47 - Leaked 1:1 Coaching Session: Selling With Love & Truth VS Guilt & Manipulation
Listen in as I do a one-on-one coaching session to break down the best strategies to have wildly effective sales calls (and follow-ups!) that come from the heart and feel good all around.
“I want to do the things that are too good to be true. That’s what I want to be doing in life.”
– Brittany Hughes
In this episode, Brittany will share the top three objections she gets from prospects and I’ll break down how to address them. You’ll learn two golden tips to practice authentic teamwork so your prospects can trust that you’re on their side. We’ll also talk about how to know where your prospect stands at the beginning of your call, what to do to show you care (without carrying the weight), and how to keep the magic alive beyond the call and into your follow-ups so your prospects can’t wait to get started.
Here’s a glance at what you’ll learn from Brittany and I in this episode:
Brittany’s background, inspiration, and goals.
What Brittany has created through OCA.
Why the most perfect offer won’t sell (and how to make sure it does!).
The TOP 3 main objections Brittany gets (and how to address them).
Two tips to practice AUTHENTIC TEAMWORK to make sales calls feel goooood.
How to have wildly effective calls that are authentic AND empathetic.
Sales call hacks and tips to know where your prospect stands ASAP.
How to care without carrying when highlighting the painful gap.
The SECRET to confident closing and magical, energetic follow-ups.
Show Notes
00:40 – Introducing today’s episode: A coaching session with Brittany!
05:25 – Brittany’s background, business, and intention for the podcast.
08:00 – Brittany’s inspiration, offer, numbers, investment, payment plans, etc.
10:15 – She looked for a company with an established product and found Enagic.
11:10 – She helps people start their own franchise with Enagic; it’s high-ticket sales.
13:00 – She’s selling the business (opportunity to distribute) and the machine.
14:45 – For those who become part of her distribution team, she has a 10-week intensive program to guide people on their journey.
15:40 – Brittany gives guidance and mentorship for new distributors so they can reach success easier and faster.
16:30 – Sales skills are critical, even if you have the most perfect offer.
17:00 – Brittany’s 3 top objections: Price-point, thinking they need experience/big following/marketing skills, and thinking “It’s too good to be true”.
19:30 – On time-effective, converting calls:
She wants effortless sales calls; she has a good pipeline before the call and focuses on asking questions
The sales script questions are personal; she wants to be efficient and effective, yet genuine and connected
Authentic teamwork: It’s not a convincing.
They need to resonate with you on a deep level; that’s how you’ll be able to hold the container
Two tips: Practice active listening rather than explaining, keep a running list of the top values (needs) people reflect on the calls.
Validate what they say by repeating back what they say and be in alignment with their values.
29:30 – When you listen to what people are looking for, you can cater your content to have 6 themes that are precisely what your perfect avatar is looking for.
30:00 – Content creation helps you tell your story so your call can be focused on them.
31:50 – A hack: Ask, “How much do you already know about the program?”
34:00 – If a call goes longer, say something and make sure they’re free and willing first.
35:30 – Adding story: You get a one-hit wonder, it needs to be all about them.
36:45 – Struggling to create the gap between where they are and where they want to be:
Brittany struggles to highlight the gap and its pain points without it feeling daunting or scary.
It’s hard to hear other people’s realities; sometimes big things are on the line, but you’re not responsible for that.
What does that question open for them, even if it doesn’t mean a sale right there?
Can you hold the responsibility? You may be the miracle that they need.
Speak to the part of them that can do anything, see them in their highest power; doubting them is a huge disservice.
Ask for permission to ask the tough question about what their reality would look like in 3 years if they didn’t take this step.
It’s a big responsibility to take on and it requires massive trust; you’re changing the paradigm and doing something divine.
46:30 – Not everyone will get what they want; it’s what’s in their (and your) divine path.
47:50 – Give people back their power; we’re disconnected from our sovereignty.
49:00 – In sales calls, accept the power that people are trying to give to you or give it back to them.
Care without carrying, empathize, believe in them, speak to the version of them that has the power.
Pain is a good thing about life; it makes you really understand the human experience and wakes you up.
Help people remember who they are.
56:00 – On closing confidently and harnessing the magic energy in follow-ups:
The energy on the call is magic; harness that energy and give it back during the follow-ups.
Give them homework to do until the next scheduled follow-up; that gives you something to follow-up with and for them to engage.
You have the bandwidth to do this if you only have 10-20 sales calls a week; you’ll have a valid thing to follow-up with.
Build the muscle to share online; do follow-ups with enthusiasm and love.
Give homework based on whatever their objection is.
01:07:45 – Stay in touch with Brittany on IG
“You can have the perfect offering on paper and yet our sales skills are the make or break factor.”
– Rachel Bell
Exercise
What are the main objections you come across, and what homework could you create from them?
