Category: How To Differentiate

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Pain is Inevitable Yet Suffering is Optional When Selling with Caitlin Doemner #533

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Pain is Inevitable Yet Suffering is Optional When Selling with Caitlin Doemner #533

Today we take a break from the Tao of Sales Babble and I invited a guest to join us and babble about an emerging branch of sales.  Our guest is Caitlin Doemner a Speaker, Author, and Podcast Host at Ecstatic Business. Caitlin is an entrepreneur & somatic psychology researcher. Today we babble about her interest in blending ancient wisdom with neuroscience and how it can transform sales performance. In this episode, we dive into enhancing emotional intelligence to eliminate pain and suffering when selling.

Advice for Sellers

Caitlin recommends that you make the following statements the keystone for your entire sales philosophy. When you adopt this view, you will eliminate those feelings of being a victim in life.

    1. Everything is always working out for you.
    2. Everyone is always doing the best they can given their situation.

Following these two will eliminate 99% of the suffering in your life. Pain is inevitable, suffering is an option 

How To Find Caitlin Doemner

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

Website https://ecstatic.business/

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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 It Means To Be A Sales Engineer with Jason Hadley #531

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What It Means To Be A Sales Engineer with Jason Hadley #531

Today we pause The Tao of Sales Babble to share a conversation with Jason Hadley. Jason is a Sales Engineer at LightHouse Worldwide Solutions and was a guest on the Cannabis Advocate podcast,
another podcast I host. Jason shares advice on prospecting, presentations, and closing regarding B2B sales. It’s a refreshing conversation from a real sales guy in the trenches.

Lighthouse Worldwide Solutions

Jason Hadley is a Sales Engineer for FILTR, who specializes in helping facilities grow cleaners with equipment and know-how rooted in Food and Pharmaceutical manufacturing. They advise tactics, and strategies cultivators can borrow from regulated industries for cleaner operations and more microbe compliance success. FILTR, specializes in filtering microbes from the air. Jason and I discuss issues with selling, lead gen, relationship building, referrals, and references.

How To Find Jason Hadley

Jason Hadley, GMPro™
Sales Engineer
FILTR
Lighthouse Worldwide Solutions		  300 West Antelope Road | White City, OR | 97503
golighthouse.com

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and 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.

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 Be the Seller Who Cares #530

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Several years ago, I saw Zig Ziglar at the United Center. Zig was a famous author, salesperson, and motivational speaker. Zig was one of many famous headline speakers that morning and he provided a very engaging speech with over 10K people attending. I remember him sharing one of his favorite lines, “People don’t care how much you know until they know how much you care… about them!” Too often sellers forget this! Customers have choices. There is more competition than ever before. So how do you differentiate? Compassion! It’s knowing what buyers truly desire, which is to have someone take away their problems. When prospects get the sense that you care about their problems and that you have their best interest in mind, they will trust that you have the solution. That’s how to stand out. Caring for them, taking care of them, just being a good person, and showing some compassion and seller cares. That’s our topic for today.

Today’s Chapter:  Empathy

If you want to earn trust,
you must listen,
If you want to earn faith.
you must empathize with others’ distress.
If you want to earn loyalty,
you must desire to alleviate pain.
with your whole heart and whole mind.

Repeated sales are the fruit of repeated compassion.
This key opens doors.

Today’s Story

As Chris qualified the prospect, Pat listened in on the call. After ten minutes it was clear that Lee checked all the boxes. But when Chris started explaining the product’s benefits, Lee seemed bored. Pat heard this and texted Chris “Ask about the consequences of the pain”.  After seeing the text, Chris pivoted the conversation and asked how the problem affected Lee’s business.  Lee gave a lengthy explanation regarding profit issues and slipped schedules. 

Pat then texted “Think empathy and compassion”.  Chris waited for a pause in the conversation and commented, “Wow Lee, that’s got to be painful. How long has this been going on?” Lee sat up straight and shared a lengthy explanation listing the issues at their business. It was soon clear, Lee would eventually become a new client.

 “Good job,” said Pat “you really turned that one around”.  “Thanks, Pat,” responded Chris. “it was a team effort.”

Take Action Quote

Show kindness and mercy in your business.

In the Tao Te Ching, it’s written, “To excel show compassion, for with compassion comes courage. When attacked, use compassion, and none will compete with you. It is how heaven saves and guards.” (TTC #67)

Have empathy and people will see you care. All problems can be overcome when you care. Compassion wins loyalty and faith that you’ll fix any issues. When you care for your customers, they’ll care for you.

Good News

This book was mentioned
Flow: The Psychology of Optimal Experience Paperback – by Mihaly Csikszentmihalyi 

Echoes Across the Tracks: Life Lessons Through Unexpected Connections
by David C. Moravec

Habanero Media Network

Listen to our other podcasts at Habanero Media

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 understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and 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.

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 Compete from Behind #516

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How To Compete from Behind #516

Does it irritate you when you’re talking to a new prospect and the first thing they mention is that their vendor is your archrival? Does it seem like that competitor is superior to you; faster, cheaper, better and there is nothing you can do to overcome that clear advantage? Or maybe you can’t fathom why people buy from them other than they’ve been around for a long time. It can be frustrating and begs the question, what can you do to compete from behind? Today we discuss a competitive strategy on how business is a game,  not a war, and businesses with compassion eventually end up on the winning side. If you’re a startup in an industry with longtime competitors, this is the episode for you.

Today’s Chapter

Never bad mouth the competition.
Give them their due,
accepting where they excel
yet discern their weaknesses.

This is called competing without competing.
innovating, without showing your cards.
selling without trash-talking.
showing value without belittling the competition.

There is no greater disaster than underestimating the competition.
By underestimating the competition, you devalue your business.

TTC #69

Today’s Story

In the hallway, Chris pulled Pat aside, “Pat! I’m so frustrated. I keep losing deals to the competition. Again and again, the prospects keep choosing them over us and I know why. They have a proven product. What am I going to do?”

Pat nodded. “We have tough competitors. We’re new and they’ve been in business for a long time. Customers see them as the safe choice. Be we have something they don’t, We have a new product that in time can provide deep and lasting value. We are the next generation. But, we still have gaps in our offerings.”

“So what am I supposed to do?” asked Chris. “How can I speed this up?”

Pat smiled, “Each time you meet with someone who has this competitor, ask them what they like about them. Listen without judging. Discover where they’re strong. Understand where they’re weak and with this knowledge, we can innovate a better product and in time overcome them in the marketplace. Today they are on top. But change is inevitable. Every dog has their day. It’s time for a new dog.”

Take Action Quote

Never think of your competition as your enemy. It’s dangerous to see another business as evil. Instead think of them as your opponent, battling in a game of little consequence.  When you defend yourself without a show of force, you give your opponent nothing to fight.

Lao Tzu said, “When evenly matched armies meet, the side that is compassionate shall win.”

Compassion is the key to success. When you treat your prospects with love and compassion, they’ll see the value of your offering, and the competition will be relegated to an afterthought.  This is the way to win from behind.

Watch this episode on YouTube.

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 to 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 We Treat Buyers Like Family #507

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Why We Treat Buyers Like Family #507

Each January I travel to a small island at the southernmost tip of the United States. Key West has a motto: “All people are equal members of One Human Family”. Not only do I agree with this, but apply this to prospective buyers.  In this episode, we investigate the power of building rapport and how viewing perfect strangers as Family can erase skepticism and cultivate trust, which is the foundation of any successful selling opportunity.

Today’s Chapter: Being a Cousin 

When selling
be a stranger to no one
Cousin to all
just like family, you rarely see
at the wedding or funeral.

Respectful yet genuine
catching up on their lives.
Gregarious yet authentic
accepting them for who they are.

The Master Seller is easy to know
Trusted at the start.

Today’s Story

Pat and Chris registered for a trade show. It was to be attended by many prospective clients. At the first panel of the opening day, the attendees were seated at round tables. Throughout the morning Pat chatted with everyone asking about their travels,  where they were from,  where they had eaten the night before,  and what they hoped to learn at the event. Pat treated them like old friends.

During the break, Chris asked Pat “Why aren’t you telling them more about our company and the new product announcement?  These people seem like a perfect fit for us!”   

Pat agreed, “They are a good fit but now is not the right time. Our goal is to build relationships, connect, and follow up at a later date. They are here to build relationships. The last thing they need is an infomercial!”   

“So what’s the plan?” asked Chris.  Pat responded,  “Throughout the conference, I’ve asked each of the prospects if they would like to continue the conversation at a later time. They all said yes.  

“Back at the office I’ll follow up and say how great it was to meet them and mention some detail they shared when we met. You become memorable this way.  When I ask to schedule a sales call, they’ll be happy to agree”.

Take Action Quote

Lao Tzu wrote, “Masters don’t accumulate, the more they help the happier they are. The more they give, the wealthier they are. ”

This is true for sellers too.

People are more alike than not and just like you have the same hopes, fears, wants, and needs. To know this is to know the interconnectedness of all humanity. Treating everyone as family cultivates trust, even with strangers. When buyers are open to listening, it’s effortless for sellers to help.

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

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.

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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A Good Seller is a Good Teacher #506

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A Good Seller is a Good Teacher #506

Have you ever had a difficult customer that tested your patience? You want to do a good job, but it seems that all the prospect wants to do is to make it harder on themselves. Sure you want to help, but they don’t want to be helped. And now you can’t help but wonder why are they even talking to you. You know something is there, you think you think you can teach them a few things that would be good for their business. You might even be able to address their issues. But they’re not the good student. There is a part of you that doesn’t want to let it go and in the words of the Clash, you wonder “Should I stay or should I go now?” What does it mean to be a good teacher, that’s the topic for today.

Today’s Chapter: Sell By Not Selling 
A good seller sets aside concerns about making commissions.
They are not intent on closing.
Focused on helping the buyer
they keep an open mind.

What is a good seller?
The teacher of a bad buyer.
What is a bad buyer?
A good seller’s job.

If the seller is not respected
And the buyer is not attended to
confusion will arise
no matter how clever the seller.

The master seller takes care of all buyers
And abandons no one.

Today’s Story

Lee’s company had quality issues and started shopping for a solution that would raise product standards. Chris was excited to have the opportunity but as the sale progressed Chris found Lee to be a rude and difficult buyer.

Chris shared with Pat, “They don’t respect me, our company, or our products. They’re very skeptical and have wasted a lot of my time and I’m concerned I’ll never see any business from them.”

Head nodding Pat responded, “I know how you feel. I once had to deal with a rude and difficult prospect. But I hung in there and once I recognized their issues and the negative experience they’ve had with other vendors, I understood their behavior. They had been burned and didn’t want that to happen again. 

Lee may not be a good fit for us. That’s your call. But I urge patience. Try to help and teach them about our solutions. Don’t give up until they give up. Sales is a long game.”

Take Action Quote

“If you miss the present moment, you miss your appointment with life.”– Thich Nhat Hanh

It’s easy in sales to have shiny object syndrome and only get excited about the new deals in your pipeline. It’s difficult working with difficult customers but like they say if it was easy anybody could do it. As a seller, teaching is your core competency. Be mindful when qualifying, discovering, presenting, and closing.  A good teacher is like water that when poured into a vessel molds to whatever shape it is. The same is true of master sellers.

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

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.

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 Sell by Not Selling #505

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How to Sell by Not Selling #505

In the timeless dance of commerce I’d like to reflect a bit on the business aspects of selling, the topic this podcast babbles about weekly. When you consider the profession of sales, what comes to mind? Is it a realm where one must assume the guise of a rapid-talking predator? Do you still hear at times the notion that selling requires you to be the elusive shark in the marketplace? It’s a pervasive belief, and indeed, a hurtful one. So let’s consider this: that the art of selling isn’t a slam dance to the rhythm of forceful persuasion. In fact, the most profound selling arises not from the act of selling itself. Rather, it emerges from a subtler dance—a waltz of not selling. Yes, this is a paradox. Fathom a sales process that flows like a river, effortlessly shaping its course without the turbulent eddies of aggressive pitches. This is our exploration and the topic of today’s episode, how to sell by not selling.

Today’s Chapter: Sell 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. The new company had great products and 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 that Pat never showed the slide show they had worked on all week.

When Chris and Pat first arrived at the client’s office.  Pat commented on one of the marketing posters on the wall, it was a new product and the prospects were quick to start talking about it. Next, the conversation wound around trends in the industry, the customer’s yearly goals, and 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 we really did was 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

Trust your customers to know what’s best for their business. If you listen you will know how you can help. There is no need to arm-twist or be unethical. Your goal is to make sure the buyers choose wisely.  Dismiss what our culture says about salespeople. Instead, create your own story about how you’ve made a difference. Nelson Mandela, anti-apartheid activist and politician once said, “We can change the world and make it a better place. It is in our hands to make a difference.”

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

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.

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 Own Your  Mistakes #504

Prickly Cactus

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How to Own Your  Mistakes #504

Nobody likes being called out for making a mistake or screwing up. It’s even worse when you have to apologize for your mistake or, worse yet, your company’s mistake.  Unfortunately, once in a while, this situation pops up and it’s extremely uncomfortable for the sales professional. It’s not the end of the world. You just have to own up to it and move on. If you’ve made a mistake, don’t worry. Apologize, learn from it, and move on. It’s not rocket science. It’s just common sense. That’s the topic for this episode: How to own your mistakes.

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 screwed up and Chris knew it. Lee asked Chris for two simple requests, but Chris forgot and now Chris was scrambling. The lack of attention was noticed and Lee considered yanking the contract. What was Chris to do?

Chris turned to Pat and asked, “I know I messed up but it’s not all my fault. Lee never returned the evaluation report and our own support department never got back to me and now we’re in this predicament! I’m afraid Lee is going to leave us for the competition. How can I fix it?”   

Pat answered. “We’re only human. People make mistakes and when they happen it’s best to come clean and own them. I get that it’s not all your fault, but we’re the face of the company. It’s for us to take the blame and make it right. Tell them it’s all our fault. Tell them we should have done better. Don’t get into the details,  ask them what we can do to make this right. Own it completely. “

“You think that will work?” asked Chris.

Pat responded, “Yes, in fact, you may find  Lee to be very generous and forgiving. What Lee mostly wants is to be heard. Listen and this client can be saved. 

Take Action Quote

Humans make mistakes. You are flawed and so too your company. Pretending to be perfect only lasts so long. Customers know when they’ve been wronged and the sooner you own the mistake the faster you can make things right.

No one is perfect. Neither are your competitors. All customers want to know is that you are looking out for them. Show them you do.

Joe Hyams the author of “Zen and the Martial Arts” wrote, “When a problem arises, don’t fight with it or try to deny it. Accept and acknowledge it. Be patient in seeking a solution or opening, and then fully commit yourself to the resolution you think advisable.”

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

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.

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 Sellers Need to Recognize the Elephant in the Room #501

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Why Sellers Need to Recognize the Elephant in the Room #501

Have you ever skirted the truth when talking to a prospect? Have you ever redirected the conversation to put your offering in the best light? Have you ever wondered why a prospect stops taking your calls when at first you thought everything was going well? Maybe the prospects saw through your avoidance. Maybe they sensed there was something wrong with your product or service. Maybe you lost their trust. In this week’s episode, we talk about the elephant in the room, those big issues that salespeople are afraid to bring up with hopes they will just go away. But they don’t!

Today’s Chapter –   Elephant In The Room

At the first scent of objection,
the fool avoids it,
deluding themselves the deal is won.
Like rotten wood covered with new paint,
the sale soon crumbles when bearing weight.

Better to shine a bright light on issues,
addressing them as best able,
accepting the truth for what it is.

A destination can be reached by more than one path.
Seek the truth and let the sale be.

Today’s Story

During the sales call the buyer had a long list of questions to ask Chris. One inquiry was particularly vexing. It concerned a service Chris’s company didn’t provide. It was all Chris could do to avoid answering the question with honesty.

Back at the office, Chris was certain the deal was dead and asked Pat how to avoid the situation. Pat answered, “When you get into these situations it’s best to deal with them head-on. Ask if the service is important to their business and how come. Most times you’re going to find the buyer is just curious. The product gap isn’t a deal breaker. It’s low on their list. But sometimes it’s important and it’s better to learn that now.

Pat went on. “Redirecting and avoiding the question does no one any good. After reflecting on your non-answer, the buyer will lose trust and ghost you. You don’t need that frustration! Always deal with the elephant in the room. If you don’t it will be near impossible to restart the conversation.

Take Action Quote

Professor Randy Pausch of Carnegie Mellon famously said,

“If there is an elephant in the room, introduce him.”

Too often sellers avoid addressing gaps in their solution with the hope that buyers won’t notice. You can’t avoid an objection by avoiding the conversation. Sooner or later the truth comes out and sooner, is always better than later.

There is an old Zen story about a student who asked the master, “What is the most important teaching of Zen?” The master replied, “Whatever is needed at the moment.”
Once you understand your prospect’s needs at the moment, you’ll know if you can help.  The best way to know what they need is to ask completely and fully and especially recognize those elephants in the room.

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 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

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.

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Sales Babble 500th Anniversary Special #500

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Sales Babble 500th Anniversary Special #500

 

In March 2014 the first episode of the Sales Babble podcast was published, dedicated to sharing selling secrets for non-sellers. After years of working at a start-up as the VP of Sales, I was ready to share my experience with a broader audience and grow my selling skills. “Sales Babble” was the solution and my next adventure.

Now it’s October in 2023 and we’ve reached the 500th episode and it’s a miracle that I’m still at the microphone, babbling about sales and how to do it better. Today my guest is my co-founder and wife Denise Helmers. We turn the tables and we discuss the journey of the podcast, where it came from, where it’s been, and what aspirations we have for the future.

Some Sales Babble Questions Denise Asked

    • Your background is in software and tech, not the media. It seems an unlikely pivot in your career. Why did you start the podcast? What was the spark that motivated you to become a podcaster? 
    • How did you come to the name of Sales Babble? 
    • What did you think you could add to the conversation on selling? 
      • Being transactional
      • Fear of rejection
      • Disorganized
      • Hubris – a belief they know best for the customer
      • Think sales is different than other professions and life
    • How has the podcast changed over time? It’s not about “selling secrets for non-sellers” anymore, is it? 
    • Most people in business have little interest in philosophy, especially something as esoteric as Taoism. Why take the chance and potentially alienate your audience? 
    • What have you learned about podcasting that you didn’t know when you started?

 

  • Sales Lessons Learned in 500 Episodes

    • What have years of interviewing sales experts and noodling on sales in the context of Taoism taught you?
      • Listen more than you talk – You can’t qualify a prospect if you don’t know what they want. You have to give them space to talk which requires strong listening skills. The notion that great talkers make great salespeople is a myth.  It’s just the opposite. Great listeners make great salespeople. Lao Tzu said, 

“Those who know do not speak. Those who speak do not know.”

      • Stay humble- how much of life will remain a mystery no matter how much knowledge we accumulate. We call these people lifelong learners.  Lao Tzu said,

“The wise man is one who knows what he does not know.”

      • Remain patient – Impatience is the mother of mistakes and the father of stress. Lao Tzu reminds us how given time, the oceans have milled the finest of sand. He says,

“Water is soft, but given time it can cut through the hardest of rock.”

      • Help others – We are social animals and people are happiest when we’re part of something greater than ourselves. Lao Tzu said,

“The sage has no mind of their own. They are aware of the need to help others. They are good to people who are good. They are good to people who are not good. Virtue is goodness.”

      • Sometimes the only option is to fight – there is going to be conflict despite all efforts to de-escalate and compromise sometimes you do need to compete, fight for your basic rights, and survive  Lao Tzu advises we temper our emotions,

“The best fighter is never angry.”

    • What can we expect in the future?

Check Out the First Episode

This was the very first episode published. Fun to listen how Sales Babble got started.  Listen here. https://www.salesbabble.com/1/

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 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

 

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Got a Question?

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!

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