Cover image of Sales Babble Sales Podcast  | Sales Training | Sales Consulting |Sales Coaching
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Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching

Updated 9 days ago

Business
Education
How To
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Sales Babble is a sales podcast focused on sales training and sales consulting for small and medium businesses, solopreneurs and entrepreneurs. We interview sales experts across the globe and provide sales coaching for sales and non-sales professionals interested in the idea of selling with confidence. This podcast explains sales in plain language that is easy to understand, and entertaining. Come join us!

Read more

Sales Babble is a sales podcast focused on sales training and sales consulting for small and medium businesses, solopreneurs and entrepreneurs. We interview sales experts across the globe and provide sales coaching for sales and non-sales professionals interested in the idea of selling with confidence. This podcast explains sales in plain language that is easy to understand, and entertaining. Come join us!

iTunes Ratings

45 Ratings
Average Ratings
42
3
0
0
0

Sales expertise you can use!

By Salesnexus - Nov 19 2019
Read more
Pat’s a master salesman and is approach is to do the right thing. So, this show is packed with advice and tips that you can use in the real world today and they’ll serve you over the long term. Short on gimmicks and long on real great advice! I love it!

Great find!

By Melissa Blair - Jun 15 2015
Read more
I'm glad I found this podcast! Insightful information and a great guest list. Thanks!!

iTunes Ratings

45 Ratings
Average Ratings
42
3
0
0
0

Sales expertise you can use!

By Salesnexus - Nov 19 2019
Read more
Pat’s a master salesman and is approach is to do the right thing. So, this show is packed with advice and tips that you can use in the real world today and they’ll serve you over the long term. Short on gimmicks and long on real great advice! I love it!

Great find!

By Melissa Blair - Jun 15 2015
Read more
I'm glad I found this podcast! Insightful information and a great guest list. Thanks!!
Cover image of Sales Babble Sales Podcast  | Sales Training | Sales Consulting |Sales Coaching

Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching

Latest release on Jan 14, 2020

Read more

Sales Babble is a sales podcast focused on sales training and sales consulting for small and medium businesses, solopreneurs and entrepreneurs. We interview sales experts across the globe and provide sales coaching for sales and non-sales professionals interested in the idea of selling with confidence. This podcast explains sales in plain language that is easy to understand, and entertaining. Come join us!

Rank #1: Five Steps for Instant Sales Improvement with Brian Robinson #259

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Five Steps for Instant Sales Improvement with Brian Robinson #259

Mar 11 2019

24mins

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Rank #2: Why You’re Not Closing Sales #211

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Why You’re Not Closing Sales #211

In this solo episode Pat talks about the Sideways deal and why you’re not closing sales.  The reasons for this is not at all what you think.

In fact, it’s not so much you can’t close a deal. It’s more a case of you’ve not fully qualified the prospect. If you had properly discovered the prospects situation (their pains and desires), you would have noticed the following:

  1. They have more pressing issues. Now they may like what you have,  but they don’t HAVE to have it. They may have more pressing issues at this moment. It’s not time to close
  2. The seller (YOU) hasn’t fully explained the benefits. If you don’t frame your product or service in the context of the buyer, you don’t have a chance of closing. Focus on the buyers motivations.
Buyer Motivations

Although it changes from business to business, on the whole buyers are motivated by:

  • Higher Profit
  • Higher Revenue
  • Lower Cost
  • Higher Quality
  • Lower Frustration
  • Faster

If you’ve NOT explained your product or service in this context, you’ve NOT done your job.

When you take the time to learn the hopes, dreams, pain, suffering and desires of a prospect, you will find out if they NEED what you’re selling. This is the thing, if people ache for what you’re selling, they will buy.

Focus on prospects that appreciate your solution. Stop wasting time on prospects that will never buy. Use your time efficiently and have lots of prospects in the sales funnel. Work lots of deals and expect each will take time to close. yet with a steady flow of deals, you’ll constantly be earning new business.

Past Episodes Mentioned

In this episode we mentioned the following past episodes. Listen today!

How To Qualify Prospects using the Questions   Listen here

In this episode you will learn how to use the SORT method for qualifying prospective clients

  • Story questions
  • Obstacles questions
  • Ramification questions
  • Transformation questions

Download The SORT Method Exercise to help you create your own custom set of SORT questions.

Five Ways to be a Qualifying Sales Olympian  Listen here

Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients.

Master Your Cold Calling Fear With This 4 Step Script  Listen here

Let’s walk through the dialogue step by step and explain what’s going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals:

  1. Connect with the prospect so they agree to have a conversation
  2. Discover their pain or desires
  3. Assess if they are qualified to buy my products or services
  4. Show how my products/services address the problems and desire they just mentioned
  5. Get them to agree to a follow up meeting ie. get an appointment.
  6. The goal is to set up an appointment and to do this whole call in just a few minutes.

The post Why You’re Not Closing Sales #211 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Apr 10 2018

18mins

Play

Rank #3: Prospecting and Cold Calling for New Sales with Steve Kloyda  #277

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Prospecting and Cold Calling for New Sales with Steve Kloyda  #277

Jul 16 2019

29mins

Play

Rank #4: Seven Stories Every Salesperson Must Tell with Mike Adams #251

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Seven Stories Every Salesperson Must Tell with Mike Adams #251

Jan 14 2019

29mins

Play

Rank #5: Mindset of a Sales Warrior by Jason Forrest #294

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Mindset of a Sales Warrior by Jason Forrest #294

Nov 12 2019

30mins

Play

Rank #6: How To Sell With The Socratic Method with Roger Breisch #214

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How To Sell With The Socratic Method with Roger Breisch #214

Roger Breisch is a  life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands.  Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers’s powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions.

Mindset of Questioning

Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business:

  • Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas
  • Listen listen listen. This is how we learn to sell with the Socratic method.

“It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.”

– Mark Twain

  • Sadly too often sellers listen until they hear the first gap and then start talking
  • Fluency is key to communication
  • You must be fluent in your product and services BUT … you  must also be fluent in THEIR business and life
Mission Question
  • Don’t have a mission statement have a mission question
  • Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities
  • It takes 25-50 questions before you reach the real interesting issues.

Be curious.  Be genuine. Be loved and people will buy, over and over.

We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you.

How To Find Roger Breisch

You can find Rogers blog at rebreisch.com .

This is his book “Questions That Matter” – a book of essays

Also mentioned “A More Beautiful Question” by Warren Burger

Want to get a great cup of coffee? Consider the Limestone Coffee and Tea in Batavia IL

Selling Mindset

The post How To Sell With The Socratic Method with Roger Breisch #214 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Apr 30 2018

28mins

Play

Rank #7: How to Conquer the Conversation in Sales with Erin Marcus #261

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How to Conquer the Conversation in Sales with Erin Marcus #261

Mar 25 2019

26mins

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Rank #8: How to Win the Game with a Sales Playbook with Rod Feuer #253

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How to Win the Game with a Sales Playbook with Rod Feuer #253

Jan 29 2019

26mins

Play

Rank #9: How to Become a Sales Routine Machine with John Lamerton #289

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How to Become a Sales Routine Machine with John Lamerton #289

Oct 07 2019

29mins

Play

Rank #10: Magic Sales Words with Phil Jones #282

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Magic Sales Words with Phil Jones #282

Aug 20 2019

25mins

Play

Rank #11: Top 10 Sales Tools of 2019 with Neil Kristianson

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Top 10 Sales Tools of 2019 with Neil Kristianson

Dec 24 2018

50mins

Play

Rank #12: Digital Prospecting vs Cold Calling with Ken Guest #267

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Digital Prospecting vs Cold Calling with Ken Guest #267

May 06 2019

29mins

Play

Rank #13: How To Sell With Personality Barry Saltzman #215

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How To Sell With Personality Barry Saltzman #215 In this episode Barry Saltzman shares a quick way to read prospective buyers. He believes you should adjust your selling technique based on their personality. Too often sellers take the same approach with all clients. This doesn’t make sense. All buyers are different. All buyers have their own peculiarities. It’s not just about selling your products and services. Instead learn how to sell with personality. Four Primary Traits

Barry shares how to sell with personality by categorizing buyers into one of four traits. Each trait is described below:

  • Controlling: Goal oriented. They know what they need to do every morning. Plus they are focused, motivated, driven, and commonly found in leadership roles.
  • Outgoing: Type A types. They are social and energized by meeting people. To build rapport they will spend the first 15 minutes chatting building friendships. By nature they are authentically empathetic.
  • Exacting: Specialist, experts, they look at pieces of whole, and very detail oriented
  • Relaxed: Laid back. They have an easy going attitude. They are not one to  rush. This makes them hard to sell.

The traits are configured in the following quadrants:

Controlling Exacting Outing Relaxed

People have primary and secondary personality types. We’re not all one type or another. We are a blend.  Thus there is a also and

The Adaptive trait can be found somewhere in the middle of the quadrants.

Quick Way to Assess
  • Read LinkedIn profiles.. By the style and information you can learn much about a person’s personality trait.
  • Ask open  end questions. For example if you’re at a tradeshow ask “Tell me what you do ….”
Good sales is about adding value to the prospect
  • Controlling person, sell to them that helps them reach their goals. Somewhat to dominate the world, not all.
  • Exacting person, let me walk you through our methodology and framework to show you how you get to the results
  • Outgoing person, this is how you will feel, ,how it will impact your propel .. watches body language.
  • Relaxed person, calm, don’t push, this is the most difficult to sell to.  only 10% of the people
Two Open Ended Questions Barry asks the following questions to quickly discover a person’s personality type.
  1. Tell me about your business and how you meet your goals?
  2. Describe to me what role you like to play on your team?

