Unknown Speaker 0:00
We want to look at how you're actually cultivating the sales process that happens that actually starts before you engage with them before you interact with them personally, because you could be leaving money on the table by not actually addressing that sales process right from the beginning.
Unknown Speaker 0:17
The next seven life podcast by Christine Corcoran is for all heart centered entrepreneurs who want to uplevel their mindset, motivation and business to make a positive and meaningful impact in the world today. So if you love what you do, and want to hear from inspiring thought leaders and successful business owners, where we have real conversations and real connections, then this is for you. I want to assist you in finding the clarity and awareness, you need to uplevel your mindset and set your soul on fire to take massive aligned action in your business. So you can take your life to the next level. Ready to get started. Let's go.
Unknown Speaker 0:59
Welcome to the next episode of the next level life Podcast. Today I'm talking about all the reasons why you could not be converting, I really want to talk about this sales is a huge component that I feel like if you struggle with the sales piece in your business, and there's definitely some areas that I can help support you with this. With over six years of corporate sales under my belt, and sales and marketing skills and all the business development skills that go along with what I do. I feel like there's a whole piece that sales is a skill, a skill that you need to learn and a lot of people get into business and think that they should just be good at it because they love what they do and they want to sell what they offer. But they lack the skills when it comes to the sales piece. They lack the process and they really struggle with it and then they get caught up doing tacky sales processes that feel icky and salesy and sleazy and then they build up this fear around sales because they hate it or because it feels salesy and sleazy, and they don't want to be salesy and sleazy. And I'm here to tell you that it doesn't have to be that way, you can absolutely have a comfortable, enjoyable sales process not only for your customers, but also for yourself, there is an actual process, okay, that goes along with sales. And when you understand the underlying process, and you understand your customers buying decisions, and how people, human beings make buying decisions, and you understand how to communicate your value, then it makes it much easier. And it can become an opportunity where you're literally just inviting clients to be a part of what you offer doesn't have to be pushy or manipulative. It doesn't have to be salesy or sleazy doesn't have to feel horrible, but it is a skill. So this is why as a whole week focused on this in part of my elevated program, where I take you through understanding the process of understanding the human behavior behind it, and help you create an actual comfortable process that feels good for you. And it's one of those things that I feel like I forgot to even really mention that I was doing this in the program last time last time, I ran it in February. And it was one of the biggest feedbacks that I got that they loved the sales part, they loved being able to learn that and realize that they were really missing that piece. And the reason why I forgot to even mention it is because I go into it with an avenue from the money point of view, because when we dive into money, it brings up so many doubts and fears that are so attached to sales, right? Because there's rejection, there is asking other people for money feeling like we're taking it from other people, when really they're just actually investing in themselves or the outcome or result that you offer. And often we can, what can happen is we're tying our money, beliefs and our sales beliefs together. And that's creating so much fear and doubt or it's creating so much unease when it doesn't actually have to be that way. So the next intake for elevated is now open, literally this week, August 22, is now open. So if you are wanting to do this work by working on your mindset, transforming yourself worth your money and your business by understanding your sales process by figuring out your business model, by looking at all elements of how you create a sustainable and profitable business, then this program is so ready for you to be a part of, I cannot wait to do this next round, I loved every part of the last round, the live coaching the supportive community, the opportunity for you to actually learn the skills that you really need. Plus also break through all the money blocks and the sales blocks and the fears and the doubts that are holding you back from taking your business to the next level. So if you are ready to feel elevated in your business, and to feel like you can show up, unapologetically, sell yourself at the same time as feeling like such a badass in your business. Then I want to create that for you over this incredible nine week program. The link is in the show notes. You can find out all about it. And you can apply right now and we get started on the first of September. So make sure you jump in and check it out ASAP. So let's talk about sales. There's two parts to sales that I feel like we need to be across. What is your overall sales strategy, right? So getting super clear on what you sell, how many of those things you need to sell in order for you to achieve your goals. And what's the process that you're going to follow in In order to get clients from A to Z with you, so we want to think about the whole journey that the client goes through from