Sales Babble Podcast: Recent Episodes
Pat Helmers
Sales Babble is a sales podcast focused on sales training and sales consulting for small and medium businesses, solopreneurs and entrepreneurs. We interview sales experts across the globe and provide sales coaching for sales and non-sales professionals interested in the idea of selling with confidence. This podcast explains sales in plain language that is easy to understand, and entertaining. Come join us!
Tiktok, YouTube, and the Power of Asking Question #539
A lot has been going on in my life lately — some of it professionally, some not. I’ve been creating a boatload of content, interestingly enough, on TikTok. Why? I will answer all your questions!
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
It's time for a Dumpster Fire Sale
What do you do when the economy feels like it’s swirling down the drain? What should we do when our sales targets are floating right behind it? In this episode, we tackle the brutal realities of selling in a recession so messy, it’s practically hosting its own dumpster fire sale. We question why both gold and dollar futures are nosediving, why your clients are grumpier than ever, and — more importantly — how you can survive (and even thrive) by sharpening your value proposition, tiering your pricing, finding smarter markets, and building real relationships instead of clinging to desperate transactions. It's been a long time since the last episode so it's time to restart with some wit, seriousness, and thoughts that might just save your sales pipeline from spontaneous combustion.
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
Thanksgiving in a World of Chaos #537
Some feel we live in dark times. I can understand that. But if we take a moment to stop, look, and listen there is much to be thankful for. The world is a mess, but hasn't it always? I believe we can set aside fear and anxiety if we look at the blessings we have in the present. Give this episode a listen. Thank you.
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
Thoughts On Regrets and Next Steps #536
It's not the mistakes in my life I regret, but the opportunities missed. Today I stand at a crossroads, certain I can't turn back, yet unsure which direction to go forward. The passing of my son has made this all too clear. In today's Sales Babble Podcast I discuss my thoughts on regret, and options I'm considering on how best to serve the world. Our lives are brief and the chance to make a difference is limited. It's time for me to pivot and I'm wondering if you can help. Could you do me a favor? Listen to this episode in the link below, it's not very long. Answer this, what do you think I should do? Given my experience in business and podcasting, what options do you think I should consider? Thank you.
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
Go With The Flow Selling #534
Too often we're overly concerned about the competition or comparing ourselves to others. This fear whips us into a frenzy and we fail to economize our energies, to the detriment of our pipeline. You've been told time and time again to get organized, follow the process, and leverage the power of your CRM. But this advice falls on deaf ears. What if there was a better way? A way of selling that has a natural flow that avoids obstacles and reaches its destination the fastest way possible. Maybe a river would be a good metaphor. What can we learn from the nature of water and how it applies to selling? You know the Tao loves to envision our lives in the context of flowing water. Right? Go with the flow selling. That's our topic for today.
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
Pain is Inevitable Yet Suffering is Optional When Selling with Caitlin Doemner #533
Today we take a break from the Tao of Sales Babble and I invited a guest to join us and babble about an emerging branch of sales. Our guest is Caitlin Doemner a Speaker, Author, and Podcast Host at Ecstatic Business. Caitlin is an entrepreneur & somatic psychology researcher. Today we babble about her interest in blending ancient wisdom with neuroscience and how it can transform sales performance. In this episode, we dive into enhancing emotional intelligence to eliminate pain and suffering when selling.
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
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 timely.”
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 discussed 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
What It Means To Be A Sales Engineer with Jason Hadley #531
Today we pause The Tao of Sales Babble to share a conversation with Jason Hadley. Jason is a Sales Engineer at LightHouse Worldwide Solutions and was a guest on the Cannabis Advocate podcast, another podcast I host. Jason shares advice on prospecting, presentations, and closing regarding B2B sales. It's a refreshing conversation from a real sales guy in the trenches.
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
Why Be the Seller Who Cares #530
Several years ago, I saw Zig Ziglar at the United Center. Zig was a famous author, salesperson, and motivational speaker. Zig was one of many famous headline speakers that morning and he provided a very engaging speech with over 10K people attending. I remember him sharing one of his favorite lines, "People don't care how much you know until they know how much you care... about them!" Too often sellers forget this! Customers have choices. There is more competition than ever before. So how do you differentiate? Compassion! It's knowing what buyers truly desire, which is to have someone take away their problems. When prospects get the sense that you care about their problems and that you have their best interest in mind, they will trust that you have the solution. That's how to stand out. Caring for them, taking care of them, just being a good person, and showing some compassion. That’s our topic for today.
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
Why You Should Never Assume When Selling #529
Not assuming a prospect’s desires is a strength, but knowing what’s good for them? That's a weakness. So too, is the act of taking for granted and presuming, because that instills weakness. Great sellers know the cure is to find solutions that match the prospect's needs. Great sellers know prospects are unique like snowflakes, each with struggles and frustrations. Assuming all prospects are alike is dangerous territory.
Lao Tzu wrote, "True words are not beautiful; beautiful words are not true. Those who are good do not argue; those who argue are not good. Those who know are not learned; the learned do not know. The sage does not hoard. The more he helps others, the more he benefits himself." (TTC #81)
Stop assuming you know what’s best for your customers until you have an open conversation. It's not until they share will you know how to help. The more you help, the more you will help yourself. It's a paradox. I know! But it's also true.
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 importantly the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
How To Sell Using the Buyer's Language #528
Have you ever struggled to build rapport with a prospect in a new industry? In every professional field, there is a distinct vocabulary understood by few. This specialized language includes unique terms, phrases, and acronyms essential for effective communication. To excel at selling, you must not only grasp this vernacular but also possess the ability to decipher the language of the buyer. Today, we explore the art of understanding the buyer's language. This skill is crucial for establishing rapport, demonstrating expertise, and ultimately succeeding in sales. By honing this skill, sales professionals can deepen their connections with clients, anticipate their needs, and foster trust, which enhances their effectiveness in the marketplace.
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
How To Generate New Leads #527
Today we’re diving into the world of lead poverty. You know, those times when you open up your CRM to follow up and it’s nothing but the same leads you’ve been talking to for months. These people are NOT going to buy, well at least not this week. When you get into this situation, you’re doomed. And not only that, it can annoy prospects who want to buy, but not right now. Stop bothering these people! Today we’ll chat about how to break free from this lead scarcity and get your sales mojo back on track. But where do we even begin uncovering and discovering these elusive new leads? Where do we go to find them? What can we do to fill up our CRM? That’s the topic for today.
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
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,
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
Echoes Across The Tracks with Dave Moravec #525
To grow a business you need to be in constant contact with strangers who may become new prospective customers. If we don't put effort into meeting new people, growth can stagnate. For many, this is a very uncomfortable situation. Growth requires putting yourself out there, so it begs the question what's the best way to get comfortable, being uncomfortable? Today we take a break from the Tao of Sales Babble and meet the author of a newly published book now available on Amazon. The author is my good friend, and former guest Dave Moravec who spins a tale about an unexpected connection with a New Orleans cab driver that leads Charlie, a Business Consultant and Author, to hear Echoes Across the Tracks.
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
How To Know When It's Time To Pitch #524
This week I babble some on some experiences I've had sellers clumsily pitch me on something I have no interest in. You've probably experienced this too. Lao Tzu has some thoughts on this. He spoke about labeling, judging, and the issues that come with language. In our situation, this episode discusses how to know when it's time to pitch. We also talk about slowing down the sale. This way, sellers can fully understand the prospect's problems, issues, and desires. There is no reason to guess what matters to the buyers. If you ask and fully listen to their response, you'll have all you need to solve their problem. When to pitch, that's the topic for today.
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
How to Buyers to Close Themselves #523
Do you struggle to close deals? Next to getting a sales appointment, closing is the second most difficult task when selling. Some think closing a deal and getting the prospect to put their name on the dotted line is a monumental task. You commonly hear that it takes an assertive winner-takes-all attitude to be successful in sales. But that's not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC, Always Be Closing. Because if you start off on the right foot, with the intention to help your prospects, you'll advance the sale by patiently with every answer to every question the buyer asks. Eventually, buyers close themselves. This is Wu-wei in action. That's the topic for today.
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
What Bartenders Can Teach Sales People #522
Have you ever heard this quote from the stoic philosopher Epictetus? 'We have two ears and one mouth so that we can listen twice as much as we speak.' You probably have but way too many salespeople have never learned this lesson. Instead, as soon as there is a break in the conversation, they jump to a solution and start to pitch. And then they're confused about why prospects don't buy or return their calls. But consider a great bartender. They ask good questions and are more than happy to listen. Bar patrons are lonely for an empathetic ear and the same is true for your prospects. This is how bartenders build trust and a loyal following. You can do this too. Sellers can learn from bartenders by talking less and listening more. That's the topic for today.
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 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.
This is a production of Habanero Media https://habaneromedia.net
Grow Fast Podcast with Mark Shriner
I had the good fortune to be a guest on Mark Shriner's new Grow Fast Podcast. Mark and I talked about selling, Taoism, and the power of podcasting. Mark graciously gave permission to have this interview shared with the Sales Babble listeners. I'm excited to share this babbling today!
The Dao of Sales, or How to Sell without "Selling" Mark described the interview this way "Pat Helmers is the Host of the Sales Babble Podcast. Pat is also the Founder of Habanero Media and a tech startup consultant. In this episode, Pat talks about the book he's writing called The Dao of Sales Babble and explains how, oftentimes, it's much more productive and rewarding, not to force sales. Instead, Pat argues, that we would do better trying to sincerely understand our prospect's needs, and helping them to meet those needs. Mark and Pat also discuss opportunities for new podcasters and the benefits of hosting a niche podcast."
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
The Perfect Apology #520
We all make mistakes, it's part of being human. The same is true in business. Companies screw up to the detriment of their customers. When this happens, it often falls on the sales professional to apologize, even if they had nothing to do with it. How about your personal life? Have you wronged someone but struggled to say you're sorry in a way that prompted forgiveness? Did they accept your apology? This is the human experience where too often our egos get in the way and we refuse to admit we’re wrong. Or if we do apologize we layer on excuses to make us feel better but it does nothing to further forgiveness. What can we do, to make wrongs right? This is the topic for today, the perfect sales apology.
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
You Can't Win Them All #519
When it comes to selling, the importance of flexibility, gentleness, and resilience when facing adversity is often overlooked. It’s easy to get stuck on a deal and put too much energy into it due to some sunk-cost fallacy. Don’t do that! In today’s episode, we discuss about on how rigidity and resistance lead to defeat, while flexibility and adaptability lead to victory. Next, we remind ourselves what Tao Te Ching says about softness and weakness and how it can ultimately overcome hardness and strength. As deals come and go, Master Sellers embrace change and go with the flow with the natural course of events. Go with the flow!
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
The Tao of Storytelling Selling #518
Let me tell you a story. It's not a story of lost love or intrigue. Nobody's murdered, nor is society thrust into a dystopian future. Instead, this is a story about stories. It's a story about showing, not telling, and selling with storytelling. Storytelling Selling. It’s a tale with both heroes and villains with adventures and drama tied into capturing the interest of prospects in a way that they identify with your fable. Today's episode explores ways a personal story can turn prospects into heroes and, in time, loyal clients.
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
How To Sell When Nobody Knows You #517
What do you do when your business is the best-kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how can you get buyers to trust in you, your company, and its products? This is a situation for all startups. It's also the case for established businesses creating new products or entering new markets. If this is your case, you're in for a treat. In today's episode, we share the idea that water, though soft and gentle, can overcome resistance and erode even the hardest of substances through its persistent and patient action. The same is true when it comes to a skeptical marketplace. In time, a persistent yet patient Master Seller can bring a new product or service to market.
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
How To Compete from Behind #516
Does it irritate you when you're talking to a new prospect and the first thing they mention is that their vendor is your archrival? Does it seem like that competitor is superior to you; faster, cheaper, better and there is nothing you can do to overcome that clear advantage? Or maybe you can’t fathom why people buy from them other than they've been around for a long time. It can be frustrating and begs the question, what can you do to compete from behind? Today we discuss a competitive strategy on how business is a game, not a war, and businesses with compassion eventually end up on the winning side. If you're a startup in an industry with longtime competitors, this is the episode for you.
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
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.
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
How To Recover from a Sideways Deal #514
Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? It’s beyond irritating, right? Especially given the fact that you may have invested significant time and energy in the deal, just to see it go up in smoke. What are you to do when your deals go sideways? That’s the topic for today.
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
To Get More You Need To Let Go #513
Today I would like to do an experiment and try something different. This is something that I've been noodling about the last few weeks and since The Tao Te Ching is founded on change and as we know change is the only constant in life it feels right to make a change. Today I;d like to read chapter 46 of the Tao Te Ching, share a story about Pat and Chris, and then review how the chapter applies to sales. I think it will be fun to share with readers an actual chapter in the Tao Te Ching, of course in English and not Chinese. I don;t want to go too far. You might find it interesting to see how the actual text applies to selling, and life. Let's give this a try and see how it goes. Today's topic is how knowledge is gained by learning new things, yet master selling is about letting go of learning and being the flow. A paradox right? Taoism is filled with them.
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
The Dark Side of Winning Confidence When Selling #512
This may sound surprising but did you know that closing a deal may carry negative consequences akin to losing a deal? And did you know that excessive confidence can be as problematic as fear? The assertion that winning is always good raises questions that suggest success may not always be advantageous. Whether facing a shortfall or exceeding quotas, setting aside worry and prioritizing prospects is always the right thing to do. The warning about winning confidence underscores the importance of honesty, humility, and understanding one's limits in professional interactions. In this episode, we explore what happens when you assume or consider the extremes as good or bad. Today we're going to center on what's important, the center.
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
How To Sell With Compassion #511
Ever hesitated to pick up the phone and cold call? Don't worry; we've all been there. We grew up fearing strangers, and now, as adults, the idea of making a call and potentially bothering someone is as scary as finding a spider in your shoe. But hey, when it comes to calling family, speed dial is practically a reflex. Now, the challenge: how can we find the courage to prospect and reach out to strangers? Curiously, the answer can be found in compassion. This doesn't make sense at first. But that's how Taoism works. It's filled with paradox. In this episode, we discuss how to sell with compassion and how to treat strangers like family.
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
How to Let the Sale Sell Itself #510
Do you struggle with closing prospects? Unsure what to say to advance the sale? Sellers often face the challenge of knowing when and how to close a deal. You may have no problem demonstrating the product or describing the service. But when it comes to asking for the sale and doing so elegantly and not sounding pushy, that takes skill. But does it? What if we could get buyers to sell themselves? How can you let the sale unfold itself, that's the topic for today.
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
Top 10 Sales and Marketing Tips for 2024 with Neil Kristianson
In this episode returning guest Neil Kristianson joins for our 10th anniversary of babbling conversation on the top 10 sales and marketing tips for the upcoming 2024 new year.
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
How To Unmask Authentic Selling #508
When I was new to selling I read a number of books on closing techniques and objection handling. I took their advice to craft scripts to memorize them like an actor in the theatre. It was a weak approach. The buyers never said the lines I expected and often I was dumbfounded about what to say. In this week's Tao of Sales Babble we cast off the scripts and unmask to discover our authentic you, the person buyers want to meet, trust, and do business with. Authentic selling is the topic for today.
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
Why We Treat Buyers Like Family #507
Each January I travel to a small island at the southernmost tip of the United States. Key West has a motto: “All people are equal members of One Human Family”. Not only do I agree with this, but apply this to prospective buyers. In this episode, we investigate the power of building rapport and how viewing perfect strangers as Family can erase skepticism and cultivate trust, which is the foundation of any successful selling opportunity.
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
A Good Seller is a Good Teacher #506
Have you ever had a difficult customer that tested your patience? You want to do a good job, but it seems that all the prospect wants to do is to make it harder on themselves. Sure you want to help, but they don't want to be helped. And now you can't help but wonder why are they even talking to you. You know something is there, you think you think you can teach them a few things that would be good for their business. You might even be able to address their issues. But they're not the good student. There is a part of you that doesn't want to let it go and in the words of the Clash, you wonder "Should I stay or should I go now?" What does it mean to be a good teacher, that's the topic for today.
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
How to Sell by Not Selling #505
In the timeless dance of commerce I'd like to reflect a bit on the business aspects of selling, the topic this podcast babbles about weekly. When you consider the profession of sales, what comes to mind? Is it a realm where one must assume the guise of a rapid-talking predator? Do you still hear at times the notion that selling requires you to be the elusive shark in the marketplace? It's a pervasive belief, and indeed, a hurtful one. So let's consider this: that the art of selling isn't a slam dance to the rhythm of forceful persuasion. In fact, the most profound selling arises not from the act of selling itself. Rather, it emerges from a subtler dance—a waltz of not selling. Yes, this is a paradox. Fathom a sales process that flows like a river, effortlessly shaping its course without the turbulent eddies of aggressive pitches. This is our exploration and the topic of today's episode, how to sell by not selling.
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
How to Own Your Mistakes #504
So, you like being right? But what about when you’re wrong? Nobody likes being called out for making a mistake or screwing up. And let me tell you, it’s even worse when you have to apologize for your mistake or, worse yet, your company’s mistake. It’s like going to the dentist for a root canal. Unfortunately, once in a while, this situation pops up and it’s extremely uncomfortable for the sales professional. It’s not the end of the world. You just have to own up to it and move on. That’s what separates the men from the boys. Or the women from the girls. Or the sales professionals from the amateurs. You get the idea. Look, if you’ve made a mistake, don’t worry. Just apologize, learn from it, and move on. It’s not rocket science. It’s just common sense. That’s why we’re talking about it today. How to own your mistakes.
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
How To Advance the Sale - Step by Step #503
Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for paint to dry? In today's episode, we're diving into the thrilling world of why deals move slower than a tortoise with a GPS glitch. Let's crack the code on the sales process, the buying process, and the intricate dance of advancing the sale, all with the ultimate goal of closing – well, maybe not today but someday
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
How to Give Control to Take Control When Selling #502
My wife says I worry too much. I think I don't worry enough. I'm always on the lookout for trouble and control what I can to avoid drama. Control is my secret power, and it's also my greatest weakness. Bringing a control attitude into the sales profession was a turn-off to many prospects. By trying to control the sales process and wrangling the prospect's actions it had the opposite effect and killed deals. It was by studying the Tao I got the idea of taking control the sale by giving control to the prospects. It was a brilliant albeit belated idea I had because works amazingly well. Today's topic is how to give control to take control when selling.
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
Why Sellers Need to Recognize the Elephant in the Room #501
Have you ever skirted the truth when talking to a prospect? Have you ever redirected the conversation to put your offering in the best light? Have you ever wondered why a prospect stops taking your calls when at first you thought everything was going well? Maybe the prospects saw through your avoidance. Maybe they sensed there was something wrong with your product or service. Maybe you lost their trust. In this week's episode, we talk about the elephant in the room, those big issues that salespeople are afraid to bring up with hopes they will just go away. But they don't!
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
Sales Babble 500th Anniversary Special #500
In March 2014 the first episode of the Sales Babble podcast was published, dedicated to sharing selling secrets for non-sellers. After years of working at a start-up as the VP of Sales, I was ready to share my experience with a broader audience and grow my selling skills. "Sales Babble" was the solution and my next adventure. Now it's October in 2023 and we've reached the 500th episode and it's a miracle that I'm still at the microphone, babbling about sales and how to do it better. Today my guest is my co-founder and wife Denise Helmers. We turn the tables and we discuss the journey of the podcast, where it came from, where it's been, and what aspirations we have for the future.
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
How to Discover the Buyer Using Compassionate Listening #499
I have a point of view on selling that may catch you off guard. Just like social work, nursing, or counseling, I see selling as a helping profession. The way I see it, as sellers, it's our responsibility to relieve the suffering of our customers and clients. Each prospect you meet has some unfulfilled need or desire that greatly pains both them and their organizations. The way master sellers can assuage this suffering is to listen and to listen with compassion. Instead of guessing what's troubling them, ask and they will tell you what it is they want and they need. Too often sellers are quick to jump the gun and talk about their stuff when it would make more sense to shut up and let them talk. How to discover the buyer with compassionate listening. That's the topic for today.
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
How To Stay Innovative in an Emerging Market #498
There is an old saying in tech that there are only two kinds of technologies: the out-of-date and the "it's not yet available." Products loved and admired by customers will someday be considered antiques. Few products or services are considered modern forever. Instead, the marketplace is constantly birthing a rebirthing, innovation after innovation. Salespeople play a tremendous role in guiding their companies to stay competitive. They are the canaries in the coal mine and the first to discern what's the next big thing. So what can sellers do to stay innovative in an emerging market? That's the topic for today.
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
Don't Force the Sale, Allow the Sale #497
Sometimes sellers in their zeal to win push and prod buyers into uncomfortable buying decisions. It's always a good time for a seller to win a sale, but that's not the case for buyers. Sometimes a purchase is part of a broader project that requires planning. Too often sellers forget that their timeline should be the buyer's timeline. In this episode of the Tao of Sales Babble, we discuss the hazards of forcing a deal and the benefits of giving buyers space to decide on their own.
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 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.
This is a production of Habanero Media https://habaneromedia.net
We Only Learn From Failure #496
I’m a goof and I screw up a lot. I’m known to talk to myself and say things like “What were thinking?” or “You’re an idiot Pat.” This behavior really bugs my wife. She’ll say “Why are you so hard on yourself?” to which I reply “I’m not hard enough!’ But she may have a point. You can read good advice, or in the case of a podcast, listen to good advice but it’s not going to be embraced nearly as much as when you screw up and learn a lesson from it.
According to the author George Bernard Shaw "A life spent making mistakes is not only more honorable, but more useful than a life spent doing nothing." That’s the topic for today.
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
How To Find Your Niche #495
If you ever sold a new invention, idea, or innovation then you’ve probably experienced the crushing defeat and rejection that comes with disrupting the status quo. After that experience you may have walked away with the same feeling I had when I did the Point of No Return waterpark ride which descended 10 stories in 4 seconds, No thank you, once was enough for me. But on the other hand, if you are bold and believe in the old adage that the “Riches are in the Niches” this is the episode for you. How to get a new innovation adopted. That’s the topic for today.
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 importantly the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
How to Learn, Unlearn, and Relearn Sales #494
Do you know how some people just don't listen? They complain about their situation, yet they're never open to alternatives. It's a case where confidence and cockiness become handcuffs. This is all too common in sales. It's a paradox but sometimes the best way to learn something is to first unlearn what you already know. To relearn is to keep growing and that's the topic for today.
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
What is the Tao of Sales Babble #493
Each week we apply the Taoist philosophy to some aspect of sales. We may talk about prospecting, qualifying, and closing, and share some practical Taoist examples using little parables involving Pat, Chris, and Lee. I’m unusually fascinated by this topic, a bit of a fanatic, and have coined this topic the Tao of Sales Babble. Why babble? To quote Lao Tzu, "Sincere words are not fine; Fine words are not sincere." Lao Tzu taught that understanding and wisdom do not necessarily rely on eloquent or elaborate speech. When it comes to sales, there is a plethora of babble about selling, and most of it is negative. I believe true wisdom comes from sincerity and a deeper connection to the fundamental truths. That's what I call the Tao of Sales Babble. Today let's babble about those fundamental truths.
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
Six More Taoist Sales Lessons That Make Common Sense #492
This is the podcast where each week we apply an aspect of Taoism to sales. Last week we departed from this structure and surveyed six Taoist sales lessons instead of a single aspect. Each lesson contained common sense practical advice. This week we’re going to do six more and if you haven’t listened to last week’s episode, that’s OK. These lessons aren’t in any order There is no need to go back before listening to this episode. But I do urge you to listen to it, especially if you’ve found value in this episode.
As I said these lessons are solid advice that speaks to the art of sales, not just the science. This Taoist advice talks about mindset and intuition and how to approach selling at an instinctive level. Real life is filled with randomness and chaos. No one script or formula can address all possibilities. That’s why I’m a strong proponent of having a mindset that can address all challenges. Frankly, I’m fascinated by these concepts which is why I geek out on Taoism and why I’m excited to share them here on the pod. Listeners say this selling advice is applicable across many levels of life. Why not check out and see if this is true for you too!
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
Six Taoist Sales Lessons That Make Common Sense #491
Each week the Sales Babble podcast applies the Taoist philosophy to some aspect of sales. We may talk about prospecting, qualifying, or closing, and dig into the details with some practical Taoist examples with little parables involving Pat, Chris, and Lee. This is a topic near to my heart. I started studying Taoism for over over 30 years ago. From my studies, I've come to some realizations that I want to share. So this week I'd like to diverge and take a broader view than one topic and instead talk about some Taoist lessons that apply across all aspects of sales, and life too. Here are six Taoist sales lessons that make common sense.
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
If It Fits They'll Buy It #490
Stop me if you've heard this one. One day a lady was walking down the street and she noticed a dress in the shop window. Instantly she thought that it might be the perfect dress for the wedding she was attending that weekend. She immediately walked into a boutique and asked the sales lady “May I try on that cute dress in the window?” The sales lady replied; “Absolutely ma'am, but wouldn’t you be more comfortable in a dressing room?”
This is master selling! The sales lady understood that what the buyer said, was not exactly what she wanted. Great sellers can read between the lines. But as in most sales, buyers often want to try a new product before buying. We see this all the time with freemium apps and 30-day money-back guarantee trials. This requires patience to give buyers the chance to "try it on" and that's the topic for today.
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
Lead Gen Innovation Pearl Diver with Nick Lissette #489
Today on Sales Babble we meet Nick Lissette the founder and Chief Executive Officer of Blackpearl Group. Black Pearl is the company that created our sponsor, Pearl Diver. Pearl Diver is the tool that allows you to see who's visiting your website, even if they never signup or connect with you. Nick has over a decade of experience working with cloud-based services. He started with anti-spam software and now leverages his expertise to use big data technology to help sales organizations discover hot leads. Today Nick and I talk about startups, technology, sales, and most importantly, lead generation.
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
Less is More When Selling #488
Picture a stage where the actor is a sales professional and their words flow like a never-ending river of verbosity and theatrics! The seller wants but one thing - to present the product in its most complete and benefits-rich manner. In the next act the seller, stands tall, basking in the spotlight. going on and on and on. Meanwhile, the buyer in the 12th seat of the 5th-row fidgets and readies to bolt for the door. This is not fiction but is often a consequence of the seller's enthusiasm for the pomp, pageant, and theatre of the sale. In this episode, we are reminded of the art of brevity. Today we speak not to impress but to inspire. For this grand spectacle of selling, it's the value that steals the show, and the buyer who becomes the true star. Less is more.
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
Cold Calling Part Deux #487
Today Pat's taking a mulligan. After listening to last week's episode I believe I missed the mark. In many regards, cold calling looks like a pushy activity and as such seems unTaoist, if that's a word. How can that be? Last week I didn't do a good enough job explaining. In this episode, I riff on the topic and explain how you can embrace wu-wei to simplify your cold-calling activities. Multiple quotes from the Tao Te Ching are shared.
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
How To Dispel The Fear of Cold Calling #486
Life is filled with hard things to overcome. Like for me it's pizza, has there ever been a more perfect food invented? Yet to stay fit and trim as best as a portly old man can do, there are limits to how much pizza I should consume. What's another hard thing in life? Cold. When I first started making cold calls I was literally knocking on peoples doors. It was brutal. But this is the thing, it was the only way to speak to some people. And get this, some of them wanted to learn more about what I was promoting. This may sound un-Taoist-like. But it's not. With the right mindset, it can actually be a flow experience. and unforced. How? That's the topic for today, cold calling.
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
To Know a Lead is to Find a Lead #485
Have you ever noticed how you keep dialing those same leads, over and over again, but it's like talking to a brick wall? It's like you're living in 'Lead Groundhog Day.' Well, my friends, that's what I call being 'lead poor.' But fear not! It's time to rev up your prospecting game and unveil a treasure trove of bonafide, highly qualified leads. In this week's exciting episode, we dive deep into these perplexing situations, explore ingenious fixes, and uncover the secrets to finding those elusive, top-notch leads.
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
What is the Science of Scaling Podcast with Mark Roberge #484
In today's episode, we’re doing something a bit different and featuring an episode from another podcast. It’s called The Science of Scaling, hosted by Mark Roberge. He’s the bestselling author of The Sales Acceleration Formula. He’s also a Senior Lecturer at Harvard Business School and the Founding CRO of HubSpot.
Subscribe to the podcast here https://link.chtbl.com/tsos?sid=podcast.salesbabble
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
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.
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
Wisdom Comes From Failed Deals, Are You Sure?
In our culture winners are heroes. Our movies, especially American movies, prefer underdogs who find success with persistence and grit. Yet these overnight sensations rarely happen overnight, Instead, it takes years filled with mistake after mistake after mistake. Sales wisdom comes from failed deals. In this episode, we babble about the challenges in business and how inevitably we will screw up. But if you keep at it, you will learn what not to do, and more importantly, what to do to find success.
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
Why Weakness Trumps Strength When Selling #481
Have you ever noticed that sometimes selling is like playing a never-ending game of hide-and-seek, except the prospects are world champions in hiding what they really and truly desire? Just when you quote them a solution, the rug gets pulled out from under you and you have to restart! What a pain, right? With that said it’s easy to forget the golden rule; he who has the gold, rules. But lest we forget since the buyers are the ones with the money, it matters more to them to get the decision right. Forcing them to make a decision with a showing of strength and command is a misguided closing approach. More often than not, showing weakness vs strength is the ticket to success.
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 discussed 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
How to Get a Handle on Objection Handling #480
If you’ve had any experience in sales you know that sometimes closing a deal is harder than walking a dog through a forest of squirrels. Around every turn, they’re tugging the leash, wrapping it around your legs, wrenching your wrists, and once in a while, slipping out of the collars and it’s off to the races. What’s a seller to do? It can be frustrating working with a prospect that won’t buy nor will they say they won’t buy. They just can’t make up their mind. Do you want it or don’t you want it? It’s all so confusing, right? How to get a handle on objection handling. That’s the topic for today.
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
How To Allow a Buying Decision Without Forcing #479
The buyer values tradition.
Fearful of flash in the pans,
They prefer the serious,
the powerful,
And the so called safe.
Yet the market is a series of spontaneous changes.
To resist only creates sorrow.
It’s the wise decision maker who knows they don’t know.
The Master Seller speaks of the risk of avoiding risk
And how when the spring comes
The grass grows itself.
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 make a good decision for their business and yours. See https://salesbabble.com
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 important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
How to Lose a Sale Before You Start #478
The Chinese word for the Tao translates to Path. The way of that path is one of harmony. Pushing a prospect who has no interest is like pushing a rope. It can’t be done. It’s wiser to work with prospects who need your services. This starts by discussing the end goal at the beginning.. Any effort to talk them into something else is a waste of time.
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
What is The Tao of Sales Babble? #477
If you've been listening to this podcast for a while you've probably had a vague question about Taoism. It probably doesn't keep you up at night but you know Pat's been talking about it for nearly two years. Given the Chinese music and Chinese names you probably know it's from China. And you probably know it was written by an old guy name Lao Tzu. But anything beyond that, you haven't a clue. Given your interest in the Tao of Sales Babble, it only makes sense that take a moment and teach you just a little bit about the source material. What is Taoism? That's the topic for today.
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
Chasing Money Chases Away Sales #476
What do they say, money isn’t everything but everything needs money? And then there’s the converse. Author Margaret Bonnano said,
“Being rich is having money; being wealthy is having time.”
These are two extremes. One is the yin, one is the yang. Yet the Tao teaches us to travel to the center and search for equilibrium. Sometimes, myself included, I’ve let my hunger for a commission screw up my thinking and screwed up a deal. Sometimes chasing money, chases away sales. So it begs the question, where is that perfect balance between being totally money driven vs pure altruism? Chasing money, that’s the topic for today.
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
How To Make Quota Without Hurry #475
We live in an impatient world. Everybody wants everything done in a New York minute. It’s gotten to be that every desire is considered a ticking time bomb that must be disarmed right now. But this is the thing, our desires are not that important. What blows up in our face is the disappointment that we didn’t get what we wanted. Lao Tzu said that "Nature does not hurry, yet everything is accomplished." . So how can we make quota if we don’t hurry? That’s the topic for today.
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
Why Competition is Not Your Enemy #474
One big issue I have with the selling profession is the pervasive view that competition is a zero-sum game where there are only winners and losers. These people believe that for them to succeed, someone else must fail which leads to a fear of being on the losing side. This kind of fear can be detrimental to success. It undercuts confidence and creates unrealistic expectations.
Losing is a losing proposition and viewing your competition as the enemy is a slippery slope towards failure. Today we investigate how your greatest competitor is not your competitor, it’s something else.
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
How To Know When a Buying Sign is Not a Buying Sign #473
I don't know about you but more than once I’ve lied to myself that I was going to close a deal. I would invent a story that the prospect was showing buying signs like asking good questions, explaining how they could use it in their situation, and sharing they want to make a decision quickly. But when all is said and done, they never committed, never bought and I never really I had a chance because I was fooling myself. In fact I purposely avoided questions that could have shed light on their hesitancy. But like I said I was a fool. Now The Tao talks about the risk of overvaluing and delves deep into the pitfalls of attachment and the troubles that come when things don't work out. These days I'm all about being honest Which brings us to today's topic: When is a buying sign not a buying sign?
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
Is AI Ready for Sales and Marketing? With Brian Basilico #472
Today we take a break from the Tao Te Ching to revisit artificial intelligence. We ask the question is AI ready for sales and marketing. Our guest for this episode is Brian Basilico. Brian is an award-winning author of the best selling book “It’s Not About You, It’s About Bacon! Relationship Marketing In A Social Media World!” and his latest book, "Toilet Paper Math!”.
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
The Power of Silence in a Discovery Call #471
Do you know why libraries are always so quiet? It’s because they have a lot of SHHHHelf-awareness. Can the same be said for you? Today we talk about the power of silence. Pause for a second. Another second.
Did that quiet make you uncomfortable? Did you wonder “is this episode broke? Did Pat screw up? He is pretty fallible. He does make a lot of mistakes.” Is that what you are thinking?
Lao Tze said silence is the source of great strength and the greatest sound is the sound of silence. Today we embrace that paradox, and we speak about silence.
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
The Babble That Can Be Said is Not the Tao of Sales Babble #470
Does this Tao of Sales Babble seem too preachy? Gushing and dogmatic about listening and patience and being a good friend to perfect strangers? If you’re a bit skeptical about all this wu wei, good for you. You should be! What we’re talking about here is not prescriptive. There isn’t a script that says if this happens go right and if that happens go left. There’s more nuance than words can say. The Tao of Sales Babble is more than that, and that’s the topic for today.
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
Looking For Deals In All The Wrong Places #469
Are you looking for love in all the wrong places? Looking for deals in too many faces? As markets come and go, it’s easy to get an achy breaky heart. But sometimes, through no fault of our own, what used to work, stops working. If there’s one thing the Tao Te Ching has repeatedly told us is that nothing lasts and the world is in constant change. So , if we continue to do, what we’ve always done, and expect to get different results, that's insanity according Einstein. Which is why it would be wise for us to take the sweet Urban Cowboy lyrics of Johnny Lee to heart and mix things up. Sure you may get a bluebird every now and then but maybe it would make more sense to sniff out opportunities in new markets like a bird dog flushes out pheasants. Looking for deals, that’s the topic for today.
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
The Peril of Over Confidence When Selling #468
Have you ever let your ego get ahead of your success? Like that day you boasted you can eat anything. You agreed to accept the "habanero pepper challenge" but quickly found they were too hot to handle, burning your mouth and throat and then spent the next hour drinking buckets of water to soothe the pain? We've all been there right? Oh you've never done that? Well I have and I’ve let this kind of overconfidence selling screw up business too. How do you avoid arrogance when selling? That's the topic for today.
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
The Way of AI and ChatGPT in Sales #467
Today instead of noodling on what the old master Lao Tze says about the Tao of Sales Babble we’re going to babble about a huge breakthrough this winter, Artificial Intelligence or AI. Why? Let me make a bold statement: Not since crypto has there been a disruptive innovation at this level. In this episode we zero in on how to use AI and ChatGPT in sales.
Your Obedient ChatGPT AI Virtual Assistant It’s been all over the news and you may have heard all about this AI stuff. Yet I’m surprised that I keep meeting people who haven’t a clue about this breakthrough. This winter I’ve been playing with these systems so I thought I would share a bit about what I’ve learned and how I’ve been applying it to sales.
ChatGPT is an AI chatbot system, similar to those little boxes on the far right bottom on websites that ask you questions but never gives you good answers.
OpenAI the company that made ChatGPT released it to show off and test what a very large, powerful AI system can accomplish. You can ask it countless questions and often will get an answer that’s useful.
So how does it work? ChatGPT is a state-of-the-art natural language processing (NLP) model developed by OpenAI that can generate human-like responses to text-based inputs. NLP is a field of AI that focuses on teaching computers to understand human language and respond appropriately. It uses predictive analytics just like a fortune teller, but for data. It looks at historical data and tries to predict what’s going to happen in the future.
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
How to Dispel Anger with Difficult Prospects #466
Have you ever wanted to throttle a prospect despite the fact you know it would kill the deal? And then luckily you found some composure and decided to hide from them rather than to become one of them? That’s not a solution. The entire science of selling is based around finding an agreement on an exchange of value. Pissing off your prospects is the surest path to pissing away your career! So what’s a seller to do when dealing with a difficult client? That’s the topic for today.
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
Why Action Speaks Louder than Words #465
There's a lot of sales babble out there that it takes a big personality and fast talking to be good at sales. There’s also a lot of people who think sales is a yucky business and avoid dealing with sales people as best they can. I get why people feel that way. Consider all the myths in movies like the Wolf On Wall Street.. But in real life, it’s just not true. Buyers like to buy but they hate to be sold. These days, great sellers show what they have and their actions speak louder than words. That’s the topic for today.
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
Supple Selling for Sales Success #464
Today we investigate flexible selling. For example, we don’t let little kids drink out of glass. Why? Because if they drop it, it will shatter in a million pieces. But what happens when a child drops a plastic sippy cup? It bounces! They're soft and supple and last forever. In fact your child will outgrow it before it wears out. But what’s this got to do with sales? What can a flexible supple accident forgiving sippy cup teach us? That’s the topic for today.
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
How To Do First Things First When Selling #463
Have you ever been in a situation where a small mistake in the beginning messed up a deal at the end? This happens when you get impatient and try to skip steps and push a little too hard. I just learned this the other day that impatience is really entitlement. It’s thinking “how dare that prospect not sign on the dotted line “. So it begs the question, what makes you so important? Who are you to make decisions for your prospects? Isn’t it their money they’re spending? Isn’t their problem they want to solve? Look I get it. I know these mistakes because I’ve made them myself and sadly it never goes well. What’s difficult is not overdoing it and finding that balance. That’s the topic for today
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
Master Selling is NOT a Numbers Game #462
Have you heard the idea that the more no’s you get the more yeses you will hear? This notion is based on the idea that sales is a numbers game. It teaches that the path to success is getting comfortable with constant rejection and hitting on everybody you meet hoping you’ll bump into a qualified lead. So it begs the question. When it comes to sales, is this the best strategy for lead generation a numbers game? Maybe sometimes?
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
How to Take the Good with the Bad When Selling #461
Have you ever tried to bend a deal to your will only to have it break? This is something humans do all the time, thinking that we can will nature to do our bidding. This is not the case. Savvy sellers know that winter follows fall, fall follows summer and summer follows spring. Like farmers, they understand their sale cycles like phases of the moon. How do we adopt this point of view as sellers? 9That’s the topic for today.
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
Selling With No Assumptions #460
Have you ever tried to sell a prospect something they really don’t want? Did you do it because it’s the only thing you have that’s remotely close to what the buyer needs? This is a terrible position to be in, right?
Lao Tzu teaches that the Master has no mind of their own, only the mind of the people. We do this by not assuming and adopting a helpful attitude. How do we sell with no assumptions? That’s the topic for today.
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
How to Unstuck Stuck Deals #459
Ever have a deal that won't move forward and you’re not sure what to do? You don’t want to call it a lost deal. It's not exactly dead but it’s frustrating, right? You're working with an advocate in the organization and they're onboard. But that's not true for everyone in the organization. You don’t have to be Lao Tzu to know that failing to adapt has profound consequences. So what’s a seller to do to unstuck stuck deals? That’s the topic for today.
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
2023 Sales Planning and Goals Show #458
Welcome to the Sales Babble annual Sales Planning and Goals Show. I'm a strong proponent for yearly goal setting. Some laugh at New Year's resolutions. They think they are silly or something that you should do at other times of the year and I agree it's an ongoing process. But January 1st is a good chance to take a moment, give pause and to reflect on what really matters to you. Life is brief and it's important to not squander a day. To live the next year with intent and being mindful of your aspirations is noble cause. 2023 sales planning is our topic for today.
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
Top 10 Sales and Marketing Tips for 2023 with Neil Kristianson
In this episode returning guest Neil Kristianson joins for our 8th or 9th (we're not sure) babbling conversation on the top 10 sales and marketing tips for the upcoming new year.
Pat Talked About These Sales and Marketing Tips * + - branding IS differentiation + - the most persuasive sellers are the buyers + - AI is a car wreck, I can't look away EXAMPLES: - https://beta.character.ai/ - https://chat.openai.com/ - https://studio.momento.fm/ + - Leadership demands followership + - the secret sauce is community
Neil Talked About These Sales and Marketing Tips * + The mountains of information that assault us everyday - fractionalization of attention + The power of a killer offer - simple, save time + The death of Digital marketing - everything old is new again + The power of a goal + Most small biz don’t value their worth
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
Why Value is Key for All Decisions #456
The market doesn’t take sides It prefers neither you nor your competition. The buyer doesn’t takes sides They regard all vendors as a commodities
The space between the market and sellers Is an open doorway Empty, yet Sellers can enter Opening and closing it produces opportunities.
Assuming hastens failure Check your ego Awake to the value you provide
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
How to Overcome The Gatekeeper #455
When B2B selling you’re often calling on large organizations that, make it hard to connect with an executive, or figure out who’s the right person to talk to. Sometimes these companies have administrative assistants tasked as gatekeepers who do everything in their power to stop sales people from talking to their boss. What’s a seller to do? Taoism teaches that the harder one tries, the more resistance one creates for oneself, and the harder things become. This is quite a conundrum so what can we do to soften the hardest of gatekeepers? That’s the topic for today.
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
How a Great Presentation is Like a Fine Meal #454
The Tao Te Ching says that in order to be light on your feet you need a steady mind. That’s what it takes to entertain guests during this holiday season. Right? A lot can go wrong, but it can be dealt with when you expect problems. The same is true during a sales call. Adept sellers are proficient at juggling a number of balls at once. Each presentation is a full course meal. You don’t want to serve up too much of any one dish during the meal. It takes balance and patience. That’s the topic for today, how a great presentation is like a fine meal.
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
Lessons To Be Learned From Lost Deals #453
Every conversation, every relationship, every prospect, client and customer is your tutor. Everyone has something to teach you: how to be a better sales professional or at the very least what not to do. In chapter 48 the Tao Te Ching it says
"In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.”
This applies to selling too. Life and selling is in continual change. Be awake to it.
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
Why No Two Buyers Are Alike #452
Ever get in a situation where you think you have a handle on selling and then you meet a prospect who’s 180 degrees out of sync with that strategy? Confusing right? In today’s episode we delve into the reality that no two buyers are alike. Lao Tze wrote often about actionless-action of wu wei or what we commonly call being in the zone. In this state, there is no past and no future, there is only the present. In the present we accept buyers for who they are, making no assumptions and allowing them to buy, the way they want to buy. That’s the topic for today.
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
How To Get Lucky in Sales #451
How's your luck been lately? Have the winds of fate been in your favor? Or is it the case that the only luck you have is bad luck? Well our Western culture poo poohs the notion of luck because luck has an element of randomness to it and Westerners don't like that. They love to be in control. The self-improvement industry beats the drum that hardwork is the sure path to success. If you haven't reached it by doing X amount of work, it advises that you need to 10X it. You need to go all in. In a way the Tao agrees. Lao Tzu speaks of the power of water and although it's soft but over time it can cut through the hardest of rock. That's what happened to the Grand Canyon. But the Tao also speaks of the cyclic nature of life, the ongoing passing of the seasons. You won't find success in the snow shoveling business in July. It's not bad luck, it's just not your time. There is something to this paradox of hard work vs opportunity. Let's examine it. Luck, that's the topic for today.
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
How to Find Success with Deliberate Selling #450
With Deliberate and measured growth
The sapling reaches great heights.
Knowing it’s not an absence of action,
The Master Seller sees Patience as power,
They wait for the right time to act.
With steady follow-up
they advance the sale,
Guiding the close with a steady hand.
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
How to Keep your Sales Focus #449
Are you distracted, bored and unfocused? Maybe you’re not seeing how your sales job fits in with your greater purpose? Maybe it’s starting to feel like it’s all a waste of time. This happens and you’re not alone. We all have these thoughts. So begs the question: how can I set this distraction aside and focus on work? But is that really the question? Maybe we should be focusing on something else? That’s the topic we focus on today, Focus.
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
Why Discipline is the Bridge to Sales Success #448
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.
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
How To Grow Your Sales Confidence #447
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.
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
Empathy is the Key to Sales #446
Sometimes it’s dangerous to have a hunter mentality where you think of prospects as game and you the hunter. This kind of competitiveness may get in the way of empathy. Once upon a time, a sales guy may have gotten away with bullying a prospect into buying. But those days are gone, the internet destroyed that. Customers have choices. There is more competition and what buyers truly desire, is to have someone take away their problems. When prospects get a sense that you care, they will trust that you may have the solution. Maybe not all of life's troubles. But maybe a few of them. Empathy is the Key to sales. That’s our topic for today.
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
Empathy is the Key to Sales #446
Sometimes it’s dangerous to have a hunter mentality where you think of prospects as game and you the hunter. This kind of competitiveness may get in the way of empathy. Once upon a time, a sales guy may have gotten away with bullying a prospect into buying. But those days are gone, the internet destroyed that. Customers have choices. There is more competition and what buyers truly desire, is to have someone take away their problems. When prospects get a sense that you care, they will trust that you may have the solution. Maybe not all of life's troubles. But maybe a few of them. Empathy is the Key to sales. That’s our topic for today.
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
How to Use Humor to Win at Sales #445
Yesterday I cut my finger chopping cheese, but I think that I may have greater problems. That's a pun, a play on words. When it comes to selling, a little bit of humor can go a long way building rapport with your prospects. But humor is touchy. If you say the wrong thing, it’s like stepping on the third rail. It can kill a deal. This is the topic for today. How to use jokes to win a deal.
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
Sales Assumptions That are Just Plain Wrong #444
I’m assuming you’ve decided to listen to this episode to grow your sales skills. I’m also assuming it’s based on my babbling and some musings I have on an ancient Chinese philosopher. But I shouldn’t make that assumption. We should never over assume because we’re often wrong! Let’s explore this idea today on the folly of making sales assumptions.
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
How To Learn the Buyers Secret Language #443
Each industry has a secret language. There is a vernacular, nomenclature and acronyms everyone in the industry uses. To be a successful seller, you need to know that language too. How to learn the language of the buyer, that’s the topic for today.
Where to Look for Leads #442
Great Source of all Leads
Stay awake to the news
Keep up on social
Seek referrals from clients
Attend networks coffee and tea
At the conference greet old friends
At the social, introductions
Referrals from client
Resource library and network events
Leads are to be found all around
Knowing there are no prospects
without leads
Listen
Look
All is a well that never goes dry
Infinite the opportunity
They are there for the seeking.
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
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.
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
The Not So Obvious Sales Mistake You Should Avoid
Seeing Beyond The Obvious
To understand
We label buyers by what we see
But the labels have limits
Only describing the obvious
Ignoring the subtle.
When you see beyond the label
You can sense the true nature of the buyer,
And better share the benefits of your solution.
Look beyond the obvious
Wake up to the true nature of the buyer
Speak to it.
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
The Not So Obvious Sales Mistake You Should Avoid
Seeing Beyond The Obvious
To understand
We label buyers by what we see
But the labels have limits
Only describing the obvious
Ignoring the subtle.
When you see beyond the label
You can sense the true nature of the buyer,
And better share the benefits of your solution.
Look beyond the obvious
Wake up to the true nature of the buyer
Speak to it.
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
How To Close a Deal #439
What's the most difficult part of a sale? Through the years I've had numerous listeners tell me it's “Closing.” People think that closing is hard and getting a prospect to put their name on a signed contract is a monumental task. Plus, people say it takes an assertive winner takes all attitude. That's not how it works with a Taoist perspective. I must confess, there is a certain truth to the idea of ABC Always Be Closing. If you start the selling process out right with the intention of helping your prospects, and you advance the sale by patiently answering every question the buyer asks, customers will close themselves. This is wu-wei in action. That's the topic for today.
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
Origin of the Tao of Sales Babble #438
If you're new to this podcast, each week we take a concept in selling and look at it from a Taoist point of view with a poem, a vignette, and then a quote with advice on how you can apply this wisdom to your business. Sounds like crazy talk, right? Today I’d like to take a time out and to share the origins of Sales Babble, the Tao Te Ching of sales and what I’m trying to do here on the podcast and why I’m solely focused a Taoist approach to selling and how the heck we all ended up in the place!
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
What Bartenders and Therapists Can Teach Sales People #437
The Master Seller listens first
to understand
Before being understood.
By asking,
They receive
Creating opportunities.
Both bartender and psychologist
The Master Seller listens.
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.n
The Perfect Sales Apology #436
Have you ever wronged someone but struggled to say your sorry in a way that prompted forgiveness from the person you wronged? Have you had that happen to you in business? Without doubt I’m certain you have! Because we all make mistakes. We all do things that benefit us more than others. This is the human experience. But far too often our egos get in the way and we refuse to admit we’re wrong. Or if we do, we layer on excuses to make us feel better but it does nothing to further forgiveness. What can we do, to make wrongs right? This is the topic for today, the perfect apology.
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
How To Know When it's Time to Quit #435
When it comes to selling one of the biggest problems sellers face is following up. Too often sellers don’t call, email or message prospects enough times to catch their attention. But how do you know when too much follow up, is too much. Especially in the case of a deal you really really want. But no matter what you do, you can’t bring the deal home. That’s the topic for today, how to know when it’s time to quit.
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
How to Spin Storytelling Selling #434
Would you like to hear a story? It’s a tale with heroes and villains and adventures and drama and it’s all tied into capturing the interest of prospects in a way that they lean into your fable. This episode is about storytelling selling and ways that a good tale can turn prospects into heroes and in time, loyal buyers.
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
Three Steps to Quickly Build Credibility #433
Have you ever been in a conversation where people are casually trashing the sales profession and people forget that that’s what you do for a living! Exasperating right? Given the tarnished reputation of sellers by our culture, this creates a special challenge when working with prospects and break through their skepticism and build trust. How do we do that? How can we show that our products and services look like credible solutions to real life problems? That’s the topic for today.
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
How To Make an Elevator Pitch #432
In a building with 2-9 floors, an elevator should take between 10 & 20 seconds to clear the entire distance at full speed. In a building with 10-29 floors, it should take between 12 & 20 seconds to clear the entire distance at full speed unless, you live in New York City where the average elevator ride is 118 seconds.This creates a challenge for the seller who is tasked with delivering a pitch to a prospective buyer, held hostage, ever so briefly, in that elevator!. What can you do to get the prospects to pause and agree to learn more in 118 seconds? That’s our topic for today.
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
How To Sell When Nobody Knows You #431
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.
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
How to Beat The Competition
Does it chill you when you talk to a prospect and they mention they have your competitor? Does it seem like the competition is better than you? They’re faster, cheaper, has higher quality and there is nothing you can do to overcome them? Or maybe you can’t wrap your head around why your prospects even consider the competition. You know their products are crap and you’ve got superior solutions and each time you hang up the phone you mumble, what fools! If this rings familiar, the Tao has advice you just might find valuable and give you, a competitive advantage.
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
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.
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
What To Do When Your Deal Goes Sideway #428
Ever been in a situation where just as you thought the deal was won, it all fell apart like a house of cards? It’s painful, I know. Especially given the fact that you may have invested a mass of time and energy and now it appears it’s all to no avail. Frustrating right? What are you to do when your deals go sideways? That’s the chapter for today.
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
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. They learn one thing, then another and then another and soon they’re trying to do too many things at once when working a deal. This is a vexing situation and we address head on.
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
How To Look Good Selling by Not Looking Good #426
In this episode we investigate the struggle of being successful at sales while at the same time we let our ego get in the way. Too often we have concerns of being embarrassed, saying something stupid and being called out as a pushy seller. When we’re more concerned about how to look good selling, we stop focusing on helping customers. Today we share advice on how to address the challenges of fear and success and instead focus on how the best thing we can do to look after ourselves, is to look after others.
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
When Selling with a Wingman Your Never Alone with Shruti Kapoor #425
Shruti Kapoor is the CEO & Co-Founder of Wingman, an actionable conversation intelligence platform that unlocks insights from every sales interaction. As the co-founder of Wingman, Shruti was also their first salesperson who sold their first million dollars in revenue, single handedly. Despite being an outsider to the SaaS ecosystem and to the US, Shruti has successfully scaled the business, and was selected to the prestigious Y Combinator program, raised funding and staffing a team. In this episode Shruti and Pat discuss the challenges sellers face and what technology can do to raise their productivity and success when selling.
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
How Prospects are Friends You·ve Not Met Yet
Are you reluctant to pick up the phone? This is not uncommon. We’re taught to fear strangers as kids and as adults we’re afraid to call and bug people. But that’s not the case when you think of family. You don’t think twice of calling your parents, or siblings. But how can you mentally treat strangers like family? That’s the topic for today.
How to Connect with Pat Helmers at Sales Babble See https://salesbabble.com
Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
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
How to Get Buyers to Sell Themselves #423 One great struggle sellers often face is knowing when and how to close a deal. They have no problem demonstrating the product or describing the service. But when it comes to asking for the sale, it’s a challenge to do so elegantly and not sound pushy. That’s the topic for today and here’s a hint: it’s to get buyers to sell themselves!
How to Connect with Pat Helmers at Sales Babble See https://salesbabble.com
Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
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
Why the Best Way To Sell Is To Be You #422
In this weeks Tao Te Ching chapter, we cast off the scripts and take a chance and dive into the deep of selling by being our authentic selves. Cast away the silly myths about sales being aggressive and assertive and it’s all about swagger and being rich. Buyers can sniff out that attitude a mile away. Just be yourself. Keep it simple. Go all in trying to help your customer.
See https://salesbabble.com
Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
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
How To Find the Right Time to Pitch #421
If you’re new to the show, this episode and the vast majority of the episodes are based on the Tao Te Ching, an ancient Chinese philosophy, founded on the notion of non-doing. By non-doing I mean letting life happen of its own accord. Not pushing, no pulling, allowing events to take their own course and accepting the pace whatever it may be. Which is the topic of this episode, on how to find the right time to pitch. Here’s the secret: it's not your schedule, but the schedule of the buyer.
How to Connect with Pat Helmers at Sales Babble https://SalesBabble.com shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
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.
This is a production of Habanero Media https://habaneromedia.net
How To Not Oversell #420
Today’s episode is an act of faith. By faith I mean trusting in what you know is true and sharing it as honestly as possible. Too often sellers persuade by adorning their pitch when they would be better off, sharing a straight forward value proposition. Great products and services sell themselves. Learn how to not oversell. That’s the topic for today.
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
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.
https://salesbabble.com
This is a production of Habanero Media
https://habaneromedia.net
When Selling Treat Buyers Like Family
Today we talk about having a point of view that we are all one family, buyers and sellers alike. In this episode we investigate the right way to build rapport, familiarity and how that's the foundation for soliciting trust. When we give strangers the feeling that they already know us, they will be curious in turn and want to learn more about you and who you represent.
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
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.
This is a production of Habanero Media
How To Be Better Unique and Desirable with Thomas Ellis #418
We live in competitive times and more that likely there is another company out there that is looking for and serving customers, just like yours. So it begs the question, what can you do to be better unique and desirable? This week we take a one week break from the Tao Te Ching of Sales and babble with my good friend Thomas Ellis. Thomas is the author of the just published book BUD Better Unique and Desirable, The Sales Process That Gets Results, a sales philosophy that can positively impact your sales and set you up for success.
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
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.
This is a production of Habanero Media
How to Sell by Not Selling #417
After completing an industry business survey one respondent had a troubling answer when asked about business challenges. They said “I have to be a shark instead of an honest businessman” Wow that hurts! So let me ask you , Deep down inside, when you think about sales, is that how you see it? Do you think you need to be a fast talking shark to be a top sales guy or gal? It’s not. In fact, the best way to sell, is to sell by not selling. That's our topic in this week's episode.
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
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.
This is a production of Habanero Media
Owning Up To Mistakes
Do you like being right and hate being wrong or being called out for making a mistake for goofing up? And let me add to that, have you ever had to apologize for your mistake or worse yet your companies mistake? Unfortunately once in a while this situation pops up and it’s extremely uncomfortable for the sales professional. Which is why it’s our topic for today. Advice on what to do when you’ve done wrong.
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
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.
This is a production of Habanero Media
How to Find Qualified Leads
Do you ever find yourself calling the same leads over and over and not making any headway. This is a case of being lead poor and it’s time to up your prospecting and discover some bonified and highly qualified leads. In this weeks episodes we investigate those situations, what you can do to fix it and how to find qualified leads
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
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.
This is a production of Habanero Media
How To Advance the Sale - Tao Te Ching of Sales Babble
Have you ever been on a sales call and after you hang up it seems like the deal is going excruciatingly slow? Like a glacier melt? Well…. you’re not the only one which is why on today’s episode I address why deals don’t move faster by better understanding the sales process, the buying process and the strategy of what it means to advance the sale with the aim to close someday, but not today.
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
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.
This is a production of Habanero Media
How to Control a Sale, By not Controlling it
Are you obsessed with having things your way, are you frustrated when deals seem out of control, and nothing goes the way you planned. If so, today’s chapter of the Tao Te Ching of Sales may provide a bit of relief for your suffering when managing a pipeline feels more like herding cats. Let's babble about how to control a sale, by not controlling it.
How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. 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.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
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.
This is a production of Habanero Media
How To Recognize the Elephant in the Room #412
Have you ever been ghosted by a prospect? Ever wondered why they’ve disappeared and didn’t have the good manners to tell you why? Have you ever considered that maybe it’s not them, but it’s you, that it’s your fault because you failed to address their concerns or, you didn’t give them the impression they could trust you. In this week's episode we talk about the elephant in the room, the big issues that sales people are afraid to bring up with hopes it will just go away, but it won’t!
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:
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- This is the link to the blog; https://taotechingofsales.com/
- This is the Tao Te Ching translated to English
- Sign up for Vidyard free account today by going to vidyard.com/babble.
This is a production of Habanero Media
What's the best way to teach the drama, politics, and egos that challenge B2B sales? How about some fiction? In this episode Wayne Moloney shares a novel approach for teaching B2B sales. He does this by coauthoring an actual novel, titled the Wentworth Prospect.
Wayne can be easily found online:
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- Website - www.waynemoloney.com
- Twitter - @waynemoloney
- Facebook - https://www.facebook.com/Businessgrowthspecialist
- Website https://www.linkedin.com/in/waynemoloney/
You can find the book on B2B selling on Amazon here: The Wentworth Prospect: A novel guide to success in B2B sales
This is a production of Habanero Media
On January 22nd, Thich Nhat Hahn the Vietnamese Zen Buddhist monk and peace activists passed away in Hue Vietnam. He was 95 years old.
Links to Thich Nhat Hanh * + Obituary Tricycle + Obituary New York Times + Books + Plum Village + Plum Village app
This is a production of Habanero Media
Open To Using a Map - How to Learn from the Wisdom of Others #408
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- This is the link to the blog; https://taotechingofsales.com/
- This is the Tao Te Ching translated to English
- Sign up for Vidyard free account today by going to vidyard.com/babble.
This is a production of Habanero Media
Emerging Markets - How to Stay Competitive
The market space is constantly changing and evolving. According to Milton Friedman, “The most important single central fact about a free market is that no exchange takes place unless both parties benefit.”
Sales people live in the same space as their customers. They are the first to know what’s next on the horizon. Integrate the sentiments of your customers, into yourself, and you will know how to advise your company, like a river, always moving, always in flux. To quote the Greek philosopher Herecletis, "the only thing that remains the same is change"
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- This is the link to the blog; https://taotechingofsales.com/
- This is the Tao Te Ching translated to English
- Sign up for Vidyard free account today by going to vidyard.com/babble.
This is a production of Habanero Media
Have you ever studied how to read body language? In this episode we delve into the ability to read the tea leaves of a buyer, and ways to know if they're genuinely interested in buying, or just faking interest. Dive into non-pushy sales based on the teaching of Wu Wei "non-doing". You can learn more here:
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- This is the link to the blog; https://taotechingofsales.com/
- This is the Tao Te Ching translated to English
- Sign up for Vidyard free account today by going to vidyard.com/babble.
This is a production of Habanero Media
To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.
The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality.
If they can help, they will.
If not, they leave it alone.
Having a plan for 2022, can do the same for you. For the last couples years we've taken a moment to talk about goal planning. Each new year, is a blank slate and opportunity for hope. In this episode.
Here is the goal planning form
https://www.salesbabble.com/how-to-find-a-sales-job/
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!
This is a production Habanero Media
Don't Force Sales Decisions - Tao Te Ching of Sales Babble #402
In 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 to 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.
-
- This is the link to the blog; https://taotechingofsales.com/
- This is the Tao Te Ching translated to English
- Sign up for Vidyard free account today by going to vidyard.com/babble.
This is a production of Habanero Media
Goals - Tao Te Ching of Sales Babble #399
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- Shownotes at www.salesbabble.com
- Sign up for Vidyard free account today by going to vidyard.com/babble.
This is a production of Habanero Media
Seeking No - Tao Te Ching of Sales
Some prospects can be served, some not.
When hunting,
Most leads end in No.
While others wither at rejection
The Master Seller smiles with each No.
The more No’s the more Yes’s
Seek the No
To find the Yes
Look here for the show notes
This is a production of Habanero Media
Sales Babble announcement a new beginning
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 about sales.
Nobody has ever approached the subject 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 titles the “Tao Te Ching” by the Chinese author Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”. On going episodes contain a new podcast format for this Sales Babble new beginning.
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
Networking in the 21st Century on LinkedIn with David JP Fisher
How To Find David Fisher Dave is all over the internet ….
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- www.davidjpfisher.com
- Twitter @dfishrockstar
- D Fish on LinkedIn
- This is his new book https://www.amazon.com/Networking-21st-Century-LinkedIn-Network/dp/0984123687
- Past episodes
- https://www.salesbabble.com/zen-and-the-art-of-sales-with-david-fisher-297/
- https://www.salesbabble.com/sales-sherpa-hyperconnected-david-fisher/
- https://www.salesbabble.com/3-steps-start-hyper-connected-selling-david-fisher-129/
This is a production of Habanero Media
Sell Different! with Lee Salz #392
- Get the first chapter for free
- 52 week video class if you buy the book before the launch
- Website: www.SalesArchitects.com
- Twitter: @salesarchitects
- LinkedIn: https://www.linkedin.com/in/leesalz
In this episode Alex Goldfayn returns to babble about his new book: Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales.
How To Find Alex Goldfayn * + This is his book Pick Up the Phone and Sell + Evangelist Marketing Website http://www.evangelistmktg.com - Twitter: @WileyBusiness on Twitter - Facebook: www.FaceBook.com/WileyBusiness + Here is the link to the One Page Sales Planner mentioned in the podcast. http://goldfayn.com/salesbabble
Top 100 Sales Skills with Alex Dripchak #390
Alex Dripchak began his sales career at Oracle, where he was the first person ever to be a sales manager and outside producer by the age of 25. Today, he serves as a senior adviser at Mercer, a global HR consulting leader in talent, health, retirement, and investments. Additionally, he is co-founder of Commence, a careers academy for college students, and the author of “100 Skills of the Successful Sales Professional” (Business Expert Press, June 2021). He lives and works in New York City.
The ABCs of Selling with Diane Helbig #388
Did you know that the more you think about selling, the less you sell? Our guest is author and sales consultant Diane Helbig. Diane shares the A B C's of selling and those ABCs are not what you think. Learn how to succeed in selling, without selling.
This is a production of Habanero Media
How To Engage Decision Makers and Close with Oscar Chavez #387
Are you struggling to get in front of the decision maker? Are you calling and emailing an not getting any traction? Are you talking to a prospect and it's just dawned on you this person doesn't have the authority to buy? Today's guest has the solution to this vexing challenge. Oscar Chavez is a member of the Board management consultant service. Oscar shares the steps for executive engagement, how to manage large strategic deals and avoid getting trapped by non-decision makers.
This is a production of Habanero Media
The 5 R's For Your Pipeline * + - Review Your Pipeline: Use Idea to see if these deals are the real deal * Intention to Buy, do they act like they are going to buy? Or just shoppers? * Decision Make Process: Do you know what it is and how they make buying decisions. * Expectations of You: Are they waiting for information from you? Do you have what they want? * Access: Are they giving you access to their time, information and people? - Reengage Contacts: Reach out to everyone you've been talking to this year and make a decision quick whether or not to keep working them. - Research Targets: Both new prospects AND the industry. What's new? - Refine Scripts: Use the Triple C's * Concerns: What are their fears, hopes and desires? * Crimes: Where are they failing? * Crisis: what's going on in the industry? - Request Referrals: Get past the discomfort and ask clients who you've made a positive difference for help. Have an optimistic mindset. They will help you!
This is a production of Habanero Media.
How to Dig in When Buyers Say No with Collin Mitchell
Have you been wondering if you're using the phone efficiently? At the same time are you using email, video, and social media messaging in conjunction with the phone? When buyers tell you "No" are you digging in with curiosity to find out why so you can better prepared for the next call? Our guest today is Collin Mitchell, sales consultant and host of the Sales Hustle podcast. Collin babbles about what to do when you get a no, how to dig in and find out about the challenges your prospects have with their prospects. Then turn it around into a closed sale.
This is a production of Habanero Media.
Buyer Centered Selling with Tom Williams #384
Who's the got the money? Who's got the pain, the problem or the aching desire to be fulfilled? In short, it's the buyer. Yet in the industry of sales, the focus is always on what the "sellers" should be doing, how the seller should act, how the seller needs to be resilient and tough and tenacious and have a mindset that never gives up. But today's guest, Tom Williams has a different take on this. He believes that we should adopt Buyer Centered Selling and start to focus our energies on how buyers buy versus how sellers sell. He believes we should let the buyers take control of the sale, to follow their lead and mitigate the risk of choosing something new. Our greatest competitor is the status quo. By taking Tom's approach we can find solutions that are a win for both the seller AND the buyer.
This is a production of Habanero Media
How To Sell More in Less Time with Melinda Chen #383
How can sellers stay motivated? How can you sell more in less time and how can you get the attention of decision makers? These are challenges Melinda Chen hears daily in her of Women Making Big Sales group. Melinda is a account manager in the sports industry as well as a run her women's networking group. In this episode Melinda gives advice on time management, how to create a hook that grabs the interest of decision makers, how to stay motivated when deals stall, and how to sell more in less time.
Every sellers needs three things, a Sales System, Time Management and the right Mindset. We discuss them all.
This is a production of Habanero Media
Cold Calling Tactics in a WFH World with Mark Hunter #382
What’s the future of sales look like in a Work From Home (WFH) world? What happens when your prospect is not in the office, not answering their desk phone, rarely on LinkedIn and not responding to email? What's a salesperson to do? In this episode returning guest Mark Hunter shares cold calling tactics in a WFH world. He gives practical advice on cold calling, leaving voicemails and how to follow up with an email. If you feel like your prospecting is in neutral, this is the episode for you.
This is a production of Habanero Media
The Enterprise Sale from A to Z Paul Lesser #381
When you're selling a high ticket item, that requires a number of people to sign off, you know this sales is not going to be a cake walk. We call this the Enterprise sale or the complex sale and there is a specific strategy for ensuring success when you're in this situation. But I'm getting ahead of myself. I've asked Paul Lesser to join the pod today. Paul is a sales guy. Never been a manager, never wrote a book and he's not trying to sell you squat. He's just an incredibly talented sales professional who get fired up and giddy with joy when it comes to the enterprise sale. In this episode Paul walks us through his sales strategy from A to Z.
This is a production of Habanero Media.
How do you know what price to charge? How much is too much and how much is too little? Are you leaving money on the table? Setting prices for your products is one of the most important business decisions you'll make.
In this episode pricing expert and author Cactus Raazi shares what to keep in mind when deciding what to charge. With his simple pricing strategy, you can discern tactics that will award loyal customers and grow your bottom line.
This is a production of Habanero Media.
How to Win Government Deals Fast with Jack Sinney and Steven Brian #379
Did you know that 90% of the government purchases are no more complex than a regular B2B sale? In this episode Jack Sinney and Steve Brian visit form the Govcast to share advice on how to find, meet and close government organization that need what you sell. It's not all RFPs and government red-tape. Learn how to win government deals fast, efficiently and successfully,
How to Sell the C-suite with B2B Podcast Agency Habanero Media by Host Sarah Noel Block #376
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.
This is a production of Habanero Media
Top 10 Sales and Marketing Books for 2021 with Michele Kelley #375
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!
This is a production of Habanero Media
The Selling Staircase Sales Conversation with Nikki Rausch #374
In this episode guest Nikki Rausch helps listeners tackle sales more confidently. Nikki shares her framework, the Selling Staircase, a five step approach to a selling conversation. This systemized and super simple process has been refined so listeners know step by step how to build rapport, create curiosity, qualify a prospect, propose a solution and close the deal. Nikki's advice is practical advice sellers interested in entering every sales conversation with confidence.
This is a production of Habanero Media
How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373
How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373 Competition for new business has never been more intense. Despite lots of traditional sales training, most sales reps have no plan or process to inspect, assess, and get coached by their teams through their “Must Win” sales campaigns. These campaigns are what guest Jeff Goldstein calls Big Deals. When reps fail to qualify prospects, often the big deals fail to close on time and they fail to hit their sales targets. Everyone loses in this situation. With targeted Big Rock reviews, reps can take action before losing those deals.
This is a production of Habanero Media
Power Formula for LinkedIn Success with Wayne Breitbarth #372
This is a production of “Habanero Media” .
How Sellers Are Their Own Business with Dan Jourdon #370
Pat Helmers
Habanero Media Home of the Sales Babble podcast Have you heard that podcasting is the new blogging?
Global Sales When You Don't Speak The Language with Wendy Pease
This is a production of Habanero Media
Our guest is Joe Paranteau a sales director at Microsoft and author of soon to be published Billion Dollar Sales Secrets book. Joe is a leading expert on sales, generating more than $1B in just five years, an uncommon accomplishment.
The Elevator Pitch of Que PASA with Rajiv Nathan #356
Rajiv Nathan, founder of Start-up Hypeman helps technology based SaaS start-ups scale to success. He does this by leveraging Stories that define brand identity and convert buyers into clients. In this episode the startup environment is designed for failure. Nine out of ten ventures fold and never become growing concerns. So how can luck be tipped in their favor? Rajiv believes that story can shift this statistic. He likes to start with the Elevator Pitch.
Go For No with Andrea Waltz #343
In 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.
Production of Habanero Media
1-3-3 Selling Strategy This is the 1-3-3 selling strategy Justin uses for consulting:
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- One Goal
- Three priority streams for leading activities
- Three key activities per stream
Published by HabaneroMedia.net
Stop Selling Start Connecting with Larry Kaufman #338
Stop Selling Start Connecting with Larry Kaufman #338 Larry Kaufman, author of the best-selling book the “NCG Factor, A Formula for Building Life-changing Relationships from College to Retirement” is a connector, giver, and rainmaker and in this episode Larry shares how to connect warmly with strangers, how to get comfortable being uncomfortable, and how to ask everyone you meet “How are you doing how can I help you?”
Production of Habanero Media
Build a Sales Estimating Process That Works with Marcel Petitpas #336
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.
Production of Habanero Media
5 Minute Selling with Alex Goldfayn #335
Alex Goldfayn is the author of the book Selling Boldly: Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales. In this episode we interview Alex on why people avoid the phone, fail to ask for the business, or referrals because of FEAR. We discuss ways to deal with this fear, and then teach them exactly what to do — and how — to make more money for their themselves and their family quickly selling boldy.
Published by Habanero Media
Sharetivity Startup Sales Features with Ankesh Kumar #334
Six weeks ago our guest Ankesh Kumar visited Sales Babble to share his new startup Sharetivity. This tool is designed to help sellers personalize their outreach when prospecting on LinkedIn. Ankesh happily sponsored Sales Babble in order to get beta testers to try the tool and get real user insights. The feedback loop worked and he's now able to iterate on the tool and create new sets of features and functionality. In this episode he explains these features and how they increase the likelihood of converting a LinkedIn lead into a real qualified prospect. Make sure and listen to the end for links to the free chrome extension.
Produced by Habanero Media
Cold Calling is Not Dead with Tony Morris #333
According to guest Tony Morris, cold calling is not dead. Othen times, the quickest and fastest way to connect with a prospect is to pick up the phone. In this episode, Tony shares how to prepare for a cold call. Secondly he explains how to make a pitch that adds value. He also shares scripts. stories and examples of voice mails that have a 1 in 3 chance of getting returned.
Produced by Habanero Media
Super Simple Follow Up with Contact Mapping and Tom Chenault #332
Tom Chenault, the inspiration behind Contact Mapping. Contact Mapping is a simple process for documenting everyone you meet. Each note contains details about the meeting and an automatic follow process to keep people top of mind. Despite the evolution of CRMs, many sellers struggle to take notes. People love to be remembered and that’s the trick to building relationships. What is it the researchers say? The average seller follows up twice when the data shows you need to follow up at least 9 times? Tom says let’s get organized and contact map your network.
Published by the Habanero Media Podcast Agency
Sales Enablement in the 21st Century with Andy Paul #331
In this episode we meet Andy Paul, host of the Sales Enablement podcast, formerly known as the Accelerate, and recently acquired by RingDNA. Andy has had over 760 guests on the podcast since it's start. This week Andy and I talk about sales enablement and the selling and marketing lessons he's learned from his guests. Despite what you hear, sales people will always be necessary. Buyers desire real people to consult with during a sale.
Published by the Habanero Media Podcast Agency
Technology Sales for Non-Sellers with Sanjit Singh #230
Sanjit Singh believes 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.
Produced by Habanero Media
How To Grow a Law Firm Business with James Voigt #329
In this episode Jim Voigt shares his experience growing a law practice, business development lessons learned, and tips for success. Jim is on a mission to help new attorneys grow their law firm. He is writing a new book that focuses on growing new clients with relationship selling. These are skills you don't learn in law school . But they are skills solo attorneys need to grow a law practice.
Three Step Business Development Process
- Pipeline - bring people to you
- Closing - convert people into clients
- Maintain client relationship for more work and referrals.
The personality you have right now is perfect for some clients. You don't need to change who you are. Find clients that appreciate you for being you. Have a narrow focus, just don't advertise that focus. Network groups and client referrals are two ways Jim fills his pipeline. Be authentic and people will be naturally attracted to you and do business.
Produced by Habanero Media
Do and Don't of Social Media Marketing with Joe Sanders #328
Today we meet Joe Sanders of Relevant Elephant. In the interview Joe shares common mistakes businesses make when attempting social media. Then he shares a 5 step strategy for promoting your brand and closing the prospects. Great stuff and dare I say, quite relevant.
Habanero media helps 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.
This is a production of Habanero Media.
The Power of Questions with Sales Consultant Nancy Kazdan #327 Could you answer this question? It's about questions. In this episode Nancy Kazdan returns to discuss purposeful questions and ways they can differentiate you from the competition. Nancy is a sales consultant and believes in the power of questions. Do not guess! Find out the challenges buyers face with good solid open ended questions.
This is a production of Habanero Media.
How Personalized Prospecting Generates More Leads with Ankesh Kumar #324 Ankesh Kumar is a serial entrepreneur who has taken 2 companies from zero to $20m, raised over $50 million in venture funding and sold patents to Google. He was born in India, raised in London and now lives in Palo Alto with his wife and 2 daughters. In this episode Ankesh shares ways personalized prospecting can be used to generate highly qualified leads. Today set appointments using the Sharetivity tool, a product of Ankesh's new software startup company.
One click personalization Sharetivity.
Production of Habanero Media
What is Selling Mindfulness with Peter Bond In this episode guest Peter Bond discusses selling mindfulness and things sellers can do to build a mindful practice into their professional live. Peter is a business mindfulness coach.
Why Selling Mindfulness It's tough in sales. There are significant pressures and stress to address. These challenges can debilitate selling productivity and success. Selling mindfulness can help four ways?
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- Reduce stress
- Create confidence
- Boost productivity
- Help listen
Brain scans show improvement in research mindfulness studies compared to stress reduction classes. A five minute guided meditation can provide a big productivity boost. So why does it work?
Notice when you focus on one thing, another thought pops in your head. Learn to focus back on your breath, brings you back to the presence. Why? The best gift you can give someone, is being present and giving your full attention. Journaling brings awareness. Awareness is the first step. In conversations focus on eye contact, really hear what they are saying. Building confidence is key. Know this, confidence is not a fixed trait but can be built.
Take Action Advice for Selling Mindfulness We asked Peter what we can do to promote selling mindfulness
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- Start a mindfulness practice.
- 3 minutes per day, 3 times per day
- Use an app: Calm, Headspace, Insight Meditation timer
- When you're mind is wandering, bring your attention back
- Keep in mind, focusing on your breath is not a waste of time.!
Produced by Habanero Media
Defending Sales Development Reps with Nikki Ivey #322
Hello Sales Babblers this is Pat Helmers hoping you had a great Memorial Day weekend. I'm still on vacation so I'm going to makes this brief. Our guest is Nikki Ivey, and she's a member of SDR Defenders an advocate for sales development reps. Today she shares strategies and tactics for business development, old habits we need to stop and new areas where we should focus our energy. In this episode it's all about respecting prospecting and the people that do it.
How to Convert Leads with Video with Matt Barnett #321
You can't argue with 2 million years of evolution says today's guest Matt Barnett a proponent of using video to catch the interest of prospects.Why? According to Matt video contains all the facial expressions and visuals that are missing in emails and voicemails. It's not as good as meeting in person but it's a wonderful second substitute especially valuable if you sell around the world.Today's topic: How to produce a quick and economical individualized video that converts.
Produced by Habanero Media
How to Optimize Sales through Marketing with Josh Ramsey
Josh Ramsey helps business owners and leaders better understand their unique industries, set goals and KPIs, and lay out powerful marketing strategies that will help them dominate the competition across every advertising medium. In this episode Josh share 8 examples marketing sales professionals can use to attract and optimize sales through marketing.
How To Use Podcasts for Business Development with Scott Ingram #318
In this episode Scott shares ways you can grow authority, influence, and trust that attracts new business through podcasting. We're going to learn how to use podcasts for business development.
This is a great topic because I believe that podcasting is the easiest way to become a thought leader with content that reaches your ideal buyers and grows your business. This is what my new podcasting agency, Habanero Media is all about. When it comes to business development, trust is the tallest hurdle. With steep competition and a plethora of online choices, it’s often easier to choose nothing. When clients trust you have their best interest at heart and accept your council. When you’re an authority and influencer, buyers know you’re the right choice for their company. Podcasts build trust at Habanero Media
PREP Your Personality for Sales with Barry Saltzman #311 Understanding the Stressed Personality PREP is a psychometric assessment tool that provides analytics for managers and professional staff. It is similar to DISC, BANK, Strengthsfinder and Meye
Jacob Balanzategui has over 20 years of sales experience. Due to his exposure to his father·s research on stress and neurobiology, he has a unique perspective on sales, business and life in general. Jacob lives in Dallas with his wife of 12 years and the
Top 10 Sales and Marketing Books for 2020 with Michele Kelley #308 Sales and marketing is often about setting goals and putting in the long hours and hard work to achieve them. Regardless of what type of business you work for (or own), it·s likely
Raise Your Standards for 7 Figure Sales with Mark Evans #306 - It's 2020 and old sales books with canned scripts and manipulative closing techniques are a thing of the past says guest Mark Evans. He's the author of the new book "Raise Your Standards
True Stories From the Front Line with Shane Snipe #305 In this episode we meet my good friend Shane Snipe. Shane is a mechanical engineer turned account executive. Shane is the proverbial, non-seller, seller. We both work out of the Fox.Build Makers
How To Find Great Leads at Conferences with Megan Powers #302 In this episode Megan Powers and I talk about the unique networking situation shares the in and outs of work a trade show as an exhibitor and how to ind leads as an attendee. We talk about prep
The end of the decade has arrived! Where did the time go? With that said it's time to starting using our 2020 vision. When I’ve been mindful in my life and thought wisely about what I want, goal setting has guided me to success and peace. La
In this 300th anniversary episode Neil Kristianson returns from Email Splat visits Sales Babble for the 6th plus time in the Plano podcast studio. As we gather around the fire, Neil and I drink homebrews, sample salsa, mustards, various cheese
Our guest is Paul Ross, author, speaker, trainer, Master Hypnotist, and Master Practitioner of NLP (Neuro-Linguistic Programming.). For the past 30 years, he's taught tens of thousands of people the power of language to persuade, sell, heal, turn stumblin
Our guest for today is local Chicago sales guru David Fisher, David is the host of the Beer Beats and Business Podcast (I·ve been an honored guest) and author of many sales books. Today we discuss his view on sales, awareness and mindful selling with a Z
5 Things Sellers Can Do To Erase Fear with Kristy Ellington #257 http://www.salesbabble.com/5-things-sellers-can-do-to-erase-fear-with-kristy-ellington-257
White Collar Warrior with Bill Hart #226 In this episode I interview Bill Hart, author of the book White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite. Bill is a real estate expert and business coach who interviewed some of the best and brightest Army Rangers and Navy SEALS. My son Captain John Helmers is attempting Ranger School for a second time in August 2018. It’s a great time to look into these elite military schools and see what business professionals can learn from them.
It’s About the Mentality Ranger school requires amazing physical ability. But it’s not about athletism. It’s about the mentality. You can’t wing Ranger and Navy Seal schools. Yet so often sellers wing each sales call. Here are the seven characteristics Bill found common among the military elite:
- Training – they keep working on their craft and improving their skills.
- Discipline – they commit to their goals and responsibilities. They create habits that ensure daily success.
- Fear – in sales it’s call reluctance. Fear tells you this is important. Let the results overcome your fear.
- Planning – they plan for success and failure. For sellers, business planning is a must, getting organized in a methodical manner
- Failure – learn from your failures, “Failure, the greatest teacher is” – Yoda
- Motivation – know why you’re doing what you’re doing. WHY ARE YOU DOING THIS?
- Team – can’t be a lone wolf. You have others who can help you leverage success.
Remember this Discipline equals freedom!
How To Find Bill Hart This is Bill’s website https://www.coachbillhart.com/
For a leaders guide, reader guide, and book summary go to www.whitecollarwarriorbook.com
His book White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite.
Selling Mindset We have many past episodes on the selling mindset. Enjoy!
- Debunking Sales Myths with Mike Schultz #216
- How To Sell With The Socratic Method with Roger Breisch #214
- How To Sell With the CRINGE Method from Doug Vigliotti #213
- The Key to Authentic Selling with Jeff Davis #207
- The Purpose of Sales with May McCarthy #203
- Time To Sell Mindset with Chris Spurvey #202
- Three Step Process to Narrow Your Sales Focus #201
- Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
- How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
- Phiology: Secret Code of Leadership David Eisley #189
The post White Collar Warrior with Bill Hart #226 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Making Sales in Startups with Sean Higgins #225 Sean Higgins is a Residence at Techstars and founder of ilos where he led sales from 0-1Million+ in annual recurring revenue. Sean specializes in helping new companies use outbound sales tactics. The goal is to validate product-market fit and get early traction in the selling process. In this episode we talk about making sales in startups. Get those first 10 customers today.
Solve a Problem Ideas are cheap so what’s really needed is problem solving. Successful startups keep this in mind. Sean believes entrepreneurs should address the hardest problem in the room and keep at it. Too often startups mistakenly focus on hyper viral growth. Most business don’t work that way. Better to find a group of customers that you can serve and grow gradually.
Yes you need to have a long term vision. But focus on what makes your business better NOW. There are two types of businesses:
- Traction Based Company – have $10K month revenue
- Team Based Company – pre revenue raising dependent on a quality proven team
Success is more likely if you validate a business with recurring revenue. VC fund companies who are proven winners. 0-10 customers is where you coalesce your ideas: the value proposition, the pitch, biggest pain points and how you fit in that situation.
Big 3 Questions Sean has three questions sellers should ask and answer:
Why anything? Explain why your category matters and why prospects should consider a new solution.
Why us? – Explain why people should pick your company. Every founder has an origin story. The story tells why they built the business and how they differentiate. Tell stories.
Why now? – This is the most difficult challenge for startups. Motivate prospects to buy now by showing how you address a real problem instantly.
When To Pivot The way to know when it’s time to pivot is to have as many conversations as possible. If there is no interest, you’re chasing failure. Pivot! A pipeline without closed sales is not for real. There are two tiers of sales:
- 0-10 it’s all about discovery
- 10-100 – it’s about sales automation, social selling, process and tools.
Connect with as many prospects as you can and ask: why anything, why us, and why now. If people don’t get what you’re saying, you’re not explaining your category, your company, or your value.
Sales Automation Tactic: FunnelAI social media data scraper for finding leads. It creates the leads when companies share they are being challenged and under stress.
Warning: when content marketing, give 5 contents of value before asking for a sale.
How to Find Sean Higgins Twitter- https://twitter.com/higg1921 Linkedin- https://www.linkedin.com/in/seanm-higgins/ Here’s the link to the course: https://www.udemy.com/draft/1736562/?couponCode=SALESBABBLE The promo code: SALESBABBLE Entrepreneurial Mindset Here are other past episodes digging deeper into startup sales.
- The Transparency Sale Part 2 with Todd Caponi #222
- The Key to Authentic Selling with Jeff Davis #207
- What’s Not Working In Sales Today with Brandon Bruce #204
- Three Step Process to Narrow Your Sales Focus #201
- How to Pitch Shark Tank with Michelle Weinstein #184
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- Startup Story Where Software Goes to Seed with Charlie Wiltgen #179
- Sales Cycling and Startups with Jon Woodroof #145
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- Lose Your Ego Gain The World with Todd Lemense #139
The post Making Sales in Startups with Sean Higgins #225 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
The Index Card Business Plan with Brian Margolis #224 In this episode we meet Brian Margolis, author of the “The Index Card Business Plan For Sales Pros and Entrepreneurs”. The natural order of life and business moves from the simple to the complex. Yet at the same time big advances in science are the simplest of answers. You too can simplify and advance your business. Brian walks us through his business Chaplanning process with only a set of recipe cards!
Have a Strategy If you had a completely free day, what would you work on today? If you’re unsure you don’t have a business strategy. Let’s get one and build a process that ensures results. Stop procrastinating.
Characteristics of Pillars on the Index Card Brians process is based on a set of pillars. Pillars are activities when executed consistently have a diproportionate postive effect on your business. When you execute your pillars, in a week you will see results.
Examples of Pillars:
- Proactivity
- High leverage activity
- Action or predictable result
- Something you already know how to do
- You can measure it weekly
- It’s not already a habit
Example Pillars for one client…
- Schedule certain number of meetings
- Send 5 non-sale touches to existing clients
- 2 hours a week sharpeing the axe
- Worked out 3 times a week.
Brian’s Pillar * Prospect and message 3 hours a week (uses a spreadsheet)
How To Find Brian Margolis
Website: ProductivityGiant.com Twitter @prodgiant Facebook https://www.facebook.com/ProductivityGiant/ LinkedIn www.linkedin.com/in/margolisbrian Go to the website for a worksheet for the book and see the first chapter What are the Sales Process Steps To dig deeper into this topic listen here….
- Master the Art of Closing the Sale with Ben Brown#161
- Sales Cycling and Startups with Jon Woodroof #145
- Wizard of Oz Sales Process with Steve Kloyda #137
- 4 Step Sales Framing Process with Aaron Janx #131
- Win Sales with Mindset Sequence and Systems with Johnny Campbell #123
- How to Sell To Government with Kevin Jans
- Why You Need a Sales Process an Interview with Randy Meier
- How to Sell Coaching Services with Julie Foucht #98
- How To Pitch a Magazine with Cherlyn Chong #97
- 8 morning Rituals for Sales Success with Rayven Perkins #93
The post The Index Card Business Plan with Brian Margolis #224 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Honesty Sells with Colleen Francis #223 Colleen Francis is the Founder and President of Engage Selling Solutions and the author of Nonstop Sales Boom and Honesty Sells. Colleen is a successful sales leader for over 20 years, well versed on the challenges of selling in today’s market. She is a Certified Sales Professional (C.S.P.) and an inductee into the Speaking Hall of Fame. In this episode we discuss the necessity of honest selling and advice on how sellers can build trust with transparency.
What Makes for Honesty Sells 1. Trust is built on honoring your word in all you do. Keeping promises matters. 2. Prove honesty through voice mail e.g., promise you will call them back at a set time, then do it 3. If you made a promise and have no news, make the call and share you have no news 4. Customer experience is the key differentiator 5. Have a culture of honesty in your organization. It will spread to your client interactions. 6. Always apologize when you make an error. Coddle them with kindness. Own it. 7. The top performers (upper 10%) have a culture of honesty. 8. Don’t over promise and under deliver 9. Don’t under promise and over deliver 10. Honor your word
Take Action Advice Make sure you’re creating an open transparent organization, both inside a team and outside of the team. Next make sure the sales team starts telling customers exactly what they are going to do, then doing it. Meet your committments!
How To Find Colleen Francis * Website: www.engageselling.com * Twitter: https://twitter.com/EngageColleen * Facebook: https://www.facebook.com/EngageSelling * LinkedIn: https://www.linkedin.com/in/colleenfrancis
Books Mentioned
Nonstop Sales Boom and Honesty Sells.
Consultative Selling Here are some previous episodes on the power of honest selling.
- The Transparency Sale with Todd Caponi #221
- How To Sell With The Socratic Method with Roger Breisch #214
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- How To Sell Hardware, Software and All Things IT with Mike Slowik #181
- How To Generate Leads with Relationship Selling with Michael Ross
- Four Skills You Need For Sales Success – HEAT
- The Perfect Close with James Muir #132
- How to Sell to the Obvious with Stephen Schiffman
- Educate While You Negotiate with Jeanette Nyden #85
- Why Can’t I Get a Degree in Sales with Professor Shawn Green #80
The post Honesty Sells with Colleen Francis #223 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
The Transparency Sale Part 2 with Todd Caponi #222 This is the second of a two part series interviewing Todd Caponi, the former Chief Revenue Officer at Chicago’s PowerReviews. Todd is in the process of authoring a new book titled “The Transparency Sale”. This book is in response to the changing influence of social media in selling and the failure of former challenger sale strategies. Todd has held leadership roles with three tech companies, including ExactTarget, where he helped the organization to a successful IPO and a $2.7B exit to Salesforce.com.
Reality of Decision Making Customer decisions are filled with imperfection, tied to subconcious decision making and feeling. People make decisions with feelings and back them up with logic. Sellers who understand this fact quickly learn to focus on feelings first to snag interest and then generate desire.
Negotiation Strategy Negotiating policy commonly recommends holding your cards close. Todd disagrees. Play your cards immediately at the start of the negotiation. Consider the following values and leveraging them for discounts.
- How much you buy
- How fast you pay
- How long you commit
- When you sign
Discounts are based on what you’re willing to agree. Each buyer can optimize their deal by applying the levers in tandem. This is a very tranparent way to negotiate. Never use any one lever by itself.
Presentation Mistakes Consider the thinking of the audience attending your sales presentation:
- Ugh I don’t want to go
- I hope they can help my problems today
- Ugh they are only talking about themselves (First three slides talk about the vendor)
- I think I’ll check my Facebook account and see what my friends are doing
Have empathy for the people you’re talking to. Start with their problems and find out their challenges. Provide no NASCAR slides showing what a great vendor you are, Nobody cares. What they want to know is HOW you can help THEM.
Transparent Contracts If you have terms and conditions in a contract, lead with transparency. Point out sections in the contract where some customers have had an issue. It’s very honest to call these out. This will speed up the signing the contract. If you hide stuff it chips away at trust e.g. auto renewal (explain the value to your company honestly).
Parting Thoughts We can no longer be bartenders and serve people what ever they want. The Challenger Sale recommended we become personal trainers with advice on how to be better. Now we need to be doctors and neuro scientists to understand root causes. Lead with transparency.
How To Connect With Todd Caponi * Website: www.transparencysale.com * Twitter: @tcaponi * LinkedIn: www.linkedin.com/in/toddcaponi/
Books Mentioned:
- The Transparency Sale is slated to be published in Fall 2018
The Power of Social Selling Here are some previous episodes on the power of social selling.
- All Sales Start With a Why with Michael Manzur #205
- The Art of the Help with Larry Levine #182
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- How To Generate Leads with Relationship Selling with Michael Ross
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Myths on Social Selling with Mark Hunter #142
- How to Power Prospect with LinkedIn Groups with Liam Austin #135
- How To Be An Awesome Sales Professional with Thomas Ellis #102
- How To Generate Sales Leads Using LinkedIn, Facebook and Twitter
- 7 Habits of Highly Successful LinkedIn Users with Dennis Brown
The post The Transparency Sale Part 2 with Todd Caponi #222 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
The Transparency Sale with Todd Caponi #221 Todd Caponi Is the former Chief Revenue Officer at Chicago’s PowerReviews. Todd is in the process of authoring a new book titled “The Transparency Sale”. This book is in response to the changing influence of social media in selling and the failure of former challenger sale strategies. Todd has held leadership roles with three tech companies, including ExactTarget, where he helped the organization to a successful IPO and a $2.7B exit to Salesforce.com.
Challenger Sale No Longer Effective There is a false narrative that consumers have all they need online to make buying decisions. Sellers still have tremendous value adding insight and help to enable the purchase at the end.
The Challenger Sale teaches the following:
- Recommends sellers to provide insights and challenge prospects thinking
- Demands sellers to become industry experts
- Challenges buyers to think a different way but……
Due to Social Media, sellers need to be on top of what buyers are saying about them. Now there is a need to add transparency sale processes.
Social Media in Sales Sellers must look at feedback from social media and control that conversation. Sellers must be awake to what’s being said about their companies, products and services. The Internet provides a feedback economy. Control the feedback
Take Power Reviews finding:
- People read reviews first
- Sales goes up for reviews at 4.2-4.5 ranking
- Sell as if your NOT perfect. You can’t be FUD’d (Fear Uncertainty and Doubt) with transparency
- Sellers need to sell as they are NOT perfect.
Neural science is starting to get applied to sales. People make buying decisions with feelings, then back it up with logic. Sales process is too focused on the close. Should be focused on the opportunities of buyers to lose interest and regain momentum. When buyers reach 100% trust, they stop asking for more information. When buyers don’t trust and keep searching, deals never close.
Email Take Action Tactic Create a feeling with an email subject line then the first few sentences. Don’t say I and Me but You. Your email needs to speak specifically to the reader. It must be short. Think Twitter! Have an easy link for more information below your signature.
How To Connect With Todd Caponi * Website: www.transparencysale.com * Twitter: @tcaponi * LinkedIn: www.linkedin.com/in/toddcaponi/
Books Mentioned:
- Descartes’ Error: Emotion, Reason, and the Human Brain – by Antonio Damasio
- The Paradox of Choice: Why More Is Less – Barry Schwartz
- The Transparency Sale is slated to be published in Fall 2018
The Power of Social Selling Here are some previous episodes on the power of social selling.
- All Sales Start With a Why with Michael Manzur #205
- The Art of the Help with Larry Levine #182
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- How To Generate Leads with Relationship Selling with Michael Ross
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Myths on Social Selling with Mark Hunter #142
- How to Power Prospect with LinkedIn Groups with Liam Austin #135
- How To Be An Awesome Sales Professional with Thomas Ellis #102
- How To Generate Sales Leads Using LinkedIn, Facebook and Twitter
- 7 Habits of Highly Successful LinkedIn Users with Dennis Brown
The post The Transparency Sale with Todd Caponi #221 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Leadsology – Science of Being in Demand with Tom Poland #220 Today we meet Tom Poland the author of the #1 international best selling book Leadsology®: The Science of Being in Demand. Tom shares the process he uses to get prospects to self select and qualify themselves. We talk about simple marketing techniques, sales professionals can use to find great prospects.
For Tom a highly qualified lead is someone who
- Searches and finds your link,
- Knows your fee/pricing,
- Books a sales call,
- Views you as the only (or small set) legitimate choice(s).
These KPIs (Key Performance Indicators) are most indicitive of sales conversion rates (for Tom typically 50%). The trick is to filter out unqualified leads prior to the meeting. Prospects self select.
Creating an Experience The marketing experiences of the prospect includes:
- Preselection – only prospects with a set demographic criteria that self select via content marketing
- Lead Magnet – could be some information of value, commonly a pdf worksheet, essay, or maybe a webinar or live event. He calls this a “honey pot”.
- A buyer is the intersection of an Ideal Client and a Marketing Message (Value Proposition)
Other Peoples Networks Leadsology is dependent on the process of leverageing other people’s networks:
- Find people with similar, but not exact clients
- Get introduced because it’s free easy fast and simple
- For partnerships you need: Rapport Respect Relatability Reciprocity
- Build networks by sharing your networks.
Take Action Advice 1. Do some marketing! Anything! Don’t wait to be discovered. 2. Do the Five Day Lead Challenge 3. Purchase the domain BookachatwithYOURNAME.com to make it easy for people to book a meeting.
How To Find Tom Poland Tom can be found all over the internet:
- www.Facebook.com/Groups/Leadsology/
- www.Twitter.com/TomPoland/
- www.Amazon.com/TomPoland/
- www.LinkedIn.com/in/TomPoland/
Click here to get the #1 international best selling book “Leadsology®: The Science of Being In Demand”
Lead Generation Strategies Here are past episodes on lead gen. Enjoy!
- Debunking Sales Myths with Mike Schultz #216
- How to Generate Referrals Without Asking with Stacey Brown Randall #206
- How to Find Sales Leads with Twitter with Madalyn Sklar #199
- How To Generate Leads without Sales and Marketing with John Tripolsky #191
- 6 Ways To Generate Leads With Fatima Zaidi #180
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Referrals – The Master Key To Winning Sales with John Spence #127
- Looking for Leads with Social Media, an interview with Brian Basilico #34
The post Leadsology with Tom Poland #220 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Blizt Episode: Learning a Sales Language In this short podcast Pat will share some selling thoughts based on recent work with clients. This episode is a “blitz” with advice for new sellers or seasoned sellers of new products and services on the necessity of learning your prospects sales language.
A common Startup Challenge is to get Beta customers to convert into paying clients. Often times sellers wonder “How do I sell? What do I say? How do I close them?” This is a case of putting the cart before the horse. Sellers fail to deeply understand their market and learn the sales language before selling.
This comes with Practice. To become the teacher takes work and empathizing with customer’s needs, wants, and desires. When the time comes, sellers show a path of success. All this work is focused on prospect, in the prospect’s language.
Finding a Market Brainstorm exercise 50 verticle market niches. Next align with pros and cons. Then pick 10 that look like a possible fit. Next market research companies in the niche. Ask people in those companies:
- What’s their challenge
- What’s the impediment to that challenge
- What’s the cost of failure – Revenue, Profit, Time, Quality, Frustration, others
- What’s the opportunity if the challenge is met
Discovery conversations will soon convert the interview into a sales call. Dont foolishly focus on your tech, your commisions and your end of quarter quotas. Do the work and the latter concerns will vanish.
Message of the Day Take time to focus on a niche. Learn their language and let them guide your solution. Be like a mouse in a maze, finding dead end after dead end. Try and try again and eventually, like the mouse, you will find the cheese. Tenacity will get you there.
Entrepreneurial Mindset Listen here for past episodes regarding the entrepreneurial mindset:
- The Key to Authentic Selling with Jeff Davis #207
- What’s Not Working In Sales Today with Brandon Bruce #204
- Three Step Process to Narrow Your Sales Focus #201
- How to Pitch Shark Tank with Michelle Weinstein #184
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- Startup Story Where Software Goes to Seed with Charlie Wiltgen #179
- Sales Cycling and Startups with Jon Woodroof #145
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- Lose Your Ego Gain The World with Todd Lemense #139
- Location Independent Business Essentials with Dan O’Donnell #138
The post Blizt Episode: Learning a Sales Language appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Never Lose the Deal with Ganesh Tayi Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts. For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth over $12 billion. In this episode Ganesh offers a fresh perspective and powerful proven practices to close more deals. The Challenge Unsuccessful salespeople jump too quickly into building a proposal. This is especially true in the B2B space. They do this solely from what they hear the prospect say. They fail to deeply understand the full challenge. Too often proposal they propose, is wrong!
Successful sales people:
- Dig deeper and find context of the challenge
- Understand who are the decision makers
- Discover how the prospect makes buying decisions
- Ask about urgency. “How important is it for you to work with a company that offers this value proposition. “
Beware Chasing Ghosts If you fail to discover all the requirements, you are forever chasing a ghost requirement. Fully understand their wants, desires and needs.
Three Principles for B2B Selling Ganesh’s book has 10 principles for successful B2B selling. Here are the top three principles to never lose the deal:
- Align your team with the customer team. Look for common goals.
- Analyze the opportunity and the deal. Start by building an ROI model. Analyze your competition and how you differentiate. Lastly analyze your pricing and maximize your profits. Consider deal incentives, not discount e.g 3 year contracts have a better pricing schema. The right incentives help your customers do the right things.
- Ask why they are looking, why now and what is their buying criteria, the must haves and nice to haves.
Take Action Advice Focus on your prospects business decision making criteria. Once you unravel and understand you can adjust your sales process accordingly.
How To Find Ganesh Tayi Website: http://www.neverlosethedeal.com/ LinkedIn: https://www.linkedin.com/in/ganeshtayi/ Free Copy of the Book: http://freeneverlosethedealbook.com/bookdownload-2/
Must Have Sales Process Steps Let’s keep the babble going. Here are past episodes you’ve gotta listen to:
- Master the Art of Closing the Sale with Ben Brown#161
- Sales Cycling and Startups with Jon Woodroof #145
- Wizard of Oz Sales Process with Steve Kloyda #137
- 4 Step Sales Framing Process with Aaron Janx #131
- Win Sales with Mindset Sequence and Systems with Johnny Campbell #123
- How to Sell To Government with Kevin Jans
- Why You Need a Sales Process an Interview with Randy Meier
- How to Sell Coaching Services with Julie Foucht #98
- How To Pitch a Magazine with Cherlyn Chong #97
- 8 morning Rituals for Sales Success with Rayven Perkins #93
The post Never Lose The Deal with Ganesh Tayi #218 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Hire and Get a Sales Job with Gregg Salkovitch #217 When it comes to the process of staffing a sales position, it’s two sides of the same coin. On one side we have the need for employers to hire skilled and competitive staff. On the other side of the coin is the need for talented employees to get hired by great companies. Both sides are looking for the perfect match according to our guest Gregg Salkovitch. Greg is a recruiter and founder of Right Choice Resources. In this episode we discuss how to get a sales job and how to hire an outstanding sales professional.
The State of Sales in Spring 2018 For sales professionals, 2018 is a sellers market (no pun intended).
- The market is hot! Great time to get a job.
- Companies have a lot of competition when finding candidates. There are few great candidates available.
- Many sales professionals are super happy where they’re at. It takes a lot to motivate them to move.
How Candidates Earn a Sales Job Gregg has the following advice for candidates:
- Hiring is a sale. Treat it like a sales call. For example, he had a candidate do a video conference in a T shirt. Don’t!
- Too many candidates don’t qualify, don’t follow up, don’t ask for the sale.
- You’re the product and no one knows it better than you.
- Do your research.
- Dress well.
- Remove and trim your facial hair.
- Don’t show up late.
- Be early, stop at Starbucks for a coffee nearby your appointment.
Customize Your Questions Show your prospective employer you’ve done your homework. Ask…..
- I looked at your LinkedIn and see you’re successful.. what do you attribute it to?
- I saw you on YouTube and noticed
- I was looking at your competitor and noticed this… and have some thoughts
Good candidates can’t be quieted down. They keep the conversation rolling. Go straight to the decision makers. LinkedIn is the key. Don’t waste time filling out entry forms on a website. Get creative.
How to Ask for a Sales Job As the interview winds down ask the following:
I really appreciate the opportunity to meet and I’m extremely interested in this role. Do you have any reservations that would prevent me from moving forward?
This gives the interviewer a prompt to voice objections. This gives the candidate an opportunity to turn the issue around. It may not have been covered earlier.
How Managers Hire for a Sales Job Hiring managers need to recognize the market is tough
- Not a lot of “A” people
- Recognize it’s not a one way street. Not all candidates want to work for you
- It’s a date, it has to work in both directions
- It’s a matchmaking process
- Don’t see this one sided
- Managers over focus on the sellers rolodex
- Look outside your industry
- Search a larger pool of candidates than you think
- Don’t overly focus on the Resume. Be skeptical.
- Don’t trust a website will screen
Compensation * $40K base salary * $125K base salary on high end * Typically 50/50 split e.g 460K base and $60K if you hit your targets
Junior $50K, with very little commissions, and transition to
Always ask, “Based off your current team how many have made that the first year?”
How To Find Greg Salkovitch Right Choice Resources
gregg@rightchoiceresources.com
http://www.linkedin.com/in/greggsalkovitch
Sales Hiring Process Here are past episodes on hiring and interviewing for a sales job!
- How to Hire a Sales Rep that Hits the Ground Running #174
- How to Find a Sales Job That’s Perfect For You #173
- The Grass is Browner on the Other Side with Jon Markwardt #165
- Four Mistakes Business Owners Make in Sales with Donald Kelly #118
- How to Sell Yourself When Getting a Job with Scott Barlow #81
- Why Can’t I Get a Degree in Sales with Professor Shawn Green #80
- SB019 | Skyrocket your Retail Sales, an Interview with Nicole Reyhle
- Special Segment Your Hired! An Interview with Job Seeker Tami Miller #16
- All Job Hunters Are Sellers
The post How To Hire and Get a Sales Job with Gregg Salkovitch #217 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Debunking Sales Myths with Mike Schultz #216 Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier. This gives sellers the false impression that buyers don’t want or need to talk to them early in the buying process. They do! Mike Schultz visits Sales Babble for clarifying and debunking these sales myths with advice based on hard research.
Some Common Sales Myths Rain Group is a sales research institute just completed a study on prospecting. They talked to 488 buyers, asking them what is the process they have used for past purchases.
They study found it’s a sales myth that buyers don’t want to talk to sellers, eg. 67% sale done digitally. But this should slow sellers down. 71% of buyers said they want to talk to sellers at the early part of their research. They want context. With too many choices it becomes to difficult for buyers to choose “Its the ‘paradox of choice” according to Barry Schwartz.
- Myth cold calling is dead. Greater than 50% of buyers prefer to be contacted by the telephone. It is second only to email. Of the buyers researched, 57% have had the seller reach out to them on the phone.
- 82% of buyers take meetings with people they don’t know but have talked to on the phone.
- Buyers need inspiration, start with your existing clients.
What Winners Do It’s a myth that buyers don’t want to hear about capabilities and only benefits. The #1 content buyers want is features and capabilities. It’s buyers primary research on their industry. They want descriptions of the capabilities in context. They desire content customized 100% to their business Not mass mail merges.
Great Sellers WAVE 1. Winners Mindset – The Mindset of a winner is strategic, not tactics only. 2. Attraction Campaign – multistep and modal approach to reach out and connect to buyers. The number of attempts to reach a prospect should be 8 (not 3). 3. Value – Get prospects to say wow that could be worthwhile (to have a call, meet, agree to demonstration or buy). 4. Execution -Winners do all the tactical parts. They take action to turn around objections. They exercise executive functions to stay focused in a noisy world. They have the ability to concentrate and focus for prospecting (which is the hardest thing to do).
Cold meetings that have a value approach will turn deals into wins. When sellers focus on value, 96% said it was influential. They want to be educated and collaborative >90%. Yet the meetings must be interesting and add value. Most sales meetings are not valuable to most buyers. If they are impressive they will buy things.
Take Action Plan To get good at prospecting you have to make it 100% of your focus. Attack it like you’re going to make it work. Build an attraction campaign.
How To Find Mike Schultz Website: https://www.raingroup.com
Mike Twitter: https://twitter.com/mike_schultz
RAIN Group Twitter: https://twitter.com/rainselling
RAIN Group Facebook: https://www.facebook.com/RAINGroup/
Mike LinkedIn: https://www.linkedin.com/in/mikeschultz50/
RAIN Group LinkedIn: https://www.linkedin.com/company/rain-group_2/
Mike mentioned that we was happy to share a copy of the report with the audience: 5-sales-prospecting-myths-debunked
How to Prospect and Generate Leads Here are past episodes that talk about the mindset for lead generation.
- What’s Not Working In Sales Today with Brandon Bruce #204
- How To Generate Leads without Sales and Marketing with John Tripolsky #191
- Repeatable Success for Sales Development Reps with Brendan Barrett #188
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
- 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
- Myths on Social Selling with Mark Hunter #142
- How to Power Prospect with LinkedIn Groups with Liam Austin #135
- How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
- How To Be An Awesome Sales Professional with Thomas Ellis #102
The post Debunking Sales Myths with Mike Schultz #216 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Sell With Personality Barry Saltzman #215 In this episode Barry Saltzman shares a quick way to read prospective buyers. He believes you should adjust your selling technique based on their personality. Too often sellers take the same approach with all clients. This doesn’t make sense. All buyers are different. All buyers have their own peculiarities. It’s not just about selling your products and services. Instead learn how to sell with personality. Four Primary Traits Barry shares how to sell with personality by categorizing buyers into one of four traits. Each trait is described below:
- Controlling: Goal oriented. They know what they need to do every morning. Plus they are focused, motivated, driven, and commonly found in leadership roles.
- Outgoing: Type A types. They are social and energized by meeting people. To build rapport they will spend the first 15 minutes chatting building friendships. By nature they are authentically empathetic.
- Exacting: Specialist, experts, they look at pieces of whole, and very detail oriented
- Relaxed: Laid back. They have an easy going attitude. They are not one to rush. This makes them hard to sell.
The traits are configured in the following quadrants:
| Controlling | Exacting | | Outing | Relaxed |
People have primary and secondary personality types. We’re not all one type or another. We are a blend. Thus there is a also and
The Adaptive trait can be found somewhere in the middle of the quadrants.
Quick Way to Assess * Read LinkedIn profiles.. By the style and information you can learn much about a person’s personality trait. * Ask open end questions. For example if you’re at a tradeshow ask “Tell me what you do ….”
Good sales is about adding value to the prospect * Controlling person, sell to them that helps them reach their goals. Somewhat to dominate the world, not all. * Exacting person, let me walk you through our methodology and framework to show you how you get to the results * Outgoing person, this is how you will feel, ,how it will impact your propel .. watches body language. * Relaxed person, calm, don’t push, this is the most difficult to sell to. only 10% of the people
Two Open Ended Questions Barry asks the following questions to quickly discover a person’s personality type. 1. Tell me about your business and how you meet your goals? 2. Describe to me what role you like to play on your team?
Barry has a cheat sheet of various personality types associated with real people he has met in his life. This way he can quickly know how best to add value in a conversation.
Take Action Barry recommended two courses of action you can immediately do to better understand and assess your prospective customers.
- Start asking open ended questions and listening to the answers.
- Take a free assessment on prep-profiles.com
How To Find Barry Saltzman Barry Saltzman is a seasoned “hands-on executive. He has 30 years of experience in both public and private organizations. Barry has been responsible for Global Sales, Leading and Managing Complex Service Organizations. As a leader hs has successfully turned around a $60m distribution business. Barry’s enjoys spending his time with his clients. He especially likes developing plans to help them reach their full potential. Barry also serves on a variety of Advisory Boards with local SBDC’s in the Chicagoland Area. Barry is easy to find across the world wide web!
Website: www.SaltzmanEG.com Twitter: @SaltzmanEG Facebook https://www.facebook.com/barry.saltzman.3 LinkedIn https://www.linkedin.com/in/barrysaltzman/ Sales Personality Tests and Assessments Listen to past Sales Babble episodes on now to decrypt and assess prospects. * How To Read A Buyers Personality with Alex Swire-Clark #212 * How Salespeople Overcome Procrastination with Eric Twiggs #178 * Four Ways To Fix a Bad Reputation with Pamela Gockley #158 * Selling For Introverts with Alen Mayer #61 * Selling With Personality with Irene Anderson #47 * SB028 – Great Sales is a 3-Pointed Hat an Interview Leanne Hoagland-Smith * BANK, A Sales Personality Test for Sales Professionals, An Interview with Dr. Nancy Zare #5
The post How To Sell With Personality Barry Saltzman #215 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Sell With The Socratic Method with Roger Breisch #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 * How To Sell With the CRINGE Method from Doug Vigliotti #213 * The Key to Authentic Selling with Jeff Davis #207 * The Purpose of Sales with May McCarthy #203 * Time To Sell Mindset with Chris Spurvey #202 * Three Step Process to Narrow Your Sales Focus #201 * Why Commissioned-Based Sales Plans Fail to Work with Justin Clark * How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 * Phiology: Secret Code of Leadership David Eisley #189 * Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 * How to Pitch Shark Tank with Michelle Weinstein #184
The post How To Sell With The Socratic Method with Roger Breisch #214 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Sell With the CRINGE Method #213 Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can’t Say No To. In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pushing product. Doug has twelve years of successful frontline sales experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson. In January 2016, he opened the doors of groundupSALES, a strategic selling partner for non-sales professionals, entrepreneurs, and small business owners. He’s an avid reader and writes a monthly reading list at douglasvigliotti.com. Purpose of Business To Create and Keep Customers Doug believes that customers will view you completely different when you go from selling to helping. Why is this? Doug sights a number of aspects:
- Mindset shift – people will feel you are looking out after them.
- Common way to reset your view ask ” Why did you start this business? “
- If you focus on money it will hurt your sales performance. Yes it’s a paradox, but it’s true
- Businesses pay commissions with the idea that the harder you work, the more you make. But great sellers work hard for reason above and beyond short term commissions.
Peter Drucker said ” The purpose of business is to create and keep your customers”
Furthermore Doug believes:
- True performer able to set aside the “me first” inclination.
- Consider that helping people is a moral obligation for you to SOLVE their problems.
CRINGE Solution Doug then shared his CRINGE method. Consider a product service and solution that you have to cringe to say yes … a whole body solution.
- Customer First – did my customer feel like they won? If they do, they will come back for more business.
- Real Problem – are you solving a “real” problem? Don’t assume problems. Put yourself in their shoes.
- Immense Value- in is the solution. Price is what you pay, value is what you get. Ways to differentiate: time, status, ease, money.
- Non-Negotiable – your mindset is complete belief in your solution. You know your customers are better off.
- Good Timing – create good timing, improve your luck, by understanding your customer and they are ready to buy.
- Easy – make it easy to say yes by reducing risk.
Take Action Become more conceptual and strategic in your selling. It’s a quicker route to business success. Too many sellers are tactic driven when they should be more conceptual in their selling approach. One tactic to consider is Sales Prevention: don’t oversell products in your portfolio that may not help your customers. If they don’t love the product it will hurt your next sale. Focus on your long game. How Find Doug Vigliotti You can find Doug on the internet. Look here! * DouglasVigliotti.com * groundupSALES.com
* 203.429.4209
- Do you like non-fiction books? Join Doug’s Reading List
The Lost Chapter 13 This is the lost chapter to Doug’s book mentioned in the podcast. Just for Sales Babble listeners!
SalesBabble.thesalespersonparadox.com
Selling Mindset Here are other past episodes that focus on the selling mindset beyond the CRINGE method.
- The Key to Authentic Selling with Jeff Davis #207
- The Purpose of Sales with May McCarthy #203
- Time To Sell Mindset with Chris Spurvey #202
- Three Step Process to Narrow Your Sales Focus #201
- Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
- How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
- Phiology: Secret Code of Leadership David Eisley #189
- Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
- How to Pitch Shark Tank with Michelle Weinstein #184
- How to be a Sales Sherpa with the Hyperconnected David Fisher
The post How To Sell With the CRINGE Method from Doug Vigliotti #213 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Read A Buyers Personality with Alex Swire-Clark #212 Alex Swire–Clark is a Certified Human Behavior and Sales expert. He uses behavior concepts to unlock the communication potential in sales professionals. In this episode we discuss how to read a buyers personality. Alex is also the host of the Rapport Advantage Podcast, transforming the way leaders build relationships. DISC Profile In our conversation we talked about buyer temperament. One way to discover this is to use the DISC profile personality model: Dominant – big gesture direct goal setters Inspiring – people oriented Supportive – flexible, low drama, easy going Cautious – number and process driven People have a preponderance towards one personality type. However people are a blend of these temperaments. Buying questions during a sale? Ask these questions dependent on the personality type:
D – WHAT? I – WHO? S – HOW? C – WHY? How to Assess Personality One way in understanding how to read a buyers personality is to:
- Look at dress
- Look at their office decor
- Evaluate their email style
Selling Process and Focus Things of note mentioned in the podcast:
- Facts drive rapport with D and C personality types.
- Conversation and sharing drive rapport I and S types. Slower pace for S.
- The blend guides your process
- Majority of people are reserved and people oriented
How To Find Alex Swire-Clark Send an email to contact@alexswire-clark.com with the subject line “Sales Babble Coupon” and get 15 % off a $13 assessment !!! FB: https://www.facebook.com/TheRapportAdvantage/ Twitter: @raportpodcast Web: www.rapportadvantage.com LinkedIn: https://www.linkedin.com/in/alex–swire–clark-63a91b14/ 14: Dynamic Sales Refresher – Pat Helmers In this episode Alex Swire-Clark and Pat discuss some fantastic tips on selling and discusses the SORT method for helping your prospects see the value in what you are offering.
The Rapport Advantage #14 April 10, 2018
Sales Personality Test Here are past episodes that talk about how to read a buyers personality.
- How Salespeople Overcome Procrastination with Eric Twiggs #178
- Four Ways To Fix a Bad Reputation with Pamela Gockley #158
- Selling For Introverts with Alen Mayer #61
- Selling With Personality with Irene Anderson #47
- SB028 – Great Sales is a 3-Pointed Hat an Interview Leanne Hoagland-Smith
- BANK, A Sales Personality Test for Sales Professionals, An Interview with Dr. Nancy Zare #5
The post How To Read A Buyers Personality with Alex Swire-Clark #212 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Why You’re Not Closing Sales #211 In this solo episode Pat talks about the Sideways deal and why you’re not closing sales. The reasons for this is not at all what you think.
In fact, it’s not so much you can’t close a deal. It’s more a case of you’ve not fully qualified the prospect. If you had properly discovered the prospects situation (their pains and desires), you would have noticed the following:
- They have more pressing issues. Now they may like what you have, but they don’t HAVE to have it. They may have more pressing issues at this moment. It’s not time to close
- The seller (YOU) hasn’t fully explained the benefits. If you don’t frame your product or service in the context of the buyer, you don’t have a chance of closing. Focus on the buyers motivations.
Buyer Motivations Although it changes from business to business, on the whole buyers are motivated by:
- Higher Profit
- Higher Revenue
- Lower Cost
- Higher Quality
- Lower Frustration
- Faster
If you’ve NOT explained your product or service in this context, you’ve NOT done your job.
When you take the time to learn the hopes, dreams, pain, suffering and desires of a prospect, you will find out if they NEED what you’re selling. This is the thing, if people ache for what you’re selling, they will buy.
Focus on prospects that appreciate your solution. Stop wasting time on prospects that will never buy. Use your time efficiently and have lots of prospects in the sales funnel. Work lots of deals and expect each will take time to close. yet with a steady flow of deals, you’ll constantly be earning new business.
Past Episodes Mentioned In this episode we mentioned the following past episodes. Listen today!
How To Qualify Prospects using the Questions Listen here In this episode you will learn how to use the SORT method for qualifying prospective clients
- Story questions
- Obstacles questions
- Ramification questions
- Transformation questions
Download The SORT Method Exercise to help you create your own custom set of SORT questions.
Five Ways to be a Qualifying Sales Olympian Listen here
Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients.
Master Your Cold Calling Fear With This 4 Step Script Listen here
Let’s walk through the dialogue step by step and explain what’s going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals:
- Connect with the prospect so they agree to have a conversation
- Discover their pain or desires
- Assess if they are qualified to buy my products or services
- Show how my products/services address the problems and desire they just mentioned
- Get them to agree to a follow up meeting ie. get an appointment.
- The goal is to set up an appointment and to do this whole call in just a few minutes.
The post Why You’re Not Closing Sales #211 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Never Hire a Bad Salesperson Again with Chris Croner #210 In this episode we meet Dr. Chris Croner author of the book, Never Hire a Bad Salesperson Again. In his book Chris shares his psychological research and practice in identifying the non-teachable personality traits common to top producing salespeople. Chris has identified this problem by focusing on personality traits. He found that the most important factor for success in sales is a person’s Drive – the inner fire that ultimately determines if he or she will thrive or fail. Chris and I discuss his system for identifying salespeople with the Drive to success, helping businesses improve their sales teams while avoid underperformers.
Have a Structure When You Hire It’s important to be process driven in your hiring procedure.Too often hiring managers go with their gut vs a methodical process. The interviewer should be the one to take over the conversation. To make sure you never hire a bad salesperson again, do the following:
- Effective assessment – Focused on persuasion, relationship-skills, organization skills
- 3 non-teachable skills Chris looks for he calls Drive
- Need for Achievement – Win for winning sakes
- Competitiveness
- Optimism
- During the resume review – ask the critical questions:
- job description,
- your rank on a sales team,
- what got you to move on to the next position,
- if you could have changed 3 things in your past (magic wand) to have motivated you to stay, what would that be?
- 3 non-teachable skills Chris looks for he calls Drive
- Past sales metrics – how much did you sell, how did you compare with your peers
Assessment Questions One way of finding the true values of a candidate is to force them to pick one attribute over another. Consider the following assessment:
Rank these most like you , somewhat like you and least like you
- I consider myself a leader
- I have great relationship skills
- I am very organized
Other questions that further identifies their character include:
- What kind of sacrifices have you made?
- When were you the most competitive?
- When you you the most upbeat when everyone around you lost hope?
Remember candidates are on the best behavior. If you see ANYTHING wrong, this is bad. DON”T HIRE THEM!
Note people from big companies have infrastructure to help them succeed. Look for sellers of a similar sized company past.
Flatliners: People merely motivated by Money. It doesn’t last like those with a Need for Achievement
Looking for a Sales Job? Be prepared. Make a list of behaviours sales managers would appreciate. Next to each item write down an example of where you’ve done that in the past. During the interview, use this list to drive the conversation. Make it clear, to your future boss, you have what it takes to knock it out of the park.
How to Find Chris Croner You can easily find Chris on LinkedIn
Chris’ LinkedIn
Chris’ Google+
Links to Sales Drive SalesDrive’s Facebook
SalesDrive’s LinkedIn
SalesDrive’s Twitter
SalesDrive’s Google+
SalesDrive’s Pinterest
This is the free assessment link mentioned during the interview: https://salesdrive.info/free-trial-request/
How to Manage Sales Teams This isn’t the first time we’ve talked about sales management. Here are past episodes you need to listen to now!
- Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
- How to Hire a Sales Rep that Hits the Ground Running #174
- The Invisible Sales Organization with Mitch Russo #147
- How To Be Your Customers Hero with Adam Toporek #104
- Strategic Sales Skills from Sales Management Author Ken Thoreson #57
- 6 Simple Steps of a Sales Process: Sales 101
The post Never Hire a Bad Salesperson Again with Chris Croner #210 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Stop Guessing How to Sell and Use Market Research with Corey Hammer #208 Many companies fail to understand the drivers that motivate customers to buy. Through luck and pluck these companies have found a level of success. Yet they know they’re leaving money on the table. Now if there was only a way to know for certain our prospects are thinking. In this episode guest Corey Hammer shows how companies can stop guessing how to sell and instead use market research to know for FACT, the drivers for selling success.
Corey Hammer has 15+ years as an insights professional across multiple industries. This includes CPG, education, hospitality, pharmaceuticals, and consumer services. He holds a PhD in Experimental Psychology and is a longtime Boy Scout and Scouter (Be Prepared).
Market Research Process Companies looking to roll out a new product or service should thoroughly investigate the new market. According to Corey, there is a methodical market research process. This process will provide insight into the drivers for converting prospects into consumers, customers and long time clients.
- Look at the data you currently collect: sales, overheads, marketing campaigns, conversions, and repurchase. It’s costs nothing to investigate and analyze data already in-house. Analyze and parse the data. For example”
- Look at marketing ads with different, copy and channels. Next look at conversion rates. However too often people fail look across channels Youtube, Twitter, Facebook, LinkedIn, Instagram, Pinterest etc….
- Also focus on internal sales data. Know what’s selling in what channels
- Next look at your customers. Accept that 80% of your business comes from 20% of your customers. Use a customer experience measurement tool to know how they think. Ask quick questions on recent purchasing and owning experience of you products and services. Make it a transactional survey of a recent purchase, especially B2C. A relational survey makes more sense in the B2B space.
- Value Engineering is the process of optimizing the value of a product of service to a customer by lowering costs or improving the functionality. Market research creates the opportunity to successfully complete a Value Engineering activity. Segment audience and align products and services.
What Do Startups Do? If you’re new to a market place you can’t rely on existing customers for market research. Instead, Corey recommends you go the library. Many local libraries have the following databases you can use for free:
- AtoZ Database sales lead research guide
- D and B Hoovers business research database
Next, look outside of the library at the App store to investigate competition.
- Market Watch online business and stock market news
- Seeking Alpha online stock market news
How to Find Corey Hammer You can find Corey online at the following websites:
Website: www.talismaninsights.com
Blog: wow.talismaninsights.com
Personal LinkedIn: www.linkedin.com/in/coreyahammerphd
Company LinkedIn: www.linkedin.com/company/talisman-insights/
Market Research and Value Propositions Here are past episodes that talk about the power of understanding your ideal client through market research. Listen today!
- Why Do I Need a Brand with Kim Speed
- Flawless Follow Up with Steve Rosenbaum #162
- Give to Get Marketing with Ray Wood #159
- How to Use Lead Magnets To Generate More Sales with Yoon Cannon
- Authority Selling with Mike Saunders #133
- Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
- How Value Propositions Bring Value to Your Business #167
- Wizard of Oz Sales Process with Steve Kloyda #137
- How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
- How to Create Value During a Sale with George Iacullo #91
- The Myth of Know Like Trust #74
- How To Build Your Value Proposition with Lisa Dennis #48
- Discovering Your Ideal Client Avatar #40
- SB013 | Winning Customers by Building Profits, an interview with Bob Rickert
- Looking for Leads with Social Media, an interview with Brian Basilico #34
- The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11
- SB 009 | Creating a Powerful Brand, An Interview with Arfan Qureshi
- Image Message Story. An Interview with Heidi Thorne
The post Stop Guessing How to Sell and Use Market Research with Corey Hammer appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
The Key to Authentic Selling with Jeff Davis #207 In this episode we meet long time Sales Babble listener Jeff Davis and author of the new book The Power of Authentic Leadership. Jeff and I discuss the importance of sellers embracing a leadership role, and apply their personal value system to build trust in prospective clients. Jeff gives the key to authentic selling with a 3 step process for authentic leadership.
Sales Credibility Every day sales professionals put themselves and their products and services into the world. Success is dependent on effectively connecting with prospects. To do that you must have absolute buy-in to what you’re selling. People sabotage themselves by not fulling committing to the product/service. Customers can read that and not trust.
Three Step Authentic Selling Process The key to authentic selling is knowing yourself, your product and aligning the two when selling:
- Know your personal VALUES – it’s not what you know, it’s what you apply
- Make sure your VALUES are applied to what your SELLING (solving a need, providing a genuine solution).
- Make sure the two values align. This builds trust.
Example: Let’s say you have a personal value of “integrity”. When you’re qualifying clients and identifying needs, leverage that value. With integrity, you will naturally focus on benefits (that add value to the prospect) vs features that tend to cater to the sellers ego. Place the customer first and tip the odds to your favor.
Common Values of Leaders Leaders commonly exhibit the following characteristics:
- Integrity
- No hidden agenda (higher than making money)
- Serving Others
- Having the best interest of others
- Have a personal vision for them in the world, apply their values within that vision
- Take Initiative ( fully take responsible)
- Serve and protect their employees ( fire bad clients who abuse their company/staff)
The key to authentic selling is to take the leadership role and serve your customers.
Take Action Plan Get out and meet prospects and clients face to face. Don’t over rely on marketing, email, social media and phone calls.
How to Find Jeff Davis Website: http://jeffdspeaks.com/
- Twitter: https://twitter.com/JeffDavis027
- Facebook: https://www.facebook.com/authorjeffdavis/
- LinkedIn: https://www.linkedin.com/in/speakerjeffdavis/
- Instagram: https://www.instagram.com/jld016/
Jeff has kindly offered Sales Babble listeners a free PDF copy of my bestselling book, The Power of Authentic Leadership. Send an email to his Executive Assistant Meg meg@jeffdspeaks.com
Selling Mindset Here are past mindset episodes with terrific advice you can apply today!
- The Purpose of Sales with May McCarthy #203
- Time To Sell Mindset with Chris Spurvey #202
- Three Step Process to Narrow Your Sales Focus #201
- Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
- How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
- Phiology: Secret Code of Leadership David Eisley #189
- Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
- How to Pitch Shark Tank with Michelle Weinstein #184
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- The Art of the Help with Larry Levine #182
The post The Key to Authentic Selling with Jeff Davis #207 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How to Generate Referrals Without Asking with Stacey Brown Randall #206 Leveraging business referrals is a powerful way to grow your business. Unfortunately the process is poorly understood and followed. The majority of the people are uncomfortable asking clients to do something that would help their business. They’ve been told to just get over their shyness and ask for a referral or reference. Since there are few alternatives, most people just skip it all together. In this episode Stacey Brown Randall preaches against outright asking for a referral. She shows an alternative process on how to generate referrals without asking.
Build a Referral Network Stay Top of Mind If you have a business reflect on your loyal and happy clients. Place them in your referral network. If you’re working for a startup, it will require old school networking. Work with people you know from you past. Ask them to keep you top of mind. Adhere to a process (see below) and overtime, referrals will happen.
Five Step Referral Process In the interview Stacey walked us through the five step process on how to generate referrals without asking. This will will be covered in her new book:
- Know whose referring you and your referral sources. Build a list (24-36 sources)
- Warm lead, introduction, word of mouth buzz, referrals ( 4 different types of prospects)
- Have a follow up / thank you process once you receive a referral
- Outreach with touch points to your referral network. Go deeper when interacting with them. Use language that will cause them to think of you and generate referrals. Beyond keeping in touch. Know something about them e.g. Fathers day, something personal. Maybe a host a network lunch, bring two people in your network together. This is the Secret Sauce. Build out a year long plan.
- Automate the year long plan with process by building a calendar, on a cycle. Work on it each week.
- Track the plan and tweak as you learn what’s working and what’s not.
Take Action Plan Focus on step 1 and build your list of referral sources (who should and have sent business to you). In your CRM, make sure to include with your list of clients, who referred them. This way you have a means of thanking and honoring your network.
How To Find Stacey Brown Randall Stacey’s new book is Generating Business Referrals Without Asking It’s coming out Fall of 2018 Preorders will start in March. The book delves deep in the 5 steps and provides supplemental material.
Website – www.growthbyreferrals.com/salesbabble
Click on the link to get the four reasons you don’t get referrals and next how to generate referrals without asking.
Join Stacey’s free Facebook group – Referrals Without Asking and learn more: https://www.facebook.com/groups/referralswithoutasking/
You can find Stacey in Social media * Twitter – @staceybrandall * Facebook – www.facebook.com/StaceyBrownRandall * LinkedIn – www.linkedin.com/in/StaceyBRandall
Business Development and Lead Generation Strategies Here are past episodes to continue this week’s conversation. Enjoy!
- Repeatable Success for Sales Development Reps with Brendan Barrett #188
- Startup Story Where Software Goes to Seed with Charlie Wiltgen #179
- Myths on Social Selling with Mark Hunter #142
- Understanding the Value of Testimonials #126
- 6 Simple Steps for Generating New Leads With Chris Helmers
- What Startups Need to Know about Business Development with Tim Allen #119
-
How to Find Sales Leads with Twitter with Madalyn Sklar #199
-
How To Generate Leads without Sales and Marketing with John Tripolsky #191
- 6 Ways To Generate Leads With Fatima Zaidi #180
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Referrals – The Master Key To Winning Sales with John Spence #127
- Looking for Leads with Social Media, an interview with Brian Basilico #34
- SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.
- Crossing the Chasm an Interview with author Geoffrey Moore
The post How to Generate Referrals Without Asking with Stacey Brown Randall #206 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
All Sales Start With a Why with Michael Manzur #205 Michael Manzur is founder and CEO of Flood Me Social LLC, a social media marketing agency. He helps companies find qualified leads and convert them into prospects. Michael is an unofficial LinkedIn Influencer and Host of LinkedIn Local Aventura in south Florida. Today we discuss common mistakes sellers make in social media and the process to turn leads into conversations.
Ineffective Social Media Too often companies have no idea why or what they’re doing on social media. All they know, is that they’re supposed to do it.
- The word Why is the driving force for selling according to Michael
- Too often businesses fail to base objectives around their Why
- Social media is merely a tool, doesn’t supplant effective communication
- People can see a marketing campaign a mile away
- Without a clear Why, campaigns fall flat
Your Why comes from your Value Proposition. First define that.
Effective Social Media Now that you have your Why, do the following:
- Set a business objective
- Craft social media goals around that objective
Example: I want to increase my B2B sales in 30 days
Goals: Create a content calendar, with sales, promotions, content to refine social media marketing funnel.
Michael believes that the how informs, but the why transforms.
Social Media for Startups Fully complete your LinkedIn profile, know what you can get for free. Much is available.
- Add a prospect on LinkedIn
- Like and comment on their LinkedIn activity
- Send a note about things you have in common to build rapport
- Take conversation offline
- Speak offline and share the value proposition over the phone
Use Linkedin to meet people and then move the conversation offline. Next, as you grow clients, word of mouth marketing creates growth.
Note: May McCarthy (The Purpose of Sales) spoke to the same topic back in Episode 203
Where to Find Michael Manzur Linkedin: https://www.linkedin.com/in/MichaelAManzur/
Instagram: https://www.instagram.com/MichaelAManzur
Gift for Listeners:
Interact daily on Linkedin!
https://www.linkedin.com/in/MichaelAManzur/
Social Selling We’ve talked often on the topic of social selling. Here are past episodes that dive deep. Listen today!
- The Art of the Help with Larry Levine #182
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- How To Generate Leads with Relationship Selling with Michael Ross
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Myths on Social Selling with Mark Hunter #142
- Power Prospect with LinkedIn Groups with Liam Austin #135
- How To Be An Awesome Sales Professional with Thomas Ellis #102
- How To Generate Sales Leads Using LinkedIn, Facebook and Twitter
- 7 Habits of Highly Successful LinkedIn Users with Dennis Brown
The post All Sales Start With a Why with Michael Manzur #205 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
What’s Not Working In Sales Today with Brandon Bruce #204 Brandon Bruce grew up in a tiny California town of 800 people where he only had one classmate at a school with outhouses as their bathroom. He went from these humble beginnings to now Cofounding and growing Cirrus Insight to $12 million in revenue and #41 on the Inc. 500 list (after a six-year rollercoaster of sales success and setbacks). Today Brandon and I discuss what’s not working in sales today.
Times Have Changed for Sales Cold emailing and cold calling still work, but not as well as in the past. The internet is changing consumers behavior. They are spending more time alone shopping and comparing before calling the sales line. It used to be that growing a big email lists was the path to success. But it doesn’t work as well as it did in the past. People can smell a pitch a mile away. A small list of targeted prospects is better.
Sales Solutions That May Work Be eminently reachable – post your calendar online and let people find a spot that works for them.
Use email prudently asking for advice and help if you’re a startup:
- Hi I’m a founder like you,
- I’ve created a new application, it does THIS,
- I’d really appreciate it if you would download, and give it a try
- then give us some feedback on it and tells us what we did right and not right
- We’re very open for feedback.
In this example you’re not selling but asking for advice. Kill them with flattery, by not selling, but getting them engaged. Be vulnerable and admit you may not have the answer, but you’re open for feedback. This is authentic. Pushy sales is what’s not working in sales today.
How to Find Brandon Bruce Brandon on LinkedIn https://www.linkedin.com/in/brandonbruce/
Website https://www.cirrusinsight.com/
Twitter @cirrusinsight
Babble me to enter the drswing for Brandon’s swag!
Business Development Listen to past episodes to find ways to grow business quickly.
- Repeatable Success for Sales Development Reps with Brendan Barrett #188
- Startup Story Where Software Goes to Seed with Charlie Wiltgen #179
- Myths on Social Selling with Mark Hunter #142
- Understanding the Value of Testimonials #126
- 6 Simple Steps for Generating New Leads With Chris Helmers
- What Startups Need to Know about Business Development with Tim Allen #119
The post What’s Not Working In Sales Today with Brandon Bruce #204 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
The Purpose of Sales with May McCarthy The purpose of this episode is to talk about purpose! Our guest May McCarthy discusses the value of aligning our day-to-day decisions towards some greater purpose. May walks us through a discovery process used by sales people and business owners alike. The purpose of sales is unique for each of us. In this episode let’s reveal what you want, how to achieve it and lastly how does your company help or hinder your success.
Lack of Purpose Companies know what they do, but not why. Even if they do, large organizations fail to share it up and down the organization. A purposeless organization will experience:
- lack of innovation
- disengaged employees
- listless shareholders
- fickle customers
- lower profits
A clear shared purpose can address these concerns and provide you your unique purpose of sales.
Personal Purpose, Company Purpose Ask three questions to reveal the purpose of sales in your life:
- What did you do when young that you truly loved?
- Ask people who you know and respect, “What do you think I’m really good at?”
- Ask yourself, “What do you think you’re really good at?”
Companies can ask the same three questions. Now factor out the commonalities between the companies purpose and your personal purpose. When there is alignment, true productivity abounds!
How To Find May McCarthy You can find May at www.maymccarthy.com
She has a new book! It’s being published this March 2018 titled The Path to Wealth: Seven Spiritual Steps for Financial Abundance https://bizzultz.com/book
https://www.facebook.com/pages/May-Mccarthy/601413533280571
https://twitter.com/maymcc
https://www.linkedin.com/company/2960330
http://www.youtube.com/channel/UCix8fz8aVtelYnp5AKFmLuw
Selling Mindset Check out the back catalog and listen to terrific episodes on the right selling mindset today!
- Time To Sell Mindset with Chris Spurvey #202
- Three Step Process to Narrow Your Sales Focus #201
- Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
- How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
- Phiology: Secret Code of Leadership David Eisley #189
- Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
- How to Pitch Shark Tank with Michelle Weinstein #184
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- The Art of the Help with Larry Levine #182
- How To Sell The World with Karl Weaver #177
The post The Purpose of Sales with May McCarthy #203 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Time To Sell Mindset with Chris Spurvey #202 In this episode Chris Spurvey shares his uncomfortable sales journey. When he started in sales, he didn’t find instant success. It took time, but he discovered the right mindset that would allow him to connect with prospects, and convert them into loyal clients. He calls it Chris Spurvey 5.0. In his new book It’s Time to Sell he explains his process for reinvention, self discovery and the right time to sell mindset.
Achievement Demands a Vision Without a direction, you can’t reach a destination. Chris believes a compelling vision motivates you to go out and act. It’s all about mindset. By celebrating smalls win, successes will compile.
- Create a vision with a time to sell mindset
- Set aside time each day executing this vision
What is your sales vision? Consider framing sales as a problem solver, not a pusher. If you can give your clients a good night sleep you’re doing it right. Create relationships with your clients and gain their trust with “Questions of Understanding.”
Bad Sales Management We need to shed this idea that great salespeople are fast talkers. While working in sales, Chris got a new sales director. He moved his comp plan from closed sales to an activity focus vs percent of revenue. It was demotivating for the team. Given the manager didn’t provide training or coaching, sales tanked. Eventually he was fired and surprisingly Chris was promoted in his place. Why? Chris started researching world class sales organizations on his own. He was mentally prepared for the next step.
Take Action Advice Chris invites three people for a Skype call per day on Linkedin. One of out three agrees. He talks to someone new regarding:
- Vision
- Gratitude
- Serving
- Learning
- Hub for Networking
At any point in time we are a moment away from a breakthrough. Get ready for it! Leverage LinkedIn and reach out to three people every day. Create opportunity.
How To Find Chris Spurvey Chris can be found across the internet with his time to sell mindset.
- LinkedIn linkedin.com/in/chrisspurvey
- Websites chrisspurvey.com Chris has a weekly blog
- Twitter @chrisspurvey
- ChrisSpurvey (Skype)
To find his book go to It’s Time to Sell and he has a podcast it’s Time To Sell Consultative Selling Let’s continue the conversation. Here are past episodes you will find on topic. Listen now!
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- How To Sell Hardware, Software and All Things IT with Mike Slowik #181
- How To Generate Leads with Relationship Selling with Michael Ross
- Four Skills You Need For Sales Success – HEAT
- The Perfect Close with James Muir #132
- How to Sell to the Obvious with Stephen Schiffman
- Educate While You Negotiate with Jeanette Nyden #85
- Why Can’t I Get a Degree in Sales with Professor Shawn Green #80
- The Ultimate Sales Revolution with Steve Lishansky #77
- Conversations That Sell an Interview With Nancy Bleeke #68
The post Time To Sell Mindset with Chris Spurvey #202 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Three Step Process to Narrow Your Sales Focus with Phil Boissiere #201 Phil Boissiere is a Silicon Valley tech startup and executive coach. He works with founders, entrepreneurs and sales people who struggle with attention fatigue. In this episode Phil gives us practical advice on how to boost your selling productivity. His 3×3 method is a quick way to tune up your sales brain, vanquish stress and narrow your sales focus. Your brain is the most important tool you have in your bag. Use it!
Sales = Stress The sales profession attracts people who are willing to put themselves on the line. Sales people are evaluated on:
- performance factors – e.g. closed sales, advanced deals, prospecting, etc..
- social factors – e.g. likeability, relationship building, etc…
When stress goes up, performance goes down. When people are stressed, they make the wrong decision. Quick fixes have limits. Discover the root cause within you and what’s going on in your brain. for example, with dehydration your cognition drops!
Tedious complex tasks hurt concentration, create distraction and a bad attitude. Stress and worry turns on the emotional part of you brain. You don’t want this. Since your overloading your brains with apps, photos, and videos, it’s hard to narrow your sales focus.
3×3 Method Phil has a way to relieve stress with a simple exercise. Combine the naming of an object with a deep breath. Since your brain can’t do two things at once, it will allow you destress and focus.
Pick three objects in the room and say the following:
- That’s a Lamp (take a breath)
- That’s a Painting (take a breath)
- That’s my Desk (take a breath)
Sellers are paid to perform. Since this work is future focused, it creates stress. Be preventive in mindfulness and reap rewards on your productivity.
Sleep Trumps Stress Coffee is a stimulant. It can help mental focus but it’s only a stop gap. When your brain is depleted of sleep it creates:
- irritability
- frustration
- distractibility
- low energy
- cranky mood
Get to sleep now!
How To Find Phil Boissiere http://www.philboissiere.com – Executive Leadership Coaching
Focus Playbook philboissiere.com/salesbabble
Selling Mindset Here are many terrific past episodes on the selling mindset. Listen today!
- Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
- Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
- Phiology: Secret Code of Leadership David Eisley #189
- Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
- How to Pitch Shark Tank with Michelle Weinstein #184
- The Sales Sherpa with the Hyperconnected David Fisher
- The Art of the Help with Larry Levine #182
- Advice to Sell The World with Karl Weaver #177
- Give to Get Marketing with Ray Wood #159
- 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
The post Three Step Process to Narrow Your Sales Focus #201 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Master Your Cold Calling Fear With This 4 Step Script One of the most difficult steps in sales is cold calling. It’s a task dripping with anxiety, dread and reluctance. People want to be loved and respected. Inserting ourselves into a place that yields rejection is scary. But this is the problem. Prospects rarely seek out vendors and buy. Waiting around for the phone to ring is a bad plan. So it falls on the seller to make the first move. That first move is often on the telephone. You need to master your cold calling fear.
My definition of a cold call is when you reach out to prospect and they’re not expecting the call. You only have a few seconds to elicit interest making it tricky work. The trick is to have a service mindset focused on learning about the client, understanding their situation, then ascertaining if you can help.
To make this lesson real, we’ll use an example of a real phone call. This call contains a series of steps. Each step has a reason and builds on the previous step.
Do you stink at cold calling? Having a cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the Conquer the Cold Call Consultation
First 10 are free with the coupon code “coldcall”
ACME Everlast Cold Call Pat: Hi Mike, This is Pat Helmers from ACME Everlast You and I just connected on LinkedIn Did I catch you at a bad time. Do you have 1 minute?
Mike: YEAH I GUESS, BUT ONLY A MINUTE
P: We help business owners keep their data safe from costly feral squirrel hackers.
You’ve heard about the squirrel attacks right?
M:YEAH I THINK SO
P: I’m calling because we have a special assessment program to review your vulnerability to squirrels this month and we’re looking for companies between 20-100 employees and I noticed on your website you have Database solution for Oak forest management and by the way that’s a great looking website!
M: OH THANKS WE PAYED A LOT FOR THAT……..
P: Have you been attacked by the squirrels
M: NO NOT YET
P: What would happen if you were to lose the integrity of your database?
M: …….pause …….OH THAT WOULD BE AWFUL: UNHAPPY CLIENTS – REBUILD FROM BACKUPS
P: Really, what else
M: LOST DEALS
P: What else
M: …….pause …….OH I DON’T KNOW I GUESS CREDIT CLIENTS FOR LOST BUSINESS
P: What else
M: …….pause ……. OH I DON”T KNOW PROBABLY MISS OUR YEAR GOAL
P:So that would be bad…
M: OH YEAH WE HAVE EXPANSION PLANS DEPENDENT ON THE INCREASED REVENUE
P: And you’ve not done an assessment on your system before?
M: NO… WE’VE THOUGHT ABOUT IT
P: I’m curious what’s held you back…
M: NEVER REALLY FOUND THE TIME
P: What else?
M: …….pause …….DON’T KNOW IF WE CAN REALLY AFFORD IT
P: Interesting… what else?
M: DON”T KNOW IF WE CAN TRUST THE RESULTS, I BET IT’S ALL A SETUP TO SELL US LOTS OF SERVICES
P: Yes I’ve heard that before…. What else?
M: WELL I GUESS THAT’S ABOUT IT…
P:…….pause …….Sounds it sounds like you’re concerned about a squirrel attack and you’re willing to do something about it but at the same time you want to make sure that you’re making an informed decision that doesn’t cost you and arm and a leg. Is that about right?
M: pause………YEAH I GUESS SO
P: Mike we’ve been doing this for a long time. We just did a company in your town called Soup to Nuts and found 15 breaches open to squirrel attacks. They said the same thing you said.. .if their system was to be attacked it could cost them millions We did a free assessment on them and for a very economical investment they were able to remediate their system and avoid calamity. This isn’t really a question of if but when. Do you think this will happen to you too?
M: I DON”T KNOW
P: Have you ever had your credit card numbers stolen?
M: YES
P: It’s the same thing right?
M: I GUESS SO
P: If we were to do this assessment, who’s the tech person in your organization we would work with?
M: MARY IS OUR CHIEF TECHNICAL OFFICER
P: Mary?
M: YES MARY SMITH
P: Do you think we could start working with Mary Smith tomorrow to get an assessment started?
M: YES I THAT’S POSSIBLE
P: Could you check your email Mike, I just sent you a link do you see it?
M: ……….pause……….YES
P: Great, click on the link and fill in Mary’s contact info. What’s her phone number?
M: OH IT’S 630- 768-3134
P: Let’s see is we can get this schedule for next week. I’ll give Mary a call later today. Sound good
M: YES
P: Great Mike, well thanks for helping set this up with Mary and when it’s done I’d like to set up a meeting with you for the results. Do you have your calendar up, would this time next week work?
M: LET ME SEE….. YES I CAN DO THAT.
P: Great; Again thanks Mike for everything and for all your help.
Design of a Cold Call Let’s walk through the dialogue step by step and explain what’s going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals:
- Connect with the prospect so they agree to have a conversation
- Discover their pain or desires
- Assess if they are qualified to buy my products or services
- Show how my products/services address the problems and desire they just mentioned
- Get them to agree to a follow up meeting ie. get an appointment.
- The goal is to set up an appointment and to do this whole call in just a few minutes.
Step by step breakdown of call This scripts assumes you’ve done your homework and have a good idea they are a qualified buyer. You can learn amazing things on social media, their website and the demographic of the customers they serve. It also assumes that you have a value proposition. We’ve covered this in length already but if you can’t easily explain that you serve a specific market with a specific set of needs and desires by provide a specific product/service/solution that have a set of specific benefits. The goal of any cold call is to schedule an appointment.
Step One: Call ONE- Call – Dial, Read the script and get permission to engage in a conversation
- Ask for them by name and mention how you know them. I’m a big fan of LinkedIn and use it to warm them up. This is what’s called social selling. When you see those ads that say “Never cold call again!”, that’s what they’re doing. But it doesn’t have to be social selling. You could also say, I met you at a networking meeting, or a conference, or someone recommended you reach out to them. Make it seem natural that you and they have a common connection and it makes sense for the two of you to be communicating.
- When they agree give you a minute of their time, the power shifts from them to you. They’ve given you permission to take a bit of their time. Use this gift wisely.
- Quickly get to the punch sharing your value proposition .
Step Two: Share Reason Use value proposition to share reason your calling
- I have a reason for calling. In this situation we have a special offer. The reason doesn’t need to be all that important. Maybe you’re going to be in town next Tuesday. Maybe you just launched a new product. etc… Always have a reason. Short and sweet.
Step 3: Qualify Ask questions and listen if prospect qualified
- Immediately start asking them questions. The more they talk, the higher likelihood you can advance the sale. Turn this into a natural conversation, not a presentation or worse, a lecture. Don’t fall into “selling telling”. If I’m talking more than a couple minutes i have an internal timer fire off and I start getting concerned I’m boring them or not adding value. So I ask a question to make sure they are still engage.
- Compliment them. In this case I said nice things about their website. No matter how good or bad it is, it’s good for you. It gives you insight into the kind of company they are. When doing outside sales calls I always complimented the building or something in the persons office. Do what comes natural if you’re talking to someone you already know.
- Keep asking questions and truly listen to their answers. Have you been attacked, if you got a attacked what would happen? How would it cost you? Discover their pain and the ramifications of their pain.
- Find out if your competition as already beat you to this customer
- Don’t cut them off keep them talking. Keep the conversation going by asking What Else. When I was in college I worked for a marketing company during the summer. I was one of those people who stood with a clipboard in the mall asking people questions about consumer products like cars, rice and beer. One trick they taught us to say what else after every open ended question. It was amazing what people would say. Often it was the third, fourth or fifth question before they really got to the thing that mattered most to them. What Else. In the end you will know if they are qualified.
- Don’t argue or debate over their objections. They are concerned about cost, quality, profit, time and being conned.You can’t blame them given all the sketchy sales people out there. Let them know you’re listening respectfully
- Once all the what elses are done, show how you overcome their concerns. Use examples of successful past clients. Offer free services to instigate a follow up in-person sales call.
- Once they agree they have a problem that’s a huge step forward. In this case I ask about the possibility of doing a free assessment. I start acting like an employee of the company and helping them figure out who and when I can work with the right staff, in this case Mary. But it could be just asking if a time to meet works for them within the next two weeks. This is the WHOLE GOAL of this phone call, to get scheduled 1 on 1 appointment.
- Notice I ask about possibility. This way I don’t get a hard no answer. Most anything is possible. If they can agree to a possibility, you’ve advanced the sale.
Step 4: Schedule Appointment Get on the prospects calendar to fully share your value proposition.
- Giving away free stuff is a great way to get people’s interest. But it must be something that makes sense in the context of your offering. In this case we’re giving away a free assessment. But it could be a quick document or article that makes the prospect a little bit wiser and well informed. You need to give to get. A pen, post-it notes or coffee cups don’t have near the value of a well written 5 step checklist pertinent to their industry.
- The goal of the call is to get an appointment. In this case we’re trying to schedule a meeting to go over the assessment. While you have them on the phone get them on your calendar. Don’t say you’ll call them back to set up a time. Never leave the call without a follow up scheduled.
Mindset * Have the attitude I’m here to help my customers. I’m not going to take advantage of them. I’m going to earn their trust for life. If I can’t help them maybe I can refer them to someone who can. I’m here to help. * Treat everyone like a distant cousin, someone you see once and awhile. You don’t know them that well but you deeply feel related to them. Not like a close friend, but a cousin * Think about your family, close friends, colleagues and community. Consider the skills that you use to build teams, help one another, listen, go the extra mile, partner. Consider those skills and use them when calling. Sales isn’t something separate from life. It is life. And what works with people close to you, works in sales.
How To Boost Your Cold Call Skills Having a cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the Conquer the Cold Call Consultation
On February 23, 2018 Pat offered 10 free consultations. Register here and use the discount code “coldcall”
Cold Calling Tips We have many past episodes we’ve shared with advice on how to cold call . Listen now!
- Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160
- 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
- Myths on Social Selling with Mark Hunter #142
- Cold Calling Role Play with John Trybulec #136
- 6 Simple Steps for Generating New Leads With Chris Helmers
- Secrets to Prospecting Like a Pro with Carrie Berens #120
- Stop Cold Calling Start Communicating with Odile Faludi #109
- How to Sell to the Obvious with Stephen Schiffman
- Sales For Start-ups with Mano Behera
- Prospecting for New Sales Leads with Steve Kloyda #73
The post Master Your Cold Calling Fear With This 4 Step Script – Anniversary Episode #200 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How to Find Sales Leads with Twitter with Madalyn Sklar #199 Sales Babble listeners are always asking about social selling and using social media of discover new leads. Sales people are ALWAYS looking for new leads. We know that LinkedIn can be alot of help, but what about Twitter, what about Instagram or Facebook? Is Snapchat worth your time?Today we ask AND answer those very questions. My guest Madalyn Sklar and I review each of the social media platforms and Madalyn shares advice on how to find sales leads with Twitter and common do’s and don’ts for Social Selling.
Social Media Social Selling Sales is sales. Just like finding leads at a networking event or referrals, social selling is no different except for the venue!
- You can find leads in all social media!
- Your ability to find leads depends on two things:
- Knowing who you’re selling to
- Understanding the social media venue
How to Find Leads with Twitter * Be consistent * Tweet everyday * Tweet 5 times a day * Check notifications people who respond * Check DM inbox and look for leads 1 lead /20 spam * Create lists: customers, competitors, prospects * Find ways to join conversations * Participate in Twitter chats * Hosts #twittersmarter every Thursday 1PM EST * Engage with people, just don’t post about you and your business
How to Find Leads on Instagram * Use hashtags * People search for hashtags to find a common conversation * There is a lot of spam, engage to discover who’s real
How to Find Leads on LinkedIn * Repost blogs on LinkedIn Article platform (former Pulse)
How to Find Leads on SnapChat * Can’t really find leads on Snapchat, according to Madalyn, it’s not worth her time * Redundant with Instagram Story’s, Facebook too.
How to Find Madalyn Sklar Madalyn is ranked #1 Houston Social Media Power Influencer. You can find her here: * Email her here…. madalynsklar@gmail.com * MadalynSklar.com * Twitter Smarter Podcast * Communities that Convert Podcast * Twitter @madalynsklar * Facebook * Instagram * LinkedIn
Go here to get her Twitter Secret Sauce – FREE online course videos and handouts
Lead Generation Strategies Many past episodes share advice on how to find leads with social selling. Listen now!
- How To Generate Leads without Sales and Marketing with John Tripolsky #191
- 6 Ways To Generate Leads With Fatima Zaidi #180
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Referrals – The Master Key To Winning Sales with John Spence #127
- Looking for Leads with Social Media, an interview with Brian Basilico #34
- SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.
- Crossing the Chasm an Interview with author Geoffrey Moore
- SB020 – Down to Earth Sales, an interview with Diana Schneidman
The post How to Find Sales Leads with Twitter with Madalyn Sklar #199 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
The Birth of a Salesman One consistent message I get from the Sales Babble audience is they love that Sales Babble makes sales simple by sharing practical advice and selling stories. Well today we’re going to knock that out of the park. Our guest is sales professional and author Carson Heady and he’s the author of the book series, Birth of a Salesman. Carson spins a sales adventures of fictional Vincent Scott as a vehicle to describe what makes for great sales.
Superman With a Briefcase The protagonist of the book is Vincent Scott. The story starts with him entering sales right out of college. His is young, brash and soon finds he’s good at it. He appreciates being well paid and is soon promoted and promoted again. Vincent represents all of us. We are all tested in our careers and personal lives. Like him, we make mistakes and have wins.
In Carson’s mind, Vincent is a Superman with a Briefcase. Vincent’s not afraid to take risks. Yes he sometimes fails but in the end he is a success in his profession. This character is a mix of people Carson has worked with over time.
Attributes of a Great Seller Vincent Scott struggles like all of us: dealing with bureaucracy, difficult deals, and working with others. This is something we all face in our careers. It’s not limited to sellers only. The stories develop to show how he matures over time.
Politics and corporate culture are a constant struggle in the book. Carson believes great sales demands:
- Passion
- Personality
- Tenacity
- Endurance
- Toughness
There is more to sales than being an extrovert.
How To Find Carson Heady You can connect with Carson on the web, blog and books:
- Website
Carson has published three books:
- Birth of a Salesman
- The Salesman Against the World
- A Salesman Forever
Sales Skills Training Here are past episodes that will help you find your A game in sales. Listen now!
