25 minutes | Dec 30, 2019
EP43 The Real Reason You Aren’t Closing More High Ticket Sales
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: How to effectively use the 5 shifts to ensure that you will laser target what you are selling. How to effectively position your calls to easily convert them to cash and increase sales. The importance of connecting with your caller and guiding (not "closing") them to a successful sale. How to use your internal wisdom to have the ultimate sales conversation without using scripts or sleazy sales tactics. Grab your FREE “Convert Calls To Cash” download HERE. Grab your FREE “Convert Calls To Cash” download HERE.
26 minutes | Dec 23, 2019
EP42 The Art and Heart of High Ticket Closing
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.
22 minutes | Dec 16, 2019
EP41 Why Cold Calling Sales Scripts Are Not the Way
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.
24 minutes | Dec 9, 2019
EP40 Why Hiring A Salesperson Ain’t Easy
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 Janet@salesmap.me
30 minutes | Dec 2, 2019
EP39 How the Best Salespeople Cope with Rejection
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.
21 minutes | Nov 25, 2019
EP38 The #1 Survival Technique for High Ticket Salespeople
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.
24 minutes | Nov 18, 2019
EP37 The Biggest Sales Mistake
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.
37 minutes | Nov 11, 2019
EP36 The Real Cost of Hiring a Salesperson
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 Janet@salesmap.me or visit her website at www.salesmap.me
30 minutes | Nov 4, 2019
EP35 Why Your Business Is Stuck At 100K
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.
20 minutes | Oct 28, 2019
Ep34: How to Fix Your Sales Slump
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 Janet@SalesMap.me. You will get a clear idea of exactly how those marketing and sales systems should work in your business.
33 minutes | Oct 21, 2019
EP33: Are You Optimized for Sales Growth
Are You Optimized for Sales Growth “The next stage of evolution in your growth is that you're going to need to bring on a salesperson.” - Janet Clark (22:14 - 22:19) Introductory Statement. Overview of what the article is about. In this episode of The Sales Matchmaker, Janet introduces the guest, Dan Nicholson, who is a financial wizard. They discuss the importance of recognizing the various systems that you all have to look at within each stage of your business. One of which is the financial system. Most people don't associate entrepreneurship with writing an accounting standard. Anyone who takes the entrepreneurial route are more tuned in than a lot of other people to their God-given strengths and talents. There's something inside of you that's saying you're supposed to do it your own way. You're supposed to do it different and better and make a bigger impact. But then you come into this financial part of it, which a lot of people shy away from, and it becomes an intriguing area. “When you're in sales, you're acutely aware of pricing bias, and anchoring bias and how you need to overcome that with your potential clients in the sales process.” - Dan Nicholson (9:02 - 9:18) We have this unconscious mental biases within us that we probably don't even know are there. Even if somebody tells us they're there, we don't see it. And yet they will hurt us as we look at how we're going to increase our sales, what we're going to charge out in the market for the programs we're delivering, what our worth is in the marketplace, and our ability to be able to actually sell ourselves at a high ticket level. For business people who don't have somebody helping you from the financial perspective, you are probably limiting yourself because you can't see your own biases and you can't see your own limiting belief. One of the Basic Economic Principles is that Money is Fungible. The idea is that you can replace money with other things that are tangible but of equal value. However, for so many people, the more money they get, the more they spend. So you need to ask yourself that when you do get your money, what are you going to do with it? The book 'Profit First' is all about bucketing all the money coming into your business, making sure that you pay yourself first. As entrepreneurs, we know that's what we should do but we don't always do it. We have to make sure that there's some money put aside into the profit. “One of my main principles is first we optimize then we maximize.” - Dan Nicholson (18:16 - 18:20) Maximizing is what conventional financing is about. Optimize is about considering what is the most critical path or thinking about the outcome that you want a year from now. So the next level in your business growth is profit priority. The exercise is to think about what you want and lists it out. If you want to hit these goals in two years or five years, you need to know how much do you actually need to make the business grow to make that happen. That becomes a much more systematic targeted way of growing. 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.
24 minutes | Oct 14, 2019
EP32: The 3 Big Objections and How to Overcome Them
The 3 Big Objections and How to Overcome Them "Most Salespeople Avoid These Conversations Like The Plague." - Janet Clark (9.39-9:56) There are 3 common sales objections that a salesperson hears at the end of a conversation. There are no magic words and no savvy script that can help you get past these objections. Because in actuality, these are no objections at all. Part One Of The 3 Big Objections and How To Overcome Them Most sales training programs spend a lot of time on this concept of overcoming objections. Most of them will give you steps that you should use to overcome them. There's always going to be some kind of a technique or tactic that most sales trainers are going to teach you about overcoming objections. A lot of times they'll give you this pre-scripted response and tell you to go practice them, and roleplay them. You have to really start rethinking the way that you get to the end of these sales conversations. Because the three objections that you're hearing - money, time, partner - those three things are not the reason why your prospect is not buying from you. If you are continually hearing these objections then you have to rethink everything about what you're doing with your business if you are the coach or the consultant. If you're the salesperson, you have to reassess the way that the coach or consultant presents what they're doing. Part Two The 3 Big Objections and How To Overcome Them There are five high ticket sales mistakes that you need to fix. Once you fix those, then you can go on to the next stage where, if you are still getting these objections, you have to figure out why and what you have to do about it. The first step in overcoming or eliminating objections is that you have to fix the 5 high ticket sales mistakes. When it comes right down to it, those three objections are smoke screens. They're bluffs. They're not really the reasons why your clients are not buying from you. You should be able to knock those three things out as issues before you lay out your offer. “In the words of Stephen Covey, in the 'Seven Habits of Highly Effective People,' you begin with the end in mind.” - Janet Clark. (8:19 - 8:27) You have to go into every single sales call and make the following assumptions: This prospect does not have five thousand, ten thousand, or twenty-five thousand dollars just sitting in their bank account ready to hand it over to you for your program. You have to assume that they don't really have the money for this. The second thing you are going to assume is that there is another stakeholder. There is somebody else that's going to be impacted by this decision. And if this person makes this decision or doesn't, it's still going to impact somebody else. This prospect that you're talking to, who is more than likely an entrepreneur, a business owner or at some level of business, does not really have extra time to invest in working with you in your program. You need to identify those things during your fact-finding stage in your sales process. You want to be able to have those discussions before you make an offer. In the beginning part of the sales conversation, you have to ask your prospect what they know about the program, what they know about the success rate of the program, and what they know about the coach who is offering the program. The goal here is, to begin with, the end in mind, go into your sales conversation, seeking to figure out if this person can answer just two questions: Do you believe this program works and do you trust the coach that is delivering it? Do you believe it will work for you? When you can get to the point where the answer to both of those questions is yes, there is a possibility that you're going to make a sale every time. And your prospects are going to figure out how to get the money, how to get their partner to agree and find the time because they know that it's going to work for them. 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.
18 minutes | Oct 7, 2019
EP31: 5 Preventable High Ticket Sales Mistakes
“Did you know the average cost in time and money to recruit, interview, hire, and train a salesperson is $25,000 and only ⅕ of salespeople make it?” - Janet Clark (7:12-7:22) There are 5 preventable high ticket sales mistakes that coaches, consultants, and agency owners are making in their business. If you know you are not closing the sales that you should be closing, pay attention closely to this message. Once you fix these five issues, you will be amazed at how your results improve to help you close more high ticket sales. Part One Of Five High Ticket Sales Mistakes Many coaches and agency owners are not targeting a specific ideal client. Instead, they go broad in their marketing. This is a huge problem. As counterintuitive as it may seem, it is better to focus on a narrower market. You can pinpoint your benefits and features to a specific industry and speak to the customer in language that resonates with them. Casting a wide net will not increase the probability of success. “Craft An Offer That Appeals To Both Logic and Emotions” - Janet Clark (5:50-5:55) Your competitors are out there and doing everything they can to make their offer very appealing. You have to know what your competitors are offering than build value into your offer to make it irresistible. It’s going to make sense for your prospective client to look at the offer and make it a no-brainer for them. Something that they are going to say in their head… “Man, I would be crazy to pass that up.” This is what makes an offer irresistible. Part Two Of Five High Ticket Sales Mistakes Did you know the average cost in time and money to recruit, interview, hire, and train a salesperson is $25,000 and only ⅕ salespeople make it? It could cost a coach $125,000 to bring on one good salesperson. Now, that doesn’t take into account the lost opportunity cost of not having a salesperson on board because that person could be generating $20,000 a month in sales. So, there’s another $240,000 in lost revenue. That is a huge number. With our program called SalesMap, we know we can put a program together that eliminates all of the costs for coaches and consultants. It recovers the lost revenue opportunity and adds huge value to them. And, at a $25,000 price tag, that is a no brainer offer for them especially when there is an ROI guarantee attached to it. Part Three Of Five High Ticket Sales Mistakes You won't be surprised to know that 43% of coaches said their business comes from referrals. We all love referrals but if you are depending on referrals to run your business, you are going to be on an income roller coaster. “You cannot control, predict, or rely on referrals every single month. - Janet Clark (9:33-9:40) You want referrals to be the cherry on top, not the single-core of the way you bring in revenue every single month. How to Get Involved If you’re ready to be matched with your high ticket closer, 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. Email Janet@TheFreedomShift.com OR Find out more about her work with The High Ticket Freedom Shift program on her website.
22 minutes | Sep 30, 2019
EP30: Sell Me This Pen
“The way you sell anything is the way you sell everything.” Janet Clark (1.58-2.02) Have you ever been in an interview for a sales job or you worked for a sales manager who said to you, “Sell Me This Pen?” The reality is that many coaches, consultants, and agency owners are making costly mistakes when it comes to selling their programs and products. Part One Of Sell Me This Pen: Don’t Sell The Features, Focus On The Benefits Most salespeople tend to launch into features because they’re something that both the prospect and seller can visually see. And, when you want to sell something, you want to focus on the marketing messages that sell the transformation to potential customers. As much as we want to believe product features will sell. They don’t. Customers care more about how your product or service will enhance their life. The destination will resonate very strongly in the customer’s mind, and that is what will trigger the sale. “Share a life-enhancing solution.” - Janet Clark (2:13-2:37) Part Two Of Sell Me This Pen: Explain How It Will Enhance Their Life Discover how the pen is going to enhance the life of your prospect. It doesn’t matter what the bells and whistles are on the pen. What matters is does this pen represents something that the prospect needs and wants? If not, you won't be able to sell it to them. You need to understand the psychology behind why do people buy. People are looking for status, safety, comfort, prestige, and convenience. Until you determine what your specific prospect needs, there is no way you would be able to convince them to buy anything; no matter how amazing your product or service is. It’s never the feature that we care about; it’s the end benefit it gives us. As a coach, consultant, or agency owner… you need to have your own unique system or program that offers some transformation for a business. The truth is that people are not laying in bed at night, trying to figure out what pen to buy. So, if you want to sell your transformational programs or “this pen”, you need to get to know your prospect, build rapport, and ask them specific questions. This is why I developed a HEARTFLOW framework that explains how to do high ticket sales. Tune in to the podcast to hear what each letter stands for when you are selling your programs and systems. “You need to have your own unique system that offers transformation.” - Janet Clark (14:30-14:40) Part Three Of Sell Me This Pen: Scale Up Your Business The 10% of business owners who do scale up past six-figures into seven figures do 3 things differently. Would you like for me to share with you what they are? 10% of people who do SCALE up have an irresistible offer targeted to an exact client. They have a system in place to consistently generate new leads to enroll new clients. They learn how to be a leader. They learn how to lead a team of people in a very effective way so they can retain TOP sales talent. How to Get Involved If you’re ready to scale up in your business and breakthrough six-figures and beyond, then you are going to want to reach out to me at Janet@thefreedomshift.com for more sales training and matchmaking. I have personally sold millions of dollars for TOP entrepreneurs and I know I’ll help you make more money, have more fun, enjoy life a lot more, and get to the point of FREEDOM.
