Want to learn how to sell without feeling sleezy and actually make some sales? Of course you do because you’re running a business.
Tonya’s guest, Renee Hribar, draws out their brilliance and breaks down their barriers so that they can sell themselves in a way that feels as natural as smiling at our babies sleeping face. Kind, gentle and nurturing all set with the intention of helping those who need us. All things Tonya loves. So hop on in and learn how to sell!
IN THIS EPISODE
2:16 When you’re selling, it’s an exchange. Your receiving money for the value you give.
3:17 Sales is a mindset and most of the women who listen to this podcast, who are in sales, don’t want to put people out. I (Tonya) love how you relate it to motherhood.
4:23 The mindset of sales and Renee loves doing sales online because it’s making new friends and loves doing sales in person because she’s meeting her neighbors. The first step in mindset is to tell yourself “I’m going to make a new friend.” It’s also selling for an even exchange of services. And that’s another way to look at it.
6:35 To avoid the feeling of not knowing if you’re charging enough, I don’t want to give more than I’m receiving. Good fences make good neighbors and good contracts make good clients. Always walk into a sale with a contract. You can have something that is informal but it’s in writing and you know what’s going to happen in that relationship.
8:36 To avoid not wanting to continue on yourself, have a short-term trial. See how it feels to try it, and show up, and to deliver it. At the end, do a 15 minute follow up as a bonus for the first few people who sign up for something. It allows you to fund the time you’re spending on creating things. You can start small and make it bigger. It can also become your low-risk offer to allow them to try you out.
11:07 We’re always all pivoting and growing and with creating something small, it gives you baby steps to trying things out.
11:59 You have to find one space to be. Facebook groups can be like networking events. You go into the group with specific purposes, see who you can hire, who will hire you and how you can get to know people. Be helpful, comment to people, make new friends and then if you can message someone for a coffee chat, then you can tell them what you do.
16:04 Those connections and coffee chats are really good for getting practicing, building confidence in sharing your message and getting feedback. When you start to deliver that message to the next person, they might not be the best fit for you, but they might know someone who can use your services.
18:14 Be authentic and genuine. Don’t hide behind your branding and your business, but go outside and make friends.
20:26 Don’t go into a coffee chat unprepared. Expect a yes, let them raise their hand and say I’m your perfect client and then move forward. GPS – get to know the person, ask the perfect questions and then shut up.
21:55 Describe what you have to offer, how long it will take and what the price is. If you don’t offer, people will get offended that they don’t make the cut, you don’t like them, they aren’t a good fit and it’s kind of rude to not make them an offer.
24:42 If you don’t know what you want to offer or you’re too upset about selling them, make an appointment for later with them to sell them.
25:36 When you approach a sales call like that, you’ll have more confidence. Confidence is sexy and magnetic and if people sense you’re confident. If you go into a sales call and you don’t need your money. If you are just starting out, you really do have to pretend that you don’t need someone’s money until you really don’t.
- When you’re selling, it’s an exchange. Your receiving money for the value you give.
- The first step in mindset is to tell yourself “I’m going to make a new friend.”
- Be authentic and genuine. Don’t hide behind your branding and your business, but go outside and make friends.
- Sales GPS – get to know the person, ask the perfect questions and then shut up.
- Describe what you have to offer, how long it will take and what the price is.
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