Category: Objection Handling

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How To Sell When Nobody Knows You #431

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How To Sell When Nobody Knows You #431


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 it’s products? How to sell when nobody knows your brand?  In this episode we discuss lessons we can learn from the Grand Canyon and how building a brand is not a quick fix.

Today’s Chapter: Making the Unknown Known

At first a secret
a new product’s value is questioned
The market unaware
Remains wary and skeptical.

Like rushing water
Wearing away granite
Persistent campaigns bring awareness
Messaging that speaks to the buyer

That this can help
This can make a difference.

Knowing the audience
The Master Seller makes the unknown known

Today’s Story

The company was launching a new product to a new market. Nobody had heard of them and the offering had no credibility. While working on a cold calling campaign, Chris  was unsure how to get the attention of buyers saying “I keep calling but no one is answering. The few people I’ve talked to have never heard of us and don’t trust we know what we’re doing”. 

Pat nodded and said  “I guess that’s .  understandable” said Pat. “Trust has to be earned and that only comes after the passage of time”. “Exactly” said Chris nodding. ”So what can we do since we’re the new kid on the block?”  

Pat responded “Slow but steady wins the race.  We need to follow up our outreach multiple times: first an email, then a call, then a voicemail then a social media message and then rinse and repeat and each time sharing a little bit more about us, This will take awhile but remember, water is soft but given enough time it carved the Grand Canyon.” 

Take Action Quote

Trust is the foundation of all sales. It’s what Stephen Covey calls the glue of life and the most essential ingredient in effective communication. In my experience trust takes time to build and it takes persistence and tenacity and believing in the process. 

It’s a case of what the Taoist call Wu-Wei or Non action-action or non-doing doing  If you just keep at it, never expecting that it will be this call or this email that arouses interest. Nope you just keep at it. And it, will happen.  When? Where? How? Nobody knows. But it will happen, in time.

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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How to Beat The Competition #430

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How to Beat The Competition #430

Does it chill you when you talk to a prospect and they mention they have your competitor? Does it seem like the competition is better than you? They’re  faster, cheaper, has higher quality and there is nothing you can do to overcome them? Or maybe you can’t wrap your head around why your prospects even consider the competition. You know their products are crap and you’ve got superior solutions and each time you hang up the phone you mumble, what fools!  If this rings familiar, the Tao has advice you just might find valuable and give you, a competitive advantage.

Today’s Chapter:  Awake to Competition

Awake to the marketplace
Never underestimate the competition
Respecting their strengths
Yet keen to their weaknesses
Discovering opportunities
Ever watchful of impending threats.

Underestimating your competition
means thinking that they are evil
You destroy the three greatest things
of Patience, Simplicity, Collaboration

Today’s Story

In the hallway Chris pulled Pat aside and said “Pat!  I keep losing deals to the competition. There are two players that keep beating me out and I don’t know how to overcome them. What should I do?” 

Pat nodded in agreement and responded. “We have tough competitors. They have been in the market longer than us and are more well known. But we have the new innovation and that’s going to be the differentiator for some clients. 

Do this: each time you talk to a prospect that has the competition, find out why they like them, why they stay, and discern what we’re missing. This is gold for our product team. Also ask about what the competition is missing. This knowledge will help guide your qualifying.  

Lastly, always remember your greatest competitor is inertia. We lose more deals to a prospect making no decision vs all the competition combined. When we patiently collaborate with our prospects, they seem most interested in becoming loyal clients”.

Take Action Quote

Dale Carnegie, the author of “How to Win Friends and Influence People” once wrote,

“The world is so full of people who are grabbing and self-seeking. So the rare individual who unselfishly tries to serve others has an enormous advantage. He has little competition.” 

Worthy competition makes us better competitors. Competition pushes innovation and makes the world a better place. When you see your competitors with a healthy point of view, it allows us to focus first and foremost on our prospects and clients. It’s in serving them vs beating the competition where we find success.

