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Highlights from this episode include:

  • Ask yourself this question BEFORE you discount (5:47)
  • This issue may be more important to your customer than price (6:28)
  • If you can show your clients this one thing, they won’t care about price anymore (6:54)
  • Discount or not, you can only sell to these specific customers (7:07)
  • When your potential clients start talking about this… it’s time to sell (7:51)
Read Full Transcript

There's two types of people who hear consensual sales in the first go, Oh, Eww, Shawna, that is not what you want to say. There are better words to use and the second type here, consensual sales and say, you know what? You're right. I don't want to talk my way into the sale. I don't want to memorize a script. You just want to work with clients who are excited to work with you. Now that's consensual sales.

Hey, Hey, you were listening to consensual sales, the podcast with Shauna, the lady who talks about consensual sales. How are you doing? Like really? How are you really doing? Because today we're in the middle of, I don't know what the heck we're in the middle of like, I want to say quarantine or lockdown, but that just sounds absolutely ridiculous because are we really, yeah, I like a part of me just can't even believe that all this drama is happening.

(00:54): All this stuff going on. We're going to be talking today. If you have had inquiry, if you've had people inquire into your service and they just kinda sorta don't really get it, and then you feel like the only way to sign that client so they don't just slip between your fingers is to give them a discount or compromise on your offer. And I want to give you some tools today that you can use that will help you not have to do that, right? Don't you know what? I have to always go for the discount right away. But before we do that, I want to go ahead and rattle off one of the reviews from a fan. Oh, we'll read this one for mommy to be one, one, one, one, one she says sales for real people. I love Shauna's style of making sales about consent.

(01:38): She does a great job of explaining why doing certain things work or doesn't work and she just makes sales seem easy and natural because they should be. And I can't wait to hear more episodes. Thank you so much for leaving that review mommy to be one one, one one. And if you haven't yet, those of you listening, if you'd like to show if you get value from the show, the best thing that you could do for me is to just share with a friend somebody who wants more bookings and to make more money in their business and leave a review. The kind words go a really long way. So I want to share this short story with you to draw this point home and it starts this time last year. So this time last year it's hot, right? I live, I just moved to Alabama about two and a half years ago. The summers are so hot.

(02:19): I mean we're talking between, I don't know if this is true cause I've only been here for like three summers, but August is brutal. I mean we're talking like a hundred degrees for like 30 days straight. It gets so, so hot. So we buy one of those, I don't want to say it's a kitty pool, but it's like one of those medium inflatable pools that's fit six people. And then it gets a hole in it within like two weeks. You guys know what I'm talking about. We like those pools. Well we like those pools, we do not like that it gets a hole in it, but we use those pools quite a bit in the summer. And it came into the house one day and there was this sign on the front door and it said something along the lines like, your water usage is abnormally high and just threw it away.

(03:06): I was like, well, I dunno. I dunno what that means. Like it's summer, like there were, this is probably higher than normal, right? Our usage is probably higher than normal. Well, a couple of weeks go by and I get up and I start doing the dishes. I prefer to do dishes in the morning and I go to the sink and the water isn't on. I was like, what the heck? So I called the water people right away and I was like, our water is none. They said, well, we shut it off. I was like, well, it's like we got money. Like what is going on? We've got money, I can pay for it right now. Like over the phone with you, like just send somebody back out here to turn the water on. Right. And so they do the, I mean like I didn't really think anything of it.

Like I just thought, Oh, I'll just pay the bill. Like whatever. I don't know. Like what happened. I just paid it and moved on. I didn't know that they like to shut it off for any particular reason. It just didn't make sense. And I kind of taken care of it right away. So another month goes by and they shut off the water again. And this time they tell me there's a leak. Right. And I was like, what is going on? So I walk around the whole house so that we rent and I was like, I don't know where stuff is. I don't know if there's a leak. Usually, I don't know. I don't know what is going on. Like what is happening. So I did around the house, I just made sure that all the hoses were shut off. Like there's nothing at all. Yeah. Just basically make sure that there's no hoses that are on the kids turned on right.

(04:22): And I call him back on the phone. I'm like, I don't understand where the leak is. Like what is this leak? And they said it's in the front yard and in the front yard, it's so weird. In the front yard there was this puddle that was the size of like a dog dish. Like if you can imagine like a medium ish sized dog dish. There was this puddle in the middle of the yard and I had seen it every single morning for the last couple of weeks. And it was probably there for a month, a couple months if you know. This whole incident with the high usage of water had started the previous month, but in the yard there was this puddle of water. And I saw it every single morning when I was picking up kids, putting them in and out of the car. And I always thought that puddle is really weird, but I didn't think anything of it right.

(05:08): And so it turned out that this puddle was where the leakage was. There was some sort of weird pipe that was punctured by a tree, like my tree root, right? So they had to like dig out this big spot and like repair the little pipe and carve out part of this tree. So it was like this whole ordeal. I'm sharing this story with you for a couple of reasons. Okay. There's a point to this. So hang in there with, this is going to really make sure you understand what I'm trying to say is that if you have people who are coming to you expressing interest in your service and they're just not buying instead of discounting, I just want you to consider that maybe they don't understand what the problem is. Okay. You could be telling them that something is wrong and it may not be like a big enough problem, right?

(05:56): Like they may not even know that that problem exists in their life. You'd be like, show me like your water bill is high. Like Shauna, you're overusing water. Like, Oh my gosh. Okay. Like, yeah, like I'll do that. Like I'll pay you the money, but that didn't fix the problem. Right. So I just want you to consider that maybe your clients first don't understand their problem. Now the opposite is true, right? Maybe they're like, I understand the problem but I want to fix it but I don't know what to fix. Right? Like I'm ready to fix. Like I'll pay you money. You can come over here like I'll turn off the hoses and none of that stuff mattered in my case and my story, none of that stuff mattered and so I'm sharing this part with you because maybe your clients don't see how the solution six is their problem.

(06:42): There has to be some type of a perfect fit between how they see the problem and how they see the solution. You have to have both and this is also, this is a really great identifier to help you figure out who you can sell to. You can only sell to people who are aware of their problem and they actually want to fix the problem. Okay. The next big sort of hangup that I hear a lot of people say is they just don't know when to sell. Like, what's the moment when I can say, okay, here's my offer. Okay, let's talk about how I can help you. Like they just don't know that bet. And it's this, it's like it's this part, I mean, when you're walking somebody through the problem and solution, like what's causing the pain, what is happening, how's it impacting your life versus what they're trying to accomplish?

(07:32): Right? Like how will you know it's working? Like if you can really identify the pain and the pleasure, the once they start articulating kind of like the details of like what you do, that's when you know you can start selling. Okay. So when you start hearing them repeat back the benefits that you give and then you know that's when you can sell. This is really the point that I'm trying to drive home today in this episode is that you can have people who have a problem who are in pain and they just may not know that there is a solution or they have the right solution. And the opposite is true. Like you may have people who want a solution who are ready for like they're willing to like spend money on a solution but they just don't know what the problem is, right?

(08:18): So it's your job to help uncover those things. All right, knock knock. Who's there? Clients are banging on your door ready to give you money and book your service, but they're asking hard questions like how much is it? Who are you and how do I know you can help? Your brain melts and you feel a lot like deer in headlights. You worked way too hard for these opportunities and you just can't let them slip away. So here's what you need to do right now. You need to get on the phone with me and I'll tell you exactly what to say to close those deals. We just did this a couple of days ago with Rachel, okay? She sounds like a $1,200 coaching program and she got the $400 deposit when I helped her walk through the conversations that get her paid. Okay? And we can do this for you too. You just need to text consensual sales. One word to five, five, five, eight, eight, eight. Again, it's consensual sales. One word, five five, five, eight, eight, eight and you'll get me like, it literally goes right to my phone, to my hand. I'm not this huge, crazy empire. You'll get me a real person who is committed to helping you make money. So let me help you. Let's see what's next week? All right. If you'd like this episode, you're going to love next week, this episode, so don't miss it. Come back every Monday when they dropped.

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