Category: Mindset

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Why No Two Buyers Are Alike #452

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Why No Two Buyers Are Alike #452

Ever get in a situation where you think you have a handle on selling and then you meet a prospect who’s 180 degrees out of sync with that strategy? Confusing right?  In today’s episode we delve into the reality that no two  buyers are alike. Lao Tze wrote often about actionless-action of wu wei or what we commonly call being in the zone. In this state, there is no past and no future, there is only the present. In the present we accept buyers for who they are, making no assumptions and allowing them to buy, the way they want to buy. That’s the topic for today.

Today’s Chapter: No Two Buyers Are Alike

Some want quick answers
Others copious details
Some a relationship
Others the bottom line
Some see purchasing a necessary evil
Others a social event.

The Master Seller discovers the prospect’s buying style
And tunes their presentation accordingly.

Meeting the buyer where they’re at
The sales process is crafted as needed.

Today’s Story

Chris and Pat met for lunch to get caught up on the day. . Chris was unhappy about the morning calls. “I just don’t get it”. Chris bemoaned. “I met with this prospect and tried to explain as simply as possible the benefits of  the new services package and respect their time but they kept diverting the conversation to a number of topics, news, sports and staffing issues and before I knew it, we had to end the call since the time ran out. Frustrating!” 

Pat asked “Did you do anything different on this call than other sales calls?”  “Nope” responded Chris “I followed the same presentation that’s worked a 100 times.”  

Pat nodded “Some buyers are like that. It’s lonely at the top and some love to talk and talk and talk. Which is confusing for sellers because some buyers just want to get down to brass tacks. The truth is no two people are the alike and the same is true for our buyers. Success depends on our ability to conform to the way our prospects want to buy. Relax, these people want to get to know you. Be patient, build trust and it will all work out”

Take Action Quote

The comedian Chris Rock once said

“I have no idea what my best material is. Different people like different things. I’ll say this: The political stuff gets the press, but the relationship jokes sell all the seats.”  

The same is true for master sellers. What works on one buyer probably won’t work on another. The key is to be flexible and focus on building a relationship.

Habanero Media Network

Listen to our other podcasts at Habanero Media

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

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 Get Lucky in Sales #451

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How To Get Lucky in Sales #451

How’s your luck been lately? Have the winds of fate been in your favor?  Or is it the case that the only luck you have is bad luck? Well our Western culture poo poohs the notion of luck because luck has an element of randomness to it and Westerners don’t like that. They love to be in control. The self-improvement industry beats the drum that hardwork is the sure path to success. If you haven’t reached it by doing X amount of work, it advises that you need to 10X it. You need to go all in. In a

way the Tao agrees. Lao Tzu speaks of the power of water and although it’s soft but over time it can cut through the hardest of rock. That’s what happened to the Grand Canyon. But the Tao also speaks of the cyclic nature of life, the ongoing passing of the seasons. You won’t find success in the snow shoveling business in July. It’s not bad luck, it’s just not your time. There is something to this paradox of hard work vs opportunity. Let’s examine it. Luck, that’s the topic for today. .

Today’s Chapter: True Nature of Luck

Gamblers lose jobs
Disciplined professionals survive.
Though some risks are successful
This is not the case in the long run.

The Master Seller doesn’t exert
Yet expertly they overcome.
They hold their tongue
It’s by listening the deal is won.
They are unhurried
Yet excel in planning.
They believe in the sales process
and honor it

Today’s Story

Chris missed quota for the third month in a row. Pat could see why. Most of Chris’s prospects didn’t fit the ideal client profile. Pat asked “Why are you chasing the wrong prospects? You’ll never close these deals.” “Really” answered Chris. “I think they’ll buy.. Remember that huge deal I closed in the summer. These are just like them. I’m just having a run of bad luck”.

“Hmmm” said Pat “True you did get lucky that time. But you can’t rely on bluebirds in this business. It’s time to improve your odds” 

“So what should I do?” asked Chris.  

Pat answered “The way I see it” “You’re fishing for whales. But they’re aren’t a lot of whales.  If you want to catch trout, you go to a trout stream. You don’t go to a river, or a lake nor even the ocean. You go where the fish swim and it’s there you cast your line”

Take Action Quote

According to the Roman philosopher Seneca: “Luck is what happens when preparation meets opportunity.”On one day  If I make a couple cold calls and I don’t reach anybody, does that make me unlucky? But on another day  if I make 20 calls and reach two people does that make me lucky? If you’ve done the preparation, if you know your ideal client, if you know their challenges and the benefits you can provide, well then it’s just a matter of wading into the stream, and fishing for qualified fish. Opportunity. You have no expectation this cast will be the one, you’re in wu-wei, no action. But eventually your time will come, when you least expect it and the line will grow taught. You’ve got a prospect!

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

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 Find Success with Deliberate Selling #450

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How to Find Success with Deliberate Selling #450

DeliberaThis past week I made a sales call that took forever to schedule. We’re talking  multiple emails, voicemails and a few Linked messages before the prospect responded and agreed to meet. Since I had met these people earlier in the year, I thought it would have been easy to get on their calendar. Oh what a fool you are Pat. To be fair they are busy people and they’re doing me the favor to meet. Yet after all these years even I need to be reminded these things take time and tenacity. Being deliberate when selling, that’s the topic for today.

Today’s Chapter: Deliberate Selling

With deliberate and measured growth
The sapling reaches great heights.

Knowing it’s not an absence of action,
The Master Seller sees Patience as power,
They wait for the right time to act.

With steady follow-up
they advance the sale,
Guiding the close with a steady hand.

Today’s Story

Chris finished the call with a look of frustration. Pat noticed and said “Hey, what’s up?”  With a sigh Chris smiled and responded “You know that Wilcox deal I’ve been working on for the last month. They decided to pause their new expansion plan and go back to the old vendor.  I can’t believe I lost the deal”. “So the expansion plan’s history?” asked Pat  “No” said Chris “but it’s not happening this year”.  

Pat nodded “The way I see it, you’ve not lost the deal. It’s just not now. Be patient, keep checking in every couple months. You still have a good shot..  Remember it takes decades for an acorn to grow into a mighty oak. Six months is the blink of an eye.”

Take Action Quote

In the Bible the mustard seed is often mentioned given it’s ability to grow from something very small into a trees as tall as a house. In the book of Matthew it’s written 

“ If you have faith as small as a mustard seed, you can say to this mountain, ‘Move from here to there,’ and it will move. Nothing will be impossible for you”

This is a parable of patience, how given enough time anything can happen. For sellers it demands that we work many deals at once. Some will close early, some later. The bigger the deal, the longer it takes. With patience and intent, large deals can close. Keep plodding along, don’t give up.

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Listen to our other podcasts at Habanero Media

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

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 Keep your Sales Focus #449

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How to Keep your Sales Focus #449

Are you distracted, bored and unfocused? Maybe you’re not seeing how your sales job fits in with your greater purpose? Maybe it’s starting to feel like it’s all  a waste of time. This happens and you’re not alone.  We all have these thoughts. So begs the question: how can I set this distraction aside and focus on work? But is that really the question? Maybe we should be focusing on something else? That’s the topic we focus on today, Focus.

Today’s Chapter: Focus

Money blinds the eye
Objections deafen the ear
Boredom numbs prospecting
Distractions weaken follow-up
Desires wither the pipeline.

The Master Seller is awake
Participating in every moment
Staying on track
Keeping focus.

Today’s Story

Chris was losing focus on the job which led to the thought of quitting. During a one-on-one Pat observed that Chris seemed disengaged. Chris agreed “This job is starting to feel like a hamster wheel. I’m not getting anywhere”.  Pat nodded, “I get how your feeling, I’ve been there too”. “Really?” said Chris “That’s hard to believe. You seem so engaged with your job”. 

Pat smiled “Yeah well  I used to think my professional life was something I had to endure. I’d forgotten the reasons I took this job and there’s many like the work life flexibility, the opportunity to continually improve and it pays well tool.  I forgot all that and started thinking the grass is greener elsewhere, but I overcame it”. 

Chris leaned in “How?” Pat replied “I took some time to reflect on what matters in my life. First it’s my family, then my natural curiosity to grow, and of course helping others. I believe in what we sell here. I think it makes the world a better place. Once I reminded myself  why I took this job, it was easier to focus and do my job. Some days it’s tough. I’m only human. But focusing on my why has made all the difference.”

Chris nodded. “I should probably do that, I had a lot of goals when I started.” Pat added “Let’s keep you growing and add to your responsibilities”. And with that, Chris smiled with a new focus. 

Take Action Quote

You can improve focus by eliminating distractions, limiting multitasking and managing a todo list. But that is just a start. What can make a more dramatic improvement on your ability to focus is living a life of intent. 

Yoga YouTuber Adrienne Mishler once said

“Where your focus goes your energy flows”. 

To find focus, answer these questions: why are you here, what matters in your life and how do you want to make a difference? Being mindful of your core values can power your ability to focus on the right things. 

Work is work. It’s not a hobby. Not everyday is going to be fun. As long as you have the job you have a duty to perform the responsibilities. Finding the connection between the company’s mission and your personal mission can go a long way towards making the job enjoyable and successful.  Intention, brings focus, focus brings success

Habanero Media Network

Listen to our other podcasts at Habanero Media

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

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 Discipline is the Bridge to Sales Success #448

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Why Discipline is the Bridge to Sales Success #448

There is a lot of chaos in the world today and your company is neck deep in it, as are you  because the company is depending on your sales skills to keep it afloat. Why? Because without sales, there is no revenue. If there is no revenue, there is no company. Just because the world is in chaos, that doesn’t mean that your life must be in chaos too. From this mess you can build order when you employ a bit of self discipline. Discipline is the soul of  a business. It makes small organizations formidable; strengthening the weak with success for all. A little bit of discipline goes a long way and it’s the topic for today.

Today’s Chapter:  Discipline

Sales mastery is clear and concise
yet people prefer the side paths.

Avoiding discipline,
They are out of balance.
Lacking organization,
Deals are lost.

Where skill lacks,
Hard work steps in.
The daily grind
Polishes the professional.

Today’s Story

On Monday Pat was moved into the sales manager slot and tasked with turning around the sales team. The entire organization was struggling. A quick survey of the teams Key Performance Indicators illustrated the problem. Some days there were many outbound calls, other days none. When it came to follow up emails it was haphazard. Pat’s predecessor  was loosey goosey when it came to process and discipline. This had to stop. 

Pat called a team meeting and shared concerns about the lack of discipline. Chris spoke up saying  “We have a philosophy that sales is an art and a feel. We all wing it and that’s working.”   “But it’s not!” responded Pat.  “I’m afraid this team has been treated like mushrooms, best kept in the dark. Our sales numbers are down and the business is in serious trouble if we don’t turn this around by the next quarter.”   The team turned somber now understanding  why their boss had been removed.  

Pat went on “There is an order to qualifying leads, setting appointments, pitch services and then closing new clients. If we follow a set process, things will work out. I get that you’ve not had the best leadership, but I pledge to take the successes from my past, and make that happen here. I’m committed to your success. Your success is our success”.

And that was the first of a set of daily coaching meetings that turned around sales

Take Action Quote

Despite what many think, in discipline there is freedom. Building a structure to your life, and bringing that in the workplace is liberating. It’s a paradox, right? How can that be you might think. But this is a fact, when you put less energy into one place, it leaves more energy for other places. Instead of putting energy into deciding what to do, if you take a disciplined approach of outreach and follow up, tomorrows day will be schedule today as part of you just doing your job. All the pressure or worry evaporates. You’re expending less emotional energy worrying, and the let the discipline to the heavy lifting.

Napoleon Hill said,

“Self-discipline begins with the mastery of your thoughts. If you don’t control what you think, you can’t control what you do. Simply, self-discipline enables you to think first and act afterward.” 

Hill is spot on and it will pay off in dividends.

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 Grow Your Sales Confidence #447

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How To Grow Your Sales Confidence #447

Time and again, I find that self-esteem and confidence are lacking in many of us in the sales profession. Despite the fact that we possess strengths and skills, we don’t truly give ourselves credit for them. Look at you for example! Here you are listening to Sales Babble working to grow your sales skills. Consider all your peers who don’t believe in continual improvement. This sets you above the rest. You have confidence that you can become better, be better. That kind of confidence is gold. Lao Tzu speaks often about acceptance and the power that acceptance creates so it’s timely that confidence is our topic for today.

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 they had no interest in advancing the deal. They’d decided to take 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. Chris responded “Yes but honestly I think it was my fault. I knew should have pitched the new SRV solution, but I didn’t trust myself. I had no confidence I could represent SRV and now it’s lost.”.

“You’re right!” said Pat “But this is an opportunity to grow because we only learn from our mistakes, not our wins.. Confidence grows from repeated success. Are you going to make this mistake again?” “Heck NO!” Chris barked with a confidence, born from failure.

Take Action Quote

Coco Chanel the French fashion designer and founder of the namesake Chanel brand said “Success is most often achieved by those who don’t know that failure is inevitable.”

Each time we accept our failures we gain strength, courage, and confidence in the doing. 

Lao Tzu wrote “Because one believes in oneself, one doesn’t try to convince others. Because one is content with oneself, one doesn’t need others’ approval. Because one accepts oneself, the whole world accepts him or her.”

Sales is not an easy gig, but with coffee 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.

 

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Empathy is the Key to Sales #446

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Empathy is the Key to Sales #446

Sometimes it’s dangerous to have a hunter mentality where you think of prospects as game and you the hunter. This kind of competitiveness may get in the way of empathy. Once upon a time, a sales guy may have gotten away with bullying a prospect into buying. But those days are gone, the internet destroyed that. Customers have choices. There is more competition  and what buyers truly desire, is to have someone take away their problems. When prospects get a sense that you care, they will trust that you may have the solution. Maybe not all of life’s troubles. But maybe a few of them. Empathy is the Key to sales. 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 distress,
If you want to earn loyalty
You must desire to alleviate pain.

Repeated sales are the fruit of repeated compassion.
This key opens doors.

Today’s Story

As Chris qualified a prospect, Pat listened in on the call. After 10 minutes it was clear that Lee checked off all the boxes. But when Chris started to explain the product’s benefits, Lee seemed bored. Pat heard this and texted Chris “ask about the ramifications of the pain”.  Chris immediately pivoted the conversation and asked Lee how the problem affected their business.  Lee gave a lengthy explanation on issues with profit and slipped schedules. 

Pat then texted “think empathy and compassion”.  Chris ran with this and commented “Wow Lee, that’s got to be painful. How long has this been going on?” Lee sat straight and went into a lengthy explanation and 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

You may have heard me say this before but this joke never gets old “Sincerity is everything, once you can fake that, the world is yours”. But what makes this funny is it’s a lie. People can smell out fake compassion and empathy. If you really care about people, prospects can tell. Once they know you care, they will stop shopping. They KNOW nothing is perfect, but once you win their loyalty, they know you’ll make any issue, right. Care for your customers, and they will care for you. Empathy is the key to sales. 

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 Use Humor to Win at Sales #445

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How to Use Humor to Win at Sales #445

Yesterday I cut my finger chopping cheese, but I think that I may have greater problems. That’s a pun, a play on words.  When it comes to selling, a little bit of humor can go a long way building rapport with your prospects. But humor is touchy. If you say the wrong thing, it’s like stepping on the third rail. It can kill a deal. This is the topic for today. How to use jokes to win a deal.

Today’s Chapter: Selling with Humor

What is black
and white
and red all over?

The Tao of Sales Babble

Bearing gifts of amusement
Brightening the buyers day
Finding common absurdities in life,
Laughing out those absurdities.

The Master Seller
Generates trust with fun.

Today’s Story

Pat and Chris were on a sales call with Lee’s company for nearly an hour. Chris was taking the lead and doing a good job but the prospect was reluctant to go forward.  They agreed that Chris’s solution would solve most of their challenges but they had been burned once before by a vendor and Lee certainly didn’t want to repeat that experience! 

Pat had been quiet but decided to speak up. “A lady walked down the street and saw the perfect dress in the window. She stepped into the boutique and asked the sales lady “May I try on that cute dress in the window?” The sales lady replied; “Sure, but wouldn’t you be more comfortable in a dressing room?”

Everyone on the call laughed. The joke created a pause in the tension. Pat then went on to say “What makes us different from the competition is our experience serving companies like yours. Like the dress sales lady, we have a good idea what you really mean when you speak. We listen”.

Lee sat back and nodded. In 20 minutes, Chris closed the deal and winked at Pat, a good days work done.

Take Action Quote

Joke telling has mostly gone out of style in business. It’s too easy to offend someone given that many jokes belittle someone and when selling to a large group you might step into some doo doo. There are three types of prospects in the world. Those who get the joke and those who don’t. 

But I think if you’re careful you can use humor to build rapport. I love the  subreddit r/dadjokes. It’s a great resource for sweet, clean, relevant and funny puns that make sellers human. It’s not about memorizing and repeating, but listening and finding funny connections that will make people chuckle. But at the same time why do thieves have a hard time understanding puns?
Because they take things literally! Do you? 

“Puns are the highest form of literature.”
― Alfred Hitchcock

Look, there’s a fine line between a numerator and a denominator. Only a fraction of people will find this funny. So be careful what you say, but not too careful. Be human.

For jokes about sales go here. But be careful who you repeat these too.

 

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

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.

