Category: How To Differentiate

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How to Discover the Buyer Using Compassionate Listening #499

sounds of silence

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How to Discover the Buyer Using Compassionate Listening #499

sounds of silenceI have a point of view on selling that may catch you off guard. Just like social work, nursing, or counseling, I see selling as a helping profession.  The way I see it, as sellers, it’s our responsibility to relieve the suffering of our customers and clients. Each prospect you meet has some unfulfilled need or desire that greatly pains both them and their organizations. The way master sellers can assuage this suffering is to listen and to listen with compassion. Instead of guessing what’s troubling them, ask and they will tell you what it is they want and they need. Too often sellers are quick to jump the gun and talk about their stuff when it would make more sense to shut up and let them talk.  How to discover the buyer with compassionate listening. That’s the topic for today.

Today’s Chapter –   Compassionate Listening

Know the features
Yet focus on benefits.
What the buyer values,
exceeds your desire to close a deal.

How do they suffer?
Where do they hurt?
What is the pain that never goes away?

The path to help,
is paved with compassionate listening.
When you know what matters,
you know how to help.

Today’s  Story 

Chris is a nerd at heart and knows the product inside and out. When asked Chris can speak at length about all the bells and whistles. But Pat could hear that the buyer was getting impatient on the call. There was too much telling selling.

Pat texted Chris,

“Buyers don’t care about features,
just want problems solved,
ask about  challenges, walk through the benefits list,
ask if they agree”.

Seeing the text, Chris immediately pivoted the conversation and asked about their concerns and then uncovered issues regarding, slipped schedules and higher costs. When Chris shared how the product was faster, and saved money the buyers immediately perked up.  They loved the benefits.

Pat texted again, “Great course correction, go get’m!”

Take Action Quote

It’s easy for sellers to get excited about the cool features that differentiate their product from the competition. It’s easy for sellers to forget that buyers just want their problems solved and desires come true. Professor Theodore Levitt famously  said,

“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!”

You are selling holes, not drill bits. Zen author Thich Nhat Hahn said,

“Deep listening is the kind of listening that can help relieve the suffering of another person. You can call it compassionate listening. You listen with only one purpose: to help him or her to empty their heart. Even if they say things that are full of wrong perceptions, full of bitterness, you are still capable of continuing to listen with compassion.”

This kind of listening can be hard for sellers. It demands that you don’t interrupt or argue because if you do you lose your chance. Instead, listen with compassion and help them to suffer less. Who knows. Maybe your product can help them, maybe not. But without first listening, you will never know.

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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How To Stay Innovative in an Emerging Market #498

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How To Stay Innovative in an Emerging Market #498

There is an old saying in tech that there are only two kinds of technologies: the out-of-date and the “it’s not yet available.” Products loved and admired by customers will someday be considered antiques. Few products or services are considered modern forever. Instead, the marketplace is constantly birthing a rebirthing, innovation after innovation. Salespeople play a tremendous role in guiding their companies to stay competitive. They are the canaries in the coal mine and the first to discern what’s the next big thing.  So what can sellers do to stay innovative in an emerging market? That’s the topic for today.

Today’s Chapter –   Emerging Markets

As the seasons change
So does the market
Both creating and destroying opportunities
Revealing new problems and challenges.
Like water seeking its own level
The market seeks balance.

Today’s solutions are tomorrow’s problems
The master seller is awake to possibility.

Today’s  Story 

Chris returned to the office after working a three-day conference.

Pat asked, “What did you learn at the tradeshow. What’s hot? What’s not? Since you’re the face of the company, what do you think is the next product we should be rolling out?”   

“I don’t really know,” said Chris “All I did was stay at the booth and try to get as many leads as possible. The  SR-7  product is the best on the market! For all practical purposes, we don’t have any competition!” 

Pat responded, “The SR-7 is going to be a problem,”

“Oh?” asked Chris.

“Absolutely,” said Pat. “Today’s solutions are always tomorrow’s problems. Business might be good now, but we better keep innovating if we want to stay ahead of the competition.  Markets change. If we don’t change with them, we’ll perish”.

Take Action Quote

Lao Tzu said, “Being and non-being create each other… Difficult and easy support each other… High and low depend on each other… Before and after follow each other.”

This verse illustrates the interdependence of opposites and the cyclical nature of existence. Change is a fundamental aspect of reality. All it takes is to watch a 10-year-old move to see how yesterday is not today. To quote the Greek philosopher Heraclitus, “The only thing that remains the same is change”

The market is always in search of a better mousetrap. One of the perks of being a sales professional is that you get a front seat in emerging markets. The markets are like a river, always moving and always in flux.  If you look, you will be the first to know what’s hot. When you fully embrace the wants and desires of your customers, you will know how to advise your company, 

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

 

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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, 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 No Two Buyers Are Alike #452

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Why No Two Buyers Are Alike #452

Ever get in a situation where you think you have a handle on selling and then you meet a prospect who’s 180 degrees out of sync with that strategy? Confusing right?  In today’s episode we delve into the reality that no two  buyers are alike. Lao Tze wrote often about actionless-action of wu wei or what we commonly call being in the zone. In this state, there is no past and no future, there is only the present. In the present we accept buyers for who they are, making no assumptions and allowing them to buy, the way they want to buy. That’s the topic for today.

Today’s Chapter: No Two Buyers Are Alike

Some want quick answers
Others copious details
Some a relationship
Others the bottom line
Some see purchasing a necessary evil
Others a social event.

The Master Seller discovers the prospect’s buying style
And tunes their presentation accordingly.

Meeting the buyer where they’re at
The sales process is crafted as needed.

Today’s Story

Chris and Pat met for lunch to get caught up on the day. . Chris was unhappy about the morning calls. “I just don’t get it”. Chris bemoaned. “I met with this prospect and tried to explain as simply as possible the benefits of  the new services package and respect their time but they kept diverting the conversation to a number of topics, news, sports and staffing issues and before I knew it, we had to end the call since the time ran out. Frustrating!” 

Pat asked “Did you do anything different on this call than other sales calls?”  “Nope” responded Chris “I followed the same presentation that’s worked a 100 times.”  

Pat nodded “Some buyers are like that. It’s lonely at the top and some love to talk and talk and talk. Which is confusing for sellers because some buyers just want to get down to brass tacks. The truth is no two people are the alike and the same is true for our buyers. Success depends on our ability to conform to the way our prospects want to buy. Relax, these people want to get to know you. Be patient, build trust and it will all work out”

Take Action Quote

The comedian Chris Rock once said

“I have no idea what my best material is. Different people like different things. I’ll say this: The political stuff gets the press, but the relationship jokes sell all the seats.”  

The same is true for master sellers. What works on one buyer probably won’t work on another. The key is to be flexible and focus on building a relationship.

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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Empathy is the Key to Sales #446

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Empathy is the Key to Sales #446

Sometimes it’s dangerous to have a hunter mentality where you think of prospects as game and you the hunter. This kind of competitiveness may get in the way of empathy. Once upon a time, a sales guy may have gotten away with bullying a prospect into buying. But those days are gone, the internet destroyed that. Customers have choices. There is more competition  and what buyers truly desire, is to have someone take away their problems. When prospects get a sense that you care, they will trust that you may have the solution. Maybe not all of life’s troubles. But maybe a few of them. Empathy is the Key to sales. 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 distress,
If you want to earn loyalty
You must desire to alleviate pain.

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

Today’s Story

As Chris qualified a prospect, Pat listened in on the call. After 10 minutes it was clear that Lee checked off all the boxes. But when Chris started to explain the product’s benefits, Lee seemed bored. Pat heard this and texted Chris “ask about the ramifications of the pain”.  Chris immediately pivoted the conversation and asked Lee how the problem affected their business.  Lee gave a lengthy explanation on issues with profit and slipped schedules. 

Pat then texted “think empathy and compassion”.  Chris ran with this and commented “Wow Lee, that’s got to be painful. How long has this been going on?” Lee sat straight and went into a lengthy explanation and 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

You may have heard me say this before but this joke never gets old “Sincerity is everything, once you can fake that, the world is yours”. But what makes this funny is it’s a lie. People can smell out fake compassion and empathy. If you really care about people, prospects can tell. Once they know you care, they will stop shopping. They KNOW nothing is perfect, but once you win their loyalty, they know you’ll make any issue, right. Care for your customers, and they will care for you. Empathy is the key to sales. 

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 Not Oversell #420

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How To Not Oversell #420

Today’s episode is an act of faith. By faith I mean trusting in what you know is true and sharing it as honestly as possible. Too often sellers persuade by adorning their pitch when they would be better off, sharing a straight forward value proposition. Great products and services sell themselves. Learn how to not oversell. That’s the topic for today.

Today’s Chapter: Proper Preparation

Fill your presentation to the brim and it will spill.
Keep sharpening your pitch and it will blunt
Chase after money and the deal will spoil
Care about people’s approval and you will be their prisoner.

Do your work, then step back and it will all work out.

Today’s Story

Chris said good morning to the prospects at the presentation and kicked it off with a slide deck that shared a personal biography, the companies biography, their history in the industry, testimonials of their products and three deep dives into the benefits buyers could expect. Chris was trying to build trust, but all that was built was boredom. The audience started to get restless. 

In the back of the room, Pat could sense the crowd’s impatience and spoke up. “Chris, why don’t we jump ahead a bit to the solution design?”  Immediately Chris pivoted and by the end of the meeting, Chris had a verbal commitment. 

Afterwards Pat said to Chris in private “I’m sorry I made that awkward for you. But I could sense the people didn’t believe the benefits without any context. It was a case of the cart before the horse, or the benefits before the features!” Chris laughed and responded, “I have to admit, it did seem the decision maker paid more attention, and asked all those questions after the pivot. Since we got the order you can’t argue against success”. “Nope,” said Pat.  “we just need to do our work and let the chips fall where they lay.”

Take Action Quote

The Stoic Epictetus said “If you are tempted to look outside yourself for approval, you have compromised your integrity. If you need a witness, be your own.” 

I am wary of the overuse of PowerPoint and the repeated failure to treat people like people and connect one on one with buyers. Instead do this: have faith that if you just share your product unvarnished, it’s all going to turn out right in the end. Deals close easy when we focus on helping our clients versus winning their approval.

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 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.

 

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When Selling Treat Buyers Like Family #419

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When Selling Treat Buyers Like Family #419

Today we talk about having a point of view that we are all one family, buyers and sellers alike. In this episode we investigate the right way to build rapport, familiarity and how that’s  the foundation for soliciting trust. When we give strangers the feeling that they already know us, they will be curious in turn and want to learn more about you and who you represent.

Today’s Chapter: Being a Cousin 

When selling
be a stranger to no one,
cousin to all,
just like family you see rarely
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 association conference. 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 where they were from, did their flights go smooth, where they ate last night,  what they hoped to learn and if they wanted another cup of coffee. 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!”   

“They are a good fit”, Pat agreed, “but now is not the right time. Our goal here is to build relationships, connect with them and follow up at a later time. They are here for a reason, not an infomercial!”   

“So what’s the plan?” asked Chris.  “It’s this” responded Pat.  “When we get back to the office I’ll follow up and say how great it was to meet them, or mention the flight troubles, the weather, or how that one lady who is worried about her dog; those kinds of details.  This will make us memorable, old friends. When I ask to schedule a sales call, they’ll be happy to agree”.

Take Action Quote

There’s an old saying that people buy from people they know, like and trust. People are people, more alike than not when it comes to hopes, fears, wants and needs. Yes, new prospects are complete strangers, but strangers are people too and if you treat strangers like people, with a sense of familiarity, just like a cousin you see every couple years, people will feel like they know you, and like and from that will come trust.

Don’t hesitate to be a human first and treat people as such. Once you do that, then you can start the process of qualifying them as a prospect.

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.

 

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How To Be Better Unique and Desirable with Thomas Ellis #418

Thomas Ellis Portrait

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How To Be Better Unique and Desirable with Thomas Ellis #418

Thomas Ellis PortraitWe live in competitive times and more that likely there is another company out there that is looking for and serving customers, just like yours. So it begs the question, what can you do to be better unique and desirable? This week we take a one week break from the Tao Te Ching of Sales  and babble with my good friend Thomas Ellis. Thomas is the author of the just published book BUD Better Unique and Desirable, The Sales Process That Gets Results, a sales philosophy that can positively impact your sales and set you up for success.

How To Connect with Thomas Ellis

    • Website: https://tellissalescoach.com/
    • The book on Amazon BUD Better Unique and Desirable
    • LinkedIn: https://www.linkedin.com/in/thomaseellis/
    • Email address:  tellis at ewcconsultants.com
    • Phone: 301-343-0001

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.

 

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How to Sell by Not Selling #417

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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.

 

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Owning Up to Mistakes #416

Prickly Cactus

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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

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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.

 

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How To Recognize the Elephant in the Room #412

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How To Recognize the Elephant in the Room #412

Have you ever been ghosted by a prospect? Ever wondered why they’ve disappeared and didn’t have the good manners to tell you why? Have you ever considered that maybe it’s not them, but it’s you, that it’s your fault because you failed to address their concerns or, you didn’t give them the impression they could trust you. In this week’s episode we talk about the elephant in the room, the big issues that sales people are afraid to bring up with hopes it will just go away, but it won’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 100 questions to ask Chris. One question was particularly vexing for Chris. It concerned a service that Chris’s company didn’t provide. It was all Chris could do to avoid answering the question outright. After getting back to the office, Chris was certain the deal was dead and had no idea how the situation could be avoided.

“When you get into this situation deal with it head on”, said Pat, always inquire “is this service important to your business? How come?”

Listen, many times you’re going to find the buyer is just curious, the missing service they are asking about isn’t a deal breaker. But sometimes it is. But avoiding the question does no one any good. It’s better to know now than chase them for the next three months trying to get another meeting scheduled.

Always deal with the elephant in the room when your with the buyer. If you don’t it will be near impossible to restart the conversation”

Take Action Quote

I’m reminded of the of the quote from the late professor Randy Pausch from Carnegie Mellon who said “if there is an elephant in the room, introduce him.”

That’s great advice for any seller who thinks that they can avoid an objection by avoiding the conversation. You won’t!. Sooner….. is better than later. If you don’t you’ll get ghosted!

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. 

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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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