By Janet Clark
The podcast currently has 45 episodes available.
The Real Reason You Aren’t Closing More High Ticket Sales
“Selling A High Ticket Is Like Sharing A Life-Enhancing Solution.” -Janet Clark (25:23-25:32)
There's a lot of tips and tricks to increase the conversion rate. But most sales trainers in the high ticket world do not uncover their secret when it comes to sales strategies. This is where things have gotten complicated in our high ticket coaching and consulting service provider world. In this episode, Janet Clark shares the real reason you aren't closing more high ticket sales.
Part One of ‘The Real Reason You Aren’t Closing More High Ticket Sales’
You're most likely spending a lot of time working on content, building your funnel, working on your ads, your social media, your Google, your live streams, your YouTube, and podcasts. All those things that we spend a lot of our time doing every single week are not sales activities. They are marketing activities. They are not going to bring you qualified prospects to your sales calls.
There is only one way to get your ideal prospects onto the phone with you or a Zoom call. People who are ready to buy from you. And that is through one-on-one relationship building. So, all these other things that we do are great marketing techniques. They are tools to bring people into your pipeline. But they're not made to take them to that next stage where they buy your program or service.
“You have to speak to more qualified buyers to make more offers.” – Janet Clark (02:42-02:46)
If you want to close more sales, you have to make more offers. And it's that simple. We tend to use all the complicated systems to feel like we're attracting more people. We are using our valuable sales time to write blogs, record videos, interview people on our podcast, update our website, or post on social media. And we do this with the intent of attracting our ideal clients. And I'm not saying that you shouldn't be doing some amount of marketing, but marketing does not close sales.
You can sell your high transformation programs with very little marketing efforts. I look back over the evolution of my business, The Freedom Shift and I realize that the bulk of the sales that I have made over the last seven years are because of direct conversations. I’ve met most of those clients through social media and face to face events. The bottom line is that if you want more sales, you have to do more prospecting.
Closing high ticket sales need conversation, content, collaboration, and clicks.
Things like live streaming, building websites, writing blogs or any social media platform are useful to build your authority and your expert status. These are all marketing activities and they have a function in your business. But there's a difference between marketing activities and sales activities. Many people are ignoring the foundational steps to building a multi-six figure business.
Part Two of ‘The Real Reason You Aren’t Closing More High Ticket Sales’
There are many coaches, consultants, service providers, and agency owners who are building their businesses. They need you to help them grow their business. If you are a professional salesperson who knows how to prospect, build relationships, how to qualify buyers and close sales, you are a rainmaker. You will always be able to make money. If you know how to do this, you are never going to be broke. You are always going to be one of the elite salespeople because very few are good at it. And it's not because it's hard, it's because people have mental blocks about it.
We have created a couple of documents that we call our program blueprint or educational report. We send them out to people after we engage with them in conversation. By engaging the right people, we are going to generate interest with them. We are going to build up trust. We are going to nurture those relationships to the point where they will make an investment to work with us. And we see this as part of our sales process. This is business development. You can call it prospecting. You can call it conversational outreach, but it is a part of the sales process that we embrace, and you should too. Well, the truth is that prospecting is very relevant. It is very relevant to you as a salesperson. It is very relevant to you as a coach or a consultant or a service provider.
It's as simple as knowing how to leverage social media. If you want to succeed in sales, you have to know how to do prospecting because they're not going to come and find you. You have to go out and find them. So, if you're a closer and you refuse to hunt, then you are limiting your own growth.
How to Get Involved
Are you struggling with closing sales for coaching programs and services? Follow my 9 proven strategies for handling sales calls and double or even triple your close rates.
In the free download, you will learn:
Grab your FREE “Convert Calls To Cash” download HERE.
Grab your FREE “Convert Calls To Cash” download HERE.
The Art and Heart of High Ticket Closing
“You Have to Learn the Art of Making People Feel Heard, Accepted and Understood.” -Janet Clark (03:41-03:57)
Many disengaged salespeople tend to veer off course that impedes them from landing successful deals. This is one of the struggles a lot of people in the sales industry are facing today. In this episode, Janet Clark talks about ‘The Art and Heart of High Ticket Closing’ that will help you balance your logic and emotion when it comes to dealing with your clients.
Part One of ‘The Art and Heart of High Ticket Closing’
Most salespeople are still selling primarily based on logic. They use the problem solving approach and they believe that if they can just solve the problem, they're going to make the sale. If this were true, selling would be so much easier and we'd all be closing sales left and right because all you would need to do would be to present a logical plan and the client would end up buying it.
“Identifying customer needs is an essential core of every successful business.” – Janet Clark (05:30-05:49)
If it all revolves in logic, technically there wouldn't be a need for any human interaction because all you would need to do is create some sort of an automated presentation that takes your person through the logical solution. We know that isn't the case in high ticket sales. When we're selling a transformational program, we need to take a consultative approach. So, there's nothing wrong with bringing your prospects through some sort of economic analysis or a logical rationale for why this process or program that you're selling is going to be a great solution for them. It's great to discuss their return of investment and that is all part of the sales process. But there's another system that makes us human and that is our emotional system. That system includes our instincts, our gut feelings, the trust factor, and what comes up for us when we're making decisions.
One of the world's top hostage negotiators and he says that you can use human psychology to control conversations and get more of the results that you desire. But it doesn't mean that you use some kind of psychological maneuvering or techniques to grind somebody into making a decision, but rather you build them up through emotions and insights and connection and that way you have more influence with them, and you will get a better result.
Sales are about sharing a life-enhancing solution that will impact the lives of other people in a positive way.
When you're following a script, you aren't listening well to your prospect. You aren't responding to what the prospect is saying, you're just asking them these random questions and trying to move them through a process to get somewhere where you want them to be. And the result of using a script is that the prospect is going to feel manipulated and they're going to get defensive, which will destroy any level of trust. So, if you want to make the prospect feel comfortable and you want them to open to you, you're going to need to let go of the script.
Part Two of ‘The Art and Heart of High Ticket Closing’
Engaging with your client involves repeating three to five keywords from their previous statement. So, you see where the listening part comes in where you have to hear those three or five keywords and then you reply in the form of a question. Ultimately, how you ask questions is another one of the secrets to being able to land good deals and be able to get much better results.
“Sometimes all it takes is active listening to provide a true life-enhancing solution for your clients.” – Janet Clark (08:41-08:51)
You are validating their thoughts, their opinions, and their emotions by mirroring what they're saying to you and the way that they're saying it. It's copying with the intent to comfort them. It's a sign that you are in sync with them, that you are bonding and you're establishing rapport with them, which will build up the trust. The more you practice these things, the better you're going to get at them, and they become second nature.
How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.
Why Cold Calling Sales Scripts Are Not the Way
“There Is No One Size Fits All Message That Can Meet Your Clients’ Unique Needs.” -Janet Clark (09:50-10:01)
Many coaches, consultants and high-ticket professionals still tussle when it comes to playing their cards right. The concept of scripted selling has been used for numerous years, but the inevitable failures caused by these methods constantly create a dreadful impact on sales culture. In this episode, Janet Clark talks about the concept of cold calling and reveal why using scripts is not the way to do it.
Part One of ‘Why Cold Calling Sales Scripts Are Not the Way’
Cold calling is basically interrupting someone whom you’ve never spoken with and doing it for the purpose of starting a conversation. It is defined as an unsolicited call, either by telephone or in person or in our new world through social media, which is direct outreach.
“It’s important to shift your mindset about cold calling and recognize that it is a way to fill your pipeline if you do it correctly.” – Janet Clark (02:34-02:55)
People tend to be unresponsive when it comes to cold calling because we associate it right with telemarketers who are calling us at dinner time or in the middle of our workday trying to interrupt us and throw up all over us whatever it is they’re trying to get us to buy. Cold calling is a critical part of the sales process and we must do a certain amount of cold calling and use the internet to fill our pipeline.
Come to think of it. You only have a few seconds to get somebody’s attention. And when you do, you must differentiate yourself from all the other interrupters out there. After introducing yourself, you must turn the focus of the prospect into something about them which means that you better know something about them. I’m talking about something a lot more personalized that would be considered conversational outreach, like tapping someone on the shoulder so that they notice you and then starting a conversation with them.
When you reach out unsolicited, you are interrupting people. So, you better make it worth their while.
The truth of the matter is that most of us are generating our own leads through referrals, word of mouth or organic outreach. Those methods are great, and we’ll continue to use those, but they are not predictable. The key to successful outreach is that you must be able to engage your ideal client in a personal conversation and you must do it in a complementary way.
Part Two of ‘Why Cold Calling Sales Scripts Are Not the Way’
So, really part of the strategic growth process to break out of that six-figure barrier is to get this dialed in, right? Who really is your ideal client and what is the irresistible offer that you have for that person? Those two things must be set in place to get on the radar.
“You must be genuinely curious about them and interested in them personally and in their business.” – Janet Clark (14:27-14:40)
Being curious doesn't always mean waiting to pounce on them with your offer. It means seeking first to understand and then to be understood. Don't try to sell them anything, just try to learn more about them. So, a lot of us feel this desperation to go out there and engage with someone so that we can make them an offer. Now ultimately, yes, we do want to make them an offer, but first we must figure out if they're in the market for what we have to offer. And the only way you can do that is by asking good questions.
At the end of the day, it’s an art and a science. You can become a highly paid expert in your industry but at the same time, you must remind yourself that you are there to serve and help people. You are going out there with the intent to share a life enhancing solution, but that solution will only enhance somebody's life if in fact they want that solution. We want some sort of a systematic approach to engage with people, bring them into your world, have a conversation with them, and bring them through the process to the point where they are interested in hearing about your offer.
How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.
Why Hiring A Salesperson Ain’t Easy
“You Need to Be A Producer, or You Need to Hire A Producer.” -Janet Clark (12:50-12:55)
Sales is the lifeblood of any business which makes hiring the right person for the sales role important. Many professionals with years of experience struggle to find the right person with a strong job profile. The salesperson needs to be worth their weight in gold. In this episode, Janet Clark talks about the reasons why it's not easy to hire a salesperson and how to make it possible.
Part One of ‘Why Hiring A Salesperson Ain’t Easy’
There is one valuable skill that’s going to guarantee that you can get a match if you’re a salesperson. And, there is one skill that you need your salesperson to have if you want them to be able to land good deals. It’s the missing ingredient in 99.9% of the high-ticket closers out there. And that is being a sales producer.
“If you as a coach or consultant don’t have a sophisticated lead generation and nurturing process like the multi-million dollar coaches do, you aren’t going to have a marketing team.” – Janet Clark (09:41-10:10)
Here are some of the realities that are true in the marketplace today. So, the first thing is that there are many gifted people when it comes to selling but usually not on the job market. They are raking in big commissions selling something for someone else so you’re not going to get them.
The second is that as the expert in your company, you are the best salesperson by default. That is because you sell differently than a salesperson. Because you are the expert, you have a way of being able to do magic when you actually talk with a prospect.
The third thing is that thousands of people who call themselves closers are salespeople who expect you to provide a steady stream of qualified leads to put on their calendar.
The fourth thing is that you will be spending a lot of time chasing people around which is going to be a huge distraction from what you’re supposed to be doing day to day to serve your clients.
The fifth and the last reality is that the turnover rate for salespeople in our industry is high. In fact, even the biggest players in our industry, the ones that are making eight or nine million and hire coaches, churn and burn through salespeople at high levels.
Great salespeople with proven track records are rare gems. 99.9% of the salespeople are order takers. They expect to get those pre-scheduled calls on their calendar, and they have one goal in mind. And that is they want to close sales. They want to get on the phone, make the sale, get their commission, and move on. So, when your leads aren’t qualified or consistent, then you can’t always predict how many you’re going to get this week. The prospects need a little more time to make a buying decision, they're not ready to make a one call close. If they can't close that person, that's not money in their pocket so they're going to move to the next person.
What that means is they’re burning through a lot of your leads that you’ve spent good money on.
In a way, you can’t blame them because sometimes the coach or consultant that’s getting those leads for them isn’t providing them with the right leads. You probably have a lot of elements in place to bring you a brand recognition across all the different social media channels, it could be things like investing in some Facebook ads or offering an online course, but they’re not enough to sustain a really high level salesperson.
Part Two of ‘Why Hiring A Salesperson Ain’t Easy’
There’s a difference between a producer and a closer. The producer will prospect and fill the pipeline on behalf of you as a coach or a consultant on your behalf. If your automation is great you’re getting those people into your funnel which is fine. But for a lot of us, we don’t have enough automation and we’re doing it on our own. You need somebody to do that for you. That’s what a producer does.
“A producer represents you in your business to identify your ideal client and bring them into your world.” – Janet Clark (14:58-15:18)
Here's a staggering statistic. 80% of all sales are closed after five follow-up attempts. When you have a closer who is expecting to get on the phone and make that call right, then they'll do one more follow up call. But, if they're not doing the follow-up and nurturing the relationship after the sales call, you are leaving money on the table. So, the producer is going to have the wherewithal and the stamina and the persistence to continue to nurture and cultivate those people to become clients.
If you desire to make a lot of money and you desire to live a life of freedom, then you need to become a sales produce. A great producer will always make money and they can schedule and work on their own hours.
How to Get Involved
If you're looking for someone who will do systematic outreach, who will produce new leads for your pipeline, who will nurture and qualify the leads within your pipeline and who will enroll new clients for you, Janet Clark is the best person who you can approach. Reach out to her at [email protected]
How the Best Salespeople Cope with Rejection
“You Can’t Allow Outside Influences To Impact Your Confidence. That’s How Top Producing Sales Pros Roll.” -Janet Clark (29:01-29:11)
Objection handling is one of the most challenging parts when it comes to dealing with clients. When a prospect raises an objection, that’s not a negative thing. No matter how much we set a winning culture in the marketplace through extensive sales training boot camps, coaches and consultants must realize that rejection is something that happens in the business world.
There’s no way that salespeople are not going to encounter rejection. In this week’s episode, Janet Clark, The Sales Matchmaker, gives invaluable insights into how the best salespeople cope with rejection.
Part One on How The Best Salespeople Cope With Rejection
When salespeople get rejected in a sales situation, it hurts because there are apparent feelings involved. However, coaches, consultants, and salespeople can learn how to cope with rejection and minimize the pain.
“We want to figure out how to overcome it because it's going to hurt your chances of making the impact and changing lives.” – Janet Clark (05:26-05:35)
Almost everyone has the desire to feel that sense of belongingness which is hard-wired into the human psyche. That’s the reason why we don’t want the people not to like us and we’re trying to fit in sometimes according to the standards of our society instead of embracing our uniqueness.
If you’re struggling to overcome the fear of rejection, you’re opening doors for other people to manipulate you and knock you off your game. It can even cause you damage to negative self-talk which is unhealthy both emotionally and psychologically. The bottom line is that, if you can stand on your own, you can build a lot more trust with people. Every interaction is an opportunity to build relationships and nurture trust, so even if there are bad days, it’s your ability to bounce back that matters. Reach out and get some help if you find yourself drowning.
You can recognize that rejection is not personal. It is based on circumstances.
It requires positive self-talk reminders to realize that it’s not always about you, sometimes it could be the situation that they’re currently in, causing them to make decisions that don’t match your expectations and envisioned endings.
No matter how destabilizing rejection is when it hits you, surround yourself with a community that will be your support network and can truly relate to what you’re going through.
“Make sure you have a community of people around you who are like-minded.” – Janet Clark (29:11-26:59)
Get a mentor who can help develop your key strengths, guide you in the process and help you to avoid pitfalls. Your self-esteem is so critically important. Think about your big missions in life and don’t ever let the fear of rejection get in the way of your destiny.
How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.
The #1 Survival Technique for High Ticket Salespeople
“Sales Is The Lifeblood Of Every Business.”— Janet Clark (13:00-13:02)
Most coaches, consultants, and salespeople are missing standards, incentives, and structure in their business. The lack of systems is keeping entrepreneurs in the bottom 80% of sales results. Tune into this week’s episode of The Sales Matchmaker, where Janet discusses the #1 survival technique for high ticket salespeople.
Part One of the Survival Technique For High Ticket Salespeople
There is no magic bullet or secret sauce for sales success. There’s no sales tool, no automated tool that you can use. There are no gimmicks, there’s no script that’s going to put you over the edge. There’s no secret process. If you want to become a sales superstar, you must realize that the first hero of your business should be you.
“You have to do something different if you want different results.” – Janet Clark (4:44-4:47)
That means you need to add a sales pro to your team because you’re going to hire additional team members in the future in order to grow and scale your company.
Moreover, you also need to remove yourself from the sales process because that makes you the bottleneck of your business when you should be focusing on serving your clients which is why you started your business in the first place.
Part Two of the Survival Technique For High Ticket Salespeople
Without prospects in the pipeline, there’s no one to close. Building up a database for your team to work with could mean coming up with different marketing strategies such as paid advertisements, organic marketing, distributing podcasts, speaking on stages and more.
That’s basically how prospecting works. You are turning the cold leads into qualified prospects through a one on one interaction. That’s why you need a professional sales pro who is a master at conversation because it’s totally going to change your business revenue.
“The ability to be able to fill a pipeline and nurture prospects through it is what’s going to make you successful.” – Janet Clark (15:59-16:05)
The good thing about prospecting in our modern generation is that you can do it anytime and anywhere. When you master the art of prospecting, you’ll never
have to suffer through any kind of recession and you’ll always be in high demand. So, if you dream of creating your own financial freedom and you want to live a freedom lifestyle, it will require you a change of mindset.
How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.
The Biggest Sales Mistake
“You Can’t Automate Trust. You Can’t Automate Personal Interactions.” -Janet Clark (13:49-13:54)
Many entrepreneurs build their business around their best customers. They create programs and services around coaching, building funnels, webinars, networking events, and organic outreach. Yet, they continue to struggle with inconsistent cash flow. In this week’s episode, Janet Clark shares the biggest sales mistakes. She explains what you need to get off the feast and famine sales cycle.
Part One of The Biggest Sales Mistake
There is no magic pill for selling high-end programs. Coaches, consultants and service providers need outreach and sales systems in place. And, dedicated salespeople need to adapt to new industry trends.
"Salespeople are no longer taught that prospecting is part of the sales job." — Janet Clark (12:47-12:53)
This is a critical stage of the sales funnels for salespeople to do online prospecting. Prospecting saves a huge amount of time on unqualified leads that aren't a perfect fit for your product or service. It's like trying to shop for clothes in a toy shop when you’re supposed to be at the department store.
There are many prospecting techniques such as warm calls, messenger marketing, webinars and more. Unfortunately, a lot of digital marketing agencies have come along and sold business owners on the idea that entrepreneurs do not need to do this anymore.
Part Two of The Biggest Sales Mistake
Companies cannot automate the whole process, then expect the leads to show up on the calendar and hope that a high-ticket closer takes care of all those leads for you. This is one of the problems that need to be fixed in the marketplace.
Even though entrepreneurs are living in a time where modern technology is continuously moving up, they need to connect personally with clients and that means you need to find the right person to do it for your business. That also means taking the necessary steps to really hire a well-rounded sales professional who can do the lead nurturing, qualifying stage and closing the sale.
The most common dilemma is that no one wants to do the prospecting part which takes time and special skills. The coach doesn’t want to pay the salesperson until they sell something. So, prospects must be created by the salesperson by simply initiating and developing conversations via social media.
“They need to realize that they have to hire a salesperson who knows how to prospect and is willing to do it.” — Janet Clark (17:33-17:40)
The goal of sales prospecting is to get those leads through the funnel and it won’t magically happen without doing some level of reaching out. If you’re a coach or consultant, you must find the right person for this task. If you’re a salesperson, you need to know how to reach out and build relationships. It is important to represent the coach or consultant at a very high level to represent their brand in the marketplace. And, in order to compete online, salespeople need to know how to build trust and nurture key relationships.
How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.
The Real Cost of Hiring a Salesperson
“There’s the Cost of Lost Revenue If You Don’t Bring the Right Person into Your Business.” -Janet Clark (03:01-03:08)
Many entrepreneurs are spinning their wheels, trying too many different things and not gaining traction. There are important elements to execute to scale your
business past the six-figure mark. In this week’s episode, Janet Clark covers the real cost of hiring a salesperson.
Part One on The Real Cost of Hiring a Salesperson
The stakes are super high in terms of training newly hired salespeople. However, some business owners underestimate the financial impact of poor hiring decisions. If you bring on the wrong person, you’ve just handed over your entire business to somebody who could absolutely jeopardize your reputation in the marketplace and leave you back at square one.
“Nobody is going to get a professional salesperson without investing in that person one way or another.” – Janet Clark (24:02-24:08)
It requires spending a chunk of your time to recruit, train and get the right people on board.
Take it from Janet who has built her entire livelihood on being a professional salesperson and has experienced putting people through the Bootcamp process and constantly working at how to get people more successful so that they don’t fall off.
You’re pretty much getting an insightful idea that no matter what, there’s expense involved, most especially if they’re being held to a high standard.
If you get the opportunity to meet a potential high-level salesperson, they’re going to expect you to provide them with leads and that means you’re going to end up paying for those leads. On the other hand, if you meet someone whom you discovered isn’t a good fit for your company, you've poured all this money on advertisements and generating leads and you've got somebody who can't close them, which is really what happens most of the time because most of these people have never done sales before.
Having seen this as a struggle of many, Janet has worked with high-level business partners who are experts in sales and marketing to help many entrepreneurs find the best salesperson who will represent their business according to their preference.
“That’s why the Sales Map was developed and why we do what we do and how we do it.” – Janet Clark (26:37-26:44)
No one guarantees sales results, especially in the online world. Janet does. She recruits, trains, and places salespeople with expert-based businesses.
Qualified leads. More sales guaranteed.
How to Get Involved
If you’ve tried a lot of strategies yet you’ve failed miserably and you’re ready to scale your business, feel free to seek help from Janet. She has extensive experience in helping hundreds of entrepreneurs minimize the investment and maximize the ROI with a high ticket salesperson. You can email her at [email protected] or visit her website at www.salesmap.me
Why Your Business Is Stuck At 100K
“You Need To Find A Salesperson Who Will Serve You At The Highest Level.” - Janet Clark (19:40-20:08)
The reality is that many coaches and consultants are stuck at $100,000 in annual business revenue. By becoming aware of these traps — you can create a solid foundation to get unstuck and scale your business.
Part One On Why Your Business Is Stuck At 100K
The feast and famine cashflow cycle needs to end. Most coaches and consultants are falling short of independence and financial freedom because they do not have all of their ducks in a row. They are creating bottlenecks in their business and they are wearing too many hats. The biggest issue is that entrepreneurs scramble around to generate more sales and are not able to fulfill on the backend. This can ruin a reputation.
“In business your reputation is everything.” - Janet Clark. (15:35-16:00)
Having a smooth fulfillment process will help customers rave about a company’s services and products to their friends and family. Incredible world-class value and transformation will increase credibility and a business owner’s reputation.
Imagine serving ten times more clients this year with proper marketing and sales systems in place. The first step would be to hire a salesperson who knows how to initiate conversations, build relationships, nurture those relationships, establish trust, and bring people into a normal conversation to close a sale.
Part Two On Why Your Business Is Stuck at 100K
Before a prospect ever gets on a discovery call with the salesperson, the salesperson must qualify the person beforehand through open-ended conversations.
The prospect should already know what your business does, what program is offered, how it works and has an interest in it. And, a perfectly matched salesperson will know how to manage the prospect in a good way. Imagine a 10x return on investment and no longer having to wear so many different hats.
“A salesperson is not an expense or a liability, they are an ASSET.” - Janet Clark (28:25-29:10)
Therefore, the next best step to surpass $100,000 a year is to get a salesperson onboard.
How to Get Involved
If you are a coach, consultant, or service provider who offers high ticket $25,000+ transformational programs and recognize the importance of elevating access and proximity, then you need a small team to handle lead generation and enrollments for you. Learn more about SalesMap and click HERE to book a call.
Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Join our SALESMAP program and be matched with a salesperson now.
How to Fix Your Sales Slump
“If you’re talking to people who are not qualified, they are not going to buy and you’re not going to close those sales.” -Janet Clark (8:05-8:11)
Janet Clark, The Sales Matchmaker, trains coaches, consultants and experts on how to fix their sales slump. Have you lost your knack for selling? Or, do you not know how to get a consistent revenue flow? Then, it is time to build out bulletproof marketing and sales systems.
Part One On How To Fix Your Sales Slump
Word of mouth, referrals, and organic marketing are not sustainable. There is a way for salespeople to nurture leads. As well as qualify them so, they turn into sales. Most business owners are sabotaging sales with broken-end systems.
“There are only 26% of salespeople who have a formal system in place to track the progress of their leads.” - Janet Clark. (10:31-10:41)
Filling your pipeline with ideal prospects is one part of the equation. Your systems should take care of all the preliminary work before your salesperson gets on a call. This is part of your qualifying “system.”
Business owners need to have a CRM, a Customer Relationship Management system. Each CRM should be programed to fit your business's specific needs. This is something we do within our Sales Map program.
Part Two on How To Fix Your Sales Slump
Strong marketing systems allow salespeople to get the right prospects into the pipeline. The CRM will show the salesperson exactly where the prospect is at on their buyer's journey. This allows the seller to have more relevant and heart-centered conversations.
This is why Janet created the Heartflow Sales Conversation System. It is a framework on how the sales conversation should flow. No more missing pieces of the enrollment conversation. Go to https://thefreedomshift.com/ep5-the-heart-flow-sales-conversation/ to hear more about the Heartflow sales conversation.
“Everything that we do in business is done better as a team.” - Janet Clark. (16:06-16:10)
Every coach, consultant or expert needs a coach at some point or another. This is because many consultants get into bad habits and they cannot figure out how to get unstuck.
How to Get Involved
We are here to help you get out of your sales slump. When you are ready to get your sales and marketing systems set up right, reach out to [email protected]. You will get a clear idea of exactly how those marketing and sales systems should work in your business.
The podcast currently has 45 episodes available.