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Less is More When Selling #488

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Less is More When Selling #488

Picture a stage where the actor is a sales professional and their words flow like a never-ending river of verbosity and theatrics! The seller wants but one thing – to present the product in its most complete and benefits-rich manner.  In the next act the seller, stands tall, basking in the spotlight. going on and on and on. Meanwhile, the buyer in the 12th seat of the 5th-row fidgets and readies to bolt for the door. This is not fiction but is often a consequence of the seller’s enthusiasm for the pomp, pageant, and theatre of the sale. In this episode, we are reminded of the art of brevity. Today we speak not to impress but to inspire. For this grand spectacle of selling, it’s the value that steals the show, and the buyer who becomes the true star.  Less is more.

Today’s Chapter –   Less is More

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

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

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

Today’s  Story

Lee asked Chris for a demo of the product. Chris was excited to have the opportunity and spent hours preparing with a slick slide deck, multimedia videos, free coffee cups, and bagels too.

As soon as Chris arrived, Lee said that they only had a few minutes to meet and requested Chris go directly to the demonstration. Flustered, Chris kept to the plan designed the day before. Frustrated Lee kept reminding Chris of the time constraints. Before the demonstration was complete, Lee said they had to leave for a customer meeting. Chris was left alone in the conference room except for a sideways deal.

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

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

Take Action Quote

The 20th-century architect Ludwig Mies van der Rohe designed office buildings and homes crafted in elegant simplicity. He is famous for the quote,

less is more,

the idea that something can be so beautiful, adding to it will only diminish the beauty. The same can happen in sales.

Sellers often adorn their persuasion with too many words and a torrent of content. Too much information can only hinder the sale and confuse buyers. Instead, share with simplicity and elegance. When it comes to the theatre of the sale, less is more.

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Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

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 to 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

Got a Question?

Does 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 with 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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Cold Calling Part Deux #487

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Cold Calling Part Deux #487

Pat’s taking a mulligan. After listening to last week’s episode I believe I missed the mark on cold calling. Yes, calling looks like a pushy activity and unTaoist, (if that’s a word.) How can that be?   In this episode, I riff on the topic and explain how you can embrace wu-wei to simplify your cold-calling activities. Multiple quotes from the Tao Te Ching are shared. Check them out below! 

Quotes From Lao Tzu Mentioned Today

Whoever relies on the Tao in governing men
Doesn’t try to force issue
Or defeat enemies with force of arms
For every force there is a counterforce
Violence, though well intentioned,
Always rebounds on itself.

The Master acts without doing anything and teaches without saying anything. Things arise and she lets them come; things disappear and she lets them go. She has but doesn’t possess, acts but doesn’t expect. When her work is done, she forgets it. That is why it lasts forever.

The Tao never acts but nothing is left undone.

The Tao is constant in non-action, Yet there is nothing it does not do.

Nature does not hurry, yet everything is accomplished.

The best leaders are those the people hardly know exist.

Today’s Chapter: 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
is the sellers greatest fear.

Fear is an illusion.

Act without expectation.
Succeed without taking credit.
Accomplish with spontaneity.
What will be, will be.

Support Our Sponsors

Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

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 to 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

Got a Question?

Does 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 with 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 Dispel The Fear of Cold Calling #486

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How To Dispel The Fear of Cold Calling #486

Life is filled with hard things to overcome. Like for me it’s pizza, has there ever been a more perfect food invented? Yet to stay fit and trim as best as a portly old man can do, there are limits to how much pizza I should consume. What’s another hard thing in life? Cold. When I first started making cold calls I was literally knocking on peoples doors.  It was brutal. But this is the thing, it was the only way to speak to some people. And get this, some of them wanted to learn more what I was promoting. This may sound un-Taoist like. But it’s not. With the right mindset, it can actually be a flow experience. and unforced. How? That’s the topic for today, cold calling.

Today’s Chapter: 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
is the sellers greatest fear.

Fear is an illusion.

Act without expectation.
Succeed without taking credit.
Accomplish with spontaneity.
What will be, will be.