 

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Sales Assumptions That Are Just Plain Wrong #444

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Sales Assumptions That Are Just  Plain Wrong #444

sales babble snowI’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. We should  never over assume because we’re often wrong! Let’s explore this idea today about sales assumptions that are just plain wrong.

Today’s Chapter: The Perils of Assumption

Not assuming a prospect’s desires
is strength.
Knowing what’s good for them
is weak.

Taking for granted and presuming
instills weakness

Awake, the Master Seller knows the cure
Is finding solutions that match needs
Fully conscious
They know prospects are as unique as snowflakes
Each with their own individual struggles and frustrations.

Today’s Story

Chris and Pat sat at the table with Lee, a new prospect in a new territory, with Chris taking the lead on the conversation. Pat had heard some grumblings about Chris being a bit pushy and assuming. Pat  wanted to get an unfiltered first hand view. Towards the beginning Lee shared one challenge they faced and soon  Chris immediately started  sharing solutions and products that were sure to solve Lee’s problems. Pat was skeptical. Lee too! 

“Let’s slow this down Chris”, said Pat “I have a few questions for Lee.” Chris was caught off guard by the interruption and looked it! Pat continued to ask Lee more questions and after an hour it was clear that what Lee needed, Pat and Chris couldn’t provide. They all shook hands and parted goodbyes. 

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 really needs. Lee needs a solution we’ve been thinking about adding. 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

On February 16th, 1973 the actor Tony Randall shared a line on the “The Odd Couple” a television show based on the play by Neil Simon. Felix Unger, the character played by Randall, was in a courtroom scene cross examining witness who said she “just assumed” and Felix in response quickly wrote on a chalkboard the word ASSUME and said

“Never Assume because if you do you make an Ass out of U and Me”

This is a case where television makes a generational cliche that becomes an eternal proverb. You’re probably familiar with this quote. It’s also true in sales! Let’s stop knowing what’s best for our customers until we have an open conversation. Never assume you know what’s good for them

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Listen to our other podcasts at Habanero Media

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

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 Not So Obvious Sales Mistakes You Should Avoid #440

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The Not So Obvious Sales Mistakes You Should  Avoid  #440


I just returned from Podcast Movement, the largest conference in the world for podcasting. It was great to see old friends and make new ones. I walked away with a profound gratefulness to be in this industry and sincere appreciation of you the listeners who make this podcast possible. I am honored to have this opportunity to impart a bit of wit, and wisdom on selling. We are in an amazing profession at an amazing time in history. I am humbled to have you in the audience. I know that the Tao of Sales Babble is not for everyone. But here you are! It’s not obvious at first what we are doing in this podcast, which leads well into this week’s topic, on how to be careful to not pounce on the obvious and avoid judging  buyers too quickly. Not-so-obvious sales mistakes to avoid, that they topic this week.

Today’s Chapter:  Seeing Beyond The Obvious

To understand
We label buyers by what we see
But the labels have limits
Only describing the obvious
Ignoring the subtle.

When you see beyond the label
You can sense the true nature of the buyer,
And better share the benefits of your solution.

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

Today’s Story

On the sales call, Chris quickly built rapport with a prospect and then asked about their business challenges.  Lee explained how they have three big issues and then started explaining the quality difficulties over the last six months. Immediately Chris jumped on the quality problems and started explaining how their company had a new program that can eliminate defects. Chris pressed Lee into a demonstration of the functionality and at the  end of the call Chris tried to close the deal. But, Lee was hesitant to take the next step and the call ended with no action taken.

Afterwards Pat and Chris huddled to discuss the deal. “What could I have done to close Lee?” asked Chris. “Listen to the recording, did I mess up the demo?” Pat listened and before the demo started Pat stopped the recording and said. “Lee mentioned that they had three issues, but you never got to all of them. Instead you focused on the quality difficulties. Why? What you did was put Lee in a little box and labeled it QUALITY.  Who knows what other pressing issue they have! Quality troubles may not be their top problem. Too many seller pounce on the first problem they have. Slow down the sale. Take your time, let the buyer place ALL their problems on the table.”

Take Action Quote

We’ve had Jeffrey Gitomer as a guest on Sales Babble a few times and he believes that….

“Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won’t be immediate, but it’s inevitable.”

I wish I had a dollar for every time a sales person asks me a question and immediately hops on my first answer and starts to pitch without fully understanding if I’m truly a qualified buyer. 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! 

Don’t be that guy! Questions are to sales as breath is to life. Slow,,,,,,,,  down!

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.

 

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