Author: Pat Helmers

I help businesses grow with podcasts. Plus other stuff too. How can I help you? Let's have coffee.
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Updated eBook

Much has happened since the first of January. It was on that date I released the first copy of the eBook “Tao Te Ching of Sales”. We’ve blogged and discussed quite a bit since that time. I believe it’s time to release a second draft of the text.

Click to download the eBook

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It’s currently 79 pages and I’m looking for readers who might be willing to review and provide comments. I’ve updated the cover and
considering the idea of rearranging the pages into a set of sections (they are currently arranged by the order they were first published). I might add a preface that clearly explains how I’m interconnecting the Tao with Sales. Some of the feedback I’ve received requests clarification on some ideas. Much like the Tao, this blog at times can cause the reader to scratch their head. Sometimes the nuisance is too much. Much can be done to make this book clearer and better reflect the essence of the Tao Te Ching of Sales. Any help would be appreciated.

I have a double-sided printer if you would like a hard copy. Enter your request in the comment below and I’ll respond with an email to get your address offline. Enjoy.

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Client Meal

Mindful of  your dress
Choose your dinnerware carefully.

When making your pitch 
Spoon feed the details slowly.

Table any issues 
You can’t address to completion.

Cut your pitch 
Into bite size amounts. 

Be careful not to have the horse
Follow the ala carte.

And when  you come to a fork in the conversation, 
Pick it up
Lest the listener gets bored.

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Overcoming The Gatekeeper

Water is soft to touch
Yet can overcome the hardest of granite
An authentic desire to help
Can overcome the hardest Gatekeeper.

I was in the area.
Thought I would stop by.
Here is some information, you may find of value.
Would you like to learn more?

Not pushing, not bullying,
not rushing the moment.
A genuine desire to help and befriend
Opens doors to opportunities.

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Allowing Self Discovery

When prospects think that they know the answers,
they are difficult to guide.
When they know that they don’t know,
they can find their own way.

If you want to learn how to sell,
avoid being clever or slick.
The direct path is the clearest.
Sharing features,
Showing benefits,
Giving prospects time to self discover
allowing them to find their own way
to your service or product.

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Knowing Your Competition

Sellers have strengths.
Sellers have weaknesses.
This is true of both you and the competition.

If you understand who you are,
And know your competition too,
You needn’t fear losing deals.

If you know yourself, but not the competition,
You will win some deals, lose others.

Yet if you know neither yourself, nor the competition,
You will fail in the marketplace.

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No Close Close

Closed door and door knobLike all performances
Each sales call draws to a close.

Knowing few things solve all situations
The Master Seller asks
Do you think we’ve uncovered all your concerns?
Do you think our product solves the issues we covered?
Do you think we can start in two weeks?

Matching solutions to problems
the purchase comes naturally.

This is the no close close.

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Seeing Beyond The Obvious

To understand
We label buyers by what we see 
But the names have limits
Only the  effects of something subtle.

When you see beyond the label
You can sense  the true nature of the buyer,
Better share the benefits of your solution.

Look beyond the obvious 
Awake to the true nature 
Speak to it.

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Cure is Quick

Not assuming a prospect’s desires is strength.
Knowing what’s good for them is weak.

Taking for granted and presuming instills weakness
Awake, the Master Seller knows the cure
Finding solutions that match needs
Conscious that prospects are unique as snowflakes
with their own struggles and frustrations.