Today’s Story

Pat tutored the new hire on everything there was about cold calling. But it was a rough start. Chris had a bad case of call reluctance and did all kinds of things to avoid making calls.

Pat noticed and said, “These prospects don’t bite. When we’re kids we’re told to not talk to strangers. But think about all your friends. Once upon a time, they were strangers. If you hadn’t set fear aside and met them, they would never be a part of your life today.

“That’s true,” said Chris.

Pat went on, “It’s the same thing in sales. Prospects are clients we’ve not yet met. Your call script is a simple means to discover if they have a need and if we can help. Sure, they’re not expecting our call. I expect them to sound surprised, impatient, and curt. But if my questions resound, they’ll want to learn more. This how all deals begin.”

Take Action Quote

The humorist Will Rogers once said,

“A stranger is just a friend I haven’t met yet.”

This is the way to view prospects. Cold outreach sounds pushy. But for prospects who never leave their desks, it’s the only way to start a dialogue. As Winston Churchill said,

“Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen.”

It’s true, people will hang up on you. But in the big scheme of the universe, is that so bad? In the big scheme you might be able to help. Isn’t that what’s important?

Support Our Sponsors

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Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

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 to 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

Got a Question?

Does 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 with 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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To Know a Lead is to Find a Lead #485

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To Know a Lead is to Find a Lead #485

Have you ever noticed how you keep dialing those same leads, over and over again, but it’s like talking to a brick wall? It’s like you’re living in ‘Lead Groundhog Day.’ Well, my friends, that’s what I call being ‘lead poor.’ But fear not! It’s time to rev up your prospecting game and unveil a treasure trove of bonafide, highly qualified leads. In this week’s exciting episode, we dive deep into these perplexing situations, explore ingenious fixes, and uncover the secrets to finding those elusive, top-notch leads.

Today’s Chapter:

The great Marketplace flows everywhere.
All business is born from it.
Though it doesn’t consciously create new markets
It pours itself into its work.

It makes no claim this business is good or bad
Yet it nourishes emerging markets
And doesn’t hold onto them.

Some grow and some vanish,
Yet all are contained within it.

The Master Seller is aware of its greatness.
Never “lead poor” they find leads like shells on a shore.
Daily they walk the beach to uncover new business
And Delight in new opportunities

Today’s Story

Towards the end of the week, Chris was frustrated with the lack of sales on the new product. All the prospects in the sales funnel were being attended to, but none of the leads were interested in setting up a sales call.

“Are you following up?” asked Pat.

“Absolutely,” said Chris, “Some of the leads have been contacted 20 times!”

‘Hmm.” thought Pat. “You know what the problem is? You’re lead poor! I love how you’re grinding. But the leads you have are weak and you have too few of them. You need to up your prospecting game. You need to spend more time at tradeshows and social media groups. Reconnect with our clients, and get introduced to their friends, and companies like them who would appreciate meeting us. To know what a lead looks like is to find a lead. Understand your prospect and the sales will come.

Take Action Quote

Bow hunter, inventor, and entrepreneur Fred Bear once said

Go afield with a good attitude, with respect for the wildlife you hunt and for the forest and fields in which you walk. Immerse yourself in the outdoor experience. It will cleanse your soul and make you a better person.

Lead generation is the same process. Until you wade into the forest of your prospects you’re not going to find them. Once you immerse yourself into their lives, you can understand what they value, what they believe, and what they think. To know a lead is to find a lead.

Support Our Sponsors

Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

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 to 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

Got a Question?

Does 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 with 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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What is the Science of Scaling Podcast with Mark Roberge #484

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What is the Science of Scaling Podcast with Mark Roberge #484

In today’s episode, we’re doing something a bit different and featuring an episode from another podcast. It’s called The Science of Scaling, hosted by Mark Roberge. He’s the bestselling author of The Sales Acceleration Formula. He’s also a Senior Lecturer at Harvard Business School and the Founding CRO of HubSpot.

