How To Sell Without Being Salesy

Transcript

WEBVTT

00:00:03.084 --> 00:00:10.365
Welcome to the Jason Moss Show, where established online business owners go to increase their income, freedom and impact.

00:00:10.365 --> 00:00:12.310
I'm your host, jason Moss.

00:00:12.310 --> 00:00:13.473
Let's dive in.

00:00:13.473 --> 00:00:28.050
So last night I'm sitting down for dinner with my friend, joe he's an amazing breathwork practitioner, incredible at what he does and we're sitting having dinner and in the middle of the dinner he pauses and he says Jason, I have a confession to make.

00:00:29.414 --> 00:00:33.222
I'm actually kind of like really uncomfortable with sales.

00:00:33.222 --> 00:00:39.119
I feel like a lot of resistance around selling, around selling what I do.

00:00:39.119 --> 00:00:45.292
I know I'm amazing at what I do, but when it comes to sales, I just feel all this resistance at what I do.

00:00:45.292 --> 00:00:47.597
But when it comes to sales, I just feel all this resistance.

00:00:47.597 --> 00:00:49.280
And here's the truth.

00:00:49.280 --> 00:00:54.000
I told him this.

00:00:54.000 --> 00:00:59.633
I said, joe, if there's one thing that comes up more than anything else with the clients that I work with, it's that so many people I mentor have resistance around sales.

00:00:59.633 --> 00:01:06.933
They know they need to sell on some level in order to make money in their business, but on another level, they feel like icky about sales.

00:01:06.933 --> 00:01:27.462
They feel like sales is manipulative or sleazy or they feel like they have to compromise their values or integrity in order to sell what they do and, as a result, it's costing them income, clients impact and, actually paradoxically, getting in the way of them really being able to serve and help other people.

00:01:27.462 --> 00:01:45.659
So in this episode today, I want to take a deep dive into what it actually takes for you to sell without being salesy in your business, and this completely changed the game for me.

00:01:45.679 --> 00:01:50.996
I'm so passionate about this because I've studied the art and science of sales for so long.

00:01:50.996 --> 00:01:56.983
I was a former director of sales, leading a sales team in a multi-seven-figure coaching business before I became a business coach.

00:01:56.983 --> 00:02:07.293
So I've really been in the trenches of the sales world and I used to feel a lot of resistance around sales, a lot of icky, uncomfortable feelings around sales.

00:02:07.293 --> 00:02:17.729
But over time, through integrating so many of the things we're gonna be talking about in this episode today, I've been able to develop a relationship with sales where I love sales today.

00:02:17.729 --> 00:02:39.263
It's so much fun, it's an awesome way that I get to help people and, as a result, I've also generated well over a million dollars of sales in coaching consulting courses in my business, because I've learned to see sales differently and I don't feel that icky resistance around sales today when I get on a sales call and talk about what I do.

00:02:39.263 --> 00:02:55.662
So my goal is you walk away from this episode feeling that way too, or at least being on your way to feeling that way too, or at least being on your way to feeling that way in your business, which again is going to allow you to increase your income, make a bigger impact, help more people and also make a lot more money through the work that you actually do.

00:02:56.645 --> 00:03:01.419
So what is the core idea I want to share with you in this episode today?

00:03:01.419 --> 00:03:13.493
Well, the core idea is in order for you to sell without being salesy, the number one key is you've got to shift your sales beliefs.

00:03:13.493 --> 00:03:30.262
The reason why people feel resistance around sales is because they have a story that they're telling themselves about what sales is that is in conflict with their values.

00:03:30.262 --> 00:04:10.961
It requires them, on some level, to sacrifice their integrity or their value for wanting to take care of other people or to do the right thing, and so we have this cognitive dissonance and so many entrepreneurs I meet have this where, on some level, we feel like we want to sell because it is helpful to other people, but we also have these other stories or these beliefs that we're essentially telling ourselves that sales is a bad thing, that sales requires taking advantage of people or manipulating people, or that we have to compromise our values in order to do it, and so this creates this kind of and I describe this oftentimes when I work with clients.

00:04:11.042 --> 00:04:22.086
It's like when we talk about limiting beliefs, when you have a limiting belief around any aspect of your business and this is such a big part of what I do when I work with clients is unearth what these actually are and help people overcome them.

00:04:22.086 --> 00:04:38.692
What happens is it's like you got one foot on the gas in your business and another foot on the brake and you're trying to drive the car forward, but because you've got this limiting belief that tells you you need to compromise some aspect of yourself that, on some level, you're not willing to compromise.

00:04:38.692 --> 00:04:47.064
It's like we got this push-pull tension going on in the business, and for so many entrepreneurs, this is the thing that's actually holding them back from growth.

00:04:47.064 --> 00:05:02.468
So being able to unearth what these actual limiting beliefs really are and then overcome them is the key to being able to move forward in your business from a place where you don't feel like there's all this resistance holding you back.

00:05:02.468 --> 00:05:18.201
So you got one foot on the gas pedal and you're moving forward, and you're moving forward a lot more easily versus wasting all this energy because you got one foot on the brake, because you got this limiting belief or the story that you're telling yourself about sales or about some other aspect of your business that's holding you back.

00:05:18.201 --> 00:05:31.007
So overcoming sales resistance and learning how to sell without being salesy is really about shifting these sales beliefs and that is what we're going to talk about today.

00:05:31.648 --> 00:05:52.670
So I want to talk about a couple of toxic sales beliefs first, because oftentimes these are probably some of the biggest beliefs that I find that get in the way when it comes to feeling a sense of ease around sales and not feeling like it's this icky, manipulative, salesy thing.

00:05:52.670 --> 00:05:58.471
So the first thing probably one of the biggest toxic beliefs around sales is this idea that sales is all about you.

00:05:58.471 --> 00:06:04.692
The goal of a sales call when you get on the phone is to convince somebody to buy your stuff.

00:06:04.692 --> 00:06:08.723
Call when you get on the phone is to convince somebody to buy your stuff.

00:06:08.723 --> 00:06:25.797
When you think sales is all about you, you will inherently resist it, because when you think sales is all about you, it means that you basically have to manipulate and coerce and objectify somebody else in order to fit into your agenda.

00:06:25.797 --> 00:06:43.142
It's a completely self-focused game, and the people who think about sales this way rightfully so have resistance around it, because if I think sales is all about me, then where does that leave you in our conversation?

00:06:43.142 --> 00:06:51.911
There's no room for you, there's no room for your desires and dreams and goals and challenges and for me to actually even understand what you need and how I can help you.

00:06:53.281 --> 00:07:09.466
You know, I remember having a conversation once with a guy who was stuck I think it was around like eight to 10K a month in his business and we had a conversation and we were talking about how he viewed sales and I said well, what do you tell yourself before you get on a sales call?

00:07:09.466 --> 00:07:14.382
And he said Jason, I tell myself I'm going to close this deal.

00:07:14.382 --> 00:07:21.865
And I pumped myself up and I, you know, really get my energy good, and I know I'm going to you know, sign this client.

00:07:21.865 --> 00:07:23.769
I'm going to get on the phone, I'm going to close this deal.

00:07:23.769 --> 00:07:28.579
I'm like, well, that's why you're stuck at $8,000 to $10,000 a month.

00:07:28.579 --> 00:07:33.651
Man, when I was leading the sales team, we were doing like $300,000 a month.

00:07:34.050 --> 00:07:47.315
One of the biggest things I told my team was that if you get on the phone with the goal of closing someone else, paradoxically you will always make less money because sales is not fundamentally about you.

00:07:47.315 --> 00:08:04.964
You play a role in it, but it's actually much more about the other person than it is about you, which means the goal when you get on a sales call is not necessarily to make a sale and we'll talk about this a little bit more later, but that might seem kind of paradoxical.

00:08:04.964 --> 00:08:08.329
It's like well, I'm selling, isn't the goal to actually sell my stuff?

00:08:08.329 --> 00:08:11.233
Well, no, not exactly.

00:08:11.233 --> 00:08:14.800
So we'll put a pin in that and come back to that a little bit later on.

00:08:14.800 --> 00:08:18.589
But this first toxic belief sales is all about you.

00:08:18.589 --> 00:08:24.267
This is one of the biggest things that I see that holds people back, that creates resistance around sales.

00:08:26.740 --> 00:08:37.710
The second toxic belief is this idea that sales requires manipulation or coercing someone or tricking someone into doing something that they don't want to do or something that's not fundamentally best for them.

00:08:37.710 --> 00:08:48.229
There's so many people when they think about sales they have that image of like the used car salesman it's coming out with the slick hair on the car lot trying to, you know, tell you.

00:08:48.229 --> 00:08:56.153
Oh, let me talk to my manager to see if, like, we can get a little discount and do all sorts of like, crazy, sleazy stuff to just get you to buy.

00:08:56.153 --> 00:09:03.523
Or we think of like Glenn Gary, glenn Ross that scene, if you've ever seen the movie always be closing.

00:09:03.523 --> 00:09:16.903
This idea of like sales being this hard, manipulative, sleazy coercion where it's like the other person is just a pawn in your game to try to make money.

00:09:16.903 --> 00:09:28.788
And this is so far away from what sales actually is, and every successful salesperson I've ever met, whether it's coaches or consultants or whatever it is you're selling.

00:09:28.788 --> 00:09:37.701
If you think that this is what you have to do in order to get people to buy your stuff, you're not going to want to do it Again, understandably.

00:09:37.701 --> 00:09:40.869
So we talk about this idea of limiting beliefs.

00:09:40.869 --> 00:09:47.384
It makes sense that if you had this belief, then you wouldn't want to sell, but so many people see sales this way.

00:09:47.384 --> 00:09:48.607
Do you see sales this way?

00:09:48.607 --> 00:09:50.091
If so, you're not alone.

00:09:50.091 --> 00:09:51.744
We can shift that belief.

00:09:51.744 --> 00:09:59.307
Sales is not about manipulating somebody else into doing something they don't want to do or something that's not truly best for them.

00:09:59.307 --> 00:10:02.221
We'll talk more about what sales is in a minute.

00:10:03.625 --> 00:10:14.010
And finally, the third toxic sales belief that holds so many people back is again this idea that sales is a win-lose game.

00:10:14.010 --> 00:10:23.549
Sales is about one person you winning, and the other person losing.

00:10:23.549 --> 00:10:30.748
Then, in order to make a sale on some level, it means that somebody is worse off and you're better off Again.

00:10:30.748 --> 00:10:33.581
If you see sales this way, you're going to struggle.

00:10:33.581 --> 00:10:38.352
It makes sense because we don't want to be in a win-lose game with other people.

00:10:38.352 --> 00:10:46.615
We care about other people, and if you didn't care about other people, you'd probably be like a psychopath.

00:10:46.615 --> 00:10:48.243
But you're not.

00:10:48.243 --> 00:10:49.807
You're someone with a heart.

00:10:49.807 --> 00:10:51.591
You're someone who cares about other people.

00:10:51.659 --> 00:10:57.561
Of course, if you think that sales is a win-lose game, you're going to feel resistance around it, right?

00:10:57.561 --> 00:11:02.452
So if any of this sounds like you, first of all, hopefully this should be validating.

00:11:02.452 --> 00:11:04.364
It's like oh wow, I can see some of these things.

00:11:04.364 --> 00:11:07.711
But also just to know that these are super common.

00:11:07.711 --> 00:11:14.807
You know our culture, how we view sales, how we view wealthy people.

00:11:14.807 --> 00:11:30.246
There's so much programming around this in our society, in our culture, that trains us to see these things in a negative light, and so many well-intentioned, good people have so much resistance around these things because of it.

00:11:30.246 --> 00:11:44.346
But here's the thing over time, I've come to see sales in a very different way from the way that I think most people do think about sales, and all of this again has come down to these beliefs how I see the sales process.

00:11:44.346 --> 00:12:08.169
So I want to share with you three empowering sales beliefs, three beliefs that I think are at the core of my own capacity to sell without resistance, to get on sales calls every week and to have a lot of fun and to make a lot of money doing it, and to do it in a way where I don't feel a sense of ick or resistance or salesiness.

00:12:08.169 --> 00:12:21.633
When I have conversations with people, and people often tell me Jason, you're so authentic, jason, you come off as so non-salesy and non-pushy and non-aggressive, and it's because I had these beliefs, but I didn't always have these things.

00:12:21.633 --> 00:12:25.110
So what are these three empowering sales beliefs?

00:12:25.110 --> 00:12:27.327
Well, the first this is so important.

00:12:27.327 --> 00:12:30.688
If I had one thing I had to share with you, this would probably be it.

00:12:30.688 --> 00:12:36.485
I mean everything in this training, in this episode, I think is super valuable, but this is definitely one of them.

00:12:37.620 --> 00:12:39.889
When it comes to sales, closing is a byproduct.

00:12:39.889 --> 00:12:42.087
It's never something to aim for.

00:12:42.087 --> 00:12:54.312
Imagine you went on a date with someone and before you were going out on that date, you said my goal is to sleep with this person tonight.

00:12:54.312 --> 00:13:03.785
Don't you just want to like throw up in your mouth when you hear that Some people do this?

00:13:03.785 --> 00:13:08.384
The idea for me of doing this is like I can't even imagine that.

00:13:08.384 --> 00:13:13.620
What a weird day it would be if that's what I had in my mind.

00:13:13.620 --> 00:13:24.109
And if you've ever been on a date with someone like that, where there's this kind of like weird needy energy, doesn't it actually push you away?

00:13:32.528 --> 00:13:46.230
The people who think they're going into a sales conversation trying to close, those people paradoxically make a lot less money, because when someone comes into a conversation and they feel like you have an agenda that you're trying to push them towards a yes, they don't want to work with you.

00:13:46.230 --> 00:13:51.388
It's the same thing if I were to go out with you on a date and you were trying to sleep with me.

00:13:51.388 --> 00:13:54.004
No, so what do you do on a date?

00:13:54.004 --> 00:13:54.966
You set that aside.

00:13:54.966 --> 00:13:55.909
You're like, hey, you know what?

00:13:55.909 --> 00:13:57.748
If that happens, cool.

00:13:57.748 --> 00:14:03.205
If we're feeling it, if we got a vibe going, things feel good and we're having a good time.

00:14:03.205 --> 00:14:03.962
We want to do that.

00:14:06.373 --> 00:14:07.658
What's my focus on this date?