- Sales Jokes That Don’t Fall Flat with Jon Selig #195
- Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
- How Salespeople Overcome Procrastination with Eric Twiggs #178
- How To Sell The World with Karl Weaver #177
- Selling In A Skirt with Judy Hoberman #170
- Memory Hacks for Sales Professionals with Brad Zupp #169
- How To Write A Successful Sales Plan with Jamie Irvine #168
- How Sales Can Help Buyers Help Themselves – Hugh Liddle #164
- 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
- Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141
The post Birth of a Salesman with Carson Heady #198 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Never Be Closing – Key To Better Sales with Tim Hurson #197 The second most difficult task of a sale is to ask for the business. Closing a prospect is a monumental challenge for many sales professionals. But maybe we’re looking at this all wrong. Tim Hurson is the author of the book “Never Be Closing”. In this episode Tim shares a process where prospects close themselves without arm twisting or sketchy wordplay trickery. Take your closing skills to the mastery level!
Have a Don’t Close Mindset Tim recommends going into a sales conversation with the idea of learning something. Set aside the expectation of closing quickly. People will close themselves if you do the process right. It takes time to build a relationship. People fear purchasing from a stranger, but they do appreciate purchasing from those they trust.
Purpose of a Sales Call What is the purpose of a sales call? It’s not to make the sale, it’s to make the sale, AFTER the sale. Sales calls are measured on a binary scale: You closed or NOT closed. This is false. There is nuance in every sales call and you can learn from the experience. Every call is an opportunity for success.
Simplest Close of All Ask the question “What more do you need to know before we proceed”. If they say nothing else start the paperwork that moves them from a prospect to a client.
Of course not everyone is qualified for your business. But prospects may know someone who IS qualified. Think referrals.
Take Action Advice GPS – learn from experience, evaluate the last sales call and ask the following questions:
- Great – what went well?
- Poor – what went poorly?
- Step ups – what can I do better next time?
How To Find Tim Hurson You can find Tim on LinkedIn linkedin.com/in/timhurson
- thinkxic.com (Company Website)
- blog.thinkxic.com/ (Blog)
- tenkaizen.com (Think Better)
Twitter @tim_hurson Book – Never Be Closing – how to sell better without screwing your clients, colleagues or yourself. How To Close a Sale We have many past episodes sharing advice on how to close a sale. Listen today!
- The Perfect Close with James Muir #132
- 4 Step Sales Framing Process with Aaron Janx #131
- Success Hacks for Sales with Scott Hansen #101
- How to Sell Coaching Services with Julie Foucht #98
- How to get your ASK in gear, an interview with Connie Kadansky #87
- The 5 Fundamentals for Closing a Sale #79
- Small Business Sales Techniques an interview with Kent Zaretzke #75
- How To Be Bold By Prequalifying Prospects Part 2 with Tom Reber #65
- How To Be Bold By Prequalifying Prospects with Tom Reber #64
- The Smooth Sale Pricing Process with Elinor Stutz #60
The post Never Be Closing – Key To Better Sales with Tim Hurson #197 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Top 10 Sales and Marketing Tools for 2018 #196 In this episode Neil Kristianson from Email Splat visits Sales Babble in the international podcast studio. As we gather around the fire, Neil and I drink homebrews, sample salsa, mustards, various cheeses and crackers. But this is not and end-of-year sendoff. Throughout this bacchanalia, Neil and I share the top 10 sales and marketing tools, we feel Sales Babble listeners should adopt in 2018. Below are links to each of the tools mentioned in this episode.
Neils Sales and Marketing Tools * Rescuetime – A personal analytics service that shows you how you spend your time and provides tools to help you be more productive. * Web Merge – An online platform that allows you to easily collect data, populate a document and send it to any contact automatically. We provide you with flexible document types, dynamic content, and delivery options that fit to your business needs. * Stepshot Guides – A unique software to create training manuals, technical blog reviews, software workflow presentations and step-by-step guides with no hassle. * Zapier – Connect the apps you use everyday to automate your work and be more productive. 1000+ apps and easy integrations – get started in minutes. * Create Space – Provides free tools to help you self-publish and distribute your books, DVDs, CDs, and video downloads on-demand on Amazon.com and other channels.
Pat’s Sales and Marketing Tools * Hunter.io – Easy way to find professional email addresses. Give a domain name and get the list of all the emails related to it found on the internet. * ToDoist – Trusted by millions, Todoist is the best online task management app and to do list. For Web, iPhone, iPad, Android, Chrome, Outlook and many more! * MailTester – Check if an e-mail address is valid or not. Find out why a mail bounces. Get technical information about a mail account and it’s mail (SMTP) server. * Active Campaign – Integrated email marketing, marketing automation, and small business CRM. Send beautiful newsletters, setup behavioral based automations, and benefit from sales automation. * SlyDial – Voice messaging service which connects you directly to someone’s mobile voicemail… pretty sly huh?
Plus 2 Tools For no extra cost to you, we included 2 extra tools!
- Neil’s Tool – LastPass – Password manager for businesses. Whether you need to share passwords with colleagues or enforce a company-wide password policy, LastPass is the online password manager for your business.
- Pat’s Tool – Serps – International and local keyword rankings. Check keyword rankings positions in Google or Yahoo from over 100 country and language combinations.
How to Find Neil Kristianson * Find Neil at Emailsplat.com * Neil’s Podcast can be found at https://emailsplat.com/beyond-the-optin/ * Go to emailsplat.com/SalesBabble to see a video on the Triple Loop AutoResponder series.
Shout out to Poor House Brewing and our appreciation for sharing the Mango Habanero Pale Ale recipe.
Past Tool Episodes with Neil Kristianson * Top Ten Sales and Marketing Tools 2017 * Top Ten Sales and Marketing Tools 2016 * Top Ten Sales and Marketing Tools 2014
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Sales Jokes That Don’t Fall Flat with Jon Selig #195 There are parallels between sales, improv and stand up comedy. Unfortunately sales jokes can fall flat and jeopardize a deal. In this episode Jon Selig shares advice on how to employ comedy to connect, build relationships and win deals.
Sales and Comedy Each sales call has elements of standup. Open strong, close strong, probe the audience for their pain. display confidence. First you need to sell them on you. A simple self deprecating joke is safe.
Craft jokes specifically for a prospect’s pains and challenges within their industry. It is very easy to offend and alienate your prospect. You only need to offend one person on a team to lose a deal.
- Don’t push anyone down
- Don’t marginalize anyone
- Don’t mock popular sentiments
- Be as politically correct as you can
Have empathy and put yourself in your customer’s shoes. If you do that you won’t cross the line and have your sales jokes fall flat.
Improv in Sales Frame your message within the problems and desires of your prospects. Be positive with the other person, respect them.
- Answer the question your prospects ask
- Listen for the question, address it square on
- Use the improv framework of Yes And
- Accept what you hear and go with it.
- Show how your solution will address their pains and challenges
Take Action Plan Write more. Set aside time, express your thoughts in 1-3 pages. Stream what’s going on in your head. Discover your goals, then work it into your sales presentations. The key is to be relatable.
How to Find Jon Selig You can find Jon Selig online and at a comedy club near you in Central America!
Website: jonselig.com
TW: @jonselig
LinkedIn: https://www.linkedin.com/in/jonselig/
IG: ImprobableComic
EMAIL: jon@jonselig.com
Jon also raises funds with Comedy Abroad, which produces live English stand-up comedy fundraisers in Latin America.
Sales Babble Sales Jokes Go here www.salesbabble.com/jokes
Building Rapport in Sales There are other ways to build rapport other than jokes. Here are past episodes. Listen today!
- How To Sell The World with Karl Weaver #177
- How to Sound Better and Improve your Voice during Sales Presentations with Tracy Goodwin #172
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- 4 Step Sales Framing Process with Aaron Janx #131
- When Buyers Say No with Tom Hopkins
- How to Assume Rapport when Prospecting with Ken Dunn #90
- Stop Selling Start Leading with Deb Calvert #84
- The Myth of Know Like Trust #74
- Conversations That Sell an Interview With Nancy Bleeke #68
- How To Sell a Fine Dining Experience with Tony DeSalvo #62
The post Sales Jokes That Don’t Fall Flat with Jon Selig #195 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How to Make Sales with Voicemail with Dave Moravec #194 Sales Babble listener Dave Moravec visits the podcast to share telephone and voicemail prospecting tips. I was a guest speaker at his CEO Sales Summit at the Integrity Data offices. I gave a talk on focused listening and qualifying. After the talk, I fired up the digital recorder and had Dave share how he make sales with voicemail and email to solicit interest and earn an appointment.
Sales Voicemail Challenge Do you return your voicemails? Probably not. The common etiquette is to ask permission BEFORE calling. This is what we do with friends and family. But this wasn’t true in the past. Back in the day, you could call without permission. given there was no caller ID to screen your calls. This idea of permission is flowing into the B2B space. In fact only 4.8% voicemails get returned. That’s a ration of 1:20. This is the challenge.
Your challenge is to leave a good and pertinent voicemail that will solicit the prospect to take your call OR return your voicemail. One key mindset is to be relevant. Leave a relevant message and be a relevant person.
Voicemail Script During the interview we discussed what it means to be relevant and leave relevant voicemails. Dave shared an example:
Hey Mary, you told me two weeks ago that I should give you a call because you were excited about the value our company provides. You didn’t have time at that time to learn more but you asked me to find a time that was more convenient. I appreciate that you told me that and I’d love to talk to you at your convenience. Here’s my number or if it’s easier for you this is my email address and we’ll set up a time that works. Thanks so much.
Voicemails and Emails People have one of two preferences: voicemail or email. Dave uses both to discern their preference. First….
- Leave a voicemail.
- Send an email that mentioned you left a voicemail and share a link
- Leave a voicemail mentioning you sent an email
Dave has a cadence: Two voice mails, Two calls. He uses a one week follow up schedule. He moves the follow up around days and times of day. For example:
- Leave a message Tuesday morning
- Follow up Friday afternoon
- Follow up Thursday morning
- Conscious of holidays and vacation times
Follow follow up until they tell you otherwise. People appreciate persistence and following up.
Take Action Advice Be relevant in the message you leave. Maybe share an article that helps them, recognize they are using a competitor and you might be able to overcome an issue. Build relationships first. If you’ve done the first relationships, when you leave the follow up message, they will recognize that first conversation created the opportunity. They are likely to appreciate it.
How To Find Dave Moravec Dave Moravec is a sales manager at Integrity Data
Dave’s email is dmoravec@integrity-data.com
You can connect with Dave Moravec on LinkedIn
Original blogpost Voicemail…Are you returning those messages?
Cold Calling Episodes Listen today to past episodes on cold calling, prospecting, voicemails and converting conversations to appointments:
- Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160
- 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
- Myths on Social Selling with Mark Hunter #142
- Cold Calling Role Play with John Trybulec #136
- 6 Simple Steps for Generating New Leads With Chris Helmers
- Secrets to Prospecting Like a Pro with Carrie Berens #120
- Stop Cold Calling Start Communicating with Odile Faludi #109
- How to Sell to the Obvious with Stephen Schiffman
- Sales For Start-ups with Mano Behera
- Prospecting for New Sales Leads with Steve Kloyda #73
The post How to Make Sales with Voicemail with Dave Moravec appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Why Commissioned-Based Sales Plans Fail to Work with Justin Clark Justin Clark is the Director of Sales for a janitorial and packaging products distributor. Over time, Justin’s company found sales reps spending more time auditing their paychecks than selling. They also found the commission-based sales plans failed to motivate reps to do the best for their customers. To overcome this challenge they moved their sales staff to a pure performance review based salary plan. In this interview, Justin shares the story of how they were able to make this extraordinary change in their compensation plan.
Challenges Faced * Money is emotional. 100% commissioned sales people would spend as much time making sure they’re paid what they earned vs selling. * Reps pushed products that brought the most money. There were SPIFs (Sales Performance Incentive Fund) for products that were not good for the customer. * Wanted to promote consultative sales and stop sellers pushing products and instead finding solutions. * Commission-based sales plans were holding the company back.
Transition Plan Because of these challenges, Justin slowly created a transition plan to move the organization.
- Did not move immediately to salary compensation.
- Slowly moved from commission-based sales plans to salary and bonus plans
- Still too much focus by reps understanding the bonus
- Commission-based sales plan was slowly phased out
Final Plan Once the final plan was finalized it was found to contain:
- Paid full salaries on most recent best year.
- Reps paid same as last best year.
- Money is a manager. Without commission-based sales plans you need to manage. more hands-on and ensure accountability. The final plan requires more coaching and more investigating into reasons reps are not successful.
- People do good work for many reasons, not just money.
Results Since the plan has been in place, the results contain:
- People felt like they needed to hit their goal because the company was ALREADY paying them.
- Everyone is now on the same team with the exact same goals.
- Raises are based on performance review.
- Some employees didn’t like the plan and found they are not a good fit for the company. Some reps have left the company, others asked to leave.
- It’s been a 10 year process.
Transition Advice Now that they’ve reached success, Justin has some clear advice for others interested in changing their compensation plan:
- Management team needs to look at staff, consider how they will manage them and if they are OK if people leave.
- Answer this: is it worth getting everyone surrounded around the same purpose. It probably is!
How To Connect With Justin Clark Commission-based sales plans no longer exist in Justin Clark’s sales department.
Connect with Justin on LinkedIn and learn further details.
How to Manage Sales Teams * How to Hire a Sales Rep that Hits the Ground Running #174 * The Invisible Sales Organization with Mitch Russo #147 * How To Be Your Customers Hero with Adam Toporek #104 * Strategic Sales Skills from Sales Management Author Ken Thoreson #57 * 6 Simple Steps of a Sales Process: Sales 101
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How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers’s Secret Language and Make Your Business Irresistible. Jeffrey believes that far too often people sell the wrong thing to the wrong people. Unfortunately too few people understand for whom they are for. Your ideal client has a secret lingo that mirrors your traits and values. Once you learn their lingo, you can quickly discern and serve this market.
Five Step Process In his book Jeffery outlines a five step process for discovering your prospects secret lingo.
- Understand your ideal clients perspective
- Create familiarity and comfort
- Style – build one that matches your target
- Pricing – Use whole numbers for high-end customers
- Words – use language they speak
How To Connect with Jeffrey Shaw To find Jeffrey Shaw, his book, and the free secret lingo giveaways go here:
- Lingo mediate kit Inforgraphic
- Free Chapter of his book
- Audio version of the first chapter of the book
- The full book on Amazon
- Twitter @jeffreyshaw1
Go to Jeffreyshaw.com/sales
How to Learn About Your Ideal Client Here are past episodes that speak to the importance of knowing your ideal client.
- How To Generate Leads without Sales and Marketing with John Tripolsky #191
- Repeatable Success for Sales Development Reps with Brendan Barrett #188
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
- 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
- Myths on Social Selling with Mark Hunter #142
- How to Power Prospect with LinkedIn Groups with Liam Austin #135
- How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
- How To Be An Awesome Sales Professional with Thomas Ellis #102
- Sales For Start-ups with Mano Behera
The post How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Generate Leads without Sales and Marketing with John Tripolsky #191 In this episode we meet John Tripolsky, CEO of JTE Marketing. John shares his process to generate leads through a referral process. When starting John had neither marketing nor a sales staff. Instead he leveraged his existing network to find qualified prospects and generate leads. It worked and this is how to generate leads without sales and marketing!
Hire a Team Without Hiring The JTE Marketing earned its first two clients from friends and family. They repeated the process by working networking meetings. John kept attending and connected with five people. From those five they built their portfolio. Building personal relationships is what matters.
John is a strong advocate for LinkedIn. He has 7K connections. Almost all have gotten a personal message welcoming them to connect. Not everyone is a qualified prospect. Yet all know people who ARE qualified. Referrals come from both existing and non clients
Lead Generation Referral Process 1. Use the three letter word “ask” Sit down and casually start… “let’s talk about XYZ …..” 2. He then asks…. “Do you know anyone I could talk too? “ 3. Next he asks … “Would you introduce me? Would you send an introduction email?” 4. Share “I would love to talk to them and pick their brain about …. “ 5. Once you get the lead follow up … “John Smith recommended I give you a call…” 6. Lastly asks if they would be open to personally set down and chat for 10 minutes. In person
This is how you learn about a market and it’s nomenclature. It’s also solid advice on how to generate leads without sales and marketing. This process is great news for startups!
A Watershed Deal After a terrific presentation he was asked for a proposal. He had no idea what to do but eventually created an order form. It was not pretty. Since he’s a marketing company, he believed this poorly represented the company. He made it beautiful with graphics and brand worthy style.
Make your invoices and quotes BEAUTIFUL!
He recommends Pandadoc
Having a great proposal maintains the positive feeling that happened at the time of the presentation.
Take Action Advice Ask…… Make it second nature to make requests of clients and prospects. Get over the hump of shyness. If you never ask you’re never going to get anything from it. Keep forward momentum, embrace lifelong learning and ASK.
Where To Find John Tripolsky This is the link to the JTE Marketing Group
You can also find John on LinkedIn
How to Prospect and Generate Leads * Repeatable Success for Sales Development Reps with Brendan Barrett #188 * 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 * Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 * 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 * Myths on Social Selling with Mark Hunter #142 * How to Power Prospect with LinkedIn Groups with Liam Austin #135 * How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 * How To Be An Awesome Sales Professional with Thomas Ellis #102 * Sales For Start-ups with Mano Behera * How to Assume Rapport when Prospecting with Ken Dunn #90
The post How To Generate Leads without Sales and Marketing with John Tripolsky #191 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Why Nobody Gives a S*%T About Your Sales Goals with Mike Dannenfeldt #190 Highly effective companies collect and measure sales goals. These goals drive performance and results. Mike Dannefeldt and I talk about process management, goal setting and how to manage sales staff. The challenge is to meet and exceed the goals. Yet success is dependent on buy-in and communication.
Why Sales Goals Not Met Nobody cares about company goals if the vision has not been communicated. Goals by themselves do not motivate. They they must have meaning and value to all in the organization.
Leaders must be transparent about strategic goals to ensure employees understand and buy-in (communicate and collaborate). Too often transparency is non-existent.
Tools Drive the Process or Process Drive the Tools? * We talked at length about the distinction between process and tools. Paper processes are rarely followed. * The data collected must benefit all parties. Especially true if employees are responsible for data input * Establishing regular metric review meeting drives performance growth and results
Take Action Advice Establishing regular metric review meetings to communicate vision and drive performance with results. Mike gave us advice on how to set this up:
- Set up recurring weekly meetings
- All departments attend
- Everyone contributes and reports on progress, at least two goals
- Include sales goals and product/service goals
- Place something up on the screen so all can see. A dashboard with KPIs (Key Performance Indicators).
Memorable Quotes Sales Goals quotes shared during the episode:
Goal without a plan is just a wish
Everybody has a plan until they get punched in the face – Mike Tyson
How To Find Mike Dannenfeldt You can find Mike on LinkedIn
- Mike on Twitter ~~@~~zecutiv.
- Go to zecutiv.com You can get a 20% off if you use the Promo code “salesbabble”
How to Manage Sales Teams * How to Hire a Sales Rep that Hits the Ground Running #174 * The Invisible Sales Organization with Mitch Russo #147 * How To Be Your Customers Hero with Adam Toporek #104 * Strategic Sales Skills from Sales Management Author Ken Thoreson #57 * 6 Simple Steps of a Sales Process: Sales 101
Sales Goals to Manage There are two goals to focus on:
- Nudges – an interaction with a suspect that advances the sale by a prospect responding
- Appointments – the suspect becomes a true prospect when they agree to meet.
Sellers should focus on maximizing nudges. They will lead to appointments. Managers should assume opportunities with appointments have a high likelihood to close. All should focus on the true nudges.
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Phiology: The Secret Code of Leadership David Eisley #189 In this episode we meet Dave Eisley, author of the book Phiology: The Secret Code of Leadership. Phiology is the intersection of physiology, psychology, and philosophy in the context of leadership, but written from a sales management perspective.
Phiology Focus for Sellers Dave and I discuss how Phiology addresses leadership especially in the case of sales:
- Control your physiology to achieve optimal performance.
- Navigate obstacles by shifting your perception of events.
- Decode the origins and fallacies of decision making, in yourself and by others.
- Uncover vital parts of any system, revealing key leverage points that drive success.
- Expand your influence in an ethical and meaningful way.
Sales and Leadership Sales is responsible for the rise of humanity. Our ability to trade separates us from the other species on our planet. Without the idea of a trade, and a fair trade, humanity has been able to team and create civilization. It’s all based on trust.
- Talk and share a vision you want to obtain
- Get everyone in the room
- Empower people
- Commission each to take action
Take Action Advice Control what you can control and leave the rest.
Influence the few things you can, it will get noticed and you will be rewarded for it. Be bold, be courageous, take action.
How To Find Dave Eisley Here are links to Dave online and his book.
- Go to the www.phiologybook.com
- LinkedIn https://www.linkedin.com/in/eisley/
- Twitter @davideisley
- Phiology Book on Amazon
Book Raffle Here’s a chance for you to win a free copy of Phiology. Email Pathelmers @SalesBabble.com
Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
- FREE Domain
- Free Site Builders
- 1-Click WordPress Install
- 24×7 support
Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide
Selling Mindset Here are other terrific episodes on mindset. Click a link and listen now!
- Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
- How to Pitch Shark Tank with Michelle Weinstein #184
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- The Art of the Help with Larry Levine #182
- How To Sell The World with Karl Weaver #177
- Give to Get Marketing with Ray Wood #159
- 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
- How To Generate Leads with Relationship Selling with Michael Ross
- How Curiosity is the Engine of Sales Achievement with Tony Jalan
- Why Can’t I Get a Degree in Sales with Professor Shawn Green #80
The post Phiology: Secret Code of Leadership David Eisley #189 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Repeatable Success for Sales Development Reps with Brendan Barrett #188 There is a growing trend for companies to separate business development from deal closing. We’re talking about two different people: One person setting up appointments the Sales Development Reps (SDR) and the other is the closer. In this episode our guest Brendan Barrett and I walk through the SDR process with it’s pros and cons. We do some roleplaying in order to show practical advice for anyone prospecting and trying to set up an appointment.
What and Why an SDR? SDR stands for Sales Development Reps – appointment setters, prospectors and cold callers. Brendon calls the the Roller to the Closer . This is different than the traditional inside sales (an order taker). This is all outbound sales and Business Development. They are sometimes called Business Development Reps or BDR.
More efficient for closers, who can be closing deals daily vs spending time in the office setting up their own meetings.
Downside of SDRs. * Details get dropped * Having a process imperative * Communication
What Makes For SDR Success? * Entry level position * Hungry, coachable, naturally curious
SDR Process In this section we walked through the SDR process and gave practical examples for the Listeners.
- Create a relationship
- Use LinkedIn to prospect
- Reach out to sescretary
- Take 2-5 touches to get a meeting
- Create a dialogue (conversation)
- “I’m looking for people who set up your brown bag discussions
- “I saw your post on LinkedIn and I’m curious about it …..
- Could be set up on Facebook, Messenger, LinkedIn or email
- Always wish somebody a good day, that opens up people
- Qualify
- Prospecting is market research
- Some deals take years, hand off slow deals to marketing to keep them warm
- Laws of attraction applies by showing interest. Create curiosity, get them to ask you about you
- Be skeptical, don’t assume they are qualified
- Ideally you want them to see the value and self qualify
- Win permission to sell
- Make a phone call about them
- “How was the weekend, what do you have going on this week
- If you met at a conference, start there, “what’s your next conference on your calendar
- Introduction to Closer
- Sounds like we could work with you well but I’m not the right person
Take Action Advice Nice guys win and smarter guys win more!
Be helpful!
How To Find Brendan Barrett * Go to the Start In Phoenix website www.startinphx.com * Business of Family and Selling Podcast startinphx.com/family * From there you can download the Double my Revenue 7 day Sales Challenge * @StartInPhx on Instagram * StartInPhx on Facebook * @StartInPhx on Twitter
Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
- FREE Domain
- Free Site Builders
- 1-Click WordPress Install
- 24×7 support
Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide
How to Prospect and Generate Leads Other great episodes on business development. Listen today!
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
- 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
- Myths on Social Selling with Mark Hunter #142
- How to Power Prospect with LinkedIn Groups with Liam Austin #135
- How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
- How To Be An Awesome Sales Professional with Thomas Ellis #102
- Sales For Start-ups with Mano Behera
- How to Assume Rapport when Prospecting with Ken Dunn #90
- How To Generate Sales Leads Using LinkedIn, Facebook and Twitter
The post Repeatable Success for Sales Development Reps with Brendan Barrett #188 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Sales Success Triangle with Glenn Mattson #187 In this episode we describe the sales success triangle. It’s based on Attitude, Behavior and Technique. Our guest Glenn Mattson is a business consultant and sales coach. Glenn speaks from experience on the issues sellers commonly face and things they can do to find selling success.
Selling Personalities Gabby people aren’t necessarily the best sellers. Yes they are good at connecting and initiating conversation. But sometimes they are too bound to seek for approval. They struggle with the follow up and closing aspects of sales.
Introverts and techy people, can be extremely successful in sales because they are process oriented, they follow a system nor do they wing it. More introverted sellers don’t care if people like them, they handle rejection better.
Issues top sellers face We discussed at length the problems, concerns and barriers to success. Glenn mentioned:
- Attitude
- Lack of Patience
- Guilt
- Worry
- Anxiety
- Risk Adverse
- Poor Discipline
- Poor Planning
- Non-Tactical
- Poor Listening
- Weak Questioning
- Reduce cost of sale
The question is this, how to maximize your time and energy for more business?
Sales Success Triangle According to Glenn it’s Attitude ,Behavior, and Technique. Attitude is most important: For example you earn exactly what you think your worth. You call the people you think you’re equal to. He recommends that you increase your average deal by 10% every 60 days. Next deal with your limiting commitment. Some people say all the right stuff but don’t do it. They have an ocean of excuses.
Take Action Advice Two pieces of advice:
- Live in a world of execution
- Don’t fear failure. The more you fail, the more you learn and the more you earn
How to Connect You can find him here www.mattson.sandler.com
or call 631 726-3537
Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
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Sales Skills Training Below are other past episodes that discuss ways to hone your craft of sales. Listen today!
- How Salespeople Overcome Procrastination with Eric Twiggs #178
- How To Sell The World with Karl Weaver #177
- Selling In A Skirt with Judy Hoberman #170
- Memory Hacks for Sales Professionals with Brad Zupp #169
- How To Write A Successful Sales Plan with Jamie Irvine #168
- How Sales Can Help Buyers Help Themselves – Hugh Liddle #164
- 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
- Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141
- Four Skills You Need For Sales Success – HEAT
- The Only Sales Guide You Will Ever Need Anthony Iannarino #130
The post Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Why Do I Need a Brand? In this episode I and Brand expert,Kim Speed dig deep into the question why do I need a brand. Everyone says having a brand is critical for success. But is it? What is the fundamental value a BRAND provides you and your company? How does a brand make it easier for me to acquire new customers and prospects?
Brand vs Branding According to Kim, your brand is who you are and what people say about you when you’re not in the room. Branding is all the elements that supports your brand: website, ads, emails, logos etc… Let’s focus on the former, before the latter.
Sales and Branding Your brand is useful for your sales process. When done well it open doors and creates trust. But it’s not an easy path to understand your brand. It’s built on knowing and viscerally understanding your ideal client. This requires companies to go through a value proposition process. Instead of focusing on logos and fonts, focus on who is PERFECT for you product or service.
Who Is Kim Speed Kim is the owner of Purple Moon Creative, Brand and Marketing Boutique where she helps start-up companies and small business owners to become visible to their prospects, and to turn those prospects into clients.
**P** 647.558.1962 **C** 416.992.9701 Kim is the author of the recently published book, ***Branding on a Shoestring: How to Re-Create Your Small Business Identity and Increase Sales Results in 83 Days or Less***. Go here to get it purplemooncreative.com and answer the question “why do I need a brand!” Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
- FREE Domain
- Free Site Builders
- 1-Click WordPress Install
- 24×7 support
Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide
Discovering Your Ideal Client Here are a number of past episodes discussing the importance and process of discovering your perfect customer. Listen today!
- Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
- How Value Propositions Bring Value to Your Business #167
- Wizard of Oz Sales Process with Steve Kloyda #137
- How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
- How to Create Value During a Sale with George Iacullo #91
- The Myth of Know Like Trust #74
- How To Build Your Value Proposition with Lisa Dennis #48
- Discovering Your Ideal Client Avatar #40
- SB013 | Winning Customers by Building Profits, an interview with Bob Rickert
The post Why Do I Need a Brand with Kim Speed appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Transformative Sales Tools with the Tool Master Miles Austin #185 In this episode we meet the tool master Miles Austin who shares a number of transformative sales tools that will increase your efficiency, productivity and ability to close sales. Miles is a highly engaging guest, a guy you can relate to. Yeah we’ll be geeking out. But if discovering more leads, booking more sales, and becoming a highly sought out sales professional sounds like a good thing – then hang on and listen up.
List of Transformative Sales Tools The following is a list of sales tools that were mentioned during the interview. I’m not familiar with all of these tools. But Miles speak highly of them. Enjoy.
- Nimble.com Social Sales and Marketing CRM
- Zoom.us Online Meeting Solution
- Soapbox Browser extension for creating videos
- Viewedit Browser extension for creating videos now called Vidyard
- Haikudeck.com Presentation Software
- Chatfuel Facebook AI Chat bot
- Viddyoze.com 3D Animation tool for logos
- Socialmessengerpro Facebook Messenger chat integration on you website
These transformative sales tools can kickstart your selling revolution. Change is hard and it’s easy to stay the course and do nothing. But consider this. The journey of a thousand miles starts with a single step. Pick one tool and consider it a single step. Take action!
How To Find Miles Austin This is Miles Austin’s web page. Click here to download his Entrepreneur Launch Pad
https://www.fillthefunnel.com
https://facebook.com/MilesRAustin
https://www.linkedin.com/in/milesaustin/
How to Find Pat Helmers This is my personal website PatHelmers.com
Check it out! http://helmershomestead.org/
Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
- FREE Domain
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Special intro offer and 30-day money-back guarantee
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Sales Tools * How Salespeople Overcome Procrastination with Eric Twiggs #178 * How To Get the Most From Your CRM with Omer Lizotte * How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157 * Top 10 Tools Sales and Marketing for 2017 With Neil Kristianson #144 * The 7 Best Free CRM Systems for Business with Cara Wood * The Top 10 Sales and Marketing Tools for 2016 #92 * Mobile CRM and BYOD Sales Tools For 2015 with Will Kelly #41 * Top 10 Tips on Sales and Marketing from 2014 a Fireside Chat With Neil Kristianson #38 * SB035 – How to Build Relationships using CRMS, an Interview with Mike Muhney * The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11
The post Transformative Sales Tools with the Tool Master Miles Austin #185 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How to Pitch on the Shark Tank with Michelle Weinstein #184 Michelle Weinstein is a sales strategist who specializes in helping entrepreneurs learn how to sell without selling and without being sleazy. She pitched on Shark Tank and raised over $1M for her last Company placing products into Costco & The Vitamin Shoppe. In this episode she shares the story and the fundamental elements of a strong pitch.
Elements of a Pitch On the TV show Shark Tank. Michelle was pitching a protein bar business and after a multi-step vetting process she was able to pitch before the “Sharks” only to be shot down. Due to significant coaching for the show, she learned you must your authentic self. If you’re a fake, people won’t trust.
- One minute to make an impression.
- 10-20 seconds you will be judged
- Practice your elevator pitch over and over and over
- Make it memorable
- Make it catchy
- Make it niche enough then be more niche
- Know your audience
Take Action Advice Go take action, too often people don’t take action. Fear is in their way e.g. afraid they don’t know what’s going to happen, afraid of rejection, afraid of failure. She believes you do the market a disservice if you don’t’ reach out and offer your products and services.
Pat’s Pitch Template Here is an example format that may help…. I help __________________ people in _______________ kinds of industries who have ___________PAIN or DESIRE___________ by providing __________SOLUTIONS_________ that provided BENEFIT BENEFIT BENEFIT Then ask… is that you? Write this up and read it outloud 20 times until it rolls off your tongue easy peasey. How to Find Michelle Weinstein As she shared on the podcast, she is the Pitch Queen.
Go to http://www.thepitchqueen.com/
Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
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- 1-Click WordPress Install
- 24×7 support
Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide
Entrepreneurial Mindset Here are past episodes for the startup and entrepreneurial minded. Listen today!
- How to be a Sales Sherpa with the Hyperconnected David Fisher
- Startup Story Where Software Goes to Seed with Charlie Wiltgen #179
- Sales Cycling and Startups with Jon Woodroof #145
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- Lose Your Ego Gain The World with Todd Lemense #139
- Location Independent Business Essentials with Dan O’Donnell #138
- What Startups Need to Know about Business Development with Tim Allen #119
- 5 Habits of Successful Sales People with Kingsley Grant #117
- How to Deal With Racism in Sales with Duane Draughon #115
- All Entrepreneurs are in Sales with Derin Alemli #110
The post How to Pitch Shark Tank with Michelle Weinstein #184 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How to be a Sales Sherpa with the Hyperconnected David Fisher Returning guest Dave Fisher and I meet at Sketchbook Brewing to discuss the publishing of his new book: Hyperconnected Selling, Winning More Business by Leveraging Digital Influence and Creating Human Connection Dave is a podcast host and consultant trying to bring back the art of conversation to business. In this episode we discuss the evolution of selling and what you can do to better leverage the network you already have. Dave explains how to be a Sales Sherpa and how to guide your prospects through the glut of information that overwhelms their buying experience.
Selling Conversation and Points We Discuss Yes we talk about the beer and the value of balancing malt and hops.
But we also discussed:
- Seller asymmetry, buyers have more information than the seller
- Appointment setting will get automated
- Enterprise sale will always need real people (at least in the next 10 years)
- It’s best to keep working in the same industry and grow industry knowledge
- Build industry relationships that lead to referrals
- Sharing insights to prospects will generate business
- If you hate your job and the industry, get out now
Enter here to WIN a FREE copy HYPERCONNECTED SELLING Enter Here to Win Enter by October 10th! Five names will be drawn! How to Find David Fisher You find Dave all over the internet ….
- www.davidjpfisher.com
- Twitter @dfishrockstar
Past Sales Babble episode with David In this episode, David tells us all about hyperconnected selling
http://www.salesbabble.com/3-steps-start-hyper-connected-selling-david-fisher-129/
Me on the Beer, Beats and Business Podcast
http://beerbeatsandbusiness.com/tag/pat-helmers/
Sketchbook Brewery Dave and I met at Sketchbook Brewing Co. a nanobrewery in Evanston, IL focused on sustainable, local, community supported brewing.
Visit at 821 Chicago Ave, Evanston, IL 60202
Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
- FREE Domain
- Free Site Builders
- 1-Click WordPress Install
- 24×7 support
Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide
Selling Mindset Here are past episodes that will upset your false beliefs and myths on selling. Listen today!
Networking Tips * 3 Steps To Start Hyper Connected Selling with David Fisher #129 * Supercharge your Sales Memory with Brad Zupp * 7 Habits of Highly Successful LinkedIn Users with Dennis Brown * Small Business Sales Techniques an interview with Kent Zaretzke #75 * How To Kickstart Your Networking in Sales with Evie Burke #56 * Pleasantly Persistent Sales With Thomas Ellis #15
- The Only Sales Guide You Will Ever Need Anthony Iannarino #130
- Understanding the Value of Testimonials #126
- What is Sales 3.0 with Shawn Karol Sandy #83
- How to Sell Solopreneurs, an End-of-Year Survey with Larry Keltto #43
- How To Sell Like Hell with David Rubinstein #42
- How to Make $1 Million Dollars in Sales an Interview with Mike Schmidtmann #39
- SB031 – How Sales Are Lost in the Beginning an Interview with Mark Whitehead
- 20 Minutes To A Performance Seller and interview with Rick Day #12
- Four Ways To Stay Ahead of the Competition
The post How to be a Sales Sherpa with the Hyperconnected David Fisher appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
The Art of the Help with Larry Levine #182 In this episode we start by discussing the confusion of social selling. The root issue is not so much how to twiddle the knobs and bells of LinkedIn Facebook and Twitter. The true issue is the failure of sales professionals understanding WHY they have chosen the profession of sales Then secondly we talk about the Art of the Help for success. Larry Levine is a social selling expert, podcast host and long time B2B sales expert.
Self Awareness in Sales Most sellers don’t reflect on their lives, what motivates them and why they do what they do. They aren’t self aware. During the discussion Larry and I chat ….
- Why are you in sales?
- Larry believes there is a ton of confusion with social selling
- It’s the Art of the Help he shares….. giving back to the community and your clients
- Sellers must brand themselves Larry recommends. This will differentiate you.
- Larry reminds us that “Selling is 24×7 job”
Why Sales is a Great Profession * Get to run your own business * Freedom * Good money * Can have a positive impact on your company * Can influence your customers
Social Selling is NOT New Not a new thing, back in the day it was all analog but still the same thing. Connecting with people and relationship building. Just like we used to do with handshakes and phone calls. You do the same thing on social media. It’s the art of the help, not the deal.
Take Action Today If you want to have any success opening up new conversations you need to learn how to build a brand. Your personal brand differentiates you. You are broadcasted across the internet, manage that story.
Complete the Selling Survey Click HERE! How To Find Larry Levine Website – www.socialsalesacademy.net Twitter – @larry1levine instagram – @larry1levine podcast – www.sellingfromtheheart.net Other Links Mentioned * Johnny and Friends * Dale Carnegie How To Win Friends and Influence People * Brett Adamson the Challenger Sale
Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
- FREE Domain
- Free Site Builders
- 1-Click WordPress Install
- 24×7 support
Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide
Selling Mindset Here are other past episodes that cover the topic of mindset. Listen today!
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- When Buyers Say No with Tom Hopkins
- How to Assume Rapport when Prospecting with Ken Dunn #90
- Stop Selling Start Leading with Deb Calvert #84
- The Myth of Know Like Trust #74
- Give to Get Marketing with Ray Wood #159
- 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
- How To Generate Leads with Relationship Selling with Michael Ross
- How Curiosity is the Engine of Sales Achievement with Tony Jalan
- Why Can’t I Get a Degree in Sales with Professor Shawn Green #80
The post The Art of the Help with Larry Levine #182 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Sell Hardware Software and All Things IT with Mike Slowik #181 In this episode we meet Mike Slowik, 34 year veteran of selling hardware software and all things IT But Mike tells us that he doesn’t actually sell IT. He sells change. We talk about the enterprise sale and the complexity of working a prospect who brings a large team for the evaluation.
Mistakes sellers make: Not communicating, not talking in a style prospects respect. It’s a must if you want to learn how to sell hardware software and IT.
The Danger of the Unsolicited RFP It’s difficult to win an RFP, especially one that is requested out of the blue. Most likely your competition wrote the majority of the evaluation. Get a meeting before applying for an unsolicited RFP to see if it’s worth the trouble. Moral of the story – GET THE MEETING.
FUD (Fear Uncertainty and Doubt) FUDing is a process sellers use to motivate prospects to look at competition skeptically.
- Fear
- Uncertainty
- Doubt
Get the prospect to dig deep into the competition by creating fear, uncertainty and doubts in their mind. Have the prospect take the initiative and see if the competition is all they promise. At the same time assume YOUR competition is doing the same to you. Have an answer to set the facts straign about your company.
Treat Everyone Like the Boss It only takes on person on the buying team to deep six a deal. Beware of groupthink! Listen deeply to everyone’s insight. Don’t judge the team, dynamics quickly. It may not be at ALL what you think it it.
How To Connect With Mike Slowik Maybe you would like to learn more on how to sell hardware software and IT. Connect here…
- LinkedIn for Mike Slowik
We mentioned the Aurora University Sales Institute
- Link to the Aurora University Sales Institute
- Interview with Dr. Shawn Greene. where we talked about why schools fail to offer a Bachelors degree in “Sales”
Bluehost Sponsor Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month
- FREE Domain
- Free Site Builders
- 1-Click WordPress Install
- 24×7 support
Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide
Consultative Technology Selling This is just one of a number of past episodes that discusses the enterprise and sale and the need for using a consultative process. Listen today!
- How To Generate Leads with Relationship Selling with Michael Ross
- Four Skills You Need For Sales Success – HEAT
- The Perfect Close with James Muir #132
- How to Sell to the Obvious with Stephen Schiffman
- Educate While You Negotiate with Jeanette Nyden #85
- The Ultimate Sales Revolution with Steve Lishansky #77
- Conversations That Sell an Interview With Nancy Bleeke #68
- The Smooth Sale Pricing Process with Elinor Stutz #60
- What is Consultative Selling with John Corley #59
- How to Win Complex Sales in Technology – an Interview With Brad Walker
The post How To Sell Hardware, Software and All Things IT with Mike Slowik #181 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
6 Ways To Generate Leads With Fatima Zaidi #180 In this episode we meet Fatima Zaidi to discuss 6 ways to generate leads starting with the idea that you must always communicate with purpose.
With over 10 years of experiences in sales and business development Fatima has become an expert in closing that deal. In this podcast, Fatima takes you through the ten steps to snagging that opportunity and converting it into a case won. She highlights common mistakes made my sales people, and how you instantly develop that connection and rapport to work in your favour. Whether you’re just at the start of your sales career, or you just want to augment your existing skills, this podcast will set you on a clear path to success.
Hacking Sales Fatima and I walk through the following list on strategies and ways to generate leads:
- Get creative with your pitch
- Develop a personal brand that defines you as a thought leader and subject matter expert
- Develop relationships both online and off line
- Build partnerships with other complimentary businesses
- Build rapport by giving before asking
- Stay unemotional to quick outcomes
Take Action Advice Do three small things every day to broaden and deepen your network
How To Find Fatima Zaidi Fatima is VP Business Development EightyEightAgency.com This is her phone 416.836.4356
You can find Fatima on Linkedin
Lead Generation Strategies There are many ways to generate leads. Here are past episodes that cover this topic. Listen today!
- 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
- How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Referrals – The Master Key To Winning Sales with John Spence #127
- Looking for Leads with Social Media, an interview with Brian Basilico #34
- SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.
- Crossing the Chasm an Interview with author Geoffrey Moore
- SB020 – Down to Earth Sales, an interview with Diana Schneidman
- Pleasantly Persistent Sales With Thomas Ellis #15
The post 6 Ways To Generate Leads With Fatima Zaidi #180 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Startup Story Where Software Goes to Seed with Charlie Wiltgen #179 This week we go to the birth of a business to tell the tale of a startup story. We interview an entrepreneur who invented a SaaS product and built a loyal client list from nothing. This requires a keen attention to detail understanding the challenges and desires of the target market. Charlie Wiltgen tells his origin story and how hard work and luck intersect. His corn and soybean data management business is highly successful and an inspiration for all want to be entrepreneurs.
Knowing Your Market Charlie shared his startup story:
- How his business partner was hired to fix a legacy system
- How she pitched the client a rewrite on a new platform
- How the client LOVED the new software and she brought in Charlie
- How they worked a trade show to bring on 20+ clients
- Struggles with scaling the Adoption Curve
- What it takes to give a great demo
Get a free Slidebean account today!
How To Find Charlie Wiltgen This is Charlie on LinkedIn
This is Creative Customized Programming
Crossing the Chasm
This is the episode that discusses the adoption curve and the challenge of scaling. Our guest Crossing the Chasm author Geoffrey Moore
Entrepreneurial Mindset and Business Development Here are some past great startup story episodes:
- Myths on Social Selling with Mark Hunter #142
- Understanding the Value of Testimonials #126
- 6 Simple Steps for Generating New Leads With Chris Helmers
- What Startups Need to Know about Business Development with Tim Allen #119
- Sales Cycling and Startups with Jon Woodroof #145
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- Lose Your Ego Gain The World with Todd Lemense #139
- Location Independent Business Essentials with Dan O’Donnell #138
- What Startups Need to Know about Business Development with Tim Allen #119
- 5 Habits of Successful Sales People with Kingsley Grant #117
- How to Deal With Racism in Sales with Duane Draughon #115
- All Entrepreneurs are in Sales with Derin Alemli #110
- How to Make a NO Feel as Good as a Yes with Michele Moreno
Get a free Slidebean account today!
Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple. It’s robust presentation tools successfully pitch clients around the world.
Slidebean’s state of the art presentation software allows you track your prospect’s progress within a sales deck. In addition you have vital information such as how many times they’ve opened your deck. Plus you know how much time they’ve spent on each slide.
The post Startup Story Where Software Goes to Seed with Charlie Wiltgen #179 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How Salespeople Overcome Procrastination with Eric Twiggs #178 In this episode we meet the procrastination prevention partner Eric Twiggs. Eric and I have a lively discussion covering practical ways on how salespeople overcome procrastination. We talk about mindset, processes, and automation tools that can increase productivity and success.
The habit to accept is the ability to take action. If you put things off that take you away from your life goals, you will be frustrated and unsuccessful. The root of procrastination is due to a lack of goals and focus. Turn that around.
In sales sellers commonly struggle with:
- Following up
- Call reluctance
What’s the answer to overcoming this struggle? Eric says
“Know your numbers, ratios of calls per answers and sales advances. Know the number of your activities. Let the law of averages work to your favor. Know that optimists are commonly more successful in sales. Get the right attitude.”
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But I Don’t Feel Like It People often use their lack of interest as a reason to put off a task. Don’t let inertia keep you in place. Become aware of your personality type. Are you a Driver or a Motivator? By understanding yourself, you can overcome feelings, and displace it with habit and action.
Steps To Overcome Procrastination 1. Turn off all notifications on your cell phone 2. Use a smart phone app to automate your life 1. Hootsuite – preplans social media posts 2. SMS Scheduler – send text message reminders 3. Rescue Time – blocks websites for a set period of time 4. Kitchen Timer for the Pomodoro method 5. Stick K website – makes goals public to others who hold you accountable (actually put money on the line)
Procrastination Pyramid Eric spokes at length on his procrastination pyramid:
- Watch your attitude and don’t label yourself as a procrastinator.
- Be aware of your optimal times, power times and personality type.
- Animation, know your sleeping and exercise habits and control them.
- Automation – Understand what tools help and what tools hinder your productivity.
- Activity and taking action, over and over.
Take Action Advice Don’t let perfect become the enemy of progress . Done is better than perfect.
How To Find Eric Twiggs To learn more about how salespeople overcome procrastination go to his website www.ericmtwiggs.com
To find his new book go to www.ericmtwiggs.com/thedisciplineofnow
@thedisciplineofnow on Twitter
Get his free eBook “One Moment in Time Preparing Your Life For Your Defining Moment” Send an email to eric@ericmtwiggs.com and mention Sales Babble!
Get a free Slidebean account today!
Sales Skills Training We have lots of other episodes on skills you can work on. Listen today!
- Selling In A Skirt with Judy Hoberman #170
- Memory Hacks for Sales Professionals with Brad Zupp #169
- How To Write A Successful Sales Plan with Jamie Irvine #168
- How Sales Can Help Buyers Help Themselves – Hugh Liddle #164
- 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
- Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141
- Four Skills You Need For Sales Success – HEAT
- The Only Sales Guide You Will Ever Need Anthony Iannarino #130
- Understanding the Value of Testimonials #126
- Lessons Learned at a Software Startup with Johnny Campbell #124
Get a free Slidebean account today!
Slidebean Examples Created for Sales Babble As I mentioned here are couple slide decks that I created for two Sales Babble presentations. Enjoy!
https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success
https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups
The post How Salespeople Overcome Procrastination with Eric Twiggs #178 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
How To Sell The World – Advice on Selling Asia #177 In this episode we meet Karl Weaver, an international sales professional who is a wealth of knowledge when it comes to how to sell the world. Selling Asia is different than the USA . Europe too. In both cases, sales only happen once trust is built. In this episode Karl shares 7 ways to sell in a protectionist environment by a process of creating trust.
Advice on Selling Asia We walked through a series of steps that in many ways, mirror enterprise sales in the United States:
- Realize their goal is to compete with the West
- Protect all you laptops and stored information
- Learn the language or bring someone who can
- Give a gift and something local like Almond Roca
- Don’t expect an immediate sale
- Honor the exchange of business cards
- Use social media like LinkedIn and WeChat
Get a free Slidebean account today!
Advice on Selling Europe Like Asia, European companies do not make pop decisions. They are more formal when approaching business transactions. The gesture of exchanging business cards is a good example. Like Asia, it’s treated as an honor to both give and receive a business card.
Europe is interested in gaining trust before doing business. They want substance and don’t make quick decisions.
Take Action Advice Even if you lose a deal, keep working on the next one. It takes time to break in. Be patient. Share on social media you’re value proposition. Over time relations will build for those who grind away.
Don’t expect the immediate sale. Be in it for the long run. Don’t close the door, keep going back and try again. Continue the good battle, sell, market and use social media why you’re products are great.
Get a free Slidebean account today!
How to Find Karl Weaver Karl Weaver 魏卡尔 is a globally trained, Mandarin-Chinese speaking, senior wireless market and Smart Phone/mobile device specialist, working for wireless technology companies on both sides of the Pacific Rim in a sales & business development capacity.
https://www.linkedin.com/in/karljweaver/
Add Karl J. Weaver 魏卡爾 on WeChat Building Rapport in Sales Dig into our back catalog and learn more about the challenge and skills you need to build rapport with YOUR customers. Listen now!
- How to Sound Better and Improve your Voice during Sales Presentations with Tracy Goodwin #172
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- 4 Step Sales Framing Process with Aaron Janx #131
- When Buyers Say No with Tom Hopkins
- How to Assume Rapport when Prospecting with Ken Dunn #90
- Stop Selling Start Leading with Deb Calvert #84
- The Myth of Know Like Trust #74
- Conversations That Sell an Interview With Nancy Bleeke #68
- How To Sell a Fine Dining Experience with Tony DeSalvo #62
- SB030 – Karma Calling an Interview with Victoria Cook
Get a free Slidebean account today!
Slidebean Examples Created for Sales Babble As I mentioned here are couple slide decks that I created for two Sales Babble presentations. Enjoy!
https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success
https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups
Here are details in how why Slidebean sponsors Sales Babble!
The post How To Sell The World with Karl Weaver #177 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit If you’re running out of leads, this week’s episode is exactly what you need. Janis Pettit is an expert on the new LinkedIn interface. Today we dig in and uncover 7 LinkedIn strategies for generating qualified leads. Janis takes us from setting up your profile, finding prospects, connecting, engaging, moving them to a webinar presentation and on your email list. Not only does this work, but you can do the same thing on Facebook . Of course this assumes that’s where you’re prospect hang out! Stop the cold cold calling and start leveraging social media today!
Lead Generation Today When it comes to B2B sales and marketing, LinkedIn is the bomb. 41% millionaires are on LinkedIn with the average income at $75K. Members of LinkedIn are buyers. Janis gave us 7 strategies to turn those buyers, into prospects.
- Make sure your LinkedIn profiles clearly states who your are. Only focus on people who have issues that you can provide solutions.
- Identify your ideal prospect, find them using advanced search, send a note to connect. Expect 40% will accept. Once they accept, engage them in a conversation and ask a strategic question.
- Keep track of your messaging in your CRM. This engagement can take weeks per prospect. Stay organized and follow up.
- Find active groups and become visible by offering valuable content. Janis gave an example of an eBook she authored. Cross post on your “status update” on LinkedIn.
- When people view your status update, reach out to them and connect.
- Create a high converting funnel, get their email and place it on an email list. From that list offer webinars to engage and convert them into clients.
- Work on it 30 minutes a day
Get a free Slidebean account today!
Facebook for Prospecting The above process can be used on Facebook too. It’s all dependent on the market niche you serve. If you’re interested in:
- restaurants
- retail
- small businesses
How to Find Janis Pettit Janis can be found at her company Small Business, Big Results
Get a free copy of her eBook “How to Get More Business Leads From The New LinkedIn” to LinkedIn Strategies for Generating Qualified Leads
Connect with her on Facebook
Connect with her on LinkedIn
Slidebean Examples Created for Sales Babble As I mentioned here are couple slide decks that I created for two Sales Babble presentations. Enjoy!
https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success
https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups
Social Selling There are many past episodes on social selling, lead generation, and prospecting. Listen today!
- How To Generate Leads with Relationship Selling with Michael Ross
- Take Command of the New LinkedIn User Interface with Brynne Tillman #151
- Myths on Social Selling with Mark Hunter #142
- How to Power Prospect with LinkedIn Groups with Liam Austin #135
- How To Be An Awesome Sales Professional with Thomas Ellis #102
- How To Generate Sales Leads Using LinkedIn, Facebook and Twitter
- 7 Habits of Highly Successful LinkedIn Users with Dennis Brown
Get a free Slidebean account today!
The post 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
We're in China ! In this episode Denise and Pat talk about thier first impressions of living in China regarding travel language food and eBikes