Mark’s podcast is based on the premise that the failure rate is the same for companies valued at 1M, 10M, or 100M dollars. Which means you need help when it comes to scaling. Mark interviews some of the most successful sales leaders in tech. and they share tactical tips about how to build a strong sales team and scale it up well. In each episode, you’ll hear Mark interview people like Mike Weir the CRO of G2, a business software and services company worth over a billion dollars.

In preparation for this new sponsor, I checked out a few episodes of The Science of Scaling, and I loved the conversation Mark had with his guests and the concrete and actionable advice that you too can apply to your business. This topic is near and dear to my heart. working in a startup I’ve found that what worked for 5 employees breaks at 10 and what works for 10 breaks at 15 and continues to work and break and work and break at 20 -25 -30 and 100 employees. Scaling is tough!

As I mentioned earlier, this week we’re going to set aside the Tao of Sales Babble and give Chris Pat, and Lee the week off. They need it

Instead, I’m going to play an episode where Mark interviews Kyle Parrish, Head of Sales at Figma, and they delve into the challenge of hiring and integrating your first sales rep into the organization.

Where To Find the Science of Scaling Podcast

Here’s a link to The Science of Scaling podcast. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

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 to 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

Got a Question?

Does 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 with 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 Are You Still Working That Lost Deal? #483

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Why Are You Still Working That Lost Deal? #483

Why is it they say that when one door closes, another door always opens? Are doors in some sort of cosmic competition? ‘Oh, this door is closing? Well, I’ll show you!’ And bam, another door pops open, like it’s saying, ‘Don’t worry, I got your back!’ Doors are like the ultimate wingmen, always ready to hook you up with a new adventure. I mean, seriously, who needs a dating app when you’ve got doors playing matchmakers? It’s like the universe’s way of saying, ‘Hey buddy, don’t sweat it, I got plenty more doors where that came from!’ The same is true about sales. Sales works the same way. Why are you still working on that lost deal, there’s more where that came from. Hey buddy don’t sweat it.

Today’s Chapter: Let It Go

The seller who takes action is defeated.
Those who grasp lose the sale.

The Master Seller does not act and so is not defeated.
They never grasp and therefore do not lose.

People often fail on the verge of success.
With spontaneity and adaptability
watch your desires
and let them go.

Today’s Story

Chris and Pat attended a tradeshow together. At one point, one of Chris’s prospects stepped by the booth to say hello and open up about a challenge they faced. Chris was eager to reengage the prospect until they shared how they decided to go with the competition and they’re happy with their choice. 

Pat and Chris asked the prospect a bit about how they settled on their decision and then wished them good luck and goodbye.  

As the day went on Chris became frustrated and less attentive to gathering leads. No longer able to stay quiet, Chris said, “I can’t believe we didn’t win that deal. What were they thinking going with those other guys when we have exactly what they need.” 

Pat laughed and said, “Chris, you lost that deal three hours ago. Why are you still working on it? Look! Some new people just entered the aisle. Let’s see if they’re qualified prospects and collect their information?”

Take Action Quote

The Stoic philosopher Marcus Aurelius wrote,

If you are pained by external things, it is not they that disturb you, but your own judgment of them. And it is in your power to wipe out that judgment, now.

Too often we squander our lives with regret by over-focusing on negative events that hinder our judgment. This point of view can be crippling to our work. Instead, we should accept that things aren’t always going to go our way. We should acknowledge we can’t have good times without bad times. They both go hand in hand. Rather than looking backward at the bad times, let’s look forward and see the opportunity ahead of us.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

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 to 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

Got a Question?

Does 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 with 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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Sales Wisdom Comes From Failed Deals, Are You Sure? #482

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Sales Wisdom Comes From Failed Deals, Are You Sure? #482

In our culture winners are heroes.  Our movies, especially American movies, prefer underdogs who find success with persistence and grit.  Yet these overnight sensations rarely happen overnight, Instead, it takes years filled with mistake after mistake after mistake. Sales wisdom comes from failed deals. In this episode, we babble about the challenges in business and how inevitably we will screw up. But if you keep at it, you will learn what not to do, and more importantly, what to do to find success.

Today’s Chapter: Sales Wisdom

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

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

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

Today’s Story

Slowly, Chris hung up the phone. Chris had just been informed that the buyer had picked another vendor.

