Pursuit of Closing

Forward ButtonIn pursuit of advancing the sale,
every day an objection appears.
In pursuit of closing a sale,
each day an objection is dropped.

How are you paying?
Who will decide?
What compels change?
Where else are you shopping?
Why shop now?
When will you decide?
How will you decide?

Objections tumble until non-objection is achieved
This is closing the sale.

Competition Is Not Your Enemy

Greek GuardsFor the Master Seller,
Sales is an engaging adventure of success.
For many,
A profession of frustration, dread and fear.

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.

Whoever can see through all fear
will always be safe.
Whoever can see the needs of their clients
will grow market share.

Too many sellers focus on avarice and short term commissions They see the world as a zero sum game. A brutal game where the competition is just around the corner, ready to take away their portion of the pie. In truth, long term success is dependent on process, the process of understanding market needs and fulfilling them. By focusing on the buyer, you will take the offense and avert your eyes from defensive strategies. The marketplace has infinite possibilities. The Master Seller is forever awake to opportunity.

Dance of Marketing and Sales

Dancing Shoes

As in a dance
one leads
one follows,
each to the rhythm of the other
each to the rhythm of the music.
So too with marketing and sales.

Marketing takes the first step
Finding leads that are deftly handed off
to sales who takes the next step
converting the leads to prospects.
each to the rhythm of the other
each to the rhythm of the market
Twirling business with finesse and grace.

As in a dance
it takes two to tango.
As in business
it takes the two to sell.

The Supreme Virtue

FjordsCan you  stop your mind from wandering
And focus on what the prospect speaks?
Can you keep your eyes wide
And  awake to the buyers frustrations?
Can you appreciate their needs
Without imposing your will?
And can you close a deal
Without clever tricks and word play?

Selling without selling
Closing without closing
Allowing the sale to advance at its own course,
This the supreme virtue.

The Non-Seen

Glacier icebergWe show features during demonstrations,
but it is the benefits
that generate emotion.

We craft the demonstration
per the prospect’s request,
but it is not spoken needs
that differentiates your product.

We hammer professionalism and competence,
but it is the human connection
that builds trust

We work with seen
but non-seen is what we use.

Often times the buyer has a fuzzy idea about what they want. They will request you to demonstrate your product or service according to that ambiguous list. The Master Seller should know the buyer better than themselves. Understanding their world, they know the buyers desires and cleverly share benefits that differentiates from the competition. Often times, buyers don’t know what they want. But if you can show, that not only meet, but exceed their expectations, the deal is yours. You start with the seen, but it’s the unseen you use.

Updated Reading List

BookTaoTeChing Jane EnglishYesterday one subscriber mentioned  that my reading list consisted only of sales books yet the focus of this blog was sales in the context of the Tao Te Ching. Sheepishly I agreed that I had indeed skipped the inspiration of this blog, Lao Tze.   I have since added three books that have deeply influenced by thinking  of life and subsequently  sales.  The Master Seller cannot be successful unless their personal life is in order.  The life of the personal and life of the professional are inter-weaved in a manner that makes them inextricable.  As such I recommend these two translations and book for those interested in further understanding the Tao Te Ching of Sales:

  • Tao Te Ching by Lao Tze as translated by Stephen Mitchell
  • Tao Te Ching by Lao Tze as translated by Gia-Fu Feng and Jane English
  • Awareness: The perils and opportunities of reality by Anthony de Mello

Again I hope you find value in these selections. They have deeply enriched my life. Click here for access to the reading list.

If you would like to discuss these books or have any questions, please don’t hesitate or contact me anytime by clicking the “contact” tab.

Best wishes,

Pat

 

Reading List

Over the years I have been influenced by a number of great authors. Their books have opened the doors to a world of wisdom and success. Each book is unique in the various facets and aspects they  address, all have influenced me and my postings on the Tao Te Ching of Sales. I’ve often been asked by the readers of this  blog on advice on what books I’d recommend. To answer that question I’ve created a new tab on this blog with my Reading List.

The six books I review are:

  • New Conceptual Selling – Robert Miller and Stephen Heiman
  • Cold Calling Techniques (That Really Work) – Stephan Schiffman
  • Crossing the Chasm –  Geoffrey Moore
  • Selling to the Very Important Top Officer – Anthony Parnello
  • Spin Selling – Neil Rackham
  • The 5 Paths to Persuasion – Robert Miller and Gary Williams

I hope you find value in this selection.  Click here for the list.  Good reading!

“I cannot live without books: but fewer will suffice where amusement, and not use, is the only future object.”

Thomas Jefferson to John Adams, June 10, 1815.

Tricks and Traps

telephone number padThis week a sales rep from a world class corporation sent me an email requesting that I attend a brief webinar. After reviewing his email,  I specifically asked him to give me his elevator pitch. It became clear that he was selling a service that is not appropriate for my company. I was firm in responding that my company does not do that kind of marketing, it’s bad for our branding. To be certain I asked “Is that what you’re selling?” He then responded “It’s more-so about helping you make more money without putting stress on your resources and without disengaging your customers”.

OK, so maybe I’m wrong and he has something that could have value. So I dug deeper into his email and asked again in  another way. Eventually he came clean and said he  was selling that service  I don’t want,  just as suspected. The rep was not honest with me and I told him as much in my email response. I shared I expect more from a company with their reputation. I told him if he did this on his own, shame on him. If his sales manager is telling him to lie and be evasive, I asked him to please share the email with him so they can know their tactics are dishonest. Being the strident coach, I recommended they rethink their efforts.

The Master Seller is an expert in finding “qualified” prospects and serving them. Of asking questions and finding out if we can help. When prospects are crystal clear about their desires, and our solution does NOT match up, we thank them for their time and move on to the next lead. We don’t try tricks and traps to get them to sit through a dog and pony show.

If sellers hope to become successful in sales, it’s best they learn ethical sales now, sooner the better. These were the thoughts I shared with the sale rep. He did not acknowledge my comments but merely responded “thank you for your time”.

Some people do not want to learn.

When the Master sells, prospects are hardly aware of it,
To them it’s just a conversation about their lives.

Next best is a seller who is loved.
Next, one who is feared as sleazy.
The worst is one who is considered a huckster.

If you don’t trust the customer, you make them untrustworthy.

The Master Seller doesn’t talk, he acts.
When the sale is closed the people say, “We chose wisely”

Discovering Expectations

As the bee expects nectar 
From each flower it visits, 
So too does the buyer 
With expectations of your solution.

Each sale is built on  a foundation of
Understanding the  urgency
Learning the real need
Delving into desires
Framing the budget
Building trust and confidence 
that you can deliver.

By learning the yearning 
And selling by not telling 
The seller connects with the buyer
To  find common ground

Blue Birds vs Bird Dogging 

Sales is a mix of the hard and the easy
Sometimes they fall in your lap 
A pleasant gift on a hard days work.
They are called Blue Birds.

More common the Master Seller 
is a Bird Dog,
Patiently sniffing out opportunities 
working to flush out new business.

Patience is the test of resolve, trust and circumstance.
Not whining 
The Master Seller accepts responsibility
They work each deal at its own accord