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When Selling Drop Something Everyday #427
If you’ve ever used the WeatherBug app you know exactly what I’m talking about when it comes to bloatware. The app has so much in it that it’s become so slow it doesn’t do anything well. The same thing can happen with sellers. You learn one thing, then another and then another and soon you’re trying to do too many things at once when working a deal. This is a vexing situation and we address head on by when selling drop something everyday.
Today’s Chapter: Dropping Something Everyday
When first learning sales
every day something is added.
In the practice of Master Selling
every day something is dropped.
Less and less do you need to force things,
until finally you arrive at the no close, close.
True mastery can be gained by listening,
and letting things go their own way.
Today’s Story
Chris had assembled quite a collection of selling books for the library. Some focused on closing, others cold calling, and one book was nothing but a collection of objection handling techniques. Studying the books was like drinking from a fire hose. There was more content than the average person could consume. Pat could see Chris’s frustration.
Pat said, “I see that you keep trying out all the things you’re learning in your library. I commend your work ethic but it seems like you’re getting stuck. What’s going on?
Chris nodded with agreement “It’s gotten to the point that I can’t keep straight all the techniques and scripts. It’s all a jumble.
Pat nodded too “I’ve been where you’re at too at one time earlier in my career. When you’re new each day you add more to your skill set. But in time you realize it’s all simpler than the authors make it out. For example, what’s the first thing you say to an unqualified lead?”.
Chris quickly responded, “you ask them about their most urgent challenges then listen to how they answer”. “Eureka” said Pat, “that’s exactly right. Now is the time for you to let go of the techniques of sales and into the zone of sales, where effortless selling happens under it’s own power. Drop the jumble and focus on the rest”.
Take Action Quote
In a recent interview basketball great Michael Jordan discussed how he got into the zone, a state of mind where everything flows freely and in accordance with what you desire. Jordan said “I feel it when the game starts. You just start getting on a roll. Everything that you do is working. You get steals, your offensive game is working. You just take control of it. You’re in tune with everything that’s going on. You control the tempo, you control everything. It’s like you can do anything. But to explain it you’d have to be a psychologist.”
Being in a state of flow, otherwise known as “being in the zone”, is the zenith of master selling. There is no mechanical or canned process. It just happens. You learn all the inner details, then you let it go and do what feels right. That’s true 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 understanding what buyers want, assessing if you can help, showing what you have and helping them to make a decision that is good for their business. See https://salesbabble.com
You can be your authentic self when selling. It’s all about helping others with their pains and desires. 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
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