Category: Objection Handling

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Pain is Inevitable Yet Suffering is Optional When Selling with Caitlin Doemner #533

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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.

 

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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

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 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

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 Sell When Nobody Knows You #517

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How To Sell When Nobody Knows You #517


What do you do when your business is the best-kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how can you get buyers to trust in you, your company, and its products?  This is a situation for all startups. It’s also the case for established businesses creating new products or entering new markets. If this is your case, you’re in for a treat. In today’s episode, we discuss how to sell by sharing the idea that water, though soft and gentle, can overcome resistance and erode even the hardest of substances through its persistent and patient action. The same is true when it comes to a skeptical marketplace. In time, a persistent yet patient Master Seller can bring a new product or service to market. 

Today’s Chapter: Making the Unknown Known

At the start, all new products are a secret
filled with opportunity and possibility.
a mystery to be unveiled
from the dark to the light,
and the unknown to the known.

Like glacial streams that wear away rock,
persistent marketing campaigns bring awareness
using tenacity, patience, and grit.

Therefore time is your ally,
nurturing trust from nothing to something,
converting prospects to clients,
one by one
until the secret is no more
and the mystery revealed.

TTC #64

Today’s Story

Chris’s company recently launched a new product. It was a new market for the company and no one had heard of them.  While working on a cold calling campaign, Chris was unsure how to get the attention of buyers. 

“I keep calling but nobody answers.”  shared Chris. “The few people I’ve talked to have never heard of us and don’t trust we know what we’re doing”. 

“I guess I don’t blame them,” said Pat. “Trust has to be earned, and that’s only going to come with time”.

“Exactly,” responded Chris.”So what am I going to do since we’re the new kid on the block?”  

“When it comes to new ventures, you have to play the long game,” said Pat.
We need to follow up on leads multiple times: first an email, then a call, then a voicemail then a social media message. Then it’s a case of rinse and repeat with each time sharing a little bit more about us, It’s going to take awhile but remember, water is soft but given enough time it carved the Grand Canyon.” 

Take Action Quote

Lao Tzu said, “Under heaven, nothing is more soft and yielding than water. Yet for dissolving the hard and inflexible, nothing can surpass it. The soft overcomes the hard; the gentle overcomes the rigid. Everyone knows this is true, but few can put it into practice.”

Too often competitors rush the launch with dire results. This is a recipe for disaster Master sellers know that it takes time and patience to overcome a skeptical prospect. With gentle persistence, even the hardest of prospects can be persuaded if the product or service provides value. It’s no trivial matter bringing nothing into something. But with tenacity, patience, and grit, success can be achieved.

Watch here on YouTube https://www.youtube.com/watch?v=-gCfuhXTTyU

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 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 to 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 Recover from a Sideways Deal #514

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How To Recover from a Sideways Deal #514

 

Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? It’s beyond irritating, right? Especially given the fact that you may have invested significant time and energy in the deal, just to see it go up in smoke. What are you to do when your deals go sideways? That’s the topic for today.

Today’s Chapter: Recovering a Sideways Deal

The start is stillness,
which is the way of nature.
The way of nature is unchanging.
Understanding nature is insight.
Not knowing nature leads to disaster.

With an open mind, you will be openhearted.
Being openhearted, you will act wisely,
and deal with whatever life brings.
When death comes, you’re ready for it.

-TTC 16

Today’s Story

Chris was excited when the prospects agreed to sign the service agreement. It took significant effort to get the deal over the goal line. But then there was a twist.

One of the stakeholders loudly questioned the purchase and soon the entire buying team was getting cold feet. The deal had gone sideways.

“I’m not sure what to do,” said Chris. “I thought we had this signed, sealed, and delivered.”

After a long pause, Pat said, “I had a sense you rushed the deal trying to close the boss. When it comes to some organizations, it only takes one “no” vote to veto a purchase, or the budget gets yanked last minute. I remember this one time I had a champion on my side and they resigned from the company to take a better job. Just like that, my deal went sideways.

These things happen. Be patient, go back to the start, and assume you’re back at square one. Good luck!”

Consider This

When a deal is in harmony it advances with ease and grace. When a deal goes sideways there is confusion and doubt. The changing of the guard, a block on funding, or a stakeholder grudge can create chaos. Like a filled cup, empty out your anxiety to make room and refill it with possibilities not yet revealed.

Expect trouble at every turn, but with due diligence, let the deal take as long as it takes. Hope for the best but expect the worst. Restart at square one and let the past go. It’s only a story, it’s to recreate a new ending.

Watch here on YouTube https://www.youtube.com/watch?v=oxhJ2gL6sq0

Thank Our Sponsor Habanero Media

We help busy B2B companies attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence, and trust.

Download “Why Your Business Needs a B2B Podcast” here.

 

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.

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How To Sell With Compassion #511

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How To Sell With Compassion #511

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

Today’s Chapter: Sell With Compassion

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

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

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

Today’s Story

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

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

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

Take Action Quote

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

How to Connect with Pat Helmers at Sales Babble

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

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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

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How to Sell With No Assumptions #460

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How to Sell With No Assumptions #460

 

Have you ever tried to sell a prospect something they really don’t want? Did you do it because it’s the only thing you have that’s remotely close to what the buyer needs?  This is a terrible position to be in, right?  Lao Tzu teaches that the Master has no mind of their own, only the mind of the people. We do this by not assuming and adopting a helpful attitude. How do we sell with no assumptions? That’s the topic for today.

Today’s Chapter: Blank Canvas

Some clients see their desires clearly
While others have blurred vision.
Some buyers are honest
while others work an angle.

The Master Seller views each sale a blank canvas
They have no mind of their own
They work with the mind of the buyer.
And paint what the prospect sees.

No matter their intent they nurture clients
as parents nurture children.

Today’s Story

Chris offered solution after solution to Lee, but Lee wasn’t buying it. The harder Chris tried, the harder Lee pushed back. Chris wasn’t getting anywhere. 

“I don’t know what to do.” said Chris. 

“I feel like I’ve tried everything”

Pat responded,

“Have you tried restarting from square one? Sometimes going back to the primary issue, is the path forward”.

Head shaking Chris said,

“That’s going to take forever! We’ve already gone over all that”

“Have you?” said Pat.

“Absolutely”

“So why isn’t Lee buying?”

Chris paused, then paused again. Pat then spoke.

“I think you’re trying to put a square peg in a round hole. The solutions we’ve offered aren’t solutions.  Let’s not assume and start with a blank slate. Let’s  move this deal forward, by going backward”

Take Action Quote

According to Paul Cezanne the French post-impressionist painter,

“It’s so fine and yet so terrible to stand in front of a blank canvas.”

This is true of selling too. If the prospects could do it for themselves, they would. But this is the thing, they can’t. It’s for us, the seller,  to help them paint the solution. 

Trust buyers who are trustworthy and also trust those who aren’t trustworthy. This is real trust.  Trust yourself and trust that you can help them, if they want help. It’s their call.

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 Unstuck Stuck Deals #459

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How to Unstuck Stuck Deals #459

Ever have a deal that won’t move forward and you’re not sure what to do? You don’t want to call it a lost deal. It’s not exactly dead but it’s frustrating, right? You’re working with an advocate in the organization and they’re onboard.  But that’s not true for everyone in the organization. You don’t have to be Lao Tzu to know that failing to adapt has profound consequences. So what’s a seller to do to unstuck stuck deals? That’s the topic for today.

Today’s Chapter: Stuck Deals

With no urgency,
today looks like yesterday.
With no change in priorities,
Tomorrow looks like today.

Change instills fear and doubt.
The status quo is defended.

Douse fear
as water douses fire,
mitigate risk,
and grease the rails of change.

Stuck deals unstuck in time.
A slow river knows it will get there eventually.

Today’s Story

Chris and Pat met for their weekly one-on-one.  For the second month Pat asked about the lack of progress on one deal. “What’s going on here?” queried Pat. “I thought this deal had legs and would have been closed by now”.  “I know” said Chris. “But once Lee, the CFO, started getting involved,  IT started to get scared. Production wants to move forward but nobody wants to accept any risk”.  

Pat nodded.  “Like I always say, our greatest competitor is the status quo. They’ve not embraced the risk reward tradeoff. This is where you need to step it up. “    Pat went on,

 “Keep focusing on the reason they originally reached out to us. Make it clear it’s only going to get worse the longer they push off the decision. For each of the decision makers, peel them off, one by one and listen to their concerns. I bet we can address each and everyone of them. This prospect is not that different from all our other clients. Be patient, listen well, show caring and we can unstuck this stuck deal.

Take Action Quote

According to author Shannon L. Alder.

“Fear is the glue that keeps you stuck. Faith is the solvent that sets you free.” 

This applies to sales too. Change can be exhausting, frustrating and, frankly, inconvenient. But change is also constant in all our lives. Lao Tzu depicts the “path of life” as in constant motion and flux. When helping our clients, we must keep this in mind for it is the “path of sales” too. Have faith and it will all work out.

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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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 Make an Elevator Pitch #432

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How To Make an Elevator Pitch #432


In a building with 2-9 floors, an elevator should take between 10 & 20 seconds to clear the entire distance at full speed. In a building with 10-29 floors, it should take between 12 & 20 seconds to clear the entire distance at full speed unless, you live in New York City where the average elevator ride is 118 seconds. This creates a challenge for the seller who is tasked with delivering a pitch to a prospective buyer, held hostage, ever so briefly, in that elevator!.  What can you do to get the prospects to pause and agree to learn more in 118 seconds? That’s our topic for today, how to make an elevator pitch.

Today’s Chapter: Elevator Pitch

Brief in words
Yet long in substance
Tuned for the ear of the listener
The Master Seller makes their pitch.

Both concise and precise
Asking questions that elicit response
in search of a gap
to be filled
a Story that touches the heart

Sharing, asking, listening
All in the wink of a brief ride

Today’s Story

On the tradeshow floor Pat stepped into the aisle and handed attendees cards that caused them to pause and listen. Throughout the day, the pitch was tuned with some words drawing blank stairs and others glints of interest. By early afternoon, the pitch was polished and Pat and Chris used it successfully for the rest of the event to collect qualified leads. 

At the end of the first day Chris asked “How did you know this pitch was going to work? I was surprised how it changed hour by hour” “Well” said Pat “We know our solution, but it’s in understanding the problem where most sellers falter. I just kept asking people, do you have this problem, and kept switching up problems until we found the one that resonates with most. Then we started to tune if it was an urgent problem and if so, we told a quick tale on the benefits of our solution.”

“The pitch is so fast” responded Chris. “It doesn’t even talk about our features”. “Yes” said Pat “that’s the secret sauce, to speak to problems and benefits. If there is no interest, it’s no use sharing details”.

Take Action Quote

Albert Einstein once said “if you can’t explain it simply, you don’t know it well enough”. We all  know this to be true. Reflect back on your own life, where somebody came up to you and started pitching a product or an idea that had nothing to do with you AND they wouldn’t stop talking. It’s painful. 

When somebody graces you with their time, honor their gift and speak quickly getting to the point. Succinctly share your value proposition that says “I help these types of people, with this set of problems, by providing a solution that has this  set of benefits. Is that you?” Bam bebam bebam.

When you can repeat this pitch with no effort, a pitch that flows like water from the mountains, then you are prepared to enter the elevator and make your case.

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?

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