Category: sales skills training

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When Selling Drop Something Everyday #427

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When Selling Drop Something Everyday #427

If you’ve ever used the WeatherBug app you know exactly what I’m talking about when it comes to bloatware. The app has so much in it that it’s become so slow it doesn’t do anything well. The same thing can happen with sellers. You learn one thing, then another and then another and soon you’re trying to do too many things at once when working a deal. This is a vexing situation and we address head on by when selling drop something everyday. 

Today’s Chapter: Dropping Something Everyday

When first learning sales
every day something is added.
In the practice of Master Selling
every day something is dropped.
Less and less do you need to force things,
until finally you arrive at the no close, close.

True mastery can be gained by listening,
and letting things go their own way.

Today’s Story

Chris had assembled quite a collection of selling books for the library. Some focused on closing, others cold calling, and one book was nothing but a collection of objection handling techniques. Studying the books was like drinking from a fire hose. There was more content than the average person could consume. Pat could see Chris’s frustration.

Pat said, “I see that you keep trying out all the things you’re learning in your library. I commend your work ethic but it seems like you’re getting stuck. What’s going on? 

Chris nodded with agreement “It’s gotten to the point that I can’t keep straight all the techniques and scripts. It’s all a jumble. 

Pat nodded too “I’ve been where you’re at too at one time earlier in my career. When you’re new each day you add more to your skill set. But in time you realize it’s all simpler than the authors make it out. For example, what’s the first thing you say to an unqualified lead?”. 

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

Take Action Quote

In a recent interview basketball great Michael Jordan discussed how he got into the zone, a state of mind where everything flows freely and in accordance with what you desire. Jordan said “I feel it when the game starts. You just start getting on a roll. Everything that you do is working. You get steals, your offensive game is working. You just take control of it. You’re in tune with everything that’s going on. You control the tempo, you control everything. It’s like you can do anything. But to explain it you’d have to be a psychologist.” 

Being in a state of flow, otherwise known as “being in the zone”, is the zenith of master selling. There is no mechanical or canned process. It just happens. You learn all the inner details, then you let it go and do what feels right. That’s true success.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

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

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

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

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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How To Not Oversell #420

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How To Not Oversell #420

Today’s episode is an act of faith. By faith I mean trusting in what you know is true and sharing it as honestly as possible. Too often sellers persuade by adorning their pitch when they would be better off, sharing a straight forward value proposition. Great products and services sell themselves. Learn how to not oversell. That’s the topic for today.

Today’s Chapter: Proper Preparation

Fill your presentation to the brim and it will spill.
Keep sharpening your pitch and it will blunt
Chase after money and the deal will spoil
Care about people’s approval and you will be their prisoner.

Do your work, then step back and it will all work out.

Today’s Story

Chris said good morning to the prospects at the presentation and kicked it off with a slide deck that shared a personal biography, the companies biography, their history in the industry, testimonials of their products and three deep dives into the benefits buyers could expect. Chris was trying to build trust, but all that was built was boredom. The audience started to get restless. 

In the back of the room, Pat could sense the crowd’s impatience and spoke up. “Chris, why don’t we jump ahead a bit to the solution design?”  Immediately Chris pivoted and by the end of the meeting, Chris had a verbal commitment. 

Afterwards Pat said to Chris in private “I’m sorry I made that awkward for you. But I could sense the people didn’t believe the benefits without any context. It was a case of the cart before the horse, or the benefits before the features!” Chris laughed and responded, “I have to admit, it did seem the decision maker paid more attention, and asked all those questions after the pivot. Since we got the order you can’t argue against success”. “Nope,” said Pat.  “we just need to do our work and let the chips fall where they lay.”

Take Action Quote

The Stoic Epictetus said “If you are tempted to look outside yourself for approval, you have compromised your integrity. If you need a witness, be your own.” 

I am wary of the overuse of PowerPoint and the repeated failure to treat people like people and connect one on one with buyers. Instead do this: have faith that if you just share your product unvarnished, it’s all going to turn out right in the end. Deals close easy when we focus on helping our clients versus winning their approval.

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.

Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. 

