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How To Learn the Buyers Secret Language #443
Each industry has a secret language. There is a vernacular, nomenclature and acronyms everyone in the industry uses. To be a successful seller, you need to know that language too. How to learn the language of the buyer, that’s the topic for today. How to learn the buyers secret language. That’s the topic for today.
Today’s Chapter: Speak the Buyers Secret Language
First listen
to learn their language.
Then question
to understand their lives.
Next seek
to know, what they know.
Then frame how best to express solutions.
The Master Seller
Walks in their shoes,
Listening without judging
Building credibility and trust
Marketing the buyer with relevance
Spoken in the Words of the buyer.
Today’s Story
Chris pivoted to selling a new product line in an industry new to Chris. Excited to get started Chris jumped in and started calling and emailing but each outreach hit a thud. Time and again, prospects showed no interest and Chris was getting frustrated. It seems that what used to work in one industry, didn’t in this new industry. Pat could sense a rising level of discouragement and stepped in to help.
“Chris” said Pat, “This is a very different industry than what you’re used to. I know it’s a big challenge. If you don’t know what the 280E or the 8300 form, people don’t trust that you fully understand their challenges. It’s a hurdle.
Every industry has a secret language. And in an industry as new and changing as this one, there is no book you can read to learn it all in one place. But once you learn that language you become a member of the tribe.”
“So what should I do?” asked Chris.
Pat answered “None of us know exactly how this is going to work. I wish I could tell you more about this industry but I’m new to it too. But I’m certain you’re the right person for this challenge.
Find a buyer who is patient and willing to teach you a term here or a definition there.
Be patient, it’s going to take time. I believe in you. “
Take Action Quote
Mary Torrans Lathrap authored a poem titled “Judge Softly” in 1895, and has later come to be known by its most famous and quoted line — “Walk a Mile in His Moccasins.”
“Judge Softly”
“Pray, don’t find fault with the man that limps,
Or stumbles along the road.
Unless you have worn the moccasins he wears,
Or stumbled beneath the same load.
it goes quite long but ends…
We will be known forever by the tracks we leave
In other people’s lives, our kindnesses and generosity.
Take the time to walk a mile in his moccasins.
This is true too for us sellers. We must wade into their world, understand the lingua franca of their business and speak to their concerns, challenges and aspirations. It’s your responsibility to learn their language, not vice versa. The best way to learn is to ask their advice, accept there are no dumb questions, and most likely you will lose the first few deals when you get started. But this is what you must do.
First crawl, then walk and then run. You can’t skip steps when learning the buyers secret language. .
Habanero Media Network
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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 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. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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