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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What To Do When Your Deal Goes Sideway #428

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What To Do When Your Deal Goes Sideway #428

Ever been in a situation where just as you thought the deal was won, it all fell apart like a house of cards? It’s painful, I know. Especially given the fact that you may have invested a mass of time and energy and now it appears it’s all to no avail. Frustrating right? What are you to do when your deals go sideways? That’s the chapter for today.

Today’s Chapter: Sideway Deal

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 stakeholder grudge can create the Great Illusion called fear.

Like a filled cup,
You must empty your thoughts before refilling it.
Allowing for possibility not yet revealed.

People often fail at the verge of success,
Give as much care to the end,
as to the beginning.

Today’s Story

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

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

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

Pat commiserated but added  “I had a sense you rushed the deal and pushed the boss to    close. When it comes to some organizations, it only takes one no vote to veto the purchase. Sometimes at the last minute the budget gets yanked and once I had a Champion on my side and they quit to take a better job. Just like that, poof, my deal went sideways. 

These things happen, be patient, restart the conversation and assume your back to square one. Good luck!”

Take Action Quote

In a letter to his son in 1930, Albert Einstein wrote “Life is like riding a bicycle. To keep your balance you must keep moving.” As a lifelong bicyclist this resonates with me. 

Gravity is unrelenting. When peddling we need to make constant corrections to stay upright and not fall sideways. The same is true when selling. Just when you think the deal is made, it starts to fall over. Never forget, the deal isn’t done until your paid, you get the PO or the contract is signed. 

Just because they say they’re willing to buy, doesn’t mean they will buy. Expect trouble at every turn, do due diligence and let the deal take as long as it needs to take.  Expect the worst, but hope for the best. That’s the way to approach a sideway deal.

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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You can find us on:

 

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How to Get Buyers to Sell Themselves #423

Self Checkout

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 How to Get Buyers to Sell Themselves #423

Self Checkout Sell YourselfOne great struggle sellers often face is knowing when and how to close a deal. They have no problem demonstrating the product or describing the service. But when it comes to asking for the sale, it’s a challenge to do so elegantly and not sound pushy. That’s the topic for today and here’s a hint:  it’s to get  buyers to sell themselves!

Today’s Chapter:  Ask and You Shall Receive

Like a flashlight in the dark
The Master Seller sheds light on solutions
When muddled and confused
They ask the buyer
What would you do
If you had more time?
What would you do
If it was easier to do your job?
What would you do
With the money this solution would save?

By asking, the buyer reflects,
With reflection, comes understanding
With understanding, a decision
And the decision to purchase.

By asking, you receive.
By questioning, you are answered.

Today’s Story

During the sales call Chris methodically explained all the features, going through them patiently, one by one.  After a while the questions started to slow down and it was unclear where the prospect Lee stood. Chris was stymied on the next steps and looked over and caught Pat’s eye.

Pat spoke up.  “Like we shared Lee, this solution will raise the quality of your product 8% while cutting the time down 50%. What would you do with those savings?” 

Lee paused, looked up into the air and said “I guess we would use the savings to expand the new product line…” Then Lee went on and talked at length about the possibilities with the increased savings and it was soon clear Lee was ready to buy. 

Pat closed by saying “Wow I see what you mean, this really is a good fit. Do you want to get this started next week?”

And with that, the deal was closed.

Take Action Quote

The post impressionist painter  Paul Cezanne said “Time and reflection change the sight little by little ’til we come to understand.” The same is true of prospects. If you can get them to reflect on the possibility of your solution, you can get them to sell themselves.

The Gospel of Matthew chapter 7  says: “Ask and you shall receive. Seek and you will find. Knock and it will be opened to you.” You couldn’t get sounder sales advice. 

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

See https://salesbabble.com

Sales Babble is the podcast that shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. Modern selling is understanding what buyers want, discerning if you can help,  showing what you have and then helping them to make a decision that is both good for their business and yours.

We 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.

Let’s 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  https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media  at 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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Listening Options

You can find us on:

 

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Buying Signs – How to Read Buyer Interest #406

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Buying Signs – How to Read Buyer Interest #406

Have you ever studied how to read body language? In this episode we delve into the ability to read the tea leaves of a buyer, and ways to know if they’re genuinely interested in buying, or just faking interest. 

Today’s Chapter –  Buying Signs

If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their needs.

Look for subtle behaviors of ownership.
To close a deal you need only ask,
will this work?

Today’s  Story – 

At the sales meeting Chris handed the product to Lee. Lee was fascinated and kept turning the product over and over and then passed the product to a colleague. Next, the two of them pondered how the product would fit into their current manufacturing process. Deep during their discussion Chris interrupted, to bring up some features that hadn’t been explained. Pat nudged Chris with a penetrating stare. Chris was mystified, yet quieted down.  By the end of the meeting Lee was excited to proceed and agreed to buy 20 units. It was a win.

After the meeting Chris asked Pat what the nudge was all about. “I could see, and hear,” said Pat, “that they had already taken ownership of the product. Did you hear how they brainstormed ways of making it work in their business? The more they talked, the more they sold themselves! That’s why when I asked them if this would work, they said yes, immediately. Look for the buying signs. When you see them, back off and let them close themselves

Take Action Quote

As I’ve mentioned before I’m a big fan of the Stoic philosophers and I’m reminded of the famous quote by Epictetus who said “We have two ears and one mouth so we can listen twice as many times as we speak”.

By being present to the moment, you can read what the buyer is thinking. If they’re talking themselves into a purchase, let them.  Look for the buying signs. Don’t get in the way!

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

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.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Trying on a Coat – How to Give Buyers Room to Shop #405

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Trying on a Coat – How to Give Buyers Room to Shop #405

How do you know for certain, your product or service is the best solution for your client? In today’s episode, we discuss how buyers shop, and ways they evaluate products when making a purchase. You need only look at yourself trying on a coat, to find the answer. 

Today’s Chapter –  TRYING ON A COAT

To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.

The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality.

If they can help, they will.
If not, they leave it alone.

Today’s  Story – 

Pat and Chris met for a 1-on-1 to walk through this month’s pipeline. There was one deal that seemed to be stuck. It was a moderate size deal, not too small but not that large. Chris had avoided talking about the deal but with Pat’s urging, Chris conceded it wasn’t moving.

“I’m not too sure what to do” said Chris, “We set up a free pilot for them and they are using it. I keep asking them if they have any questions. They say they’re still looking. One of the staff said they are piloting one of our competitors too. I’m just not sure what to do?”

“Have they been using the customer success hotline?” asked Pat “yes they are” answered Chris. Pat went on “And you can see them using it everyday?” “well not everyday” said Chris “but at least once a week, especially on Friday mornings”.

Pat paused “We may have exactly what they need but then again we may not be a perfect fit. Keep talking to them and trying to help. Try to understand what they want and if there are any gaps. It doesn’t do any good pushing them to close. Let’s stay positive and keep helping”

Take Action Quote

Gertrude Stein famously said “Whoever said money can’t buy happiness simply didn’t know where to go shopping.” Although buyers might seem distant during a sale, secretly they hope you have the solution to all their suffering. Again, if you have a helping attitude, you can close a sale.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

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.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How To Sell with No Illusions – Tao Te Ching of Sales Babble

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How To Sell with No Illusions – Tao Te Ching of Sales Babble #403

In this episode of the Tao Te Ching of Sales we babble about the penchant for sellers to get too verbose, and theatrical when all the buyer wants is to see, is the value. We discuss and tell stories about the importance of simplicity and elegance when it comes to persuading a buyer and sell with no illusions

Today’s Chapter –   No Illusions About Controlling the Sale

The master seller doesn’t get caught up in pomp and theatre
They focus on the essence and avoid the fluff
They dwell in reality and can do no other
Letting all illusions go.

They see the situation as it is
Navigating rocks and reefs as necessary.
To some it appears they do nothing
Yet they accomplish much.

While others busy themselves with activity
They have even more left to be done.

