How To Recover from a Sideways Deal #514

Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? It’s beyond irritating, right? Especially given the fact that you may have invested significant time and energy in the deal, just to see it go up in smoke. What are you to do when your deals go sideways? That’s the topic for today.

Today’s Chapter: Recovering a Sideways Deal

The start is stillness,
which is the way of nature.
The way of nature is unchanging.
Understanding nature is insight.
Not knowing nature leads to disaster.

With an open mind, you will be openhearted.
Being openhearted, you will act wisely,
and deal with whatever life brings.
When death comes, you’re ready for it.

-TTC 16

Today’s Story

Chris was excited when the prospects agreed to sign the service agreement. It took significant effort to get the deal over the goal line. But then there was a twist.

One of the stakeholders loudly questioned the purchase and soon the entire buying team was getting cold feet. The deal had gone sideways.

“I’m not sure what to do,” said Chris. “I thought we had this signed, sealed, and delivered.”

After a long pause, Pat said, “I had a sense you rushed the deal trying to close the boss. When it comes to some organizations, it only takes one “no” vote to veto a purchase, or the budget gets yanked last minute. I remember this one time I had a champion on my side and they resigned from the company to take a better job. Just like that, my deal went sideways.

These things happen. Be patient, go back to the start, and assume you’re back at square one. Good luck!”

Consider This

When a deal is in harmony it advances with ease and grace. When a deal goes sideways there is confusion and doubt. The changing of the guard, a block on funding, or a stakeholder grudge can create chaos. Like a filled cup, empty out your anxiety to make room and refill it with possibilities not yet revealed.

Expect trouble at every turn, but with due diligence, let the deal take as long as it takes. Hope for the best but expect the worst. Restart at square one and let the past go. It’s only a story, it’s to recreate a new ending.

Watch here on YouTube https://www.youtube.com/watch?v=oxhJ2gL6sq0

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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.

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January 9, 2024December 19, 2023

How To Sell With Compassion #511

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How To Sell With Compassion #511

Ever hesitated to pick up the phone and cold call? Don’t worry; we’ve all been there. We grew up fearing strangers, and now, as adults, the idea of making a call and potentially bothering someone is as scary as finding a spider in your shoe. But hey, when it comes to calling family, speed dial is practically a reflex. Now, the challenge: how can we find the courage to prospect and reach out to strangers? Curiously, the answer can be found in compassion. This doesn’t make sense at first. But that’s how Taoism works. It’s filled with paradox. In this episode, we discuss how to sell with compassion and how to treat strangers like family.

Today’s Chapter: Sell With Compassion

See strangers as family.
Trust they will treat you as you would be treated.

Do you need courage? Try compassion.
Knock on the door.
Pick up the phone.
Seek rejection
and leads will arrive as a consequence.
You don’t reap what you don’t sow.

When the marketplace attacks you,
defend yourself with compassion.
It’s the most powerful tool in your arsenal..

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. Furthermore, Pat gave the caller some coaching on how to improve their odds.

Chris was surprised. First by Pat’s patience and secondly by 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 person’s 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’s 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, and 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.

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November 14, 2023November 13, 2023

How To Advance the Sale – Step by Step #503

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How To Advance the Sale – Step by Step #503

Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for paint to dry? In today’s episode, we’re diving into the thrilling world of why deals move slower than a tortoise with a GPS glitch. Let’s crack the code on the sales process, the buying process, and the intricate dance of advancing the sale, all with the ultimate goal of closing – well, maybe not today but someday

Today’s Chapter: Advancing the Sale

Questions lead to sharing.
Sharing leads to an appointment.
Appointment leads to possibility.
Possibility leads to belief.
Belief leads to a quote.
Quote leads to purchase.

The largest of sales begins with a response to the smallest of acts.
This is called advancing the sale.

Today’s Story

At the end of the sales appointment, Pat and Chris thanked their hosts and walked out of the building across the parking lot, chatting about the weather and remarking on the beautiful day. When out of earshot Pat asked Chris, “So how do you think it went?”

“I don’t know.” responded Chris, “They seem interested, but are guarded. I was hoping they would agree to buy but it’s clear, they’re not ready.”

“I agree,” said Pat “but we did advance the sale. I like that they asked about references and are particularly focused on our new features. We’ve got our homework to do but we’re still in the game.”

Chris asked, “So you don’t think they’re just being nice and don’t want to say they’re not interested?” “Not all,” said Pat. “ The longer we stay in dialogue, the more likely they will buy. Today we advanced the sale and that’s a good day of work.”

Take Action Quote

Sales professionals are not order-takers. If buying your product was easy you only need an online order form to watch the sales roll in. But that doesn’t work for complex products and services. Prospects need help making a buying decision, but it takes time and patience. Lao Tzu wrote, “The journey of a thousand miles starts with a single step.” The same is true in sales. If you can advance the sale one step, count it as a win. You’ve done your job.

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November 7, 2023November 6, 2023

How to Give Control to Take Control When Selling #502

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How to Give Control to Take Control When Selling #502

My wife says I worry too much. I think I don’t worry enough. I’m always on the lookout for trouble and control what I can to avoid drama. Control is my secret power, and it’s also my greatest weakness. Bringing a control attitude into the sales profession was a turn-off to many prospects. By trying to control the sales process and wrangling the prospect’s actions it had the opposite effect and killed deals. It was by studying the Tao I got the idea of taking control the sale by giving control to the prospects. It was a brilliant albeit belated idea I had because works amazingly well. Today’s topic is how to give control to take control when selling.

Today’s Chapter: Controlling the Sale

Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
shows little.
Asserting with vanity
chases business away.

Rules about handling, managing, and fooling the buyer
never acknowledge what truly rules.

By not controlling the sale, the sale is controlled.
Give each buyer space
knowing each deal has its own course.
Take their lead and you’ll get there.

Today’s Story

Chris was a self-admitted control freak, trying to control every aspect of every buyer as well as the entire sales funnel. Commendable yes. But exhausting and surprisingly not as successful as expected. Despite worry and taking preemptive action, the deals never progressed as planned. Buyers would change direction at a moment’s notice. They would make requests from out of the blue, and nothing Chris could do would prepare for the unforeseen.

During a one-on-one, Pat walked through the pipeline with Chris. In frustration, Chris opened up and shared how chaotic the deals felt and how difficult it was to control the sale.

“What should I do?”, Chris asked.

Pat laughed, knowing from personal experience that the tighter you squeeze a slippery fish, the faster it slips out and back into the water.

Pat responded, “Expect change, it’s the one constant in the world Chris. Customers are never going to go the path we expect. What we should expect is the unexpected. They don’t all act alike. They don’t all have the same pains and aspirations. The best way to control a sale is to not control it. Let each deal take its own course. Let the buyers reveal their wants and needs at their own pace and address them one by one, as they come.”

Take Action Quote

Like Lao Tzu, the Greek philosopher Heraclitus is famous for his love of paradox and wordplay. He too believed in the unity of opposites and harmony. Heraclitus saw the world in a state of flux that was always “becoming”, but never “being”. He is famously quoted as saying, “No man ever steps in the same river twice.”

The same is true of prospects.

No two prospects are alike. Each prospect knows what they want. At the same time, they may revise their needs at a moment’s notice. Master sellers expect this. They accept fluctuations like the sea expects tides. They are happy to help in whatever capacity they can. They trust it will all work out.

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October 3, 2023October 2, 2023

Don’t Force the Sale, Allow the Sale #497

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Don’t Force the Sale, Allow the Sale #497

Sometimes sellers in their zeal to win push and prod buyers into uncomfortable buying decisions. It’s always a good time for a seller to win a sale, but that’s not the case for buyers. Sometimes a purchase is part of a broader project that requires planning. Too often sellers forget that their timeline should be the buyer’s timeline. In this episode of the Tao of Sales Babble, we discuss the hazards of forcing a deal and the benefits of giving buyers space to decide on their own.

Today’s Chapter – Don’t Force, Allow

Whoever relies on Master Selling
doesn’t try to force decisions
or beat down buyers with logic and facts.

For every force there is a counterforce.
Even if well intentioned,
It always rebounds upon oneself
Placing the sale in peril.

The Master Seller does their job
and then stops.
They understand that the sale
is never completely in their control,
and that trying to dominate events goes against the will of the buyer.

Because they believe in themselves
They don’t try to strong-arm buyers.
Content with themselves they don’t need others’ approval.
Since they accept themselves
for who they are,
the whole world accepts them.

Today’s Story – Let The Sale Breath

Chris had been working a large deal for quite some time and was finally able to schedule a sales call. The meeting went great! The buyers liked what they saw and believed the solution would be a good fit. Immediately Chris started closing despite being told by the buyers they had some other things to put in place first.

Chris heard what they said, but didn’t HEAR what they said. Every few days Chris would send a follow-up email, text, or voicemail to ask “Are you ready to buy? Are you ready to buy?” Soon the buyers got turned off and that was the last Chris heard from them. Chris was ghosted.

“What happened to that prospect?” Pat asked. :I thought they liked your presentation.”

It took a while but eventually, Chris shared the failed follow-up strategy. ”

Ohhhhh” Pat responded. “You tried to force them to make a decision. right? You didn’t need to do that. We have a great solution that provides great value. You should have faith that buyers will understand and in time, they will buy.

Next time you’re in this situation, let the sale breathe. It takes time for buyers to decide. If it’s a good fit, the deal will close and buyers will appreciate your patience and confidence. Trust in yourself, and trust in the product.

Take Action Quote

Newton’s Third Law of Motion states that “for every action, there is an equal and opposite reaction”. The zeal to close a deal often results in the opposite, despite the best of intentions. Lao Tzu said,

“Fame or the self, which matters more?
The self or wealth, which is more precious?
Gain or loss, which is more painful?”

Contemplate your desire for fame, wealth, and personal gain. Ask yourself do these expectations hinder your selling success? In some situations, this may be the truth. If you believe in what you’re selling give the buyer space to make up their own mind. Have a little faith that it will all work out.

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

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August 15, 2023August 15, 2023

If It Fits They’ll Buy It #490

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If It Fits They’ll Buy It #490

Stop me if you’ve heard this one. One day a lady was walking down the street and she noticed a dress in the shop window. Instantly she thought that it might be the perfect dress for the wedding she was attending that weekend. She immediately walked into a boutique and asked the sales lady “May I try on that cute dress in the window?” The sales lady replied; “Absolutely ma’am, but wouldn’t you be more comfortable in a dressing room?”

This is master selling! The sales lady understood that what the buyer said, was not exactly what she wanted. Great sellers can read between the lines. But as in most sales, buyers often want to try a new product before buying. We see this all the time with freemium apps and 30-day money-back guarantee trials. This requires patience to give buyers the chance to “try it on” and that’s the topic for today.

Today’s Chapter – TRYING ON A COAT

To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.

When people see some things as beautiful,
other things become ugly.
When people see some things as good,
other things become bad.

The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality and never force.

If they can help, they will.
If not, they leave it alone.

Today’s Story –

Pat and Chris met for a 1-on-1 to walk through the month’s sales pipeline. There was one deal that seemed to be stuck. It was a moderate size deal, not too small, but not that large. Chris avoided talking about the deal but with Pat’s urging, Chris conceded it wasn’t moving.

“I’m not too sure what to do,” said Chris. “We set them up with a free pilot and they’re using it. I keep on top of them, asking if they have any questions. They say they’re fine and still looking. One of their staff accidentally shared that they’re piloting one of our competitors. I’m just not sure what to do?”

“Have they been using the customer success hotline?” asked Pat.

“Yes ”

“And you can see them using it every day?”

“Well not every day, but at least once a week, especially on Friday mornings”.

Pat paused. “We may have exactly what they need. But then again maybe not. Stay in dialogue and keep trying to help and discover if there are any gaps in our offering. It doesn’t do any good pushing them to close. If they’re not ready, they’re not ready. Let’s stay positive and keep helping.”

Take Action Quote

Gertrude Stein famously said, “Whoever said money can’t buy happiness simply didn’t know where to go shopping.” Although buyers might seem distant during a sale, secretly they hope you have the solution to all their suffering. But if you only have a partial solution, that may not be enough value for the buyer to buy. It’s a case of the Golden Rule – they who have the gold rules. In this case, it’s the buyer who has the gold and their desires rule the day. All you can do as a seller is offer to help. If it fits, they’ll buy it.

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June 20, 2023June 16, 2023

Sales Wisdom Comes From Failed Deals, Are You Sure? #482

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Sales Wisdom Comes From Failed Deals, Are You Sure? #482

In our culture winners are heroes. Our movies, especially American movies, prefer underdogs who find success with persistence and grit. Yet these overnight sensations rarely happen overnight, Instead, it takes years filled with mistake after mistake after mistake. Sales wisdom comes from failed deals. In this episode, we babble about the challenges in business and how inevitably we will screw up. But if you keep at it, you will learn what not to do, and more importantly, what to do to find success.

Today’s Chapter: Sales Wisdom

Accept lost sales willingly.
Accept failure as the human condition.
Accept your own fallibility
nor be overly concerned with wins and losses.
Imperfection comes with being a human being.

Perfection is an ideal never obtained, yet always top of mind.
Surrender yourself to your own limits,
then you can be trusted with the tools for making sales.

Once you appreciate your strengths and weaknesses,
you begin the journey to becoming the Master Seller.

Today’s Story

Slowly, Chris hung up the phone. Chris had just been informed that the buyer had picked another vendor.

“I never felt right about this deal,” Chris observed. “I misspoke at the sales call, a fatal mistake I just couldn’t fix. I don’t know. I guess I’m never going to get good at this job. Maybe, sales isn’t for me”.

Pat, took in a breath and then let it out slowly. It was a slow exhalation, like a large ocean wave.

Placing both palms down on the table Pat said, “This is the thing. We all screw up. What separates winners from losers, is that winners learn from their mistakes. Be mindful of your imperfection. Failure is your teacher. We don’t learn much from our successes, wisdom comes from mistakes.”

Take Action Quote

Former basketball star Michael Jordan of the Chicago Bulls is noted for saying,

I can accept failure. Everyone fails at something. But I can’t accept not trying.

When we approach lost deals with a growth mindset, we can embrace the lessons it offers. Use those failures as stepping stones for self-improvement. This is your opportunity to gain valuable insights, develop resilience, and cultivate a deeper understanding of yourself and the markets around us. Wisdom rarely arises from success but from the missteps on our journey.

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June 13, 2023June 12, 2023

Why Weakness Trumps Strength When Selling #481

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Why Weakness Trumps Strength When Selling #481

Have you ever noticed that sometimes selling is like playing a never-ending game of hide-and-seek, except the prospects are world champions in hiding what they really and truly desire? Just when you quote them a solution, the rug gets pulled out from under you and you have to restart! What a pain, right? With that said it’s easy to forget the golden rule; he who has the gold, rules. But lest we forget since the buyers are the ones with the money, it matters more to them to get the decision right. Forcing them to make a decision with a showing of strength and command is a misguided closing approach. More often than not, showing weakness vs strength is the ticket for success.

Today’s Chapter: Weakness Trumps Strength

Some in sales think strength will win the day,
but strength will break
where weakness remains intact.

An oak tree is stronger than a blade of grass,
Yet storms can uproot it in a moment
while the grass remains.

With flexibility, match the prospect’s personality.
Warm, if they want warm.
Professional, if they want professional.
Follow their tone, speed, and pace.
Whatever they want.
Whatever they need.

In deference find strength
and in surrender success.

Today’s Story

Chris returned to the office in frustration and when seeing Pat said, “When I first met Lee’s team they told me their challenge and I recommended Layout 1. It’s the right choice. But then Lee changed the requirement so I gave them a quote for a Layout 2. Today they change requirements again, which sounds like a Layout 3, yet I still think Layout 1 is the right choice. It’s so frustrating. This entire deal is turning out to be an act of self-flagellation.”

Pat couldn’t help but laugh and said, “I can understand your impatience but your strong conviction on quoting Layout 1 is jeopardizing your deal.”

“How so?” said Chris.

“You’re being inflexible. You forget that it’s Lee’s company that’s paying for the product. You don’t work there, nor do you have access to their books. It’s presumptive for you to assume what’s best for them.”

Chris blinked then Pat went on. “You need to be like water. Consider when you pour water into a container it conforms and takes its shape. Instead of being stiff in our opinions, it’s better to remain loose and supple during the negotiations.”

“I see,” said Chris.

“Yes,” said Pat. “It’s by yielding to the prospect’s concerns, you create space for the solution to become self-evident. Relent for the opportunity of reward.

Take Action Quote for Strength Selling

In chapter 76 of the Tao Te Ching Lao Tzu said,

Thus whoever is stiff and inflexible is a disciple of death. Whoever is soft and yielding is a disciple of life.

Not all deals are life-and-death situations. But deals do have a life of their own and when we fail to accommodate the buyer, deals have a way of vanishing.

The philosopher Albert Camus said,

Blessed are the hearts that can bend; they shall never be broken.

This is also true for sellers. Being strong needn’t mean being stiff. Sometimes strength can be found in weakening your grip.

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June 6, 2023June 5, 2023

How to Get a Handle on Objection Handling #480

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How to Get a Handle on Objection Handling #480

If you’ve had any experience in sales you know that sometimes closing a deal is harder than walking a dog through a forest of squirrels. Around every turn, they’re tugging the leash, wrapping it around your legs, wrenching your wrists, and once in a while, slipping out of the collars and it’s off to the races. What’s a seller to do? It can be frustrating working with a prospect that won’t buy nor will they say they won’t buy. They just can’t make up their mind. Do you want it or don’t you want it? It’s all so confusing, right? How to get a handle on objection handling. That’s the topic for today.

Today’s Chapter: Objection Handling

In pursuit of a deal
every day an objection appears.
In pursuit of closing a deal
each day an objection is dropped.

Can I afford it?
Do I have to take it as is?
Does this work with what I have?
Can I have it with a modification?
Will my people accept the change?
What’s the ROI?

Let objections tumble until non-objection is achieved.
This is closing the sale.

Today’s Story

Chris was frustrated with the Lee deal. Chris first meet them six months ago. In the three sales meetings since Lee has consistently pushed back with objection after objection.

In frustration, Chris told Pat, “No matter how many questions I answer Lee comes up with another issue that stops them from buying. They’re just making excuses and wasting my time.”

“Hardly,” said Pat. “If they’re not interested they wouldn’t keep agreeing to meet. Every objection is actually a signal for more information.”

“Really?” said Chris.

“Absolutely,” said Pat. “They want to buy. They’ve already made that decision. They just want to know if they pull the trigger they won’t regret it. Buckle up! This could take a while. But with time and patience, you can close this deal.”

Take Action Quote

Lao Tze wrote,

In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.

This is true for buyers too.

When buyers first learn about a new product they are excited to see if it’s the answer to their prayers. At the same time, they’re filled with an abundance of concerns. It’s a fact that the world is ever-changing, nevertheless “fear of change” is the primary buyer concern. How do you address this?

You just have to accept it when it comes to objection handling. Accept the anxious buyer and all their anxious apprehensions. But keep in mind that objections are signposts that the buyer wants to buy. Be the patient seller, answer all objections, and in time, it will all work out.

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How to Connect with Pat Helmers at Sales Babble

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

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May 30, 2023May 25, 2023

How To Allow a Buying Decision Without Forcing #479

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How To Allow a Buying Decision Without Forcing #479

When it comes to the enterprise sale I liken the seller to a ringmaster at the circus choreographing multiple acts happening all at once with dogs and ponies over here, aerial acrobats up there. There are a lot of moving parts and often times the buyers have competing and conflicting interests. So it begs the question what’s a seller to do to bring order out of all this disorder? The Tao teaches wu-wei actionless action and not force a decision on anyone. But what’s the best way to get the team to make a buying decision? That’s the topic for today.

Today’s Chapter: The Wise Decision Maker

The buyer values tradition.
Fearful of flash in the pans,
They prefer the serious,
the powerful,
And the so-called safe.

Yet the market is a series of spontaneous changes.
To resist only creates sorrow.
It’s the wise decision-maker who knows they don’t know.

The Master Seller speaks of the risk of avoiding risk
And how when spring comes
The grass grows itself.

Today’s Story

Chris was managing a large business-to-business deal and it was getting out of hand. There were many members on the team and just as many factions. No one could agree on what they wanted much less agree on buying Chris’s offering. Unsure what to do Chris knocked on Pat’s door.

Chris started, “Remember the Lee deal I talked about last month, the one with the humongous buying team? Well, they’re stuck and I can’t make any headway. Where am I screwing this up?”

Pat laughed, “Yes I remember that deal. If I recall they’re risk intolerant and prefer the status quo which is always your biggest competitor. Doesn’t Lee have the final say?”

“Supposedly yes.” said Chris, “but I’m not certain.”

Pat paused and then said, “Smart organizations are good with change if … it happens in an orderly manner. What they hate is having change shoved on them. Some people will fight to the end on stopping change.”

Pat then went on, “Lee is your best choice. Meet with them separately and talk frankly about risk. Show how it’s risky assuming the current circumstances won’t change. They will! Like the seasons, the markets are always in flux. This is especially true in Lee’s industry. To not decide, is to decide.”

Take Action Quote

Lao Tze wrote,

“In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.”

As sellers it’s easy to get excited about a new product or service, forgetting that most people have years invested in the tried and true. You can’t force change or a buying decision. It’s only with kindness and patience can we create space for buyers to drop past beliefs and arrive at frictionless action. When the old disappears, space is made for the new.

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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!