Sales Babble

StartI’ve decided to embark on a new adventure and start a podcast called Sales Babble. While the Tao Te Ching of Sales was focused on the Master Seller, Sales Babble will focus on the novice seller. I believe this new forum will allow me to better help the sales community in ways this blog could not.

I’m excited to start this new adventure despite the huge learning curve. Yet we know from the Tao that our lives  are always in motion. That the world  is a river, winding through rock and wood. It is never static, never stuck,  but instead alive and ephemeral. My life is no different.

I deeply appreciate the subscribers who have been following this forum for the past two years. It has been a joyous effort and expression of the art of sale. I anticipate turning these posts into a book and have worked on it off and on. I also anticipate I’ll continue to post here when the mood  strikes. The Tao is like that. The Master Seller is often inspired by the events of the day. That event creates opportunity and a teachable moment. When that moment occurs you can assure a new post will be published. The Master Seller can do no other. I hope someday to be that person.

In the meantime I urge you to listen to an episode that was made specifically for friends and followers of the Tao Te Ching of Sales.


You can find the post at

See you there.


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.

Cooking Beans

Start with quality beans
Rinse, soak and flavor.
Cover with lid and bring to boil.
Simmer gently,
Checking every so often until done.

So too treat slow opportunities,
Knowing that some deals close quick
While many close slow
Patience and tenacity are
the skills of a good cook.

Place slow moving deals on the back burner,
turn the heat on low
and keep checking.

Making Hay

Rainy day cloudsSome say you need to take
the good with the bad.
But the Master Seller sees no difference.

Some days it rains
Some days the sun shines.
Both necessary for
For a rich harvest.

Knowing that the easy day
is balanced with the hard,
Make hay when the sun shines
For tomorrow it may rain.

Accepting Problems

Most sales have problems. 
It is common as spring rain,
Business as usual.

As opposed to life picking on them
The Master Seller accepts 
no one is immune from adversity.
They see problems as opportunity 
For growing business and wisdom.

Problems are a consequence of change.
Neither positive or negative.
Know only the unemployed Seller 
Has no problems.

Learning from Failure

Poster for LearningA lost sale is a failure
And  an opportunity to learn.
If you blame someone else
Or the circumstance
There is no end to the blame.

Like the seasons
Deals are won and lost.
Make failure the  opportunity to start again,
Yet this time more intelligently.

The Master Seller
Meets their own obligations
Corrects their own mistakes
Doing what they  need to do
Demanding  nothing of others.

Friends Not Yet Met

Will Rogers, the famous Cowboy humorist  from Oologah Oklahoma once said that strangers are just friends he had not yet met.  This is the view of the Master Seller. The  last post spoke about how we should see strangers as ourselves and not be intimidated or shy in their company.  The hardest part of cold calling is getting over this fear of having the door slammed in your face. And indeed that may happen.  But trust that most folks will treat you well.  And the few times this happens is an opportunity to laugh at how silly people  can be. 

The Master  Seller knows that with rejection comes opportunity.  Being awake to this reality, brings a smile and acceptance. 

Seeing Strangers As Yourself

See strangers as yourself.
Trust they will treat you as you would be treated.
Knock on the door 
Pick up the phone
Seek rejection, and leads that come as consequence. 

The Master Seller revels in meeting strangers,
The opportunities it may bring.

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