Today’s  Story on Letting Go of Illusions

Lee asked Chris for a demo of the product. Chris was excited to have the opportunity and spent hours preparing with a slick slide deck, multimedia videos, free coffee cups and bagels too. As soon as Chris arrived, Lee said that they only had a few minutes to meet and just wanted to see the demonstration. Flustered, Chris kept to the plan designed the day before. Frustrated Lee kept reminding Chris of the time constraints. Before the demo was complete, Lee said they had to leave for a customer meeting. Chris was left alone in the conference room with a sideways deal.

Back at the office Pat, asked how the meeting went. Disappointed Chris shared the story, puzzled how to turn the deal back on course.

“Always give the customer what they want” said Pat “When you arrive on a sales call, you never know what you’re going to find. The best laid plans often get thrown out the window. Be flexible and know that sometimes doing less, is doing more. Set up another sales call with Lee, and give them the presentation they want”.

Take Action Quote

Ludwig Mies van der Rohe was an early 20th century German-American architect, known for designing office buildings and homes crafted in elegant simplicity. He is famous for the quote, “less is more” the idea that something can be so beautiful that adding to it will only diminish the beauty. Sellers often adorn their persuasion with too many words and a torrent of content, when it might be best to share simply with elegance.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

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.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Don’t Force Sales Decisions – Tao Te Ching of Sales Babble

Forcing a Sale

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Don’t Force Sales Decisions – Tao Te Ching of Sales Babble #402

Forcing a SaleIn this podcast we’ve talked often about the importance of persistence and tenacity, but doing so on a timeline often doesn’t work out. In this episode of the Tao Te Ching of Sales we babble about the challenge of closing a qualified prospect on your schedule vs theirs. Forcing the sale by prodding the buyer into making a buying decision too quickly can jeopardize the deal. And we don’t want that do me? Don’t force sales decisions and work deals at their own pace.

Today’s Chapter –   Don’t Force Sales Decisions

Whoever relies on Master Selling
doesn’t try to force decisions
or beat down buyers with logic and facts.

For every force there is a counterforce.
Even if well intentioned,
It always rebounds upon oneself
Placing the sale in peril.

The Master Seller does their job
and then stops.
They understand that the sale
is never completely in their control,
and that trying to dominate events goes against the will of the buyer.

Because they believe in themselves
They don’t try to strong-arm buyers.
Content with themselves they don’t need others’ approval.
Since they accept themselves
for who they are,
the whole world accepts them.

Today’s  Story on Forcing Buyer Decisions

Chris had been working a large deal for quite some time and was finally was able to schedule a sales call. The meeting went great!  They liked what they saw and wanted to move forward. When Chris tried to close, the buyers openly shared they had a  buying process and there were things on their end to complete before they could make a buying decision.

Chris heard what they said. But didn’t HEAR what they said. Every few days Chris would send off an email, text or maybe a voicemail to ask “Are you ready to buy? Are you ready to buy?” Quickly the buyers got turned off. That was the last Chris heard from them. They ghosted Chris

“What happened to that prospect?” Pat asked. Sheepishly Chris shared the journey.

“Ohhhhh” Pat responded. “You tried to force them to make a decision. right? Don’t forget we have a great solution. Have faith people will see the value.

This is the thing, it takes time for buyers to decide. Let the sale breath. If it’s a good fit, the deal will close. Buyers will appreciate your patience and confidence. Trust in yourself, and trust in the product.

Take Action Quote

This is a good example of what Alan Watts calls the “Backwards Law”; the more we pursue something, the more we achieve the opposite of what we truly want and the more disappointed we feel.

Or simply put: the harder we try, the less likely we’ll succeed.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

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.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373

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How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373

Competition for new business has never been more intense. Despite lots of traditional sales training, most sales reps have no plan or process to inspect,  assess, and get coached by their teams through their “Must Win” sales campaigns. These campaigns are what guest Jeff Goldstein calls  Big Deals.  When reps fail to qualify prospects, often the big deals fail to close on time and they fail to hit their sales targets.  Everyone loses in this situation. With targeted Big Rock reviews, reps can take action before losing those deals.

