Category: building rapport in sales

Posted on

How To Know When It’s Time to Quit Selling #435

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Know When It’s Time to Quit Selling #435


When it comes to selling, one of the biggest problems sellers face is following up. Too often sellers don’t call, email or message prospects enough times to catch their attention. But how do you know when too much follow up, is too much? Especially in the case of a deal you really really want. But no matter what you do, you can’t bring the deal home. That’s the topic for today, how to know when it’s time to quit selling.

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
You can’t win them all.

When the time comes
Quit
Another opportunity awaits.

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, not only won deals, but lost opportunities too. Chris was open to taking responsibility for the losses, too responsible thought Pat.

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

Pat nodded  “It’s disappointing!  I’m baffled myself, why we can’t close deals that would clearly benefit their business. But if I’ve learned anything is this business, no deal is for sure. And no client is forever loyal. Instead I’ve learned to expect loss. It’s like they say, when one door closes, look for others that are opening. That’s all we can do. Other opportunities await us. We need to keep facing forward.

Take Action Quote

There is a company called Despair that is famous for making business posters that are sarcastic yet at the same time so true. One of my favorite posters of theirs is titled STUPIDITY.    It features a tennis player who has fallen to his knees, grief stricken due to losing the match with hands on this head and racket and balls astray. Below the photo is the subtitle:

Winners never quit, and quitters never win, but those that never quit and never win are idiots. 

Sometimes we put to much effort into deals that are never going to close. Sometimes I’ve been tenacious to an extreme and keep calling and emailing and expending energy that could be better placed into other opportunities. Consider some of the deals in your pipeline. Is it time to let some of them go? Think what you could do if you stopped working on them and focused forward. Sometimes, that’s the right thing to do.

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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How to Spin Storytelling Selling #434

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Spin Storytelling Selling #434


Would you like to hear a story? It’s a tale with heroes and villains and adventures and drama and it’s all tied into capturing the interest of prospects in a way that they lean into your fable. This episode is about storytelling selling and ways that  a good tale can turn prospects into heroes and in time, loyal buyers.

Today’s Chapter: Storytelling Selling

The nature of the world is beyond description
Yet stories are your greatest tools.

With the art of narrative,
the buyer identifies with your characters.
Compelling in action,
they see the struggle in their lives.
Clear in thought,
they embrace the moral of your story.
Obvious in solution,
they are drawn to your products and services.

By shedding light
on what was once nothing,
The Master Seller becomes storyteller,
Creating possibility in the buyers’ mind.

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 they faced, the process of rolling out the new solution and the outcome that came as a result.

Story after story was inspirational, authentic and compelling.  

“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 a joy to share their success. When prospects hear these tales they immediately put themselves in the story. They identify with the heroes challenge since they are probably experiencing it too! Sometimes a story can tell a whole lot more than reading a specification sheet of features. When you find an authentic honest story it will resonate with buyers.”

Take Action Quote

My good friend Michelle Kelly (listen to her here)  believes that “stories are critical in the sales arc. The sales journey is the hero’s journey, we need to cast our customers as the hero”. This is an important detail that the hero in our stories isn’t the seller coming to the rescue, but the buyer who wisely addressed their challenge by choosing your product or service. They are the heroes. They took control and slayed the beast. 

Reflect on your existing clients. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story quickly and slowly, matching the pace of your prospect. Give them space to ask questions, many questions prompted from the story. Allow them to identify with your clients, so that they too may become clients some day. 

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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

Three Steps to Quickly Build Credibility #433

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Three Steps to Quickly Build Credibility #433


Have you ever been in a conversation where people are casually trashing the sales profession and people forget that that’s what you do for a living! Exasperating right? Given the tarnished reputation of sellers by our culture, this creates a special challenge  when working with prospects and break through their skepticism and build trust. How do we do that? How can we show that our products and services look like credible solutions to real life problems? That’s the topic for today.

Today’s Chapter: Three Stages of Credibility

Considered a stranger
The buyer is quick to judge the seller.
From dress, to speech,
from handshake to eye contact
Credibility starts.

Considered an unknown
The buyer measures the company.
From experience, to brochures,
From references , to network
Credibility proceeds.

Considered a possible solution
The buyer vets the product.
From ease of use, to flexibility,
From meeting specs, to cost
Credibility is cemented.

Seller, company and product,
This is the three-fold path to credibility.

