem.  “Try this,” Pat said. “ Let’s say by dumb luck, the next person you called just happened to be an old friend. What would you say differently to them?” 

Chris thought for a moment. “Well, I probably would ask them if they had quality issues like the ones our customers face. If they say yes, I’d probably share some of the benefits of the product. If they were still interested, I’d move on and talk about the features.” 

“Wow,” said Pat, “that sounds like a good plan. Why not do that next time.”

Take Action Quote

In The Power of Positive Thinking, Norman Vincent Peale said, “Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy.” 

Canned scripts with objection handling are all well and good but only go so far. It’s the authentic seller that buyers want to meet. Set aside false myths that you need to assert dominance and swagger when prospecting. Buyers are quick to discern arrogant behavior and do so at a moment’s notice. Be yourself. Keep it simple. Stay committed to helping your customers.

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

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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Why We Treat Buyers Like Family #507

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Why We Treat Buyers Like Family #507

Each January I travel to a small island at the southernmost tip of the United States. Key West has a motto: “All people are equal members of One Human Family”. Not only do I agree with this, but apply this to prospective buyers.  In this episode, we investigate the power of building rapport and how viewing perfect strangers as Family can erase skepticism and cultivate trust, which is the foundation of any successful selling opportunity.

Today’s Chapter: Being a Cousin 

When selling
be a stranger to no one
Cousin to all
just like family, you rarely see
at the wedding or funeral.

Respectful yet genuine
catching up on their lives.
Gregarious yet authentic
accepting them for who they are.

The Master Seller is easy to know
Trusted at the start.

Today’s Story

Pat and Chris registered for a trade show. It was to be attended by many prospective clients. At the first panel of the opening day, the attendees were seated at round tables. Throughout the morning Pat chatted with everyone asking about their travels,  where they were from,  where they had eaten the night before,  and what they hoped to learn at the event. Pat treated them like old friends.

During the break, Chris asked Pat “Why aren’t you telling them more about our company and the new product announcement?  These people seem like a perfect fit for us!”   

Pat agreed, “They are a good fit but now is not the right time. Our goal is to build relationships, connect, and follow up at a later date. They are here to build relationships. The last thing they need is an infomercial!”   

“So what’s the plan?” asked Chris.  Pat responded,  “Throughout the conference, I’ve asked each of the prospects if they would like to continue the conversation at a later time. They all said yes.  

“Back at the office I’ll follow up and say how great it was to meet them and mention some detail they shared when we met. You become memorable this way.  When I ask to schedule a sales call, they’ll be happy to agree”.

Take Action Quote

Lao Tzu wrote, “Masters don’t accumulate, the more they help the happier they are. The more they give, the wealthier they are. ”

This is true for sellers too.

People are more alike than not and just like you have the same hopes, fears, wants, and needs. To know this is to know the interconnectedness of all humanity. Treating everyone as family cultivates trust, even with strangers. When buyers are open to listening, it’s effortless for sellers to help.

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

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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A Good Seller is a Good Teacher #506

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A Good Seller is a Good Teacher #506

Have you ever had a difficult customer that tested your patience? You want to do a good job, but it seems that all the prospect wants to do is to make it harder on themselves. Sure you want to help, but they don’t want to be helped. And now you can’t help but wonder why are they even talking to you. You know something is there, you think you think you can teach them a few things that would be good for their business. You might even be able to address their issues. But they’re not the good student. There is a part of you that doesn’t want to let it go and in the words of the Clash, you wonder “Should I stay or should I go now?” What does it mean to be a good teacher, that’s the topic for today.

Today’s Chapter: Sell By Not Selling 
A good seller sets aside concerns about making commissions.
They are not intent on closing.
Focused on helping the buyer
they keep an open mind.

What is a good seller?
The teacher of a bad buyer.
What is a bad buyer?
A good seller’s job.

If the seller is not respected
And the buyer is not attended to
confusion will arise
no matter how clever the seller.

The master seller takes care of all buyers
And abandons no one.

Today’s Story

Lee’s company had quality issues and started shopping for a solution that would raise product standards. Chris was excited to have the opportunity but as the sale progressed Chris found Lee to be a rude and difficult buyer.

Chris shared with Pat, “They don’t respect me, our company, or our products. They’re very skeptical and have wasted a lot of my time and I’m concerned I’ll never see any business from them.”

Head nodding Pat responded, “I know how you feel. I once had to deal with a rude and difficult prospect. But I hung in there and once I recognized their issues and the negative experience they’ve had with other vendors, I understood their behavior. They had been burned and didn’t want that to happen again. 

Lee may not be a good fit for us. That’s your call. But I urge patience. Try to help and teach them about our solutions. Don’t give up until they give up. Sales is a long game.”

Take Action Quote

“If you miss the present moment, you miss your appointment with life.”– Thich Nhat Hanh

It’s easy in sales to have shiny object syndrome and only get excited about the new deals in your pipeline. It’s difficult working with difficult customers but like they say if it was easy anybody could do it. As a seller, teaching is your core competency. Be mindful when qualifying, discovering, presenting, and closing.  A good teacher is like water that when poured into a vessel molds to whatever shape it is. The same is true of master sellers.

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

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 by Not Selling #505

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How to Sell by Not Selling #505

In the timeless dance of commerce I’d like to reflect a bit on the business aspects of selling, the topic this podcast babbles about weekly. When you consider the profession of sales, what comes to mind? Is it a realm where one must assume the guise of a rapid-talking predator? Do you still hear at times the notion that selling requires you to be the elusive shark in the marketplace? It’s a pervasive belief, and indeed, a hurtful one. So let’s consider this: that the art of selling isn’t a slam dance to the rhythm of forceful persuasion. In fact, the most profound selling arises not from the act of selling itself. Rather, it emerges from a subtler dance—a waltz of not selling. Yes, this is a paradox. Fathom a sales process that flows like a river, effortlessly shaping its course without the turbulent eddies of aggressive pitches. This is our exploration and the topic of today’s episode, how to sell by not selling.

Today’s Chapter: Sell By Not Selling 

When the Master sells, prospects are hardly aware of it,
To them it’s just a conversation about their lives.

Next best is a seller who is loved.
Next, is one who is feared as sleazy.
The worst is one who is considered a huckster.

If you don’t trust the customer, you make them untrustworthy.

The Master Seller doesn’t talk, they act.
When the sale is closed the people say, “We chose wisely”

Today’s Story

Chris was excited to start a new sales position. The new company had great products and services that could save clients significant time while maintaining quality. Chris’s sales manager, Pat, took Chris out on their very first sales call. Chris was shocked that Pat never showed the slide show they had worked on all week.

When Chris and Pat first arrived at the client’s office.  Pat commented on one of the marketing posters on the wall, it was a new product and the prospects were quick to start talking about it. Next, the conversation wound around trends in the industry, the customer’s yearly goals, and challenges with supply chains which led to the services Pat and Chris came to talk about. Before Chris knew it, the prospects requested a quote for a 3-year contract!

“How did you do that?” Asked Chris. “We never even showed them the slide deck. All you did was talk to them! ” 

“Not exactly,” said Pat, “If you noticed, what we really did was ask a few targeted questions and let them tell us what they want and what they need. When I saw they had that one quality issue, I merely mentioned our solution, and bingo, they got excited. My goal is always to have the buyer know they chose wisely and of their own accord. That’s what I call master selling.”

Take Action Quote

Trust your customers to know what’s best for their business. If you listen you will know how you can help. There is no need to arm-twist or be unethical. Your goal is to make sure the buyers choose wisely.  Dismiss what our culture says about salespeople. Instead, create your own story about how you’ve made a difference. Nelson Mandela, anti-apartheid activist and politician once said, “We can change the world and make it a better place. It is in our hands to make a difference.”

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

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 Own Your  Mistakes #504

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How to Own Your  Mistakes #504

Nobody likes being called out for making a mistake or screwing up. It’s even worse when you have to apologize for your mistake or, worse yet, your company’s mistake.  Unfortunately, once in a while, this situation pops up and it’s extremely uncomfortable for the sales professional. It’s not the end of the world. You just have to own up to it and move on. If you’ve made a mistake, don’t worry. Apologize, learn from it, and move on. It’s not rocket science. It’s just common sense. That’s the topic for this episode: How to own your mistakes.

Today’s Chapter: Owning Up To Mistakes

A Master Seller knows they are not perfect.
When they make a mistake, they realize it.
Having realized it, they own up to it.
Having owned up to it, they correct it.
They consider clients who point out their faults as their teachers.

They think of their competition,
as being as perfect and flawed as themselves.

Today’s Story

Chris screwed up and Chris knew it. Lee asked Chris for two simple requests, but Chris forgot and now Chris was scrambling. The lack of attention was noticed and Lee considered yanking the contract. What was Chris to do?

Chris turned to Pat and asked, “I know I messed up but it’s not all my fault. Lee never returned the evaluation report and our own support department never got back to me and now we’re in this predicament! I’m afraid Lee is going to leave us for the competition. How can I fix it?”   

