Category: overcoming sales fears

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How To Grow Confidence When Selling #532

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How To Grow Confidence When Selling #532

Often these days I see a lack of mindfulness and confidence in the profession of sales. Despite possessing strengths, and skills, sellers often fail to acknowledge their weaknesses and gaps. Not all sellers. Take you, for instance! Here you are, actively listening to Sales Babble and committed to enhancing your sales skills. Contrast that with your peers, who dismiss the idea of continuous improvement. You stand out because you believe in your ability to become better. That kind of confidence is invaluable. Lao Tzu frequently speaks about acceptance and its empowering effects, making our discussion on confidence when selling timely.” 

Today’s Chapter:  Confidence

The path of trial and error leads to mastery
By accepting fear as true
Lessons from failure
Confidence arrives
Built on a foundation of preparation.

Believing in themselves
The Master Seller allows things to unfold.
Not forcing things
They embody confidence, abundance, and mastery.

Today’s Story

Chris’s head shook with disbelief. The prospect was emphatic that they had no interest in advancing the deal. They’d taken another direction and, with that, they hung up the call. The deal was a huge opportunity, but now it was a huge failure. Chris was crushed.

“These things happen,” said Pat.

“Yes,” responded Chris. “But to be honest, it was my fault. I was showing off my during the demonstration. I took multiple swipes against the competition. I should have pitched the new SRV solution but I didn’t trust myself. I lacked confidence and instead went for bluster. Now it’s lost”.

“You’re right!” said Pat “But this is an opportunity to grow because we only learn from our mistakes, not from our wins. Confidence grows from repeated success. Are you going to make this mistake again?”

“No way!” barked Chris. “I won’t do that ever again.”

Take Action Quote

Each time we accept our failures we gain strength and courage. It’s in the doing do we discover confidence.  

Lao Tzu wrote “Set an example for all. When you limit putting yourself on display, you shine forth. By not justifying yourself, you are distinguished. By not boasting, you receive recognition. By not bragging, you never falter. ” (TTC #22)

Sales is not an easy gig, but with a hot mug in one hand and confidence in the other, anything is possible.

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

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

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

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

Got a Question?

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

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

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

 

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Erase Your Fear of Cold Calling #526

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Erase Your Fear of Cold Calling #526

Have you ever noticed how we all get a little jittery when it comes to cold calling? It’s like we’d rather face a dentist’s drill than pick up that phone! A lady once told me never did vacuuming look so good as when it was time to make a cold call. But here’s the kicker: doing nothing just makes the jitters worse. On the flip side, taking action? Well, that’s where the magic happens. In today’s episode, we’re diving into the psychology of our phone phobia and embracing a wu-wei approach. Instead of dodging the discomfort, let’s lean into it and see it for what it really is. Bottom line: it’s not as scary as it seems. After listening to today’s episode when you’re hesitating to make that call, you’ll remember: acceptance is your secret weapon to conquer cold calling fear!

Today’s Chapter – Erase the Fear of Cold Calling

The journey of a closed deal
Begins with a single cold call.

While some fear 
others embrace it.
Knowing that while those who can manage others are powerful,
those who manage their fears are mightier still.

The Master Seller anticipates a difficult sale
by managing expectations.

Separating the wheat from the chaff.
they use a numbers game
to create opportunities.

Today’s Story

Chris had wanted to get into sales for quite some time and transferred excitedly into an SDR role. But the job wasn’t what Chris thought it would be. Each calling session was a hamster wheel of rude responses, hang-ups, and rejection. Soon Chris’s pace slowed and Pat noticed it.

“What’s going on?” asked Pat. “You were so excited when you started!”

“I know,” responded Chris. “I guess I’m not cut out for cold calling. Everybody I call hates me.”

Pat laughed. “That’s not true! The trick is to remember it’s just business. Not everyone we call is qualified or ready to buy. Often the timing isn’t good or they have more pressing matters at hand. Only 1 out of 20 calls are going to be prospects somewhat interested in what we provide. Let’s find success in that percentage rate. If we just do our job, it will all work out. Eventually, you’ll meet people we can help. It’s just a matter of patience. Don’t forget, you have the most important role in the company!”

“What do you mean by that?” said Chris. “The most important role?”

Pat responded, “This entire company would grind to a halt if we stopped closing sales. It’s a lot of responsibility on your shoulders. I know! But I’m certain you can do it.”

That afternoon, Pat cleared their schedule and for the rest of the day they worked on how to erase Chris’s fear of cold calling.

Take Action Quote

Selling isn’t something to be feared, but to be understood. When sellers conquer fear, they learn a broader insight on life. Each of us must confront our fears, facing them head-on. How we handle fear determines how we spend our lives. Do we live a life filled with regret, or do we experience the joy of adventure? 

