Who knew that sales would be such a hot topic on my channel?
I made a video about it not too long ago and I talked about how to sell anything to anyone,
and how bad I used to be at sales and how much I hated the process.
But, the thing that really motivated me to talk about this is that it isn't something
that a lot of people are comfortable talking about, similar to how not a lot of people
are comfortable talking about money.
But, I have found that the more I talk about it, the more I learn about it, the more I
invest in the education around sales and generating more revenue, the more those things grow and
the better I get at them.
I wanted to make this so I could really dive into this further and help you even more with
the art of sales, because as I mentioned in this video, everyone is doing sales.
Doesn't matter what position you're in, doesn't matter if you're an entrepreneur or you work
at a job, you either are selling yourself in the terms of like, you're trying to impress
somebody, that is a form of sales, or you're trying to get a job that is a form of sales,
or maybe you are actually selling a product or a service or selling your car, whatever
else it may be.
Sales is just a part of life, and sales happens in every conversation and every interaction
in some way, shape, or form.
So, how do you get good at it?
Well, there's four really simple things that you need to know that I have learned about
getting comfortable with sales and also really starting to master the art of the sales process.
If you're excited about this, hit that like button, make sure that you subscribe and hit
the bell to get notified every single time I post a new video on Tuesday and Friday,
and if you checked out my last video, the last episode on once I figured this thing
out, I became a millionaire, it perfectly relates to this topic, so make sure you check
out that video next.
We'll put links to both of those in the description below.
But, the four skills for sales are things that you innately already do.
But, I think we get so worried about the sales process and coming across as, let's just say
douchey, that you get caught up in worrying about what other people are going to think
or making sure that you're actually selling, that you forget to just be a human.
For me, the key to mastering sales and getting great at it and the reason that our business
was able to generate $3 million, I feel weird even saying that, in the last year is because
I got comfortable with this and I was able to help my team really get comfortable with
this process as well.
For me, the first thing is listening.
I know, sounds weird.
Right?
But, I have found that the more you listen, the more powerful you are in sales, in life,
in relationships.
It doesn't matter what you're doing, listening is a major skill.
If you've ever been in a situation, you can think of any situation where you want to buy
something or you go into a store or whatever it may be, and the person is just pushing
from the moment you walk in.
What do you naturally do?
For me, I sort of like tense up and I get really awkward and uncomfortable and I generally
leave.
I actually would, even if I really, really wanted something, if someone pushes something
too hard on me, I then don't really want it anymore.
Maybe that's just me, but I've found that to happen with a lot of people, and in sales
it's the same thing.
The more that you listen to people and the more you listen to their needs, their desires,
what they really want from you, and what solution they're looking for, the more that you're
able to properly, I guess, diagnose them and give them something that's actually going
to solve and remedy that problem.
The other thing is, the danger of not listening to people when you're selling is that you
attract the wrong people because you're not listening and you're only focused on getting
money, and so you attract people who are happy to throw their credit card at you, but those
people probably aren't your ideal client or may not be your ideal client, and then that
just creates a nightmare.
Listening is a vital, vital skill.
The other aspect of listening that's so important is empathy and putting yourself in that other
person's shoes.
Really listening to somebody allows you to get to know them better, allows you to understand
your ideal client further.
It also allows you to understand the people that you never want to work with and that
are not your ideal clients.
When you get really, really clear, and when you understand people's pain and the solution
that they're looking for, you become more empathetic and you want to make your product
and your service even better to truly solve that problem.
It allows you to up-level in every aspect.
Not only are you attracting the right clients by listening, you're also repelling the wrong
clients, and you're constantly improving your product or your service so that it is the
best possible solution for those people because you've built empathy for them and you understand
and you can actually walk in their shoes because you've listened to their pain and their problem.
When you're in a sales situation next time, or even if you're being sold to, I would love
for you to just not talk, and just try and listen as much as possible.
This is very hard for me because I don't know if you know this, but I really like to talk,
and so I built a whole career around it.
Not talking is pretty difficult for me, but this was one of the best pieces of advice
and one of the first pieces of advice that I ever got, it was actually from my grandpa
who was like a master salesperson.
He told me when I was really little, he's like, "If you really want to win a negotiation
and if you really want to win a sale, you got to shh."
Try that, and when someone's trying to sell, you speak less, because it's actually an opportunity
to listen truly to what's happening as opposed to just getting wrapped up in the conversation
and just jumping into a sale or gravitating towards a client who may not be right for
you.
So, that's the first thing.
The second thing, ethics.
Oh lord, we could do like 50 videos on this.
But, don't push a sale when someone genuinely doesn't want to buy.
I know this is counterintuitive and this goes against what a lot of people will tell you,
but I am telling you, I have worked with enough people who are not ideal clients, I was going
to say something else, but I won't.
People who are not ideal clients to know that, if someone really genuinely doesn't want what
you're offering, if they just say, "I can't afford it or now is not the right time," there
could be some limiting beliefs behind that.
But, if someone actually is like, "No, you don't have what I want," let them fly.
Give them away.
Say bye bye then and open up space for somebody to come in who you actually want to work with.
Because, those people are not going to do the work and they don't really want to do
the work that you're offering, so it's a lose lose.
You're not going to get a good case study or testimonial out of it.
You're not going to get a result for them and it's just going to create a nightmare
situation at the end of the day.
Do not push and do not force someone to sale when it's not something that they actually
want.
The next thing is tenacity, and what I mean by this is it is all about the followup.
I find that when people don't close a sale, and this goes back to just being a human being.
If I were to walk up to you on the street, and I just basically was like, "Here's my
course, want to buy it," and I've never met you before, I have no prior relationship with
you, and I'm just throwing this at you, you're most likely going to say no.
If you don't say no, I would kind of question you as a person.
But, you're going to say no to me because there's no prior relationship.
If you have an initial sales conversation with somebody and they seem interested, but
they're still a little standoffish and it's just not the right time for them actually,
genuinely and that's not just an excuse or a limiting belief for them, follow up.
The amount of times that I'll see people have an initial sales conversation, get turned
down, and then forget about that person as a human, is shocking to me.
Every time that I have a conversation with somebody who's interested in working with
me and maybe it's just not going to work out at that time, I make a note to just reach
out to say, "Hey, how's it going?"
I'm not saying, "Hey, so are you ready to buy yet?"
No, because that's super weird and like not human.
I reach out and I'll just say, "How's it going," in a DM in an email, whatever it may be, just
so I'm on that person's radar, because I have had people who have known about me for four
years just now decide to work with me because the time's right.
There is an element of just being a natural person and human being when it comes to creating
sales, and don't forget about people being people.
You want to build relationships with them because that's a big part of sales, is relationships.
Actually getting to know people, coming back to the listening aspect of it, and checking
in with them.
Saying hello, just popping up on their radar, but not forcing something on them that they're
not ready for.
Because, I can guarantee, if you build relationships with people, you're going to get an ROI out
of that in some way, shape, or form.
Now, the final step here is boundaries.
This took me a long time to learn, but knowing your worth will allow you to make more money
than anything else in the entire world.
Knowing what you're worth and also knowing the value, not the price, but the value of
what you're offering is so important.
Let's say that you are, I love this example.
Let's just say you're a relationship coach and someone wants to work with you because
their relationship is failing and they're on the verge of divorce.
You're going to charge them a price that is equivalent to the value of that pain or the
value of that solution that they're looking for.
Because, if they don't work with you and they don't get the solution that they're looking
for and they don't fix their marriage, they may end up divorced, and how much is that
divorce going to cost them?
The value of your offer is in direct relation to the amount of pain and the overall cost
of that pain if it doesn't go the right way or they don't get the solution that they're
looking for.
Pricing yourself low is doing yourself a disservice, and also, a lot of people, when they see something
that's priced too low, they look at it as being cheap, not worth it, and something that
isn't really actually going to solve their problem because the problem feels so intense
for them, and that's what your offer should solve, is a really intense problem, feels
so intense for them that they're like, "Sorry, I'm going to pay $19 to fix this life altering
problem?
No, that's never going to work."
Charging what you're worth and charging based on value, not based necessarily on the dollar
amount, but the value is so important.
And, understanding the results that you're able to get people and what those are worth
to people is an amazing way to start figuring out how to sell it and how to price it and
all of those pieces.
We go really in depth in this inside of our Authority Accelerator program and talk a lot
about pricing, because it's probably the biggest question that people have, but the biggest
piece of advice I can give you is focusing on the value of the solution that you're providing,
because it's probably a lot higher than you think it is and the alternative to them not
getting that solution is probably going to cost them way more than they would ever invest
in you.
It's okay to charge what you're worth.
The other thing here is respecting yourself enough to say no and turn down people who
are not a fit.
I keep talking about this because having a bad client, and tell me if you can relate
to this, but having a bad client will cost you more time and more money than it's ever
worth.
Respect yourself enough to know when somebody is a hard no for you, and knowing when they're
not a right fit for you because having that person in your offer, your program working
with you is just not worth the cost of their admission at the end of the day.
On that same note, if you truly believe in what you're selling, it makes it really easy
to charge what you're worth and to increase your revenue and to sell it.
If you don't buy into what you're selling, nobody's going to want to buy it.
You have to know that it is the best on the market, and whatever you've created the absolute
best option for people to find the solution that they're looking for.
When you believe that, you will know that everybody else you talk to will believe it
too because you are so aligned with what you're selling.
The only time that sales feels yucky is when you're not aligned with what you're selling
or you feel like you're selling a bad product, so don't do that.
Just make sure that whatever you're selling, something that you wholeheartedly believe
in, and that's why it's, again, so easy for me to sell what I sell because I know the
results it can get people I know that it has changed lives, which sounds crazy because
I'm just talking about building businesses and YouTube, but I know that I'd be able to
change lives and help people create their dream life and their dream business, so the
worth of that is super high for people.
Believe in it wholeheartedly, get the results for your clients and it will never be easier
for you to sell when you know what you have is 100% worth it for somebody to invest in.
It also becomes super easy to create that boundary to say, "No, you're not a fit bye.
I'll wait for the right person to come in and I'll find the right person to come in
as my ideal client."
That's basically the gist of sales and the really important skills you need to have.
Now, if you found this interesting, make sure you check out these videos.
This one is on how to sell anything to anyone, which I know you'll find valuable, and this
video is on, make more money working less.
Super, super interesting concepts around how I've doubled my revenue in the last year while
not doing nearly as much work.
Check those out and thank you so much for watching.
Subscribe and hit the bell to get notified every time we post a new video, hit that like
button, and I'll see you in the next video.
Bye.