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How to Lose a Sale Before You Start #478

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How to Lose a Sale Before You Start #478

The other day I was assembling some furniture, you know the kind that comes boxed from Ikea labeled with lots of Swedish vowels and umlauts like Ektorp, Docksta Klippen, and Frakta. Wouldn’t you know it I started connecting one side with a bottom and the top to the side and just as I was finishing up I realized I had the left on the right side and the right side on the left. Ugh, I had to start all over. My mistake was a bad case of hubris and thinking reading the instructions was beneath me. Oh, what a fool. Looking back when I connected the first two parts, I was doomed to never complete it.   This kind of thing happens in sales too? You take a path that makes no sense and fight to finish it without any sense of wu-wei, non-action action. You’re going to put that square peg in a round hole no matter how long it takes. Right? Wrong. That doesn’t work. How to lose a sale from the start. That’s the topic for today.

Today’s Chapter: Speak to the End

For the want of a beginning
A deal can be lost

Without a destination in mind
The journey is hard to fathom.

The master seller has a goal in mind
Yet mindful that nothing is fixed, static or nonmoving

With map and compass
A path can be plotted,
But only if you know where you’re going.

Speak to the end
The beginning is an assumption.

Today’s Story

Pat and Chris spent the morning walking through Chris’s sales funnel. One deal was particularly troublesome. Pat asked Chris, “Why isn’t this deal progressing?”

Chris answered, “They don’t seem that interested anymore. They already have a solution and they seem to be happy with it. I’ve shown them what makes us better but it doesn’t seem to make a difference.”

“They already have a solution?” asked Pat. “Why are we talking to them?”

“Well,” said Chris, “I met them at the tradeshow, I asked them to meet with me and they did. I gave them the standard presentation. I keep following up, but there’s no real progress.”

“For how long?”

“Three months.”

“Three months.” Pat muttered, “It sounds like we don’t have what they really want and we never really took the time to dig in and find out what they need at the beginning. It seems to me we never had a chance and could have avoided all this follow-up energy if we just asked some key qualifying questions at the start.”

“Oh,” said Chris. 

“Yes,” Pat responded. “This deal was lost the first day we met with them. If we had talked to them about the end goal this all could have been avoided. Let’s move on. It’s time.”

Take Action Quote

There is an old proverb that goes like this,

For want of a nail the shoe was lost.

For want of a shoe the horse was lost.

For want of a horse the rider was lost.

For want of a rider the message was lost.

For want of a message the battle was lost.

For want of a battle the kingdom was lost.

And all for the want of a horseshoe nail.

Benjamin Franklin included this version in his publication Poor Richard’s Almanak, preceded by the words,

“A little neglect may breed great mischief.”

Salespeople participate in this kind of mischief all the time, wasting time and adding  fuel to the reputation of the pushy sales professional

The Chinese word for the Tao translates to Path. The way of that path is one of harmony. Pushing a prospect who has no interest is like pushing a rope. It can’t be done. It’s wiser to work with prospects who need your services. This starts by discussing the end goal at the beginning. Any effort to talk them into something else is a waste of time. 

“Take care with the end as you do with the beginning.”
― Lao-Tzu

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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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What is The Tao of Sales Babble? #477

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What is The Tao of Sales Babble? #477

If you’ve been listening to this podcast for a while you’ve probably had a vague question about Taoism. It probably doesn’t keep you up at night but you know Pat’s been talking about it for nearly two years. Given the Chinese music and Chinese names you probably know it’s from China. And you probably know it was written by an old guy name Lao Tzu.  But anything beyond that, you haven’t a clue. Given your interest in the Tao of Sales Babble, it only makes sense that take a moment and teach you just a little bit about the source material. What is Taoism? That’s the topic for today.

What is Taoism

Taoism, also known as Daoism, is a philosophical and spiritual tradition originating in ancient China that emphasizes living in harmony with the Tao, the underlying principle and force that guides the universe. It promotes naturalness, spontaneity, and the cultivation of inner wisdom through principles such as wu-wei (non-action), the balance of yin and yang, and harmonizing with nature.

