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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.

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

http://salesbabble.com/2014/01/15/episode0/

See you there.

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.

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”

Bicycle chain and sprockets
Like the seasons
Each sale has a cycle.

Some a few days
Some a few years
Prospects buying when they need to
Not when the sellers needs a sale.

Awake to the buying cycle
The Master Seller generates urgency.

By understanding fears,
frustrations
and desires,
They connect the dots
showing how they can help.

Identifying needs
They create desire.
Closing the deal
It’s done sooner rather than later.

Accept lost sales willingly 
Accept failure as the human condition
Accept your own fallibility 
Nor be overly concerned with wins and losses
Imperfection comes with being a human being.

Perfection is an ideal never obtained, yet always in mind. 
Surrender Yourself to your own limits
Then you can be trusted with the tools for making sales.
Once you appreciate your strengths and weaknesses
you begin the journey to becoming  the Master Seller. 

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International Business Consultant

What is the Tao Te Ching of Sales?

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