00:14:07.658 --> 00:14:09.134
I just want to get to know this person.

00:14:09.134 --> 00:14:09.998
I want to have a good time.

00:14:09.998 --> 00:14:11.634
I want to see if we can connect.

00:14:11.634 --> 00:14:20.655
I'm going to hold the outcome, or the potential outcome, lightly and just focus on that connection and building that relationship.

00:14:20.655 --> 00:14:30.736
Now, paradoxically, if you go into a date like that, if the vibe is there, you're probably more likely to end up spending the night with someone.

00:14:30.736 --> 00:14:37.984
But if you go in holding that as a goal, my God, it's just going to sabotage the whole thing.

00:14:39.291 --> 00:14:42.556
So this is how I see the goal of sales.

00:14:42.556 --> 00:14:46.945
It's not about closing, like when I get onto a sales call.

00:14:46.945 --> 00:14:50.352
My inner dialogue is not I'm going to close this person.

00:14:50.352 --> 00:14:55.017
My inner dialogue is I want to understand this person.

00:14:55.017 --> 00:15:00.942
I want to understand where they're at, where they want to go, what their challenges are.

00:15:00.942 --> 00:15:08.226
I want to uncover what they really need to get from where they are today to where they want to be.

00:15:08.226 --> 00:15:09.720
That's my first priority.

00:15:09.720 --> 00:15:12.293
I'm not even thinking about myself.

00:15:12.293 --> 00:15:21.321
The first thing is I want to understand what this person needs and then from there I can ask myself the question well, can I help this person?

00:15:21.321 --> 00:15:33.835
Are they a good fit for what I do, based on what their challenges are and what the transformation is they want to make and what I think they need in order to solve that problem.

00:15:33.835 --> 00:15:37.695
So many people don't do this in sales and they wonder why they feel resistance around sales.

00:15:38.636 --> 00:15:57.807
It's kind of like if you were a doctor, you went into an office with a patient the patient was sitting on the crinkly paper on the chair and you came in and you had a pill in your back pocket and your goal was just like how do I figure out how to get this pill in that person's mouth?

00:15:57.807 --> 00:15:59.831
How do I figure out how to push this pill on them?

00:15:59.831 --> 00:16:03.580
That would be malpractice, would it not?

00:16:03.580 --> 00:16:06.311
So what does a good doctor do?

00:16:06.311 --> 00:16:10.313
The doctor doesn't come in thinking, oh, I'm going to sell you this pill.

00:16:10.313 --> 00:16:13.177
At least good doctors don't.

00:16:13.177 --> 00:16:22.105
The doctor comes in, and the doctor starts by just asking you questions hey, tell me about your symptoms, what's going on?

00:16:22.105 --> 00:16:23.346
How long has this been going on for?

00:16:23.346 --> 00:16:30.115
When was the last time you felt better?

00:16:30.115 --> 00:16:30.599
What have you tried?

00:16:30.599 --> 00:16:36.660
They're collecting information to make a diagnosis and then, once they make that diagnosis, then they can say okay, well, here's what we think is probably going to be.

00:16:36.660 --> 00:16:38.913
You know the best way to solve that problem.

00:16:38.913 --> 00:16:40.937
That's what a good doctor does.

00:16:41.779 --> 00:16:43.991
The same thing applies to the sales process.

00:16:43.991 --> 00:16:51.077
So not going into a sales conversation thinking you're going to close someone is really important, and if this is what you think sales is, then thinking you're going to close someone is really important.

00:16:51.077 --> 00:16:55.600
And if this is what you think sales is, then obviously you're going to feel resistance around it.

00:16:55.600 --> 00:17:22.755
Shifting the intention and the focus around a sales conversation from closing to diagnosis is probably one of the biggest keys to starting to melt away that sense of resistance or that ick or that sense of I feel sleazy when I'm going through this conversation because I'm really just trying to sell my stuff.

00:17:22.755 --> 00:17:27.106
Super important, this is so big.

00:17:27.106 --> 00:17:29.031
This really changed sales for me too.

00:17:29.452 --> 00:17:47.130
Hey, friend, hope you're enjoying this episode of the podcast and, before we get back to it, if you're an established online business owner who's serious about unlocking your next level of income and impact and growth in your business, I want you to watch my free million dollar online business training where I walk through a four-step roadmap.

00:17:47.130 --> 00:17:53.041
I've personally used to sell well over a million dollars of coaching, consulting and courses online.

00:17:53.041 --> 00:17:55.771
It's going to make the journey of growing your business so much easier.

00:17:55.771 --> 00:17:57.556
I want to give this to you for free.

00:17:57.556 --> 00:18:03.315
All you got to do to access it is go to jasonmosscom forward slash growth.

00:18:03.315 --> 00:18:11.416
That's jasonmosscom forward slash g-r-o-w-t-h to get free access to this training right now.

00:18:11.416 --> 00:18:15.276
Now back to the episode Number two, such an important belief.

00:18:15.276 --> 00:18:17.442
I was talking to my friend, joe about this last night.

00:18:17.442 --> 00:18:18.993
He actually wrote this down in his phone.

00:18:18.993 --> 00:18:20.920
He was like that, really landed.

00:18:20.960 --> 00:18:24.394
For me, a transaction is a gift.

00:18:24.394 --> 00:18:43.559
So many people see sales as a win-lose, but I see sales as an incredible opportunity where you're essentially extending the runway to someone else to allow them to exchange something of lesser value their money for something of greater value, whatever it is that you sell.

00:18:43.559 --> 00:18:54.461
In every good transaction, the only reason why someone's going to buy something is because they feel like whatever it is that you're offering them is worth more than you're asking them to give up.

00:18:54.461 --> 00:19:05.542
So in every business, essentially what we get to do, the gift that we get to give other people, is allowing them to exchange something that's inherently less valuable or useless.

00:19:05.542 --> 00:19:08.218
Because let's talk about what money actually is.

00:19:08.830 --> 00:19:09.614
Money is stored.

00:19:09.614 --> 00:19:13.097
Potential Money is not actually valuable in and of itself.

00:19:13.097 --> 00:19:20.461
The numbers on my bank account screen in my online banking don't do anything for me.

00:19:20.461 --> 00:19:26.616
I could just like stare at the money on my screen all day, but it's not gonna make me any happier.

00:19:26.616 --> 00:19:28.876
It's not gonna add any value to my life.

00:19:28.876 --> 00:19:32.691
Dollar bills in my wallet who cares?

00:19:32.691 --> 00:19:34.276
It's just a piece of paper.

00:19:34.276 --> 00:19:37.685
It's completely useless to me.

00:19:37.685 --> 00:19:40.772
I can't do anything of value directly with that.

00:19:41.454 --> 00:20:02.316
But as a business owner, the gift that you give other people is you allow them to exchange that thing that's inherently useless, or basically just stored potential, for something that is so much more valuable for something that's actually going to add value to their life, for your coaching program or for your course or for your service or whatever it is that you do.

00:20:02.316 --> 00:20:08.438
You allow somebody to exchange something less valuable for something that's more valuable, for something that's actually going to make their life better.

00:20:08.438 --> 00:20:12.567
More valuable for something that's actually going to make their life better.

00:20:12.567 --> 00:20:13.128
That is a gift.

00:20:13.128 --> 00:20:18.055
So the problem is that so many people see sales as this win-lose.

00:20:18.055 --> 00:20:29.701
They're so focused on what they're getting from someone else, the money that they're taking quote unquote from somebody else they don't realize that the thing that you're actually giving somebody else is way more valuable than the money that you're asking for.

00:20:30.625 --> 00:20:44.855
When I ask people to sign up for my programs, I know, if they apply the things that I teach them inside our accelerator program or one-to-one coaching with me, they're going to make 10 times, 50 times, 100 times their investment, just like I have.

00:20:44.855 --> 00:20:50.911
I mean, there's a reason I've invested $200,000 plus into business coaching and mentors people to help me grow.

00:20:50.911 --> 00:21:06.116
It's because, you know, those things have allowed me to generate well over a million dollars in a very short period of time and will extend into the future and allow me to generate tens of millions over the next however many years.

00:21:06.116 --> 00:21:13.451
So this, by the way, doesn't just apply if you're selling, make money, offers, whatever it is that you do.

00:21:14.193 --> 00:21:18.603
This is the key is seeing every transaction as a gift.

00:21:18.603 --> 00:21:23.982
The only reason a transaction is going to take place is because it adds more value to the buyer.

00:21:23.982 --> 00:21:27.973
That's what's so cool about business.

00:21:27.973 --> 00:21:32.383
We're creating more value for other people.

00:21:32.383 --> 00:21:34.913
You get paid as a byproduct of that.

00:21:34.913 --> 00:22:09.454
So, seeing every transaction as a gift, seeing this as not like I'm taking from other people and they're going to be worse off because of it, but recognizing that this is going to bring more to this person than what they're being asked to give up that is a big key to melting away a lot of the resistance that so many people feel around sales, because you start to see this as a win-win game, as a game where both people end up better off.

00:22:09.454 --> 00:22:12.383
What a gift, what a gift.

00:22:12.383 --> 00:22:15.500
That's so cool that we get to do this through sales.

00:22:15.500 --> 00:22:19.279
Okay, so that's number two empowering sales belief.

00:22:19.279 --> 00:22:20.996
Number three this is a big one too.

00:22:21.790 --> 00:22:31.001
I love this because I am someone who deeply cares about other people and I love that I get to sell from a place of deep service.

00:22:31.001 --> 00:22:42.420
And this is one of the things that makes sales so fun for me, because when I get on a sales call, the mindset that I have is sales to me, is the act of putting somebody else under my care.

00:22:42.420 --> 00:22:57.542
That's how I see sales Putting what's best for you above my own needs, which is not easy to do sometimes, but the reality is in my best days, and more and more I mean I don't get this right every day.

00:22:57.542 --> 00:22:59.071
You know sometimes I slip.

00:22:59.071 --> 00:23:00.595
I'm human, like everybody else.

00:23:00.595 --> 00:23:09.181
But more and more you know in sales conversations like my real focus is when I get on a call with someone.

00:23:09.181 --> 00:23:09.982
It's not about me.

00:23:09.982 --> 00:23:26.415
This is about me truly understanding what's right for you and placing what's best for you above my own needs, which, again, sounds good on paper, but it's possible to do in a sales conversation.

00:23:26.415 --> 00:23:28.035
And what does this look like?

00:23:28.035 --> 00:23:32.326
This is where it gets very interesting sales conversation and what does this look like?

00:23:32.326 --> 00:23:33.349
This is where it gets very interesting.

00:23:33.349 --> 00:23:39.902
Number one it means you don't let people buy more than they need, but you also don't let them buy less than they need.

00:23:39.902 --> 00:23:40.846
So this is very interesting.

00:23:40.865 --> 00:23:41.871
A lot of people don't think about this.

00:23:41.871 --> 00:23:56.313
It's like if someone gets on a sales call with me and they're like I want to buy your $2,500 program, but I'm like, hold on a second, like that may be right for you, but how about we just start like let me, you know, ask a few questions, let me understand, kind of, where you're at, what you need.

00:23:56.313 --> 00:23:59.059
We figure out together what the best next step is for you.

00:23:59.059 --> 00:24:03.554
And I asked some questions and I figure out that $2,500 program is not really going to serve them.

00:24:03.554 --> 00:24:09.001
The $7,500 program is what they actually need from a place of care.

00:24:09.001 --> 00:24:13.532
I can say, hey, I just don't think this is going to be exactly what you need.

00:24:13.532 --> 00:24:14.615
I think you need this instead.

00:24:14.615 --> 00:24:18.873
Now, on the flip side, sometimes the opposite is true.

00:24:18.873 --> 00:24:27.330
Sometimes someone gets on the phone with me, thinks they need this, and it's like, well, actually I think this is what you need instead, and so we could go the opposite way too.

00:24:27.330 --> 00:24:37.760
So, again, getting out of this mindset of like this is just, I just want to sell the most expensive thing because that's what's going to be best for me, and really asking ourselves, like, what is truly best for this person?

00:24:37.760 --> 00:24:39.773
Super, super powerful?

00:24:39.773 --> 00:24:43.950
And this is fundamentally about putting somebody else under your care, right?

00:24:44.790 --> 00:24:50.259
The other thing is, sometimes you get on a sales call with someone and you just don't think you're the right person to help them.

00:24:50.259 --> 00:24:53.643
And when this happens, I don't even pitch.

00:24:53.643 --> 00:24:56.030
I get on sales calls all the time with people.

00:24:56.030 --> 00:24:58.175
I'm just like I don't think this is going to work.

00:24:58.175 --> 00:25:01.972
I just don't think this is what you need right now.

00:25:01.972 --> 00:25:03.175
I don't think you're ready for this.

00:25:03.175 --> 00:25:04.921
I think you need to do this first.

00:25:04.921 --> 00:25:07.333
I don't think I'm the right person to help you.

00:25:07.333 --> 00:25:19.461
I think you should go over here and work with this person instead, versus what most people do when they get on sales calls, just like how do I figure out how to sell my stuff to them?

00:25:19.461 --> 00:25:21.548
Completely different mindset.

00:25:22.430 --> 00:25:24.069
The other thing is when you see sales as placing somebody else under your care.

00:25:24.069 --> 00:25:25.856
You're not afraid to ask hard questions.

00:25:25.856 --> 00:25:40.884
You're not afraid to say the uncomfortable thing that if you were worried about making a sale, you wouldn't say Like I challenge people all the time on sales conversations.

00:25:40.884 --> 00:25:46.260
I call them out on patterns of thinking that are keeping them stuck.

00:25:46.260 --> 00:25:46.903
That I see.

00:25:46.903 --> 00:25:52.153
And sometimes I feel like when I get on a sales call with someone, they're just not all in on their vision.

00:25:52.153 --> 00:25:55.574
So, rather than just jumping to my pitch, I'll be like, hey, can I be honest with you?

00:25:55.574 --> 00:25:59.311
I'm just sensing this might not be something that's like a top priority for you right now.

00:25:59.311 --> 00:26:05.835
And I work with people who are all in, because the people who are successful in my programs, those are the people who are 100% committed.

00:26:05.835 --> 00:26:08.138
So is there something I'm missing here?

00:26:08.138 --> 00:26:10.702
Or, you know, does any of that resonate for you?

00:26:10.702 --> 00:26:16.772
I'll ask those questions.

00:26:16.772 --> 00:26:17.234
I'll call people out.

00:26:17.234 --> 00:26:17.757
You know so many people.

00:26:17.777 --> 00:26:19.544
I remember when I was a director of sales I had this guy on my team.

00:26:19.544 --> 00:26:19.986
His name was Zach.

00:26:19.986 --> 00:26:21.009
Amazing salesperson he was.

00:26:21.009 --> 00:26:23.773
He was pretty like he could be pretty aggressive with people.

00:26:23.773 --> 00:26:27.359
But when I say aggressive, I don't mean aggressive in a negative way.

00:26:27.359 --> 00:26:30.684
I mean in a way where he was very assertive that's maybe a better word.

00:26:30.684 --> 00:26:44.558
He would really call out all the uncomfortable things that people were afraid to admit to themselves and he would get emails afterwards after sales calls and he was our top performer, by the way, in terms of sales.

00:26:44.558 --> 00:26:48.480
He would get emails afterwards with people thanking him for a sales call.

00:26:48.480 --> 00:27:02.637
Thank you for being the person who is not just getting on a phone trying to be nice and friendly and trying to build a bunch of rapport so you know, I could sell, you could sell your stuff to me.

00:27:04.461 --> 00:27:12.895
So many people do this and there's a neediness that is getting in the way of them actually having a real, honest, truthful conversation with someone.

00:27:12.895 --> 00:27:27.796
So when you see your role as placing somebody else under your care, you have the hard conversations, you ask the tough questions and, as a result, people actually appreciate it more and they're more likely to wanna work with you.

00:27:27.796 --> 00:27:34.886
The less you need something in a conversation, the more likely someone is to want to say yes and lean in.

00:27:34.886 --> 00:27:37.133
It's the same thing with dating.

00:27:37.133 --> 00:27:48.051
I use this all the time when I talk about marketing and sales, because dating, courtship, the process of getting to know someone on a romantic level, it's the same thing as sales or marketing.

00:27:48.051 --> 00:27:51.801
You go out on a date with someone who really wants to be in a relationship.

00:27:51.801 --> 00:27:54.798
That's not gonna be a great date.

00:27:54.798 --> 00:27:58.598
Someone's like tell me more about your hobbies and your life.

00:27:58.598 --> 00:28:00.011
Oh, I like that too.

00:28:00.011 --> 00:28:01.154
Oh, I'm really happy.

00:28:01.154 --> 00:28:01.916
I love that too.

00:28:01.916 --> 00:28:03.160
Oh, that's so cool.

00:28:03.160 --> 00:28:03.961
I love that about you.

00:28:04.410 --> 00:28:10.804
It's like you can feel the neediness in that conversation versus the person who's had like five dates that week.

00:28:10.804 --> 00:28:13.612
They're happy with who they are and where they are in their life.

00:28:13.612 --> 00:28:14.653
They don't need a relationship.

00:28:14.653 --> 00:28:20.306
They're much more likely to tell you hey, actually I don't really like that.

00:28:20.306 --> 00:28:22.018
Oh, you like sushi, I don't like sushi.

00:28:22.018 --> 00:28:33.616
They're likely to be more honest and authentic and, paradoxically, you're probably more likely to want to date them because you don't feel that sense of neediness.

00:28:33.837 --> 00:28:36.224
There's not that sense of like someone needs something from me.

00:28:36.224 --> 00:28:40.934
So often in our lives we walk around and there's just this unconscious sense of neediness.

00:28:40.934 --> 00:28:44.425
In every conversation you have with someone it's like what does this person want from me?

00:28:44.425 --> 00:28:50.198
Everyone has their guard up because so often in life we just walk around and we feel this sense of neediness from other people.

00:28:50.198 --> 00:28:57.259
When you get on a call with someone, sales conversation you don't feel that, my God, it's refreshing, it's magnetic.

00:28:57.259 --> 00:29:02.288
So placing somebody else under your care, it's refreshing, it's magnetic.

00:29:02.288 --> 00:29:05.634
So placing somebody else under your care this is how I view sales.

00:29:05.634 --> 00:29:09.478
And look, I don't always get this right.

00:29:09.478 --> 00:29:11.682
Be honest with you, like I mean, there are times that I get in fear, I get in scarcity.

00:29:11.682 --> 00:29:16.816
Sometimes I don't do this well, but more and more when I look back over my journey.

00:29:16.816 --> 00:29:19.079
I've been on hundreds of sales calls at this point.

00:29:19.079 --> 00:29:30.239
I've taught sales for years, helped people make millions of dollars selling stuff online primarily, but through sales calls over the phone.

00:29:30.239 --> 00:29:33.186
These are the things that have really made the difference.

00:29:33.186 --> 00:29:36.817
And when you adopt these empowering sales beliefs, in short, in summary.

00:29:36.817 --> 00:29:39.740
Number one these empowering sales beliefs in short, in summary.

00:29:39.819 --> 00:29:43.243
Number one seeing closing as a byproduct, not something you aim for.

00:29:43.243 --> 00:29:55.954
Treating, diagnosis, understanding where someone's at, getting to know them what they want, what they need, figuring out what they actually need to get from where they are today to where they wanna be.

00:29:55.954 --> 00:30:00.681
Treating that as the primary goal on a conversation, not how do I sell my stuff.

00:30:00.681 --> 00:30:02.208
Number two seeing that transaction with somebody else.

00:30:02.208 --> 00:30:04.055
Treating that as the primary goal on a conversation, not how do I sell my stuff.

00:30:04.055 --> 00:30:17.385
Number two, seeing that transaction with somebody else as a gift, as a way of adding value to their life, knowing that when they pay you money, they're going to get something so much more valuable in return and that transaction becomes something that creates a true win-win.

00:30:17.385 --> 00:30:19.218
They walk away better off.

00:30:19.218 --> 00:30:38.968
And then, number three, seeing selling as the act of placing somebody else under your care, which means not selling to them if they're not a good fit and you don't think you can help them, but also not putting up with the BS, asking the hard questions, not selling more than what they need, but also not selling less than what they need.

00:30:38.968 --> 00:30:43.212
More than what they need, but also not selling less than what they need.

00:30:48.414 --> 00:31:00.183
These empowering sales beliefs are some of the biggest keys to starting to see sales in a way that isn't salesy, that isn't manipulative, that isn't coercing someone into saying yes, but truly a generous act of service.

00:31:00.183 --> 00:31:03.435
When you feel this way, sales is so much fun.

00:31:03.435 --> 00:31:05.902
I love sales calls, I love selling stuff.

00:31:05.902 --> 00:31:07.726
It's just so much fun to me.

00:31:07.726 --> 00:31:10.659
You know, it's one of the best parts of my day.

00:31:10.659 --> 00:31:14.528
And what I get to do, I don't resist it, I'm not afraid of it.

00:31:14.528 --> 00:31:21.042
As a result, I make a lot of money, but it's not because I'm getting into a sales call thinking that's what I want.

00:31:21.042 --> 00:31:28.623
It's the paradox the more attached you are to the goal of making money, the harder it is to actually make money.

00:31:28.623 --> 00:31:43.323
So I hope hearing some of this philosophy around sales helped dismantle some of these limiting beliefs and stories that might be keeping you stuck in your sales in your business.

00:31:44.056 --> 00:31:45.582
I wanna leave you with a reflection question.

00:31:45.582 --> 00:31:49.605
I want you to examine your own beliefs around sales today.

00:31:49.605 --> 00:31:53.846
How do you see the sales process in your business?

00:31:53.846 --> 00:31:58.942
What beliefs or stories might you be telling yourself around what sales is and what sales isn't?

00:31:58.942 --> 00:32:02.124
You can journal on this so powerful.

00:32:02.124 --> 00:32:11.145
Just being able to uncover what some of those beliefs actually are is the first step to shifting and changing them.

00:32:11.145 --> 00:32:26.786
This is a big part of what we help people with inside our programs Accelerator one-on-one coaching with me, because when you can integrate these beliefs and get the coaching and support that you need to know exactly how to shift them.

00:32:26.786 --> 00:32:33.656
This is the key to being able to sell effortlessly and to have a lot of fun in what you do and also to make a lot more money as a result.

00:32:35.800 --> 00:32:37.766
So I appreciate you listening to this episode.

00:32:37.766 --> 00:32:39.717
So glad I got to share this with you.

00:32:39.717 --> 00:32:41.163
It's so much fun getting to teach this.

00:32:41.163 --> 00:32:47.484
We got so much more good stuff to come, so I will see you in the next episode, take care.

00:32:47.484 --> 00:32:51.462
Thanks so much for listening to this episode of the podcast.

00:32:51.462 --> 00:32:56.739
I hope you enjoyed it and if you're listening on Apple Podcasts or Spotify, consider leaving a review.

00:32:56.739 --> 00:32:59.401
It really helps the show and will help new people discover it.

00:32:59.401 --> 00:33:06.259
And if you enjoyed this episode, share it with a friend.

00:33:06.259 --> 00:33:07.744
There's so many people out there that could benefit from this material.

00:33:07.744 --> 00:33:21.007
I want to pass this along and if you're serious about growing your online business and ready to unlock your next level of income and growth, I want you to check out my free million dollar online business training now when I walk through the four-step roadmap.

00:33:21.007 --> 00:33:26.875
I've personally used to sell well over a million dollars of coaching, consulting and courses online.

00:33:26.875 --> 00:33:32.828
You can watch this right now for free by going to jasonmosscom forward slash growth.

00:33:32.828 --> 00:33:38.766
That's jasonmosscom forward slash g-r-o-w-t-h.

00:33:38.766 --> 00:33:40.009
I hope to see you there.