This is a production of Habanero Media 

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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When Selling Treat Buyers Like Family #419

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When Selling Treat Buyers Like Family #419

Today we talk about having a point of view that we are all one family, buyers and sellers alike. In this episode we investigate the right way to build rapport, familiarity and how that’s  the foundation for soliciting trust. When we give strangers the feeling that they already know us, they will be curious in turn and want to learn more about you and who you represent.

Today’s Chapter: Being a Cousin 

When selling
be a stranger to no one,
cousin to all,
just like family you see rarely
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 association conference. 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 where they were from, did their flights go smooth, where they ate last night,  what they hoped to learn and if they wanted another cup of coffee. 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!”   

“They are a good fit”, Pat agreed, “but now is not the right time. Our goal here is to build relationships, connect with them and follow up at a later time. They are here for a reason, not an infomercial!”   

“So what’s the plan?” asked Chris.  “It’s this” responded Pat.  “When we get back to the office I’ll follow up and say how great it was to meet them, or mention the flight troubles, the weather, or how that one lady who is worried about her dog; those kinds of details.  This will make us memorable, old friends. When I ask to schedule a sales call, they’ll be happy to agree”.

Take Action Quote

There’s an old saying that people buy from people they know, like and trust. People are people, more alike than not when it comes to hopes, fears, wants and needs. Yes, new prospects are complete strangers, but strangers are people too and if you treat strangers like people, with a sense of familiarity, just like a cousin you see every couple years, people will feel like they know you, and like and from that will come trust.

Don’t hesitate to be a human first and treat people as such. Once you do that, then you can start the process of qualifying them as a prospect.

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.

You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.

Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. 

This is a production of Habanero Media 

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 Be Better Unique and Desirable with Thomas Ellis #418

Thomas Ellis Portrait

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How To Be Better Unique and Desirable with Thomas Ellis #418

Thomas Ellis PortraitWe live in competitive times and more that likely there is another company out there that is looking for and serving customers, just like yours. So it begs the question, what can you do to be better unique and desirable? This week we take a one week break from the Tao Te Ching of Sales  and babble with my good friend Thomas Ellis. Thomas is the author of the just published book BUD Better Unique and Desirable, The Sales Process That Gets Results, a sales philosophy that can positively impact your sales and set you up for success.

How To Connect with Thomas Ellis

    • Website: https://tellissalescoach.com/
    • The book on Amazon BUD Better Unique and Desirable
    • LinkedIn: https://www.linkedin.com/in/thomaseellis/
    • Email address:  tellis at ewcconsultants.com
    • Phone: 301-343-0001

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.

You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.

Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. 

This is a production of Habanero Media 

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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Listening Options

You can find us on:

 

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How to Sell by Not Selling #417

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How to Sell by Not Selling #417

Just this week  I’m completing an industry business survey and one respondent had a troubling answer when asked about business challenges. They said “I have to be a shark instead of an honest businessman”  Wow that hurts! So let me ask you , Deep down inside, when you think about sales, is that how you see it?  Do you think you need to be a fast talking shark to be a top sales guy or gal?   It’s not. In fact, the best way to sell,  is to sell by not selling. That’s our topic in this week’s episode. 

Today’s Chapter: Selling 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 promoting 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 at what happened. 

At the sales call Pat never showed the PowerPoint that they had worked on all week. When they arrived Pat commented on one of their marketing posters on the wall, it was  a new product and the prospects were quick to start talking about it. Then the conversation wound around trends in the industry, the customer’s yearly goals, 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 I really did was just 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

There is a German proverb that goes “Ein Krämer, der Mäusekot Nicht für Pfeffer ausgeben kann, hat sein Handwerk nicht gelernt.” Or translated: A huckster who cannot pass off mouse-turd for pepper, has not learned his trade. 

Time and again I meet people who think this is what sales is all about, tricking people into buying your crap. This isn’t the case at all.

Trust your customers know their business and if you listen you will know if you can help. There is no need to arm twist or be unethical. Your goal to to make sure the buyers will say they chose wisely, and provide a strong reference and even referrals when the deal is done.

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.

You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.

Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. 

This is a production of Habanero Media 

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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Owning Up to Mistakes #416

Prickly Cactus

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Owning Up to Mistakes #416

Prickly Cactus Do you like being right and hate being wrong or being called out for making a mistake for goofing up? And let me add to that, have you ever had to apologize for your mistake or worse yet your companies mistake? Unfortunately once in a while this situation pops up and it’s extremely uncomfortable for the sales professional. Which is why it’s our topic for today. Advice on what to do when you’ve done wrong.

 

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 goofed and Chris knew it. Lee asked Chris for two simple requests but they fell between the cracks and now Chris was scrambling. This lack of attention was noticed by Lee and no doubt they were considering yanking the contract. What was Chris to do?

Chris asked Pat “I know I screwed up but it’s not all my fault. Lee never returned the report they promised to send and I asked Customer Experience for the update, but they never got back to me and now we’re in this predicament! This could permanently damage our relationship. How can I fix it?”   

Pat nodded and then framed the situation. “We’re only human, people make mistakes and when they happen it’s best to come clean and own it. I get that it’s not all your fault, but we salespeople are the face of the company. If you’re going to be successful is sales you will need to get used to apologizing for mistakes you never made.

“Tell them it’s all our fault, even if it’s not. Tell them we should have done better and then ask what we can do to make this right. Own it completely. When you do that you might find that Lee will be very generous and forgive us. What they mostly want is to be heard.

“Again own it and ask what it will take to make this right. And then do it!

Take Action Quote

Ben Franklin wisely said “never ruin an apology with an excuse”.  I can’t count the number of times I’ve had to humble myself before a client due to a mistake I made or more often my company made. But I never shared an excuse, even if I had a good one. 9 out of 10 times, the client was totally OK with a quick resolution if I TOTALLY OWNED the mistake. In fact, often they would step up and take part ownership of the issue.

The best way to deal with the situation was just call it for what it is and make things right. Take ownership of the mistake, fix it and then move on. It’s the thing professional sales people do.

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.

You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.

Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. 

This is a production of Habanero Media 

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:

 

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Buying Signs – How to Read Buyer Interest #406

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Buying Signs – How to Read Buyer Interest #406

Have you ever studied how to read body language? In this episode we delve into the ability to read the tea leaves of a buyer, and ways to know if they’re genuinely interested in buying, or just faking interest. 

Today’s Chapter –  Buying Signs

If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their needs.

Look for subtle behaviors of ownership.
To close a deal you need only ask,
will this work?

Today’s  Story – 

At the sales meeting Chris handed the product to Lee. Lee was fascinated and kept turning the product over and over and then passed the product to a colleague. Next, the two of them pondered how the product would fit into their current manufacturing process. Deep during their discussion Chris interrupted, to bring up some features that hadn’t been explained. Pat nudged Chris with a penetrating stare. Chris was mystified, yet quieted down.  By the end of the meeting Lee was excited to proceed and agreed to buy 20 units. It was a win.

After the meeting Chris asked Pat what the nudge was all about. “I could see, and hear,” said Pat, “that they had already taken ownership of the product. Did you hear how they brainstormed ways of making it work in their business? The more they talked, the more they sold themselves! That’s why when I asked them if this would work, they said yes, immediately. Look for the buying signs. When you see them, back off and let them close themselves

Take Action Quote

As I’ve mentioned before I’m a big fan of the Stoic philosophers and I’m reminded of the famous quote by Epictetus who said “We have two ears and one mouth so we can listen twice as many times as we speak”.

By being present to the moment, you can read what the buyer is thinking. If they’re talking themselves into a purchase, let them.  Look for the buying signs. Don’t get in the way!

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

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Trying on a Coat – How to Give Buyers Room to Shop #405

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Trying on a Coat – How to Give Buyers Room to Shop #405

How do you know for certain, your product or service is the best solution for your client? In today’s episode, we discuss how buyers shop, and ways they evaluate products when making a purchase. You need only look at yourself trying on a coat, to find the answer. 

Today’s Chapter –  TRYING ON A COAT

To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.

The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality.

If they can help, they will.
If not, they leave it alone.

Today’s  Story – 

Pat and Chris met for a 1-on-1 to walk through this month’s pipeline. There was one deal that seemed to be stuck. It was a moderate size deal, not too small but not that large. Chris had avoided talking about the deal but with Pat’s urging, Chris conceded it wasn’t moving.

“I’m not too sure what to do” said Chris, “We set up a free pilot for them and they are using it. I keep asking them if they have any questions. They say they’re still looking. One of the staff said they are piloting one of our competitors too. I’m just not sure what to do?”

“Have they been using the customer success hotline?” asked Pat “yes they are” answered Chris. Pat went on “And you can see them using it everyday?” “well not everyday” said Chris “but at least once a week, especially on Friday mornings”.

Pat paused “We may have exactly what they need but then again we may not be a perfect fit. Keep talking to them and trying to help. Try to understand what they want and if there are any gaps. It doesn’t do any good pushing them to close. Let’s stay positive and keep helping”

Take Action Quote

Gertrude Stein famously said “Whoever said money can’t buy happiness simply didn’t know where to go shopping.” Although buyers might seem distant during a sale, secretly they hope you have the solution to all their suffering. Again, if you have a helping attitude, you can close a sale.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How To Sell with No Illusions – Tao Te Ching of Sales Babble

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How To Sell with No Illusions – Tao Te Ching of Sales Babble #403

In this episode of the Tao Te Ching of Sales we babble about the penchant for sellers to get too verbose, and theatrical when all the buyer wants is to see, is the value. We discuss and tell stories about the importance of simplicity and elegance when it comes to persuading a buyer and sell with no illusions

Today’s Chapter –   No Illusions About Controlling the Sale

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 on Letting Go of Illusions

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 just wanted to see the demonstration. Flustered, Chris kept to the plan designed the day before. Frustrated Lee kept reminding Chris of the time constraints. Before the demo was complete, Lee said they had to leave for a customer meeting. Chris was left alone in the conference room with a sideways deal.

Back at the office Pat, asked how the meeting went. Disappointed Chris shared the story, puzzled 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 want”.

Take Action Quote

Ludwig Mies van der Rohe was an early 20th century German-American architect, known for designing 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 that adding to it will only diminish the beauty. Sellers often adorn their persuasion with too many words and a torrent of content, when it might be best to share simply with elegance.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Don’t Force Sales Decisions – Tao Te Ching of Sales Babble

Forcing a Sale

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Don’t Force Sales Decisions – Tao Te Ching of Sales Babble #402

Forcing a SaleIn this podcast we’ve talked often about the importance of persistence and tenacity, but doing so on a timeline often doesn’t work out. In this episode of the Tao Te Ching of Sales we babble about the challenge of closing a qualified prospect on your schedule vs theirs. Forcing the sale by prodding the buyer into making a buying decision too quickly can jeopardize the deal. And we don’t want that do me? Don’t force sales decisions and work deals at their own pace.

Today’s Chapter –   Don’t Force Sales Decisions

Whoever relies on Master Selling
doesn’t try to force decisions
or beat down buyers with logic and facts.

For every force there is a counterforce.
Even if well intentioned,
It always rebounds upon oneself
Placing the sale in peril.

The Master Seller does their job
and then stops.
They understand that the sale
is never completely in their control,
and that trying to dominate events goes against the will of the buyer.

Because they believe in themselves
They don’t try to strong-arm buyers.
Content with themselves they don’t need others’ approval.
Since they accept themselves
for who they are,
the whole world accepts them.

Today’s  Story on Forcing Buyer Decisions

Chris had been working a large deal for quite some time and was finally was able to schedule a sales call. The meeting went great!  They liked what they saw and wanted to move forward. When Chris tried to close, the buyers openly shared they had a  buying process and there were things on their end to complete before they could make a buying decision.

Chris heard what they said. But didn’t HEAR what they said. Every few days Chris would send off an email, text or maybe a voicemail to ask “Are you ready to buy? Are you ready to buy?” Quickly the buyers got turned off. That was the last Chris heard from them. They ghosted Chris

“What happened to that prospect?” Pat asked. Sheepishly Chris shared the journey.

“Ohhhhh” Pat responded. “You tried to force them to make a decision. right? Don’t forget we have a great solution. Have faith people will see the value.

This is the thing, it takes time for buyers to decide. Let the sale breath. If it’s a good fit, the deal will close. Buyers will appreciate your patience and confidence. Trust in yourself, and trust in the product.

Take Action Quote

This is a good example of what Alan Watts calls the “Backwards Law”; the more we pursue something, the more we achieve the opposite of what we truly want and the more disappointed we feel.

Or simply put: the harder we try, the less likely we’ll succeed.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: