Category: Mindset

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The Power of Silence in a Discovery Call #471

sounds of silence

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The Power of Silence in a Discovery Call #471

sounds of silenceDo you know why libraries are always so quiet? It’s because they have a lot of SHHHHelf-awareness. Can the same be said for you? Today we talk about the power of silence. Pause for a second.   Another second.

Did that quiet make you uncomfortable? Did you wonder “is this episode broke? Did Pat screw up? He is pretty fallible. He does make a lot of mistakes.”  Is that what you are thinking?

Lao Tze said silence is the source of great strength and the greatest sound is the sound of silence. Today we embrace that paradox, and we speak about silence.

Today’s Chapter: Power of Silence

Listen for the truth
and seek it earnestly.
Rejoice in reality
Be happy in silence

Know that Without discovery
issues are hidden.
Without wants and needs
prospects are a mystery

The master seller doesn’t talk,
they act.
They don’t force issues,
they solve them.

Today’s Story

Pat and Chris were on a conference call with Lee.  Chris took  the lead during the discovery phase. After a number of minutes the root cause of Lee’s challenges became clear. Lee finished the explanation by saying “I guess the real issue we have is quality. We’re not making products with the high standards of the past. I guess, we need to go back to what used to work.”

Chris was dejected after hearing this. Quality was not a service the company provided. Just as Chris started to speak Pat stepped in and said “I can see how quality is a big issue for you. Are there any other major issues that you face ?” 

There was a long silence. 

Head cocked Lee said “Well I guess rising labor cost is an issue too. Without staff we can’t audit like we used to.  That’s probably why our quality is going down.” 

There was another long silence. Pat and Chris exchanged looks. Pat smiled to Chris who slowly smiled back. 

Chris spoke, “So if we could raise the productivity of your staff with our MK10 service that would give you the capacity to work on your quality issues. Right?” 

“Yes:, said Lee. “I guess that’s true. I wouldn’t need to hire anyone else, right?”

“Right.” said Chris. 

Pat could see the relief on Chris’s face. From the jaws of defeat they had snatched victory with silence. 

Take Action Quote

In silence, we can hear not only what is being said but also what is not being said. Deal after deal I’ve found this to be true.  What do they say, the first one who speaks loses? There is truth to that. 

Like the philosopher Simone Weil said,

“Attention is the rarest and purest form of generosity.”

She is correct. Generosity of this form can be a seller’s greatest strength.  Weill goes further to say,

“The love of our neighbor in all its fullness simply means being able to say to him, ‘What are you going through?'” 

The same is true for our prospects. To love them is to serve them. It’s what we are here to do.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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 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

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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The Babble That Can Be Said is Not the Tao of Sales Babble #470

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The Babble That Can Be Said is Not the Tao of Sales Babble #470

Does this Tao of Sales Babble seem too preachy? Gushing and dogmatic about listening and patience and being a good friend to perfect strangers? If you’re a bit skeptical about all this wu wei, good for you. You should be! What we’re talking about here is not prescriptive. There isn’t a script that says if this happens go right and if that happens go left. There’s more nuance than words can say. The Tao of Sales Babble is more than that, and that’s the topic for today.

Today’s Chapter: Limits of Language

The Tao of Sales Babble cannot be fully explained.

To say it’s about listening,
might construe Sellers never demonstrate their product.
To say only buyers decide to purchase
might construe Sellers never close.
In neither case, is this completely true.

Language has limits in its ability to describe.
To say a knife is sharp,
omits the back of the blade is dull.
To say that Sales is definitely this or that
Is to not know Sales.

Master Selling cannot be fully described in words.
It’s a mystery of art, science, and humanity.

Today’s Story

The meeting was running over an hour with the prospect. Chris kept asking Lee questions and it seemed like the meeting would never end. Finally Pat stepped in with a closing question.

“It sounds like what we’ve presented might work for you Lee, is that correct?”

Lee perked up, “Yes, I can see how this would address our quality issues”.

Pat smiled “Well let’s get started finalizing the paper work and get you guys online next month. Does that sound good?”

Lee smiled too and said “Yes let’s do this”.

Afterwards Chris asked Pat “But I thought I was supposed to keep Lee talking and let him close himself. Isn’t that what you’ve been preaching?”

Pat sighed “I can see why you might think that but it’s important that you know I’m not teaching you a script. I’m trying to teach you to think and be nimble. There are no hard rules. In this case you were going around in circles, It was time to advance the sale”.

Take Action Quote

Oprah Winfrey once wrote

“You define your own  life. Don’t let other people write your script”.

I agree because people are random in how they act. You can never be fully prepared on what to say, when you meet a new prospect. It’s like dancing. You know the steps but your partner may not. When they step on your foot should you get angry and walk off the dance floor? Certainly not. You improvise and get back in the flow. That’s the art of dancing and that’s the Tao of Sales Babble. When you’re present to the moment, and feel what’s happening now, you’ll know when to act, you’ll know what to say. Like bringing a spoon to your mouth, you won’t miss. You’ll hit the target every time. 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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 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

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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The Peril of Overconfidence When Selling #468

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The Peril of Overconfidence When Selling #468

Have you ever let your ego get ahead of your success? Like that day you boasted you can eat anything. You agreed to accept the “habanero pepper challenge” but quickly found they were too hot to handle, burning your mouth and throat and then spent the next hour drinking buckets of water to soothe the pain? We’ve all been there right? Oh you’ve never done that? Well I have and I’ve let this kind of overconfidence selling screw up business too.  How do you avoid arrogance when selling? That’s the topic for today.

Today’s Chapter: The Peril of Overconfidence Selling

Winning can be just as bad as losing.
Confidence can be as bad as fear.
What does that mean?

If your sales are down, the only way is up.
But if you’re up, the only way is down.
Don’t worry about your quota.
Just do what you have to do.

The cocky seller is their own worst competitor
Fear can cause hesitation.
But confidence can create chaos.

When you know your limits
nothing can hold you back.
Do what you can then let go.

Today’s Story

It took a while but Chris found success. Each new deal fostered confidence and confidence fostered boasting, until the day arrived when business slumped. 

The slump prompted Pat to ask “Hey what’s up with your pipeline. It’s drying up!”

Exasperated, Chris moaned, 

“I can’t explain it. I was on top, everything was working. Then it was a train wreck”.

Pat responded, “But you’ve been telling everyone you’re the best seller in the organization, right?”

Sheepishly Chris muttered “Yes I did.”

Pat went on, “My toughest competitor was often my own arrogance, Overconfidence led to many lost deals. It wasn’t until I honestly assessed my strengths and weaknesses was I able to repeatedly find success. Now I pitch with humility and if the deal makes sense, the prospects  buy. That’s all I can do, is to do my job and accept what happens”.

Take Action Quote

The theologian Thomas Merton once wrote that “Pride makes us artificial and humility makes us real.’  Our current culture glorifies the celebrity that boasts how great they are. It’s true that every dog has it’s day, but it’s not everyday. That day has an expiration date. Success comes and go likes the  seasons. It’s best when we keep our ego in check and truly know who we are. It all works out in the end. That’s for certain.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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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Why Action Speaks Louder than Words #465

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Why Action Speaks Louder than Words #465

There’s a lot of sales babble out there that it takes a big personality and fast talking to be good at sales. There’s also a lot of people who think sales is a yucky business and avoid dealing with sales people as best they can. I get why people feel that way. Consider all the  myths in movies like the Wolf Of Wall Street.. But in real life, it’s just not true. Buyers like to buy but they hate to be sold. These days, great sellers show what they have and their actions speak louder than words. That’s the topic for today

Today’s Chapter: Those Who Talk Don’t Know

Those who know the market, don’t talk.
Those who talk, don’t know the market.
Action speaks louder than words.

Close your mouth.
Be still and relax.
Let go of trying to close the prospect.
Don’t talk about you,
Ask about them.

When you get right with the Tao of Sales Babble,
you don’t worry about winning or losing,
nor looking good or being embarrassed.

You’re OK that what happens, happens.

Today’s Story

Chris’s company had the good fortune to be considered for a large contract. Chris was responsible for the deal. Pat called Chris into the office to hear the plan. 

Giddy with excitement Chris said .“First I’m going to show them all the happy customers we have, then the positive online reviews, then I have the new video marketing just produced then for the demo …… “

Raising a hand Pat retorted. 

“Whoa whoa whoa slow down. We think we have a good solution for them, but we don’t really know, do we?”

“What do you mean?” said Chris.

Pat went on “Well we’ve read about their challenges in the press but wouldn’t it make more sense to directly ask them what they want versus hearing it second hand?” 

Chris blinked “I just assumed they’re going to want our solution because that’s what all our customers want.”

Pat smiled, “You may be right Chris, but you may be wrong. Let’s stop the  babble and work this opportunity properly. Let’s show them we’re good listeners by being a good listener. Let’s let our actions speak louder than words. If we’re a good match they’ll buy. If not the deal was never meant to be”

Take Action Quote

Back in the day you had to be a fast talker to be successful in sales. A sales call was a performance and it was the only way a buyer could learn about a company’s products. Times have changed. Today the Internet gives buyers instant access to brochures, spec sheets and multiple choice. The tables have turned and sellers are wise to let the buyers do the talking. Qualified buyers will ask to see the solution. For the seller it’s a case of do, not speak. 

To quote Benjamin Franklin.

“Well done is better than well said.”

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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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Supple Selling for Sales Success #464

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Supple Selling for Sales Success  #464

Today we investigate flexible selling. For example, we don’t let little kids drink out of glass. Why? Because if they drop it, it will shatter in a million pieces. But what happens when a child drops a plastic sippy cup?  It bounces!  They’re soft and supple and last forever. In fact your child will outgrow it before it wears out.   But what’s this got to do with sales? What can a flexible supple accident forgiving  sippy cup teach us? That’s the topic for today.

Today’s Chapter: Bend Don’t Break

The Master Seller takes a balanced approach
They are never stubborn with fixed opinions.

Because they are tolerant of difficult prospects
They are supple like a field of wheat
Bending to the buyers whims
Giving answers to even the silliest of questions.

No deal is impossible for them
Because they let go of fear.
They care for the needs of the customer
Like a parent.

This is called deep roots.
They have longevity with this foundation.
They have lasting success.

Today’s Story

Honestly, Lee was a difficult prospect with fixed opinions stuck in the past. Chris struggled to connect and show the possibilities of the new services package. But after three sales meetings, Chris reached out to Pat in frustration.

Chris started, “This deal is a hot mess! Lee asks dumb questions irrelevant to the product. Lee’s thinking makes zero sense. I don’t know what to do to advance the sale.”

Pat smiled. “I can understand your concern. But maybe it’s you who has the issue.”

“Oh?” said Chris.

Pat went on “What do you think really matters to Lee? Revenue? Profit? Cost? Time? What’s crippling the company? “

“I’m not sure.” said Chris.

Pat then said, “Instead of using the slide deck trying to persuade Lee, take a more parental point of view. Spend more time looking for their Owies, soothing their pains, discovering their desires, telling them everything’s going to be alright and we‘ve got their back. Like they say, the soft and supple grass bends. Stiff and brittle it snaps. You’re snapping!”

Chris laughed! “Yes I guess that’s true”

Pat finished “Why not set aside selling them for a moment and  help Lee out of Lee’s troubles whether it makes a sale or not.. That’s what extinguishes fear and makes for lasting success”

Take Action Quote

According to Lisa J Morris

“Achievement is often a balance between following through with a well made decision, accepting the process, while embracing flexibility until its completion”

I agree. This quote goes hand-in-hand with letting go of control. Stop planning and stop trying to control how things will go and what the outcomes will be. Life never goes according to plan. So why stress  out worrying about the future and then worrying about the past when plans go wrong?

Sell in the moment, with no fixed outcome in mind. Let things happen, and be content with what happens. Sell of course, but do it because it gives you joy. That is the path of supple selling.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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 Take the Good with the Bad When Selling #461

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How to Take the Good with the Bad When Selling #461

Have you ever tried to bend a deal to your will only to have it break? This is something humans do all the time, thinking that we can will nature to do our bidding. This is not the case. Savvy sellers know that winter follows fall, fall follows summer and summer follows spring. Like farmers, they understand their sale cycles like phases of the moon. How do we adopt this point of view as sellers? 9That’s the topic for today.

Today’s Chapter: Making Hay

Some say you need to take
the good with the bad.
But the Master Seller sees no difference.

Some days it rains
Some days the sun shines.
Both necessary for
For a rich harvest.

Knowing that the easy day
is balanced with the hard,
The Master Seller makes hay when the sun shines
For tomorrow it may rain

Today’s Story

Chris was having a good month closing deal after deal. Like they say, this is a good problem to have. But it was a problem since it made for long days and long weeks.

“I’d like to take some time off” Chris mused.

“You can” said Pat “but you might want to rethink that”.

“Why?” said Chris.

Pat went on
“Remember what happened last year? Most of our business happened in these two months. Then it was all we could do to squeeze out more for the rest of the year. It might make sense to suck it up and keep at it for another 4 weeks.”

Chris nodded
“Oh yeah I do remember. This business is so seasonal. Nevermind, I’m going to stick to it”.

Take Action Quote

According to Canadian poet Brian Brett

“Farming is a profession of hope”

Isn’t this true of sales too? Monthly goals and quotas can be silly if they don’t take into account the cyclic nature of purchasing. The awake seller does their work and accepts the seasonal pattern of the world. They make hay while the sun shines.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

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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Why Value is Key for All Decisions #456

Key in lock

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Why Value is Key for All Decisions #456

Key in lockFrom the buyers point of view, all sellers look alike. That’s why price is one of the first things buyers mention. But here’s a selling secret for you, it’s not what they truly want. What they want is alleviating some pain or making reality a noble aspiration. Have you heard the old tale for the want of a nail the kingdom was lost? The same is true when selling. When a seller fails to know the value desired by the buyer they disrupt the Taoist wu-wei of frictionless selling. Value is what matters and it trumps all decision making. When you can show value that the buyer wants, the sale is easy-peasy and that’s the topic for today.

Today’s Chapter: Value is Key

The market doesn’t take sides
It prefers neither you nor your competition.
The buyer doesn’t takes sides
They regard all vendors as a commodities

The space between the market and sellers
Is an open doorway
Empty, yet Sellers can enter
Opening and closing it produces opportunities.

Assuming hastens failure
Check your ego
Awake to the value you provide

Today’s Story

At their weekly one-on-one Pat asked Chris about a specific  deal in the pipeline.  Chris answered, “I don’t think we’re going to get it”. Pat was surprised “Really I thought it was a done deal”.  

Chris sighed “I know I know. I did everything I could to build a relationship. I’ve  been patient and listened and done everything right and they appreciate all I’ve done. But this is the thing.  We don’t have the Fulltrack service. It’s a deal breaker.”

Chris paused and then moaned “I thought people bought from people they know like and trust!”

Not if you can’t give the value they want” quipped  Pat “Did you show them our SemiTrack functionality? It  provides 80% of the value of FullTrack. That might be enough. What exactly do they want?” 

There was a long pause.

“I’m not sure” said Chris “I never asked that pointed of question”.

“Well” said Pat “You better fo call them right now. Most of our clients are happy with the Semitrack. Talk value and turn this deal around”.

Take Action Quote

It’s the sellers responsibility to discern they buyers wants from needs. If it’s a want, there are multiple ways you can overcome the objection. But if it’s a need, no amount of selling is going to crack open their checkbook. Unfortunately many sellers don’t fully understand the value their own products and services provide. It’s up to us to explain things in plain language. The best explanation speaks to the Value we bring. Roy Disney (cofounder of Disney Studios with his brother Walt) once said.

“When your values are clear to you, making decisions becomes easier.” 

That says it all, right?

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 Overcome The Gatekeeper #455

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How to Overcome The Gatekeeper #455

When  B2B selling you’re often calling on large organizations that by design make it hard to connect with an executive, or figure out who’s the right person to talk to. Sometimes these companies have administrative assistants tasked as gatekeepers/ They do everything in their power to stop sales people from talking to their boss. What’s a seller to do? Taoism teaches that the harder one tries, the more resistance one creates for oneself, and the harder things become. This is quite a conundrum. So what can we do to soften the hardest of gatekeepers? That’s the topic for today.

Today’s Chapter:  Overcoming the Gatekeeper

Water is soft to touch
Yet can overcome the hardest of granite
An authentic desire to help
Can overcome the hardest Gatekeeper.

I was in the area.
Thought I would stop by.
Here is some information, you may find of value.
Would you like to learn more?

Not pushing, not bullying,
not rushing the moment.
A genuine desire to help and befriend
Opens doors to opportunities.
Lest the listener gets bored.

Today’s Story

Towards the end of the day Chris knocked on Pat’s door. “I wonder if I can pick your brain?” asked Chris. “Sure” said Pat. Chris smiled and said “I appreciate the opportunity to work these larger deals but they all have assistants and I can’t get through to the decision maker. What am I to do?”

Pat nodded. “I know this sounds hard but it’s not. Some gatekeepers are defensive, some not. Just remember they are all people. If you’ve left a number of unreturned messages, ask their advice on when it’s best to call. Ask their advice on who’s the best person to call. Treat them like the boss, ask the qualifying questions, they often know the answers. Heck sometimes they are the decision maker. 

Chris asked “So what’s the mindset I should have?”

Pat replied “Be a floating log in the river, you go farther going with the flow, then try to paddle upstream. Put yourself in the place of the gatekeeper, embrace who they are and respond in kind”

Take Action Quote

Some gatekeepers are on power trips. It’s tough to get around them. I know. But with patience and when you interact with complete respect, you can turn around the hardest of Gatekeeper. Abraham Lincoln said.

“If you wish to win a man over to your ideas, first make him your friend.”

This lesson is essential in all selling situations. When you can turn strangers into friends, even gatekeepers,  with respect and patience 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.

 

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How a Great Sales Presentation is Like a Fine Meal #454

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How a Great Sales Presentation is Like a Fine Meal #454

The Tao Te Ching says that in order to be light on your feet you need a steady mind. That’s what it takes to entertain guests during this holiday season. Right? A lot can go wrong, but it can be dealt with when you expect problems.  The same is true during a sales call.  Adept sellers are proficient at  juggling a number of balls at once. Each presentation is a full course meal. You don’t want to serve up too much of any one dish during the meal. It takes balance and patience. That’s the topic for today, how a great sales presentation is like a fine meal.

Today’s Chapter:  Client Meal

Mindful of your dress
Choose your dinnerware carefully.

When making your pitch
Spoon feed the details slowly.

Table any issues
You can’t address to completion.

Cut your pitch
Into bite size amounts.

Be careful not to have the horse
Follow the ala carte.

And when you come to a fork in the conversation,
Pick it up
Lest the listener gets bored.

Today’s Story

On Monday Chris asked Pat “How was your holiday? When we talked last week you were a bit worried” Pat let out a long breath and said “It was a bit rocky. But that’s family. Right? The food was great but there were moments of sniping about politics, sibling rivalry and past mistakes dug up. I was more interested in the families and how everyone is doing. But it kept going off the rails. I regret I didn’t take the fork in the road”  

“What do you mean by that?” Queried Chris, 

Pat said “It’s like making a pitch. It takes a lot of work to plan a quality presentation, just like a great feast. But sometimes prospects sabotage the presentation by going off tangent on controversial topics. The seller needs to be the grownup in the room. Sellers need to  steer the conversation back on course. I had an opportunity to take the fork in the road. I didn’t and

Take Action Quote

Yogi Beara, the major league baseball catcher, manager and coach  was known for his impromptu comments, malapropisms, and witticisms. Yogi once said

“When you come to a fork in the road, take it.”

This alludes to the importance of mindfulness and opportunity because it’s easy to fall into a rut of habit. Buyers can pick up on these things and when that happens  and you become a commodity. That’s not good. To further the restaurant metaphor, Yogi Beara also said that

“Nobody goes there anymore. It’s too crowded.”

That is the challenge of branding, to differentiate yourself from the rest, or nobody’s going to go there anymore. Value and ROI, that’s the ticket for a successful and  great sales presentation. 

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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Lessons To Be Learned From Lost Deals #453

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Lessons To Be Learned From Lost Deals #453

Excuse me if I sound muffled. My head is in a fog. Last week, just before the Thanksgiving holiday I tested positive for Covid. At first I thought it was allergies, or a cold. But no, it’s this. I must have contracted in Las Vegas where I attended MJ Biz. I guess this is the exception to the rule that what happens in Vegas stays in Vegas. No, it hopped on the plane and traveled to Chicago. With that said it’s been a quiet and private holiday. Just myself and Denise, hot tea and the Tao Te Ching. Today we discuss how to take lessons from lost deals. All the world is our tutor, don’t you know?

Today’s Chapter:  Lost Deals Are Tutors

Sales is a process of becoming.
Like budding trees in spring
They are in constant flux.
Shaped by deals both won and lost.

While others elect to stay the same
The Master Seller knows this is folly,
From the death of a purchase
They learn from past mistakes
See lost deals as tutors
For new deals yet to come.

Trusting in the process,
They approach prospects like a newborn
Buyers see the sellers as honest;
A vendor here to help.

Today’s Story

On the phone Pat called Chris and said “I just heard the bad news. So sorry the deal fell through”.  “Thanks” said Chris. “I appreciate you reaching out. It hurt! But to be honest I wasn’t surprised. Remember all those caveats they had in the contract? I knew, something was amiss” “Yes, my thoughts exactly” said Pat

Chris went on “I guess they never fully shared their concerns”. “Not so much that” Said Pat “they never fully trusted us”. Or maybe” responded Chris “They never fully trusted themselves. You know I don’t know what they really want.  I bet that’s the lesson for next time.”

“I like this insight. You’re right,” said Pat “That is the lesson”.

Take Action Quote

The Los Angeles Lakers basketball phenom Lebron James has repeatedly said

“You have to be able to accept failure to get better.”

Every conversation, every relationship, every prospect, client and customer is your tutor. Everyone has something to teach you: how to be a better sales professional or at the very least what not to do. In chapter 48 the Tao Te Ching it says

“In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.”

This applies to selling too. Life and selling is in continual change. Be awake to it. 

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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