27 minutes | Sep 23, 2019
EP 29: Your Plan for Sales Mastery
Your Plan For Sales Mastery “Practice Does Not Make Perfect With Sales. But, It Will Make You A lot Of Money!” -Janet Clark (8:35-8:40) Many coaches, consultants, and agency owners feel they are not cut out to be a salesperson. And, everyone wishes they could do better at sales. In fact, many of the coaches that I speak to say, “I hate selling. I’m not good at it.” You are not alone. When it comes to mastering sales, there’s one teaching strategy that I use. It’s an ideal acronym for learning new sales techniques and remembering them. I call it, PLAN. Part One of Your Plan For Sales Mastery Practice: If you want to know why I’m great at sales and have closed $100,000 packages, it is because I’ve been practicing for DECADES. Have you ever watched major league athletes? They are continuously going out and practicing their techniques. And, you should too. In sales, it’s all about going out there and playing the game. Every one of us is different so, it is always going to be a new playing field. You are playing a new team. You are up against a new opponent. The challenges you will face in communication are always new and always different. Each time you get out there you will experience something different. You have an opportunity to practice your own communication skills. You are just going to get better, better, and better as you do it. If you feel you are not doing enough sales calls, then get on more. Keep practicing. “You will not be great at sales if you do not know how to lead a conversation.” - Janet Clark (9:26-9:34) Leadership: A great leader is a strong, confident person who has a strong sense of self. You have to have the confidence to lend it to the prospect so they have it to move forward. If you do not have the confidence, then you need to hone in on it. Another quality or characteristic of leadership is conviction and that means you need to be steadfast in your belief of what you are selling. And that goes for you if you are a coach, consultant or salesperson. You need 100% conviction that you are leading a client into something that will enhance their life or business. The next thing is curiosity, a good leader cares about people. A good leader wants to understand what makes someone tick. They are genuinely interested in that person and they have a strong desire to help that person. This requires empathy, understanding, ability to listen, ask good questions and then be able to get people to open up to you. That is what leadership is. “A great salesperson will not be afraid to hear ‘NO’ ten times!” - Janet Clark (14:04-14:11) Ambition: Salespeople who are really great will not stop even when it seems they will not get the sale. They are AMBITIOUS. Ambition means having a strong desire to do or achieve something that requires hard work. And here is the thing, in our society, unfortunately, most people are not willing to do the work. They want instant results. And, that is not the way it works. Statistics show that 80% of all sales are made by 20% of the good salespeople. And, 20% of those people are the ambitious ones who will push through rejection even when it feels hard. The salesperson will find a way to present the offer in a slightly different way or condition to earn the sale. “The opposite of networking is not working.” -Janet Clark (15:36-15:40) Network: Networking is the key to everything in sales. People will buy from people they Know, Like, and Trust. Whether you are a coach, consultant or salesperson, you have to have strategic alliances. It’s one of the missing ingredients that high ticket closers face. They have not built a foundation of trust. That is one of the sad situations that we are finding ourselves in right now. Salespeople have lost the art of selling and the art of relationship building, prospecting, getting in the head and heart of the person. It used to be networking took place outside of your workspace where you went to industry events, but it’s not imperative that you need to leave your computer in order to network. It’s totally possible now to build relationships with people all over the world through Zoom calls, LinkedIn, Facebook and all sorts of social media platforms. How to Get Involved: If you want to master sales and become one of the TOP 20% of salespeople or consultants in your space, follow this acronym PLAN and reach out to me at Janet@thefreedomshift.com for more sales training and matchmaking.
20 minutes | Sep 16, 2019
EP28: Are You Salesperson Ready
“You have to have an irresistible offer, and you have to know who your target client is for that offer.” Janet Clark (3:16-4:10) Are you salesperson ready? And, why it’s important to grow your team. You can double, triple, and even quadruple your business when you add a great salesperson. But first, you need to make sure you have the right offer in place. Your Offer is your key to success because if you are one of these people who continuously customize your offer, you cannot duplicate and scale. You need to create your signature system. Otherwise, you risk being a commodity. And being a commodity typically leads to smaller profit margins and diminishes the value of your brand, your pricing, and the clients you attract. “You want to have a proven program, that you already sold at high ticket level. And, you have gotten results from your clients.” - Janet Clark (5:20-5:50) And, when you understand the sales process, and how to build long-term customer relationships, it will pay off in spades. As long as you have been able to sell your program and have gotten results, then it is time to consider bringing on a salesperson. And because you have the track record of success, you now may share case studies and success stories. Part One Of Are You Salesperson Ready: Have Your Own Trusted Advisor One point that is super important, that most people do not think of is, having their own trusted advisor, someone who may mediate between the salesperson and communicate the programs offer. And as the sales matchmaker, and I have lived it and been there, and I can see where someone may fit, and receive the right salesperson to bring the connection and have things run smooth, to learn how to communicate. Listen in for the whole podcast to hear the entire 10 point checklist to review and understand when you are ready salesperson ready. “Do you have a plan on how to grow your business?” - Janet Clark (8:33-9:13) When you bring a salesperson on, do you have the capacity to take on 3x, or even 10x the number of clients, and have the ability to scale? This is the question you need to ask yourself. If you are already selling your program and have people raving about it, you can afford to bring on a salesperson. When a new client is enrolled, you just need to afford payout for commissions. And, usually, these commissions start at 15%. 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.
22 minutes | Sep 9, 2019
EP27: Why Do You Hate Your Clients?
“You have to commit to yourself that you’ll only work with clients you love.” Janet Clark (19:01-19:07) When I started The Freedom Shift, I quickly grew it into a six-figure business. But I actually created a job from hell. Not only were the clients a wrong fit for me, but the services I had offered to do for them weren’t aligned with what I enjoyed or am good at. I delivered the services I promised to those clients and went back to square one. I hired a mentor to figure out what happened. I’ve had fewer bad clients since then, and I now know how to make sure it doesn’t happen again. Three Reasons Why We End Up With Clients We Hate Reason #1: Not Having a Clearly Defined Set of Deliverables People hear what they want to hear, and clients sometimes misinterpret what we promise. For example, let’s say we have a 90-day program and our client doesn’t get the result in that timeframe that they expect. Does that mean that we failed to deliver, or did the client fail to implement the program? What happens if the client doesn’t follow the process and complains because they didn’t get the results they expected? The solution to this common problem is to create a roadmap for clients where you define deliverables that are tangible and easy for the client to see. We implement a checklist clients can use to measure their progress throughout the program. It keeps them motivated and engaged because they see the progress they make. “You need to have milestones and written expectations of what success looks like for your clients in your program.” - Janet Clark (8:50-8:59) Reason # 2: Not Charging Enough Coaches and consultants often sell their programs below their real value in order to establish a reputation and get some customer success stories. But in the process, we attract lower-level clients. Too many coaches don’t rise out of this stage quickly enough. Once you’ve received testimonials and have satisfied clients, change your rates to match the value you provide and attract higher-level clients. “When you have a client who’s willing to invest at a higher level in their professional and personal growth, they’re going to be much easier for you to work with.” - Janet Clark (14:30-14:42) Reason #3: Not Working with the Right Clients Commit to only working with clients you love. Get clear on who the ideal client is for you. You started your business to help those people you love to work with. This raises everyone’s level of joy, freedom, and success. Clients get amazing results and you get great feedback that helps you build your business. Addressing the three reasons why you might hate your clients helps you create new relationships with the clients you attract. You’ll finally love your business and your clients. 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.
37 minutes | Sep 2, 2019
EP26: Marrying Marketing with Sales
You can marry marketing and sales so that they work synergistically. That way, salespeople turn your leads into clients who are enrolled in your program.” (3:44 - 4:06) - Nazim Agabekov The disconnect between marketing and sales teams is one of the biggest reasons why leads fail to convert into paying clients. If you want to improve your sales and grow your consulting business, make sure that your sales and marketing teams are working synergistically. "When you’re on a call with a prospect looking to make a life-transforming investment, you need to have energy and enthusiasm. But that energy is sapped when you’re talking to leads that aren’t a good fit for your services.” (25:44 - 26:01) - Janet Clark Qualifying leads for time, energy, and money can increase the likelihood that they’ll be a good fit for your services. It helps your salespeople guide them on the sales call as they help them make the life-transforming investment of joining your program. 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.
22 minutes | Aug 26, 2019
EP25: Double Secret to Double Sales
“When you value yourself to make a higher-level investment, you’re automatically going to increase your rates.” Janet Clark (13:50-13:58) The double secret to doubling sales is a two-part solution, and combining the two lets you see exponential growth in your sales. You can double your sales once and then double them again in less than a year’s time. I’ve seen people quadruple their sales in one year using this combination. Part One of the Double Secret: Invest at the Level You Want to Charge for Your Own Programs The wrong mindset can cause coaches and consultants to get stuck at a sales setpoint in their business. But when you take action and do something new, your mindset and setpoint automatically change. If you want to increase your rates, taking action means investing in a coach or consultant who charges the same rates you want to charge. If you’re willing to pay $10k or $25k for a professional development program, you’re going to be able to charge $10k or $25k for your own program. When you invest in yourself at a higher level, you reprogram your setpoint. Since your setpoint is subconscious, you have to change it through action. When you take action, the change is automatic, and you control your own setpoint. If you want to charge $50k for your program, then invest in a $50k program for yourself. You’ll get that money back as soon as you sell your first $50k program. “There’s an absolute correlation between what you’re willing to invest in yourself and what you’re able to charge others.” - Janet Clark (11:54-12:04) Part Two of the Double Secret: Hire a Salesperson In order to reinforce your new setpoint, you’ll need to go out and sell just one of your higher-level programs. As soon as you enroll somebody at a higher rate, it’s time to bring on a salesperson to help you. Since you’ve validated your program by selling it to someone, it will be easier for your salesperson to see the value in your program. Once you have a salesperson on your team, you get to do the work you came here to do and make the impact you want to make. You share your genius with your high-level clients in a way that changes their lives. “When you step out of the way to let somebody who’s good at sales and loves selling do what they do best while you focus on what you do best, your sales skyrocket.” -Janet Clark (19:31-19:50) You’re not only going to double your sales once, you’re going to double them again and again because you move into your flow. I’ve seen this happen time and again with my colleagues, my clients, and myself. With this double secret, you can double your sales and achieve a new level of success in your business. 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.
26 minutes | Aug 19, 2019
EP24: The Simple Secret to Double Sales
“When you’re stuck and your business isn’t going forward fast enough, you need something to jolt you out of it. Sometimes, the thing that will do it is counterintuitive.” Janet Clark (1:21-1:37) Selling yourself isn’t always easy. As a coach or consultant, sales calls can quickly turn into coaching calls when you’re so enthusiastic about your offer that you start to teach and coach rather than sell. Your ego and emotions can begin to drive the conversation, and you become so attached to the outcome that you’re more likely to perceive a “no” as a personal rejection. It’s also difficult to know how to value your own work. You know your process from the inside out, and you want your clients to understand how you’re going to help them. So you take on any client who’s willing to pay you, even when they aren’t a great fit. “When you don’t understand how to value your own services, you offer lower-price services and attract lower-level people.” - Janet Clark (10:57-11:24) The secret to overcoming the barriers that keep you from selling your services is to sell them for someone in your niche who’s already selling a higher-level program to higher-level clients. It’s easier to sell a high-ticket program for someone else than it is to sell your own. Selling for Others Can Shift Everything for You When you’re not selling your own program, you don’t go down the slippery slope of coaching on a call when you should be selling. You realize that you have to sell the result and the transformation without getting bogged down in the process. You can defer their questions and keep the call focused on the question that ultimately needs to be answered: “Will it work for me?” Your ego doesn’t get bruised when you’re selling for someone else, and you aren’t emotionally attached when you conduct the call. You focus on the prospect and use a heart-flow sales approach. Selling higher-level programs to higher-level clients shows you that you really can sell to people willing to invest at that level. “The best way to gain confidence and double your sales is to go out and sell a higher-level program for somebody else.” – Janet Clark (14:44-14:54) Selling higher-level services for another coach or consultant makes you money faster, helps other business owners, and gives you an inside look into their business, which you wouldn’t get if you weren’t on their team. It enhances your experience and expert status. It establishes your credibility in the marketplace and impacts your mindset and your confidence. Selling high-level programs to high-level clients can be the game changer you need to to become a more effective and profitable salesperson in your industry. 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.