Sales Babble

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There is an old saying in tech that there are only two kinds of technologies: the out-of-date and the "it's not yet available."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