Category: sales skills training

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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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Sales Babble Special Announcement: A New Beginning

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Sales Babble Special Announcement: A New Beginning #396

Sales Babble Special Announcement!    Starting with this episode, Sales Babble will be taking a new course when babbling about sales. After nearly 350 interviews I’ve decided to take a pause on the conversation and instead take action on a book I’ve been wanting to write regarding sales.

Nobody has ever approached the subject of selling in this manner. It’s new, authentic and diverges from the traditional podcast format.

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”.  Ongoing episodes will use a new podcast shortened format for this new beginning. I’m excited to hear what the listeners think.

This Chapter is called “Listening: 

“The Master Seller listens before talking 
Sells without effort 
Sharing without preaching 
Explaining without judging 
Demonstrating without closing. 
Never assuming the sale, 
the Master never loses one. “

Now the story, the next sales babble

Chris scheduled the sales presentation and then whooped for joy in the office. 
Chris had fully qualified the prospect and knew they would buy.  There was zero doubt! 

“One second” said Pat after being startled by the joyful shout. 
“Let’s not count our chickens until they’re hatched. 
There are many reasons the prospect won’t be ready to buy. 
Take your time and don’t assume it’s a done deal. 

Share what we do, how we help  and don’t forget to fully ask 
why they have agreed to meet with you. 
Listen .   Listen with intent to their answers 
If you do that you will know how you can help 
And you will know what to do.”

 

How To Find The Tao Te Ching of Sales

To get a sense of what this Sales Babble new beginning might look like check out the following links:

  • This is the link to the blog; https://taotechingofsales.com/
  • This is the Tao Te Ching translated to English

 

 

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 High-Conversion Virtual Sales Playbook.

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 the C-suite with B2B Podcast Agency Habanero Media by Host Sarah Noel Block #376

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How to Sell the C-suite with B2B Podcast Agency Habanero Media by Host Sarah Noel Block #376

Last week I was interviewed by Sarah Noel Block on her livestream On Air Tiny Marketing. Sarah asked a bunch of great questions about my podcast agency Habanero Media B2B Podcast agency and how we help businesses grow revenue by integrating interview-based podcasts into a sales process that targets qualified C-Suite executives. Sarah and I had the best time! Plus she was more than happy to let me share this interview here on Sales Babble. I’m not used to being interviewed so it’s fun to do a turn about! with such a talented host. Thank you Sarah!

Interview-Based Branded B2B Podcast

Podcasting is the gateway to meeting hard-to-connect and qualified C-suite leads. Integrating podcasting into your sales process makes it easy to  build relationships and trust.  Great relationships is key to closing sales in 2021.

The B2B podcast make it a breeze to get qualified referrals by interviewing people who know people. By people we mean, the right kind of people, qualified leads.. They could be existing clients, media influencers, or a warm outreach to prospective clients requesting them to visit as honored guests.

Podcast Guests = Ideal Clients

Unlike traditional podcasts, the success of a B2B podcast isn’t dependent on the number of listeners. You’re not creating a podcast that will rival Joe Rogan or This American Life. Your podcast is designed to target a narrow focused niche.

Your ideal client will be your ideal listener and Ideal guest..

Hosting a branded podcast gives you an excuse to have conversations with people who may otherwise never talk to you.  What would you do if you had the opportunity to meet the most important influencers or prospects in your business?  Consider the doors that would open and the growth of your network. The possibilities are endless.

Who do you interview:

    • Prospective clients
    • Influencers in the industry and media
    • Existing clients and their buyers journey
    • Partners and their added value

This podcast is networking on steroids. Instead of cold calling to set up a sales call, consider inviting people as guests to visit your podcast. Think how easy that would be. Your guest would be honored to visit  your podcast.

How To Find Sarah Noel Block

Sarah is the founder of Tiny Marketing. An agency for small and medium sized businesses. Shout out to Sarah for sharing this interview with the Sales Babblers of the world!

You can find Tiny Marketing here.

Get the How To Guarantee ROI on a B2B Podcast download  here 

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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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Top 10 Sales and Marketing Books for 2021 with Michele Kelley #375

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Top 10 Sales and Marketing Books for 2021 with Michele Kelley #375

We’re back with another Top 10 sales and marketing books episode!  Returning guest Michele Kelly and I share the top 10 books you should read this year. Our reading list will have a significant impact on your success! Sales and marketing is about setting goals and putting in the long hours and hard work to achieve them. Regardless of what type of business you’re in it’s likely that “selling more” is tip-top on your yearly goals.  Being a professional requires staying up to date on new techniques, honing strategies, and being in touch with the latest industry news. Let’s get reading today!

Michele’s Books:

Pat’s Books:

Bonus Sales and Marketing Books

How To Find Michele Kelly

Growing up, Michele Kelly idled time by reading the dictionary, writing sappy lyrics and making up stories. Playtime became a passion: to unleash the stories of others.

 Michele is co-founder of K+L Storytellers, a brand story and content agency for companies who want to be better understood through their story so they change the world. Given a yellow, No. 2 Ticonderoga pencil, Michele is lethal. She writes 10,000+ words monthly for clients with the urgency of Wonder Woman saving the world with language. Michele is a contributing author to three books, a 4x published ghostwriter in the nonfiction book category, and developmental editor on more than forty books. She is currently working on an anthology of fictional short stories entitled 9 Candles. The computer science grad from Florida Tech shares her heart and writing studio with husband and co-founder Roderick Kelly, plus three children and a pug named Sweet Pea who is often heard snoring on Zoom meetings.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales Babble

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales BabbleThis week Jeffrey Gitomer returns to the podcast to discuss his new book  “Go Live” just  published this year and being released in time for our economic and COVID sales recovery.  Jeffrey and Pat talk about webinars, video email, Youtube channels, podcasts and how to succeed at virtual selling during sales calls.

Multi-faceted Virtual Selling

Given the pandemic, face-to-face meetings and in-person sales presentations are no longer the only or the best practice to find business, conduct business, hold seminars, or make sales. COVID-19 has changed the rules of connecting, meeting, selling, and doing business.,  changes that are not going away.

Virtual selling is the solution to overcome out inability to meet prospects in person. Examples of virtual selling include:

    • Use online tools like YouTube, LinkedIn Live, and Facebook Live to connect with prospects and develop leads
    • Get your message to the right people in the right way using Twitter, Instagram, and other social media platforms
    • Create podcasts that have limitless marketing and sales value
    • Promote and repurpose your content to make a powerful impact on your audience
    • Sell your service or product from anywhere in the virtual world

In this new normal, sellers must create a new  playbook for transforming offline sales strategies into online profits.

How To Find Jeffrey Gitomer

You can find Jeffrey all over the web:

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 with Jeffrey Gitomer

Go here to see the past interview regarding Jeffrey’s book on Napoleon Hill

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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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:

 

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Build a Sales Estimating Process That Works with Marcel Petitpas #336

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Build a Sales Estimating Process That Works with Marcel Petitpas #336

Have you ever earned a new customer that actually cost your business in the long run? Your ability to predict success for a service industry is dependent on your skills to estimate accurately.  Too often businesses fail to have a profit centered process when selling.  Yes sellers are able to close deals, but sadly too often these deals don’t pay the bills.  According to our guest Marcel Petipas, revenue is a liability unless you make a profit. In this episode Marcel shares his sales estimating process for making solid estimations that add to the bottomline.

Fixing a Broken Sales Estimating Process

The way to fix a broken sales estimating process is to:

    • Have a strong pipeline.
    • Be able to say no if a deal is not a good fit.
    • Create a standardized estimation process for quotes.
    • Evaluate every deal when the project is complete.
    • Ask the question “what was the profit margin?”
    • Use the results and create a feed back loop to improves the sales estimating process.
    • During each audit look at project management, process management and account management processes.
    • Collect data but focus on what’s important and avoid unnecessary detailed data.

Profit Focused Sales Estimating Process

Too often businesses take on any project just to keep an inflow of work. This attitude is suicide for a business. Instead create a sales estimating process that works, one that’s profit focused. Provide quotes and bids with profits built in that enrich the organization.

How To Find Marcel Petitpas

You can find ParaKeeto here parakeeto.com

If you want to connect with Marcel directly marcel at parakeeto.com

      

Thank Our Sponsor Sharetivity

 

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

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 Estimating Process

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

5 Minute Selling with Alex Goldfayn #335

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Subscribe: Apple Podcasts | RSS

5 Minute Selling with Alex Goldfayn #335

Returning guest Alex Goldfayn has a new book titled “5 Minute Selling:The Proven, Simple System That Can Double Your Sales … Even When You Don’t Have Time”. In this episode Alex presents a proven, simple process that can double  sales, even if you don’t have time for an elaborate new sales system. During a pandemic, Alex’s method have greater value and he speaks at length on the value of quickly following up in a disciplined manner.

Examples of 5 Minute Selling

Alex shared some examples of tasks that take 10-30 seconds:

    • Quote follow-up email or text “Tom where are you at with that quote. I was thinking of you. It’s important for me to help you. Thanks”
    • Tell more about a product/service – “Did you know that I could also help …..”

It doesn’t take a lot to grow business if you have the discipline to work every day. Targeted focused and quick effort can make all the difference.

Pandemic 5 Minutes Selling

People working from  home aren’t hearing much from their vendors.  If you call and follow up you’ll be remembered and  valued. Set a goal of sending 5 texts or emails per day to people you know. You’re goal is to set up a phone call. You will get a 66% hit rate.

Remember this, fear and rejection are common in sales.  90% of the time you will fail. However, if you talk to people you will get motivated and create momentum. Reach out and call.

How To Find Alex Goldfayn

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

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 Episode with Alex Goldfayn

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

Technology Sales for Non-Sellers with Sanjit Singh  #330

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Subscribe: Apple Podcasts | RSS

Technology Sales for Non-Sellers with Sanjit Singh  #330

According to guest Sanjit Singh, sales isn’t natural for tech founders. Having worked in the startup world for years, he’s found that focusing on an iterative process that fine tunes sales, marketing and product design is the key to startup success. We chat about how sellers make great entrepreneurs and the opportunities the current pandemic creates for both new and existing companies.  A lively chat on technology sales for  non-sellers.

Technology Sales  Value Proposition

When starting, new companies are often unclear who exactly they sell to, what market segment they’re in, the benefits of their products, and what differentiates their product from the competition.   All of these questions are answered by having a solid value proposition.

Before building a selling and marketing infrastructure with a CRM, digital marketing and social media mechanisms, it’s critical that founders first define their product, it’s market and the feature and benefits  that motivate buyers to buy. That’s the value proposition.

Product  Marketing and Technology Sales Iteration

When entering a new market, it’s important to fully understand how a new product fits. It’s best to take an iterative approach to selling and slowly tune the process over time. You may find that a few changes in the product make selling far simpler.  As sales becomes well understood you will find ways of mechanizing outreach and start building a marketing process. All of this is iterative and they all feed into one another

.The COVID19 pandemic has been hard on the world. But in your business, it might create opportunity. Spend time with the market and research the impact to prospective clients. With good questions and better listening, you may discover a new product that could be a runaway success.

How To Find Sanjit Singh

This is boltt.io  Fractional Sales that  accelerate and build out your startup sales team.  They focus on technology sales, marketing and product fit.

This is Sanjit on Linkedin  to connect.

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker.

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 Startups

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: