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Trying on a Coat – How to Give Buyers Room to Shop #405

How do you know for certain, your product or service is the best solution for your client? In today’s episode, we discuss how buyers shop, and ways they evaluate products when making a purchase. You need only look at yourself trying on a coat, to find the answer. 

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.

The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality.

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 this month’s pipeline. There was one deal that seemed to be stuck. It was a moderate size deal, not too small but not that large. Chris had 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 up a free pilot for them and they are using it. I keep asking them if they have any questions. They say they’re still looking. One of the staff said they are piloting one of our competitors too. I’m just not sure what to do?”

“Have they been using the customer success hotline?” asked Pat “yes they are” answered Chris. Pat went on “And you can see them using it everyday?” “well not everyday” said Chris “but at least once a week, especially on Friday mornings”.

Pat paused “We may have exactly what they need but then again we may not be a perfect fit. Keep talking to them and trying to help. Try to understand what they want and if there are any gaps. It doesn’t do any good pushing them to close. 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. Again, if you have a helping attitude, you can close a sale.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

• • This is the link to the blog; https://taotechingofsales.com/
  • This is the Tao Te Ching translated to English
  • Sign up for Vidyard free account today by going to vidyard.com/babble.

This is a production of Habanero Media 

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 State of Virtual Selling Report!

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. 

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:

• 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

How To Sell with No Illusions – Tao Te Ching of Sales Babble #403

In this episode of the Tao Te Ching of Sales we babble about the penchant for sellers to get too verbose, and theatrical when all the buyer wants is to see, is the value. We discuss and tell stories about the importance of simplicity and elegance when it comes to persuading a buyer and sell with no illusions

Today’s Chapter –   No Illusions About Controlling the Sale

The master seller doesn’t get caught up in pomp and theatre
They focus on the essence and avoid the fluff
They dwell in reality and can do no other
Letting all illusions go.

They see the situation as it is
Navigating rocks and reefs as necessary.
To some it appears they do nothing
Yet they accomplish much.

While others busy themselves with activity
They have even more left to be done.

Today’s  Story on Letting Go of Illusions

Lee asked Chris for a demo of the product. Chris was excited to have the opportunity and spent hours preparing with a slick slide deck, multimedia videos, free coffee cups and bagels too. As soon as Chris arrived, Lee said that they only had a few minutes to meet and just wanted to see the demonstration. Flustered, Chris kept to the plan designed the day before. Frustrated Lee kept reminding Chris of the time constraints. Before the demo was complete, Lee said they had to leave for a customer meeting. Chris was left alone in the conference room with a sideways deal.

Back at the office Pat, asked how the meeting went. Disappointed Chris shared the story, puzzled how to turn the deal back on course.

“Always give the customer what they want” said Pat “When you arrive on a sales call, you never know what you’re going to find. The best laid plans often get thrown out the window. Be flexible and know that sometimes doing less, is doing more. Set up another sales call with Lee, and give them the presentation they want”.

Take Action Quote

Ludwig Mies van der Rohe was an early 20th century German-American architect, known for designing office buildings and homes crafted in elegant simplicity. He is famous for the quote, “less is more” the idea that something can be so beautiful that adding to it will only diminish the beauty. Sellers often adorn their persuasion with too many words and a torrent of content, when it might be best to share simply with elegance.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

• • This is the link to the blog; https://taotechingofsales.com/
  • This is the Tao Te Ching translated to English
  • Sign up for Vidyard free account today by going to vidyard.com/babble.

This is a production of Habanero Media 

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 State of Virtual Selling Report!

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. 

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:

• 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

Don’t Force Sales Decisions – Tao Te Ching of Sales Babble #402

In this podcast we’ve talked often about the importance of persistence and tenacity, but doing so on a timeline often doesn’t work out. In this episode of the Tao Te Ching of Sales we babble about the challenge of closing a qualified prospect on your schedule vs theirs. Forcing the sale by prodding the buyer into making a buying decision too quickly can jeopardize the deal. And we don’t want that do me? Don’t force sales decisions and work deals at their own pace.

Today’s Chapter –   Don’t Force Sales Decisions

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 on Forcing Buyer Decisions

Chris had been working a large deal for quite some time and was finally was able to schedule a sales call. The meeting went great!  They liked what they saw and wanted to move forward. When Chris tried to close, the buyers openly shared they had a  buying process and there were things on their end to complete before they could make a buying decision.

Chris heard what they said. But didn’t HEAR what they said. Every few days Chris would send off an email, text or maybe a voicemail to ask “Are you ready to buy? Are you ready to buy?” Quickly the buyers got turned off. That was the last Chris heard from them. They ghosted Chris

“What happened to that prospect?” Pat asked. Sheepishly Chris shared the journey.

“Ohhhhh” Pat responded. “You tried to force them to make a decision. right? Don’t forget we have a great solution. Have faith people will see the value.

This is the thing, it takes time for buyers to decide. Let the sale breath. If it’s a good fit, the deal will close. Buyers will appreciate your patience and confidence. Trust in yourself, and trust in the product.

Take Action Quote

This is a good example of what Alan Watts calls the “Backwards Law”; the more we pursue something, the more we achieve the opposite of what we truly want and the more disappointed we feel.

Or simply put: the harder we try, the less likely we’ll succeed.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

• • This is the link to the blog; https://taotechingofsales.com/
  • This is the Tao Te Ching translated to English
  • Sign up for Vidyard free account today by going to vidyard.com/babble.

This is a production of Habanero Media 

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 State of Virtual Selling Report!

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. 

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:

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