Master the Sales Game

Today we're talking all about the deal breaker in all sales, all kinds, all types, especially as it relates to high ticket expert based sales. If you're selling workshops, retreats, program services done for you, types of work, consulting, all of these are what we call high ticket. It's a higher price point, a bigger price tag attached. 

This is not about sleazy tactics being pushy or trying to convince people to buy. This is about the golden rule and we're talking all about that on today's episode. It’s going to be a juicy one. In this episode, I dive in a little bit deeper about what it takes in order to be able to move forward in the sales process without all of those sleazy tactics and how to prevent your sales from falling apart.

Biggest Takeaways:

• Trust is the critical piece that is the deal breaker in all sales, especially for high ticket sales.
• It is important that you never lose sight of the fact that people have put their faith and trust, hopes and dreams in you, your services and products. You need to honor that relationship.
• Trust is reciprocal. If you don't trust your customer and they don't trust you, then both of you aren’t able to move forward in a working relationship.

Quotables:

• When you only look out for you, you have a very short lived business. When you only look out for your clients, you have a nonprofit or worse a hobby because you're always giving to your clients and never looking out for yourself. It needs to work both ways. 

Highlights:

• The critical piece that is the deal breaker in your sales [03:21]
• How I actually got one of the biggest sales of my entire career simply by being trustworthy [04:56]
• Why you should continue to build the relationship when your potential client says no [09:48]
• How to build trust when you’re first starting out [13:19]

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.

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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In this episode, I want to share my top seven keys to recession proof your business (and also Corona proof your business) for these uncertain times, especially as we are navigating these uncharted waters. 

And I don't want to make light of the situation, but I also want to make sure that you have some tools, resources and support while you are navigating exactly what's happening in the world right now. I'm going to walk you through my seven keys that I think might help put some of your minds at ease so you can focus on the strategic things in order to actually move forward in your business.

Biggest Takeaways:

• If you can get through all of this crisis, the pandemic, and possibly a recession without losing your shirt and having everything go out from underneath you, then you are going to be in good standing. 
• Do you have an opportunity to diversify? Because the more diverse your income streams are, the more diverse your customer base is. The more diverse your offers are, the better off you are to be able to weather the storms that come with emergencies and with things like a recession or pandemic.
• The number one thing that can help give you an immense ROI besides business development, is to invest in your skills.

Highlights:

• Why sometimes your best move may be to do nothing [00:49]
• Why you cannot stop your business development activities [03:55]
• When you need to get creative and diversify your offers. Focus on the potential to pivot [06:34]
• How to get people to refer ideal clients to you [09:26]
• The number one thing that can help give you an immense ROI besides business development [11:42]
• What to do if you are facing a cash crunch in your business [20:25]
• How to manage your time when you’re entire family is at home because you can’t go out due to the current situation [23:12]

Bonus Resource:

Top 5 Secrets To Get To YES - Create a waitlist of dream clients in your coaching, consulting or expert service business. Grab your free copy now. (link to: https://www.susanmcvea.com/YES)

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If you listened to an earlier episode where I discussed my sales trend predictions for 2020 and beyond, this is a great episode for you because it takes it to the next level to help you identify how do you keep growing those personal relationships, what does that look like, who should they be with and how do you ensure that you are focusing on the right types of activities for each type of person.

Biggest Takeaways:

• Too often we overlook the opportunity to connect when we're having conversations with individuals, we simply think they're not important enough because they're not a potential client. By doing that, we're diminishing the value that they could bring to the table for us because we're desperately looking for clients.
• The three relationship currencies - clients, collaborators and connectors, are all important. Our collaborators and connectors can indirectly and directly lead us to more clients.
• In these relationship currencies, you are in charge of how much goes in and how much gets taken out. There needs to be kind of a reciprocal back and forth because you can't have too much going and not enough coming out or vice versa.

Quotables:

• There is no shortage of clients out there in the world for you to be able to tap into.
• Your whole thing is to find as many people that you can serve every single day, at least one person. 
• Collaborate and partner with complimentary businesses to create more bandwidth, more expertise and more value for both your audiences.

Highlights:

• Why relationships are like money in the bank [01:29]
• What happens when you only see everyone as a potential customer [03:19]
• There is no competition, only other people you can collaborate with. When you collaborate, you are able to sell in a way where you wouldn't be able to do individually. [07:05]
• Why partnering with complimentary businesses allows you to reach out to many more people [10:18]
• How to ensure that your collaboration agreement fairly benefits both you and the person/business you are collaborating with [11:07]
• There are people out there who love to connect people and why it is ok to ask them to connect you with people who need what you have to offer [13:29]

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!

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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If you listened to an earlier episode where I discussed my sales trend predictions for 2020 and beyond, this is a great episode for you because it takes it to the next level to help you identify how do you keep growing those personal relationships, what does that look like, who should they be with and how do you ensure that you are focusing on the right types of activities for each type of person.

Biggest Takeaways:

• Too often we overlook the opportunity to connect when we're having conversations with individuals, we simply think they're not important enough because they're not a potential client. By doing that, we're diminishing the value that they could bring to the table for us because we're desperately looking for clients.
• The three relationship currencies - clients, collaborators and connectors, are all important. Our collaborators and connectors can indirectly and directly lead us to more clients.
• In these relationship currencies, you are in charge of how much goes in and how much gets taken out. There needs to be kind of a reciprocal back and forth because you can't have too much going and not enough coming out or vice versa.

Highlights:

• Why relationships are like money in the bank [01:29]
• What happens when you only see everyone as a potential customer [03:19]
• There is no competition, only other people you can collaborate with. When you collaborate, you are able to sell in a way where you wouldn't be able to do individually. [07:05]
• Why partnering with complimentary businesses allows you to reach out to many more people [10:18]
• How to ensure that your collaboration agreement fairly benefits both you and the person/business you are collaborating with [11:07]
• There are people out there who love to connect people and why it is ok to ask them to connect you with people who need what you have to offer [13:29]

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!

Send me your burning questions:

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

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In this episode, I speak to Ross Johnson, a 27 year old serial entrepreneur dedicated to teaching coaches and consultants how to grow their online businesses. His trajectory was anything but typical. He went from being a broke personal trainer to building $2 million businesses in just four years, one of which he was able to exit successfully. 

Now he's helped hundreds of people grow their online businesses through his mentorship programs, which has earned him mentions in a ton of publications including Forbes, inc and Entrepreneur. 

In today's episode, we talk about so many different things. Everything from his very moderate modest upbringing to oyster farming, selling drugs, how the Four Hour Work Week inspired him to start his online business and why in the first four years and nothing, absolutely nothing seemed to be working for him.

The biggest thing he identified with me is using a script. Having a step-by-step template of exactly what to say and when, so that he could start growing confidence and trust in his own ability to know exactly what to say, when to say it, why he was saying it to potential customers so that he could hear yes, after yes, after yes, consistently!

Biggest Takeaways:

• If you don't make the sale, improve the offer over and over again and see if you can make the sale. And then when people make the sale, ask them why they bought, why did they buy from you and not someone else
• People would buy right in the DM on a $5,000 product. This goes to show that the better your branding and marketing is, the less push you have to be with sales.
• If you don't ask, you're being selfish if you don't make the offer because you can change somebody's life and it's up to you.

Highlights:

• How Ross tried to give away a service for free, had calls with 60 people, yet none of them took up the offer [09:00]
• How do you pivot in your business and navigate that transition [12:07]
• How to reposition and rebrand yourself, especially when you are representing yourself as a personal brand in your business [16:31]
• How to stop taking rejection and everything else in your business so personally and go easy on yourself [19:20]
• What to do when you’re struggling with pricing and you’re hearing more Nos than Yes’es on your sales conversations [21:30]
• How your marketing and branding directly influence your sales results [26:33]
• Business is a marathon, not a sprint. Why you need to focus on the long-term [34:57]
• How to not sound desperate when things aren’t working [37:01]
• How you can build authority, build relationships and tap on other communities without coming off as a sleaze [40:00]
• How Ross used a script and practiced it and became really good at handling objections [42:16]

This is such a goood episode. Ross shared some key points with us today, including how using a script helped him master the sales game and get him consistently closing more deals and helping more clients. 

If you’re struggling to figure out what to say on your discovery calls, or maybe tired of hearing objections and looking for your own sales script of what to say when talking to potential clients, check out my Discovery Call Bundle - it’s the exact formula me and my clients have used to create 80% or more conversion rates. In fact, I use it to average 93% close rates. Go ahead and Check it out at susanmcvea.com/script (link to: https://www.susanmcvea.com/script) to grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease

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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In this episode, I speak to my good friend and client, Ebony Williams, a personal trainer, certified holistic nutritionist and a thyroid disease coach. She’s on a mission to help individuals. Specifically women learn how to live healthy, happy lives through food, fitness and fun. She also works as a supervisor at John Hopkins Medicine in the Company Information Systems, Education Department. 

We talked about so many different pieces that are related to sales, including why she struggled to sell, even though she was a door to door salesman back in New York (which I didn’t know about until this conversation!) and how she got serious about her business in a whole new, different way.

Ebony also shares about how she is currently making more sales, even now during times of crisis, why she needed to get so serious about selling and what happened so she could live that happy, healthy, joy-filled life for herself.

Biggest Takeaways:

• There are a lot of folks who are watching and doing everything behind the scenes to really pay attention to you. They're not the ones who comment or respond back to you. They're not always the ones that are liking your content or showing up or the most vocal. Are you consistent? Are you actually in integrity with what you do and you say and you are? That's really important for all of us to remember now as we do the work that we do and as we're selling.
• My audience is the most valuable asset that I have. I asked some questions like, “Hey, what do you think about this? Is there something that you're struggling with?” And they tell me. If I'm going to create something, I ask them first. There has been a lot of market research to see what they want and need. That’s how I've developed all of my products and services. 
• One of the things that I needed to let go of was realizing that it wasn't about me. The more I put time and energy and thinking about that one person that I would serve, the easier it became, the more fun I started to have. When you turn your focus outward instead of inwards, things just shift and they just start to “happen” for you.

Highlights:

• Why Ebony took the leap to start her own business even when she still has her 9-5 job [01:51]
• How she got serious about her business in a whole new, different way after realizing that her business was turning into an expensive hobby [07:07]
• Why she made the decision to live happy, healthy, joy-filled life for herself when everything was falling apart [24:31]
• What happened when Ebony made the decision to learn how to sell [28:29]
• How to set boundaries and recognize that your time is valuable [39:13]
• How Ebony has sold and made money on every single thing that she has put out [45:10]

Bonus Resource:

Top 5 Secrets To Get More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

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This is a short and sweet, yet packs a punch, the episode you’re not gonna want to miss. If you’re struggling with your sales process, you're sending out proposals after proposals after proposals and nothing. They're not turning into close deals or paying customers. I get it, it’s super frustrating. And you feel like you're wasting a lot of time and effort, especially right now where time is even more precious. 

In this episode, you’ll learn the five-minute trick - the three things that will help you right now, which also helped my good friend potentially save a $200,000 deal and more because they have multiple deals in the pipeline that are facing the exact same challenges.

Biggest Takeaways:

• If you're asking people to spend money with you, you have to be able to justify the results in the impact and the return that they're going to be able to get.
• Our prospects and our leads are becoming and are more discerning. Meaning that they're being more thoughtful over each line item that they are actually spending money on.
• Especially for a high ticket, high-value clients, less is more. They value the specific areas that you can help them with more than the quantity of areas they do not want to have.

Highlights:

• Why you should not give your potential clients every single detail of your offer and always quality over quantity especially in this case [07:41]
• Why you need to get a commitment before your sales conversation ends [09:09]
• Never ever, ever send a proposal [11:16]

Bonus Resource:

Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

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Someone submitted this question and asked, “How do you actually pivot and specifically attract a new audience?”. This was super timely with what's happening in the world right now.

In this episode, you’ll discover what you need to consider first before you start to pivot, and how to attract a new audience without completely throwing everything out. I also discussed a few examples of successful entrepreneurs who have pivoted their businesses and continue to thrive.

Biggest Takeaways:

• When you are thinking of pivoting, try not to throw the baby out with the bath water. Sometimes it feels like you need to flip the tables but take the time to actually think about the things that are still working.
• Create some stillness and some silence and some space to sit with what is coming up. What is prompting this desire?
• There is no rule that says it must be done this way or this way or this way. Pick something that fits for you. Just decide and then go forth and conquer.

Highlights:

• What you need to figure out before you actually pivot [02:06]
• How my client went from a multiple six-figures offline business to a different audience online, yet did not have to let go of her existing business [06:26]
• How to not completely lose your audience while you're in this transition in making the shift and pivoting over [09:17]
• When to actually make the shift and how [18:31]

Bonus Resource:

Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

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I am so excited to bring this episode to life for you because these are the critical business skills I believe that you need to have, especially during a bear market.

We are in a bear market right now, meaning that the market is going down and we have been in a bull market and arising and increasing the market for almost the last 12 years since the end of the great recession that was caused by the financial crisis back in 2008.

It's been a while since we've actually needed to use some of these critical skills or really think about what is going to help us to get through.

In this episode, I’ve identified and broken down the five critical business skills that will help any business owner in tough times and build longevity in your business. Bring your pen and notebook because there are many great questions that will help you get clear on and start practicing these critical business skills.

Biggest Takeaways:

• Your entire sales process from what you say, how you say it, how you make them feel, the questions you're asking and your complete end to end client experience, could be the difference between people saying yes and no.
• When you are able to communicate your needs, your wants, your desires, all facets of your life, everything improves.
• Working for an organization with over 80,000 corporate global employees, when things got slow, we doubled down on education. We doubled down on investing in ourselves. We doubled down on skill build. Because when you get complacent and comfortable, you get into a groove of doing things one way without ever questioning if there's a better way to get better results with less effort and less time over the long term.

Highlights:

• Why you need to learn to sell (especially if you’re a business owner!) even if you are the reluctant salesperson [03:42]
• Sales and business is all about communication and why we focus on the quality of questions that you ask [11:38]
• How to make decisions faster and better as a business owner [14:29]
• Why building relationships is the most critical skill no matter where the economy swings [18:19]
• Why it’s so important to know your numbers, your expenses, conversions, everything and how it helps you make better decisions [21:49]

Bonus Resource:

Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

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Even if you already have an established client base or you are just starting out, it is important that you have a process to inject fast cash into your business. Too often, the biggest problem aside from sales, is cash flow. Being able to know how to make money in your business, to pay for an unexpected expense or a shortfall that has happened or is going to happen. This gives you the ultimate control and puts you in the driver's seat. 

This episode is all about fast cash infusions for your business. We are diving into 10 ideas which I feel would be the most impactful for you right now. And at the end of this episode, you're going to have an opportunity to get access to 29 more. These ideas can help you regardless of where you are in your business.

Biggest Takeaways:

• You can launch simply and quickly without a fancy sales page or a ton of promotion or marketing.
• In order for you to generate fast cash in your business, you need to learn how to sell better. Use stories, case studies, testimonials, social proof, be better at your conversations and understand why people are buying.
• When you sell better, you can focus your efforts better and you get better results for the same amount of time, effort and energy.

Highlights:

• How you can create programs and ask for referrals quickly [02:30]
• What you can do instead of creating a longer term program [04:32]
• What you can add on as a complementary offer to your current programs and services [07:46]
• Why you need a tripwire for all your free resources [11:08]
• Consider promoting what you already have and use [13:11]
• How to leverage and monetize the skills you’ve acquire outside of your business expertise [20:05]

Bonus Resource:

30+ ideas to start generating cash in your business right now  - Making sales in your business doesn’t have to be hard. I get it. It can be tricky to figure out how to make some quick cash right now in your business. In this free guide, you'll discover 30+ ideas to start generating cash in your business right now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

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