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Highlights from this episode include:

  • The 3 easy steps to a cash-stacking sales process (1:14)
  • A fundamental question that will prevent you from wasting time with people who will never buy (1:32)
  • The internal motivation a prospect must have in order for you to sell them (2:05)
  • Why you’re blowing sales even when people want to buy from you (3:04)
  • The single best way to turn all your knowledge and training into cold, hard cash (3:36)
  • A super-simple way to use your sales knowledge to level up your marketing chops (and never wonder where your next sale will come from again) (7:51)
Read Full Transcript

Hey, you're off to a great start pressing play on a show like this, but I want to let you know that while you're listening. Come find me on Instagram @Hey.HeyShawnamay you can find me on Facebook at consensual sales or just visit our website at HeyHeyShawnamay.com where we can keep the conversation going. Now, enjoy the show.

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.

What’s up, everybody. It is Shawna from she speaks sales.com. I help creative services get paid without feeling like a pitch. Okay. And yesterday I was in the Facebook group from somebody said like, what's the bare bones of like, selling, like, what's the selling process. And I want to tell it to you today because it's only three freaking steps. It is so easy. And it's so ridiculous. And anybody who's making it more complicated is trying to sell you something. Okay. Like trying to sell you something that you can just learn in like three easy steps. I'll tell them to you right now. Okay. So this is what you need to know about selling. Okay? You have to have a person to sell to. And that person has to actually like, want your thing. They have to be aware of their own problem or need for that thing. So the very first thing I want you to ask is does this person even have a problem that I saw?

(01:31): Okay. Selling feels weird when you're selling to the wrong people, the wrong things. So the very first thing is you have to know like, who would even want this thing? Okay. Does this person have a problem? The second thing is, do they want help with that problem? So people love their own choices and they want to feel like buying from you is their own choice. So they don't want to be pressured or convinced or like backed into a corner to buy your thing. Like they have to want it on their own. Okay. So what I'm seeing is one, does this person have a problem too? Do they want to fix that problem? Okay. This is a little off topic, but if you've ever read the book, the power of habit, if you want somebody to do something, create a behavior. Or in this case, like buy from you, they have to follow a formula.

(02:15): It's called B equals mat. Their motivation has to be high. Their ability has to be high. Okay. So that's what I mean here. Do they have a problem? Do they want help with that problem? Then the last thing is, is that you have to ask, like you have to ask. And then the formula is actually called the letter T for trigger B equals mat motivation ability. And then they have to be triggered. Okay. Are you guys following me here? This is so easy. This is so easy. Okay. You're not sure how to sell. This is what you need. You need a person. They need to like, they want help with that problem. They have to be asked. Okay. Then when you're invited into that ask moment, you make an offer. Okay. You put an offer on the table. That is literally okay. I was talking to someone yesterday who has spent a lot of money.

(03:04): Who's actually photographer and spends a lot of money on marketing courses in premium coaching. And 10 years she's been in business and still not quite seen the return of investment on those materials. So this is what she had said. It's not about knowing what you should do. It's about knowing how to implement those things. Okay? So I want you to put away your wallet. I want you to spend any money. If you want to know, if you want to figure out how to sell more, you actually have to practice. Like you actually have to do these steps. This is the framework. This is my ass framework, actionable simple sales framework. So when people ask me, how did I learn sales? How did I get into sales? You guys, this is really embarrassing, but I actually used to go door to door. Okay. Like when I started my first cleaning company, I made a list of companies that I wanted to work for men and XLS made homemade flyer, put the kids in the car and drove around to all those places.

(04:00): Pass out. My flyers said, I want to clean for you. I'm cleaning lady. Like, what do I need to do? Who do I need to talk to return home? Had their email, had their phone number if I had their email, but I had their phone number and the name, the person who I needed to speak to. And I called every single one. Okay. I also passed out religious tracks. Okay. During MTV, spring break in Florida. Okay. So like, if you want to talk about like awkward, like I have been there, it has been a really painful and awkward. The other thing that I have learned is that when you practice, you get better guys. Okay. And the problem is that so many of you don't practice and you think that you're supposed to be amazing right up front, like it's sabotaging your entire success and it's making you broke.

(04:44): Okay. So if you implement this really simple, easy framework, you won't have to spend any money and I'll help you practice. Like I will literally help you practice. I have created an entire community where the only thing is, is that we are implementing what you already know in real life and real time. So when people ask me, like, how did I get in seals? Like I passed all religious tracks and I went door to door and I would make a sales phone calls like this. And I would record myself and have to play it back to an entire room of coworkers. Okay. But that's what I did. And so I'm not saying that you've got to do that, but what you can do is you can learn from me and I can teach you how to take what you know, and apply them to this framework.

(05:27): So that way it's easy. Okay. Thanks for jumping on Megan. What's Megan saying, Hey, Shauna, it gets loads easier. I can talk sales without breaking into a sweat. And I still do sometimes, but I'm much better. You are absolutely better. And that's, I mean, people say no to you and you turn around and you can still close deals. Right? So like it's being able to know how to apply the principles. And the thing is, is that this is me being a little catty is that it's easy to know stuff. It's easy to know stuff. Okay. And why like the whole internet marketing, like shit is like, just teach what you know. Well, you can read a book and regurgitate and make a module and put it together in a course and sell it for a thousand dollars. Like anybody can do that. Okay. But we know that once those people, PMI, people go through programs where they spend a lot of money. They don't see a return on investment because it doesn't matter what, you know, it doesn't matter what, you know. Okay. It's being able to apply it in real life in real time. And that's good. Scary. And that takes a lot of work. Okay. Like that actually takes somebody, looking at you and hearing you and like seeing what's going on inside of your business. And when people just want to make a quick buck. I mean, of course

(06:42): I also,

(06:44): This actually makes me really upset. I should not be talking about this. And to make people feel more productive than they really are.

(06:54): It's easy to know, but hard to do, easy to know stuff. Yes. Like

(07:01): Just recap quickly. I'll just recap this. If you are here, I appreciate you. I'm Shauna. I help creative services get paid without being a pitch. And yesterday I saw a question that was like, how do you break down the sales process into like, really, really like, what is it like, how do you make it like super simple? And I said, number one, is there a person who has a problem? Number two, does that person want help with that problem? Okay. You never assume anything in sales. What does a person have a problem? Do they want help with it? Problems? Number two, three, you ask them if you can help them, that's it. Okay. And then if they say, yes, you make an offer. That's literally it. So save your money. Don't spend any more money. That is literally how you sell now. How do you market?

(07:45): You take that same framework and you start to identify patterns. Okay? And I talked about this yesterday, you start to identify patterns. So if you want to grow your business, sometimes you just have to do more of the work like of this framework. You don't have to like, go learn more stuff. You don't have to take another course. You don't need somebody to tell you what you need to know. Like this is the framework. You just have to do more work to get more information, to identify patterns. So that way your marketing gets clear. It gets more concise. It gets more focused. It gets more niche. It gets more specific. And then you can increase your sales, right. Then you know exactly who you're talking to. Like everything starts to get better. The more work that you do. But a lot of times people are focusing on the wrong work.

(08:27): They're focusing on theory. They're focusing on principles. They're focusing on like another checklist. Another thing that I did another course that I did. Another thing that I downloaded. It's like, no, you don't have to do that. Here's the framework. Here's all the answers like right here for you. So what I've done is I've created an entire community where you pick up the phone and you call me and you say, Sean, I've got the steel on the table. Helped me apply certain principles. So it's not awkward. What should I say here in real life, in real time, because it's not what you know, it's the how, okay. How do you do it? Well, you do it with practice. That's how I did it. How did I do it guys? I pass our religious tracks during MTV spring break in Florida. I've gone door to door. Okay.

(09:14): Trying to sell services. I had to record myself, play it back and let an entire room of coworkers hear me and critique me. Okay. So you can skip that part and just have me help you like ridiculous price. But I just want to tell you that this is the framework. This is it. Okay. And if selling feels weird, if selling isn't right. If you feel weird about selling again, it's not about more stuff. It is. In fact, selling only feels weird when you're selling to the wrong person, the wrong thing. So it's not like I'm just going to give you a magic formula. I'm going to give you the magic words to say, I'm going to help you get more confident and comfortable around the person and the offer. Okay. Because when you have the right person in the right offer, course, you're gonna like sell a ton.

(10:09): Of course, you're going to feel really good because it's who you're meant to serve and the way that your Manchester okay. And putting you through like a cookie cutter process, putting you through a generic, like, Oh, get you out of sell. It's like, how can you do that without ever looking at your people? And the only way that we can look at those people again, is if we stack the work, if we can start to identify the patterns, guys, let me help you. Let me help you. And chances are, you need to learn how to sell from me. Okay.

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