Jun 6, 2023
How to Get a Handle on Objection Handling #480
If you’ve had any experience in sales you know that sometimes closing a deal is harder than walking a dog through a forest of squirrels. Around every turn, they’re tugging the leash, wrapping it around your legs, wrenching your wrists, and once in a while, slipping out...
May 30, 2023
How To Allow a Buying Decision Without Forcing #479
The buyer values tradition.
Fearful of flash in the pans,
They prefer the serious,
And the so called safe.
Yet the market is a series of spontaneous changes.
To resist only creates sorrow.
It’s the wise decision maker who knows they don’t know.
May 23, 2023
How to Lose a Sale Before You Start #478
The Chinese word for the Tao translates to Path. The way of that path is one of harmony. Pushing a prospect who has no interest is like pushing a rope. It can’t be done. It’s wiser to work with prospects who need your services. This starts by discussing the end goal at the...
May 16, 2023
What is The Tao of Sales Babble? #477
If you've been listening to this podcast for a while you've probably had a vague question about Taoism. It probably doesn't keep you up at night but you know Pat's been talking about it for nearly two years. Given the Chinese music and Chinese names you probably know it's from...
May 9, 2023
Chasing Money Chases Away Sales #476
What do they say, money isn’t everything but everything needs money? And then there’s the converse. Author Margaret Bonnano said,
“Being rich is having money; being wealthy is having time.”
These are two extremes. One is the yin, one is the yang. Yet the Tao teaches us...