Lao Tzu wrote, “Act without doing, work without effort. Think of the small as large and the few as many. Confront the difficult while it is still easy, accomplish the great task by a series of small acts.” (TTC #63)

As they say, you eat an elephant a bite at a time. You can’t eat it all at once. The same is true when selling. You just need some momentum. How do you build momentum? You start with a simple phone call.

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 share?

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

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

 

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How To Overcome Your Fear of Rejection #515

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How To Overcome Your Fear of Rejection #515

We all hate robocalls. Those are cold calls of the worst kind. But in B2B sales, cold calling is often the only way to efficiently connect to a new prospect. Often the prospects don’t realize a solution to their problem is available. A well-constructed and executed cold call can create an opportunity for the prospects to eradicate their problems. Yet too often sellers fear rejection and this impedes their cold-calling success. There are things you can do to overcome that fear. How to overcome the fear of rejection, that’s the topic for today.

Today’s Chapter: Fear of Cold Calling

Friend or stranger, all are just people,
Two sides of the same coin

Yet curiously, greeting a stranger,
Qualifying their needs
Asking for an opportunity
This Is the seller’s greatest fear.

Once you realize that all deals are at risk,
there is nothing you can do to guarantee a close.
If you aren’t afraid of losing a deal,
there is nothing you can’t achieve.

Avoiding fear is no solution
What will be will be

TTC #74

Today’s Story

Excited to hire new staff, Pat taught Chris everything there is about cold calling. Yet it was soon clear, that Chris had a bad case of call reluctance. Chris tried all kinds of things to avoid making the calls.

Pat noticed and said, “I get where you’re coming from. As kids, we’re told not to talk to strangers, but we’re not kids anymore. Think about all your friends. Once upon a time, they were strangers too.”

“That’s true,” said Chris, “I never thought about it from that point of view. But I’m also afraid to bother them.”

Pat went on, “The most important thing to remember when cold calling is to keep polishing your opening line, schedule them for a convenient time to meet and don’t try to close them. We have real solutions that can make their world a better place. It never hurts to ask if they are looking for help. We often can.”

Take Action Quote

The very first sales book I bought was Stephen Schiffman’s “Cold Calling Techniques that Really Work”  Schiffman said “As a salesman making cold calls, you face a powerful foe: the status quo. This is your true enemy – the attitude of most customers that they are perfectly happy with what they already have.”  

When you have a great solution to a genuine need or desire why not share it? What’s the worst that can happen to you? The caller hangs up? In the big scheme of life, is that so bad? When you keep cold calling in context, there is more good than bad, but only if you keep at it. 

Lao Tzu said, “If people are not afraid of death, how can you threaten them with death?” Most deals never close, instead they die. Once you understand this, you’re fear of losing a deal will evaporate.

Watch on YouTube. https://www.youtube.com/watch?v=YOymrf_ho4A

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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Why Are You Still Working That Lost Deal? #483

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Why Are You Still Working That Lost Deal? #483

Why is it they say that when one door closes, another door always opens? Are doors in some sort of cosmic competition? ‘Oh, this door is closing? Well, I’ll show you!’ And bam, another door pops open, like it’s saying, ‘Don’t worry, I got your back!’ Doors are like the ultimate wingmen, always ready to hook you up with a new adventure. I mean, seriously, who needs a dating app when you’ve got doors playing matchmakers? It’s like the universe’s way of saying, ‘Hey buddy, don’t sweat it, I got plenty more doors where that came from!’ The same is true about sales. Sales works the same way. Why are you still working on that lost deal, there’s more where that came from. Hey buddy don’t sweat it.

Today’s Chapter: Let It Go

The seller who takes action is defeated.
Those who grasp lose the sale.

The Master Seller does not act and so is not defeated.
They never grasp and therefore do not lose.

People often fail on the verge of success.
With spontaneity and adaptability
watch your desires
and let them go.

Today’s Story

Chris and Pat attended a tradeshow together. At one point, one of Chris’s prospects stepped by the booth to say hello and open up about a challenge they faced. Chris was eager to reengage the prospect until they shared how they decided to go with the competition and they’re happy with their choice. 

Pat and Chris asked the prospect a bit about how they settled on their decision and then wished them good luck and goodbye.  

As the day went on Chris became frustrated and less attentive to gathering leads. No longer able to stay quiet, Chris said, “I can’t believe we didn’t win that deal. What were they thinking going with those other guys when we have exactly what they need.” 

Pat laughed and said, “Chris, you lost that deal three hours ago. Why are you still working on it? Look! Some new people just entered the aisle. Let’s see if they’re qualified prospects and collect their information?”

Take Action Quote

The Stoic philosopher Marcus Aurelius wrote,

If you are pained by external things, it is not they that disturb you, but your own judgment of them. And it is in your power to wipe out that judgment, now.

Too often we squander our lives with regret by over-focusing on negative events that hinder our judgment. This point of view can be crippling to our work. Instead, we should accept that things aren’t always going to go our way. We should acknowledge we can’t have good times without bad times. They both go hand in hand. Rather than looking backward at the bad times, let’s look forward and see the opportunity ahead of us.

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

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How to Connect with Pat Helmers at Sales Babble

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

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

Got a Question?

Does 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 with Pat now.

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

 

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Why Discipline is the Bridge to Sales Success #448

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Why Discipline is the Bridge to Sales Success #448

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

Today’s Chapter:  Discipline

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

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

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

Today’s Story

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

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

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

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

Take Action Quote

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

Napoleon Hill said,

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

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

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

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

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

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

Got a Question?

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

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

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

 

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How To Grow Your Sales Confidence #447

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How To Grow Your Sales Confidence #447

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

Today’s Chapter:  Confidence

The path of trial and error leads to mastery
By accepting fear as true
Lessons from failure
Confidence arrives
Built on a foundation of preparation.

Believing in themselves
The Master Seller allows things to unfold.
Not forcing things
They embody confidence, abundance, and mastery.

Today’s Story

Chris’s head shook with disbelief.. The prospect was emphatic they had no interest in advancing the deal. They’d decided to take another direction and with that, they hung up the call. The deal was a huge opportunity but  now it was a huge failure. Chris was crushed.

“These things happen,” said Pat. Chris responded “Yes but honestly I think it was my fault. I knew should have pitched the new SRV solution, but I didn’t trust myself. I had no confidence I could represent SRV and now it’s lost.”.

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

Take Action Quote

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

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

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

Sales is not an easy gig, but with coffee in one hand and confidence in the other, anything is possible.

Habanero Media Network

Listen to our other podcasts at Habanero Media

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

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

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

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

Got a Question?

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

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

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

 

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How To Overcome the Fear of Cold Calling #441

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How To Overcome the Fear of Cold Calling #441


Do you experience call reluctance? That’s the phenomena where you avoid picking up the phone and cold calling a prospect? Many people too. But this is the thing.  Inaction breeds doubt and fear. Action breeds confidence and courage. In this episode we take a moment to understand the root of our fears and embrace a wu-wei approach of allowing the calling to be what it is. Rather than avoid the pain, let’s accept it and discover it’s not what it appears to be. We overcome fear with acceptance. That’s the path to overcome the fear of cold calling.

Today’s Chapter:  Overcoming Fear with Acceptance

The journey of a closed deal
Begins with a single cold call.

While some fear it
Others embrace
Knowing that while those who can manage others is powerful
Those who manage their fears are mightier still.

The Master Seller anticipates the difficult sale
By managing the cold call.

By separating the wheat
From the chaff
They use a numbers game
To create opportunities.

Today’s Story

Chris had wanted to get into sales for quite some time and was excited to transfer into an SDR role. But the job wasn’t what Chris thought it would be. Each calling session was a hamster wheel of rude responses, hang-ups, and rejection. Soon Chris’s pace slowed and Pat noticed it.

“What’s going on?” asked Pat. “You were so excited when you started!” “I know” responded Chris “ I guess I’m not cut out for cold calling. Everybody I call hates me”.  Pat smiled  “that’s not true! The trick is to remember it’s just business. Not everyone we call is qualified or ready to buy. Often the timing isn’t good or they have more pressing matters at hand. Only 1 out 20 calls are going to be a prospect somewhat interested in what we provide. We just have to be good with that percentage rate. If we just do our jobs it will all work out. In time you will meet people who we can help. It’s just a matter of patience. Just don’t forget that you  have the most important role in the company!”

“What do you mean by that?” said Chris. Pat smiled “This entire company would grind to a halt if our department didn’t close sales. It’s a lot of responsibility on our SDRs and your shoulders. I know.  But I’m certain you can do it”.  

With that Pat cleared the afternoon and worked with Chris for the rest of the day  to overcome the fear of cold calling.

Take Action Quote

IBM’s Thomas Watson once said that:

“Nothing happens until somebody sells something”.

Selling isn’t to be feared but understood because when sellers conquer this fear, they have learned a broader secret of life. Each of us must confront our own fears. We must come face to face with them. How we handle our fears will determine where we go with the rest of our lives. Do we live a life filled with regret or do we experience the joys of adventure? Choose adventure. Cold calling is a blessed opportunity for you. I implore you not to squander it !

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 Overcome Your Fear of Cold Calling #429

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How To Overcome Your Fear of Cold Calling #429

If you’re new to sales or if you’ve been in sales for awhile, you know the anxiety that comes with cold calling. Deep in the pit of your stomach you shudder at the idea of calling someone out of the blue. You look for marketing techniques that will motivate strangers to call you, but in the end, those things don’t work, do they. Sometimes the only way to get to the decision maker is to dial them up. Think how much easier it would be if you looked forward to outreach. Let’s investigate this idea of overcoming your fear of cold calling and doing what we can to overcome that fear.

