Sales Babble

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.

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.

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.

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?

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!".

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.

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.

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