Pat answered. “We’re only human. People make mistakes and when they happen it’s best to come clean and own them. I get that it’s not all your fault, but we’re the face of the company. It’s for us to take the blame and make it right. Tell them it’s all our fault. Tell them we should have done better. Don’t get into the details,  ask them what we can do to make this right. Own it completely. “

“You think that will work?” asked Chris.

Pat responded, “Yes, in fact, you may find  Lee to be very generous and forgiving. What Lee mostly wants is to be heard. Listen and this client can be saved. 

Take Action Quote

Humans make mistakes. You are flawed and so too your company. Pretending to be perfect only lasts so long. Customers know when they’ve been wronged and the sooner you own the mistake the faster you can make things right.

No one is perfect. Neither are your competitors. All customers want to know is that you are looking out for them. Show them you do.

Joe Hyams the author of “Zen and the Martial Arts” wrote, “When a problem arises, don’t fight with it or try to deny it. Accept and acknowledge it. Be patient in seeking a solution or opening, and then fully commit yourself to the resolution you think advisable.”

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

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 Advance the Sale – Step by Step #503

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How To Advance the Sale – Step by Step #503

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Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for paint to dry? In today’s episode, we’re diving into the thrilling world of why deals move slower than a tortoise with a GPS glitch. Let’s crack the code on the sales process, the buying process, and the intricate dance of advancing the sale, all with the ultimate goal of closing – well, maybe not today but someday

Today’s Chapter: Advancing the Sale

Questions lead to sharing.
Sharing leads to an appointment.
Appointment leads to possibility.
Possibility leads to belief.
Belief leads to a quote.
Quote leads to purchase.

The largest of sales begins with a response to the smallest of acts.
This is called advancing the sale.

Today’s Story

At the end of the sales appointment, Pat and Chris thanked their hosts and walked out of the building across the parking lot, chatting about the weather and remarking on the beautiful day. When out of earshot  Pat asked Chris, “So how do you think it went?” 

“I don’t know.” responded Chris, “They seem interested, but are guarded. I was hoping they would agree to buy but it’s clear, they’re not ready.”

“I agree,” said Pat “but we did advance the sale. I like that they asked about references and are particularly focused on our new features. We’ve got our homework to do but we’re still in the game.”

Chris asked, “So you don’t think they’re just being nice and don’t want to say  they’re not interested?”  “Not all,” said Pat. “ The longer we stay in dialogue, the more likely they will buy. Today we advanced the sale and that’s a good day of work.”

Take Action Quote

Sales professionals are not order-takers. If buying your product was easy you only need an online order form to watch the sales roll in.   But that doesn’t work for complex products and services. Prospects need help making a buying decision, but it takes time and patience. Lao Tzu wrote, “The journey of a thousand miles starts with a single step.” The same is true in sales. If you can advance the sale one step, count it as a win. You’ve done your job. 

 

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”

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How to Give Control to Take Control When Selling #502

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How to Give Control to Take Control When Selling #502

My wife says I worry too much. I think I don’t worry enough.  I’m always on the lookout for trouble and control what I can to avoid drama. Control is my secret power, and it’s also my greatest weakness. Bringing a control attitude into the sales profession was a turn-off to many prospects. By trying to control the sales process and wrangling the prospect’s actions it had the opposite effect and killed deals. It was by studying the Tao I got the idea of taking control the sale by giving control to the prospects. It was a brilliant albeit belated idea I had because works amazingly well. Today’s topic is how to give control to take control when selling.

Today’s Chapter: Controlling the Sale

Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
shows little.
Asserting with vanity
chases business away.

Rules about handling, managing, and fooling the buyer
never acknowledge what truly rules.

By not controlling the sale, the sale is controlled.
Give each buyer space
knowing each deal has its own course.
Take their lead and you’ll get there.

Today’s Story

Chris was a self-admitted control freak, trying to control every aspect of every buyer as well as the entire sales funnel. Commendable yes.  But exhausting and surprisingly not as successful as expected. Despite worry and taking preemptive action, the deals never progressed as planned. Buyers would change direction at a moment’s notice. They would make requests from out of the blue, and nothing Chris could do would prepare for the unforeseen.

During a one-on-one, Pat walked through the pipeline with Chris. In frustration, Chris opened up and shared how chaotic the deals felt and how difficult it was to control the sale.

“What should I do?”, Chris asked.

Pat laughed, knowing from personal experience that the tighter you squeeze a slippery fish, the faster it slips out and back into the water.

Pat responded, “Expect change, it’s the one constant in the world Chris. Customers are never going to go the path we expect. What we should expect is the unexpected. They don’t all act alike. They don’t all have the same pains and aspirations. The best way to control a sale is to not control it. Let each deal take its own course. Let the buyers reveal their wants and needs at their own pace and address them one by one, as they come.”

Take Action Quote

Like Lao Tzu, the Greek philosopher Heraclitus is famous for his love of paradox and wordplay. He too believed in the unity of opposites and harmony. Heraclitus saw the world in a state of flux that was always “becoming”, but never “being”.  He is famously quoted as saying, “No man ever steps in the same river twice.”

The same is true of prospects.

No two prospects are alike. Each prospect knows what they want. At the same time, they may revise their needs at a moment’s notice. Master sellers expect this. They accept fluctuations like the sea expects tides. They are happy to help in whatever capacity they can. They trust it will all work out.

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”

 

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Why Sellers Need to Recognize the Elephant in the Room #501

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Why Sellers Need to Recognize the Elephant in the Room #501

Have you ever skirted the truth when talking to a prospect? Have you ever redirected the conversation to put your offering in the best light? Have you ever wondered why a prospect stops taking your calls when at first you thought everything was going well? Maybe the prospects saw through your avoidance. Maybe they sensed there was something wrong with your product or service. Maybe you lost their trust. In this week’s episode, we talk about the elephant in the room, those big issues that salespeople are afraid to bring up with hopes they will just go away. But they don’t!

Today’s Chapter –   Elephant In The Room

At the first scent of objection,
the fool avoids it,
deluding themselves the deal is won.
Like rotten wood covered with new paint,
the sale soon crumbles when bearing weight.

Better to shine a bright light on issues,
addressing them as best able,
accepting the truth for what it is.

A destination can be reached by more than one path.
Seek the truth and let the sale be.

Today’s Story

During the sales call the buyer had a long list of questions to ask Chris. One inquiry was particularly vexing. It concerned a service Chris’s company didn’t provide. It was all Chris could do to avoid answering the question with honesty.

Back at the office, Chris was certain the deal was dead and asked Pat how to avoid the situation. Pat answered, “When you get into these situations it’s best to deal with them head-on. Ask if the service is important to their business and how come. Most times you’re going to find the buyer is just curious. The product gap isn’t a deal breaker. It’s low on their list. But sometimes it’s important and it’s better to learn that now.

Pat went on. “Redirecting and avoiding the question does no one any good. After reflecting on your non-answer, the buyer will lose trust and ghost you. You don’t need that frustration! Always deal with the elephant in the room. If you don’t it will be near impossible to restart the conversation.

Take Action Quote

Professor Randy Pausch of Carnegie Mellon famously said,

“If there is an elephant in the room, introduce him.”

Too often sellers avoid addressing gaps in their solution with the hope that buyers won’t notice. You can’t avoid an objection by avoiding the conversation. Sooner or later the truth comes out and sooner, is always better than later.

There is an old Zen story about a student who asked the master, “What is the most important teaching of Zen?” The master replied, “Whatever is needed at the moment.”
Once you understand your prospect’s needs at the moment, you’ll know if you can help.  The best way to know what they need is to ask completely and fully and especially recognize those elephants in the room.

How to Connect with Pat Helmers at Sales Babble

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

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

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”

 

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Got a Question?

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Sales Babble 500th Anniversary Special #500

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Sales Babble 500th Anniversary Special #500

 

In March 2014 the first episode of the Sales Babble podcast was published, dedicated to sharing selling secrets for non-sellers. After years of working at a start-up as the VP of Sales, I was ready to share my experience with a broader audience and grow my selling skills. “Sales Babble” was the solution and my next adventure.

Now it’s October in 2023 and we’ve reached the 500th episode and it’s a miracle that I’m still at the microphone, babbling about sales and how to do it better. Today my guest is my co-founder and wife Denise Helmers. We turn the tables and we discuss the journey of the podcast, where it came from, where it’s been, and what aspirations we have for the future.

Some Sales Babble Questions Denise Asked

    • Your background is in software and tech, not the media. It seems an unlikely pivot in your career. Why did you start the podcast? What was the spark that motivated you to become a podcaster? 
    • How did you come to the name of Sales Babble? 
    • What did you think you could add to the conversation on selling? 
      • Being transactional
      • Fear of rejection
      • Disorganized
      • Hubris – a belief they know best for the customer
      • Think sales is different than other professions and life
    • How has the podcast changed over time? It’s not about “selling secrets for non-sellers” anymore, is it? 
    • Most people in business have little interest in philosophy, especially something as esoteric as Taoism. Why take the chance and potentially alienate your audience? 
    • What have you learned about podcasting that you didn’t know when you started?

 

  • Sales Lessons Learned in 500 Episodes

    • What have years of interviewing sales experts and noodling on sales in the context of Taoism taught you?
      • Listen more than you talk – You can’t qualify a prospect if you don’t know what they want. You have to give them space to talk which requires strong listening skills. The notion that great talkers make great salespeople is a myth.  It’s just the opposite. Great listeners make great salespeople. Lao Tzu said, 

“Those who know do not speak. Those who speak do not know.”

      • Stay humble- how much of life will remain a mystery no matter how much knowledge we accumulate. We call these people lifelong learners.  Lao Tzu said,

“The wise man is one who knows what he does not know.”

      • Remain patient – Impatience is the mother of mistakes and the father of stress. Lao Tzu reminds us how given time, the oceans have milled the finest of sand. He says,

“Water is soft, but given time it can cut through the hardest of rock.”

      • Help others – We are social animals and people are happiest when we’re part of something greater than ourselves. Lao Tzu said,

“The sage has no mind of their own. They are aware of the need to help others. They are good to people who are good. They are good to people who are not good. Virtue is goodness.”

      • Sometimes the only option is to fight – there is going to be conflict despite all efforts to de-escalate and compromise sometimes you do need to compete, fight for your basic rights, and survive  Lao Tzu advises we temper our emotions,

“The best fighter is never angry.”

    • What can we expect in the future?

Check Out the First Episode

This was the very first episode published. Fun to listen how Sales Babble got started.  Listen here. https://www.salesbabble.com/1/

How to Connect with Pat Helmers at Sales Babble

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

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

 

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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!

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How to Discover the Buyer Using Compassionate Listening #499

sounds of silence

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How to Discover the Buyer Using Compassionate Listening #499

sounds of silenceI have a point of view on selling that may catch you off guard. Just like social work, nursing, or counseling, I see selling as a helping profession.  The way I see it, as sellers, it’s our responsibility to relieve the suffering of our customers and clients. Each prospect you meet has some unfulfilled need or desire that greatly pains both them and their organizations. The way master sellers can assuage this suffering is to listen and to listen with compassion. Instead of guessing what’s troubling them, ask and they will tell you what it is they want and they need. Too often sellers are quick to jump the gun and talk about their stuff when it would make more sense to shut up and let them talk.  How to discover the buyer with compassionate listening. That’s the topic for today.

Today’s Chapter –   Compassionate Listening

Know the features
Yet focus on benefits.
What the buyer values,
exceeds your desire to close a deal.

How do they suffer?
Where do they hurt?
What is the pain that never goes away?

The path to help,
is paved with compassionate listening.
When you know what matters,
you know how to help.

Today’s  Story 

Chris is a nerd at heart and knows the product inside and out. When asked Chris can speak at length about all the bells and whistles. But Pat could hear that the buyer was getting impatient on the call. There was too much telling selling.

Pat texted Chris,

“Buyers don’t care about features,
just want problems solved,
ask about  challenges, walk through the benefits list,
ask if they agree”.

Seeing the text, Chris immediately pivoted the conversation and asked about their concerns and then uncovered issues regarding, slipped schedules and higher costs. When Chris shared how the product was faster, and saved money the buyers immediately perked up.  They loved the benefits.

Pat texted again, “Great course correction, go get’m!”

Take Action Quote

It’s easy for sellers to get excited about the cool features that differentiate their product from the competition. It’s easy for sellers to forget that buyers just want their problems solved and desires come true. Professor Theodore Levitt famously  said,

“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!”

You are selling holes, not drill bits. Zen author Thich Nhat Hahn said,

“Deep listening is the kind of listening that can help relieve the suffering of another person. You can call it compassionate listening. You listen with only one purpose: to help him or her to empty their heart. Even if they say things that are full of wrong perceptions, full of bitterness, you are still capable of continuing to listen with compassion.”

This kind of listening can be hard for sellers. It demands that you don’t interrupt or argue because if you do you lose your chance. Instead, listen with compassion and help them to suffer less. Who knows. Maybe your product can help them, maybe not. But without first listening, you will never know.

How to Connect with Pat Helmers at Sales Babble

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

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

 

Image result for linkedinImage result for emailImage result for telephone icon

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!

Listening Options

You can find us on: