– Hey guys, and welcome back, I’m so excited that you are here ’cause today we are talking all about sales. One of the biggest mistakes that I’ve heard a lot of people make again and again and again is they say I’m bad at sales or I’m uncomfortable with sales or I don’t know how to sell without feeling like sales-y or I feel guilty when I’m selling or whatever. There’s a lot of issues around selling. So today we’re gonna talk about how to sell without feeling sales-y or sleazy or gross. How to sell from an authentic way, that’s not uncomfortable for you or your customer, and why you are the best salesperson for your company. So if you have no idea who I am, if your like who is this crazy girl, showing up, who am I watching? My name is Bridget Irby. I am super excited that you are here. I am a serial entrepreneur, I am a wife, I am a mother, I’m a strategic marketing consultant, and for the last 10 years I’ve worked with corporations all over the world to generate hundreds of millions of dollars by creating strategic marketing plans for them. We’ve done a lot of turnaround, we’ve done a lot of different things. But the reason that you’re seeing me here today actually started in March of last year. So, March 7th of 2017, our son, who was a senior in high school at that time, was on his way home and he got into a really bad motorcycle accident, and he sustained a severe traumatic brain injury. He was in ICU for 37 days, and he was in a coma for almost seven months. And in that period of time and that season of our lives, my husband and I were able to stop working. We were able to do everything that we had to do to make sure that he got the best care, and that we were able to support our younger kids as we all processed what had happened. And when our son woke up out of his coma we were able to help him relearn how to walk and relearn how to talk and we were able to bring him home and take care of him actually when he was in a coma. Instead of having to put him into a facility, we were able to provide that 24 hour care for him when most people couldn’t. And that’s what I saw happen in that season of our lives was, in the hospital I saw a lot of parents that wanted to be there with their kids but they didn’t have the opportunity to do that, because they had to get back to work. And a lot of times, they had to even leave the state, and leave their child who was in a coma in a different state. So at that point and time I knew that when I stepped into business I wanted to do things differently, and not only did I want to work with corporations, but I really wanted to give small businesses and sale-preneurs the big business strategies that, sorry my cat. The big business strategies that would really help them to grow when nothing else will. So that’s what I do and I do it through our company called Unleash the Unstoppable. So, now that you know me and you know my story, now that we’re friends, I would love to hear your story so drop me a comment below and tell me who you are, what your business is, and what you’re wanting to do, how are you wanting to change the world with your business, and what it is that you have to share. I would love to hear it and if there’s anything I can do to help you please let me know. Drop me a comment and I would be more than happy to read through and respond to each and every single one of them. So, with all that said, I wanna dive deep into sales today, ’cause I think a lot of people end up with this misconception that sales is that if you’re selling something then it’s a bad thing. And the reality about that is that sales and I don’t really understand why there’s such a stigma around sales because sales is really just service. So if you feel like, if you feel uncomfortable selling your products or services or if you feel like you don’t know how to have those conversations, if when you’re going into a sales meeting you feel nervous, or your palms sweat, or you just feel really, really uncomfortable, I wanna teach you a trick that I’ve used and I’ve helped my clients to use when they are going in these sales situations, because the thing about business that you have to understand is business is really just solving problems right? So if you’re in a sales conversation with someone, it’s because they have a problem. It’s because they have a problem they need to help have solved, and there’s ultimately an outcome that they want to achieve right? So if you’re a personal trainer, this person wants to lose weight. If you are a therapist, this person wants to have less anxiety. Whatever it is right? Whatever it is that you’re doing, this person wants to have a specific outcome. So as a business owner it’s your responsibility to help them to have that outcome. And the only way that you can really help them to have that outcome is to enter into that working relationship with them. So one of the things that I always ask my clients and the teams that I’ve trained is, do you feel like you are the best at what you do? Do you feel like you are really, really good at what you do? Or do you feel like if they go down the road and they work with someone else that they’re gonna get better service and they’re gonna get a better product than if they worked with you? And most of the time, most of the time people answer well no, if they go down and they work with so and so, we have a much better product, we have a much better service, and if they work with Joe Blow down the street they’re not gonna get the same results that they would if they worked with us. And so my response is that’s exactly the point. That is exactly the point is that if they work with you, over someone else, they’re gonna have a better outcome then if they just go work with someone who really doesn’t have as much experience or cares as much as you do. So when you are selling them, when you’re having these conversations, it is not about selling someone. It is really, sales is service. It’s really about providing this service for them and helping them to reach their goals. Ultimately you’re helping them to have that outcome that they want. And your only responsibility is to paint that picture. Here you are right now before, this is what you’re experiencing, I wanna help you get over here to the after with, if you want, let’s just do like fitness. Let’s do fitness and weight loss. So let’s say you’re 100 pounds overweight, or your perspective client is 100 pounds overweight and you know they’re 100 pounds overweight, they’ve said that they want to lose weight, they have asked you about your products and your services and how can you help them before but you haven’t ever really answered them that you don’t know how to approach this, blah, blah, blah. Here’s how I would do it. And the thing that is, going into this, you have to remember a few things. Number one, sales is service that you’re not trying to sell them, you’re really trying to serve them. You’re trying to serve them to a higher level to help them to meet their ultimate outcome. Number two, whether they succeed or fail is not on you. So ultimately you need to be unattached to the outcome. So you cannot go into a sales conversation committed to, dependent on the outcome of that, because they’re gonna be able to feel that, and that’s gonna make them uncomfortable. And number three, your whole job is to paint that before and after picture, that’s it. So lets say that if you have someone who is 100 pounds overweight and you have a program that would help them to be able to lose the weight, it’s your responsibility to just go in there and say Jill, based on what you’ve told me, you’ve said that you want to lose 100 pounds, and you want to lose it for these reasons, ’cause you want to be able to play with your kids without getting short winded, you wanna be able to live longer so that you can have more time with your grandkids, you want to be more confident in your business, you want to be, and you paint that thing that they want right, because right now, you can’t walk a mile without being winded, you get winded going upstairs, you know, and based on everything that you’ve told me, this is what I feel like is right for you. We have a six month program that is going to take you through this transformation and you paint that like it’s gonna teach you. Not only is it gonna teach you what to eat, it’s gonna teach you how to be disciplined and how to stick to this, and how to curb the risk that you might fall off the program, and you would narrow in on the things that they’re suffering with. So you paint that before and after, and then you just leave it with them. Like you just leave it with them like if you want to do this, so if you want to go from 100 pounds, I feel like it’s probably gonna take six months to a year to achieve this, and the first six months this is what we’re gonna do, we’re gonna overhaul your kitchen, we’re going to implement an exercise program that’s gonna work for you, we’re going to eliminate all of the obstacles and the things that might come against you, those are the things that we’re gonna do in the first six months. And then Jill, is this really something you wanna do? And she’s gonna say yes or no, that’s it. You are literally just being a service, that is it. They’re gonna say yes or no, and you don’t have to be attached to that outcome. So, if you can always, always, always remember that sales is service, and yes, there are ways that you can craft sales conversations, there are things that you can do, but ultimately, so much of it is mindset, and just knowing that you’re not trying to sell people, it’s not like you’re trying to do something that’s bad, you’re not trying to do something that’s wrong, you’re really trying to serve them, because what’s going to happen is they’re gonna buy from someone. They are going to buy from someone. They’re either going to buy from you, or they’re going to buy from someone down the road who may not serve them to the highest level like you would. So that’s the thing that I want you to always, always, always, always remember. Anytime that you’re thinking about sales, or you’re approaching sales, or you’re thinking about pricing or anything like that, we’re gonna do some more talking in a future video about pricing and strategy around that. But ultimately, sales is service and it’s your responsibility as a business owner to serve your customers and your clients to the highest level. So that being said, that’s all I got for you guys. If this was helpful for you make sure you tag a friend below in the comments, so that they can learn and they can increase their sales ability and they can grow with you. Sharing is caring, I love you guys, I’ll see you all soon. Bye!
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