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Why the Best Way To Sell Is To Be You #422
When I started selling, I read a pile of books on closing techniques and objection handling. I took notes like crazy and tried to memorize them like an actor cast in a performance each time I was with a prospect. It was a dumb approach. But to cut myself slack, I didn’t know any better. In this weeks Tao Te Ching chapter, we cast off the scripts and take a chance and dive into the deep of selling by being our authentic selves and lastly discuss why the best way to sell is to be you.
Today’s Chapter: Dive Into the Deep
Give up memorizing closing techniques and sales scripts
And your skills will multiply a hundred fold.
Give up professional handshakes and business etiquette
And you will rediscover connecting with buyers.
Give up number crunching and counting commission pennies
And your fears and concerns will disappear.
These tactics are outward forms only
Common and conventional in practice
They are not sufficient in and of themselves.
Instead seek simplicity in selling
Realize who you really are as a person
To cast off self
And temper Your desires.
The master seller wades from the shallows,
And dives into the deep.
Today’s Story
This was Chris’s first attempt being an SDR and was struggling with remembering the product features, benefits, pain points buyers face and the voicemail scripts. Chris was trying to sound professional saying Mr. and Ms. Yet it all felt forced and wooden. No matter how hard Chris tried, it wasn’t getting easier.
Pat sensed Chris’s frustration. Sitting in on a few calls it was clear the issue wasn’t a memorization problem, but a complexity problem. “Try this”, Pat said. “What would you say if by dumb luck the prospect was an old friend?”
Chris thought for a moment. “Well I would just ask them if they had the quality issues our customers often face and if they say yes, I’d probably share some of the benefits of the product. If they were still interested, I’d move on and talk about the features”
“Wow,” said Pat, “that sounds like a good plan. Why don’t you do that all time. Just go all in”
Take Action Quote
Years ago I read Norman Vincent Peale’s book the Power of Positive Thinking. Peale said “Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy.”
Cast away the silly myths about sales being aggressive and assertive and it’s all about swagger and being rich. Buyers can sniff out that attitude a mile away. Just be yourself. Keep it simple. Go all in trying to help your customer.
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
See https://salesbabble.com
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.
Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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