S1: Welcome to Building Billions, the podcast for business owners who
S1: are getting things done and scaling fast. I've helped business
S1: owners create billions of dollars in value over the past decade,
S1: and now I'm here to share the strategies that actually work.
S1: This show is for the doers, the ones solving problems,
S1: making tough calls, and building real value. If you're ready
S1: for straight talk on what it takes to grow a
S1: massive business, you're in the right place. Let's get to work.
S1: Welcome back to Building Billions. I am very excited to
S1: talk about this particular topic because I don't talk about
S1: sales enough. I have honestly had some of the most
S1: prolific sales geniuses as mentors, and I get to watch
S1: people who are the best in the world at this
S1: day in and day out. I watch how they sell themselves.
S1: I watch how they sell their families on what they
S1: want to do. I watch how they sell their customers.
S1: I'm moving forward with products and services, and I can't
S1: just sit on this information for the rest of my life.
S1: I want to share with you some insights on how
S1: I've overcome being a woman who sells people for a
S1: living day in and day out, and also who has
S1: to sell people that are really powerful and great at sales.
S1: So this has been an ever evolving journey of mine
S1: as I think about my career over the next 20 years,
S1: something that I will continue to have to hone and
S1: master because I need more people to buy our products
S1: and services and to get sold on what we're doing
S1: to be able to truly help them. So this game
S1: never stops. I'm excited to share with you for the
S1: very first time ever, me talking specifically about sales. So
S1: let's dive into the nine most effective sales strategies that
S1: can change the way you sell and change the way
S1: you live. Ladies, the first strategy is for you. It
S1: is time to flip the script. Sales isn't gross. It
S1: is impactful. It's only gross if you don't actually believe
S1: in your product. Think about being a car salesperson. You
S1: would feel really gross about being a car salesperson if
S1: you're selling cars to people who can't afford them. Of course,
S1: you're going to feel bad about yourself, and you're going
S1: to think that sales isn't for you. But now think
S1: about yourself as if you are the car salesperson for
S1: a Lamborghini dealership. You're bought into the product. You know
S1: that the product is premium. You also know that you
S1: are not selling this product to somebody who can't afford it.
S1: So the art of the sale is going to feel
S1: a lot more interesting. It's going to feel fun because
S1: you know that you're selling product that you actually believe in.
S1: This makes sales not gross because what you're now doing
S1: is solving that person's problem. So get sold on the product.
S1: And if you aren't currently sold on the product, sell
S1: a different product. Don't work at a place where you
S1: do not actually believe to your core that the product
S1: helps people. Because when you believe that it helps people,
S1: changes everything. Think about it like you are truly helping
S1: somebody make a decision that gets them closer to achieving
S1: the life that they want. My single favorite quote from
S1: Grant Cardone, who is a master of all masters at sales.
S1: He says, to the extent that you are sold, you
S1: will sell. But if you are not sold on the product,
S1: that's why your sales numbers are going to be bad.
S1: So whenever you're thinking that you're a bad salesperson, that
S1: the product doesn't work. Just remember, let that little trigger
S1: go off. To the extent that you are sold, you
S1: will sell. And then the reverse is true. To the
S1: extent you aren't sold, you won't sell. So how do
S1: we get you sold on your offering so that then
S1: you can sell when you are bought into your product,
S1: that is how you feel every day selling it. You
S1: are helping people make a good decision, get closer to
S1: their dream outcome, their ideal scene for themselves. And you
S1: are the conduit to allow that to actually happen. But
S1: in order to help someone else achieve the life that
S1: they want. Step two is you have to get sold
S1: on you. You can't sell others on your vision if
S1: you aren't sold on you first. The first time I
S1: realized that I wasn't sold on myself was when I
S1: was sitting in a conference room and somebody asked the question,
S1: why would somebody buy from us versus our competition? I
S1: didn't have a good answer because the reality was they
S1: should be buying from the competition. Because the competition works harder.
S1: The competition knows more about the customer's problem and does
S1: actually create a better solution. But as soon as I
S1: realized that that was the problem and that I wasn't
S1: sold on me and how I had helped solve that problem,
S1: I just prioritized solving those problems. And I took more
S1: responsibility so that I could actually be sold on the product,
S1: but also be sold on myself. See, when you know
S1: that you're not putting your all into something, you know
S1: that you've told yourself you want to wake up early.
S1: You want to work out every day, you want to
S1: eat right, and you're not doing those things. You're not
S1: showing up as your best self. It's going to be
S1: really hard to get other people to buy in on
S1: themselves and make investments in themselves, because you know that
S1: you already let yourself off the hook. But if you
S1: didn't let yourself off the hook in life, if you
S1: actually held yourself to the highest standards that you have
S1: for yourself, you would then hold other people to those
S1: standards as well. So the biggest hack in sales, outside
S1: of having a great product and believing in your product,
S1: is actually getting sold on you. Well, for me personally,
S1: I had to get sold on working out every single day,
S1: showing up as the person that I wanted to be
S1: instead of the person that I was at the time.
S1: I had to have a totally different vocabulary and learn
S1: words that I didn't know and didn't feel comfortable with,
S1: and kind of felt like a little bit of imposter around.
S1: Because if I was able to hold myself to this new,
S1: higher standard and get sold on myself, I was no
S1: longer willing to accept no from other people because I
S1: wasn't accepting no for myself. You have to know why
S1: you should be trusted. And ultimately this comes down to
S1: trusting yourself. I know that when I wake up every morning,
S1: I can trust me. I can uphold my commitments. I
S1: can follow through with people. I can do the things
S1: that I say that I'm going to do because I
S1: am the person that I tell people I am. So
S1: if you aren't sold on all of those pieces, it's
S1: going to be very easy for you to see that
S1: your sales numbers are off. The good news is you
S1: can start small and you can start today. Start by
S1: keeping promises to yourself. If you tell yourself that you're
S1: going to get your butt in the gym at 530
S1: tomorrow morning, get your freaking butt in the gym. If
S1: you tell yourself that you are going to wake up
S1: at the first time, your alarm goes off and you
S1: are not going to hit snooze. Don't hit the snooze button.
S1: It is these little tiny choices that you make every
S1: single day that either build into your confidence that you
S1: can trust you, or erode your confidence that you can
S1: trust you. So start small. Once you're sold on you
S1: and your product. Strategy number three is to start offering solutions.
S1: Everybody on this planet has a problem. Do they want
S1: to be more beautiful? Do they want to look younger?
S1: Do they want to come across as more classy, more elevated?
S1: Whatever it is that they have a problem around, there
S1: are solutions on this planet. So when you think about
S1: your role in sales, it is as simple as you
S1: just asking what their problem is and understanding their problem
S1: and truly providing the right solution for their stated problem.
S1: So I like to think about this when it comes
S1: to somebody who wants to buy a car. Well, what
S1: is the problem that they're solving? You see, before I
S1: bought my first car when I was 20 years old,
S1: I had my grandma's hand-me-down and my grandma's hand-me-down was
S1: a gorgeous 1993 Buick Century. It was silver. It was
S1: like a couch in the back. It was very fluffy
S1: and rode like a grandma's car. It's honestly today why
S1: I still drive like I'm a grandma. Because I drove
S1: on a grandma's car. For the first four years of
S1: me being able to drive, I would show up to
S1: my job making $8.33 an hour with all of these
S1: cars in the parking lot. That was so nice and
S1: so beautiful and knew they were made within the last decade.
S1: And then there was me who had my Buick Century,
S1: and I was so embarrassed by it. So when I
S1: did get the chance to buy this car, the salesperson
S1: understood the pain point I was trying to solve. It
S1: wasn't just because I wanted a car for the purpose
S1: of getting to and from work, or to and from
S1: my friend's house. It was because I wanted to no
S1: longer feel embarrassed, but at least I wasn't showing up
S1: being mortified by the car that I was driving. So
S1: I am so thankful that the person who sold me
S1: my first car, they did their job. They asked me
S1: all of the relevant questions so that I could properly
S1: figure out what car was in my budget, what car
S1: would no longer make me feel the way that I
S1: felt and I was so proud. I showed up different
S1: every day to work cruising around in my little three
S1: series BMW. I was honestly through the moon. So think
S1: about this when you're selling somebody, they have a problem.
S1: It might not be that they want a car. Maybe
S1: they want to lose weight. They feel really insecure in
S1: their body. They don't like the way that they show
S1: up to their work every single day. They don't like
S1: the way that they show up to their significant other
S1: every single night. They feel just a lot of shame.
S1: You're solving that problem, that pain point, and you can
S1: only get there by asking really great questions. Ask yourself
S1: what the customer needs, and then think about how your
S1: solution can make their life better, easier, and more fulfilling.
S1: The fourth strategy boss. A common myth. You see, you
S1: don't have to be aggressive to be good at sales.
S1: You actually just have to be authentic. One of my
S1: beliefs around sales is that the customer's money is in
S1: better hands with me than it is with them. This
S1: has gotten me over having difficult conversations where I'm fact
S1: finding with customers, and I hear their pain to be
S1: able to move them through that process so that they
S1: can get the result on the other side by making
S1: an investment. See, if they don't make the investment, they're
S1: not going to get the change, and I know that
S1: I can help them. I actually believe in my product
S1: and I believe in me. So their money is better
S1: off in my hands because I have success stories. I
S1: have things that I can point them to to say,
S1: if you do this, this is what's going to happen
S1: for you inside your business. And because of that confidence,
S1: I'm able to go through a sales cycle with somebody
S1: and really move them through all of the fears, all
S1: of their self-limiting beliefs, because I am sold on my
S1: product and then I don't have to be aggressive in
S1: the process. I'm just working them through the steps so
S1: they can actually get their desired results and see, this
S1: is why women are better at sales, because you can
S1: solve these problems with empathy while also holding them accountable.
S1: I put myself in my client's shoes. I don't need
S1: to be aggressive when I just ask myself this question.
S1: Has anyone truly held this person accountable to their goals?
S1: Most of the time, I can answer that wholeheartedly and say, no,
S1: no one has ever cared about this person enough so
S1: they are going to make this investment and in exchange,
S1: I'm going to care about them. I'm going to get
S1: them the results that they're looking for, and it has
S1: the opportunity to entirely change that person's life. So there's
S1: no need to be aggressive around here. We just listen.
S1: We back a great product, we get sold on ourselves
S1: and we help people solve their problems. Next is the
S1: fifth strategy, which is all about rejection and how hearing
S1: no makes you feel. But here's the deal. This is
S1: a question I ask myself are they actually telling me no?
S1: Or are they just telling me that there is something
S1: that they don't yet know about? How my product, my service,
S1: is the answer to their problem, and it's my job
S1: to build this bridge for them so that I can
S1: help them see what they don't currently know so that
S1: they move forward. If the prospect says no, don't take
S1: it personally. It just means that you haven't fully made
S1: known the value of your offer. What does the buyer
S1: not know? Instead of you just talking about the value,
S1: what about a full demonstration? If you're selling Skincare and
S1: you show me how you can put the under eye
S1: patches on, and all of a sudden the little wrinkles
S1: underneath my eyes just poof they vanish. I'm gonna get
S1: sold very differently than if you just tell me that
S1: it's going to reduce my under eye wrinkles. There's different
S1: things that you can do in the sales process to
S1: get the client to actually know more about your product
S1: that is on you as the salesperson. But luckily, as
S1: a badass woman in business, it's really easy for us
S1: to think about different ways that we can show people
S1: what the successful end product actually looks like. My theory
S1: on why women hate rejection is we are normally chased.
S1: It's something very biological, something that is very normal. And
S1: so it's actually abnormal for a woman to accept rejection
S1: because we're so used to just being pursued. That's how
S1: we were made. Well, if you can get over this
S1: and I believe you can, you will be lethal in
S1: a sales environment because a woman who is smart and
S1: confident and can take rejection and keep showing up deadly.
S1: You are a freaking gangster and just by you learning
S1: the skill set alone, you will make so much money
S1: in your career because so few are willing to go
S1: through that little tiny period of discomfort, through the rejection
S1: phase to actually get what they want, which is on
S1: the other side. The cool thing about sales is it's
S1: actually not personal. It's something that is not you. So
S1: you are not being rejected. The product is being rejected.
S1: So how do you make the product more appealing to
S1: the person that you are trying to sell it to,
S1: and take yourself and your ego and all of your
S1: fears and worries about rejection and just remove it from
S1: the equation. Because the good news. It's not about you.
S1: Next up, strategy six is realizing that everything that you
S1: want in life is on the other side of a yes.
S1: My favorite Grant Cardone book called Sell or Be Sold.
S1: You are either being sold by somebody else's ideas, what
S1: their concept of what your life should look like, or
S1: you are selling them on where we're going to dinner tonight.
S1: Where do you live? Do you live close to your family?
S1: Every single thing in.
S2: Life.
S1: Is.
S2: A sale.
S1: So are you selling or are you being sold? I
S1: realized that for much of my life I was just
S1: being sold. Seven years ago, I realized I was a
S1: victim in my own life. I was being constantly sold
S1: on what my significant other wanted to do, what my
S1: parents wanted me to become, who I thought I should be,
S1: and never really looked at myself to say, what do
S1: I want? Where do I want to go? And in
S1: this process of listening to other people and getting angry
S1: that I wasn't where I wanted to be, I realized
S1: that because I wasn't sold on me and I didn't
S1: know where I was going, it was very unlikely that
S1: I was ever going to get there. But that first
S1: sale started with me. So when you think about your customer,
S1: are you sold on where they're going? See, I think
S1: one of the greatest gifts that any salesperson can have
S1: is them believing that their customer's whole life can change
S1: through working with them. The way that they view themselves,
S1: the way that they walk into rooms, can actually be
S1: impacted by the product or the service that you're selling
S1: to them. Just remember that when you are the one selling,
S1: you're getting somebody to a destination that they might not
S1: believe is possible for them to go. It is your
S1: job as the salesperson to get them over all of
S1: the potential roadblocks, all of the potential traffic delays, all
S1: of the accidents that could happen along the way from
S1: getting to where they're at to where they want to go.
S1: You are that bridge. You are that person saying, you've
S1: got this. I will be your GPS. I will help you.
S1: We can overcome this. This is important to learn because
S1: you are in the driver's seat. If you really want
S1: to be a great salesperson, you have to take on
S1: that responsibility of being in the driver's seat and having
S1: more confidence in where your client can go than they
S1: might have in themselves. Strategy seven is something you have
S1: definitely heard your parents say over and over again, which
S1: is practice, practice, practice, practice, practice, and just keep practicing.
S1: I remember when I first tackled this idea of sales
S1: and I used this tool called Carleton University. Carleton University
S1: provides 15 minute sales trainings where you can learn how
S1: to ideally overcome Objections and get the deal done. Back
S1: when I wanted to learn the sales game, I started
S1: training every single day. I would watch 15 minutes every
S1: day on some training topic, whether it was learning how
S1: to greet somebody, how to fact find and really understand
S1: what their motive was, how to ask really great questions
S1: in order to overcome objections to close the deal. See,
S1: I needed tools in every single one of those areas,
S1: so I set up the discipline to train every single day,
S1: seven days a week, for at least 15 minutes. And
S1: this training allowed me to go into every conversation ahead
S1: of time thinking, how am I going to sell in
S1: this conversation? It could have been the most mundane conversation.
S1: Maybe it's with my husband and he and I are
S1: deciding where to go to eat. I would decide ahead
S1: of time I want to go to the place I
S1: feel like Vietnamese food. I do not want to negotiate.
S1: So I would start the conversation knowing that I had
S1: this intention to go to for eat some great yummy soup,
S1: and when I would go to have the conversation with him,
S1: I set my intention we're going to go get far.
S1: And when he's like, no, I don't want soup every
S1: night I would practice the overcoming of the objection. So
S1: it got me in this habit of every single day
S1: practicing what I was learning, so that I could actually
S1: improve on what I was trying to get better at.
S1: You have to practice if you want to be great
S1: at sales. And here's the deal you do not want
S1: to practice on your customers. Ideally, you are practicing with
S1: your friends, with your coworkers, with your family, with your children,
S1: with your spouse. You can do so much in such
S1: a short period of time to get really great at sales.
S1: If you just commit to practicing every single day and
S1: using the tiniest little opportunities as your shot to say,
S1: this is what I want out of this conversation, this
S1: is where I'm going to drive this conversation to. I'm
S1: going to handle this objection in this way. I might
S1: even get the other person an objection to give me,
S1: so then I can practice handling the objection, and you
S1: start to create a game out of everything that happens
S1: in your life. That brings us to the eighth strategy,
S1: which is to know when to stop selling. You see,
S1: too much talk can absolutely unsell your customer. Have you
S1: ever been to your favorite restaurant? You show up there
S1: you're excited to order your favorite appetizer. For me, they'd
S1: probably be meatballs. And then the next dish is going
S1: to be your favorite pasta. But you know that instead
S1: of having the normal pasta, they have this special pasta
S1: on the side that you can request. And then for dessert,
S1: you've just been salivating all day thinking about your favorite
S1: dessert that you're going to order your favorite restaurant. And
S1: when you sit down at your favorite restaurant, the waiter
S1: comes over and the waiter is nice, friendly, maybe a
S1: little bit new. And the waiter proceeds to tell you
S1: about the specials and orient you to the menu for
S1: five minutes. This is an example of overselling. I was
S1: already sold on every single thing prior to even showing up.
S1: I was even going to add in a cocktail just
S1: to have an extra little spice to my evening. But
S1: now my mood is ruined because I've just had to
S1: listen to somebody try to tell me all these things
S1: that I already know, when my mind was already made up.
S1: This is one of the most important questions that you
S1: can ask in any sale, and ideally, you do it
S1: as quickly as possible because you do not want to
S1: oversell somebody. The question is, have you heard enough to
S1: make a decision? It will amaze you how quickly you
S1: are able to move through deals because you asked this
S1: simple question, and I take zero credit from this because
S1: Grant Cardone himself taught me this. I will never forget
S1: the very first time that I was in a sales
S1: situation with Grant. It was 30s into this presentation, and
S1: it was supposed to be an hour long presentation, and
S1: he slams on the table without the other person knowing
S1: because it was a virtual call, and he said, mute it,
S1: mute it. And so one person still making the presentation,
S1: I mute it and we're like smiling. And he says,
S1: ask them, have you heard enough to make a decision?
S1: And I look at him and I'm like, we just started.
S2: No. He's like, ask them.
S1: So he unmuted the call and we said, so have
S1: you heard enough to make a decision? And the person said, no.
S1: And we continued on with the presentation. 45 seconds later,
S1: he hits it again and he says, ask. So he asks,
S1: so have you heard enough to make a decision? And
S1: the person said, yeah, I'd like to move forward. And
S1: I was shocked because it worked. The person didn't want
S1: to hear all the things. A lot of the time
S1: you don't want to know all the information when you're
S1: buying something. So ask the question, have you heard enough
S1: to make a decision? and you're conversions on your sales
S1: will go up and you'll think it's magic. But it wasn't.
S1: It was just Grant Cardone. People often know what they
S1: want right away, so don't ignore the signs. Number nine
S1: is our final strategy to mastering the art of selling,
S1: which is accepting your failure. You can completely mess up,
S1: then recover and still get the deal. I cannot tell
S1: you how many deals I have blown. I have messed
S1: up the person's name. I've been so nervous that I
S1: didn't do the demo correctly. I fumbled around and showed
S1: how nervous I was and never even asked for the
S1: clothes because I was just so embarrassed. And guess what?
S1: If you can hold this one piece of data to
S1: be true, it will change your life. When it comes
S1: to your confidence in the sales process. No one thing
S1: blows a deal. You can mess up, you can make mistakes.
S1: It is okay and you can still actually get the sale.
S1: You could even be too aggressive with somebody and put
S1: a little bit too much pressure on them. I know
S1: we're not super aggressive, but sometimes you can be like,
S1: you just have to do this. You have to do
S1: it today because it's going to help you. Maybe it
S1: was a mistake.
S2: But.
S1: The mistake doesn't have to define that. That relationship doesn't
S1: ultimately do business with you. So hold this to be true,
S1: that no one thing blows a deal, and then you're
S1: going to be able to walk into these conversations with
S1: your shoulders back, knowing I can be a human being,
S1: I can make a mistake. And even if I make
S1: a mistake, it doesn't have to blow the deal because
S1: I can still get the job done. Think back to
S1: a time when you've been in a department store. You
S1: were trying on a pair of shoes. Maybe it was
S1: a shirt and you really liked it, but you didn't
S1: like it enough to move forward at that moment. And
S1: then the salesperson maybe put a little pressure on you
S1: and wanted you to buy, and you got frustrated. You left.
S1: You didn't want to buy it any longer. You moved away.
S1: The next day, an event comes up where you need
S1: those shoes to match the dress. So what do you do?
S1: You go back and you buy it. Because the fact
S1: that that person might have been a little bit too
S1: pushy or said something that potentially even offended you isn't
S1: the thing that stops you. People change their minds constantly.
S1: You are not the same person that you were yesterday.
S1: You're not the same person that you were an hour ago. Honestly,
S1: you aren't even the same person as you were when
S1: you started this video. So don't think that your customer
S1: is the same person because they have new considerations. They
S1: have new opportunities. No one thing blows a deal and
S1: never overthink your mistakes. These are the nine strategies you
S1: need to start mastering sales. And if you enjoyed this
S1: episode of Building Billions, do not forget to give it
S1: a five star review. It would mean the world to
S1: me if you left a comment, a nice little review
S1: on wherever you are listening to this episode. And if
S1: you have a sales friend who could benefit from this advice,
S1: don't forget to share it with them. If you enjoyed this.
S3: Episode, I have a feeling you would love my YouTube channel.
S3: I am investing a lot of time going into this year,
S3: into YouTube and creating a visual experience of all the
S3: different things that I love to give advice on, whether
S3: that's how to make more money, what business models to
S3: start the YouTube channel is popping off, and I'd love
S3: to spend time with you over there too. So go
S3: to my YouTube channel, hit subscribe and I'll see you
S3: over there.