How to Sell by Not Selling #417

How to Sell by Not Selling #417

Just this week  I’m completing an industry business survey and one respondent had a troubling answer when asked about business challenges. They said I have to be a shark instead of an honest businessman”  Wow that hurts! So let me ask you , Deep down inside, when you think about sales, is that how you see it?  Do you think you need to be a fast talking shark to be a top sales guy or gal?   It’s not. In fact, the best way to sell,  is to sell by not selling. That’s our topic in this week’s episode. 

Today’s Chapter: Selling By Not Selling 

When the Master sells, prospects are hardly aware of it,
To them it’s just a conversation about their lives.

Next best is a seller who is loved.
Next, is one who is feared as sleazy.
The worst is one who is considered a huckster.

If you don’t trust the customer, you make them untrustworthy.

The Master Seller doesn’t talk, they act.
When the sale is closed the people say, “We chose wisely”

Today’s Story

Chris was excited to start a new sales position promoting services that could save clients significant time while maintaining quality. Chris’s sales manager, Pat, took Chris out on their very first sales call. Chris was shocked at what happened. 

At the sales call Pat never showed the PowerPoint that they had worked on all week. When they arrived Pat commented on one of their marketing posters on the wall, it was  a new product and the prospects were quick to start talking about it. Then the conversation wound around trends in the industry, the customer’s yearly goals, challenges with supply chains which led to the services Pat and Chris came to talk about. Before Chris knew it, the prospects requested a quote for a 3 year contract!

“How did you do that?” Asked Chris. “We never even showed them the slide deck. All you did was talk to them! ” 

“Not exactly” said Pat, “If you noticed, what I really did was just ask a few targeted questions and let them tell us what they want and what they need. When I saw they had that one quality issue, I merely mentioned our solution and bingo, they got excited. My goal is always to have the buyer know they chose wisely, and of their own accord. That’s what I call master selling.”

Take Action Quote

There is a German proverb that goes Ein Krämer, der Mäusekot Nicht für Pfeffer ausgeben kann, hat sein Handwerk nicht gelernt.” Or translated: A huckster who cannot pass off mouse-turd for pepper, has not learned his trade. 

Time and again I meet people who think this is what sales is all about, tricking people into buying your crap. This isn’t the case at all.

Trust your customers know their business and if you listen you will know if you can help. There is no need to arm twist or be unethical. Your goal to to make sure the buyers will say they chose wisely, and provide a strong reference and even referrals when the deal is done.

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. 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 listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

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. 

This is a production of Habanero Media 

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

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Owning Up to Mistakes #416

Prickly Cactus

Owning Up to Mistakes #416

Prickly Cactus Do you like being right and hate being wrong or being called out for making a mistake for goofing up? And let me add to that, have you ever had to apologize for your mistake or worse yet your companies mistake? Unfortunately once in a while this situation pops up and it’s extremely uncomfortable for the sales professional. Which is why it’s our topic for today. Advice on what to do when you’ve done wrong.

 

Today’s Chapter: Owning Up To Mistakes

A Master Seller knows they are not perfect.
When they make a mistake, they realize it.
Having realized it, they own up to it.
Having owned up to it, they correct it.
They consider clients who point out their faults as their teachers.

They think of their competition,
as being as perfect and flawed as themselves.

Today’s Story

Chris goofed and Chris knew it. Lee asked Chris for two simple requests but they fell between the cracks and now Chris was scrambling. This lack of attention was noticed by Lee and no doubt they were considering yanking the contract. What was Chris to do?

Chris asked Pat “I know I screwed up but it’s not all my fault. Lee never returned the report they promised to send and I asked Customer Experience for the update, but they never got back to me and now we’re in this predicament! This could permanently damage our relationship. How can I fix it?”   

Pat nodded and then framed the situation. “We’re only human, people make mistakes and when they happen it’s best to come clean and own it. I get that it’s not all your fault, but we salespeople are the face of the company. If you’re going to be successful is sales you will need to get used to apologizing for mistakes you never made.

“Tell them it’s all our fault, even if it’s not. Tell them we should have done better and then ask what we can do to make this right. Own it completely. When you do that you might find that Lee will be very generous and forgive us. What they mostly want is to be heard.

“Again own it and ask what it will take to make this right. And then do it!

Take Action Quote

Ben Franklin wisely said “never ruin an apology with an excuse”.  I can’t count the number of times I’ve had to humble myself before a client due to a mistake I made or more often my company made. But I never shared an excuse, even if I had a good one. 9 out of 10 times, the client was totally OK with a quick resolution if I TOTALLY OWNED the mistake. In fact, often they would step up and take part ownership of the issue.

The best way to deal with the situation was just call it for what it is and make things right. Take ownership of the mistake, fix it and then move on. It’s the thing professional sales people do.

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. 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 listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.

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. 

This is a production of Habanero Media 

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:

 

Wisdom Comes From Failure – Tao Te Ching of Sales Babble #401

Wisdom Comes From Failure – Tao Te Ching of Sales Babble #401

In our culture winners are heroes.  Our movies prefer underdogs who with persistence and grit find success.  Yet these overnight sensations rarely happen overnight, They instead take years filled with mistake after mistake after mistake. Wisdom comes from failure.

In this episode of the Tao Te Ching of Sales we babble about the challenges in business and how inevitably we will screw up.  I guarantee it. But if you keep at, you will learn what not to do, and more importantly, what to do to find success.

Today’s Chapter –  Wisdom Comes From Failure

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 in 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 Behind Wisdom Comes From Failure

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.”

Don’t forget wisdom comes from failure.

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 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. 

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:

 

The Three Greatest Sales Skills  – Tao Te Ching of Sales Babble

Sales Babble Celebration

The Three Greatest Sales Skills  – Tao Te Ching of Sales Babble #400

ISales Babble Celebrationt’s easy to get excited about a deal and want to close it quickly. But you can’t control a buyers actions. All  you can control is your actions.  Which is why today the Tao talks about patience, simplicity and collaboration. These are the three greatest sales skills when it comes to a collaborative B2B sale.

In this episode of the Tao Te Ching of Sales Babble we discover  if you push to hard, you can lose a sale, but if you back off and exhibit patience, the deal is yours.

Today’s Chapter –  The Three Greatest Sales Skills 

Patience, Simplicity, Collaboration.
These three are the Master Sellers greatest skills.

Patient in understanding needs and desires
Frame your solution with context,
Simple when delivering your pitch
Return to the language of the buyer,
Collaborative in finding solutions
The sale closes itself.

Today’s  Story Behind the Three Greatest Skills

One day Chris was struggling to understand the best way to present a new product.

Given it’s myriad of features and benefits, it was confusing on how to approach the demonstration.  He was at a loss of what to do!

Seeing Chris’s suffering, Pat smiled and said

“I have some thoughts”

Then Pat went on and advised …..
“Just find out if they have a need,
repeat back what they want
and together as a team,
both buyer and seller,
decide if our product is a match.        Let the deal close itself.”

Take Action Quote

Patience, persistence and perspiration make an unbeatable combination for success. –  Napoleon Hill

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 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. 

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:

 

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

David Fisher LinkedIn Sales

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:

 

Selling Insight with Stephen Timme and Melody Astley #394

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:

 

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

Mareo McCracken

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:

 

Sell Different! with Lee Salz #392

Lee Salz Sales Babble

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.

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Pick Up The Phone and Sell with Alex Goldfayn #391

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

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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:

 

Top 100 Sales Skills with Alex Dripchak #390

Top 100 Sales Skills with Alex Dripchak #390

We’ve had hundreds of authors on Sales Babble. So it begs the question,
if you desire to grow your sales skills, which of the books should you read and which ones should you skip? Our guest Alex Dripchak solves that problem with a new book that surveys 27 best selling authors and then ranks the hundred most critical skills. In this episode Alex and I  babble about the 100 sales skills of the successful sales professional.

Top Three Sales Skills

Alex found common themes among the authors. The top sales skills include:

    • Approach each sales from the buyers point of view
    • Be resilient, there are ebbs and flow with you deals. You will not win all deals.
    • Ask questions wisely and ask carefully in tone and style
    • Don’t focus on closing techniques. These no longer work, especially with complex sales

Take Action

I particularly liked Alex views on the silliness of studying closing techniques. If you’re having an authentic conversation with the prospect and able to show the value of your solution in the context of their pains and desires, they are going to buy! Collectively the two of you will agree this is a good fit. You don’t need tricks and traps to close deals..

How To Find Alex Dripchak

 

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: