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How to Close a Sale #439

What’s the most difficult part of a sale?  Through the years I’ve had numerous listeners tell me it’s “Closing.” People think that closing is hard and getting a prospect to put their name on a signed contract is a monumental task. Plus, people say it takes an assertive winner takes all attitude.  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. If you start the selling process out right with the intention of helping your prospects, and you advance the sale by patiently answering every question the buyer asks, customers will close themselves. This is wu-wei in action. That’s the topic for today.

Today’s Chapter: Advancing the Close

With each question
Comes an answer
The Master Seller
Advances closer
Step by step
Slowly finding common ground.

Today’s Story

Lee had listened attentively to Pat and Chris’s presentation as they walked through the list of wants, needs and company desires and Chris explained how their product addressed each item. In the conversation there was a lot of back and forth. By the end of the sales call both parties had a much better understanding of the challenges Lee faced.

As the conversation wound down, Pat kept waiting and waiting for Chris to close the deal, Soon it would be too late so Pat spoke up. “From what I understand it sounds like we have addressed most of your needs, correct?” Lee nodded “yes, accept for the magna feature and you said that would be available first quarter next year, right?”  “That’s right!” said Pat “but it sounds like you don’t need it right now, right?” “Correct” said Lee, Pat went on “so it sounds like if you installed our product into your facility it would work for you, right? “ Yes”, agreed Lee. 

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

Pat went one “so if we wanted to start on the roll out next month, who would be taking the lead on that in your facility?” Lee looked up and to the right, paused and said. “Oh that would be Sam”.  “Great” said Pat and with effortless action, the conversation turned to the contract, pricing and the schedule in a very natural manner. Without a hard yes, the deal was won..

Afterwards Chris told Pat, “thanks for kicking off the close. I couldn’t figure out how to get started”. “ No problem” said Pat. “It’s actually easy when you’ve done the start of the sale correctly. 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 deal closed itself.

Take Action Quote

I’m reminded of a quote by Seth Godin that says

“Don’t find customers for your products. Find products for your customers.”

Every answered question advance you closer to understanding if you can help your prospect. When selling is done right, both parties come to an agreement that a deal should be made. Closing isn’t’ about learning scripts and tricking people into saying yes. Closing is about advancing closer to a solution, a solution that works for the buyer.

Sales Babble Research Study

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

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.

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

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What Bartenders and Therapists Can Teach Sales People #437

A research study at West Virginia university studied bartenders to “elucidate how bartenders define themselves, their work, and their occupation as a whole. “ Of course the craft of making cocktails was of high concern but so was customer service skills, time management, memory and situational awareness. Skilled  bartenders are great listeners which in turn  build trust and loyalty with patrons. Just like therapists, they display empathy.  The same is true for sellers. How?  Let’s listen and find out what therapists can teach sales people.

Today’s Chapter: Understand Before Being Understood

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

Chris had worked on the new product presentation for a week and was excited to get it front of a prospective client. The day came when Pat and Chris sat at the front of the conference table, excited to share with the prospects. But Chris was surprised that’s not what happened. 

Pat kicked off the meeting by thanking the audience for taking time to meet, but then asked them to restate what they are looking to get out of the meeting. Chris was surprised since they had already covered that on a phone call a couple weeks ago. Pat went on to ask about their challenges, struggles, things they tried in the past, frustrations the team was experiencing, lost revenue and lost time to market. This went on for 40 minutes. When it came time to share their solution. They went directly to the 7th slide page, talked for 10 minutes and by the end of the conversation they agreed to take the next steps to start a pilot test project. Good news.

Afterwards Chris goes to Pat “But we never even showed them the presentation?” “True” said Pat, “but great sellers listen first to understand before pitching a solution. We did that, they appreciated it, and that’s how we got the sale to advance. Sometimes all a customer is looking for is a therapist. We gave them what they wanted.”

Take Action Quote

The stoic philosopher Epictetus said ‘We have two ears and one mouth so that we can listen twice as much as we speak.’  This is even more true for sales professionals. The best way to know what a buyer is thinking is to ask them. Most people will tell you everything about the troubles in their lives if you’re willing to listen. To know what a buyer wants is the key to framing your products and services when you present. Stop guessing what people want and assuming you have the solution to all life’s problems. Instead be the bartender and ask “How’s it going?”

Sales Babble Research Study

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

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.

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The Perfect Sales Apology #436

Have you ever wronged someone but struggled to say your sorry in a way that prompted forgiveness from the person you wronged? Have you had that happen to you in business? Without doubt I’m certain you have!  Because we all make mistakes. We all do things that benefit us more than others. This is the human experience. But far too often our egos get in the way and we refuse to admit we’re wrong. Or if we do, 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: Time To Quit Selling

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 and the entire weekend was devoted to solving the issue. Chris was innocent and had nothing to do with the misstep. It was all on customer service who dropped the ball, creating a devastating situation. This was the first time Chris had experienced something like this. It was such a debacle. 

But Pat put Chris at ease.“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 – fully take responsibility.”

“I guess I can see that,” said Chris. “I guess it makes sense for me to talk to them. But what should I say?”

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

Take Action Quote

I recall one time I had a customer who was constantly complaining our system was not working right yet we couldn’t see any issues on our end. After going back and forth for two weeks one of the engineers discovered there was an odd instance that only affected THAT customer. It was devastating and I apologized profusely and to make it right, gave them an entire year of service for free in hopes that come time to renewal it would all be forgotten. It worked! But at the time it was an extremely painful experience. By taking full responsibility, we retained a client. 

Ben Franklin wrote “Never ruin an apology with an excuse”.  When people are wronged they want to be heard and acknowledged.. A sincere and full apology can quickly diffuse a bad situation. It’s the only way to move forward.

Lastly, like I said  I use this apology in business, but it also works in your personal life. Self righteousness gets you nowhere. We all make mistakes. Own it and use this apology to make it right.   Good luck.

Sales Babble Research Study

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

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.

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!