Barry has a cheat sheet of various personality types associated with real people he has met in his life. This way he can quickly know how best to add value in a conversation.

Take Action

Barry recommended two courses of action you can immediately do to better understand and assess your prospective customers.

  • Start asking open ended questions and listening to the answers.
  • Take a free assessment on  prep-profiles.com  
How To Find Barry Saltzman

Barry Saltzman is a seasoned “hands-on executive. He has 30 years of experience in both public and private organizations. Barry has been responsible for Global Sales,  Leading and Managing Complex Service Organizations. As a leader hs has successfully turned around a $60m distribution business.  Barry’s enjoys spending his time with  his clients. He especially likes developing plans to help them reach their full potential.  Barry also serves on a variety of Advisory Boards with local SBDC’s in the Chicagoland Area. Barry is easy to find across the world wide web!

Website:   www.SaltzmanEG.com Twitter: @SaltzmanEG Facebook   https://www.facebook.com/barry.saltzman.3 LinkedIn  https://www.linkedin.com/in/barrysaltzman/ Sales Personality Tests and Assessments Listen to past Sales Babble episodes on now to decrypt and assess prospects.

The post How To Sell With Personality Barry Saltzman #215 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

May 08 2018

22mins

Play

Rank #14: How To Grow a 10K LinkedIn Connections

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How To Grow a 10K LinkedIn Connections

Jan 06 2019

25mins

Play

Rank #15: Story Selling with Harry Maziar #276

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Story Selling with Harry Maziar #276

Jun 17 2019

26mins

Play

Rank #16: Zen and the Art of Sales with David Fisher #297

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Our guest for today is local Chicago sales guru David Fisher, David is the host of the Beer Beats and Business Podcast (I·ve been an honored guest) and author of many sales books. Today we discuss his view on sales, awareness and mindful selling with a Z

Dec 03 2019

30mins

Play

Rank #17: Goal Setting for 2019

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Goal Setting for 2019

Dec 31 2018

16mins

Play

Rank #18: How To Read A Buyers Personality with Alex Swire-Clark #212

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How To Read A Buyers Personality with Alex Swire-Clark #212 Alex Swire–Clark is a Certified Human Behavior and Sales expert. He uses behavior concepts to unlock the communication potential in sales professionals. In this episode we discuss how to read a buyers personality. Alex is also the host of the Rapport Advantage Podcast, transforming the way leaders build relationships. DISC Profile In our conversation we talked about buyer temperament. One way to discover this is to use the  DISC profile personality model: Dominant – big gesture direct goal setters Inspiring – people oriented Supportive – flexible, low drama, easy going Cautious  – number and process driven People have a preponderance towards one personality type. However people are a blend of these temperaments. Buying questions during a sale?

Ask these questions dependent on the personality type:

D – WHAT? I – WHO? S – HOW? C – WHY? How to Assess Personality

One way in understanding how to read a buyers personality is to:

  • Look at dress
  • Look at their office decor
  • Evaluate their email style
Selling Process and Focus

Things of note mentioned in the podcast:

  • Facts drive rapport with D and C personality types.
  • Conversation and sharing drive rapport I and S types. Slower pace for S.
  • The blend guides your process
  • Majority of people are reserved and people oriented
How To Find Alex Swire-Clark  Send an email to contact@alexswire-clark.com with the subject line “Sales Babble Coupon” and get 15 % off a $13 assessment  !!! FB: https://www.facebook.com/TheRapportAdvantage/ Twitter: @raportpodcast Web: www.rapportadvantage.com LinkedIn: https://www.linkedin.com/in/alex–swire–clark-63a91b14/ 14: Dynamic Sales Refresher – Pat Helmers

In this episode Alex Swire-Clark and Pat discuss some fantastic tips on selling and discusses the SORT method for helping your prospects see the value in what you are offering.

The Rapport Advantage #14    April 10, 2018

Sales Personality Test

Here are past episodes that talk about how to read a buyers personality.

The post How To Read A Buyers Personality with Alex Swire-Clark #212 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Apr 17 2018

27mins

Play

Rank #19: Stuff You Can Learn From Door To Door Sales with Zach and Jessica Devries #291

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Stuff You Can Learn From Door To Door Sales with Zach and Jessica Devries #291

Oct 22 2019

33mins

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Rank #20: Mind Hacking Sales with Sean Webb #296

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Mind Hacking Sales with Sean Webb #296

Nov 26 2019

34mins

Play

Mental Triggers for Sales Success with Matt Hallisy

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We have a great guest and topic with Matt Hallisy,

Jan 14 2020

30mins

Play

How To Find Great Leads at Conferences with Megan Powers #302

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How To Find Great Leads at Conferences with Megan Powers #302 In this episode Megan Powers and I talk about the unique networking situation shares the in and outs of work a trade show as an exhibitor and how to ind leads as an attendee. We talk about prep

Jan 07 2020

36mins

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2020 Sales Goals Setting #301

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The end of the decade has arrived! Where did the time go? With that said it's time to starting using our  2020 vision.  When I’ve been mindful in my life and thought wisely about what I want, goal setting has guided me to success and peace. La

Dec 30 2019

17mins

Play

Top 10 Sales and Marketing Tools for 2020 with Neil Kristianson

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In this 300th anniversary episode  Neil Kristianson returns from Email Splat visits Sales Babble for the 6th plus time in the Plano podcast studio. As we gather around the fire,  Neil and I drink homebrews, sample salsa, mustards, various cheese

Dec 24 2019

50mins

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How to Sell with NLP with Paul Ross #299

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Our guest is Paul Ross, author, speaker, trainer, Master Hypnotist, and Master Practitioner of NLP (Neuro-Linguistic Programming.). For the past 30 years, he's taught tens of thousands of people the power of language to persuade, sell, heal, turn stumblin

Dec 17 2019

36mins

Play

From Chaos to Clarity with Marianne Renner #298

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From Chaos to Clarity with Marianne Renner #298

Dec 10 2019

28mins

Play

Zen and the Art of Sales with David Fisher #297

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Our guest for today is local Chicago sales guru David Fisher, David is the host of the Beer Beats and Business Podcast (I·ve been an honored guest) and author of many sales books. Today we discuss his view on sales, awareness and mindful selling with a Z

Dec 03 2019

30mins

Play

Mind Hacking Sales with Sean Webb #296

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Mind Hacking Sales with Sean Webb #296

Nov 26 2019

34mins

Play

How to Automate Follow Up with CRM and Craig Klein #295

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How to Automate Follow Up with CRM and Craig Klein #295

Nov 19 2019

25mins

Play

Mindset of a Sales Warrior by Jason Forrest #294

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Mindset of a Sales Warrior by Jason Forrest #294

Nov 12 2019

30mins

Play

How To Beat The Bots and Keep Your Sales Job with Anita Nielsen #293

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How To Beat The Bots and Keep Your Sales Job with Anita Nielsen #293

Nov 05 2019

28mins

Play

Networking Tips - Don't Sell on the Spot with Zach and Jessica DeVries #292

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Networking Tips - Don't Sell on the Spot with Zach and Jessica DeVries #292

Oct 29 2019

29mins

Play

Stuff You Can Learn From Door To Door Sales with Zach and Jessica Devries #291

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Stuff You Can Learn From Door To Door Sales with Zach and Jessica Devries #291

Oct 22 2019

33mins

Play

Business and Marketing Strategies That Work with Jason Van Orden

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Business and Marketing Strategies That Work with Jason Van Orden

Oct 15 2019

27mins

Play

How to Become a Sales Routine Machine with John Lamerton #289

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How to Become a Sales Routine Machine with John Lamerton #289

Oct 07 2019

29mins

Play

How To Create Believers with Storytelling Selling with Michele Kelly #288

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How To Create Believers with Storytelling Selling with Michele Kelly #288

Oct 01 2019

28mins

Play

Selling For Nerds #287

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Selling For Nerds #287

Sep 24 2019

57mins

Play

Dinner Seminar Campaigns for Lead Generation with Rylee Meek #286

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Dinner Seminar Campaigns for Lead Generation with Rylee Meek #286

Sep 17 2019

22mins

Play

How to Pitch a Compelling Proposal with Steve Thompson #285

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How to Pitch a Compelling Proposal with Steve Thompson #285

Sep 10 2019

36mins

Play

Making Buyers Think Your Idea is Their Idea

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Making Buyers Think Your Idea is Their Idea

Sep 03 2019

28mins

Play

iTunes Ratings

45 Ratings
Average Ratings
42
3
0
0
0

Sales expertise you can use!

By Salesnexus - Nov 19 2019
Read more
Pat’s a master salesman and is approach is to do the right thing. So, this show is packed with advice and tips that you can use in the real world today and they’ll serve you over the long term. Short on gimmicks and long on real great advice! I love it!

Great find!

By Melissa Blair - Jun 15 2015
Read more
I'm glad I found this podcast! Insightful information and a great guest list. Thanks!!