Master the Sales Game

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.

In this episode, we’re diving deep into the single most important question that you are simply not asking about your potential customers time and time again. Let’s start asking the right questions so you’ll know exactly where to find them, what to offer them and why they’d want to work with you. And that makes it a lot easier!

Biggest Takeaways:

• Business owners and entrepreneurs struggle to get consistent leads simply because they are not clear on who are their ideal client and what is the problem that they solve.
• You need the clarity of being able to understand WHO are your ideal clients, because if you don’t, it doesn’t matter where you look for them, you simply aren’t going to find them.
• Get laser focused on who you want to help with such specificity that you could point them out across a crowded room and know exactly that that is your person. Then you'll know exactly where to go.

Quotables:

• Where is it that your ideal client is most likely to be looking for you but also be spending their time at? That is the critical piece. When you have nailed this, it makes it a lot easier. [Tweet This] (link to: https://ctt.ac/3J8cO)

Highlights:

• Why your ideal clients may possibly already be right in front of you [02:23]
• How to figure out who you’d love to work with [04:22]
• How to determine where to find your ideal clients after you have gotten clear on who they are [05:58]
• How we go around in our life not seeing what's in front of us simply because we're not ready for it or we're looking in the wrong places [10:03]
• The magic that happens when we get clear on what we want [13:42]

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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.

In this episode, We're going to be talking all about networking and how to do it like a pro using tools that are right at your fingertips, on your phone and how to do it without being sleazy or spammy. I don’t want you to miss the boat! I want you to take advantage of a huge opportunity that I believe is still available to you.

Biggest Takeaways:

• No matter what social media platform you choose to network on, you don't need to be anybody other than yourself.
• If you are networking for the sole purpose of selling somebody right there on the spot, that is never going to work or very rarely is that going to work. Because people buy from those that they know, like, and trust. While we could speed that up with some borrowed relationship, you can't rush it.
• If you've been genuine and curious, then almost automatically you're going to create a connection with somebody. This is the perfect spot in order to lay the foundation for a relationship, whether that's short term or long term.
• If you are really good at what you do, then you should never feel afraid about sharing what you do and why you're so passionate about helping them. When you allow them the opportunity to open up and see the gift that's inside of you, the way that you can help them and the offer you are providing to them is going to change their lives.

Quotables:

• Networking is a big part of your business model, but it shouldn't be the only reason why you're networking. You need to be intentional, be human and personable. [Tweet This] (link to:https://ctt.ac/SPmgp)
• The number one topic that business owners love to talk about is themselves. By virtue of you being curious and asking a lot of questions, they are naturally going to open up to you. #salesconversations #salesstrategy [Tweet This] (link to: https://ctt.ac/QANX9)
• Really think about how you’d like to network. Don't veer off course simply because an expert has told you that this is the best way to be social. Do what works for you and feels good to you. [Tweet This] (link to: https://ctt.ac/oe89p)

Highlights:

• Why the social media platform you choose depends on your ideal clients and your business [03:41]
• How to network on social media platforms and how to pay attention to yourself when you are networking so it is aligned to how you naturally are [07:33]
• Why it is totally okay to be who you really are even on formal platforms such as LinkedIn [09:41]
• How the success of your sales relates to networking [10:47]
• Why you need to get curious about the people who you are meeting [12:32]
• How to create genuine connections [14:27]
• Why networking online is an introvert’s dream [17:44]
• Why online networking was my go-to strategy when I was dealing with post traumatic stress and high anxiety after my car accident [18:30]

Bonus Resource:

Episode 21: Top 3 Sales Trends For 2020 To Increase Your Revenue - Being personable is one of my top 3 sales trends that will set you up for success in 2020 and dare I say, even in the coming decade. In this episode, you will learn how to be more personable in your interactions and conversations with your audience, and also why stories resonate more emotionally with us and why it's something that we remember. (link to: https://podcast.susanmcvea.com/top-3-sales-trends-for-2020-to-increase-your-revenue/)

Join Sales Mastery Society

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!

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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!

In this episode, I also talk about why these things may be preventing you from being able to make as much money and help as many people as you desire to. These are simple changes you can make to improve your sales success immediately.

Biggest Takeaways:

• Sales activities are a MUST DO daily. Not a nice to do, not an after I do my branding, update my website, work on another graphic or go hang out on social media. If all of those activities are being done specifically to drive a sales result, then yes, they are sales activities. However, too often when I see from my clients is that they're hiding behind the busy work.
• Validate your market idea first over anything else. This way, you’re not wasting a lot of time, effort, energy and sometimes money to create all of these systems, put tools together, put the courses into a system, which you aren’t even sure will sell.
• You need to have the knowledge of your clients’ biggest problems because this knowledge is power. Make sure that you point that out and they know that you know how to solve that as well. Being able to bottle that up and provide that to your clients is the ultimate solution.

Quotables:

• Identify what are the key areas of your sales process that are going to make the biggest bang for your buck, the biggest impact to your bottom line and to your customers. [Tweet This] (link to: https://ctt.ac/37jn5)
• Think for yourself; what's in it for me? Answer that question for your customers. How do you go deeper? Because it's the deeper piece that is really driving people. [Tweet This] (link to: https://ctt.ac/D1hfm)
• When you can be quiet and listen more than you speak, you're gonna make way more sales and help more people. [Tweet This] (link to: https://ctt.ac/tR3vu)

Highlights:

• Why you need to stop doing ALL the things [01:55]
• How to connect deeply with your audience and customers to help them make their buying decision [03:15]
• Why you need to prioritize the REAL sales activities [05:31]
• How to validate your idea before creating anything, so you’re not wasting time on selling something that your audience don’t want to buy [07:19]
• How to find the correct price point for the results that you are delivering with your products and services [12:01]
• Why you may only be talking about you, and not about helping your clients solve their biggest problem [18:33]
• How you are not giving your customers the opportunity to say YES [21:22]

Bonus Resource:

5 Steps To Growing Your Abundant Sales Mindset - How to connect authentically with your audience so you can finally sell with more ease and less sleaze. Grab your free copy now. (link to: https://www.susanmcvea.com/work-with-me/freebiescomingsoon/abundance/)

Join Sales Mastery Society

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!

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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.

In this episode, I’m breaking it down into 5 simple ways to help you build your know, like and trust that brings in sales. We’ll talk about what is the process, what are some of the skills, tools or techniques that you can put in place to achieve that.

Biggest Takeaways:

• When you are more consistent, you make more sales because people know what to rely on. They know that they can rely on you and trust you. The more that you see people, the more that you build a relationship, and that is the cornerstone.
• People don't buy from other brands even though you might have a brand. People buy from people. The reason why we buy from people is because they are like you and I. The more that you can share and the more relatable your are, the more that people can actually connect with you.
• The reason why your audience trust you is because you're consistently showing up over time. You’re allowing them to see behind the scenes or that personal side of you. You are being able to connect with them in a way that it makes them feel heard and understood and that's ultimately what we all want from one another.

Quotables:

• Know that you're going to pivot and evolve and change over time. So what once felt okay, may no longer be that way. [Tweet This] (link to: -link here-)
• You need to show up in the places where your ideal clients, your audience whom you are trying to connect with, are going to be. [Tweet This] (link to: -link here-)
• The main intention behind being visible is to allow you to connect with the people that you're here to serve. [Tweet This] (link to: -link here-)

Highlights:

• Why you can be authentic and nice, yet not a pushover [03:36]
• How you can set up your business model to support your personality [06:02]
• How you can be spontaneous AND consistent at the same time [08:54]
• Why being relatable and sharing more about yourself brings people closer to you [11:38]
• How to get your audience to trust you and ultimately create a loyal fan base [13:47]
• Why getting visible doesn’t mean you have to feel exposed and it isn’t as scary as you think it is [14:55]
• The main reason why people don’t buy [17:38]

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/)

Join Sales Mastery Society

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!

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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?

Today we’re talking all about how to overcome the biggest objections that you hear time and time again that are stopping you from being able to help. So that you can ultimately get more comfortable with your sales conversations.

Biggest Takeaways:

• You need to be able to attract your perfect client just as much as you're going to push away those folks that really aren't going to benefit from working with you.
• Prospecting is where you’re going out and putting yourself in situations or places and talking to people that potentially could be a really good fit for your products or services.
• It's okay to let customers go if they are not a good fit because hanging on may be the biggest detriment for your business and the long-term success and ultimately your reputation as a service provider, your reputation as an expert, your ability to generate results and your confidence and faith in your own belief of what you do. Just focus on the 1% that matters most.

Quotables:

• A conversion is a purchase. A conversion is where people buy. A conversion is where people are given the opportunity to learn more about you and to actually work with you.  [Tweet This] (link to: -link here-)
• When you’re more personal and more connected, it allows people the opportunity to really think about the decision that they're making here because that's all buying is. It’s making a decision. [Tweet This] (link to: -link here-)
• You need to let go of the folks that you can't deliver with. It is completely okay. [Tweet This] (link to: -link here-)

Highlights:

• The three things that makes you magnetic [03:01]
• Why it is imperative that you are looking in the right places for your ideal clients [05:20]
• Why getting conversions is KEY and why you don’t need thousands of prospects for better conversions [06:46]
• How to make your whole sales conversion process less transactional [09:52]
• How to provide a great onboarding and delivery process so your clients will continue to want to work with you [13:47]
• How I allowed one client who wasn’t a good fit to derail my business and how I got back on track [16:10]
• Why it is okay to let clients go if they are not a good fit [21:06]

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/)

Join Sales Mastery Society

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!

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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.

In this episode, I talk about what’s getting in the way of you being able to create consistent success and simple shifts you can make to increase your conversion rates.

Biggest Takeaways:

• You're either getting on the call with the wrong people and or you have not qualified them enough. So they might be the right people, but they're not ready yet.
• You have to value yourself and your expertise. If you don't position yourself as the go to person in your niche, nobody else will. 
• Really respect your time as much as possible. It's the gold standard, which means that you have to be very strict about who should be getting on those calls in the first place and ensuring that they are qualified.

Quotables:

• If you don't have the right people at the right time when they need the solution you offer, they will not say yes even with the best sales process. [Tweet This] (link to: )
• Money really is limitless because you can make more money on demand. You cannot make more time on demand. [Tweet This] (link to: )
• A sales call is a sales call. It is not designed to be a coaching call. It is designed to create clarity for both of you to figure out how you can help them and how you can work together. [Tweet This] (link to:  )

Highlights:

• Why you may be talking to the wrong people [01:30]
• Why your criteria needs to be strict on who you qualify for your sales call [04:45]
• What happens when you end up coaching on your sales call and what to do about it [05:33]
• When becoming too friendly with your potential customers turns into a problem for your business [10:35]
• A sales call isn’t a sales call when there is no offer or invitation [14:37]

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/)

Join Sales Mastery Society

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!

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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.

Video isn’t new. And if you are hoping that I would be telling you it's okay, just simply ignore using video, this is not the episode for you. Perhaps, you're thinking “I'm not going to be using video”. However, even if you're introverted and you don't like seeing yourself on video, I'm going to tell you why it's so important and how you can do it without showing your face. In this episode, I also discuss how you can incorporate video into your sales process and marketing messages so you can build relationships with your potential customers.

Biggest Takeaways:

• Video allows you to connect deeper with your target audience. However, it's also really important that you understand who your target audience is. This is not just about creating a massive following or a lot of fans.
• Be intentional in using video for your business. How do you want to show up on video? What do you think video is going to help you accomplish in your business, in the relationships and in connecting with the people that you want to serve?
• If you are selling higher end, higher priced services, it is extremely critical that you don't lose sight of the fact that you are a person. People resonate with you, when they connect with you, when they relate to who you are as a human being. That's what builds relationships.

Quotables:

• People buy based on emotion and they justify it with logic. Meaning if they don't have an emotional connection to you, they're not going to buy. [Tweet This] (link to: )
• When you're able to use stories, you evoke emotion. That's how we buy, that's what we connect, that's what we built relationships. [Tweet This] (link to: )
• The more you can be consistent in using video in an intentional way, the faster you're going to be able to build really important relationships in your business [Tweet This] (link to: )

Highlights:

• Why video is so critical in helping you build relationships [02:15]
• Stories are the best way we connect to one another and how to share your story [05:25]
• Explore doing audios if getting in front of the camera makes you uncomfortable [07:46]
• How video allows you to build actual, real relationships much faster [9:37]
• Showing up as YOURSELF on video [19:21]
• Two things you can do if you don’t want to show yourself on video [21:50]

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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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. 

If you are struggling to figure out the value of what you offer and how to communicate it to your audience, or maybe you are thinking about changing your prices and this whole idea makes you want to feel like you just want to curl up in a ball because you have no more left to give, you need to listen to this podcast episode.

Biggest Takeaways:

• Value is relative and value is subjective. There is a way where you are able to actually articulate your value, own it and understand it enough so that you can relate it to the price of your offer.
• Value is relative.Who is your value related to? Somebody is going to find you invaluable, meaning you are worth more than anything else that they could possibly find in the universe. They are seeking you. They are looking for you.
• When you don't understand your own value, it's because you're downplaying the results that you provide and have seen.

Quotables:

• When you understand who it is you're supposed to be talking to, what you need to say and more importantly what they need to say to you for you to be able to keep going in that conversation, then you never have to worry about not having a business. [Tweet This] (link to: )
• Your value is based on your ability to show your clients how to get the results. [Tweet This] (link to: )

Highlights:

• Why your superpower and your value are directly related [03:00]
• The reason why you don’t have clarity around your value is because of fear and how to stop worrying [07:05]
• How to get clear the outcome that you deliver to your clients [09:46]
• What to do when your clients are not getting results and why this may be happening [15:23]
• Why you seem to be struggling with your pricing and how to recognize your value [18:40]

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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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.

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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/)

Join Sales Mastery Society

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:

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