We have a special episode for you today because we’re giving you a replay of a panel ShawnQ spoke on at a Sales Conference recently. Are you looking for a speaker for your next event? ShawnQ may be the perfect fit for you! Reach out to the team here…
Hey ShawnQ how do you sell other than phone or zoom?
Yeah, so I have really been loving Clubhouse lately and last month we did about 64k just on clubhouse interactions. So we are a big believer in like truly serving and giving people incredible experiences and not like fluffing around on clubhouse, but truly giving people experiences and clarity over clubhouse. Then it always moves to DM. Clubhouses has been a really good platform for us.
So question number one that I have is how do you overcome an objection?
So I actually teach a four step process, which is ABRA. So if you’re taking notes, write these letters down A-B-R-A. First is awareness. Recognize what is happening in your own body. When you hear an objection, is it a fear of rejection? Is it insecurity? Is it anxiety? Once you recognize what’s happening in your body, you can give yourself permission to just breathe, be calm, collect yourself.
Then you want to give yourself a buffer, and that buffer can be simple, I get it. So if somebody says, “I don’t know if I can afford this”, I get it. After you give yourself a buffer, which is giving your brain enough time to recognize you’re not getting rejected and you’re not going to die you want to repeat it.
What I hear you saying is if we can figure out the money thing, you’re a heck yes, today is that right? That’s the last A, ask. Ask a question right back. So awareness, be aware of what’s happening in your body. Give yourself a buffer using, I get it. Repeat their objection and ask a question, leading them to further explore what that objection is.
Golden nugget, right? That’s his, that’s his hashtag. It’s such a good hashtag. What is a big mistake that your clients or people that you see have made with their sales?
Okay. So one of the things we have our clients do is we have them submit replays of their actual sales conversation so we’ve analyzed literally thousands of sales calls. We’ve broken them down. We’ve uncovered the three weakest places in the sales process. If you’re taking notes, write these down in the chat so other people can know. It’s going to be so good…
So the first part part is transitioning into the sales conversation. Have you ever been in a place where you’re like, oh my gosh, this feels so good, but the money part is coming and you get like weird anxious and secure? You’re like, I don’t want to talk about it, but you know, you want to work with them? So I’m going to give you one line to use, to turn any conversation into a sales conversation. Here’s the line. Would you like to hear what it would look like if you and I worked together on this?
The reason why that’s so easy is because you’re not asking them to buy. You’re asking them to hear, you’re giving them more information, and you’re asking them, do you want some help with this? I have never heard no to that. Most people are like, yeah, sure tell me what you got. Now, what most people expect at that point, the second weakest part is right after you use that and transitioned into the sales part, because most people just rush into the program.
Okay. Let me tell you what it’s called. Let me tell you what’s involved. Let me tell you what’s delivered. I actually am a believer in slowing the process down and saying, well, let me tell you about the type of clients I work with because not only are you like testing to see if I’m a good fit, I’m testing to see if you are going to be a good client for me.
So let me tell you about the type of clients I say yes to. Let me tell you what the real investment is, because it’s not just money. Although there’s a money element it’s time, it’s effort, it’s energy. Let’s talk about the process and see if it’s a journey you even want to go on, and really slowing the process down.
Then the third week is part, is the price. So many people are price insecure. The first time I ever had a coaching client, I was supposed to charge $200 a month, which is crazy low. I charged no lie, $10 a month for three months. My first paid-in-full client, yeah. Paid a whole 30 bucks for three months of weekly, two hour coaching calls. Insane.
It was because I was so scared just to say the number. I can’t tell you how many calls we see and we analyze where it’s like, they say the number, and then they’re like, okay, it’ll be 200, but don’t worry. I’ll work with your budget. Or do you need a discount? I’ll do whatever.
Okay listen, here’s what I learned is say your price then, excuse my French, Shut up. Just be quiet. It an investment of this much, how does that sound? Let them process it. It’s going to be a little awkward for a couple seconds, but let them process it. Most of the time you just need to give them space to really make a confident decision, okay I am in.
So make sure you transition well. Make sure you don’t rush to the program and make sure you say your price. Now, if you have a hard time with numbers, I know I was really afraid of with numbers, practice your price. If you can put that in the chat, somebody put it in the chat, practice your price.
What I would do is I would just start saying, I charge $25,000. I charge $50,000. I charge a hundred thousand dollars. I charge a million dollars. Why? Because I wanted to get comfortable with those numbers. Growing up, I was used to 10 cent raises and celebrating that. So I was not used to celebrating $10,000, $5,000, $50,000.
I had to get accustomed to it and had to normalize those numbers for myself. So for those of you who are watching, normalize those numbers, just start practicing it with your dog, your cat, your, your husband, your wife, your boyfriend, girlfriend, whoever it is, start practicing.
All right. So in the chat we’re talking about Shawn’s contagious energy, his amazing gold nuggets, and his very explicit language. The shut up was just too far. Thank you for that. I really liked that. Just kind of preparing yourself, preparing them. Do you ever think about like when you see a wild animal? I tell my kid all the time, that animal is more afraid of you than you are of it. And I feel like some of the same things could apply to or prospects. Like they’re kind of stressed out too, right?
Not only are they stressed out about the problem that they’re having, they’re stressed out about how much you’re going to charge them, and what the process is going to be, and how’s it going to feel? Are you going to shame them? Are you going to this?
So you guys like all that nervous energy is coming to the call. So what can you do to, to remove that? You know, how can you do all that without chatting like crazy? How can you set them at ease? How can we help them reduce that pressure?
Okay I’m so excited, I only have 60 seconds. So I have a couple of things. Number one, always have strategic relationships with other people who do what you do or do other things than you do. Because if somebody is a no, to me, it doesn’t mean they’re no to investing. It means they may be a greater fit for someone else.
I have relationships with people where it’s like, hey, if I bring you a new client, will you give me a 10% commission? So anytime I’m on a call, I’m going to be making money. Whether they buy from me or buy from somebody else. The second thing I would say is there’s three questions you should ask yourself every single day, because it does come down to numbers.
The three questions are this. If you’re taking notes, write this down. The first question is, how many conversations did you have today? How many conversations did you have today? If one no is only one no, but if you’re having five conversations, you have more opportunity to make offers. So how many conversations did you have today?
How many conversations do you have scheduled for tomorrow, because that’s a determinant of how many people, you have an opportunity to land as a client. Then how much money did you ask for? Notice I didn’t say how much money did you make? You cannot control, no matter how much you want, can I control whether or not somebody says yes or no? You can only control how much you ask.
So you have not because you ask not to go make the ask. If you hear a no, it means you’re an action way to go and go to your next one, make it the next task. The more you ask, the more you’ll have.
Again, thank you so much for spending your Tuesday afternoon, or Tuesday morning, or Wednesday morning with me. I really appreciate you. Thank you again so much for being here with us today.