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.

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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.

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