Today’s Story

Pat listened in on a few outreach calls. Dial after dial Chris started to explain the benefits of the company’s flagship product but far too often, the prospects quickly became skeptical and ended the call. 

At the end of the morning Pat pulled Chris aside and shared some insights. “This is the thing” Pat started “I appreciate that you’ve learned all about the features and first speak to benefits. But you’re missing two important steps”.  “What’s that?” Chris asked eagerly since any advice that accelerated the call ratio would be much appreciated. 

Well” said Pat, ”You first need to sell you, then the company and then the product”. “Sell me?” Chris asked quizzically ”What do you mean by that?” 

Pat explained, “If people don’t trust you, they won’t trust what you say. Credibility starts with you, personally. Then the credibility of the company comes into play, especially when you sell services like we do. People want to make sure we’re not charlatans looking for a quick transaction. Once they trust you and the company, then the credibility of the products comes next. This is the order to build trust: first  the seller, then the company and lastly the product. This is the path of success.”

Take Action Quote

To be persuasive we must be believable; to be believable we must be credible; credible we must be truthful. That’s a quote from the journalist Edward R. Murrow. Morrow was trusted for his reporting over the 1940s through the 60s including the second world war and the Joseph McCarthy censor hearings. Morrow deeply believed that trust is the start of any relationship. As sellers that ‘s where we start, that is square one.

I’m often surprised how much of a sale hinges on feelings and emotion vs logic and business plans. That stuff comes later, but credibility is how we earn the opportunity to play the game and step up to bat. Trust me, start at trust

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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How To Look Good Selling by Not Looking Good #426

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Look Good Selling by Not Looking Good  #426

In this episode we investigate the struggle of being successful at sales and how we let our ego get in the way of success. Why do we that? Too often we have concerns of being embarrassed, saying something stupid and being called out as a pushy seller. When we’re more concerned about how to look good selling, we stop focusing on helping customers. Today we share advice on how to address the challenges of fear and success and instead focus on how the best thing we can do to look after ourselves, is to look after others.

Today’s Chapter: Fear and Success

Success is a dangerous as fear
Both generating shame and laughter,
The worry of looking stupid.
Success and fear are phantoms that arise from the self.
More concerned about how you look,
The seller stops looking.

Today’s Story

It had been a month since Chris started cold calling to set up appointments for Pat. Chris’s numbers were weak and quite frankly borderline unacceptable. Pat became concerned and at the end of the week asked “I can see that you’re not making a lot of dials and when you do connect your calls are very short. What’s going on here?”. “Well” said Chris “I’m just not comfortable calling people out of the blue. I’m trying, and I hope you can see that. But I hate to bother people. Personally I dread getting robocalls. I just don’t feel good about it” 

Pat nodded “I get  what you’re saying. But this is the thing. What we’re doing and what those robocalls are doing are two completely different things. We are only calling people we think we can help. We don’t pitch without first listening  nor do we call at odd hours.  There is nothing to be ashamed of here.

“Instead of focusing on your fear, remember the anxiety they struggle with everyday. Maybe we can help them overcome their business challenges, and help them get a good night’s rest. The only way we can help, is to reach out and ask.

“Keep dialing, in time the fear will fade”.

Take Action Quote

Salman Rushdie is quoted as saying that “Shame is like everything else; live with it for long enough and it becomes part of the furniture.” Shame and guilt are founded on the belief that you’re doing something wrong and should be punished for it. But you’re not doing anything wrong here. It’s just misplaced fear. Fear is common is all of us and fear is the seed of growth. Once we overcome our fears, they are forever behind us.

Let me share an insight that has forever changed my view on sales. It’s this: prospective customers secretly hope that you have the solution to their problems. Sure they’re skeptical, that’s understandable. They may appear gruff and guarded. But deep down they would love love love more than anything to have your remove, their pain and anxiety.

It’s tough running a business in a competitive market. Let’s see what we can do to assuage some of that pain. Let’s put this fear in the rearview mirror.

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!

 

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

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

You can be your authentic self when selling. It’s all about helping others with their pains and desires. 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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

How Prospects are Friends You’ve Not Met Yet #424

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How Prospects are Friends You’ve Not Met Yet #424

Are you reluctant to pick up the phone? This is not uncommon. We’re taught to fear strangers as kids and as adults we’re afraid to call and bug people. But that’s not the case when you think of family. You don’t think twice of calling your parents, or siblings. But how can you mentally treat strangers like family? That’s the topic for today. How prospects are friends you’ve not met yet.

Today’s Chapter: See Strangers As Yourself

See strangers as yourself.
Trust they will treat you as you would be treated.
Knock on the door
Pick up the phone
Seek rejection,
and leads that come as consequence.
You don’t reap what you don’t sow.

The Master Seller revels in meeting strangers,
The opportunities it may bring.

Today’s Story

Pat and Chris sat in the conference room working on a project. Deep in discussion the phone rang and Pat answered the call. It wasn’t the prospects but instead a random cold call. Pat was nice to the caller and patiently explained they were not qualified to buy, and in fact Pat gave the caller some coaching on how to improve their odds.  

Chris was surprised. First by Pat’s patience and secondly generosity. “Why did you spend so much time with that caller?” Chris asked.

“Oh that’s easy to answer” said Pat. “I see all strangers as friends and family. I expect my prospects and clients to treat me the same way I like to be treated. I give everyone the benefit of the doubt. In this persons case I know it’s hard cold calling. Why not be nice to them? When I’m cold calling, I start the conversations like we’re old friends asking about their weekend and what’ on the docket this week. People like that when you do it in a non-creepy authentic manner. Sure some people are rude, but why focus on the negative, when a relationship can lead to a great opportunity? When I meet strangers I just see myself“

Take Action Quote

Will Rogers, the famous Cowboy humorist  from Oologah Oklahoma once said that strangers are just friends he had not yet met. I love this sentiment. One of the problems with treating sales as a numbers game is you start treating prospects like their numbers, vs living feeling people with genuine problems and  desires. I urge you to never lose your humanity and see the whole world as a community.  Treat each stranger like family, give them the benefit of the doubt. Be generous in your listening and do what you can to help them. If you do, you will be pleasantly surprised by the opportunity it brings.

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

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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

Posted on

Networking in the 21st Century on LinkedIn with David JP Fisher #395

David Fisher LinkedIn Sales

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Networking in the 21st Century on LinkedIn with David JP Fisher

David Fisher LinkedIn SalesAre you using social media to build your sales funnel? Is online networking a staple of your selling process? If not you might want to read David J.P. Fishers just published book, “Networking in the 21st Century on LinkedIn”.   In this episode we go live, and visit Dave’s book launching/anniversary party at Sketchbook brewing. Dave shares insights in networking using LinkedIn while sharing a well brewed Oktoberfest.

Just a reminder next week I’ll be announcing great changes here at Sales Babble and Habanero Media.  Stay tuned you won’t want to miss it.

LinkedIn Networking

Sellers struggle with putting themselves “out there”, be it, social media posts, email or cold phone calls. Dave recommends starting with social media. He believes it’s a digital 1st world, but not the only world.

In his new book he shares examples to bootstrap sellers. These examples includes scripts that can be crafter to mirror your personality.

Take Action Today

Be a Sales Sherpa.   Become the trusted advisor for buyers. When they are ready to shop, you will be top of mind. LinkedIn helps sellers build credibility  which is the foundation of trust

How To Find David Fisher

Dave is all over the internet ….

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 High-Conversion Virtual Sales Playbook.

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:

 

Posted on

Selling Insight with Stephen Timme and Melody Astley #394

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Selling Insight with Stephen Timme and Melody Astley #394

Salespeople know that they have minimal time to catch an E-level’s interest in a product.  Unfortunately sellers often lead with a product’s benefits, features, and bells and whistles without taking the time to analyze what might be important to the executive they are pitching to.  in this episode  Stephen Timme and Melody Astley of FinListics discuss importance of understanding the needs and desires that motivate E-levels to buy. With selling insight, you can frame a persuasive pitch mapping products to buyer desires.

Buyer Driven Selling Insight

The buying journey has changed with a SaaS based economy.  According to Melody since there are so many stakeholders, sellers need to understand how they think.  In their book they found 70% of buyers  believe the sellers don’t know their business.   They have higher expectations when buying.

Stephen and Melody have created a 7-step selling framework.

    • Find out the primary buyer goal
    • Know what’s going on in the industry
    • Look the financial KPIs executives focus on
    • Map the metrics to your solution benefits
    • Understand specific goals of stakeholders
    • Give insights value solution will bring to the organization with business cases.

Take Action Today

Adopt an executive mindset by learning how executive buyers think. Build credibility by developing financially driven points of view (don’t worry, you don’t need an MBA for this). Communicate with impact by speaking your buyer’s language enable your sales force to understand the industry they are selling in.

First tell them how, then how much.  Get into the numbers later.

  • How To Find FinListics
  • To find Dr. Stephen Timme and Melody Astley of FinListics:

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 High-Conversion Virtual Sales Playbook.

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:

 

Posted on

Who Care The Most Sell The Most with Mareo McCracken #393

Mareo McCracken

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Who Care The Most Sell The Most with Mareo McCracken #393

Mareo McCrackenWhat is the true secret if sales success?  According to our guest Mareo McCracken, the secret is caring. Caring for others, caring for results, caring for growth. According to Mareo, those who care the most, sell the most.

Why You Should Care

Mareo wrote the book   for sellers who want to learn to do sales the right way and with the most success as fast as possible. The book helps readers escape adversarial, competitive, self-destructive sales behaviors.  It does it by developing a collaborative, trust-based approach to selling in a way that builds value and trust.

Mareo shares that most sales books teach what to do.  His book teaches HOW to do it. The real differentiator in any deal is the salesperson and how they sell. He challenges sellers to help people find interest, before they show interest.  The best sales professionals inspire growth, creativity, compassion, accountability, and courage.

 

  • How To Find Mareo McCracken
  • Find Mareo here

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 High-Conversion Virtual Sales Playbook.

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:

 

Posted on

Sell Different! with Lee Salz #392

Lee Salz Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Sell Different! with Lee Salz #392

Lee Salz Sales Babble

 

Our guest is Lee Salz a leading sales management strategist, bestselling author and CEO of Sales  Architects.  Lee is a three times returning guest with a new book titled Sell Different! All New Sales Differentiation Strategies to Outsmart, Out Maneuver and Out sell the Competition  In this episode  we talk about the strategy side of outreach with the goal of getting your company to stand out from the rest. From the buyers point of view, all vendors look alike. Today we talk about how to beat the competition to win more deals at the prices you want.

Selling Differentiation 16 Day Prospecting

We talked about his process of using email, LinkedIn InMail, phone and texts to engage with prospects. It includes calling at different times of day, mixing of messaging, create curiosity with a cadence that seeks to find a time to connect with your prospect.

Phone Calling and Voice Mail

As in his previous books, Lee is a proponent of using the phone for cold outreach. Odds are your prospect won’t answer so leverage voice mail. Leave messages that spark intrigue; “I’m not expecting you to call me back”. 

To use this system effectively when you get in front of person in real life or on the phone ask clients and prospects advice on what to do, how to add value e.g. where they hang out, what are common industry issues.  Focus on wanting to “meet people like you”.

How To Find Lee Salz

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 High-Conversion Virtual Sales Playbook.

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:

 

Posted on

Pick Up The Phone and Sell with Alex Goldfayn #391

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Pick Up The Phone and Sell with Alex Goldfayn #391

In this episode Alex Goldfayn returns to babble about his new book:  Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales.   Alex and I chat about his comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. Stop avoiding the phone with emails but instead create a real connection with clients and prospects. Great advice that will have you nodding your head affirmatively the entire time.

Selling Boldly But On The Phone

Previously Alex babbled on the podcast about his  books: Selling Boldly and 5-Minute Selling,  books that  teach techniques to supercharge your sales by making the proactive call the tip of your selling spear. In this book Alex takes this to the next level.  The “phone” is a hidden gem of an app on your phone.

    • Start your by calling clients you already know
    • Always leave a voice message, otherwise they’ll never know you tried
    • Send a text after leave a voicemail, ask “when can you talk….”
    • 2/3 people will call you back and of that group 2/3 will text you back

The best way to warm up is in the morning. Start the day by calling people you already know or at the very least, know your business. The conversation will go smooth and positive. Existing clients love to catch up and learn what’s going on.   Any empathy you share will be MUCH LOVED.

Use the pandemic as a opener. Everyone has a view they want to share.

Take Action

    • You only need to make three calls/day
    • That’s 780 calls /per year
    • If you bump it up to 5 calls, it’s 1300 calls per year.

How To Find Alex Goldfayn

      •  

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 High-Conversion Virtual Sales Playbook.

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: