Master the Sales Game

What is know, like and trust? More specifically, how are we supposed to build know, like, and trust? What does it mean for your business and sales?

 

In this episode, we are diving in deep in this conversation on what it takes to build know, like and trust. I know that is a phrase that often times we hear both on the marketing side as well on the sales side. Know, like and trust is a long-term game and it allows you to stay on top of mind for your ideal customers.

Biggest Takeaways:

• The most important thing is that you can't build your business in a silo. You can't do this hidden behind a curtain. You have to put stuff out that's original, that is your voice, lending thoughts and meeting your people where they are. 
• It's way easier for people to understand who you are for and who you're not for. And as a result you will get more people coming to you.
• When you become that go-to expert in your area of expertise, it becomes really simple for you to consistently invite and engage with people that are going to be a good fit to move into the next stage, which is to book those calls.

 

Quotables:

• Decide that you would be known in the places your ideal clients are most likely hanging out at. Start with knowing who you are serving and where they are most likely to be looking for you. [Tweet This] (link to: )
• You will consistently get booked out just simply by becoming the go to expert in the area and the expertise that you want to own. [Tweet This] (link to:  )
• The more consistent you are, the more known and liked you will be because otherwise people will forget about you. This is the nature of the game. [Tweet This] (link to:  )

 

Highlights:

• Decide how you want people to get to know who you are [04:13]
• How to go from a nobody in the online space to building a reputation [07:46]
• How to be the go-to expert in your specific niche [11:56]
• The value you provide needs to lead into an offer and how to do it in a way that isn’t pushy or sleazy [17:23]
• Why consistency is the most critical factor that directly leads to trust [21:32]

 

Bonus Resource:

6-Figure Blueprint: Finally Say “I’m Fully Booked” - With this mind map, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Grab your free copy now. (link to: https://www.susanmcvea.com/work-with-me/freebiescomingsoon/free/)

 

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If you're done with putting things off and desire to master sales today so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sales Mastery Society and be the first to know when doors open!

 

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

 

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Too often what I hear, see and experience as a customer but also as a coach for my clients is this bad habit that we often fall into. Especially as experts when we start to tell instead of sell or thinking that telling is selling. Here's the thing, it is not the same. If you're caught in the trap of telling your potential clients about the features and giving them a lot of information and you're wondering why aren't people saying yes.

 

Perhaps, right now, you are thinking about having these conversations with your potential customers, yet at the end of the conversation they are not asking you how they can buy, how to work with you or what's the next step, chances are you are falling into the telling trap. Don't beat yourself up because it is something we all fall into. It is totally normal. In this episode, I’m going to teach you how to avoid this trap and what you can do instead that is much, much more effective and genuine!

Biggest Takeaways:

• We fall into this trap of telling because we are not confident, we want to prove ourselves and make sure that the potential client knows how much we know.
• When you start actively selling, the number one thing you need to do is to start asking the right questions.
• You should be doing very, very little telling, very, very little talking. Your role is to ask questions that will enable your potential customers to do the telling to you.

 

Quotables:

• The old outdated way of telling as a way of selling is simply not going to work. You're not going to be able to read off a spec sheet and figure that your people are going to buy. [Tweet This] (link to: )
• People are genuinely looking to connect with you. They want to be heard. They want to be understood. They want to know that they're not alone and that you are the expert to help them find the solution that they're seeking. [Tweet This] (link to:  )
• Your prospects will sell themselves because when you ask the right questions, they will have a realization that they do really need your help in the moment of answering. [Tweet This] (link to:  )

 

Highlights:

• Why it’s totally normal for all of us to end up telling instead of selling [02:54]
• Asking the right questions will allow your customers to sell themselves [07:10]
• How to demonstrate your skills, even when you are just starting out [08:47]
• How to help your potential client move closer towards the end outcome so they are already sold by the time they come to you [13:24]
• Why we often fall into the trap of telling and how to avoid it [15:49]

 

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” – Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now. (link to: https://www.susanmcvea.com/work-with-me/freebiescomingsoon/pricing-objection-freebie/)

 

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

 

Find out more about me here: 

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Instagram

Website

When I first started selling my own services in the online space, it left me with a giant question mark. I wondered, how do you pick your value? How do you pick a price? All of these thoughts suddenly came up. I never had experienced any of these before, even when I was successfully selling through my entire corporate career.

Video is the number one tool that allowed me to get fully booked in my business and create a six figure income in such a short amount of time and has continued to allow me to build a

successful business of my own design. All because I show up on video for the people who I'm here to serve.

If you find that you're not converting on your free calls, whether you call them a discovery call, strategy session, clarity breakthrough call, etc. You’re getting on the phone with your ideal customers and they are not saying yes. You are beyond frustrated.

Now if you have ever heard I can't afford it, I need to think about it. I need to consult with my business partner, my spouse, my best friend, the Oracle, the stars, the heavens, you name it. I'm sure you've heard it, especially when it comes to selling your professional services, your expertise in your business... Who has not heard those dreaded objections?

If you've ever heard that in order to be able to make more sales, you have to have that know, like, and trust factor. And yet you've been struggling to figure out what the heck it is, how does it all fits and how it actually works.

Today we are talking all about the 7 ways you may actually be sabotaging your sales success. I know it sounds pretty ominous, but I promise you it's actually pretty painless. More importantly, these are simple things that you can fix right away in your sales process so that you can improve your sales success!

Hey! Maybe you’re like me and you might be tempted to completely turn off this episode because you really don't like the idea of having to network at all. Especially if you're an introvert and your insides are already cringing a little bit. But I’m going to ask that you give this episode a chance no matter what your personality, what your experience has been with other networking events or just the whole idea of it.

If you’ve been asking yourself, where do I find more of my wonderful, magical unicorn like clients? It’s the wrong question that you’ve been asking. You need to be asking two other more critical questions first before we can even get to that next question, which is still important, but you're asking in the wrong order.