Pain is Inevitable Yet Suffering is Optional When Selling with Caitlin Doemner #533

Pain is Inevitable Yet Suffering is Optional When Selling with Caitlin Doemner #533

Today we take a break from the Tao of Sales Babble and I invited a guest to join us and babble about an emerging branch of sales.  Our guest is Caitlin Doemner a Speaker, Author, and Podcast Host at Ecstatic Business. Caitlin is an entrepreneur & somatic psychology researcher. Today we babble about her interest in blending ancient wisdom with neuroscience and how it can transform sales performance. In this episode, we dive into enhancing emotional intelligence to eliminate pain and suffering when selling.

Advice for Sellers

Caitlin recommends that you make the following statements the keystone for your entire sales philosophy. When you adopt this view, you will eliminate those feelings of being a victim in life.

    1. Everything is always working out for you.
    2. Everyone is always doing the best they can given their situation.

Following these two will eliminate 99% of the suffering in your life. Pain is inevitable, suffering is an option 

How To Find Caitlin Doemner

LinkedIn https://www.linkedin.com/in/cscdoemner/

Website https://ecstatic.business/

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

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

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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

Got a Question?

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

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

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

 

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What It Means To Be A Sales Engineer with Jason Hadley #531

What It Means To Be A Sales Engineer with Jason Hadley #531

Today we pause The Tao of Sales Babble to share a conversation with Jason Hadley. Jason is a Sales Engineer at LightHouse Worldwide Solutions and was a guest on the Cannabis Advocate podcast,
another podcast I host. Jason shares advice on prospecting, presentations, and closing regarding B2B sales. It’s a refreshing conversation from a real sales guy in the trenches.

Lighthouse Worldwide Solutions

Jason Hadley is a Sales Engineer for FILTR, who specializes in helping facilities grow cleaners with equipment and know-how rooted in Food and Pharmaceutical manufacturing. They advise tactics, and strategies cultivators can borrow from regulated industries for cleaner operations and more microbe compliance success. FILTR, specializes in filtering microbes from the air. Jason and I discuss issues with selling, lead gen, relationship building, referrals, and references.

How To Find Jason Hadley

Jason Hadley, GMPro™
Sales Engineer
FILTR
Lighthouse Worldwide Solutions
 300 West Antelope Road | White City, OR | 97503
golighthouse.com

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

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

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

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

Got a Question?

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

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

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

 

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Why Be the Seller Who Cares #530

Several years ago, I saw Zig Ziglar at the United Center. Zig was a famous author, salesperson, and motivational speaker. Zig was one of many famous headline speakers that morning and he provided a very engaging speech with over 10K people attending. I remember him sharing one of his favorite lines, “People don’t care how much you know until they know how much you care… about them!” Too often sellers forget this! Customers have choices. There is more competition than ever before. So how do you differentiate? Compassion! It’s knowing what buyers truly desire, which is to have someone take away their problems. When prospects get the sense that you care about their problems and that you have their best interest in mind, they will trust that you have the solution. That’s how to stand out. Caring for them, taking care of them, just being a good person, and showing some compassion and seller cares. That’s our topic for today.

Today’s Chapter:  Empathy

If you want to earn trust,
you must listen,
If you want to earn faith.
you must empathize with others’ distress.
If you want to earn loyalty,
you must desire to alleviate pain.
with your whole heart and whole mind.

Repeated sales are the fruit of repeated compassion.
This key opens doors.

Today’s Story

As Chris qualified the prospect, Pat listened in on the call. After ten minutes it was clear that Lee checked all the boxes. But when Chris started explaining the product’s benefits, Lee seemed bored. Pat heard this and texted Chris “Ask about the consequences of the pain”.  After seeing the text, Chris pivoted the conversation and asked how the problem affected Lee’s business.  Lee gave a lengthy explanation regarding profit issues and slipped schedules. 

Pat then texted “Think empathy and compassion”.  Chris waited for a pause in the conversation and commented, “Wow Lee, that’s got to be painful. How long has this been going on?” Lee sat up straight and shared a lengthy explanation listing the issues at their business. It was soon clear, Lee would eventually become a new client.

 “Good job,” said Pat “you really turned that one around”.  “Thanks, Pat,” responded Chris. “it was a team effort.”

Take Action Quote

Show kindness and mercy in your business.

In the Tao Te Ching, it’s written, “To excel show compassion, for with compassion comes courage. When attacked, use compassion, and none will compete with you. It is how heaven saves and guards.” (TTC #67)

Have empathy and people will see you care. All problems can be overcome when you care. Compassion wins loyalty and faith that you’ll fix any issues. When you care for your customers, they’ll care for you.

