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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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Hawk SB BlackWhite

Sales Babble just added a new post entitled Five Ways To Be A Qualifying Olympian.  It discusses in plain language the power of qualifying prospective clients.

 

It’s take from this post “Qualifying”  in the Tao Te Ching of Sales:

“Not-knowing is true knowledge.
Presuming to know is a fools errand.
First realize that you don’t know
then you can move towards understanding.

Listen,
Open your ears.
Awake to needs of the buyer.”

As you can see this post is quite economical in words, yet  somewhat ambiguous and makes you think. This was it’s intent. However this is a barrier for some readers. It’s not as clear as the four paragraphs posted on Sales Babble.  These two postings do a good job of illustrating  the difference between the two forums. My desire is to make these teachings more accessible. That’s why I’ve created Sales Babble.

What do you think? Am I going down the correct path  the path of the Tao? 

I urge you to join Sales Babble.

Click here and sign up for the free Infographic “Sales 101, 6 Simple Steps”.

Click now my friends!

 

Nose

Those who aspire master selling
embrace all opportunities.
They consider challenging deals
possible.
Sniffing out business
despite economic troubles.

Others look for it, there is nothing to see
When they listen for it, this is nothing to hear
Yet the Master Seller
finds it.

Even during tough times, opportunities exist. There are problems in the world. Clients struggle. You might be able to help them. You might win the deal, maybe not. But you must assume these problems exist and sniff them out. They are there. All around you.

FishTrying to control the mind of the buyer,
is like taking hold of a wet fish.
In due time it will wriggle out
back into the water.

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

Master selling requires the seller to set aside their desire to expound every fact, detail, and feature of their good or service. A fire hose of data is no more persuasive than the ingredients on the back of can. Rather than flooding the prospective buyer with facts and figures, gather knowledge of their concerns and desires.  Slowly tease them with the ability to address one or two issues.  Lure them in as the master fisherman.  This is the Tao Te Ching of Sales. 

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ticketCan you stop your mind wandering
and advance the sale?
Can you find the decision maker
not those  who bluster “they make the choice”?
Can you find their process
how they will decide to buy?
Can you find their timeline
when the project is complete?

Can you find their budget
their politics
their squabbles
and every issue that feeds inertia?

Advancement occurs through discovery.
Organizations cough up reality in due time.
The Master Seller is awake,
overcoming objections as they arise,
Allowing the sale to progress
from opportunity to deal,
Advancing each day.

Advancing SaleAwake to the sale
Advances happen as a matter of course
Asleep to the sale
You are surprised by events.

It is easy to react
Next easiest to respond
The hardest is to initiate
Knowing the next step.

 

Clock 7:06When leads decrease
it’s time to cold call.
When sales stop advancing
it’s time to reconnect.
When demonstrations fall on deafness,
it’s time to sharpen the pitch.

This is called recognizing the reality of sales.

Weak overcomes hard,
Loss generates resolve.
Each day, win or lose, has lessons.
Recognize them.

IMG_1216Interrupt,
you are deaf to needs.
Lecture,
you act the bully.
Wise crack,
you are considered flippant and dismissive.
Sloppily dressed,
you wear incompetence.
Poor diction, language and grammar
You appear uneducated.

Sellers experience fatigue.
Slipping just one aspect
the deal faces undue risk.
The Master Seller is disciplined
Professional in their art.

talkinglistening2Listening brings talking.
Talking brings listening.
The interaction of the two
creates discovery.

Without discovery both wants and needs are hidden.
Without wants and needs
there are no prospects
nor buyers.

Listening and talking
Talking and Listening
These are the staples of sales.

A cold caller is easy to talk to.
A skilled demonstrator is well rehearsed.
A closer is fair and helpful.
An account rep quick to come to the rescue.

Therefore the Master Seller is willing to help everyone.
They don’t know the meaning of rejection,
they are there to help all stakeholders,
patient with the most reluctant of buyers.

Being teacher for a classroom of unruly students,
They know knowledge is the key to a sale.

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International Business Consultant

What is the Tao Te Ching of Sales?

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