Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Close a Sale #439

What’s the most difficult part of a sale?  Through the years I’ve had numerous listeners tell me it’s “Closing.” People think that closing is hard and getting a prospect to put their name on a signed contract is a monumental task. Plus, people say it takes an assertive winner takes all attitude.  That’s not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC Always Be Closing. If you start the selling process out right with the intention of helping your prospects, and you advance the sale by patiently answering every question the buyer asks, customers will close themselves. This is wu-wei in action. That’s the topic for today.

Today’s Chapter: Advancing the Close

With each question
Comes an answer
The Master Seller
Advances closer
Step by step
Slowly finding common ground.

Today’s Story

Lee had listened attentively to Pat and Chris’s presentation as they walked through the list of wants, needs and company desires and Chris explained how their product addressed each item. In the conversation there was a lot of back and forth. By the end of the sales call both parties had a much better understanding of the challenges Lee faced.

As the conversation wound down, Pat kept waiting and waiting for Chris to close the deal, Soon it would be too late so Pat spoke up. “From what I understand it sounds like we have addressed most of your needs, correct?” Lee nodded “yes, accept for the magna feature and you said that would be available first quarter next year, right?”  “That’s right!” said Pat “but it sounds like you don’t need it right now, right?” “Correct” said Lee, Pat went on “so it sounds like if you installed our product into your facility it would work for you, right? “ Yes”, agreed Lee. 

Chris sat quietly, following the conversation like it was a tennis match. 

Pat went one “so if we wanted to start on the roll out next month, who would be taking the lead on that in your facility?” Lee looked up and to the right, paused and said. “Oh that would be Sam”.  “Great” said Pat and with effortless action, the conversation turned to the contract, pricing and the schedule in a very natural manner. Without a hard yes, the deal was won..

Afterwards Chris told Pat, “thanks for kicking off the close. I couldn’t figure out how to get started”. “ No problem” said Pat. “It’s actually easy when you’ve done the start of the sale correctly. You answered all their questions and had already talked about schedule and pricing. All we needed was for them to agree to get started. The deal closed itself.

Take Action Quote

I’m reminded of a quote by Seth Godin that says

“Don’t find customers for your products. Find products for your customers.”

Every answered question advance you closer to understanding if you can help your prospect. When selling is done right, both parties come to an agreement that a deal should be made. Closing isn’t’ about learning scripts and tricking people into saying yes. Closing is about advancing closer to a solution, a solution that works for the buyer.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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

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:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

What Bartenders and Therapists Can Teach Sales People #437

A research study at West Virginia university studied bartenders to “elucidate how bartenders define themselves, their work, and their occupation as a whole. “ Of course the craft of making cocktails was of high concern but so was customer service skills, time management, memory and situational awareness. Skilled  bartenders are great listeners which in turn  build trust and loyalty with patrons. Just like therapists, they display empathy.  The same is true for sellers. How?  Let’s listen and find out what therapists can teach sales people.

Today’s Chapter: Understand Before Being Understood

The Master Seller listens first
to understand
Before being understood.

By asking,
They receive
Creating opportunities.
Both bartender and psychologist
The Master Seller listens.

Today’s Story

Chris had worked on the new product presentation for a week and was excited to get it front of a prospective client. The day came when Pat and Chris sat at the front of the conference table, excited to share with the prospects. But Chris was surprised that’s not what happened. 

Pat kicked off the meeting by thanking the audience for taking time to meet, but then asked them to restate what they are looking to get out of the meeting. Chris was surprised since they had already covered that on a phone call a couple weeks ago. Pat went on to ask about their challenges, struggles, things they tried in the past, frustrations the team was experiencing, lost revenue and lost time to market. This went on for 40 minutes. When it came time to share their solution. They went directly to the 7th slide page, talked for 10 minutes and by the end of the conversation they agreed to take the next steps to start a pilot test project. Good news.

Afterwards Chris goes to Pat “But we never even showed them the presentation?” “True” said Pat, “but great sellers listen first to understand before pitching a solution. We did that, they appreciated it, and that’s how we got the sale to advance. Sometimes all a customer is looking for is a therapist. We gave them what they wanted.”

Take Action Quote

The stoic philosopher Epictetus said ‘We have two ears and one mouth so that we can listen twice as much as we speak.’  This is even more true for sales professionals. The best way to know what a buyer is thinking is to ask them. Most people will tell you everything about the troubles in their lives if you’re willing to listen. To know what a buyer wants is the key to framing your products and services when you present. Stop guessing what people want and assuming you have the solution to all life’s problems. Instead be the bartender and ask “How’s it going?”

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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

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:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The Perfect Sales Apology #436

Have you ever wronged someone but struggled to say your sorry in a way that prompted forgiveness from the person you wronged? Have you had that happen to you in business? Without doubt I’m certain you have!  Because we all make mistakes. We all do things that benefit us more than others. This is the human experience. But far too often our egos get in the way and we refuse to admit we’re wrong. Or if we do, we layer on excuses to make us feel better but it does nothing to further forgiveness. What can we do, to make wrongs right? This is the topic for today, the perfect sales apology.

Today’s Chapter: Time To Quit Selling

I was wrong
Completely wrong.
At the time I had my reasons
But it doesn’t change the fact
I was wrong.

How can I make this right?

Today’s Story

The company screwed up and Chris was the first to learn it. The customer had gone ballistic and was threatening to yank the contract. There was a flurry of calls and the entire weekend was devoted to solving the issue. Chris was innocent and had nothing to do with the misstep. It was all on customer service who dropped the ball, creating a devastating situation. This was the first time Chris had experienced something like this. It was such a debacle. 

But Pat put Chris at ease.“I know it’s not your fault, it’s the company’s fault. But since you have the relationship with the customer it falls on you to apologize. And there is only one way to do this – fully take responsibility.”

“I guess I can see that,” said Chris. “I guess it makes sense for me to talk to them. But what should I say?”

“Tell them it’s all on us” replied Pat “Tell them we completely missed the mark. Make sure they know they have every right to be angry with us. We were wrong and we want to make things right for them. Ask them what it will take to fix this. We need to keep them as a customer and make sure other customers don’t catch wind. We’re going to do what it takes to fix this. And when this is all done, put processes in place so it never happens again.”

Take Action Quote

I recall one time I had a customer who was constantly complaining our system was not working right yet we couldn’t see any issues on our end. After going back and forth for two weeks one of the engineers discovered there was an odd instance that only affected THAT customer. It was devastating and I apologized profusely and to make it right, gave them an entire year of service for free in hopes that come time to renewal it would all be forgotten. It worked! But at the time it was an extremely painful experience. By taking full responsibility, we retained a client. 

Ben Franklin wrote “Never ruin an apology with an excuse”.  When people are wronged they want to be heard and acknowledged.. A sincere and full apology can quickly diffuse a bad situation. It’s the only way to move forward.

Lastly, like I said  I use this apology in business, but it also works in your personal life. Self righteousness gets you nowhere. We all make mistakes. Own it and use this apology to make it right.   Good luck.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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

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:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Know When It’s Time to Quit Selling #435

When it comes to selling, one of the biggest problems sellers face is following up. Too often sellers don’t call, email or message prospects enough times to catch their attention. But how do you know when too much follow up, is too much? Especially in the case of a deal you really really want. But no matter what you do, you can’t bring the deal home. That’s the topic for today, how to know when it’s time to quit selling.

Today’s Chapter: Time To Quit Selling

Some deals close
Some not
Some clients are loyal
Some not
Some problems solvable
Some not

Despite tenacity
You can’t win them all.

When the time comes
Quit
Another opportunity awaits.

Today’s Story

Pat and Chris met for a midyear performance review. It had been a busy year and Chris had done some very good work. Part of the process included reviewing the year’s pipeline, not only won deals, but lost opportunities too. Chris was open to taking responsibility for the losses, too responsible thought Pat.

“I just don’t get it.” started Chris. “Look at the ADC deal. I thought for sure they would close and our Max LLC client, I can’t believe they left us after three years. We’ve bent over backwards for them time and time again. I don’t know what to say”.  

Pat nodded  “It’s disappointing!  I’m baffled myself, why we can’t close deals that would clearly benefit their business. But if I’ve learned anything is this business, no deal is for sure. And no client is forever loyal. Instead I’ve learned to expect loss. It’s like they say, when one door closes, look for others that are opening. That’s all we can do. Other opportunities await us. We need to keep facing forward.

Take Action Quote

There is a company called Despair that is famous for making business posters that are sarcastic yet at the same time so true. One of my favorite posters of theirs is titled STUPIDITY.    It features a tennis player who has fallen to his knees, grief stricken due to losing the match with hands on this head and racket and balls astray. Below the photo is the subtitle:

Winners never quit, and quitters never win, but those that never quit and never win are idiots. 

Sometimes we put to much effort into deals that are never going to close. Sometimes I’ve been tenacious to an extreme and keep calling and emailing and expending energy that could be better placed into other opportunities. Consider some of the deals in your pipeline. Is it time to let some of them go? Think what you could do if you stopped working on them and focused forward. Sometimes, that’s the right thing to do.

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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

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:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Spin Storytelling Selling #434

Would you like to hear a story? It’s a tale with heroes and villains and adventures and drama and it’s all tied into capturing the interest of prospects in a way that they lean into your fable. This episode is about storytelling selling and ways that  a good tale can turn prospects into heroes and in time, loyal buyers.

Today’s Chapter: Storytelling Selling

The nature of the world is beyond description
Yet stories are your greatest tools.

With the art of narrative,
the buyer identifies with your characters.
Compelling in action,
they see the struggle in their lives.
Clear in thought,
they embrace the moral of your story.
Obvious in solution,
they are drawn to your products and services.

By shedding light
on what was once nothing,
The Master Seller becomes storyteller,
Creating possibility in the buyers’ mind.

Today’s Story

Chris listened in on Pat’s cold call recordings. Call after call Pat would start telling success stories of happy clients. The stories were compelling, starting with the challenge they faced, the process of rolling out the new solution and the outcome that came as a result.

Story after story was inspirational, authentic and compelling.  

“Are these stories real?” Asked Chris. “They seem too good to be true!”  “They are!” responded Pat. “It’s heartwarming to know that we’ve been able to help so many clients and it’s a joy to share their success. When prospects hear these tales they immediately put themselves in the story. They identify with the heroes challenge since they are probably experiencing it too! Sometimes a story can tell a whole lot more than reading a specification sheet of features. When you find an authentic honest story it will resonate with buyers.”

Take Action Quote

My good friend Michelle Kelly (listen to her here)  believes that “stories are critical in the sales arc. The sales journey is the hero’s journey, we need to cast our customers as the hero”. This is an important detail that the hero in our stories isn’t the seller coming to the rescue, but the buyer who wisely addressed their challenge by choosing your product or service. They are the heroes. They took control and slayed the beast. 

Reflect on your existing clients. Practice sharing stories about how they came to be clients and their buying journey. Be able to tell the story quickly and slowly, matching the pace of your prospect. Give them space to ask questions, many questions prompted from the story. Allow them to identify with your clients, so that they too may become clients some day. 

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your 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

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

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:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!