not knowing who you are to knowing who you are to then being a part of your community and a part of what you do and learning from you, and connecting with you, and building trust and credibility with you. And then moving through the process of then investing time with you, investing energy or effort with you, and then working through to investing money, and then the process that you then take them through, and then the next core piece, so if you're then offering something else after that first initial sale, and then the customer journey that happens after a sale, all of that sometimes we don't even consider and so we go into business, we go in, and we try to sell our wares. But we don't consider the whole customer journey, right? And I think that that's really important that you take the time to not out is like what do you want to take them through? What do you want people to experience from the moment they know who you are right through to working with you and past working with you. Because your customers, you ideally want to create raving fans, right raving fans that love what you do value what you do, and want to shout you and want to shout you from the rooftops and let other people know what you do. So often what happens, we don't realize that you actually get to create that. And when you think about it from that perspective, you can then cultivate the experience that you want them to have from the first experience to the last experience. And the other core piece as well is having an overall strategy about the sales that you want to make. So knowing how many sales you knew that need in order to achieve your goals, what are your long term goals with your business? Do you even have enough offers and the time and space resources in order for you to hit your goals? I remember going through this with one of the girls in the last round of elevated and we worked out that she wanted a million dollar business. And basically we worked out with the office that she currently has in the time that she has an order to deliver those offers, it wouldn't actually be possible for her to hit a million dollars in the timeframe that she wanted to hit it. So we have to go back to the drawing board and actually look at what are we actually creating? Do we can we create a business that has those resources in order for them to hit those goals? And what new offers do we have to create? What new opportunities do we have? What are some of the offers or products or services that they could create that would be less time consuming more result driven, and allow a client to purchase and spend money with you without necessarily us spending more time. So one of the core pieces that I go through with you and elevate it is actually shifting your mindset from an employee mindset to a business mindset, or a CEO mindset, which is actually getting out of the headspace of time for money. Because if you are always calculating time for money, you will always be left short, because there is only a certain amount of time that you have, in order for you to exchange for money. So we want to shift from our focus of time for money to money for results. And so we want to start to actually shift that and get out of time and start to actually change the way that you do business that actually can be really profitable. And there's this is the ultimate time to do that, right? Like there is so much technology out here to support you in creating some epic products and services, that doesn't necessarily require you to be there 100% of the time. So I feel like we need to look at that business model first like is your business capable of actually generating a million dollars if that's what your goal is. And if it isn't, we're not we need to actually backtrack that and reverse engineer it to figure out what you need to create in order to have those offers in place, then once you have an idea of that, so your sales plan, and then your customer journey, then we want to start talking about your actual sales process. So once a client is interested in working with you, and maybe they are a potential client that you're having a conversation with, maybe it's a beginning of a reach out, so maybe they're reaching out to you on social media, maybe they're reaching out to you via booking form on your website, maybe they're reaching out to you via looking at your website to look at what products you sell, we want to look at how you're actually cultivating the sales process that happens that actually starts before you engage with them before you interact with them personally, because you could be leaving money on the table by not actually addressing that sales process right from the beginning. Like, absolutely, you could literally not be setting them up to want to work with you. Because they might be interested in working with you. But there's a difference between interested and committed. So we want to actually look at the sales process right from the beginning of before they engage with you, right through the process of engaging with you, and then the process that you take them through in order for them to make a decision. And I feel like sometimes we can get so fearful of this process that we actually skip a lot of it. And what I see that happens is that, especially with service providers is that they go into a sales process. Let's say it's a sales call, for instance. So you get on the call with a potential customer. And what I see happens is they go straight into, this is what I can do for you. This is how I work. This is the way that I do business. This is what I sell. And so we're basically like just putting all of our wares out on the table. Here's all my offers, what do you want, and that can be very confronting for a customer and what can happen is we don't realize the human behavior side of this is that the customer is sitting on the other end of the phone thinking, do you even care what I think? Could you even care what I want? Or are you interested in what I do? Are you interested in what I'm needing? And like, subconsciously, they're having these thoughts and they're like, oh, okay, I guess I guess I'm having a need to choose an option, right? Yet, if we haven't taken the time to actually really get to know the customer, and find out what it is that they need, you could be actually selling them something they do not need. And that's where it starts to feel pushy and salesy, okay, if you do not have the permission to actually share with them what you offer, through their language, like them actually asking for it, or them actually saying, Yes, this is the problem that I have, if they have, if they haven't actually communicated that, then you're actually just throwing it on the table going here you choose, right? I know, this is kind of like an abrupt way of thinking about it. But this is what it feels like from a customer's point of view. And what's interesting is that I've been on the other end of this sales process a few times, because obviously, I look for it now like I, when I am buying something else, I look for the sales process, and I want it to be an enjoyable sales process, because and I want this for my clients as well, I want them to feel like they're excited and nervous at the same time, right? If they're getting on a call with me, and they're ready to for this next up level, and I want to challenge themselves to grow, and they're ready and willing to look at their mindset blocks that are stopping them, then I want to uncover those mindset blocks and figure out what I can do to serve them, I want to figure out how I can best serve them. And that's going to come through finding out a little bit more about them. And I want to make sure that what I'm going to offer is going to be the best fit for them. Because if it's not that I want to refer them on, right, I don't want to sell them something that's not right for them, I don't want to sell them something just because I can I want to make sure that they're the right fit for me as a as a coach, I want to make sure that what I'm offering is the best fit for them because it might not be right. And so if we're not under covering that, we're going straight into sales, you're going straight into presenting your offer and pushing it on the table. Whereas we want to care first and make sure that what you're going to offer is going to be the right fit. So through elevate it actually take you through this process to figure out how to do it because there's a certain way that you do it. And it's knowing the sales process, right, it's actually knowing what you need to go through in order for them to feel like the next step is Yes, an opportunity for them to be presented to. So if you're not taking the time, to build rapport, to get to know them and find out what it is that they need and what challenges they're experiencing and what they're really looking for, you need to then have permission before you move on to the presenting stage. Right? When you move on and say this is what I offer, this is how I work. This is the price like all of that. And I think what also comes into play there is fear of rejection, and also being able to communicate clearly about money. So if we have some money blocks, what can happen is we feel the fee rise in our bodies. And then we go to talk about the price. And we either do one of two things, we go quiet. And that feels really awkward, right, or we Bumble on our words, and we go oh, this is the price. Or we say it's so fast, that the client doesn't even hear it or gets confused. And so what happens is the majority of the time, people by uncertainty they want to buy based on knowing like feeling confident that you are the right fit for them that confident that what you're offering is the best solution for them and what they feel in that process in that part, if you're bumbling across your words, or if you're feeling hesitant, or if you're so scared that you run through it too quickly. All they feel is uncertainty. And they don't buy based on uncertainty. Okay. So it'd be very difficult to convert a client if you're leading from that place of fear. And so you need to work through your fear blocks and your money blocks and your sales blocks in order to be able to communicate that clearly with certainty and confidence. And then, as part of that sales process, what's really important is that, you know, from your point of view, from your clients point of view from clients you've worked with in the past your value, if you don't believe in the value that you offer, nobody else is going to believe in it. And if you don't know how to communicate that value based on where they're at, right, not where you're, they're going to be based on where they're at, they can have a lot of hesitation by moving forward, because that's often what leads to then people making a decision based on price. So they will compare you and someone else that does something similar and compare prices, and they're not comparing value to value. Because if you don't know how to communicate that value, then you don't know how to actually get them to make the decision based on value. Sorry, that's my cat in the background wanting to go out. And I'm like, Just hang on. I mean it I'm nearly finished. So yeah, so communicating your value. And I think that this is something that we either either don't know how to do, or we only sort of stay on surface level. So if we're not actually diving into the true transformation that we create, or we're staying surface level of like, well, this is the problem that I solve. It goes beyond right with every service and every product it goes beyond just the problem you solve it And when you're able to communicate the long term benefits, and I'll take you through this and elevate it. So if you feel like this is something that you're really struggling with, or you feel like you need help with this, then definitely join Alibaba because I take you through understanding it. And I take it through processes on how to actually uncover the value that you create, and then how to communicate it, it is super powerful, because then not only do you feel more confident in what you offer, and you feel like it actually, it helps you bolster your self worth as well, like you feel really worthy in order to charge what you want to charge. And it also helps you charge your worth, because you really, truly understand the transformation that you create. And it goes beyond just the one thing that you do. And so by exploring this, not only does it help you build the confidence, but it helps you communicate it so then other people know the value, because you can't assume that they're going to figure that out for themselves. And if they have the problem, and you charge a premium price, then you want to be able to communicate that in a really powerful way. So then they understand what they're getting for it. Because if they're just comparing money to money, then they will always be left comparing prices to just other prices, right? You want them comparing based on value, not our price. And the last little piece here that I want to touch on as well is getting to know the objections that your clients will have. So a lot of the time fear around us a sales process can come from not knowing how to handle objections, and not knowing what to say, not knowing how to overcome them. And there is actually certain ways like I've been in sales for so long that I feel like I've been rejected so many times, because it was part of my job. Like the six years I was in corporate getting rejected every single day. And a lot of it was like cold calling, which are actual to actual businesses having to walk into brick and mortar businesses that did not know me from a bar of soap and how to build a relationship and then learn how to sell to them. And so there was so much that I learned and then when I went back and studied human behavior, I then actually started training sales teams on how to improve their relationship skills and how to improve the way that they sold based on different buying decisions. So understanding why people want how people buy and what they're actually buying. And what you're actually selling helps you be able to communicate your value in a whole other level. And then it also helps you understand the objections. So ideally, what you want to know is the objection someone's going to have to purchasing your service or product before way before and help you overcome those objections way before they even interact with you. So if you already know some of those objections, if you've gotten similar objections time and time again, you want to look at how you can actually address that objection in your content, you want to make sure that you're addressing it on your website, you want to make sure you're address addressing it in the sales call. Because if you're not, you're leaving money on the table, and you're also leaving people feeling that you're not able to overcome that objection. And that is honestly like what could be holding you back massively. So we want to actually get really clear on how to overcome objections, and then work out how you can actually work through overcoming them before they become an actual objection. So I feel like sales is such can be such a big topic. This is why I spent a whole week on it. And there's actually an extra week where you get to ask questions and get coached on it as well in elevated because it can be one of the biggest crutches that holds people back. So I know like this podcast today, right? Well, it's almost like 20 minutes long, because it is such a big topic. So if you feel like you need to work on your sales and definitely come and join me for elevated, I'll put the link in the shownotes. I'm also going to be exploring more as part of the live 3d Upgrade called Marketing and money. You may have seen this already. If not, please check out the show notes you need to get access to this it is going to be a three day upgrade. And it's free. And it's with me and my beautiful friend Sophia para, we're going to be talking upgrading your marketing and your money. So I'm going to be touching on sales in that as well. But I'll actually help you uncover your money blocks and then you could start shifting through those first and then work on your sales process. So I hope you have enjoyed today's episode and come and join me for the marketing and money. If you feel like you're already in for elevated you want to know more about that the link is also in the show notes. Hope you have an incredible week and I'll see you very soon.
Unknown Speaker 18:55
Thank you for listening and I hope you enjoyed today's episode of the next one life podcast. I'd love to hear any takeaways that you've had from today's episodes of please share with me on Instagram and Facebook. And it feels so moved please pass this episode on to any friends or family that you feel may benefit from it. Looking forward to speaking with you next week. And here's to taking your life to the next level.
Transcribed by https://otter.ai
