Category: closing techniques

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Echoes Across The Tracks with Dave Moravec #525

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Echoes Across The Tracks with Dave Moravec #525

To grow a business you need to be in constant contact with strangers who may become new prospective customers. If we don’t put effort into meeting new people, growth can stagnate. For many, this is a very uncomfortable situation. Growth requires putting yourself out there, so it begs the question what’s the best way to get comfortable, being uncomfortable? Today we take a break from the Tao of Sales Babble and meet the author of a newly published book now available on Amazon. The author is my good friend, and former guest Dave Moravec who spins a tale about an unexpected connection with a New Orleans cab driver that leads Charlie, a Business Consultant and Author, to hear Echoes Across the Tracks.

Business Interactions that Create Personal Transformation

Without sharing spoilers in this book, Charlie expects a routine flight to O’Hare Airport, yet becomes drawn into a 20-hour adventure aboard a high-speed Amtrak train covering an amazing 944-mile journey. During his travels, Charlie encounters charismatic business people and fun characters who hop on and off 18 historic train stations in a feel-good story that offers a personal transformation. In the hours that pass, newfound friendships lead to lessons that prompt reflection on your own experiences and life choices. Dave’s book leaves you with a smile and a sense of purpose as you join Charlie on this unforgettable trip to Chicago.

How To Connect With Dave Moravec

Dave Moravec is an accomplished business leader with over 40 years of experience in a variety of industries, including educational technology and printing. A Chicago native transplanted in Cincinnati, Dave’s consultative approach to fractional sales management and chamber of commerce growth has him in high demand as a respected speaker, storyteller, and entrepreneurial therapist. Dave currently serves as President and CEO of the Colerain Chamber of Commerce and consults with clients as Sales Manager for Rent.

LinkedIn: https://www.linkedin.com/in/davemoravec2018/

Book: https://www.amazon.com/Echoes-Across-Tracks-Unexpected-Connections/dp/1506911870

Episode 194:  Interview on Voice Mail 

How to Connect with Pat Helmers at Sales Babble

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

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

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

Got a Question?

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

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

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

 

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How To Know When It’s Time To Pitch #524

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How To Know When It’s Time To Pitch #524


This week I babble some on some experiences I’ve had sellers clumsily pitch me on something I have no interest in. You’ve probably experienced this too. Lao Tzu has some thoughts on this. He spoke about labeling, judging, and the issues that come with language. In our situation, this episode discusses how to know when it’s time to pitch. We also talk about slowing down the sale. This way, sellers can fully understand the prospect’s problems, issues, and desires. There is no reason to guess what matters to the buyers. If you ask and fully listen to their response, you’ll have all you need to solve their problem. When to pitch, that’s the topic for today.

To understand
we label buyers by what we see.
But labels have limits
only describing the obvious,
ignoring the subtle.

When you see beyond the label
you sense the true nature of the buyer.
Accept them for who they are
and help them where they’re at.  

Look beyond the obvious.
Wake up to the true nature of the buyer
and speak to it.

Today’s Story

On the sales call, Chris quickly built rapport with Lee the prospect. Next, Chris asked about their business challenges. Lee explained how they have three big problems and then explained the last few month’s quality issues. Immediately Chris jumped on the quality problems and started explaining how their company had a new program that eliminates defects. Chris pressed Lee into a demonstration on defect elimination. Reluctantly Lee agreed and at the end of the call. Chris tried to close the deal. But Lee was hesitant to take the next step. The call ended with no action taken.

Afterward, Pat and Chris huddled to discuss the deal.

“What could I have done to close Lee?” asked Chris. “Listen to the recordings. Did I mess up the demo?”

Pat listened and before the demo started, Pat stopped the recording and said, “Lee mentioned they had three issues, but you never got to all three. Instead, you focused on the first issue, the quality difficulties. Why?”

Chris responded, “Well I knew we had a solution for that.”

Pat went on, “What you did was to put Lee in a little box and label it QUALITY. Who knows what other pressing issues they’ve got. We can only guess. Quality problems may not be at the top of their list. This is a common mistake. Sellers often pounce on the first problem they hear. But there could be others.

Slow down, Chris. Take your time. Let the buyer place ALL their problems on the table. Then it’s time to speak.”

Take Action Quote

Too often sellers get impatient. They ask a question and start talking when they hear an answer that their product could solve. Next, they pitch without fully understanding if the prospect is truly a qualified buyer. When I experience this, I have to stop them, sometimes raising my voice saying “stop stop stop, I’m not a qualified buyer, you don’t need to pitch me. I’m not qualified! ”

Lao Tzu wrote, “To know that you do not know is best. To pretend to know when you do not know is a disease. Only when one recognizes the fault as a fault, can one be without fault.” (TTC#71)

Don’t interrupt. Questions are to sales as breath is to life. Slow down!

How to Connect with Pat Helmers at Sales Babble

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

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

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

Got a Question?

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

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

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

 

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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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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

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

Got a Question?

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

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

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

 

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Why 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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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

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

Got a Question?

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

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

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

 

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How to Get 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. 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

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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

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

Got a Question?

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

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

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

 

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How To 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.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is 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

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

Got a Question?

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

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

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

 

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What is The Tao of Sales Babble? #477

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What is The Tao of Sales Babble? #477

If you’ve been listening to this podcast for a while you’ve probably had a vague question about Taoism. It probably doesn’t keep you up at night but you know Pat’s been talking about it for nearly two years. Given the Chinese music and Chinese names you probably know it’s from China. And you probably know it was written by an old guy name Lao Tzu.  But anything beyond that, you haven’t a clue. Given your interest in the Tao of Sales Babble, it only makes sense that take a moment and teach you just a little bit about the source material. What is Taoism? That’s the topic for today.

What is Taoism

Taoism, also known as Daoism, is a philosophical and spiritual tradition originating in ancient China that emphasizes living in harmony with the Tao, the underlying principle and force that guides the universe. It promotes naturalness, spontaneity, and the cultivation of inner wisdom through principles such as wu-wei (non-action), the balance of yin and yang, and harmonizing with nature.

Taoism encompasses practices like meditation, energy cultivation, and inner alchemy, aiming for spiritual realization and unity with the Tao. It has had a profound influence on Chinese culture and offers a holistic approach to life, emphasizing simplicity, balance, and the pursuit of inner harmony. It’s also had a profound influence on Pat’s selling skills.

Links to Translations of the Tao Te Ching

Lao Tsu Tao Te Ching translated by Gia-Fu Feng and Jane English
This was the first book I read on Taoism. Beautiful photos, true to the source.

Tao Te Ching translated by Stephen Mitchell
This was the first translation that spoke to my heart. The author takes liberties at times.

Tao Te Ching translated by Derek Lin Annotated and Explained
This is fine translation with extensive notes explaining the concepts and other possible meanings

Getting Right with the Tao by Ron Hogan A Contemporary Spin on the Tao Te Ching
This is a paraphrase from other translations in very modern English. It’s brutally clear.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting that can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is 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

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 with Pat now.

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

 

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Chasing Money Chases Away Sales #476

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Chasing Money Chases Away Sales #476

What do they say, money isn’t everything but everything needs money? And then there’s the converse. Author Margaret Bonnano said, 

“Being rich is having money; being wealthy is having time.” 

These are two extremes. One is the yin, one is the yang. Yet  the Tao teaches us to travel to the center and search for equilibrium. Sometimes, myself included, I’ve let my hunger for a commission screw up my thinking and screwed up a deal. Sometimes chasing money, chases away sales. So it begs the question, where is that perfect balance between being totally money driven vs pure altruism? Chasing money, that’s the topic for today.

Today’s Chapter: Risk of Chasing Money

Fill your calendar to the brim
Like a cup it will spill
Keep sharpening your pitch
and it will blunt.
Chase after money and fame
and you’re bound to a rat race.
Care about people’s approval
and you will be their prisoner.

The simplest joys are the most profound
There is more to life than acquiring wealth.

Do your work, then step back.
It’s the only path to serenity.

Today’s Story

Chris was having a killer year. For the last 5 quarters Chris had exceeded quota. Pat was happy for Chris yet lately noticed a growing listlessness. Curious about the change of behavior Pat asked “You’re not as spirited this week. You seem a bit down. What’s going on?”

Chris shrugged, “I’m fine.”

Head shaking Pat said, “No, something’s going on, what is it? Do you need to take some time off? You’ve barely taken a day off over the last two years.”

Chris nodded, “Well to be honest, I’m just not feeling it. I’m not hopping on the sales calls with the same energy. Plus it’s getting tough at home. My family feels alienated and even my dog barely acknowledges me when I get home. I’m wondering how much longer I can do this. Maybe I’m not cut out for sales.” 

“I see,” said Pat. “I know it’s been a huge goal for you to win the President’s Award and experience the prestige and acknowledgement that comes with it.”

Chris nodded. Pat went on, “And we’ve talked at length about how you want to be wealthy and all that comes with that. To be honest, as a manager I love that drive. But there is more to life than making money Chris. When you stop chasing money and start chasing purpose, everything falls into place. You’re a natural at sales. I think if you add some balance to your life, you can find peace and still find success in business.”

Chris nodded and the two of them reserved Chris’s vacation time on the group calendar

Take Action Quote

The billionaire and one time Presidential candidate Ross Perot said

“So many people spend their lives chasing money and end up as the richest men in the cemetery. I don’t want to be like that.”

In my experience when sellers work excessive hours to chase commissions they create an unsustainable lifestyle. Taoism teaches that the good life is one of balance and equilibrium. You can only live in an extreme for a short period of time. To find balance the pendulum will swing to the opposite and that’s not good for business, your career nor your mental health. 

Like they say, water always seeks its own level. The same is true for each of us. Find that level. It’s the only path to serenity. To quote Henry Dave Thoreau,

“The only wealth is life.”

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is 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

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

Got a Question?

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

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

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

 

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How To Make Quota Without Hurry #475

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How To Make Quota Without Hurry #475

We live in an impatient world. Everybody wants everything done in a New York minute. It’s gotten to be that every desire is considered a ticking time bomb that must be disarmed right now. But this is the thing, our desires are not that important. What blows up in our face is the disappointment that we didn’t get what we wanted.  Lao Tzu said that “Nature does not hurry, yet everything is accomplished.” . So how can we make quota if we don’t hurry? That’s the topic for today

Today’s Chapter: Time Sediment and Grit

Glacial rivers
wear away mighty mountains
with time, sediment, and grit.

With grit, the Master Seller works opportunities others abandon.

With tenacity they chisel away objections.
With persistence they wear away concerns.

Each sale has its own nature
And can be won
given enough time,

Today’s Story

One day Pat was reviewing Chris’s pipeline and noticed all the effort being put into the Lee deal. Pat started by saying “You know you can’t close them this quarter. Companies like Lee don’t have budget available until July”.  

“So what should I do?” said Chris. “What can I do to close them?”

“Nothing” said Pat. “Doubling your effort on them will go nowhere. This isn’t car sales. You can’t motivate them buy by asking “What’s it going to take to drive this car off the lot tonight.” No, that won’t work. It’s going to take time and patience to win this deal.”

Head shaking Chris said “But I don’t have time for that. What do I do in the meantime?”

“Prospect” said Pat. “To say you don’t have time, is like saying you don’t want to. Put your energy into creating more opportunities. The more deals you’re working, the higher the likelihood one of them will close. In this industry you have to play the long game. Impatience and wrong expectations will defeat your spirit.”

Take Action Quote

Aesop’s Fable, The Tortoise and the Hare shares  the proverb

“Slow and steady wins the race.” 

The same is true in sales. Patient work will eventually conquer any problem. Complex deals have many moving parts and it’s better to accept the nature of those deals and give them time to close.In the meanwhile, there are a multitude of opportunities to address. Let’s look at those!  The Tao teaches us to accept the universe as it is. Better to work within it than against it.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is 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

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

Got a Question?

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

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

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

 

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Why Competition is Not Your Enemy #474

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Why Competition is Not Your Enemy #474

One big issue I have with the selling profession is the pervasive view that competition is a zero-sum game where there are only winners and losers. These  people believe that for them to succeed, someone else must fail which leads to a fear of being on the losing side. This kind of fear can be detrimental to success. It undercuts confidence and creates unrealistic expectations.

Losing is a losing proposition and viewing your competition as the enemy is a slippery slope towards failure. Today we investigate how your greatest competitor is not your competitor, it’s something else.  

Today’s Chapter: Competition is Not Your Enemy

For the Master Seller,
Selling is a great adventure
For the novice a
profession of frustration, dread and fear.

There is no greater illusion than fear,
no greater wrong than preparing to defend yourself,
no greater misfortune than making an enemy of your competition.

Whoever can see through all fear
will always be safe.
Whoever can see the needs of their clients
will grow market share.

Today’s Story

On the last day of the trade show Chris called Pat to share an update. 

Pat answered, “Hey Chris, how did it go this week, did you learn anything?” 

Chris replied “I’m really worried. Yesterday I walked the aisles and saw that our nemesis has a new offering. It’s an interesting new feature and it’s going to steal all our business. We need to start working on this now!” 

Pat laughed. “Relax. There is nothing to be overly concerned about. Remember that fear keeps us focused on the past or worried about the future. If we can acknowledge our fear, we can realize that right now we are okay. Right now, today, our clients are happy. What’s more important is what they told us at the tradeshow. Not what the other guy is doing.”

Pat paused.  After a while Chris responded.

“I did talk to some of our clients. They’re very happy. Many of them were chatty and volunteered advice on what we should be working on”. 

Pat smiled. “Oh that’s good news. This is the list I really want to hear about. It’s good to keep up on the competition but keeping up on the customers, that’s what matters today.’”

Take Action Quote

Sun Tzu wrote in the “Art of War”,

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”

Don’t fear competition. Monopolies nurture mediocrity while competition forces us to do our best. In the long run, the race is only with yourself and the only bad race is the one that didn’t happen.

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is 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

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: