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Why Action Speaks Louder than Words #465
There’s a lot of sales babble out there that it takes a big personality and fast talking to be good at sales. There’s also a lot of people who think sales is a yucky business and avoid dealing with sales people as best they can. I get why people feel that way. Consider all the myths in movies like the Wolf Of Wall Street.. But in real life, it’s just not true. Buyers like to buy but they hate to be sold. These days, great sellers show what they have and their actions speak louder than words. That’s the topic for today
Today’s Chapter: Those Who Talk Don’t Know
Those who know the market, don’t talk.
Those who talk, don’t know the market.
Action speaks louder than words.
Close your mouth.
Be still and relax.
Let go of trying to close the prospect.
Don’t talk about you,
Ask about them.
When you get right with the Tao of Sales Babble,
you don’t worry about winning or losing,
nor looking good or being embarrassed.
You’re OK that what happens, happens.
Today’s Story
Chris’s company had the good fortune to be considered for a large contract. Chris was responsible for the deal. Pat called Chris into the office to hear the plan.
Giddy with excitement Chris said .“First I’m going to show them all the happy customers we have, then the positive online reviews, then I have the new video marketing just produced then for the demo …… “
Raising a hand Pat retorted.
“Whoa whoa whoa slow down. We think we have a good solution for them, but we don’t really know, do we?”
“What do you mean?” said Chris.
Pat went on “Well we’ve read about their challenges in the press but wouldn’t it make more sense to directly ask them what they want versus hearing it second hand?”
Chris blinked “I just assumed they’re going to want our solution because that’s what all our customers want.”
Pat smiled, “You may be right Chris, but you may be wrong. Let’s stop the babble and work this opportunity properly. Let’s show them we’re good listeners by being a good listener. Let’s let our actions speak louder than words. If we’re a good match they’ll buy. If not the deal was never meant to be”
Take Action Quote
Back in the day you had to be a fast talker to be successful in sales. A sales call was a performance and it was the only way a buyer could learn about a company’s products. Times have changed. Today the Internet gives buyers instant access to brochures, spec sheets and multiple choice. The tables have turned and sellers are wise to let the buyers do the talking. Qualified buyers will ask to see the solution. For the seller it’s a case of do, not speak.
To quote Benjamin Franklin.
“Well done is better than well said.”
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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