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.

Listening Options

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- The SalesBabble.com website click the player above on this page!

June 4, 2024June 4, 2024

How To Grow Confidence When Selling #532

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How To Grow Confidence When Selling #532

Often these days I see a lack of mindfulness and confidence in the profession of sales. Despite possessing strengths, and skills, sellers often fail to acknowledge their weaknesses and gaps. Not all sellers. Take you, for instance! Here you are, actively listening to Sales Babble and committed to enhancing your sales skills. Contrast that with your peers, who dismiss the idea of continuous improvement. You stand out because you believe in your ability to become better. That kind of confidence is invaluable. Lao Tzu frequently speaks about acceptance and its empowering effects, making our discussion on confidence when selling timely.”

Today’s Chapter: Confidence

The path of trial and error leads to mastery
By accepting fear as true
Lessons from failure
Confidence arrives
Built on a foundation of preparation.

Believing in themselves
The Master Seller allows things to unfold.
Not forcing things
They embody confidence, abundance, and mastery.

Today’s Story

Chris’s head shook with disbelief. The prospect was emphatic that they had no interest in advancing the deal. They’d taken another direction and, with that, they hung up the call. The deal was a huge opportunity, but now it was a huge failure. Chris was crushed.

“These things happen,” said Pat.

“Yes,” responded Chris. “But to be honest, it was my fault. I was showing off my during the demonstration. I took multiple swipes against the competition. I should have pitched the new SRV solution but I didn’t trust myself. I lacked confidence and instead went for bluster. Now it’s lost”.

“You’re right!” said Pat “But this is an opportunity to grow because we only learn from our mistakes, not from our wins. Confidence grows from repeated success. Are you going to make this mistake again?”

“No way!” barked Chris. “I won’t do that ever again.”

Take Action Quote

Each time we accept our failures we gain strength and courage. It’s in the doing do we discover confidence.

Lao Tzu wrote “Set an example for all. When you limit putting yourself on display, you shine forth. By not justifying yourself, you are distinguished. By not boasting, you receive recognition. By not bragging, you never falter. ” (TTC #22)

Sales is not an easy gig, but with a hot mug in one hand and confidence in the other, anything is possible.

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.

Listening Options

You can find us on:

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- Spreaker
- The SalesBabble.com website click the player above on this page!

May 28, 2024

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

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:

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- The SalesBabble.com website click the player above on this page!

May 21, 2024May 22, 2024

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

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

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May 14, 2024May 14, 2024

Why You Should Never Assume When Selling #529

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Why You Should Never Assume When Selling #529

I’m assuming you’ve decided to listen to this episode to grow your sales skills. I’m also assuming it’s based on my babbling and some musings I have on an ancient Chinese philosopher. But I shouldn’t make that assumption. You’ve probably heard that the problem with assuming is it makes an ass, assumption that a sentence is going to end one way, and instead ends another way. The same is true when you assume you know what prospects want, before allowing them to actually tell you. That’s a big no-no! Our sage Lao Tzu has much to say about this. Why we should never assume when selling, that’s the topic for today.

Today’s Chapter: Never Assume

The Master Seller makes no assumptions,
letting prospects voice their wants and needs.
Neither do they argue.
Those who argue are not good.
Rehearsed sellers aren’t always the best.
Not all unrehearsed sellers are bad.

The Master Sellers does not hoard.
The more they help others,
the more they benefit themselves.
The more they give to others,
the more they get for themselves.

The Master Seller always works with their prospects,
setting aside assumptions to focus on what’s best for them.

Today’s Story

Chris and Pat joined the new prospect at the table. Chris took the lead in the conversation with Lee. Pat had heard some grumblings about Chris being pushy and assuming with prospects. Pat wanted to get an unfiltered first-hand view.

Toward the beginning, Lee shared a challenge the business faced. Chris stopped the conversation to share solutions and products that were certain to solve Lee’s problems. Pat was skeptical. Lee too!

“Let’s slow this down,” said Pat. “I have a few questions for Lee.” The interruption caught Chris off guard! Pat asked Lee more questions and after an hour it was clear what Lee needed. Pat and Chris couldn’t provide a solution. They all shook hands and parted goodbye.

After the call, Chris was angry. “Why did you interrupt me? I think we could have closed Lee!”. “True,” said Pat, “but that’s not what Lee needs. Lee needs a solution we don’t have. Now we’ve been thinking about adding it. But as of now, we don’t have it. It would have been unethical to sell Lee on something that doesn’t help their organization. We should never presume we know what’s best for our clients. It’s for them to tell us what they need. We are only guides, with a narrow set of answers.”

Take Action Quote

Not assuming a prospect’s desires is a strength, but knowing what’s good for them? That’s a weakness. So too, is the act of taking for granted and presuming, because that instills weakness. Great sellers know the cure is to find solutions that match the prospect’s needs. Great sellers know prospects are unique like snowflakes, each with struggles and frustrations. Assuming all prospects are alike is dangerous territory.

Lao Tzu wrote, “True words are not beautiful; beautiful words are not true. Those who are good do not argue; those who argue are not good. Those who know are not learned; the learned do not know. The sage does not hoard. The more he helps others, the more he benefits himself.” (TTC #81)

Stop assuming you know what’s best for your customers until you have an open conversation. It’s not until they share will you know how to help. The more you help, the more you will help yourself. It’s a paradox. I know! But it’s also true.

Good News

Click here to share some Good News!

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

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:

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- iTunes
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- Spreaker
- The SalesBabble.com website click the player above on this page!

April 16, 2024April 15, 2024

Echoes Across The Tracks with Dave Moravec #525

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Echoes Across The Tracks with Dave Moravec #525

To grow a business you need to be in constant contact with strangers who may become new prospective customers. If we don’t put effort into meeting new people, growth can stagnate. For many, this is a very uncomfortable situation. Growth requires putting yourself out there, so it begs the question what’s the best way to get comfortable, being uncomfortable? Today we take a break from the Tao of Sales Babble and meet the author of a newly published book now available on Amazon. The author is my good friend, and former guest Dave Moravec who spins a tale about an unexpected connection with a New Orleans cab driver that leads Charlie, a Business Consultant and Author, to hear Echoes Across the Tracks.

Business Interactions that Create Personal Transformation

Without sharing spoilers in this book, Charlie expects a routine flight to O’Hare Airport, yet becomes drawn into a 20-hour adventure aboard a high-speed Amtrak train covering an amazing 944-mile journey. During his travels, Charlie encounters charismatic business people and fun characters who hop on and off 18 historic train stations in a feel-good story that offers a personal transformation. In the hours that pass, newfound friendships lead to lessons that prompt reflection on your own experiences and life choices. Dave’s book leaves you with a smile and a sense of purpose as you join Charlie on this unforgettable trip to Chicago.

How To Connect With Dave Moravec

Dave Moravec is an accomplished business leader with over 40 years of experience in a variety of industries, including educational technology and printing. A Chicago native transplanted in Cincinnati, Dave’s consultative approach to fractional sales management and chamber of commerce growth has him in high demand as a respected speaker, storyteller, and entrepreneurial therapist. Dave currently serves as President and CEO of the Colerain Chamber of Commerce and consults with clients as Sales Manager for Rent.

LinkedIn: https://www.linkedin.com/in/davemoravec2018/

Book: https://www.amazon.com/Echoes-Across-Tracks-Unexpected-Connections/dp/1506911870

Episode 194: Interview on Voice Mail

How to Connect with Pat Helmers at Sales Babble

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 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:

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- The SalesBabble.com website click the player above on this page!

April 9, 2024April 3, 2024

How To Know When It’s Time To Pitch #524

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How To Know When It’s Time To Pitch #524

This week I babble some on some experiences I’ve had sellers clumsily pitch me on something I have no interest in. You’ve probably experienced this too. Lao Tzu has some thoughts on this. He spoke about labeling, judging, and the issues that come with language. In our situation, this episode discusses how to know when it’s time to pitch. We also talk about slowing down the sale. This way, sellers can fully understand the prospect’s problems, issues, and desires. There is no reason to guess what matters to the buyers. If you ask and fully listen to their response, you’ll have all you need to solve their problem. When to pitch, that’s the topic for today.

To understand
we label buyers by what we see.
But labels have limits
only describing the obvious,
ignoring the subtle.

When you see beyond the label
you sense the true nature of the buyer.
Accept them for who they are
and help them where they’re at.

Look beyond the obvious.
Wake up to the true nature of the buyer
and speak to it.

Today’s Story

On the sales call, Chris quickly built rapport with Lee the prospect. Next, Chris asked about their business challenges. Lee explained how they have three big problems and then explained the last few month’s quality issues. Immediately Chris jumped on the quality problems and started explaining how their company had a new program that eliminates defects. Chris pressed Lee into a demonstration on defect elimination. Reluctantly Lee agreed and at the end of the call. Chris tried to close the deal. But Lee was hesitant to take the next step. The call ended with no action taken.

Afterward, Pat and Chris huddled to discuss the deal.

“What could I have done to close Lee?” asked Chris. “Listen to the recordings. Did I mess up the demo?”

Pat listened and before the demo started, Pat stopped the recording and said, “Lee mentioned they had three issues, but you never got to all three. Instead, you focused on the first issue, the quality difficulties. Why?”

Chris responded, “Well I knew we had a solution for that.”

Pat went on, “What you did was to put Lee in a little box and label it QUALITY. Who knows what other pressing issues they’ve got. We can only guess. Quality problems may not be at the top of their list. This is a common mistake. Sellers often pounce on the first problem they hear. But there could be others.

Slow down, Chris. Take your time. Let the buyer place ALL their problems on the table. Then it’s time to speak.”

Take Action Quote

Too often sellers get impatient. They ask a question and start talking when they hear an answer that their product could solve. Next, they pitch without fully understanding if the prospect is truly a qualified buyer. When I experience this, I have to stop them, sometimes raising my voice saying “stop stop stop, I’m not a qualified buyer, you don’t need to pitch me. I’m not qualified! ”

Lao Tzu wrote, “To know that you do not know is best. To pretend to know when you do not know is a disease. Only when one recognizes the fault as a fault, can one be without fault.” (TTC#71)

Don’t interrupt. Questions are to sales as breath is to life. Slow down!

How to Connect with Pat Helmers at Sales Babble

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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December 12, 2023

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

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:

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November 21, 2023November 21, 2023

How to Own Your Mistakes #504

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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

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

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November 14, 2023November 13, 2023

How To Advance the Sale – Step by Step #503

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How To Advance the Sale – Step by Step #503

Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for paint to dry? In today’s episode, we’re diving into the thrilling world of why deals move slower than a tortoise with a GPS glitch. Let’s crack the code on the sales process, the buying process, and the intricate dance of advancing the sale, all with the ultimate goal of closing – well, maybe not today but someday

Today’s Chapter: Advancing the Sale

Questions lead to sharing.
Sharing leads to an appointment.
Appointment leads to possibility.
Possibility leads to belief.
Belief leads to a quote.
Quote leads to purchase.

The largest of sales begins with a response to the smallest of acts.
This is called advancing the sale.

Today’s Story

At the end of the sales appointment, Pat and Chris thanked their hosts and walked out of the building across the parking lot, chatting about the weather and remarking on the beautiful day. When out of earshot Pat asked Chris, “So how do you think it went?”

“I don’t know.” responded Chris, “They seem interested, but are guarded. I was hoping they would agree to buy but it’s clear, they’re not ready.”

“I agree,” said Pat “but we did advance the sale. I like that they asked about references and are particularly focused on our new features. We’ve got our homework to do but we’re still in the game.”

Chris asked, “So you don’t think they’re just being nice and don’t want to say they’re not interested?” “Not all,” said Pat. “ The longer we stay in dialogue, the more likely they will buy. Today we advanced the sale and that’s a good day of work.”

Take Action Quote

Sales professionals are not order-takers. If buying your product was easy you only need an online order form to watch the sales roll in. But that doesn’t work for complex products and services. Prospects need help making a buying decision, but it takes time and patience. Lao Tzu wrote, “The journey of a thousand miles starts with a single step.” The same is true in sales. If you can advance the sale one step, count it as a win. You’ve done your job.

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