img_6424A few years ago I was writing weekly on sales and the Tao Te Ching. But as you know that has mostly come to a halt with infrequent postings here and there. Despite the lack of new content, I’m surprised how many people keep coming to this site. They find value in the message of balanced non-pushy sales. This makes me smile.

In a recent interview on David Fisher’s Beer Beat and Brews  we talked about the Tao Te Ching and how it’s a perfect model for modern business and sales. The discussion motivated me to pen a new LinkedIn pulse based on my recent experiences in China, Thailand and Malaysia.

This is the recently published post:

https://www.linkedin.com/pulse/sales-without-force-pat-helmers

Take a moment to follow the link and share with your friends and colleagues. If you could comment I’d deeply appreciate it.

I’ll add a link when the episode of Beer Beats and Brews is published. Stay tuned.

 

 

 

taoist-templeYesterday I visited a Taoist Temple in Kuala Lampur, Malaysia. They have a practice of inscribing their hopes and fears on a scroll that is both beautiful and practical. The scroll is placed into a fire, symbolizing the ephemeral nature of life. Too often we naively gift  the minutia of each day with too much importance.  At least I do. I should do better.

Lao Tzu wrote:

“Knowing others is intelligence;
knowing yourself is true wisdom.
Mastering others is strength;
mastering yourself is true power.”

For those of us in business, this mindset can mean the difference between success and failure.  It is true wisdom.

IMG_6195Lao Tzu wrote often about management.
 
“Whoever relies on the Tao in governing men doesn’t try to force issues or defeat enemies by force of arm”
 
Good business practices are based on taking the high road, positive actions and providing value  customers appreciate. The days of pushy mediocrity are behind us.
 
This weekend I visited a Confucian Temple and the relief of a wise man studying. He is the model of lifelong learning. By studying the wants and desires of our market, we too can reject the force of arm. We can embrace confidence .
 
“Because he accepts himself,
the whole world accepts him”.
 
So will your customers.

IMG_4734After years of studying and writing about Lao Tze the time has come to delve deeper. This August I’ll be moving to Zheng Zhou China. My wife Denise, has taken a job as an elementary principal. It’s at a newly create American elementary school with 1st and 2nd grade children. Denise has been a principal for many years and is an expert working with English Language Learners.

Zheng Zhou is a city of 10  million people in the Henan province. Lao Tze was supposedly born and raised there 2500 years ago, 150 years before Socrates.The Henan province is considered the birth place of Chinese society. We’re going to be in the thick of it.

China is not America, it’s world a way geographically and culturally. But it’s also a terrific opportunity to learn about another culture upfront and in person. It provides professional opportunities for each of us. Travel opportunities as well. 

I’m uncertain what I’ll exactly do in China. Certainly the Sales Babble podcast will continue and I’ll keep working on the book “Selling With Confidence for Start-ups” and the “Tao Te Ching of Sales”.  But as Lao Tze wrote “A good traveler has no fixed plans, and is not intent on arriving.”  It’s the trip that matters and the people with you. Denise is the best travelmate ever.

To stay in tune to our travels you can read more at Denise’s blog at Journey of a Thousand Miles

 

Tao Te Ching of SalesThere are five perils that endanger a sale.

Assuming the deal is yours at the onset.
Caring too much about winning the deal.
Displaying arrogance during a sales call.
Becoming principled on the “right way” of doing things with the client.
Letting worry languish advancement of the sale.

These are common failings that contribute to missed quotas.
When reflecting on lost sales,
these perils form the foundation of failure.

Beware.
Respect the five perils.

Ocean crashing on RocksThe wise seller considers the advantages and disadvantages equally.
If the competition is weak,
They consider the disadvantages to guarantee the sale.
If the competition is stronger
They search for their advantage to overcome weakness.

The Master Seller always takes the view,
the sale is theirs to lose.
They don’t plan on the competition to fail.

photoThese are the five keys to victory:

Knowing if a buyer is a qualified, and who is not.

Knowing what to do when the competition is superior, and when they’re not.

Knowing the value you bring and how to share the relevance of that value with clarity.

Knowing the sales process and following it with discipline.

Knowing  that the responsibility of making sales lies wholly on you.

 

Thus the Master Seller teaches if you know yourself and you know your prospects you will make sales. If you know yourself and not your prospects you will lose many sales. And if you know neither yourself nor your buyers you will lose all sales.

Knowing is success.

The Tao Te Ching of Sales is all about non-pushy sales. It’s about listening, building relationships and finding connections that match your solutions to the buyers needs. With this in mind I’m building a Webinar that will explain this process with great clarity and depth.  This new course is called.

 Selling With Confidence

Do you lack confidence in your selling skills?

Are you fumbling cold calls, unsure what to say?

Do you lack a formal sales process and forget to follow up?

Do clients keep stalling and never agreeing to buy?

Lastly are you running out of time?

This November 5th  2014 at 12 PM CST

webinar teacherI’m hosting a LIVE webinar, and I’m going to show exactly what I do when it comes to sales. I’m going to share for the first time how to skyrocket your sales step-by-step. By the end of this FREE webinar, you’ll have the confidence to know exactly:

  • what to say,
  • when to say it,
  • and how to influence prospects to buy

This webinar talks about the fundamentals of sales. Whether it be Business to Business (B2B) or Business to Customer (B2C) the fundamentals remain the same. You can apply these in many situations because no matter what, at some level you’re selling P2P, Person to Person. It’s building that connection to people, is the trick. I’ll talk about the….

Three skills you need to master sales

These are learned skills. People aren’t born to sales. Sales is like any else, it has a set of processes, goals and best practices defined over time. Sales has been a part of civilization since ancient Sumeria and the Silk Road. As such there are rules of thumb that anyone can discover. For example we’ll go into great detail and show the ….

6 stages of any sales

and walk through each stage so you’ll know what to do and when to do it.

With the onset of the Internet, the process of sales has dramatically evolved. Notions of being aggressive, hard-nosed, pushy and obnoxious no longer work. Sales has evolved into a more collaborative process. And that’s exactly what we’ll cover.

The one mindset all great sellers possess

Believe or not but you’ll be able to apply this mindset  immediately that day. Sales is surprisingly simple, but only if you break it down to it’s fundamentals. This is precisely what you’ll experience in Selling With Confidence. This is all about non-pushy sales.

Make Sales. Grow Your Business.

With this one webinar you can double, maybe triple your business prospects in 30 days. But most importantly, you will build customers for life.  This class is totally free. I’d love to have  you join us.
Sign Up Today

The Selling With Confidence Webinar

Elevator ButtonsIn the Sales Babble website not only are podcasts published but  blog posts are released weekly on Thursdays. Two recent  posts are of note since they reflect the essence of the Tao Te Ching of Sales.

Four Ways To Stay Ahead of the Competition was published last week on Sales Babble and is a reflection of the Competition is Not Your Enemy posting in September 2013.

“There is no greater illusion than fear,
no greater wrong than preparing to defend yourself,
no greater misfortune than making an enemy of your competition.”

What The Sport Of Fishing Can Teach Sales Professionals is based on the post Fishing For Buyers of November 2013.

“The wise fisherman
Knows they can’t bully the fish to bite.
It takes patience to lure them in.”

In both cases,  the lyricism of the Tao maybe a bit dense for the casual reader.  But the  message is no less relevant to the sales professional and non-seller seller today.   Sales,  as it’s been touted in the past,  is a story that is no longer true.  Pushy bullying no longer works. Timeless sales, as prescribed by this forum, is  focused on the client;  listening for the desires, pains and emotions to discover their true needs. And if this focus is true, the competition takes care of itself.  You will know that the competition is  not the barrier between you and success, but instead you’re the barrier.  Your abilities make or break success. You serving the prospect, client and customer.

If you liked this subscribe to Sales Babble here and leave a voicemail message for the podcast, right on the home page. Do it now!

John sailing the SnarkThe Master Seller
doesn’t teach sales
as much as show sales

When the seller think they know all the answers
the are difficult to guide
When they know they are in uncharted waters
they are open to a map.

If you desire to become a Master Seller
avoid being a know it all
Straight forward honesty is the sure route.

Be content with making solid sales,
Knowing closed deals are a win
for buyer and seller alike.

This is Master Selling.

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Tao Te Ching of Sales

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What is the Tao Te Ching of Sales?

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