Good News

This book was mentioned
Flow: The Psychology of Optimal Experience Paperback – by Mihaly Csikszentmihalyi 

Echoes Across the Tracks: Life Lessons Through Unexpected Connections
by David C. Moravec

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

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

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

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

Got a Question?

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

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

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

 

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How To Sell Using the Buyer’s Language #528

How To Sell Using the Buyer’s Language #528

Have you ever struggled to build rapport with a prospect in a new industry? In every professional field, there is a distinct vocabulary understood by few. This specialized language includes unique terms, phrases, and acronyms essential for effective communication. To excel at selling, you must not only grasp this vernacular but also possess the ability to decipher the language of the buyer. Today, we explore the art of understanding the buyer’s language. This skill is crucial for establishing rapport, demonstrating expertise, and ultimately succeeding in sales. By honing this skill, sales professionals can deepen their connections with clients, anticipate their needs, and foster trust, which enhances their effectiveness in the marketplace.

Today’s Chapter:  Speak the Buyer’s Secret Language

First,
set aside unfounded assumptions.
Next,
listen to learn the buyers’ language.
Then,
question to understand their lives,
seeking to know what they know.
accepting what they say as fact.

In the buyer’s language,
sellers communicate with confidence,
knowing lasting relationships are borne
from transparent negotiations.

Today’s Story

On Monday, Chris started a new job selling a new product in a new industry. Excited to begin, Chris hit the ground running, only to find failure with each call and each email. Repeatedly, prospects showed no interest. It was frustrating. What seemed to work in one industry didn’t fit this new industry. And sensing a rising level of discouragement, Pat stepped in to help.

“Chris,” said Pat, “this is a very different industry compared to your past. I know it’s a big challenge. If you don’t know the 280E issues or the 8300 form, prospects don’t trust you to understand their business. This is a big hurdle.”

“I know!” said Chris, “There is so much to learn.”

Pat went on. “Every industry has a secret language. And in an industry as new and changing as this one, there are no books or articles for self-study. But here’s the good news: once you learn that language, you become a member of the tribe. When that happens, prospects will trust you and buy from you.”

“So how do I do that?” asked Chris.

Pat answered, “All of us are new to this market. I wish I could tell you more. But instead of asking prospects to schedule a meeting, ask them for advice on the industry. Learn their language, learn the nomenclature. Understand their challenges and the vernacular that goes with them. Ask them for advice on our product offering and listen to how they describe the features and benefits. I expect this is going to take a while, but over time, we can learn this business and excel.”

Take Action Quote

Lao Tzu wrote, “The greatest Virtue is to follow Tao and Tao alone.
The Tao is elusive and intangible., and yet within is an image.
It is elusive and intangible, and yet within is form.
It is dim and dark, and yet within is essence.
This essence is very real, and therein lies faith.” (TTC #21)

This too is true for sellers. Instead of guessing what buyers want, you must set aside your ego and accept as fact whatever the buyer says. This is an act of faith.

Wade into their world to understand the lingua franca of their business. Make no assumptions, speak only about their aspirations, challenges, and concerns. Your responsibility is to learn their language, not vice versa. The best way to learn is to ask their advice and accept there are no dumb questions. First, crawl, walk, and then run. There is no skipping of steps when learning the buyer’s secret language. But once it’s learned, you’ll know for certain how best to communicate with your prospect.

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

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

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

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 Get Buyers to Close Themselves #523

How to Get Buyers to Close Themselves #523


Do you struggle to close deals? Next to getting a sales appointment, closing is the second most difficult task when selling. Some think closing a deal and getting the prospect to put their name on the dotted line is a monumental task. You commonly hear that it takes an assertive winner-takes-all attitude to be successful in sales. But that’s not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC, Always Be Closing. Because if you start off on the right foot,  with the intention to help your prospects, you’ll advance the sale by patiently with every answer to every question the buyer asks. Eventually, buyers close themselves. This is Wu-wei in action. That’s the topic for today.

Today’s Chapter: Advancing the Close

The Master Seller is curious.
With each question comes an answer.
With each answer, the water clears.
Step by step the sale advances.
Slowly both buyer and seller find common ground.

The impatient seller turns weak.
They lose their power when they lose connection
with the Tao of Sales Babble.
Deals evaporate like steam in the air.

The Master Seller does what needs doing
and does no more.
They work not for their benefit
but that of the buyer.

Today’s Story

Lee listened attentively to the presentation as Chris walked through Lee’s list of wants, needs, and company desires. Chris explained how their product addressed each item on the list. There was a lot of back and forth during the conversation. By the end of the sales call, both parties better understood the issues and potential solutions.

As the conversation wound down, Pat kept waiting, and waiting, for Chris to close the deal. Soon it would be too late.

Pat spoke up. “From what I understand, it sounds like we’ve addressed most of your needs, correct?”

Lee nodded. “Yes, except for the x.2 feature. You said that would be available first quarter of next year, right?”

“That’s right. But it sounds like you don’t need it right now, right?”

“Correct.”

Pat went on. “So it sounds like if you installed our product into your facility, it would solve most of your needs, right?”

 “Yes. It does seem so.” agreed Lee.

Chris sat quietly, following the conversation like it was a tennis match.

Pat went on. “So if we wanted to start the rollout next month, who would take the lead in your facility?”

Lee paused, looked up to the right, and said,  “Oh, that would be Sam.”

“Great,” said Pat.  And then, with effortless action, the conversation turned to the contract, pricing, and schedule. The exchange flowed naturally and without a hard yes, the deal was won.

Afterward, Chris spoke, “Thanks Pat for kicking off the close. I couldn’t figure out how to get started. I appreciate your help.”

 “No problem,” said Pat. “It’s easy when you start the sale off the right foot. You answered all their questions and had already talked about schedule and pricing. All we needed was for them to agree to get started. The buyer closed themselves.”

Take Action Quote

It’s wrong thinking to believe sellers talk prospects into buying.

Lao Tzu wrote, “Those who use the Tao to advise the ruler, do not dominate the world with soldiers. Such methods backfire. The Master does their job and stops.” (TTC #30)

Selling isn’t a competition but instead a collaborative partnership. Each answered question advances you closer to understanding if you can help your prospect. Closing isn’t about memorizing scripts and tricking people into saying yes. Closing is about advancing closer to a solution that works for both the buyer and seller

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

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 discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly 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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What Bartenders Can Teach Sales People #522

What Bartenders Teach Sales People #522


Have you ever heard this quote from the stoic philosopher Epictetus? ‘We have two ears and one mouth so that we can listen twice as much as we speak.’  You probably have but way too many salespeople have never learned this lesson. Instead, as soon as there is a break in the conversation, they jump to a solution and start to pitch. And then they’re confused about why prospects don’t buy or return their calls. But consider a great bartender. They ask good questions and are more than happy to listen. Bar patrons are lonely for an empathetic ear and the same is true for your prospects. This is how bartenders build trust and a loyal following. You can do this too. Sellers can learn from bartenders by talking less and listening more. That’s the topic for today. 

Today’s Chapter: 

The Master Seller listens first
to understand
before being understood.

By asking
they receive,
creating opportunities.

Both bartender and psychologist,
the Master Seller listens.

Today’s Story

For a week, Chris worked on the new product presentation and was thrilled to meet the new prospects. Pat and Chris sat at the front of the room, excited to give the presentation. But to Chris’s surprise, that’s not what happened.

Pat kicked off the meeting by thanking the audience for the opportunity to present and then asked the prospects to restate their expectations for the meeting. This surprised Chris, since they had already had a discovery call. Pat asked about their challenges, struggles, things the prospects tried in the past, and frustrations the team was experiencing. Pat also asked about lost revenue, lost time to market, and lost hope. The conversation went on for 40 minutes.

After uncovering all the questions, it was time to share their solution. Pat went directly to the 7th slide in the presentation, talked for 10 minutes, and by the end of the conversation, the prospects agreed to pilot a test project. This was good news!

After exiting the conference room, Chris turned to Pat and said, “Wow, that didn’t go at all the way I thought it would go. We never even showed them the presentation.”

“You’re right!” said Pat, “But great sellers listen first to understand, before pitching a solution. We did that. They appreciated it, and that’s how we advanced the sale. Sometimes, all a customer is looking for is an empathetic ear. We gave them what they wanted.”

Take Action Quote

There is a myth that great sellers are great talkers. In truth, great sellers are great listeners. Excessive and verbose presentations turn off prospective buyers who desire solutions, not entertainment.

Lao Tzu wrote, “Those who know do not talk. Those who talk do not know. Close your mouth, be still. Relax. Stay out of the spotlight. Shut the doors. Smooth out the sharpness, Be at one with the Tao.”

There are limitations to canned speeches and presentations. Showing empathy and restraint in talking is the best way to understand what buyers need, and discern if you can help. You can find wisdom in silence.

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

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 discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly 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 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.

 

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The Grow Fast Podcast with Mark Shriner #521

The Grow Fast Podcast with Mark Shriner #521


I had the good fortune to be a guest on Mark Shriner’s new Grow Fast Podcast. Mark and I talked about selling, Taoism, and the power of podcasting. Mark graciously gave permission to have this interview shared with the Sales Babble listeners. I’m excited to share this babbling today!

The Dao of Sales, or How to Sell without “Selling”

Mark described the interview this way “Pat Helmers is the Host of the Sales Babble Podcast. Pat is also the Founder of Habanero Media and a tech startup consultant. In this episode, Pat talks about the book he’s writing called The Dao of Sales Babble and explains how, oftentimes, it’s much more productive and rewarding, not to force sales. Instead, Pat argues, that we would do better trying to sincerely understand our prospect’s needs, and helping them to meet those needs. Mark and Pat also discuss opportunities for new podcasters and the benefits of hosting a niche podcast.”

How To Find Mark Shriner and Grow Fast Podcast

The Grow Fast Podcast talks to leading sales, marketing, and business development professionals about how companies can accelerate sales, optimize marketing, and grow their businesses fast!

The Grow Fast Podcast is brought to you by memoQ RPF, the fastest, easiest, and lowest-cost way for small and medium-sized businesses to respond to RFPs, RFIs, and other import business documents.

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

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 discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly 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 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.

 

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The Perfect Apology #520

The Perfect Apology #520


We all make mistakes, it’s part of being human. The same is true in business. Companies screw up to the detriment of their customers. When this happens, it often falls on the sales professional to apologize, even if they had nothing to do with it.  How about your personal life? Have you wronged someone but struggled to say you’re sorry in a way that prompted forgiveness? Did they accept your apology?  This is the human experience where too often our egos get in the way and we refuse to admit we’re wrong. Or if we do apologize we layer on excuses to make us feel better but it does nothing to further forgiveness. What can we do, to make wrongs right? This is the topic for today, the perfect sales apology.

Today’s Chapter

I was wrong,
completely wrong.
At the time, I had my reasons
but it doesn’t change the fact
I was wrong.

How can I make this right?

Today’s Story

The company screwed up, and Chris was the first to learn it. The customer had gone ballistic and was threatening to yank the contract. There was a flurry of calls, with an entire weekend devoted to solving the issue. Now Chris was innocent and had nothing to do with the misstep. Customer service dropped the ball, creating a devastating situation. This was the first time Chris had experienced something like this. It was such a debacle. 

Pat turned to Chris and said, “I know it’s not your fault. It’s the company’s fault. But since you have the relationship with the customer, it falls on you to apologize. And there is only one way to do this – take full responsibility.”

“This stinks!” said Chris. “I guess it makes sense for me to talk to them. But what should I say?”

“Well,” said Pat, “Tell them it’s all on us. Tell them we completely missed the mark. Make sure they know they have every right to be angry with us. We’re wrong and we want to make things right. Ask them what it will take to fix this. We want to keep them as a customer and make sure other customers don’t catch wind. The company’s committed to doing what it takes to fix this. And when this is all done, put processes in place so it never happens again.”

“I got it,” said Chris, and that afternoon Chris called the client.

Take Action Quote

Instead of dwelling on past errors or passing the buck, it’s always best to take responsibility for one’s actions.

Lao Tzu wrote, “Failure is an opportunity. If you blame someone else, there is no end to the blame. Therefore, the Master fulfills their obligations and corrects their own mistakes. They do what needs to be done and demand nothing of others.”

Mistakes happen in business and it’s best to own your failures. Ben Franklin wrote, “Never ruin an apology with an excuse.” When people are wronged, they want to be heard and acknowledged. This is when a sincere and full apology can quickly diffuse a bad situation. It’s the only way to move forward.

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

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 discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly 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 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.

 

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You Can’t Win Them All #519

You Can’t Win Them All #519


When it comes to selling, the importance of flexibility, gentleness, and resilience when facing adversity is often overlooked. It’s easy to get stuck on a deal and put too much energy into it due to some sunk-cost fallacy. Don’t do that!  In today’s episode, we discuss about on how rigidity and resistance lead to defeat, while flexibility and adaptability lead to victory. Next, we remind ourselves what  Tao Te Ching says about softness and weakness and how it can ultimately overcome hardness and strength. As deals come and go, Master Sellers embrace change and go with the flow with the natural course of events. Go with the flow!

Today’s Chapter: Time To Quit Selling

Some deals close.
Some not.
Some clients are loyal.
Some not.
Some problems solvable.
Some not.

Despite tenacity and persistence
you can’t win them all.

Why waste time grieving the loss?
Another opportunity awaits.

TTC #76

Today’s Story

Pat and Chris met for a midyear performance review. It had been a busy year and Chris had done some very good work. Part of the process included reviewing the year’s pipeline. The review included deals won and lost opportunities, too. Chris took responsibility for the losses. Too much responsibility thought Pat.

“I just don’t get it,” started Chris. “Look at the ADC deal. I thought for sure they would close. And how about our Max LLC client?  I can’t believe they left us! We’ve bent over backward for them time and time again. I don’t know what to say.”

Pat leaned in. “You spent a lot of time trying to get them back, didn’t you?”

“I did.”

“Maybe too much?”

“Probably.”

Pat nodded. “It’s disappointing! And it’s baffling. But if I’ve learned anything, no deal is for certain and no client remains loyal forever.  Our clients are things we can have, but not hold. We have to expect a certain amount of loss and when that happens, pivot our energy. There’s always something new around the corner. Let’s work on that.”

Take Action Quote

Lao Tzu wrote, “The stiff and unbending is the disciple of death. The gentle and yielding is the disciple of life. Thus, an army without flexibility never wins a battle. A tree that is unbending is easily broken.”

It’s been said that winners never quit, and quitters never win. But what about those who never quit and never win? This is insanity, according to Einstein; doing the same thing over and over, only to get the same result. Persistence is all well and good. But sometimes the best thing to do is to cut your losses and move to the next opportunity. The tree that bends in the wind survives the storm.

Listen here on YouTube https://www.youtube.com/watch?v=qh9nXLhO_BQ

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

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

Got a Question?

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

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

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

 

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The Tao of Storytelling Selling #518

The Tao of Storytelling Selling #518


Let me tell you a story. It’s not a story of lost love or intrigue. Nobody’s murdered, nor is society thrust into a dystopian future. Instead, this is a story about stories. It’s a story about showing, not telling, and selling with storytelling. Storytelling Selling. It’s a tale with both heroes and villains with adventures and drama tied into capturing the interest of prospects in a way that they identify with your fable. Today’s episode explores ways a personal story can turn prospects into heroes and, in time, loyal clients.

Today’s Chapter

A story breathes life into the unexplainable.
It flows into places where prospects are quick to reject
and think impossible.

In framing, highlight the struggle.
In sharing, go deep in the heart.
In discussing obstacles, be gentle and kind.
In speech, speak to the challenge.
In overcoming, express the joy of success.
In business, the protagonist becomes the hero.
In action, watch the timing.
until prospects see a sliver of hope.

TTC #8

Today’s Story

Chris listened in on Pat’s cold call recordings. Call after call, Pat would start telling success stories of happy clients. The stories were compelling, starting with the challenge the buyer faced, the unhappiness they experienced, what it was like rolling out the new solution, and the positive results that came. In all cases, the buyer was the hero of the story.

Tale after tale was inspirational, authentic, and persuasive.

“Are these stories real?” asked Chris. “They seem too good to be true!”

“They are!” responded Pat. “It’s heartwarming to know that we’ve been able to help so many clients and it’s fun to share the success stories. When prospects hear these tales they immediately put themselves in the story and identify with the hero. They can feel the story in their bones. It’s the story of their life.”

“Really?” said Chris, sitting up.

“Oh, yes!” replied Pat. “Sometimes a story can say in a few words what a spec sheet would take an hour. When you share an authentic story, it will resonate. Learn the stories. Make them a part of you. Pass on the wisdom that will create loyal clients.”

Take Action Quote

The Tao Te Ching “The highest good is like water. Water gives life to the ten thousand things and does not strive. It flows in places men reject and so is like the Tao.”

The same is true of stories. A story can seep into the buyer’s mind and flow to places where no amount of logic and data could ever have a chance. Draw upon your existing customer’s success as examples for new prospects. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story both fast and slow, matching the pace of your prospect. Give them space to ask questions, especially questions prompted by the story. Once they identify with your clients, they step on the path of becoming new clients someday.

 

Listen here on YouTube https://www.youtube.com/watch?v=Z1llskepsxg

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

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

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: