Have a podcast in 30 days

Without headaches or hassles

Highlights from this episode include:

  • The F.O.G.G. Formula that transforms sales behaviors into sales (4:30)
  • Viewing your potential customers in this way will pave the way for easier sales (9:39)
  • The simple, non-threatening question that can uncover your prospects REAL objection (12:03)
  • How to overcome your prospects timing objections without being a sleazy salesperson (13:56)
  • The lead generation secret of master salespeople (15:27)
  • The most important principle to build your business on (16:49)
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.

Hello? Hello. My name is Shawna. You are watching this video because you may have seen it pop across your screen. And you're wondering, what is this? Well, I'll tell you exactly what it is and who it's for. So that way you can keep on scrolling by, or you can stop and hang out with us. So this is for people who own a business and are in a place where they are stuck in overwhelm.

(00:51): Okay. They don't know what to focus on. They don't know if what they're doing is effective. They've been trying for a really hard, and they just want to get to a place where they have consistent sales. Cause I see this all the time people. And if this is you, like tell me below where you are, either closing deals and then 30 days go by. And all of a sudden you feel like you don't have anybody else to sell to. Or you're just in a place where like, you don't know how to move past your immediate network. So Sarah and I are doing a series that you're watching right now. This is day five. So if you need to watch day one, two, three, or four, just tell me below. And we'll make sure that you get access to those because we are currently in launch mode of our second cycle called timekeepers.

(01:35): And it's about becoming the woman who does what she says. So you feel like you've got these goals, you've got these things you want to hit and you just can't ever seem to get to them. And you're not sure why. And we do this without giving you more to do so. Okay, Ashley, I'll make sure that you get yesterday's video. So I'm going to bring Sarah on, because today we are talking about man, can't those customers just come to me. Can't they just come to me. Where are they? So let's talk about that. And if you want more information about timekeepers and drop the link, apply that way you can get in on that while we start, you look so beautiful. Oh my God, Shawna. Thank you. I'll say thank you. I'm practicing that. Thank you. Yeah, of course. So Sarah is the coach in our program.

(02:27): She is amazing. She's a habit coach. So she's all about making sure that you actually do the work cause it's one thing to know what you need to do. And it's a whole nother thing entirely to go do it, especially considering your life. A lot of the women that we work with are already up to their eyeballs and responsibilities in lifestyle and work stuff. And so we want to make sure that we keep this super simple and practical, so that way it starts to feel easy and automatic and you don't even have to think about it. So. Awesome. Welcome Sarah. Hey, how are you? Good. The topic for today is we're talking about how do you get those customers? And Sarah has a really awesome lesson plan for us. So sit back, enjoy this, share this, get your pen and paper. And we're just going to get knocked us out because we only have about 15 minutes.

(03:17): Yeah. So there is a very, very easy formula. Maybe if you will, and I'm going to draw it out for you here. And it's a really, it's a simplified version of how in the moments that you question, what should I do the behaviors. And then we kind of talk as what are the behaviors that we need to make habits out of? Okay. So this is why this is important. Okay? So this is how you make a behavior happen. Now I'm talking about all behaviors in life, but because this is sales driven, I will consistently use a sales example. Okay, here we go.

(03:57): Oh my God, this is a graph. I love graphs.

(04:01): It's so easy. Right? Okay. So here is how you make behavior happen. This is the Fogg behavior method. This is F O G G. If you guys want to look it up, it's the professor who I studied under with tiny habits Academy. He is the behavioral change professor in Stanford. So you guys can look him up, look at his work, but this is how it's an easy way to make sense about how we make behavior happen. And I'll show where you as a sales person fit into this. So behavior equals motivation ability and trigger. So think about anything that you want to make happen, or you need to make happen yourself. You need to feel motivated to do it. You need to have the ability to do so. And then you have to be triggered and we will talk about specific triggers in this too. Okay.

(04:51): Yeah. As soon as you, so this is how you create behaviors in your life. We will do that for you, but we're also emphasizing how you can do this for the people that you're selling to. Okay. So that's what we're talking about here is yes, we will do this for you, but we are taking that exact same principle and applying it to sales. Keep going there.

(05:12): That's okay. Yep. Okay. So on this graph, you've got motivation here and we've got ability here and motivation. This is the high end and ability. This is the high end. So down here in the corner, we have the low end. So I want to go through a scenario where somebody calls you from your kid's school. Let's say your kids go to this amazing school. You have a fabulous experience. Your kids are happy, healthy. They're goal-driven the everything about the school is amazing. Okay? And they call you and they say, I want to ask you some monetary donation. We're doing our annual fundraiser. Is there anything that you can contribute? So when you look at this scenario, the motivation to help them is high because you love the school, right? Love the school. You have no complaints. So your motivation to help them as high, the ability to do so will depend on, first of all, they're asking for money.

(06:04): So let's look at that factor. So you either have money to spare or you don't. Okay. And then the trigger is that they called you and asked, that is the trigger you have been asked to move forward in action. So let's take this scenario, your motivation, we already talked about as high. He loved the school and then let's take the scenario where you are able to, they're asking for money. You have some money to give. Okay. And you have been triggered by them asking you. So we have high motivation. We have high ability and we have been triggered. So on our graph that would put the behavior happening way up here in the corner. Right? Awesome. This is scenario number one. Perfect. That's like the one that we will want to be at. Exactly. Exactly. Okay. So let's say same phone call and same motivation.

(06:57): The school calls. You love the school, but man, like just last week, your husband lost his job and you are full panicking. You have no idea how you're going to make it. And you have to say, I mean, my motivation to help you is, is high. I love you guys, but I just can't right now. Okay. And so what we're seeing now is even though we were triggered, and even though our motivation is high, what we're looking at is high motivation is here. But the ability to, to help out is way, way on this side. And we've got this scenario here. Okay. So this is number two. And then I'm going to go through a, a third scenario. And this is the interesting one. So let's say that they call, they ask for money. You love the school and you it's two days before you get paid and you are paycheck to paycheck.

(07:48): And you're like, man, I have a hundred dollars left. Okay. But your motivation is so high to help them because they are so fabulous that you're like, I'll donate $50. Right? You will still help them in some scenarios based on your motivation to use. So in your ability, because what we're seeing here is that oftentimes motivation and ability can be a trade off. And even when one is really high and one is sometimes low, we can still make the behavior happen. Okay. So in that scenario again, your motivation is high. Let's say your ability is low or lower, but we're still looking at, let's see if motivation is high. And the ability is kind of even right around here. We're still looking at this right here. Okay. So we have one scenario here. We have two scenarios here. We have three scenarios here. Okay. Now the thing about the action line on how we make behavior happen, it runs like this.

(08:48): It runs from here and it curves down to here and anything that's above line, from a trade off perspective, then behavior will happen. So we saw an in this first scenario, no matter what we're donating, we have the ability to do so we are motivated to do so. And they called an ask. They were the trigger. And here, even in the third scenario, we could still make it happen because we were two days before a paycheck and we knew we could do it. But in that second scenario where the husband just loses the job, the ability is low. And you, even though your motivation is high, you just have to say no. Okay. So

(09:25): I love this. Cause it takes like a holistic view of the person, right. Rather than sort of like these internet quotes and things. Like, if you want it, you'll just do it. If you want it bad enough to just do it. And it's like, no, actually that's not true. Like sometimes like I just don't have the money. Like he didn't. So like, I just love how this looks at the person as like a real person and is willing to like tip the scales in some other form. You know what I mean? Like you can get the scales in some other form. So this gives you real tools to strategize about how you're really reaching that person and how you can really sort of navigate that sales talk.

(10:03): Absolutely. What we're seeing here too, for me, one of the most, one of the most important things is having a sales career as well as it takes the emotion out of it. For me as a sales person, because a lot of times, right, we get turned down and we think I must suck at my job. I obviously don't have a good enough product. You know, X, Y, Z, we can make up all these self limiting beliefs within ourselves about either our product is bad or our skills are bad or whatever. And really this takes it off of our plates and just says, Hey, look, you don't know what's happening in your client's life or your potential client's life, any of your customer's lives. But your job is to continue to trigger them in a way in which could at the right time, make that behavior happen. If you can hit them in their life where motivation ability is high or high enough, that one trades off for another, we've got something to work with, right?

(10:53): Yeah. Yeah. And this is also too why? Like if somebody says no, just like asking them why it doesn't necessarily mean that they hate your product or don't ever want your service. It could just be like, man, we won't have that extra income for like another two weeks or I'm waiting for my paycheck to come in. You know? Like you have to ask, like, you don't know what you don't know, so you just have to get more information. And then that makes you in fact, a more powerful sales person.

(11:20): Absolutely. Yeah. And once you continue to cultivate a relationship with your potential customers and your clients, they might willingly give you that feedback and that information. Right. And it gives you some leveraging tools. You might say, well, what about a payment plan? Or I'll call you again in two weeks, you know, like whatever the case is. And you're led down a path where you are now pulling the string within that transaction with a beautiful thing. Right. So,

(11:47): Oh, I just thought of something too. Like, this is why when somebody gives you an objection, like you say, I just can't right now. I typically like you might own sales talk and how I train other people. Is there any other objections besides like blank? What you said then it's like, it gives you again more information without being like, well, why did you say no? Right. So I just say like, is there anything else besides that thing, like, there was one time I was trying to sell this $10,000 coaching package, which like is a ton of money. And the lady said, no, I just can't afford that right now. I said, well, is there anything else holding you back? Besides the money turns out she actually spent $4,000 last week on like a cat surgery for her cat. So it's not that she didn't have the money, which is what I would have thought right away. Right? Like, I'll let you just like is broken, doesn't have the money. It she's willing to spend the money. It was just the timing. Like the timing wasn't there.

(12:39): Yup, exactly. Yeah. And so what this does too, and we stress this Shauna, you and I have talked about this so many times too, within this equation, what needs to be clear to anybody out there watching this in sales is every time you are the trigger in your business, okay, you are to trigger your potential clients. That's your job. And when you trigger them on a consistent basis, you're hitting them at different points along the timeline of their life, where you don't know when you're hitting them, when their motivation is high and their ability is high. But your job is to continually trigger them now to trigger them, to be clear. Doesn't mean every time that you're touching base with them is to hard sell them something. It doesn't mean that you're triggering them with here's a $3,000 package. Here's this, will you buy this from me? Here's this triggering people just simply means that as long as they know what you do, you're just touching base with them. Triggering people also could be sending them a birthday card in the mail. Okay.

(13:38): Yeah. It's you putting yourself on their radar? That's what it means. When people like you got to show up, you got to show up like you are literally just putting yourself at the top of their mind and once you've made it clear exactly what you do.

(13:50): Exactly. Yep. And so it's important to know that it's not every time that you're touching base with the customer, you're trying to hard sell them something. It's simply even just reaching out to say hi, or, you know, ask them a question, a birthday card, a nice email. So this is why the triggering perspective from a consistent basis is so detrimental in your business. Because also even within that, with them being top of mind, this is how word of mouth goes, because you could have just triggered somebody and sent them a nice card. And they're going out to lunch with somebody. And that somebody that they're going to up to lunch says that they have a problem that needs to be solved. And it happens to fall into your lap where that was your referral, because you triggered that person earlier that morning. And that's why this is still important and why this equation is also even so much more detrimental for you guys to understand is this is exactly what timekeepers are.

(14:45): Shauna helps you and your message tailor the message to figure out the motivation is in your message. How will you bring out the motivations in your customers to buy your product, right? And then also taps into the ability factor as well. What holds them back? Like that's all in messaging, the motivation and the ability is all within the message. And that's what Sean is a pro at. And then the trigger is about the consistency with the behaviors and the habits that build this within the time blocking times that you guys make for yourselves and your business, that this is normally the number one focus is lead generation. And really what lead generation is, is consistently triggering people. And so the timekeepers program is literally, you've got the [inaudible] and Shada, and you've got me in the trigger and we're running hard to make this happen so that you are constantly learning how to put yourself in front of your customers' faces. Basically, this is why that's so important.

(15:47): Cool. That is the end. Like that is so cool. And I love this because this is the how this is the hop. I feel like, I don't know if this is true for you, but I see so much of like, you just got to show up and you just, I don't know what that means. I don't know what to say. I don't know what to do. And so we're so focused on just the outcome, right? The behavior, which is like, I'm going to get 10 new clients. I'm going to make $10,000 this month. I'm going to hit my next rank and your focus on the outcome. And nobody really gives you the steps in the middle. And so that's why we want you to sign up for our program. We launched cycle two coming up here shortly. And so we want to fill in the gaps. So that way the goal is something that naturally just happens because we've done the how

(16:36): exactly. And when this becomes automatic, you know, this is the thing. You start to learn how to build your business around your customer's motivations and abilities to buy your product. And then you learn the habits about how you consistently trigger people through the program. You're off after the program and you're flying my, you are just, you're on autopilot and this is how business falls into your lap. But it isn't because you just sit there and hope to God, somebody talking about it's because you were consistently triggering people, but it flows after you work with consistently, really you're just being referred left and right. And that's how business comes to you. I mean, how many times have you guys gotten a phone call from somebody who you've never met before, but heard through your business from somebody else? This is that formula. This is why that works because you talk to somebody and that somebody, maybe the product wasn't right for them at that time. But then they talked to somebody who was, and then bingo.

(17:33): Awesome. And this is how you can do less with more. And which is the whole emphasis of what we're trying to teach is that it's not about adding more to your plate. That's you? Like, as we started with this thing is like, or we started at the beginning of this conversation too, is like, you're up to your eyeballs and responsibility. So we really try to narrow in, on the basic fundamentals. So that way anyone can do this and you can apply this for like anything, because it emphasizes like how your brain works. So whether that's your business, whether that's like trying to lose weight, rather that's like trying to incorporate exercise or like establish other habits. It's a lifelong skill. Lifelong. Yup, exactly. Cool. Okay. So we will drop the apply link below. We'd love for you to apply. And then you just talk to me, which is going to be great.

(18:20): And then if you have any additional, the question is if you're here now or watching the replay Sierra, and I will circle back with you and answer your questions as they come in. So thank you for watching. Thank you for being a part of this series with us. I hope you're able to take something away and really make a big difference in your life now. Thank you Shawna. Thanks everyone. Bye bye. Hey, even though this episode is over, there's two things that you can do real quick to keep the conversation going. One, you can join me on Instagram. There is a graphic on my feed called after the show. That's a place where you can join for followup discussion. You can ask questions or share your opinion about episodes. And that's a really great place to hang out with us. The second thing is is that you can go to XIV, speak sales.com and download our interactive conversation guide with a push of a button. We will tell you what to say when, to who all at the right time. So that way you're never feeling like a deer in headlights. So you're never freezing up or freaking out in a conversation that's supposed to get you paid again. She speaks sales.com and I'll see you all later.

(19:25): This is ThePodcastFactory.com.

Have a podcast in 30 days

Without headaches or hassles


Copyright Marketing 2.0 16877 E.Colonial Dr #203 Orlando, FL 32820