Category: Objection Handling

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Demand Side Sales Part II with Bob Moesta #348

Bob Moesta Demand Side Sales

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Demand Side Sales Part II with Bob Moesta #348

Bob Moesta Demand Side SalesIn this  follow up episode  Bob Moesta, founder, president & CEO of the Re-Wired Group returns to discuss a new Theory of Sales .  Bob is the author of “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress”. In this second conversation  Bob and I discuss the power of asking open ended questions, listening and not making it too easy or too hard to buy. 

Don’t Need a List of Questions

it’s not what you say but how you say it. Listen to the way buyers answer. Consider the following:

    • Know what progress looks like.
    • Don’t talk about your product, talk about them
    • To become a better buyer, become a better seller
    • Don’t make it too easy to buy. Free trials have no value.
    • Don’t make the sale too hard. Don’t provide too many choices.

Consider exclusionary theory. Buyers can  tell reasons they don’t want to buy versus what they want. That’s OK, give the buyer time to think and speak. Eventually it will all be clear.

Why No Degrees in Sales

Sales is like the blood of the body. There is no business without sales. Yet sellers are looked at as a skilled laborers. The best salespeople are the smartest in the business. Why?  Sellers understand product, industry, customer, business, profit, competition. Sales professionals “get” it all.

Founders and C-Suite execs often treat sales folks like they’re order takers. In higher ed,  sales is seen as subservient to marketing. According to Bob,  brand equity is everything at the university.  Thus sales is seen as  a trade with : tools techniques and process.  This point of view makes zero sense.

Since there isn’t a theory of sales, hence the impetus for Bob’s book. This is Bob’s opportunity to move sales to the forefront of business.

How To Find Bob Moesta

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 Sales Mindset

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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Demand Side Sales with Bob Moesta #347

Bob Moesta Demand Side Sales

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Demand Side Sales with Bob Moesta #347

Bob Moesta Demand Side SalesIn this episode we meet Bob Moesta, founder, president & CEO of the Re-Wired Group .  Bob is the author of “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress”. In this interview, Bob shares his thoughts on how sellers view sales from a supply side point-of-view vs understanding why people buy things, the demand side point-of-view. Bob shares examples sellers should ask to understand the progress buyers want  to achieve. We also do some role play to give concrete examples of buyer reluctance and discovery.

Jobs To Be Done Theory

People don’t buy things, they hire them to make progress in their lives. All products are services, it’s what the product does for you, that matters to the buyer according to Bob. It’s the use of the thing, not the thing, that brings satisfaction. This is the demand side. There are trade offs in any purchase. Sellers need to sit in the seat of the buyer in order to understand them.

Too often, sellers believe that sales is a numbers game, that buying is random thing and that if you swing at the ball enough times you’re bound to have a home run. Instead consider selling as helping the buyer find progress.  How, ask some question

Demand Side Questions to Ask

With the idea in mind that all products are services, the seller would ask the buyer these types of questions?

    1. Why now?
    2. What’s pushing you?
    3. What’s pulling you ?
    4. What anxieties do you have ?
    5. What habits do you have?
    6. Why are  you hiring this this product?
    7. What duties do you want it to do for you?

Demonstrations will often open up questions that will move the buyer from active looking to passive looking. That’s they disappear, and appearing to be ghosting you. Instead they are doing is considering a number of new questions that arose from the demo conversation. The demand side of the purchase is less clear to the buer. That’s OK.

It’s important to understand that you the seller, shouldn’t be selling just because you have a large supply of product. Sellers should be helping the buyer make progress. No more than a teacher sells a student on a lesson, or a doctor sells a patient on a rehab program, what sellers should be doing is helping customers make progress.

Flip the Buyer To Know the Demand Side Sales

A kick-ass half is better than a half-ass whole. Invention is not innovation. Just because you scratched your itch, doesn’t mean others have the same itch. To be persuasive, understand your buyer. You don’t need a well prepared  list of questions. Just ask to better understand what progress looks like, You will know what to ask.

“What would progress look like to you….. “

Making things easy to buy is not what people want.   But not stupid hard. Friction, is too many choices.   People don’t pick what they want, they often decide by picking what they don’t want. Most people can tell what they do and don’t want. exclusionary theory. Be patient.

Sales is the hardest job, but businesses treat them like order takers. Sales is seen as a trade – tools techniques and process

How To Find Bob Moesta

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 Sales Mindset

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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No Sh*t Sales Journal with Carson Cook #270

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No Sh*t Sales Journal with Carson Cook #270

Guest Carson Cook visits Sales Babble to babble about his new book, “The No Sh*t Sales Journal”.   Carson dials in from Nepal where he consults and runs sales centers for the USA, India, Mexico, Bangladesh, and China. He has trained hundreds of sales professionals in sales communication, client relations, and finance. Currently, he manages several sales-related businesses including inside, outside, and digital sales outlets. Carson specializes in finance and sales- from initiation to close. His expertise lies along interpersonal communication and same-day or one-call closing.

Profanity is Taboo

Profanity is taboo or is it? Sometimes profanity is  the right tool according to Carson.  At times it can be used to emphasize the meaning behind what you’re trying to say.

He wrote his new book as a common sense journal. First as sales basics for sales professionals who want to brush up on their tricks. Next for  new sellers who want to build a foundation for selling.

When making an in person sales call, we will dress at the level of the buyer.  This is true too for your language. Like dressing, speak at the level of your buyer. People trust sellers who are similar to them. Go from stranger to trusted confidant by being like them.

Rules of Communication

When your face to face, there are big communication benefits. You can read what their thinking, not by what they’re saying. Carson then shared it’s not what you say but how you appear. Carson believes there is a 7 second bias.  That’s all the time you have to make a connection. If you mess that up, it’s hard to recover.

Use English words that show empathy e.g “I completely understand”. Solicit interest quickly and give the carrot over the phone as soon as possible.

Learn Your Industry

Carson recommends knowing your buyers industry better than they do. When starting the sales dialogue ask for commitment “If I show you all we have  do I have a chance of earning your business?”   If they say yes, give the full demo. If they say no, you’ve saved yourself a lot of time.

Objections are really concerns, they want to have  addressed. Objection handling is walking through they buyers needs, desires and questions.  At the end of each meeting, create a sense of urgency. Little by little keep advancing the sale.

How to Find Carson Cook

Website:  theCSOpro.com
You can get Carson’s new book here:  “The No Sh*t Sales Journal”. 
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Win Deals At Your Price with Sales Differentiation with Lee Salz #236

Lee Salz Sales Babble

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Win Deals At Your Price with Sales Differentiation with Lee Salz #236

Lee Salz Sales BabbleOur guest is Lee Salz a leading sales management strategist, bestselling author and CEO of Sales  Architects.  Lee is a returning guest, visiting nearly three years ago in Episode 88 How to Differentiate when Selling a Commodity with Lee Salz #88   Lee has a new new book out titled Sales Differentiation – 19 powerful strategies to win more deals at the price you want.  In this episode  we talk about things that you can do to stand out, show value, work around price concerns and actually charge a premium. Stop selling on price and boost your sales today. 

How to Differentiate when Selling a Commodity

Sales people too often complain “If we don’t drop our price, we will lose the deal.”   It’s too easy drop the price and cut into the companies margins. Profits matter!  To win deals at the prices you want, Lee believes your needed strategy is differentiation.

During the interview Lee walked us through a few of his 19 easy-to-implement concepts to help salespeople win deals while protecting margin. He believes these concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you.

Some highlights mentioned:

  • Focus on what you sell, and how you sell.
  • References – don’t treat it like chore, but opportunity to connect like minded buyers.
  • Price – you can’t be too early but you can be too late. Explain meaningful difference early on.
  • Your greatest competitor is not the status quo, but other sellers competing for your prospects time
  • Author a RFP for your industry and give to prospects as an example to tip the focus to your favor.
  • Your personality is the number one differentiator – especially those with internal company relationships.

Take Action

If you haven’t taken to the time to define how you’re differentiated, spend a moment and reflect on value that you bring to the market. Next build that definition so you can win more deals at the prices you want.

How To Find Lee Salz

Website: www.SalesArchitects.com

Twitter: @salesarchitects

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

Facebook: https://www.facebook.com/SalesManagementMinute

Lee’s New Book – Published October 2, 2018

Sales Differentiation – 19 powerful strategies to win more deals at the price you want.

Get the bonus opportunity at www.SalesDifferentiation.com

NOTE!

As I mentioned, Sales Babble was selected by Feedspot as one of the Top 15 Sales Podcasts on the web. Check this out!

Sales Differentiation for Closing Sales

Here are past episodes to keep the babble up. Listen now!

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How To Sell With The Socratic Method with Roger Breisch #214

Sales Babble Roger Breisch

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How To Sell With The Socratic Method with Roger Sales Babble Roger BreischBreisch #214

Roger Breisch is a  life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands.  Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers’s powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions.

Mindset of Questioning

Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business:

  • Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas
  • Listen listen listen. This is how we learn to sell with the Socratic method.

“It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.”

– Mark Twain

  • Sadly too often sellers listen until they hear the first gap and then start talking
  • Fluency is key to communication
  • You must be fluent in your product and services BUT … you  must also be fluent in THEIR business and life

Mission Question

  • Don’t have a mission statement have a mission question
  • Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities
  • It takes 25-50 questions before you reach the real interesting issues.

Be curious.  Be genuine. Be loved and people will buy, over and over.

We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you.

How To Find Roger Breisch

You can find Rogers blog at rebreisch.com .

This is his book “Questions That Matter” – a book of essays

Also mentioned “A More Beautiful Question” by Warren Burger

Want to get a great cup of coffee? Consider the Limestone Coffee and Tea in Batavia IL

Selling Mindset

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4 Step Sales Framing Process with Aaron Janx #131

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aaron-janx4 Step Sales Framing Process with Aaron Janx #131

In this episode we focus on the first sales call you have with a prospective client. For many people its a struggle to know what to say, when to say it, and how to get the prospect to agree to become a client. Our guest is business coach Aaron Janx.  Aaron shares a sales framing process designed to close your prospect during the first meeting.

Sales Frame Process

Aaron and I spoke at length on his sales framing process:

Frame –   The seller takes control of the conversation. Then they ask the prospect to agree to share No or Yes if they are interested at the end of the sales call.
Pain – The seller gets the prospect to feel the uncomfortable situation emotionally. This prepares them to take action and  belief that the seller understands what they’re feeling.
Brain – The seller waits till the prospect asks about their product or service. This is very non-pushy. The prospect opens up to hear about the offering when they initiate curiosity. The seller explains their product or service as simply as possible with 4-5 benefits.
Win the Game – The seller waits until the buyer asks  about price. They are asked to set a number. This is a metric for how good of job the seller did explaining the value. That number is then used to close the deal.

How to Find Aaron Janx

You can find Aaron all over the web!

What are the Sales Process Steps

Here are some other episodes that talk about the sales process. Check them out today!

 

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When Buyers Say No with Tom Hopkins

Tom Hopkins Sales Author

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Tom Hopkins Sales AuthorWhen Buyers Say No with Tom Hopkins #116

In this episode we meet the author of my  first book I bought on  sales, Tom Hopkins. Tom is a world renown sales trainer and leading author on sales techniques and salesmanship. His book How to Master the Art of Selling has sold over 1.6 M copies.   Today we learn how to listen for reluctance and adjust the process to the right spot using the Circle of Persuasion.

When Prospects Say “No”

Selling doesn’t begin until the buyer gives you either an objection, stall or a no.  It is human nature to say no. The goal is to isolate the word no and turn it or a stall into a yes.

 

The sales starts the moment you meet. Test close every so often through the conversation,“How does this look to you” . Again it’s human nature to say no. Often times there are lingering questions that have yet to be answered (nor have they asked it).

Circle of Persuasion 

The Circle of Persuasion is a process that takes a prospect’s “no”  around the circle and turns it into a “yes”. This process was created by Tom’s coauthor Ben Katt.

There are seven steps:

  • Establish Rapport
  • Open Up ….. ”you were referred to me and suggested we meet….”
  • Identify Needs…….. Ask basic questions, Asking for their help  
  • Requalify Questions………. Reiterate what reasons did we have to meet…..   double check to see if anything has changed since you last spoke. 
  • Draft the prospects feelings on the paperwork   “a good decision is only as good as the facts”
  • Test close……..  “does this look OK”
  • Final close  

Mistakes Sellers Make

Far too often sellers fail to invest in themselves.  They always make the following mistakes:

  • Don’t commit to self improvement
  • Don’t become master askers

Until they learn to continually hone their craft and listening skills, they will always struggle in sales.

 

Action Advice

Work on your personality to become a person where people like, trust, want to listen to you.  You will reap great rewards with this investment. 

Where To Find Tom Hopkins

Website www.Tomhopkins.com   

Free Resource Page – You can find the resource page with sales tips and advice on building rapport along iwth samle “Thank You Notes”.

 

Building Rapport in Sales

Here are a few other terrific Sales Babble episodes that you may find of interest.