Taoism encompasses practices like meditation, energy cultivation, and inner alchemy, aiming for spiritual realization and unity with the Tao. It has had a profound influence on Chinese culture and offers a holistic approach to life, emphasizing simplicity, balance, and the pursuit of inner harmony. It’s also had a profound influence on Pat’s selling skills.

Links to Translations of the Tao Te Ching

Lao Tsu Tao Te Ching translated by Gia-Fu Feng and Jane English
This was the first book I read on Taoism. Beautiful photos, true to the source.

Tao Te Ching translated by Stephen Mitchell
This was the first translation that spoke to my heart. The author takes liberties at times.

Tao Te Ching translated by Derek Lin Annotated and Explained
This is fine translation with extensive notes explaining the concepts and other possible meanings

Getting Right with the Tao by Ron Hogan A Contemporary Spin on the Tao Te Ching
This is a paraphrase from other translations in very modern English. It’s brutally clear.

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 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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Chasing Money Chases Away Sales #476

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Chasing Money Chases Away Sales #476

What do they say, money isn’t everything but everything needs money? And then there’s the converse. Author Margaret Bonnano said, 

“Being rich is having money; being wealthy is having time.” 

These are two extremes. One is the yin, one is the yang. Yet  the Tao teaches us to travel to the center and search for equilibrium. Sometimes, myself included, I’ve let my hunger for a commission screw up my thinking and screwed up a deal. Sometimes chasing money, chases away sales. So it begs the question, where is that perfect balance between being totally money driven vs pure altruism? Chasing money, that’s the topic for today.

Today’s Chapter: Risk of Chasing Money

Fill your calendar to the brim
Like a cup it will spill
Keep sharpening your pitch
and it will blunt.
Chase after money and fame
and you’re bound to a rat race.
Care about people’s approval
and you will be their prisoner.

The simplest joys are the most profound
There is more to life than acquiring wealth.

Do your work, then step back.
It’s the only path to serenity.

Today’s Story

Chris was having a killer year. For the last 5 quarters Chris had exceeded quota. Pat was happy for Chris yet lately noticed a growing listlessness. Curious about the change of behavior Pat asked “You’re not as spirited this week. You seem a bit down. What’s going on?”

Chris shrugged, “I’m fine.”

Head shaking Pat said, “No, something’s going on, what is it? Do you need to take some time off? You’ve barely taken a day off over the last two years.”

Chris nodded, “Well to be honest, I’m just not feeling it. I’m not hopping on the sales calls with the same energy. Plus it’s getting tough at home. My family feels alienated and even my dog barely acknowledges me when I get home. I’m wondering how much longer I can do this. Maybe I’m not cut out for sales.” 

“I see,” said Pat. “I know it’s been a huge goal for you to win the President’s Award and experience the prestige and acknowledgement that comes with it.”

Chris nodded. Pat went on, “And we’ve talked at length about how you want to be wealthy and all that comes with that. To be honest, as a manager I love that drive. But there is more to life than making money Chris. When you stop chasing money and start chasing purpose, everything falls into place. You’re a natural at sales. I think if you add some balance to your life, you can find peace and still find success in business.”

Chris nodded and the two of them reserved Chris’s vacation time on the group calendar

Take Action Quote

The billionaire and one time Presidential candidate Ross Perot said

“So many people spend their lives chasing money and end up as the richest men in the cemetery. I don’t want to be like that.”

In my experience when sellers work excessive hours to chase commissions they create an unsustainable lifestyle. Taoism teaches that the good life is one of balance and equilibrium. You can only live in an extreme for a short period of time. To find balance the pendulum will swing to the opposite and that’s not good for business, your career nor your mental health. 

Like they say, water always seeks its own level. The same is true for each of us. Find that level. It’s the only path to serenity. To quote Henry Dave Thoreau,

“The only wealth is life.”

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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 Make Quota Without Hurry #475

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How To Make Quota Without Hurry #475

We live in an impatient world. Everybody wants everything done in a New York minute. It’s gotten to be that every desire is considered a ticking time bomb that must be disarmed right now. But this is the thing, our desires are not that important. What blows up in our face is the disappointment that we didn’t get what we wanted.  Lao Tzu said that “Nature does not hurry, yet everything is accomplished.” . So how can we make quota if we don’t hurry? That’s the topic for today

Today’s Chapter: Time Sediment and Grit

Glacial rivers
wear away mighty mountains
with time, sediment, and grit.

With grit, the Master Seller works opportunities others abandon.

With tenacity they chisel away objections.
With persistence they wear away concerns.

Each sale has its own nature
And can be won
given enough time,

Today’s Story

One day Pat was reviewing Chris’s pipeline and noticed all the effort being put into the Lee deal. Pat started by saying “You know you can’t close them this quarter. Companies like Lee don’t have budget available until July”.  

“So what should I do?” said Chris. “What can I do to close them?”

“Nothing” said Pat. “Doubling your effort on them will go nowhere. This isn’t car sales. You can’t motivate them buy by asking “What’s it going to take to drive this car off the lot tonight.” No, that won’t work. It’s going to take time and patience to win this deal.”

Head shaking Chris said “But I don’t have time for that. What do I do in the meantime?”

“Prospect” said Pat. “To say you don’t have time, is like saying you don’t want to. Put your energy into creating more opportunities. The more deals you’re working, the higher the likelihood one of them will close. In this industry you have to play the long game. Impatience and wrong expectations will defeat your spirit.”

Take Action Quote

Aesop’s Fable, The Tortoise and the Hare shares  the proverb

“Slow and steady wins the race.” 

The same is true in sales. Patient work will eventually conquer any problem. Complex deals have many moving parts and it’s better to accept the nature of those deals and give them time to close.In the meanwhile, there are a multitude of opportunities to address. Let’s look at those!  The Tao teaches us to accept the universe as it is. Better to work within it than against it.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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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Why Competition is Not Your Enemy #474

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Why Competition is Not Your Enemy #474

One big issue I have with the selling profession is the pervasive view that competition is a zero-sum game where there are only winners and losers. These  people believe that for them to succeed, someone else must fail which leads to a fear of being on the losing side. This kind of fear can be detrimental to success. It undercuts confidence and creates unrealistic expectations.

Losing is a losing proposition and viewing your competition as the enemy is a slippery slope towards failure. Today we investigate how your greatest competitor is not your competitor, it’s something else.  

Today’s Chapter: Competition is Not Your Enemy

For the Master Seller,
Selling is a great adventure
For the novice a
profession of frustration, dread and fear.

There is no greater illusion than fear,
no greater wrong than preparing to defend yourself,
no greater misfortune than making an enemy of your competition.

Whoever can see through all fear
will always be safe.
Whoever can see the needs of their clients
will grow market share.

Today’s Story

On the last day of the trade show Chris called Pat to share an update. 

Pat answered, “Hey Chris, how did it go this week, did you learn anything?” 

Chris replied “I’m really worried. Yesterday I walked the aisles and saw that our nemesis has a new offering. It’s an interesting new feature and it’s going to steal all our business. We need to start working on this now!” 

Pat laughed. “Relax. There is nothing to be overly concerned about. Remember that fear keeps us focused on the past or worried about the future. If we can acknowledge our fear, we can realize that right now we are okay. Right now, today, our clients are happy. What’s more important is what they told us at the tradeshow. Not what the other guy is doing.”

Pat paused.  After a while Chris responded.

“I did talk to some of our clients. They’re very happy. Many of them were chatty and volunteered advice on what we should be working on”. 

Pat smiled. “Oh that’s good news. This is the list I really want to hear about. It’s good to keep up on the competition but keeping up on the customers, that’s what matters today.’”

Take Action Quote

Sun Tzu wrote in the “Art of War”,

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”

Don’t fear competition. Monopolies nurture mediocrity while competition forces us to do our best. In the long run, the race is only with yourself and the only bad race is the one that didn’t happen.

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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 Know When a Buying Sign is Not a Buying Sign #473

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How To Know When a Buying Sign is Not a Buying Sign #473

I don’t know about you but more than once I’ve lied to myself that I was going to close a deal.  I would invent a story that the prospect was showing buying signs like asking good questions, explaining how they could use it in their situation, and sharing they want to make a decision quickly. But when all is said and done,  they never committed, never bought  and I never really I had a chance because I was  fooling myself. In fact I purposely avoided questions that could have  shed light on their hesitancy.  But like I said I was a fool. Now  The Tao talks about the risk of overvaluing and delves deep into the pitfalls  of attachment and  the troubles that come when things don’t work out. These days I’m all about being honest Which brings us to today’s topic:  When is a buying sign not a buying sign?

Today’s Chapter: Risks of Assumption

Objections are best solved while they are easy,
Sooner they are addressed the better.
Important deals are best started while they are small.
The Master seller never takes on more than they can handle,
which means that they leave nothing in the sale undone.

When buying signals are given too lightly,
keep your eyes open for trouble ahead.
When something seems too easy,
The devil is in the details.
The Master Seller expects great difficulty,
so the deal is always easier than planned.

Today’s Story

Pat was excited to meet for Chris’s one-on-one. 

“How is that Lee deal going” asked Pat “They should be signing the order this week, right?”

Crestfallen and eyes down Chris responded, “Yeah… that’s not going to happen.”

“Really?” said Pat. “What went wrong?”

Chris answered, “Lee is very excited about our service and thinks it’s a good match. And Lee was certain they would buy. I trusted it was a done deal. But then it unraveled….”

“How so?”, said Pat. 

“Lee took our solution to their team and they found one issue after another. Then Lee’s boss got involved and financing became a problem. It’s just a big mess”

“So why did you get our onboarding team scheduled and staffed long before this deal was set?” asked Pat.

Chris was silent.

Pat spoke. “Hope is not a strategy, a plan is a strategy. The best strategy is allowing deals to unfold on their own schedule. Hoping otherwise is a fool’s errand”.

Take Action Quote

Author  Molly Friedenfeld wrote

“Assuming is a form of giving away your power to another regarding an outcome that concerns you.”

Hope is a very unruly emotion. It leads us to assume things that are not necessarily real, and, more dangerously, it leads us to do nothing when action is required. Taoism teaches that we should live in a state of harmony with the universe, and the energy found in it.  Ch’i, or qi, is the energy present and guiding everything in the universe. Each deal has its own qi. Cultivate that qi and unfounded assumptions will evaporate.

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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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Is AI Ready for Sales and Marketing? With Brian Basilico #472

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Is AI Ready for Sales and Marketing? With Brian Basilico #472

Today we take a break from the Tao Te Ching to revisit artificial intelligence. We ask the question is AI ready for sales and marketing. Our guest for this episode is Brian Basilico. Brian is an award-winning author of the best selling book “It’s Not About You, It’s About Bacon! Relationship Marketing In A Social Media World!” and his latest book, “Toilet Paper Math!”.

He was honored as one of the Top Marketers to Follow in 2018. Brian is an Online Marketing Strategist with over 40 years of marketing experience and the owner of an award-winning internet marketing company, B2b Interactive Marketing, Inc.

He is world-renowned for his Innovative Content Marketing Strategies and was one of the first 1000 people to join LinkedIn in 2004.

Brian is a speaker, syndicated blogger, podcaster, and a sought-after guest expert featured in Entrepreneur and Inc., magazines, With over 750 episodes, his show “The Bacon Podcast”, is ranked as one of the Top 100 Marketing Podcasts on iTunes, and was also recognized by Inc. Magazine as one of their top 35 business podcasts.

Questions Discussed About AI

    • How do these tools and AI as a whole compare to other past innovations as a disruptive technology?
    • How have you used these tools in your marketing agency?
    • How does this impact SEO as we know it given we will be spending less time on classic search?
    • Where are these tools weak and generate the most risk?
    • How will they evolve in the next five years?
    • Has this impacted your agencies staffing?
    • Where are people wrong in understanding what these tools are? What’s the correct way to view them?

How to Connect With Brian Basilico

Past Episodes with Brian: https://LinkTr.ee/BaconGuy

    • https://www.salesbabble.com/perfect-linkedin-strategy-with-brian-basilico-264/
    • https://www.salesbabble.com/34/

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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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The Power of Silence in a Discovery Call #471

sounds of silence

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The Power of Silence in a Discovery Call #471

sounds of silenceDo you know why libraries are always so quiet? It’s because they have a lot of SHHHHelf-awareness. Can the same be said for you? Today we talk about the power of silence. Pause for a second.   Another second.

Did that quiet make you uncomfortable? Did you wonder “is this episode broke? Did Pat screw up? He is pretty fallible. He does make a lot of mistakes.”  Is that what you are thinking?

Lao Tze said silence is the source of great strength and the greatest sound is the sound of silence. Today we embrace that paradox, and we speak about silence.

Today’s Chapter: Power of Silence

Listen for the truth
and seek it earnestly.
Rejoice in reality
Be happy in silence

Know that Without discovery
issues are hidden.
Without wants and needs
prospects are a mystery

The master seller doesn’t talk,
they act.
They don’t force issues,
they solve them.

Today’s Story

Pat and Chris were on a conference call with Lee.  Chris took  the lead during the discovery phase. After a number of minutes the root cause of Lee’s challenges became clear. Lee finished the explanation by saying “I guess the real issue we have is quality. We’re not making products with the high standards of the past. I guess, we need to go back to what used to work.”

Chris was dejected after hearing this. Quality was not a service the company provided. Just as Chris started to speak Pat stepped in and said “I can see how quality is a big issue for you. Are there any other major issues that you face ?” 

There was a long silence. 

Head cocked Lee said “Well I guess rising labor cost is an issue too. Without staff we can’t audit like we used to.  That’s probably why our quality is going down.” 

There was another long silence. Pat and Chris exchanged looks. Pat smiled to Chris who slowly smiled back. 

Chris spoke, “So if we could raise the productivity of your staff with our MK10 service that would give you the capacity to work on your quality issues. Right?” 

“Yes:, said Lee. “I guess that’s true. I wouldn’t need to hire anyone else, right?”

“Right.” said Chris. 

Pat could see the relief on Chris’s face. From the jaws of defeat they had snatched victory with silence. 

Take Action Quote

In silence, we can hear not only what is being said but also what is not being said. Deal after deal I’ve found this to be true.  What do they say, the first one who speaks loses? There is truth to that. 

Like the philosopher Simone Weil said,

“Attention is the rarest and purest form of generosity.”

She is correct. Generosity of this form can be a seller’s greatest strength.  Weill goes further to say,

“The love of our neighbor in all its fullness simply means being able to say to him, ‘What are you going through?'” 

The same is true for our prospects. To love them is to serve them. It’s what we are here to do.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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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The Babble That Can Be Said is Not the Tao of Sales Babble #470

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The Babble That Can Be Said is Not the Tao of Sales Babble #470

Does this Tao of Sales Babble seem too preachy? Gushing and dogmatic about listening and patience and being a good friend to perfect strangers? If you’re a bit skeptical about all this wu wei, good for you. You should be! What we’re talking about here is not prescriptive. There isn’t a script that says if this happens go right and if that happens go left. There’s more nuance than words can say. The Tao of Sales Babble is more than that, and that’s the topic for today.

Today’s Chapter: Limits of Language

The Tao of Sales Babble cannot be fully explained.

To say it’s about listening,
might construe Sellers never demonstrate their product.
To say only buyers decide to purchase
might construe Sellers never close.
In neither case, is this completely true.

Language has limits in its ability to describe.
To say a knife is sharp,
omits the back of the blade is dull.
To say that Sales is definitely this or that
Is to not know Sales.

Master Selling cannot be fully described in words.
It’s a mystery of art, science, and humanity.

Today’s Story

The meeting was running over an hour with the prospect. Chris kept asking Lee questions and it seemed like the meeting would never end. Finally Pat stepped in with a closing question.

“It sounds like what we’ve presented might work for you Lee, is that correct?”

Lee perked up, “Yes, I can see how this would address our quality issues”.

Pat smiled “Well let’s get started finalizing the paper work and get you guys online next month. Does that sound good?”

Lee smiled too and said “Yes let’s do this”.

Afterwards Chris asked Pat “But I thought I was supposed to keep Lee talking and let him close himself. Isn’t that what you’ve been preaching?”

Pat sighed “I can see why you might think that but it’s important that you know I’m not teaching you a script. I’m trying to teach you to think and be nimble. There are no hard rules. In this case you were going around in circles, It was time to advance the sale”.

Take Action Quote

Oprah Winfrey once wrote

“You define your own  life. Don’t let other people write your script”.

I agree because people are random in how they act. You can never be fully prepared on what to say, when you meet a new prospect. It’s like dancing. You know the steps but your partner may not. When they step on your foot should you get angry and walk off the dance floor? Certainly not. You improvise and get back in the flow. That’s the art of dancing and that’s the Tao of Sales Babble. When you’re present to the moment, and feel what’s happening now, you’ll know when to act, you’ll know what to say. Like bringing a spoon to your mouth, you won’t miss. You’ll hit the target every time. 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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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Looking For Deals In All The Wrong Places #469

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Looking For Deals In All The Wrong Places #469

Are you looking for love in all the wrong places? Looking for deals in too many faces? As markets come and go, it’s easy to get an achy breaky heart. But sometimes, through no fault of our own, what used to work, stops working. If there’s one thing the Tao Te Ching has repeatedly told us is that nothing lasts and the world is in constant change. So , if we  continue to do, what we’ve always done, and expect to get  different results, that’s insanity according  Einstein. Which is why it would be wise for us to take the  sweet Urban Cowboy lyrics of Johnny Lee to heart and mix things up. Sure you may get a bluebird every now and then but maybe it would make more sense to sniff out opportunities in new markets like a bird dog flushes out pheasants. Looking for deals, that’s the topic for today.

Today’s Chapter: Blue Birds Versus Bird Dogs

Sales is a mix of the hard and the easy.
Sometimes deals fall in your lap
A pleasant gift on a hard day’s work.
They are called Blue Birds.

More common the Master Seller
is a Bird Dog,
Confidently sniffing out opportunities
working to flush out new business.
Tail wagging in the field.

Patience is the test of resolve,
trust and circumstance.
The Master Seller is ever changing and evolving,
just as the markets ebb and flow.

Deals are neither easy or hard.
They just are.

Today’s Story

Pat asked Chris to review the sales forecast given they were half way through the fiscal quarter. Chris started by saying,

“Although I’ve gotten a bluebird or two I think we’ve exhausted this territory. Either they are already our customer or they have no plans to switch. If keep I working it, it’s not going to work out!”

Pat laughed ,”Yeah I’ve also been wondering if ‘ve come to the end but I’ve also been thinking about pivoting.”

“Where to?” responded Chris.

Pat went on, “Maybe we could reconfigure our offer for manufacturing. I know this is a switch, but talking to the product developers, we might be able to do it. But we first need to know if it makes sense. This is where I need you Chris”.

“How can I help?”

“Can you reach out to our existing customers and see if they have any friends we could talk to in manufacturing?”

“Sure, but if I meet these people what should I say?”

Pat smiled “Just ask them for their advice. People can be super nice and super helpful if you’re not trying to talk them into something. Just ask if we reconfigured our product for manufacturing would that add value to their organization. If enough of them say yes, let’s pull the trigger and get that new offering started”.

“I like this plan”, said Chris. And that’s how the new project got started. 

Take Action Joke

I’m reminded of the joke where a policeman sees a drunk man searching for something under a streetlight and asks what the drunk has lost. He says he lost his keys and they both look under the streetlight together. After a few minutes the policeman asks if he is sure he lost them here, and the drunk replies, no, that he lost them in the park. The policeman asks why he is searching here, and the drunk replies, “this is where the light is.”   Sometimes when selling, it’s easy to fall into the habit and look for buyers where it’s easiest to sell.  But ask yourself, are you certain qualified prospects are actually here? If it’s been awhile, it might make sense to look in the park, next morning!

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how 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 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

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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You can find us on: