3) MINDSET: Selling your service without feeling "sleezy"

Join Chelsy in an honest conversation about "sales" and how she went from being terrified of talking about her training services to confident, excited, eager. If you have a service you're genuineely proud of but have some mental barriers about telling others why you love what you do, this episode will uncover the barriers AND solutions that Chelsy has learned.

Here are some of the details covered in this episode:

 

POTENT QUESTIONS WHEN THINKING ABOUT SALES:

• What specifically do you feel when you have to “sell” or talk about your service?

• How do you WANT to feel when you sell?

• Why do people buy your service?

• Who do you love buying from? Why?

• If you knew every time you pitched to a prospective client that you’d feel relaxed and confident and excited to talk about how you could help and you’d most likely get the client, would you enjoy sales? Discern what you actually DON’T LIKE versus what you feel UNCOMFORTABLE doing.

Remember that you are ALSO a consumer of services. Understanding why *you* buy from others gives you direct access to why others might be buying from you or what others find compelling about you. Thinking about yourself as a consumer can be a great way to reframe into wondering how or why to get yourself to stand out for others.

Additionally, you probably sell other peoples’ products and services without feeling “Salesy” - is this correct? You give links to foods all the time that benefit those food companies and you give raving reviews and urge clients to buy them because you KNOW it’s helpful and you want to help. Why do you think it’s so easy to talk up other peoples’ services or comfy clothing brands or convenient foods BUT it’s hard to speak enthusiastically about what YOU offer? 

REFRAMING SALES:

Can you reframe or reassociate the word “sales'' with giving love or something more empowering and aligned with the impact you actually have? You offer something invaluable and you are SO smart. You are an expert at what you do, especially compared to the people seeking your help. So are you really SELLING or are you HELPING?

The sales conversation or pitch is where your support and love and passion starts. It’s where you demonstrate how much you believe in your service/degree/knowledge/results and prove that you can AND WANT to help.

Sales calls or pitches are your first opportunity to coach or facilitate help.

Go into sales with curiosity and/or value.

CURIOSITY: If you’re speaking to individuals or perhaps pitching on social media, get curious and ask questions. What do you genuinely want to know about the people you can help? Help them discover more about themselves by giving them questions to answer and think critically about while you gather information and learn more about what their pain points are, what they desire, fear, and want.

VALUE: If you’re speaking to an individual or on social media, provide value and impact to show that you want to help. You can also do this when you’re “selling” by having answers to questions you’re asking. For example, when I’m on a sales call during my launches, I ask women what exactly would they want to achieve in their three months with me? What are they hoping to get or solve or learn? If someone says she desperately wants to be able to hike with her friends without being insecure and without as much knee pain, I might map out a potential solution right there on the phone with her, I might say, “Wow yes, I would love for you to be able to do that and if you are really ready to show up for yourself here, we could strengthen the muscles that support your knees and work up you cardiovascular strength so you can have more confidence hiking.” I might even add specifically what kinds of movements we could try to strengthen those muscles.

DISEMPOWERING FRAMES:

• Imposter syndrome/Insecurity - “I’m not ready/smart enough” “Other people do it better than me”

• Guilty conscience - “I don't deserve their money/time”

• Doubting others/making assumptions - “They can’t afford it” “They cant do this” 

• Beta/follower mindset - “I need you” instead of “you need me”

EMPOWERING FRAMES:

• Money is energy - “I’m condensing my entire life's work/studies/learning curve into __ amount of time for you”

• Life supports that which supports life - “I’m about to change their life!”

• Your certainty in yourself, your science, and in them overcomes their doubt

• HILA = High intention, low attachment - if someone isn't ready to commit, you can always ask follow up questions to genuinely try and understand what their objections were (was it money, time, fear, lack of clarity, etc?) Once you know, you can make adjustments later on for others OR handle the objections and follow up.

• Alpha/leader mindset - “I’m a problem finder & solver, not a product pusher & problem creator”