Today’s Chapter: Fear of Cold Calling

Friend or stranger, all are just people,
Two sides of the same coin

Yet curiously, greeting a stranger,
Qualifying their needs
Asking for an opportunity
This Is the seller’s greatest fear.

Avoiding fear is no solution
What will be will be

Today’s Story

Pat was excited to staff a new SDR and taught Chris everything there was about cold calling. Yet from the start it was clear that Chris had a bad case of call reluctance. Chris did all kinds of things to avoid making the calls. 

Pat noticed and said “I get where you’re coming from. When we were kids we were told to not talk to strangers right? But we’re not kids anymore. Think about all your friends. Once upon a time they were strangers.” 

“That’s true” said Chris, “I never thought about it from that point of view”

Pat went on “The most important thing to remember when cold calling is to keep polishing your opening line, don’t try to close them but get them to commit to a meeting later on. We have real solutions that can make the world a better place. It never hurts to ask if they are looking for help. I bet we can”

Take Action Quote

The very first sales book I bought was Stephen Schiffman’s “Cold Calling Techniques that Really Work”  Schiffman said “As a salesman making cold calls, you face a powerful foe: the status quo. This is your true enemy – the attitude of most customers that they are perfectly happy with what they already have.”  

I bet you have a great solution to a genuine problem or desire your ideal client needs. Why not share it? What’s the worst that can happen to you? They hang up? In the big scheme of life, is that so bad. If you keep cold calling in context, there is more good than bad, but only if you keep at it. 

In the film True Grit, John Wayne says “Courage is being scared to death, but saddling up anyway.”  Each morning saddle up, smile and dial.

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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Go For No with Andrea Waltz #343

Andrea Waltz Go For No

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Go For No with Andrea Waltz #343

Andrea Waltz Go For NoIn this episode we meet author Andrea Waltz. Andrea is the  co-founder of Courage Crafters, Inc. and co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There.  Andrea teaches people in virtually every business and industry how to think and feel differently about failure, rejection and the word, NO!

Now is the time to get over those feelings of rejection. Realize that you can’t get to Yes unless you hear a few no’s.

Why Go For No?

Too often sellers fear rejection. This is very human. Sellers personalize negativity when they hear it. However, you can’t get to Yes unless you’re willing to take action and hear many Nos. The more No’s you hear, the more Yes’s you will hear.

This is not what Robocallers do. This is far more personal. For example, Andrea shared a story about a clothier who only responded to yes’s. He never took the extra step to solicit a no. As such, he left money on the table.

Get over your fear. Be OK with the reality that customers have issues and circumstances. Persistence and tenacity wins over time.

Know this!

Many No’s are actually No Not Now. When the time is right to ask for the sale, go for a simple close: “Are you ready to do this today?”

Take Action for  Go For No

What you can do this week”

    • First create a “no” awareness
    • Ask yourself “am I hearing no enough?”
    • Go out of your way this week to hear a few extra No’s

How To Find Andrea Waltz

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:

 

Posted on

How to Sell Around the CoronaVirus #312

Corona Virus Sales Sell

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How to Sell Around the Corona Virus #312

CoronaVirus Sales SellDue to the outbreak of the coronavirus pandemic, common sales forums are closed for business: conferences, trade shows , meetup and networking events are a thing of the past. What are sellers to do?  In this episode we show the power of LinkedIn selling and a repeatable process for finding qualified leads and turning them to opportunities.

The Future is Now

“Look back over the past, with its changing empires that rose and fell, and you can see the future, too.” – Marcus Aurelius

“The time to buy is when there’s blood in the streets even if the blood is your own”  – Baron Rothschild

Coronavirus Take Action Steps

Do the following:

    1. Despite the difficulty to sell, look for opportunity
    2. Consider conversations you can  have in the context of the coronavirus with prospects
    3. Find a way to leverage concern into advancing the sale
    4. Be patient and listen to your prospects concerns
    5. Use panic to focus on your prospects to calm
    6. Be a guide in the swirl of the pandemic storm

Despite the coronavirus, you can make sales progress. Soon this will all be behind us. Look into the future and think about what you might regret not doing. Now you have the chance to leverage this coronavirus. Take action now.

How To Find

How to Use LinkedIn for Cold Prospecting – Anniversary Episode #260

Four Skills You Need For Sales Success – HEAT

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – 4 Steps to Market Domination

Get the free download here  for the 12 Sales Tips to Steal  for 2020  Success  and 4 Steps to Market Domination 

Sales Consulting To Grow Your Business

Pat helps 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.

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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