“I never felt right about this deal,” Chris observed. “I misspoke at the sales call, a fatal mistake I just couldn’t fix. I don’t know. I guess I’m never going to get good at this job. Maybe, sales isn’t for me”.

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

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

Take Action Quote

Former basketball star Michael Jordan of the Chicago Bulls is noted for saying,

I can accept failure. Everyone fails at something. But I can’t accept not trying.

When we approach lost deals with a growth mindset, we can embrace the lessons it offers. Use those failures as stepping stones for self-improvement. This is your opportunity to gain valuable insights, develop resilience, and cultivate a deeper understanding of yourself and the markets around us. Wisdom rarely arises from success but from the missteps on our journey.

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

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 to 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

Got a Question?

Does 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 with 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 Weakness Trumps Strength When Selling #481

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Why Weakness Trumps Strength When Selling  #481

Have you ever noticed that sometimes selling is like playing a never-ending game of hide-and-seek, except the prospects are world champions in hiding what they really and truly desire?  Just when you quote them a solution, the rug gets pulled out from under you and you have to restart! What a pain, right? With that said it’s easy to forget the golden rule; he who has the gold, rules. But lest we forget since the buyers are the ones with the money, it matters more to them to get the decision right. Forcing them to make a decision with a showing of strength and command is a misguided closing approach. More often than not, showing weakness vs strength is the ticket for success.

Today’s Chapter: Weakness Trumps Strength

Some in sales think strength will win the day,
but strength will break
where weakness remains intact.

An oak tree is stronger than a blade of grass,
Yet storms can uproot it in a moment
while the grass remains.

With flexibility, match the prospect’s personality.
Warm, if they want warm.
Professional, if they want professional.
Follow their tone, speed, and pace.
Whatever they want.
Whatever they need.

In deference find strength
and in surrender success.

Today’s Story

Chris returned to the office in frustration and when seeing Pat said, “When I first met Lee’s team they told me their challenge and I recommended Layout 1. It’s the right choice. But then Lee changed the requirement so I gave them a quote for a  Layout 2. Today they change requirements again, which sounds like a Layout 3, yet I still think Layout 1 is the right choice. It’s so frustrating. This entire deal is turning out to be an act of self-flagellation.” 

Pat couldn’t help but laugh and said, “I can understand your impatience but your strong conviction on quoting Layout 1 is jeopardizing your deal.”

“How so?” said Chris.

“You’re being inflexible. You forget that it’s Lee’s company that’s paying for the product. You don’t work there, nor do you have access to their books. It’s presumptive for you to assume what’s best for them.”

Chris blinked then Pat went on. “You need to be like water. Consider when you pour water into a container it conforms and takes its shape. Instead of being stiff in our opinions, it’s better to remain loose and supple during the negotiations.”

“I see,” said Chris. 

“Yes,” said Pat. “It’s by yielding to the prospect’s concerns, you create space for the solution to become self-evident. Relent for the opportunity of reward.

Take Action Quote for Strength Selling

In chapter 76 of the Tao Te Ching Lao Tzu said,

Thus whoever is stiff and inflexible is a disciple of death. Whoever is soft and yielding is a disciple of life.

Not all deals are life-and-death situations. But deals do have a life of their own and when we fail to accommodate the buyer, deals have a way of vanishing.   

The philosopher Albert Camus said,  

Blessed are the hearts that can bend; they shall never be broken.

This is also true for sellers. Being strong needn’t mean being stiff. Sometimes strength can be found in weakening your grip.

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

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 to 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

Got a Question?

Does 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 with 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 Get a Handle on Objection Handling #480

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How to Get a Handle on Objection Handling #480

 

If you’ve had any experience in sales you know that sometimes closing a deal is harder than walking a dog through a forest of squirrels. Around every turn, they’re tugging the leash, wrapping it around your legs, wrenching your wrists, and once in a while, slipping out of the collars and it’s off to the races. What’s a seller to do? It can be frustrating working with a prospect that won’t buy nor will they say they won’t buy. They just can’t make up their mind. Do you want it or don’t you want it?  It’s all so confusing, right? How to get a handle on objection handling. That’s the topic for today.

Today’s Chapter: Objection Handling

In pursuit of a deal
every day an objection appears.
In pursuit of closing a deal
each day an objection is dropped.

Can I afford it?
Do I have to take it as is?
Does this work with what I have?
Can I have it with a modification?
Will my people accept the change?
What’s the ROI?

Let objections tumble until non-objection is achieved.
This is closing the sale.

Today’s Story

Chris was frustrated with the Lee deal. Chris first meet them six months ago. In the three sales meetings since Lee has consistently pushed back with objection after objection. 

In frustration, Chris told Pat, “No matter how many questions I answer Lee comes up with another issue that stops them from buying. They’re just making excuses and wasting my time.”

“Hardly,” said Pat. “If they’re not interested they wouldn’t keep agreeing to meet. Every objection is actually a signal for more information.”

“Really?” said Chris. 

“Absolutely,” said Pat. “They want to buy. They’ve already made that decision. They just want to know if they pull the trigger they won’t regret it. Buckle up! This could take a while. But with time and patience, you can close this deal.”

Take Action Quote

Lao Tze wrote,

In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.

This is true for buyers too. 

When buyers first learn about a new product they are excited to see if it’s the answer to their prayers. At the same time, they’re filled with an abundance of concerns. It’s a fact that the world is ever-changing, nevertheless “fear of change” is the primary buyer concern. How do you address this? 

You just have to accept it when it comes to objection handling. Accept the anxious buyer and all their anxious apprehensions. But keep in mind that objections are signposts that the buyer wants to buy. Be the patient seller, answer all objections, and in time,  it will all work out. 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

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 to 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

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 Allow a Buying Decision Without Forcing #479

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How To Allow a Buying Decision Without Forcing #479

When it comes to the enterprise sale I liken the seller to a ringmaster at the circus choreographing multiple acts happening all at once with dogs and ponies over here, aerial acrobats up there. There are a lot of moving parts and often times the buyers have competing and conflicting interests.  So it begs the question what’s a seller to do to bring order out of all this disorder?  The Tao teaches wu-wei actionless action and not force a decision on anyone. But what’s the best way to get the team to make a buying decision? That’s the topic for today.

Today’s Chapter: The Wise Decision Maker

The buyer values tradition.
Fearful of flash in the pans,
They prefer the serious,
the powerful,
And the so-called safe.

Yet the market is a series of spontaneous changes.
To resist only creates sorrow.
It’s the wise decision-maker who knows they don’t know.

The Master Seller speaks of the risk of avoiding risk
And how when spring comes
The grass grows itself.

Today’s Story

Chris was managing a large business-to-business deal and it was getting out of hand. There were many members on the team and just as many factions. No one could agree on what they wanted much less agree on buying Chris’s offering. Unsure what to do Chris knocked on Pat’s door.

Chris started, “Remember the Lee deal I talked about last month, the one with the humongous buying team? Well, they’re stuck and I can’t make any headway. Where am I screwing this up?”

Pat laughed, “Yes I remember that deal. If I recall they’re risk intolerant and prefer the status quo which is always your biggest competitor. Doesn’t Lee have the final say?”

“Supposedly yes.” said Chris, “but I’m not certain.”

Pat paused and then said, “Smart organizations are good with change if … it happens in an orderly manner. What they hate is having change shoved on them. Some people will fight to the end on stopping change.”

Pat then went on, “Lee is your best choice. Meet with them separately and talk frankly about risk. Show how it’s risky assuming the current circumstances won’t change. They will!  Like the seasons, the markets are always in flux. This is especially true in Lee’s industry. To not decide, is to decide.”

Take Action Quote

Lao Tze wrote,

“In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.”

As sellers it’s easy to get excited about a new product or service, forgetting that most people have years invested in the tried and true. You can’t force change or a buying decision.  It’s only with kindness and patience can we create space for buyers to drop past beliefs and arrive at frictionless action. When the old disappears, space is made for the new.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

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 to 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

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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on: