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

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

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

Today’s Chapter –   Elephant In The Room

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

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

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

Today’s Story

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

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

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

Take Action Quote

Professor Randy Pausch of Carnegie Mellon famously said,

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

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

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

How to Connect with Pat Helmers at Sales Babble

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

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

Thank Our Sponsor Habanero Media

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

Download Why Your Business Needs a B2B Podcast

 

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Got a Question?

Something about today’s episode got you thinking?  Do you have a question or a comment you’d like to share? If so “babble me” an email here!

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Sales Babble 500th Anniversary Special #500

Sales Babble 500th Anniversary Special #500

 

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

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

Some Sales Babble Questions Denise Asked

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

 

  • Sales Lessons Learned in 500 Episodes

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

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

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

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

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

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

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

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

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

“The best fighter is never angry.”

    • What can we expect in the future?

Check Out the First Episode

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

How to Connect with Pat Helmers at Sales Babble

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

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

 

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Got a Question?

Something about today’s episode got you thinking?  Do you have a question or a comment you’d like to share? If so “babble me” an email here!

Listening Options

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How to Discover the Buyer Using Compassionate Listening #499

sounds of silence

How to Discover the Buyer Using Compassionate Listening #499

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

Today’s Chapter –   Compassionate Listening

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

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

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

Today’s  Story 

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

Pat texted Chris,

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

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

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

Take Action Quote

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

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

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

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

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

How to Connect with Pat Helmers at Sales Babble

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

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

 

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Got a Question?

Something about today’s episode got you thinking?  Do you have a question or a comment you’d like to share? If so “babble me” an email here!

Listening Options

You can find us on:

 

How To Stay Innovative in an Emerging Market #498

How To Stay Innovative in an Emerging Market #498

There is an old saying in tech that there are only two kinds of technologies: the out-of-date and the “it’s not yet available.” Products loved and admired by customers will someday be considered antiques. Few products or services are considered modern forever. Instead, the marketplace is constantly birthing a rebirthing, innovation after innovation. Salespeople play a tremendous role in guiding their companies to stay competitive. They are the canaries in the coal mine and the first to discern what’s the next big thing.  So what can sellers do to stay innovative in an emerging market? That’s the topic for today.

Today’s Chapter –   Emerging Markets

As the seasons change
So does the market
Both creating and destroying opportunities
Revealing new problems and challenges.
Like water seeking its own level
The market seeks balance.

Today’s solutions are tomorrow’s problems
The master seller is awake to possibility.

Today’s  Story 

Chris returned to the office after working a three-day conference.

Pat asked, “What did you learn at the tradeshow. What’s hot? What’s not? Since you’re the face of the company, what do you think is the next product we should be rolling out?”   

“I don’t really know,” said Chris “All I did was stay at the booth and try to get as many leads as possible. The  SR-7  product is the best on the market! For all practical purposes, we don’t have any competition!” 

Pat responded, “The SR-7 is going to be a problem,”

“Oh?” asked Chris.

“Absolutely,” said Pat. “Today’s solutions are always tomorrow’s problems. Business might be good now, but we better keep innovating if we want to stay ahead of the competition.  Markets change. If we don’t change with them, we’ll perish”.

Take Action Quote

Lao Tzu said, “Being and non-being create each other… Difficult and easy support each other… High and low depend on each other… Before and after follow each other.”

This verse illustrates the interdependence of opposites and the cyclical nature of existence. Change is a fundamental aspect of reality. All it takes is to watch a 10-year-old move to see how yesterday is not today. To quote the Greek philosopher Heraclitus, “The only thing that remains the same is change”

The market is always in search of a better mousetrap. One of the perks of being a sales professional is that you get a front seat in emerging markets. The markets are like a river, always moving and always in flux.  If you look, you will be the first to know what’s hot. When you fully embrace the wants and desires of your customers, you will know how to advise your company, 

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

 

Image result for linkedinImage result for emailImage result for telephone icon

Got a Question?

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

If so “babble me” an email here, 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:

 

How To Recognize the Elephant in the Room #412

How To Recognize the Elephant in the Room #412

Have you ever been ghosted by a prospect? Ever wondered why they’ve disappeared and didn’t have the good manners to tell you why? Have you ever considered that maybe it’s not them, but it’s you, that it’s your fault because you failed to address their concerns or, you didn’t give them the impression they could trust you. In this week’s episode we talk about the elephant in the room, the big issues that sales people are afraid to bring up with hopes it will just go away, but it won’t!

Today’s Chapter –   Elephant In The Room

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

Better to shine a bright light on issues
Addressing them as best able
Accepting the truth for what it is.

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

Today’s Story

During the sales call the buyer had 100 questions to ask Chris. One question was particularly vexing for Chris. It concerned a service that Chris’s company didn’t provide. It was all Chris could do to avoid answering the question outright. After getting back to the office, Chris was certain the deal was dead and had no idea how the situation could be avoided.

“When you get into this situation deal with it head on”, said Pat, always inquire “is this service important to your business? How come?”

Listen, many times you’re going to find the buyer is just curious, the missing service they are asking about isn’t a deal breaker. But sometimes it is. But avoiding the question does no one any good. It’s better to know now than chase them for the next three months trying to get another meeting scheduled.

Always deal with the elephant in the room when your with the buyer. If you don’t it will be near impossible to restart the conversation”

Take Action Quote

I’m reminded of the of the quote from the late professor Randy Pausch from Carnegie Mellon who said “if there is an elephant in the room, introduce him.”

That’s great advice for any seller who thinks that they can avoid an objection by avoiding the conversation. You won’t!. Sooner….. is better than later. If you don’t you’ll get ghosted!

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:

 

A Novel Approach for B2B Sales with Wayne Moloney #411

A Novel Approach for B2B Sales with Wayne Moloney #411

What’s the best way to teach the drama, politics, and egos that challenge B2B sales? How about some fiction?  In this episode Wayne Moloney shares a novel approach for teaching B2B sales. He does this by coauthoring an actual novel, titled the Wentworth Prospect, a Novel Guide to B2B Sales.   In this drama, the book shares a tale of a very believable B2B enterprise sales challenge that is buffeted by fear, petty behavior and courage. Wayne and I talk about the characters and the books sales framework called  EDVANCE. 

Bad Politics for Both Buyers and B2B Sellers

The story focuses on the career of Sue Novak, a new sales consultant who is thrust into a challenging deal.   Her struggle is filled with adversaries, corporate intrigue, power-plays and hidden agendas.

Sue is over her head yet she has an edge: a mysterious journal written by her dead mentor Doug. The journal reveals a radical new sales framework named EDVANCE. Sue uses the framework to navigate the Wentworth organization and facilitates the prospect to reveal to themselves the true issues  in the organization, as well as a prospective solution.

EDVANCE B2B Sales Framework

The book speaks at length about the EDVANCE B2B sales framework. It emphasizes the need for understanding stakeholder archetypes, mapping the stakeholders, identifying their motivations and understanding their levels of influence. It believes in the necessity of buyer consensus by getting the sellers involved early in the buyer’s journey. It speaks of how sellers need to build a personal brand and use that capital to help customers pick solutions they need vs those they want. The end goal is to help buyers “sell themselves” on the sellers solutions.

Links to Connect with Wayne Moloney

Wayne can be easily found online:

You can find the book on B2B selling on Amazon here: The Wentworth Prospect: A novel guide to success in B2B sales

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:

 

Compassionate Listening of Thich Nhat Hanh #410

Compassionate Listening of Thich Nhat Hanh #410

I would like to set aside the Tao Te Ching of Sales this week and speak about the passing of someone who has deeply influenced me. On January 22nd, Thich Nhat Hanh the Vietnamese Zen Buddhist monk and peace activists passed away in Hue Vietnam. He was 95 years old. 

Thich Nhat Hanh or Thay,  as his students call him, Thay which means teacher,  has been one of the most influential spiritual leaders of our time. He is the author of over a 100 books regarding mindfulness, spirituality, interbeing and awareness. He is  the main inspiration for engaged Buddhism, which seeks to  apply the Buddhist  ethics on contemporary situations of social, political, environmental and economic suffering, and injustice.

I first started reading Thich Nhat Hanh’s books late in the 90s and found inspiration for my work and  yes when selling.  

His Teaching of Compassionate Listening

In 2013 Oprah Winfrey interviewed Thich Nhat Hanh and one insight he shared applies directly to business and sales. I’ve shared this before that I see selling has a helping profession. As sellers it is our responsibility to relieve the suffering of our customers. Each prospect you meet has some unfulfilled need or desire that greatly pains the and their organizations. The way master sellers can assuage this suffering is to listen. Only after listening can we know if we can help. In the interview. Thay said this …

“Deep listening is the kind of listening that can help relieve the suffering of another person. You can call it compassionate listening. You listen with only one purpose: to help him or her to empty his heart. Even if he says things that are full of wrong perceptions, full of bitterness, you are still capable of continuing to listen with compassion. Because you know that listening like that, you give that person a chance to suffer less. If you want to help him to correct his perception, you wait for another time. For now, you don’t interrupt. You don’t argue. If you do, he loses his chance. You just listen with compassion and help him to suffer less. One hour like that can bring transformation and healing.”

Business and Sales Compassionate Listening

I’m certain this isn’t the first time that you heard that listening is important. Management will give lip service to good listening but more often that not they invest more energy into accelerating the script and driving to close. Sadly, too often listening is  seen as a soft skill. 

“Soft” implies it’s lesser than, something minor, less important than computer literacy, scientific understanding, academic proficiency, mathematical prowess, or analytical skills. All of these are important; they are vital and worthy skills to possess.  

Compassionate Listening is deeply underrated as a skill.  Yet, we would say that listening is the most important skill we need to have. The hard sciences previously mentioned could not have been learned from talking, but listening. 

Listening needs to be at the top of the list of skills to master and model if we want to have more authentic relationships and more impactful connections. 

Listening is at the core of successful relationships and cannot be short-changed if we want our relationships – professional and personal – to be meaningful and satisfying.  

Listening well with intention, being actively present with one another, suspending judgments, dispensing with platitudes, pitching products and respecting the inherent human worth of those to whom we listen is hard work.

Listening is not easy, if so everyone would be doing it. The lack of listening and discovering commonalities, or as Thay would say interbeing, is the fundamental root of the break down of our society when it comes to political discussion. Listen only goes so far to see if the other person is on our team or not. But we can be better. We need to be better.

Overcoming the Fear and Rejection of Sales

Beyond listening there is the struggle of call reluctance and opportunity for rejection. Thich Naht Hanh once said. 

“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, we are still alive, and our bodies are working marvelously. Our eyes can still see the beautiful sky. Our ears can still hear the voices of our loved ones.”

He taught me to relax, let go and accept the world as it is. 

A Message for Technologists

In 2013, he spoke at Google’s headquarters in Silicon Valley, bringing his message of quiet contemplation to the forefront of the high-energy digital age.

“We have the feeling that we are overwhelmed by information,. We don’t need that much information.

Do not try to find the solution with your thinking mind. Nonthinking is the secret of success. And that is why the time when we are not working, that time can be very productive, if we know how to focus on the moment.”

Links to Thich Nhat Hanh

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:

 

Benefits, the Only Things Buyers Care About #409

Benefits, the Only Things Buyers Care About #409

Most of what we sell either solves a problem or fulfills a desire. Problems and desires are first and foremost in the buyers mind. In most cases, buyers could care less how they get there, they just want to get there. The solution is important, but what matters is results. In this episode we delve into the conundrum of features vs benefits, the only thing buyers really care about. 

Today’s Chapter –   Benefits

Know the features
Yet focus on benefits.
What the buyer values,
exceeds detailed minutia.
Listen for goals, needs and problems
Repressing lofty orations on specifications.

Speak to the why and the sale will advance

Today’s  Story 

Chris was a nerd at heart and excited to talk about all the bells and whistles the newly launched product contained. Chris had studied everything written about the product. Not a single spec sheet had been forgotten. But Pat could hear that the buyer was getting impatient on the Zoom call. 

Pat texted Chris, 

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

Seeing the text, Chris immediately pivoted the conversation and shared how the product was faster, more productive, raised revenue and lowered errors. Immediately the buyers perked up. 

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

Take Action Quote

Supposedly Professor Theodore Levitt: said “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” 

Too often sellers get pumped about all the cool features that differentiate their product from the competition when in reality buyers just want their problems solved and desires come true. Buyers who lead with the benefit will find more success.  For the most part, all buyers really care about is results.

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:

 

Open To Using a Map – How to Learn from the Wisdom of Others #408

Open To Using a Map – How to Learn from the Wisdom of Others #408

Do you know where you’re going? Do you have a destination in mind? Do you have an agenda that you follow for each sales call? Or do you wing it and hope for the best?    Great sellers are great students! They learn from master sellers and people who have deep experience. These seasoned sellers have maps to guide newbies, and that’s the topic for today.

Today’s Chapter –   Emerging Markets

The Master Seller
doesn’t teach sales
as much as show sales

When sellers think they know all the answers
they are difficult to guide
When they know they are in uncharted waters
they are open to a map.

If you desire to become a Master Seller
avoid being a know it all
Straight forward honesty is the sure route.

Be content with making solid sales,
Knowing closed deals are a win
for buyer and seller alike.

Today’s  Story 

After the end of a sales call Pat pulled Chris aside.  

“Why did you say all that stuff about the competition?”

“I wasn’t sure what to do,” conceded Chris. “I didn’t have a clear answer what to say so I tried to say the right thing” 

“You mean BS like an authority, right?” responded Pat,” you know we have SOPs and scripts that address this very topic. Take time to study them. Trust that we’ve mapped out the right direction to take the conversation. We have a lot of practice with prospects, we know how best to help and have documented it for you and others. Don’t hesitate to learn from the wisdom of others”

Take Action Quote

John Heywood wrote in the year 1546: “A man may well bring a horse to the water, but he can not make hym drynke without he will.”

Or in other words… You can lead a horse to water, but you can’t make them drink.

The same is true when it comes to sales coaching. You can help others learn selling, but you can’t make them take your advice. Only the student can take action. If you’re given a map, use it! Don’t get lost in the wilderness

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:

 

Emerging Markets – How to Stay Competitive #407

Emerging Markets – How to Stay Competitive #407

Consider your first cell phone and what an innovation and game changer it was from the wired house phone. But in relation to the phone in your pocket right now, that old phone has no more value than a brick. This is the way innovation works. The marketplace is in continual flux which creates a challenge for sellers and the products they represent.

Today’s Chapter –   Emerging Markets

As the seasons change
So does the market
Both creating and destroying opportunities
Revealing new problems and challenges.
Like water seeking its own level
The market seeks balance.

Today’s solutions are tomorrow’s problems
The master seller is awake to possibility.

Today’s  Story 

Chris returned to the office after working a three day conference. Pat asked “What did you learn at the tradeshow. What’s hot? What’s not? You’re the face of the company, what’s the next product we should be rolling out?”   

“I don’t really know” said Chris “all I did was stay at the booth and try to get more leads, they SR123  product, is the best on the market, we don’t have any competition!” 

“The SR123 is going to be next month’s problem” Said Pat. “today’s solutions are tomorrow’s problems. We had better find a new innovation or we’re going to get behind the competition.  Markets change, if we don’t change with them, we will perish”.

Take Action Quote

The market space is constantly changing and evolving. According to Milton Friedman, “The most important single central fact about a free market is that no exchange takes place unless both parties benefit.”

Sales people live in the same space as their customers. They are the first to know what’s next on the horizon. Integrate the sentiments of your customers, into yourself, and you will know how to advise your company, like a river, always moving, always in flux.  To quote the Greek philosopher Herecletis, “the only thing that remains the same is change”

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: