How To Sell With Compassion #511

Ever hesitated to pick up the phone and cold call? Don’t worry; we’ve all been there. We grew up fearing strangers, and now, as adults, the idea of making a call and potentially bothering someone is as scary as finding a spider in your shoe. But hey, when it comes to calling family, speed dial is practically a reflex. Now, the challenge: how can we find the courage to prospect and reach out to strangers? Curiously, the answer can be found in compassion. This doesn’t make sense at first. But that’s how Taoism works. It’s filled with paradox. In this episode, we discuss how to sell with compassion and how to treat strangers like family.

Today’s Chapter: Sell With Compassion

See strangers as family.
Trust they will treat you as you would be treated.

Do you need courage? Try compassion.
Knock on the door.
Pick up the phone.
Seek rejection
and leads will arrive as a consequence.
You don’t reap what you don’t sow.

When the marketplace attacks you,
defend yourself with compassion.
It’s the most powerful tool in your arsenal..

Today’s Story

Pat and Chris sat in the conference room working on a project. Deep in discussion, the phone rang and Pat answered the call. It wasn’t the prospects but instead a random cold call. Pat was nice to the caller and patiently explained they were not qualified to buy. Furthermore, Pat gave the caller some coaching on how to improve their odds.

Chris was surprised. First by Pat’s patience and secondly by generosity. “Why did you spend so much time with that caller?” Chris asked.

“Oh that’s easy to answer,” said Pat. “I see all strangers as friends and family. I expect my prospects and clients to treat me the same way I like to be treated. I give everyone the benefit of the doubt. In this person’s case, I know it’s hard cold calling. Why not be nice to them? When I’m cold calling, I start the conversations like we’re old friends asking about their weekend and what’s on the docket this week. People like that when you do it in a non-creepy authentic manner. Sure some people are rude, but why focus on the negative, when a relationship can lead to a great opportunity? When I meet strangers I just see myself“

Take Action Quote

Will Rogers, the famous Cowboy humorist from Oologah Oklahoma once said that strangers are just friends he had not yet met. I love this sentiment. One of the problems with treating sales as a numbers game is you start treating prospects like their numbers, vs living feeling people with genuine problems and desires. I urge you to never lose your humanity and see the whole world as a community. Treat each stranger like family, and give them the benefit of the doubt. Be generous in your listening and do what you can to help them. If you do, you will be pleasantly surprised by the opportunity it brings.

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

Listening Options

You can find us on: