Master the Sales Game

Too many times I work with clients who have spent a lot of time creating offers that don't have buyers waiting to buy! In this episode I share and teach my proprietary framework for how you can create and pre-sell items that you are putting out in the market. I'm talking about real life examples. This is something I actively do in my business today and it works! In fact, I just did that with an offer right before the end of 2020. Knowing these strategies will help lead your customers to the point you want: Sales and qualified leads. The best part is everything you need to make this happen so you can serve them in the best way is already inside of you! Let's dive into it.     Biggest Takeaways: Sharing information is important! Use this in your advantage. Products are like books. People don't buy books, people buy what's inside the book that will help them. It can be easy, if you can generate transformation from start to finish. Think about what people want and how you could serve their biggest desires. Feedback is an opportunity to get powerful knowledge about what you are offering Think more about where are you now and where you want to be Don't get trapped into creating without validating This works no matter what you sell Don't forget it's about your customers. We are all making P to P connections. When you have understanding of your customer base it allows you to have a higher level of relationship to serve at a deeper level. This P to P Connection is a multiplier effect. Evaluate what you're doing with your potential clients. “Seek first to understand, then to be understood.” ~ Stephen Covey Look at feedback from a learning perspective. Highlights: Particular Platforms for funding and support [02:54] Real life examples [04:26] My “Book End™” method [05:04] What do you need to create transformation [10:20] Your main job when you're pre-selling something [13:53] How your creation can happen very quickly [20:32] How to avoid disconnection between your company and your customers [21:20] How to maintain personal connection [22:55] Things that business owners underestimate [28:14] Where this whole P to P method came from [33:27] Also, take a look at the episodes I mentioned to help you to come up with possible ideas for your offer

The worst thing each month for a business is wondering how bills are going to get paid. And the bigger the business gets, the worse this can be. The good news is if you get a handle on this now, no matter where your business is, you'll see what gaps you have and how to fill them. Creating consistent income doesn't have to be difficult. But it is important for sustainable business success. There are simple strategies you can implement today so you're not starting from scratch each month. This is critical so you're not working harder than necessary and can focus your time and efforts on changing your clients lives! In today's episode I will share How to Get Paid More Today and Generate Consistent Income with the Sales Game. As a business owner, you likely want to be paid well for your skills and knowledge. After all, that's what expertise is all about, doing something with excellence. This works, even if you're brand new, never had clients before, or you're an old hat, and have tons and tons of clients, but maybe not getting paid what you believe you should be getting paid. Let's dive in!   Biggest Takeaways: If you're able to align your business model and take the right actions at the right time, the right results will happen. If you fail to plan, you plan to fail. The best way to plan is to make sure that you have some kind of framework. Once you've achieved a certain level of success in your business, it is much easier to then continue to grow to seven figures, just with a few subtle tweaks. Using the incorrect strategy for the wrong stage will get you in a lot of trouble. Stop being a generalist and start being a specialist. It really is about owning your expertise. You have a very specific type of skill set that's uniquely suited to a certain subset of people. That's your niche. The more specialized you can go, the easier it will be for you to command top dollar prices.   Highlights: The number one thing that clients often need help with [00:49] how to get help and support [02:51] Your number one job: common block #1 [07:19] Your number two and number three job: common block #2, 3 [11:02] Continued growth strategies and what's required [13:49] 1st Strategy to Get Paid More for Your Expertise [23:19] 2nd Strategy to Get Paid More for Your Expertise [38:20] 3rd Strategy to Get Paid More for Your Expertise [40:24] Quick review on the top three strategies. [47:11]  

The significant problems we face cannot be solved at the same level of thinking we were at when we created them. Whenever a problem arises, there is an opportunity to improve, to be a better person and professional, right? So then how do you turn problems into victories? How do you actually make sure that your sales funnel is converting your leads to paying customers? I keep seeing people struggling over and over again to get the right leads or to get those leads, converted into paying clients and everything in between. So today we're going to dive in with five specific things that I believe your funnels must have in order to consistently convert those leads into paying clients no matter where you are in your business journey. Biggest Takeaways: First lesson: problems are not going to go away. No matter how automated your process is, something may or may not always fire. Nobody fits into a linear box when solving problems. This is about being genuine and heartfelt and leading with a heart of service. Do not underestimate how far problems can go, but never underestimate your capability to solve them. The thing every customer really wants to hear, but is often overlooked by businesses. You need to be specific, otherwise nobody is going to know that you're actually speaking to them. The more targeted you are, the easier it will be for you to hit right on the nose exactly where your target needs to go. The more niched down you can be, the faster you're actually going to see traction and growth. Big pain equals big payments. When you confuse, you lose. Don't forget to ask. You need to give them the opportunity to actually do what you want them to do. You are your best case study or testimonial. Co-create with your clients and with the leads that are coming through your sales funnel.   Highlights: The background or the context about this topic [00:54] 1st step to solve problems: Understanding your area of weakness [04:21] A Practical Example – Understanding the whole scenario [10:22] What happens when things quickly go wrong [17:19] How we grow as business owners – The side parts of the universal goal in business [26:35] What your customer want from you when you face a problem – Things to make it different [31:05] What I want you to know [39:15] Understanding your Sales Funnel [40:04] How to handle objections [46:42] Join Sales Mastery Society [53:57]  

How often are you spending hours on creating proposals that don't end up closing into signed deals? Sending proposals when you haven't properly sold your services is not what's going to get your customers to buy. Making money, growing your customer base and creating value for your business and for the world doesn't have to be difficult or complicated. It can be easy if you have a process and The term “empathy” is used to describe a wide range of experiences. Emotion researchers generally define empathy as the ability to sense other people's emotions, coupled with the ability to imagine what someone else might be thinking or feeling. In other words: The ability to share someone else's feelings or experiences by imagining what it would be like to be in that person's situation. One of the most important things in the process of mastering the sales game is to study empathy not only as a feeling, but also as a mindset on how to solve problems, understand demands and present a solid proposal that helps your customers have the best solution for their needs. In this episode you will learn the full meaning of empathy in the sales world and how to use it to leverage your sales and impact in the world. Are you ready? Let's dive in!      Biggest Takeaways: If you're selling business to business, not all B2B sales require a proposal. If you want to get your proposals accepted, you need to follow their instructions. You do not do heavy lifting with a proposal. Do NOT use a proposal in order to avoid negotiations. You are the one that actually has to actively sell. Your proposal is a part of the sales process. Empathy is defined as the ability to share and understand the feelings of another. Empathy is related to our emotional quotient or emotional intelligence. When we are dealing with our potential customers, our leads or prospects, they often make decisions and buy based on emotional reasons or rationale. Human beings justify that emotional buy using logic. It's important that we use both the logical left brain and the creative right brain, or the more intuitive, emotional side of things. This is all about understanding, being able to use your brain to logically understand another person's perspective about what's happening from a situation. Empathic concern is really about the ability to sense to have an understanding, but really, it's about sensing. Empathy is not just about timing. Empathy is the basis for really solid communication. Every step of the process is really about re-engaging, reinvigorating and re igniting the fact that you're on the same page together with your prospective client.   Highlights: How you position yourself when you are having to sell using proposals [02:50] What to do if you're selling business to business [03:48] Why your proposals do not get accepted [04:36] 1st thing to do to Increase Your Close Ratio for Sales Proposals [05:12] 2nd thing to do to Increase Your Close Ratio for Sales Proposals [06:02] 3rd thing to do to Increase Your Close Ratio for Sales Proposals [06:25] A great place to make sure that you clarify expectations [08:29] Why you need to highlight your proposals [09:18] What is empathy [15:31] Three main types of empathy [15:49] Three different ways that we process emotional information [16:51] The whole point of having empathy [24:02] Things that allow you to create appropriate connections in your sales [25:21]

In today's episode, we'll talk about the three different types of leads for your business and why it's important that you don't approach them in exactly the same way and understand the differences to see more strategies, more customers and more sales coming. This episode will be very specific and related to the generation of leads for your possible, probable and already customer. We also will dive deeper into how you can gain more customers if you use the right strategies to convert and create more customer loyalty. We're identifying where you are in your own sales process and how your marketing efforts can help support you in growing and maximizing those opportunities so that you can get more clients and more sales. Let's dive in!       Biggest Takeaways:     Hot leads are usually the smallest percentage of your market. You're going to have about 3% of the total number of people that you are talking to about your products and services that are in this hot category Hot leads or hot deals are ones that are about to imminently close, that person is ready to buy Your customers are actively seeking for a solution that will solve the problem that they are struggling with. Just because people are not yet ready to buy, that's not a bad thing. Warm is better than cold because warm people have self-identified in some way. They have said "I'm interested". The sales game is a long game. Most of the time, your cold market is your biggest and broadest audience. Content marketing is a great way to start attracting them. The AIDA method: Awareness, interest, desire, and action. It is about moving people from cold to warm and then warm to hot The definition of a hot lead for our purposes today is somebody who is ready to buy or has made the purchase. You can't just all of a sudden decide to promote only when it's time to sell. People remember how you made them feel. You need to keep moving people forward and you still need to stay connected to those who are not yet ready to move forward. Just train your clients to take action, because the more that you can do that, the easier it becomes for them to actually take action when it comes time for them to buy. People tend to unconsciously select information that supports their views, but ignore those that contradict it.   Highlights: The Hot Leads - Understanding the Concept Behind It [01:29] Things to think about [03:03] Warm leads are people who now know about you [04:55] Warm is better than cold [05:55] How do you identify people who are in your warm market? [06:24] The cold leads [11:35] The whole sales funnel approach [15:41] Consistent Leads - A Mini Course to Improve Your Business Leads! [17:19] Cold leads in terms of your marketing efforts [18:42] Awareness, Interest, Desire, and Action - The A.I.D.A Method [19:20] It's really important for you to have a really in-depth knowledge about this [22:01] Thinking about marketing efforts focused on cold audience [22:57] Moving people from cold to warm [23:30] A.I.D.A. Method works across all the three categories [24:34] The Moments of Truth [25:53] The Key thing [28:09] The purpose of your content is about identifying people ready to move to the next step [29:23] How do you market your hot leads? [32:52] Remind them that they have made a good decision [37:07] How to do this without making things overly complicated? (even if you have a small team) [39:42] Sales Mastery Society - An Opportunity to grow your business and yourself as a entrepreneur [41:23]

Have you ever thought about the difference between inauthentic sleazy sales and an authentic sale? Is it the process or product that we are selling? Is it how we negotiate? If you're thinking, “I need to follow up with people. I'm really scared. I don't know the fine line that I need to walk between being persistent or being pushy too often…“ In today's episode, we're going to break down the difference between these two states. Why one is so negative, and the other a much more positive state of being. That's the one that I want you to focus on. Also,  I'm going to be sharing a story that helps explain the key foundation piece that I believe is essential for all authentic sales conversations and really all authentic sales. So, let's dive in!      Biggest Takeaways:     Sales take time. It takes time to build a pipeline. It takes time to build relationships. When you achieve your goals, it is not just about the money and the outcome of that money or the dollar value. It's really about that ripple effect that it creates with the people that you're here to serve. It allows you to be relentless in pursuit of that achievement. Instead of worrying about being pushy, think about how you can continually be persistent in the face of those obstacles and challenges. How you can be obstinate in continuance in a course of action in spite of difficulty or opposition. An aggressive selling method is the opposite of authenticity Apathy and being passive doesn't bring you the results you want. Do it with confidence and energy! We are all trying to sell something. Read “To Sell is Human” (Daniel Pink) You're making decisions all the time. And if you're not making them, somebody else is making them for you. If your product is something that your customer doesn't need, there is no point in selling it. Selling is serving, but it's also more than that. Help your customers get what they need. Highlights: When do things become incongruent? [02:11] How perspectives can change over time. [03:13] We are all trying to sell something.[04:10] A story of what not to do. [04:48] What characterizes an authentic sale? [06:23] You have the skill and determination you need. [09:51] What persistence vs pushy really means [14:15] How you can create a win-win situation for both you and your potential customers. [18:25]  The thing that allows you to make offers not only from a money standpoint, but also from an opportunity standpoint [20:05]  How to be more persistent without being pushy [23:54]

Today we are going to talk about how the rich make money. Have you ever stopped to think about great success stories in the business world? How these people think, act and make decisions when it comes to making money, creating wealth and achieving goals is our topic today! Grab a paper and a pen, sit down and let's get to the bottom of all these processes! Let's dive in!      Biggest Takeaways:     It is where the attention is that the energy flows and the result appears. You will not have any more until you prove you can handle what you already have. The habit of managing money is more important than the amount of money you have. Action is the bridge between the inner world and the outer world. Successful people look to other successful people to motivate themselves and see them as role models they can learn from. The secret of the rich is not trying to avoid problems or dodging or getting rid of them, but growing personally to become greater than any adversity. Money is a result, wealth is a result, health is a result, illness is a result. We live in a world of cause and effect. Highlights: Key things to break it down [00:42] The context of all of this topic [01:15] The turning point of the key rich mindset [09:15] How to think in long terms [16:28] The different ways to deal with the numbers [26:27] How to avoid gambling and learn more with your decisions [36:37] The power of a Rich Mentality [51:31] Things that investor advisers won't tell you about [59:28] What you need to do to be a millionaire [01:07:00] What can you afford to lose [01:11:33]  

Today we will dive into the 4 key questions you need to focus on investing. Moreover, how this applies to what is happening right now in the market. I made this special compilation episode to help you make sense of the market and financial field.  We will talk a little bit about the stock market.  You will understand the whole picture in macroeconomics and global economics. In addition, some of the major things that are influencing the prices and volatility. We are experiencing this economic phenomenon right now! You will know how to handle the market volatility in your own business. Take a seat, a pen and a paper and let's dive in!      Biggest Takeaways:     Everybody is going to lose something at some point. When the market has these big swings back and forth, it is very volatile. It can seem very risky for people. Assess if you are taking more risks than you need to, in order to achieve your goal in your time horizon. You can limit the parameters and make it so that there is more certainty. Investing in knowledge always yields the best results. Fear and greed are not good companions when it comes to investing your money. Volatility is a measure that indicates the frequency and intensity of fluctuations in the price of an asset in a given period of time. If you understand concepts such as volatility and risk, you can better estimate the possibilities of losses and gains. To make a profit in the short term it is necessary to count on the fluctuation in prices. Therefore, less volatile assets offer less possibilities for gains. There is no rule or magic formula. Highlights: The 1st Key Questions to Ask When Investing [01:17] The 2nd Key Questions to Ask When Investing [08:22] The 3rd Key Questions to Ask When Investing [09:15] The 4th Key Questions to Ask When Investing [09:20] How the rich and wealthy operate [15:20] What I want you to think about [16:10] Things that you need to be aware of [25:49]  

Do you want more clients saying YES to your products and services? There are 2 key principles we're going to review today: 1) how to get clients even if you have a small audience, 2) how to get them to say yes to your offers and reasons why they won't buy. When you understand your customer's behavior and how to connect in ways that build relationships and trust, you can create simple systems to grow your sales and your business. Let's get you converting your leads into dream clients. Ready to master the sales game? Let's dive in!      Biggest Takeaways:     The best way to become a market of one is focus on your key differentiating benefits. The missing belief that stops you from getting a sale. Create buying opportunities and stop trying so hard to sell. Using referrals strategically instead of a more laid back, responsive business strategy. You're creating an experience when people buy from you. Once you have something that makes sense for you, just put it on autopilot. Your best clients will attract your other best clients. The only limit to opportunity is your imagination. See what's working and keep using that until it doesn't. It's called social media for a reason. People buy from people.   Highlights: The very first thing you need to think about – 5 Simple Strategies [02:01] How to get more Clients using Networking [05:53] How to get more Clients using Social Media [10:32] Why you struggle to get the ideal client – Across the board on Customer Behavior [15:24]  

In today's episode we're going to dive into mindset changes that can help you sell more, make more money and create more opportunities that lead you to a business system that can generate Recurring Revenue. Let's talk about opportunities to get consistent revenue systems in your business in a way that's aligned and congruent to you. These same strategies have generated well over 7 figures for my clients. Ready to create more opportunities? Let's dive in!        Biggest Takeaways:     Opportunity waits for no one People buy from people You also need to know these soft skills of how to interact with people  Don't forget about their mindset, the sales psychology, and their behavior patterns You're creating an experience when people buy with you Diversity, equity and inclusion is not a fad - it's here to stay! The only limit to your opportunity is your imagination. Whether you're selling a product or a service, think of how you can make these “consumable”. By definition, monthly recurring revenue indicates continuity, which means we're going to continue doing the work or providing a deliverable. Monthly recurring revenue increases the value of your business and allows you to not have to work so hard to get more clients through the door. If you're able to retain more clients, keep more clients working with you, and help more of them to find ways to buy from you on an ongoing basis, then you have now turned that one sale into multiple sales without a lot of extra effort. The more results your clients get, the more they want to keep working with you.   Highlights: How is it possible? [00:40] Let's go in deeper [01:06] A practical example on how you can apply this knowledge [07:40] Opportunity waits for no one [09:31] How to be genuine in what you do or want to do [11:15] The steps of the customer journey [11:56] How to do business in a different way [13:14]   

In today's episode We're talking all about how to help your prospective clients buy from you without having to use high pressure tactics that feel sleazy, aggressive, or just simply out of order, because let's face it. We have all been there. We've all been in a situation where somebody feels like they need to squeeze us to death in order to make that sale, that dreaded commission breath versus creating an opportunity for you as the buyer to buy. Right? So we're talking all about the difference between high pressure tactics and creating urgency in your sales environments on today's episode. So grab your paper, grab your pen and let's dive in!     Biggest Takeaways:    When we are using sales psychology, there is a trigger around urgency. When we put so much pressure on them to make a decision to say yes, or to work with us, that it crosses the line and it no longer feels good. What I want you to do instead is I want you to really think about the use of urgency. Sales is all about leadership and you're here to serve people as best as you can. You don't need to back people into a corner. You don't need to be dishonest and out of integrity with what you say or what you do follow through with.   Highlights: The difference between pressure and urgency on selling [02:07] Some real life tangible examples [03:09] Different ways that urgency can show up in your business [09:03] What the urgency mechanism does [13:05]  

Have you been told you need to focus on one core offer? That you shouldn't sell multiple offers? We're pulling back the curtains with another episode with my friend and client Linda Enoh. Dr. Linda Enoh is a former college professor, now, tourism consultant and marketing strategist. As a passionate cross cultural understanding, her purpose is to make travel more accessible and enjoyable for families, specifically to the African continent. We're back for part 2 to share all the details of how Linda's entrepreneurial journey has helped her successfully sell multiple offers along the way. You'll hear how pivoting helped create more aligned offers that are easier to sell at higher price points! Find out how you can do the same in your own business too. Let's dive in! Biggest Takeaways:    There are principles to make things better in a deeper way. First of all: You need an offer to sell. Key words in this process: Confidence and Competence. Possibilities are generated when you create opportunities. There is nothing wrong if your plans do not work, as long as you're taking inspired action. Time spent - in things that can make you better in chasing your dreams - is never a waste of time. Take action and help more people to create more momentum.   Highlights: The Secrets to Figure Out your Sales Strategy [00:41] The moment when you achieve success [07:43] How conversations can evolve to another step for a powerful offer [19:26] Specifics moments when charging more can help your business [23:27] Low and High Prices: A practical example on how it works [32:10] What I want you to know [50:23] How to succeed as a multi passionate visionary entrepreneur [01:01:47] The power of the common language of the digital world [01:12:47] Content Creation Made Easy and other Resources [01:20:09]   Connect with Linda and get your free gifts! Linda's Facebook: http://www.facebook.com/lindaleloenoh How to turn 1 simple Facebook post into 32+ pieces of content: Download this free resource here: http://tinyurl.com/1to32video Download your FREE 365-Day Content Calendar to grow, engage and convert your audience every single day: http://bit.ly/365daycontentcalendar  

In today's episode, I talk with my friend and client Linda Enoh. Dr. Linda Enoh is a former college professor, now, tourism consultant and marketing strategist. As a passionate cross cultural understanding, her purpose is to make travel more accessible and enjoyable for families, specifically to the African continent. As a marketer she helps busy women entrepreneurs with simple content strategies that allow them to create engaging social media content that converts. She's a wife and mom of 4 little kids ages 7 and under. She's obsessed with tea, travel, and planning. In our conversation, we will teach and take you through the journey of becoming a more aware, confident and creative person within the things, skills and businesses that you believe are good opportunities. The invitation here is for a change of perspective on life! Our journey across the ocean of opportunity and multi passion begins when you tap play. Ready? Let's dive in!     Biggest Takeaways:                         We make time for the things that are important to us. The journey into this will not be a straight line. Sometimes the simplest thing is the right thing to do. Choosing between a place of fear or a place of faith is not that difficult. Make your own choice. There are a million ways to sell. Never limit your opportunities.   Highlights: Who is one of my precious clients [00:40] The right beginning in the journey of Online Business [04:37] The opposite perspective [09:13] Connecting the dots [18:18] How navigate between the sea of opportunity [28:06] The key question to ask yourself [35:36] How an accelerator journey can be helpful [41:13] The importance of support [43:07] How to connect to people that can help you [53:10] How to master the sales game - Lindah's Overview [54:36] Important mindset to remember [58:13]   Connect with Linda and get your free gifts! Linda's Facebook: http://www.facebook.com/lindaleloenoh How to turn 1 simple Facebook post into 32+ pieces of content: Download this free resource here: http://tinyurl.com/1to32video Download your FREE 365-Day Content Calendar to grow, engage and convert your audience every single day: http://bit.ly/365daycontentcalendar    

Welcome back to the final episode of our series about investing. Today's all about what the heck is going on with crypto. If you have already invested in crypto, or you are thinking about investing in crypto, I'm going to break down as simply as possible my observations, my experience in the crypto market and what's going on right now. Ready to understand the future in the global economy and profit opportunity? Let's dive in!   Biggest Takeaways:    This is not financial advice. Be sure to do your own research and due diligence. We all have access to assets that are available in the open market in a decentralized way with blockchain. You need to make the best decision for yourself. Investment experience goes through the ups and downs of the market cycle, instead of only going through a bull market where things are up and up and up. Be proactive in your education and in your choices so that you are empowered by what you do. There's nothing on earth that's more precious than you and your ability to succeed and keep going on no matter what Cryptocurrency is an amazing opportunity to shorten your timeline to achieve your goals. Highlights: The great thing about crypto [03:35] What's happening in this area [14:58] The four questions to ask yourself - the four key criteria [18:04] Why crypto is much more volatile than the regular markets [21:29] What we've seen on paper [37:05] The best thing that you can do, especially in crypto [41:15] The most important thing [56:23] Part 1 Video on YouTube - 4 Key Questions to Ask When Investing: https://www.susanmcvea.com/YT1  Part 2 Video on YouTube - How to handle market volatility: https://www.susanmcvea.com/YT2   Part 3 Video on YouTube - How to handle cryptocurrency market volatility: https://www.susanmcvea.com/YT3 

Wondering if we're in a bear market? We're back with another episode of our investment series, this time talking about the stock market. After this episode, you'll understand what has been going on in the macro economy, the global economy, and some of the major things that are influencing some of the prices and the volatility that we have been seeing in the market. In addition, you will know how to handle the market volatility in your own business. Take a seat, a pen and a paper and let's dive in!   Biggest Takeaways:    Volatility is a measure that indicates the frequency and intensity of fluctuations in the price of an asset in a given period of time. If you understand concepts such as volatility and risk, you can better estimate the possibilities of losses and gains. To make a profit in the short term it is necessary to count on the fluctuation in prices. Therefore, less volatile assets offer less possibilities for gains. There is no rule or magic formula. Remember: Volatility and risk tend to go together. For as long as the stock market has been in place, people have been investing. Stay focused on your personal investment strategy and consider if your beliefs hold true with the market shifts.    Highlights: What I want you to think about [02:32] Powerful practical examples that will help you [10:29] What are you currently concerned about right now? [23:23] Two major things to master [24:15] One of the pressure points that we are experiencing right now [29:14] Things that you need to be aware of [32:56] What to do when the markets drop [39:55]   Part 1 Video on YouTube - 4 Key Questions to Ask When Investing: https://www.susanmcvea.com/YT1  Part 2 Video on YouTube - How to handle market volatility: https://www.susanmcvea.com/YT2   Part 3 Video on YouTube - How to handle cryptocurrency market volatility: https://www.susanmcvea.com/YT3 

Your business is a key investment of your resources. But what about your other investments? How can you put your money from your business to work for you when investing? Maybe you have asked similar questions like: “What should I invest in?” “What do I buy?” “What's happening?” “What do I do next?” We'll talk about the 4 key questions you need to focus on and how this applies to what is happening right now in the market. I made this special series (on video and podcast) to help you make sense of the market and financial landscape. I want to educate and inform so that you can make appropriate choices and decisions that are right for you and give you context to help you better understand your own behavior, preferences and aligned options moving forward. Ready to learn more? Let's dive in!   Biggest Takeaways:    Everybody is going to lose something at some point. When the market has these big swings back and forth, it is very volatile. It can seem very risky for people. Assess if you are taking more risks than you need to, in order to achieve your goal in your time horizon. You can limit the parameters and make it so that there is more certainty. Investing in knowledge always yields the best results. Fear and greed are not good companions when it comes to investing your money. Highlights: The 1st Key Questions to Ask When Investing [01:17] The 2nd Key Questions to Ask When Investing [08:22] The 3rd Key Questions to Ask When Investing [09:15] The 4th Key Questions to Ask When Investing [09:20] How the rich and wealthy operate [15:20] If you are risk averse [19:14] Understanding trigger events [19:59] Part 1 Video on YouTube - 4 Key Questions to Ask When Investing: https://www.susanmcvea.com/YT1  Part 2 Video on YouTube - How to handle market volatility: https://www.susanmcvea.com/YT2   Part 3 Video on YouTube - How to handle cryptocurrency market volatility: https://www.susanmcvea.com/YT3 

You've heard me talk a lot about selling is serving. Today we are talking all about the three pillars to unlock the selling is leading™ principle. This is the key to elevating your client interactions so you stop chasing or feeling pressured to close more deals. We'll break down the principles to master the skills to help you step out and stop being uncomfortable or even afraid to sell.  Selling changes and transforms lives when you are able to sell well and do it in a way that is congruent and aligned to who you are and how you want to operate in the world. Ready to empower yourself and master the sales game? Let's dive in!

Today's topic is all about your bottom line. A lot of times in the world of sales, it feels very hype and overinflated because we're talking about top line revenue, right? We don't really talk about your bottom line, which is more critical than sales. Because what we need to sell and how much we need to sell, is not all that's required in order to maintain our most profitable business. With that in mind, we're talking about the most profitable types of clients that every business needs. Let's dive in!     Biggest Takeaways:    If you have 10 different things that you sell, two of those are likely to produce the greatest amount of results in your business. Our most profitable types of clients are typically the ones that fall into that bucket because they are our dream clients. If you pour gas on something that is so diffused, it's going to be really hard for you to get up enough of a flame that you could even roast a marshmallow on it. It's not just about the sale, it's about what it costs you in order to make that sale and continue to service that sale too. You want to make more and spend less. If you're looking at different tools and different strategies to be able to drive traffic that will turn into leads, prospects into paying customers, then you need to be able to evaluate your results. When you have the numbers in place, it's going to make it a lot easier for you to understand what opportunities might be more profitable than others. You don't have to convince them if they value your expertise.   Highlights: I want you to do this exercise with me [04:18] Things for you to consider [08:47] Some of the figures I want you to evaluate [09:57] The second metric that I want you to really evaluate [11:58] Average number of products or services: An important metric to understand [19:44] The beautiful thing about being profitable [26:14] Who are your most profitable clients [28:47] If you want help to double your results without double the work [32:41]  

We're talking about seven income streams to increase your recurring revenues. Mastering this will help you make more money by increasing your sales without working harder.  There are many different ways that you can create income streams in your life, right? Your business is one amazing opportunity for you to do that. But when it comes to ways to create income, a lot of times what I hear is there's a lot of churn and burn. Recurring revenue solves this common problem. Let's break down 7 income streams to increase your recurring revenues.      Biggest Takeaways:    This is an opportunity for you to just expand your thinking and your mindset. You don't get it if you don't ask. When you're able to take parts of what you do for clients and productize them through the use of templates, it makes it a lot easier for clients to get access to that piece of what you do in a way that's much more accessible. think about how you could do this in your own business and apply this for yourself. These different options can be an excellent complement if you already have a successful business in services to add on a product base or vice versa.   Highlights: Ways to create a million dollar business - Understanding the Opportunities [02:57] 1st Income Stream to Increase Recurring Revenues [04:31] 2nd Income Stream to Increase Recurring Revenues [10:52] 3rd Income Stream to Increase Recurring Revenues [16:51] 4th Income Stream to Increase Recurring Revenues [20:48] 5th Income Stream to Increase Recurring Revenues [23:42] 6th Income Stream to Increase Recurring Revenues [28:30] 7th Income Stream to Increase Recurring Revenues [32:44] Some resources that will help you [35:17]   

How do you transform from shy introverted software engineer to sales superstar? Today my special guest is amazing sales superstar, Li Min Huang, who is a business strategist for ambitious purpose driven multi-passionate women entrepreneurs. This is a raw and real behind the scenes of what it's been like for her to invest in learning the world of marketing in sales.  Success leaves clues and she's used those clues to create repeatable success to close 5,6 and even 7 figure sales through her career and businesses, even with pivoting and reinventing herself multiple times. She has controlled how much influence she creates in the world, the impact she can have, and ultimately the income that she is able to earn. You'll also hear a bonus story of how she helps clients, including her role in my business journey. Let's dive in!     Biggest Takeaways:    You can sell anything you want You have everything you need to be successful Helping people solve a problem is one of the best ways to sell anything. The more you understand the relationship between customer and salesperson, the easier it will be to connect to your ideal customer. The search is not for approval, but for providing the best possible service or solution. Selling 6 or 7 figure sales is not just about what you sell, but how you walk clients through the process and build relationships    Highlights: Why this episode will help you [00:43] How Li Mom's sales journey got started from a life pivot and second act [05:16] Key lessons learned along the way [13:57] Sales Superstar…In case you missed the numbers [19:32] how you can sell in a way that works for you [26:10] They keys to success and learning more about yourself [33:50] A powerful gift from Li Min Huang to you [46:39] Connect with Li Min Huang on social media [48:22]   Find out more about Li Min Huang here: Her LinkedIn profile - https://www.LinkedIn.com/in/liminhuang Facebook - https://m.facebook.com/LiMinHuangNow/ Li Min Huang Free Gift - http://www.liminhuang.com/freegift  

How to sell during uncertain times? This question has come up a ton in conversations that I've been having with clients. More than two years ago, at the start of the pandemic I thought it might rock us into a recession. As we open back up, some questions are bubbling up:  How do we sell?  What do we do? What's appropriate? How do we thrive and how do we continue to do business in a way that is authentic? If you're asking these questions, the good news is you care deeply about your clients and potential clients. Let's dive into this conversation that goes beyond selling and is about how to be in integrity and the value of the human connection. I can't wait for this conversation, come and join me!     Biggest Takeaways:    Remember that you are a human being first. If you reduce uncertainty for your prospective clients and customers, you are much more likely to win the sale. You need to be able to stand up and lead and guide and say no, or to redirect and give solutions that are the most appropriate based on what you've just discovered. When we create too many gates to navigate through, your client is essentially going to get stuck at every point along the way. Be simple. Reduce complexity.   Highlights: What I want you to know in first place [02:15] The 1st thing to remember to sell during uncertain time [05:22] The 2nd thing to know in order to sell during uncertain time [10:54] The 3rd thing to change to be able to do sales during uncertain time [14:48] The 4th thing you need to learn in order to sell during uncertain time [19:52] The 5th thing to know in order to sell during uncertain time [21:50]  

How can you really be successful in sales without being spammy, sleazy or pressuring your dream clients? Today we are going to talk about my proprietary three anchors to help you sell anything. Let me help make sales feel as easy and as simple as possible, no matter how you're selling, whether it's B2B business, B2C business or a company business to consumers.  How can you really make sure that you're connecting human to human, person to person, right? Because that's what it's all about. No matter what it is that you sell, whether it's a product or a service, there's always a live person behind the sale who we don't want to forget about. Ready to get started? Let's dive in!     Biggest Takeaways:    It is all about making sure that you're connecting deeply with the people that you're here to serve. People are making their buying choices and their buying decisions based on their core values, the things that they believe in, the things that are aligned to how they want to do life. Everybody is having a conversation. You just might not be present. And that is okay. There is still a conversation that is going on inside their mind, and if you aren't directing what that conversation looks, feels or sounds like, then you're possibly missing out on an opportunity to help one more person. A conversion doesn't always necessarily have to happen right then and there with that person.   Highlights: What I want you to understand before anything else [02:14] The 1st Pillar to succeed in sales [03:08] How to create a deeper relationship and connection that will allow you to keep moving forward in the sales process [05:37] The 2nd Pillar to succeed in sales [07:58] What is a conversation in the sales process [11:04] The 3rd Pillar to succeed in sales [13:05] What allows you to have a sustainable business [14:10] In case your need more help [18:04]  

Are you hearing “premium offers” and wondering what it's all about? Premium is not only charging more for your offers. Premium is what you feel - the experience, not just what you see. Used incorrectly, your customers will think it's a sleazy sales strategy designed to charge more for the same old stuff. But used well? Companies that offer a premium service or product stand out from their competitors and use these offers to attract their top 1% premium clients. Today's episode we're talking about the three core elements of premium offers, whether you sell products and services, programs, educational services, consulting, or professional work. Let's dive in!     Biggest Takeaways:    It's really important that you qualify and quantify what a premium priced offer is going to look like. The amount that you charge has nothing to do with who you are or how you are. Every invention that you have now and forever more, is a gift. Your premium offer must solve a clear problem. There is a higher level of care, consideration and criteria that allows premium clients to self-select. Price is only one of them. It's so much more than price alone. It's important that you give what's needed in order to deliver the outcome and the results that you're promising. There's almost always going to be somebody else who's going to charge more and less. The price is really irrelevant.   Highlights: The number one question that I get [01:29] What your premium offer is really about [05:38] The 1st Core Element of Premium Offers [09:42] A real life business example [11:05] The 2nd Core Element of Premium Offers [16:01] Simpler is usually faster, but fast is not always good [20:02] The 3rd Core Element of Premium Offers [22:29] Why this is not about algorithms. [27:03]  

The worst thing each month for a business is wondering how bills are going to get paid. And the bigger the business gets, the worse this can be. The good news is if you get a handle on this now, no matter where your business is, you'll see what gaps you have and how to fill them. Creating consistent income doesn't have to be difficult. But it is important for sustainable business success. There are simple strategies you can implement today so you're not starting from scratch each month. This is critical so you're not working harder than necessary and can focus your time and efforts on changing your clients lives! Ready to learn the Biggest Blocks to Creating Consistent Income and how to solve them? Let's dive in!   Biggest Takeaways:    If you're able to align your business model and take the right actions at the right time, the right results will happen. If you fail to plan, you plan to fail. The best way to plan is to make sure that you have some kind of framework. Once you've achieved a certain level of success in your business, it is much easier to then continue to grow to seven figures, just with a few subtle tweaks. Using the incorrect strategy for the wrong stage will get you in a lot of trouble.   Highlights: The number one thing that clients often need help with [00:49] how to get help and support [02:51] Your number one job: common block #1 [07:19] Your number two and number three job: common block #2, 3 [11:02] Continued growth strategies and what's required  [13:49] The last thing that I want to share with you [23:19]  

You're likely tired of being bombarded with influencers telling you to post all the time, be consistent and you will get results. Well my friend, that's not entirely correct. Having consistency in what you do and promote is very important, but more important than that is the quality of what you produce.  Remember: Quality is not the same as quantity. If your sales process and negotiation skills are top quality, and you have an irresistible offer with messaging that magnetically attracts premium clients, it doesn't matter how many pieces of content you produce, you can still attract and sign up high paying clients without being on social media all day long. Sounds good? Let's dive in!     Biggest Takeaways:    We really want to focus on how you attract those high paying clients You need to know who is your high-paying client You're going to have to define those boundaries for yourself based on your area of expertise. When you speak the language of your ideal premium client, you don't have to be on social media all the time. The problems that you solve need to be so valuable that somebody else can't imagine doing it    Highlights: The very first thing you need to know to Attract High Paying Clients Without Being on Social Media Constantly [03:12] Two analogies here to explain this in a little bit more detail [07:20] The second thing you need to know to Attract High Paying Clients Without Being on Social Media Constantly [15:26] The third thing you need to know to Attract High Paying Clients Without Being on Social Media Constantly [20:07] What happens when you speak the language of business? [22:37]  

The significant problems we face cannot be solved at the same level of thinking we were at when we created them. Whenever a problem arises, there is an opportunity to improve, to be a better person and professional, right? So then how do you turn problems into victories?  Business is lost and won through the most difficult challenges, including problem resolution. Don't overlook this as an opportunity to get on your customer's side and win them for life, to create raving fans that refer business to you! Done incorrectly, problems can turn off future potential customers from your brand and business. Let's dive in!     Biggest Takeaways:    First lesson: problems are not going to go away. No matter how automated your process is, something may or may not always fire. Nobody fits into a linear box when solving problems. This is about being genuine and heartfelt and leading with a heart of service. Do not underestimate how far problems can go, but never underestimate your capability to solve them. The thing every customer really wants to hear, but is often overlooked by businesses.   Highlights: The background or the context about this topic [00:54] 1st step to solve problems: Understanding your area of weakness [04:21] A Practical Example – Understanding the whole scenario [10:22] What happens when things quickly go wrong [17:19] How we grow as business owners – The side parts of the universal goal in business [26:35] What your customer want from you when you face a problem – Things to make it different [31:05] What I want you to know [39:15]  

Your ideal customer's personality is critical when we think about which sales strategy and approach we will use, so it's important to know each personality type and specific behavior when you close your sale and guarantee a "YES! I WANT IT!" Personality is the set of characteristics of a person that influences everything we do. From what we believe, to how we think and act. It's a super fascinating way to look at human behaviour and the elements that influence how your best clients are going to buy. In today's episode we are going to talk about How to Sell to 4 Key Decision Making Personalities. Let's dive in!      Biggest Takeaways:    You have to guide people because they don't know it's a 2 way thing, like dancing. They don't know the steps. The sales process is all about making decisions. Your job is to lead those decisions. Nobody fits into a linear box. We all have bits and pieces of each of these individual personalities, depending on what it is that we're buying and depending on the situation and scenario. A lot of our very dominant personalities need reassurance that they're making a good decision, that they have enough data, that they can feel confident that this is the right decision for them. The more that you can remove uncertainty, the easier it will be. Don't ignore what's important to specific personality types because it's not something you're comfortable with.    Highlights: What sales is all about [03:39] Remember this [07:38] A whole training about how to leverage different personality types [09:45] How the sales process can be very quick [13:32] Everything you need to know about steadiness style person [18:35] The more you do this, the easier it is going to be for them to say yes [23:02] What I want you to consider, as you're going through the sales process with somebody [26:18]  

We're back for part 2 and why lead generation problems are not only about leads. This is something I've been shouting from the rooftops from the very beginning of my business. Properly qualifying leads will make a complete difference in the return on investment of your business, because through it, we separate the wheat from the tare. You have to be able to separate leads that are interested in your product or service, nurturing those who aren't ready by educating them, to then qualify them and make them future customers. From the moment you capture a lead, you will be able to know which stage of the buying journey they are in, as well as their interests and needs. This is done throughout the stages of the sales funnel. There is a lot behind lead generation that we are going to dive more into today. Let's dive in!               Biggest Takeaways:                         We often will say it's quality over quantity without understanding how to identify the quality leads. Referrals puts your businesses in the hands of the people that you are relying on to provide referrals for you. You do not need many leads to be successful. You need to know what to do with those leads once you have them. Quantity still works, but there is a different strategy that needs to be employed when we are focusing on mass market and increasing the numbers. When you focus on quality, you have to be okay with saying no to certain people. Mastery is what happens when we have quality. We have to master the language with which we communicate with them. That is the conversion process. If you continue to focus on quantity over quality, you will be burnt out and exhausted. Focusing on quality can often lead to an overflow of people coming into the different types of products and services and programs that you want in a variety of ways, sometimes very unexpected.   Highlights: Referrals [04:09] Three things that will keep you stop you  from attracting more quality leads [08:24] A reminder of part one [13:28] What happens when you are specific [16:38] What causes frustration [21:35] There is a strategic way [24:40] Thinking through how you convert leads to say yes [28:59]  

Lead generation is a marketing term used to describe the initiation of a potential customer's interest or question in a company's particular product or service. Leads, unlike prospects, are contacts who have shown interest in some type of product or service. There are many methods to generate leads, which are usually some form of promotion of marketing like social media campaigns, email marketing and internet search engine or paid advertising.  Generating leads means capturing potential customers for a business. But more leads is rarely the solution to a sales problem. So then what is the biggest lead generation issue? Find out in today's episode.                Biggest Takeaways:                         Every single step of your journey as a business owner will require you to peel away layers and to continue to articulate with more clarity and more specificity. Oftentimes the reasons why we think lead generation is the problem, is actually not the problem. It's that you're making these crucial mistakes. It can be an inconsistency in the way that you show up. Alternatively, the way that you are speaking about your offer. Your confidence is a difference maker for your ideal clients. You are always in control and you can always say no to business. The more bad things that happen, the harder it is for you to see the good things that are happening. Stay strong in your goals!   Highlights: The number one thing [00:49] Breaking this down into three C's [02:24] What is a lead [03:00] The first C [03:50] It is helpful when we actually can see - A practical example [07:15] The offer is not the critical piece [12:04] The third C [25:37] Why they are coming to you as the expert [28:04] You are the exception to the norm too [35:11]  

The first 6 figures of revenue tend to be a milestone for business owners. But what about the next 6 or even 7 figures? In this episode, we are talking all about the top opportunities for six and 7 figure success, really these work even beyond 7 figures. We're diving deep into some of the key areas that I think are critical and principle-based to get your next six or 7 figure success. I know it can be overwhelming to know what to focus on to continue to grow and scale your success. It can often feel like you're building a new business again. But it doesn't have to be that way. Let's find your top opportunities, ok? Let's go!               Biggest Takeaways:                               An opportunity is a set of circumstances that makes it possible to do something right; it is a chance for success, a chance for improvement, a chance for advancement.       You need to get clear on your sales and your marketing process.       If we lack clarity, then of course, we're going to be exhausted and you're going to be spending a lot more of your resources.       Wherever you are in your journey, just know you can learn from my mistakes.       Know yourself and align your offer with your actual marketing and sales process.       It's much easier to focus on your zone of genius and your number one opportunity, which is solving your client's biggest problem.       As Tony Robbins says: success leaves clues.   Highlights:       What an opportunity actually means [01:59]       The very first thing to understand [04:04]       The second piece of the puzzle [17:11]       The rule of one [19:51]       Learn from my mistakes. [26:14]       The structure of how I teach sales conversations [32:25]       A practical example on how to use this knowledge [41:12]  

Sales is the lifeblood for every business. But what happens when you have a bottleneck to scaling your sales? There are several consistent mistakes that I see happening with experts, when it comes to sales conversations and sales processes. It can be hard to nail down exactly why your sales are stalled or you've hit a plateau, or it simply doesn't feel as light and as effortless as it once was. There's key areas that can cause trouble that I'm breaking down for you and a little bonus tip thrown in. So be sure to stay until the very end of this particular episode. Let's dive in!     Biggest Takeaways:    The lack of leads is like pipes without any water coming in, it's going to be bone dry at some point. It is all about quality over quantity. It's really important that you connect your marketing with your sales process. It becomes very difficult to scale your sales without a proven process of success, especially around conversion.  This does not mean that you have to have a million different things, but it means that what you do, it actually works. Scaling is about focus. It's about really honing in on the key areas that actually allow you to get to your goals as quickly as possible. If we are constantly chasing this idea of more complexity, more clients, more sales... More is not always the answer. Highlights: The 1st key bottleneck for you to scale your sales [01:49] Two main pieces that impact and influence your ability to have consistent cash flow.[04:30] The 2nd key bottleneck for you to scale your sales [06:36] The 3rd key bottleneck for you to scale your sales [09:57] What leveraging is in the sales world [26:01] The key to scaling [27:22] A quick recap on all the concepts [28:12]  

Do you struggle to create content or come up with ideas to generate content that showcases your expertise and ultimately help you convert into paying customers? You're not alone! This is more common than it sounds. However, I created a system, almost a way of thinking and structuring my ideas, which allows me to have an arsenal of content that never runs out. These ideas help me and have also helped hundreds of my clients to break the creative block and always have resources for original content ideas. No more staring at a blank screen and the blinking cursor. Let's dive in!   Biggest Takeaways: Three main principles to remember from my 3 C's Framework™️: Connection, Conversation and Conversion. We are human beings at the core of what we're doing inside of our business. People want to do business with folks who are more similar to them that share a common vision, similar values and missions that are meaningful. Don't be afraid to share a little bit about the things that are of personal interest to you. That's a great way to engage in conversation and to create dialogue that isn't always about how to's and tips, the tactics and the strategies. Sometimes the best content is not always the one that gets the most reactions.   Highlights: What I want you to know [01:59] Thinking about your marketing messages [03:38] The Three C's FrameworkTM - Introduction [04:28] How do we start to think about this from the perspective of content [10:44] What I want you to do every single day [15:24] We don't want to go for vanity metrics. We want the metrics that matter. [18:09] Signs that your content and your sales process are working together  [18:54] Why I'm sharing this with you [21:35]  

There are several consistent mistakes that I see happening with experts, whether you're a coach, a consultant, a speaker, an author, or a service Provider, especially when it comes to sales conversations. And in today's episode, I'm going to be diving in deep to the three leading sales conversations that lead directly into you hearing no more frequently than perhaps you'd like and how you can eliminate those in the course of one conversation. If you want to improve your sales conversation and negotiation skills plus sell with more ease, this episode is exactly for you! Let's dive in!   Biggest Takeaways:    The number one thing that we usually skip over is the basics.  When you don't have a plan, you plan to fail and it is the same for your sales conversations. Sales are about leadership because somebody has to be in charge. If there's a gap in your sales process, it will show up in your sales call and in your sales conversation. If you're constantly talking and talking, you will never access the valuable information you need. Why waste time and energy asking good quality questions, if at the end of the day, you are not prepared to listen to the answer? The number one thing that people want in this world is to be understood.   Highlights: The very 1st Leading Sales Conversation Mistake [02:17] The 2nd Leading Sales Conversation Mistake [08:45] The 3rd Leading Sales Conversation Mistake [14:45] What your leadership requires [20:54]  

Let's face it. Telemarketing doesn't have a great reputation for sales. It may be one of the biggest reasons why you think sales can be sleazy. Chances are you've had a telemarketer contact you. Chances are, the contact was less than thrilling. Telemarketing is promoting sales and services over the telephone. Even though you may find these conversations annoying, I'm going to break down the most effective techniques telemarketers use to increase sales that you can use too. Let's dive in!     Biggest Takeaways: There are some tried and true principles that still apply to the world of negotiation. Your business is not a real business, unless it makes sales. Sales is an energetic exchange of a conversation and a connection that you're having with somebody. You don't need to spend a ton of time talking around and around in order to get the outcome and result that you want. When you are closing a deal, you actually don't close it at the end. Objections are really just an opportunity for clarification. If you have identified the key problem and you understand the vision and they have bought into that, then there really is no need to convince somebody. The flip side of every purchasing decision is that somebody has likely helped you to buy.   Highlights: Sales does not have to be sleazy [00:51]  1st Effective Technique Telemarketers Use to Increase Sales [06:57] I don't recommend this for every sales situation [09:49] 2nd Effective Technique Telemarketers Use to Increase Sales [13:10] Why having a script can be great [17:03] The next thing to remember [21:13] 3rd Effective Technique Telemarketers Use to Increase Sales [21:56] What I want you to take away from this episode [22:51] Where are you missing the ball? [30:06] Sales call discovery formula - Close the Deal Workshop [33:24] https://www.susanmcvea.com/close-the-deal   

How do you use your expertise to generate greater impact in the world and achieve your goals? Expertise = experience, specialization. It consists of the set of skills and knowledge of a person, a system or technology. In your business or career, expertise is often described as "know-how". It's the knowledge from the study of a subject and the ability to apply that knowledge. It's both the skills and competence to execute that is important. Over time that practiced application becomes your experience and increases your authority as an expert.  In today's episode I will share the Top 3 Strategies to Get Paid More for Your Expertise. As a business owner, you likely want to be paid well for your skills and knowledge. After all, that's what expertise is all about, doing something with excellence. This works, even if you're brand new, never had clients before, or you're an old hat, and have tons and tons of clients, but maybe not getting paid what you believe you should be getting paid. Let's dive in! Biggest Takeaways: Stop being a generalist and start being a specialist. It really is about owning your expertise. You have a very specific type of skill set that's uniquely suited to a certain subset of people. That's your niche. The more specialized you can go, the easier it will be for you to command top dollar prices. If you can't communicate the value of what you do, it's going to be challenging for other people to communicate the value better than you. Is all about productizing your expertise.   Highlights: Things I don't tell to my clients [01:23]  1st Strategy to Get Paid More for Your Expertise [02:19] 2nd  Strategy to Get Paid More for Your Expertise [12:17] The rule that applies across all industries and across all situations[15:50] 3rd Strategy to Get Paid More for Your Expertise [18:11] Quick review on the top three strategies. [26:23]  

We are back with the second part of our Top 10 Episodes of 2021! We took the best parts of the best 10 episodes to share with you the key highlights from each episode. Sales tips and strategies ranging from how archetypes work in the sales world, to how to structure your marketing campaign on a consistent basis. Come with me as we go back and take a listen to your fave episodes this year!  I can't believe another year is behind us! And thank God and you, dear listener, I had the opportunity to hear and talk about real stories of mastery and prosperity throughout the world of sales. From my family to yours I'm wishing you all the best this holiday season and hope you take time to enjoy the peace and blessings before the new year. Let's dive in!   Highlights: Key Differences Between Hot, Warm and Cold Leads [02:13] The #1 Reason Why You Don't See The Results You're Actually Looking For [11:33] How to Use Clarity to Be More Connected with Yourself and Improve Your Business at the Same Time (feat. Gigi Burke) [19:37] How to Create Mental Market Share and Start Selling in a New Authentic Way (feat. Antony Camacho) [32:43] 5 Strategies to Get More Clients Even With A Tiny List Audience Or Following [50:13]  

Today we have a very special 2 part episode. I can't believe another year is behind us! And thank God and you, dear listener, I had the opportunity to hear and talk about real stories of mastery and prosperity throughout the world of sales. We're doing something different and for the first time ever, we are closing out 2021 with a special recap. We took the best parts of the best 10 episodes to share with you the key highlights from each episode. Sales tips and strategies ranging from how archetypes work in the sales world, to how to structure your marketing campaign on a consistent basis. Come with me as we go back and take a listen to your fave episodes this year!  Highlights: Increasing A Sales Opportunity By 6X In 10 Minutes [03:20] Using Your Signature Story Vault to Sell feat. Expert Merav Richter Marketing & Sales: Creating Harmony with Your Campaigns [26:29] How to Market Differently to Maximize Your Opportunities With Hot, Warm and Cold Leads How to Know When You Need to Hire a Sales Team Member [42:30]  

My fave time of the year is to reflect back on what's happened and prepare for what's to come in the next year. What will be the top opportunities in 2022? The 5 I have selected may surprise you, but I hope it gets your wheels turning on how to incorporate these into your business to help more clients and see more results.I'm making some predictions around the things that I see continuing to change the landscape of business. Not only as an entrepreneur, but ultimately as a consumer that is actively going through your day to day making purchases, thinking about things that you need to buy and how this may show up for you. Let's dive deep in the top 5 opportunities in 2022! Highlights: #1st Opportunity in 2022 [02:26] The funny thing about imposter syndrome [11:04] #2nd Opportunity in 2022 [15:42] #3rd Opportunity in 2022 [23:47] #4th Opportunity in 2022 [32:48] A quick recap [42:24] #5th Opportunity in 2022 [42:34]  

Creative visionaries, this episode is for you! If you constantly feel like you need to keep creating in order to make more money, I have news for you. 100% not true. You probably have more ideas than you know what to do with, and it's constantly coming and coming and coming and coming. Right? At the same time, you need to create space to execute. How can we manage all of this and still maximize the opportunities for how you help people? Let's talk about what you may have, right on your very desktop inside of your Dropbox, your Google drive, wherever you are locating all of your files that can make you more money and sales today. All without creating something new. Sounds good? Let's do it. Biggest Takeaways: Making more money does not have to equal making more things.    Take time to think through how you can fill a gap in the market that helps people.  It takes more energy to create something new out of nothing than to create something new from things that you already have. It's all about understanding how you can help your client with your service and how this impacts the world   Highlights: How could this apply for you and your own business [02:25] How do we make sure that everything you have is being optimized as much as possible? [08:02] Some practical examples in different areas that you can apply these steps and framework [11:06] Help me help you: how to get a Template Toolkit™ [17:14]  

Three simple ways that I have been able to incorporate social media for social selling. First of all we need to remember that these concepts are not the same as content marketing or even social media management. These are things that I did at the very start of my business, and I continue to do them today because they can be done in less than 90 minutes a day.   Three simple strategies to master your virtual and social selling that will allow you to close more sales, make more connections and deepen the relationships that you have with potential clients and customers, as well as your existing paying clients and customers. If that sounds good, you're going to want to stick around to today's episode. Let's dive in!   Biggest Takeaways: Social selling is really about building relationships. Without building relationships, it's very difficult to sell and to sell well. There is a huge opportunity. Your target market is on social media somewhere. Your social media platforms are designed to create connections with your ideal clients and target market. Your content can't be designed to talk at people. Your content needs to encourage people, to be interactive, to create engagement, to create conversation, to allow them to think, and to pursue an opportunity to really build a relationship with you. Use social listening as a way to stay top of mind with the conversations that are the most meaningful for your ideal client. Remember that conversions are simply about having people say yes to continuing to engage with you in the next step of the sales process.   Highlights: What is social selling and why is it so important? [06:02] Some strategies in order to make things simple for you [09:09] Strategy Number #1 to Improve Virtual and Social Selling Close Rates [10:35] Strategy Number #2 to Improve Virtual and Social Selling Close Rates [11:40] How to connect with people [12:42] Strategy Number #3 to Improve Virtual and Social Selling Close Rates [20:39] What to do if you're looking for some help and support [27:40]  

You do not need to convince anyone to buy anything from you. But maybe you're wondering how to sell without needing to convince your customer to buy the products and services that you sell. Selling is not about convincing or changing the point of view of a person. It's about serving, helping and making sure you provide the proper and right solution to your clients. Let me show you what you need to do instead so you get people asking how to buy from you, how to work with you and how to make more sales.   Biggest Takeaways: There is nothing wrong with people in general, but remember to qualify individuals and make sure that you are spending the right time with the right people, at the right point in their journey. If you want to get your proposals accepted, you need to follow the instructions of your ideal clients. Key Knowledge of your clients: they are hungry to know more. When you stand for something so strongly that people just resonate with what you are saying, and they resonate with who you are, they want to be in your atmosphere. You do not need to feel like you are convincing people to buy from you. At the end of the day, remember: If you do not ask, you do not get.   Highlights: The number one reason why you might be seeing the wrong types of people buying from you [01:04] The two points of disconnection when you are making sales [02:33] How to get bespoke custom one-on-one support [05:38] What can allow you to further your influence and impact in a more beneficial way [07:31] One of the biggest learning opportunities [07:47] What I recommend you do [14:55]  

Have you ever sent out a proposal and then felt something like “oh my goodness, I don't even know what this person is going to respond…”? “I don't know if this is going to close.” “I don't know if I just spend one hour, five hours, 10 hours of my life, if it will be worth it.” If any of these thoughts have ever crossed your mind, if you use proposals at all in order to sell in your business, this is the episode for you. In today's episode you'll get simple strategies and tips to increase your rate of closed sales per proposal. I know it can sometimes be challenging to believe, but it beats repeating: Making money, growing your customer base and creating value for your business and for the world doesn't have to be difficult or complicated.  If you follow my strategies, you will get more closed deals, because you're going to be more judicious with your time, and gain a deeper understanding of what your proposal is designed to do for you. With that been said, let's dive in so I can share what you need to do first to increase your close ratio for sales proposals!   Biggest Takeaways: If you're selling business to business, not all B2B sales require a proposal. If you want to get your proposals accepted, you need to follow their instructions. You do not do heavy lifting with a proposal. Do NOT use a proposal in order to avoid negotiations. You are the one that actually has to actively sell. Your proposal is a part of the sales process. Think more about which direction you are leaning towards. Every step of the process is really about re-engaging, reinvigorating and re igniting the fact that you're on the same page together with your prospective client.   Highlights: How you position yourself when you are having to sell using proposals [02:50] What to do if you're selling business to business [03:48] Why your proposals do not get accepted [04:36]  1st thing to do to Increase Your Close Ratio for Sales Proposals [05:12] 2nd thing to do to Increase Your Close Ratio for Sales Proposals [06:02] 3rd thing to do to Increase Your Close Ratio for Sales Proposals [06:25] A great place to make sure that you clarify expectations [08:29] Why you need to highlight your proposals [09:18] Questions that allow you to have more certainty that the work and effort is actually going to seal the deal. [12:28] The key components that we want to get done [15:59] What to do if you need more help [19:36]  

Have you ever wondered… “How can I get more clients without more effort?”  “How can I serve more people and do this without having to do more and more and more?” More is not always the answer. However, I know that more is often on your mind because you are here to make a bigger impact and more income which often is connected to getting more client. But how do you do it without losing your mind, or burning out in the process? Find out how you can turn one client into three using my 3X Effect™ Strategy. This strategy has been improved to perfection over decades of practice, not just for me, but for my high performing sales teams inside of corporate and now inside of my business with clients. The great part is this works even if your business is online or traditional brick and mortar offline.   Biggest Takeaways: It's a 3X effect™ because if you put it into practice, you actually will see clients increased by 3x times. Referrals and having a referral strategy is a very specific way of multiplying the impact that you have with your existing clients. Understand what part of the process you control. The best time to ask for referrals that's often overlooked. It costs you more money, more time and more effort to go and find that brand new customer than continuing to work with your existing customer. Think about how you can do a better job of retaining your existing customer. Do not underestimate the power of references from your existing clients as a client generating tool.   Highlights: The Sales Mastery Society [03:18] 1st Step to 3X Effect™ Strategy [04:22] How you evaluate a referral partner [07:17] The best and right moment to ask for referrals [08:08] 2nd Step to 3X Effect™ Strategy [10:39] 3rd Step to 3X Effect™ Strategy [15:33] BONUS Insight and Mindset to improve your business [20:15]  

The term “empathy” is used to describe a wide range of experiences. Emotion researchers generally define empathy as the ability to sense other people's emotions, coupled with the ability to imagine what someone else might be thinking or feeling. In other words: The ability to share someone else's feelings or experiences by imagining what it would be like to be in that person's situation. One of the most important things in the process of mastering the sales game is to study empathy not only as a feeling, but also as a mindset on how to solve problems, understand demands and present a solid proposal that helps your customers have the best solution for their needs. In this episode you will learn the full meaning of empathy in the sales world and how to use it to leverage your sales and impact in the world. Are you ready? Let's dive in!   Biggest Takeaways: Empathy is defined as the ability to share and understand the feelings of another. Empathy is related to our emotional quotient or emotional intelligence. When we are dealing with our potential customers, our leads or prospects, they often make decisions and buy based on emotional reasons or rationale. Human beings justify that emotional buy using logic. It's important that we use both the logical left brain and the creative right brain, or the more intuitive, emotional side of things. This is all about understanding, being able to use your brain to logically understand another person's perspective about what's happening from a situation. Empathic concern is really about the ability to sense to have an understanding, but really, it's about sensing. Empathy is not just about timing. Empathy is the basis for really solid communication. Highlights: What is empathy [00:51] Three main types of empathy [01:09] Three different ways that we process emotional information [02:11] The whole point of having empathy [09:22] Things that allow you to create appropriate connections in your sales [10:41] The core piece of emotional intelligence [14:16]

Selling is a skill that can be learned so it can be improved. Thank goodness! Because sales is the lifeline for any successful business. These 3 reasons are more common than most people think and it's even easier to resolve if you have the right strategy and mindset to understand what's going on. Let me share some practical steps to get you unstuck and no longer struggling to succeed! Ready to become an empowered business woman, determined and on track to sell more? Here we go! Let's dive into it! Biggest Takeaways: Sales is built into everything we do in our day to day life. Selling is related to communication and connection. If you care more about solving someone's problem than just selling, it will be much easier and more enjoyable to make sales. The dream customer is the one you can help the best. Increase your skill set not only as a skill itself, but also as a mindset along the journey to success. Don't be afraid to be afraid. That's called being brave. Having clear expectations and clarity of context is extremely critical.   Highlights: The 1st reason why you struggle to succeed as an entrepreneur or salesperson [03:16] The 2nd reason why you struggle to succeed as an entrepreneur or salesperson [04:27] Strategies that can help solve this struggle [06:40] The 3rd reason why you struggle to succeed as an entrepreneur or salesperson [12:09]  What we are supposed to do as an entrepreneur or salesperson [13:34] Something powerful that I want you to know that no matter where you are in your journey [18:34]  

Have you ever thought: “what is the single biggest needle mover I need to focus on each day for my business?” As the founder it's hard not to be involved in all the areas of your business or wear multiple hats. But this can increase the noise and make it harder to figure out what your most important thing is.  If your business is not seeing the kinds of results that you want, I guarantee it's because the most important daily tasks are getting lost in the busy work. Daily activity, daily focus that needs to happen in order to drive those results and to see success day after day. So what in the heck am I possibly talking about? Dive into today's episode and find out!   Biggest Takeaways: Think more about the concept of "connection" in your daily life and how it influences your business. Connection is about people. Customers and clients are people. Your business serves people. Never forget that. The digital market does not rely on a platform in order to work. It relies on you in order to work, which is why it is so great because you are in full control. Make sure you're creating opportunities for your dream clients to connect with you every single day. Remember you get to pick who you connect with and why you are connecting with them and how those connections can really add value. Always think, “How do I create a win-win opportunity for both of us”? The intention of the conversation is to guide somebody into a framework or process in order to ensure that they are making the right decision for them. Believing is not the only important part. Money follows passion, not the other way around. Satisfied customers do the best advertising. Good work is the result of good communication.   Highlights: What do you need to do as a digital business owner [03:22] The Triple C Framework for Business Owners – 1st Step to Use in Your Business and Life [06:04] The Triple C Framework for Business Owners – 2nd Step to Use in Your Business and Life [13:15] The Triple C Framework for Business Owners – 3rd Step to Use in Your Business and Life [18:06] What A Conversion Process Needs to Look Like [19:15] What generated over hundreds of millions, (probably closer to over a billion dollars) worth of sales in 20+ years. [26:53] How to join the Sales Mastery Society [30:28]  

The early bird gets the worm.” Can you recognize and seize emerging opportunities for your business? They give us the chance to do something different and unique for the people we serve, for the world and especially for your business. They can be huge growth opportunities when optimized in the right way. But they're not for everybody. So it's important to recognize which ones are the best for you and the right time to maximize those opportunities. That's why today we're talking all about how to identify emerging opportunities for your business. Get ready to take some notes and get thinking as we dive in!   Biggest Takeaways: Not all emerging opportunities are something you need to jump on. This is not the time to get fear of missing out. Identify them early on - the more risk you take, the more you get rewarded. An emerging opportunity doesn't stay emerging for too long. It doesn't happen overnight. The sooner that you remove the downside risk, the faster you can keep moving and locking in the upside potential.  You need to have access to things that are important to you. The current situation has created some very unique types of problems that maybe you are designed to solve. That could be your emerging opportunity. The time is now.   Highlights: What is an emerging opportunity [01:01] How to identify the right emerging opportunities for your business [02:29] Panoramic view and insights from the business world - Cryptocurrency [05:16] Two important things that I want you to think about [07:01] Panoramic view and insights from the business world - Blackberry [08:29] Example and insights #3 from the business world - Marijuana Industries in Canada [10:00] How to hedge your bets to cap your losses or downside risk [17:19] The great news about emerging opportunities [20:58] How to tap into emerging opportunities as a solution provider [25:03]  

How can you make more money through seasonal sales? I'm talking about productive sales activities that directly tie into your business profit. These are things that go hand in hand. I want you to understand the principles of what I'm going to show you as it applies to seasonal sales or seasonal opportunities, and think about how you can incorporate this to elevate and increase the opportunities for you to promote and sell in your business year round and help more people. This is perfect timing to help you plan for upcoming seasonal sales and get those campaigns started. Let's dive in!   Biggest Takeaways: Review your data to better understand the seasonality of your business trends. Your business will spike at a certain time of the year. Look in your rear view mirror. No matter what, no matter where: Get going on your goals. Think for yourself and think for your growth.   Highlights: Real Life Example #1 [01:31] Tourism Industry Example [04:18] Let's start here [05:01] Real Life Example #2 [06:19] The sea of business life [08:41] How you can apply all of this in your life and business [09:41] The highest days for sales in the U.S [13:55] The last thing to do if this is your 1st ever seasonal sales campaign in your business [17:40] What is Sales Mastery Society and how it may help you [25:10]  

When we talk about results, we indirectly are talking about planning. But how do you plan without all the analysis paralysis that can sometimes follow? That's why we're diving into quarterly sales planning and not just any old quarterly sales planning, because I'm sure you've been there, done that. Right? How do you plan so that your quarterly sales planning actually increases your results? There are key core elements that I want you to focus on in order to make sure it's simple. It's easy! It's straightforward! And more importantly: you'll follow through on your plans. Ready? Let's dive in!   Biggest Takeaways:        Quarterly planning can't be done in isolation. A quarter is a time period of three months. There are 4 quarters a year. A question to ask yourself: What is your goal for the whole year? Everything needs to connect together. There's a specific order of operations that makes life a lot more fulfilling, more productive and more effective. Business can be simple. Sales can be simple. Planning can be simple, but not if you're doing them all in a discombobulated and disconnected way. Although it feels like three months is a long time, focus on marketing,  promoting and selling one offer. If you have a bigger team,consider which campaign is your main priority. Your delivery process needs to be built into your planning. The biggest and brightest companies on the planet incorporate continual learning as part of their development, culture, and expectations. If you want to be the best or one of the bests, start thinking and plan like them. There's some pieces there that we need to constantly improve.   Highlights:      If you need more help on this or other business areas [01:30] What I want you to know and fully understand [02:16] First of all: Always look at the big picture [04:15] Why entrepreneurs can lack motivation [06:12] Golden business tip to think about [07:23] The 7 habits for highly effective people (from Stephen Covey) [10:07] Grab my powerful mini course in case you need more help or support with this [12:41] How you can connect the dots between these things –Key mindset [15:08] Why the numbers are there [17:23] A real-life example [21:39] What you need to include if you're launching [25:28] The Last Piece of the Framework [26:11]  

When we talk about sales, from a client perspective, clients are always afraid of being sold to, and from a sales perspective, you're often afraid to be seen as salesy or sleazy or pushy or aggressive or any of those things that are typically associated with sales. This episode is going to be helpful for you in understanding how to reframe this along with specific strategies and exercises that you can use either personally, or with your sales teams. I've had to overcome my fair share of fears and it is something that I still work actively with every single day, because although I'm not as afraid as I was before... I very much understand the world that you come from, perhaps that you're in currently, because it can feel aggressive. In today's episode we're going to talk all about a powerful mindset built through three simple strategies to stop being afraid to sell.    Biggest Takeaways: We have a fear of rejection.  Your brain doesn't know the difference when it faces real fear or something similar, the response is going to be the same. The great news is that you're afraid, but your potential client is equally afraid. There is no one person on the planet that is immune to feeling fear because we all have the same parts of our brain. Fear is an essential part of staying alive, but we don't need to be afraid to sell.  Think about what you actually are so afraid of. Not everything is going to work out exactly as you plan.   Highlights: The biggest challenge that business owners have [02:09] Join my Inner Circle: Sales Mastery Society [02:51] What types of fears are we dealing with [03:16] What creates fear in us [10:33] The First Strategy to Stop Being Afraid to Sell [11:27] The Second Strategy to Stop Being Afraid to Sell [15:36] The Third Strategy to Stop Being Afraid to Sell [20:54] How I stopped being afraid [24:30]  

What the heck is intuitive selling and how can you actually improve your results? Well, we're going to be talking all about that on today's episode. So let's set the stage and really understand what intuitive selling is. How is it different from regular traditional selling? And more importantly, how can using intuitive selling in your business help you get better results? Because that's really the name of the game, right? If you've struggled to figure out how to create alignment in your sales process, I'm going to show you exactly why that is. Ready? Let 's dive in!   Biggest Takeaways: Whether it's a B2B (business to business) or a B2C (business to consumer), at the end of the day, we are all dealing with real humans or people to people (P2P). Why there's no exact formula. Traditional sales is pushy. Be in the present moment. The quality of our life is demonstrated by the quality of the questions we ask. Intuitive selling is the key to making things way easier than you have been. As you practice, this will improve.   Highlights: What intuitive selling is [01:34] How does intuitive selling differ from more traditional sales [04:04] How in the heck do you actually use intuitive selling to impact your results [07:25] How to get help inside my inner circle [07:44] Three specific steps that will allow you to use intuitive selling [08:05] 1st Step to use Intuitive Selling [08:37] 2nd Step to use Intuitive Selling [10:57] 3rd Step to use Intuitive Selling [14:20] The last piece that I want you to know [17:24] Getting help [22:48]