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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 mak

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

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 s

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

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, va

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

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

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

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.co

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 sal

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 o

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