Big Sales From Small Numbers

Most of a rep’s deals come from a small portion of the overall deals.  For example, Jeff has found that usually 10-15 deals in your pipe represents 50% of your sales.  Despite lots of deals in a forecast,  reps run out of time when the quarter comes to close.   This makes forecasting a case of art,  science,  and fiction. Most sales teams don’t have a sales system to guide forecasting,   especially important during downturns in the economy.

Win-Loss Ratios can be good. But when they don’t close when you forecast that creates issues with corporate reporting. Often times the deals get pushed out or it goes to a “No Decision”.   No Decisions are really a loss.  The buyers money went to something else.  If you don’t win on the forecast date, it’s a loss.

So how do we fix this issue? It’s  a qualification problem. You may not be able to control when a deal is going to close, but you can control when you say it’s going to close.

Big Rock Sales Targets Review

Consider a structured approach to inspect funnels, assess quality of the sales campaign and then have the team coach one another on how to improve the sales campaign. Jeff recommends two steps:

    1. Rapid Assessment Review – quick review of deals and look for deals that need deeper inspection
    2. Sales Strategy Review  – have the sales team review  big deals that may end up in jeopardy and  have the team coaches the rep

BANT– (Budget Authority Need and Time ) questions are use to facilitate the questions. Each aspect of the deal is questioned and reviewed.

Look Back Question

If you got a call that you lost a deal today, where are the weak spots that you think might be the reason for the loss?”

Asking this question  gives the rep a chance to work on the weakness before the loss. Also to look at the competitor and what they maybe doing to win on their side. Strategize now while you’re still in the game to hit your sales targets.

How To Find Jeff Goldstein

    • LinkedIn:    https://linkedin.com/in/jeffgoldstein2
    • Websites – SalesLeadersOnly.com
    • Handouts, worksheets and questions: SalesLeadersOnly.com /babble
    •  Email  jeff  at SalesLeadersOnly.com

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io There’s nothing worse than seeing solid email engagement, but not booking meetings to continue the conversation with your customers.

Traditionally, sales teams have relied on metrics like email reply and open rates to guide their sales process, but that can be  super misleading. Instead, try this. Measure sentiment, not just vanity metrics.  Using a solution like Outreach can help you understand exactly what your ‘replies’ mean and how you should follow up. By understanding the sentiment behind the email replies, you’ll be better suited to improve your messaging, book 14% more meetings and ultimately close more deals.

If this resonates with you, our sponsors at Outreach put together an awesome eBook about best practices for how to use buyer sentiment to streamline your sales process. Click here for the eBook! 

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.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How to Handle Objection Handling with Doug Brown #357

Doug Brown Sales Babble

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How to Handle Objection Handling #357

Doug Brown Objection HandlingIn this episode Doug Brown and I  object  to objection handling. Dealing with objections is a crucial step to winning any deal, but far to many sellers fumble the situation and generate fear, as opposed to trust.  So what’s the right way to approach prospects when they raise an issue? Doug’s new book lays out 15 areas for selling improvement. This is his book: Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections

 

Handling Objection Handling with Grace and Ease

Doug’s years of selling experience brought realization that scripted objection handling doesn’t address the underlying Buyer fear. In fact objection handling scripts can drive further buyers away and into a deeper state of  fear. Too often seller think that sales is  a debate, It’s not!

Instead of taking a competitive and adversarial approach on your deals, instead focus on a Win-Win mindset. Doug share his 5 step process: 

Steps For Overcoming Objection Handling

    1. Take a breath
    2. Get curious not confrontational
    3. Think before you open your mouth
    4. Ask questions of curiosity that are open ended
    5. Ask the questions no one ever asks  e.g. we grew by 20%,“That’s really a respectful… The question I have do you think it should have been 34%? DO you think there could have been an opportunity?  What do you think that would look in your mind?  

How To Find Doug Brown

You can  find Doug and his thoughts on objection handling all over the Internet!

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.

Past Episodes on Objection Handling

Here are past episodes that address closing and objection handling.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: