Sales without the feeling of being salesy

Today I'm going to teach you how to do high converting sales without feeling salesy. So here we go. Number one, you must massively believe in your freaking product or your service that you are delivering. I see most providers like, yeah, we can help you versus a hundred percent can change your life. I'm 100% going to give you what you're looking for and get you the result that you want. Which one you're going to believe? Like, you see how my energy went up versus yeah, I could help you. Do you see how you can hear that I'm hesitant in that, in that phrase. So this is what I coach and I teach is you guys got to be better at learning how to say what you're. What you know you can do more confidently. That's number one. You've got to also massively believe in your product. Like it has to be so good. So this is number two. I truly believe most people, when they put out their stuff, it's like subpar. They don't know if they can get that result. They're unsure if they can get that result. They're unsure if they can make a difference in someone's life. And because of that, they are not like screaming from the freaking rooftops that you can actually. That they can actually help you. And I feel like that's a problem. Number three is you must make sure that you have some kind of method. When you have a methodology, people want to see that there's a pathway that you've done before that you can repeat and get the same exact result that you've gotten that other person that may have given you that testimonial. So that's huge. So I'm going to do some role play scenarios here so that you can kind of see what I mean when I'm going through different scenarios. So most coaches will give you a script to follow on what to say to the patient. Now here's the problem with that. If it is not put in your own words, you have a very hard time trying to say those same exact words because they're not your words. I learned this when I started my brick and mortar practice. I had probably over 20 to 30 therapists come on throughout a time period and learn that not everyone says things differently. And if you just hand them a script, people then do feel salesy. That's when you're going to feel salesy. So if you ever had a coach, they're like, here, just follow the script. And. And there wasn't any like reinforcement or reinforcement of coaching or anything like that of strategy, then that's when you run into the problem because it doesn't make you feel confident. So I always say you should use a script. Yes. However, you need to take that script and you need to keep rehearsing it in your own words. So let's just say if someone's like, I'm gonna do some role playing here. Hi, do you take my insurance? And the person, you know, the provider on the other line is like, no, we don't, but the hospital does. You can go there, you have immediately. You're not going to convert anyone, by the way. Okay, that's, that's rule number one. Rule number two, here's another scenario. Hi, do you take my insurance? No, but how can I help you? Do not answer that question. Their brains immediately just ask that question because that's what they've been trained in the medical world. Imagine this when you call a medical company that does take insurance. Hi, this is how they answer the phone. Hi, can I ask your name, full name, last name? Okay, great. Email, phone number, address, what insurance card do you have? Okay, can you ring me those numbers? Okay, well we'll see you at Tuesday at 5:00'. Clock. Okay, great, bye. And then I hang out with the phone. They ask nothing about what your, what your issue is, what you're seeking, what your main goal is for coming in the this is where we can win on the phone is actually making a human connection. So not only do I need you guys to heavily, heavily believe in what your services or what your product is, but I also need you to be very, very friendly to make a connection with that person. Because if they call an insurance based practice, it is not going to be friendly and it's going to be really transactional. And people don't buy when things are transactional. They want someone to connect with and they want someone to get it. So that alone could set you apart. So here's scenario two. Ring, ring, ring. Hi, do you take my insurance? Hi, can I ask your name? Yeah, my name's Sally. Oh, Sally. Hey. So thank you so much for calling. Can I ask how I can help? Well, yeah, I have some leakage going on and I really would like to get that solved and I was wondering if you guys, you know, help can help me with that. Yeah, so tell me a little bit more about when this started, what's going on, when you know, what are things that you can't do? Well, you know, I can't go to the gym and I would love to go back to Burn boot camp. But I can't jump because of leakage. Oh, really? You can't jump because of leakage? Okay, so tell me a little bit more about how that affects you. Well, it affects me because I can't feel confident going to the gym to lose weight because I, you know, pee myself. Oh, okay, so let me recap. Okay, so what you're saying is you don't feel confident to go to the gym to then be able to lose weight because you're afraid you're going to pee yourself. Is that correct? Yes, that's correct. Okay, well, we actually have. And. And then I get to her deeper. Why, guys? I have to dig to her deeper. Why? This is what you guys missed. And it's the human part, it's not the sales part. Okay, quick interruption. For those that have questions on today's episode, please text my personal number. It's 703-783-2388. I'd be happy to answer any questions that you have to get you unstuck. Let's get back to the episode. And so you've got to go deep into the why. So. So she's embarrassed. It's not that she's calling you because she's. She's leaking. She's embarrassed. That's the part that. That is why she's calling. And she ultimately, like she said she wants to lose weight. That's really her deep why. Okay, so you've got to touch on that. And then you have to explain your method. This is why you have to have a methodology where you're here and we're going to get you here. So we have three different phases. You're here and we're going to get you here. She's like, oh, okay, now I can kind of see that pathway. Then I like to tell a story about a client that we've had with the same exact scenario. Oh, my God. We just had Susie over here graduate. And she was. She actually had the same issue. And after she completed our method, she was able to now go and do double unders at Burn boot camp. How cool is that? Oh, my God. That's amazing. That's what I want. Yep. I. I know you don't say that part, but okay. Yes, Yeah, I know. Okay. Yeah. Well, that's why we need to get started so that we can actually get this going. And then that. That way you can lose weight faster. So what day and time works best for you? Tuesday at 5:00'. Clock. Okay, great. Yep, I'll put you down for that. Just so you know, we're not a network provider. We charge 250 a session so that we can get you back to the gym and feeling more confident in yourself so that you can lose weight and not have that leakage. Can't wait to see you Tuesday at 5:00'. Clock. Sally. Now that's my whole thing. That's the quick version. Do you does that to me that does not sound salesy. And here's the thing, if something sounds salesy to you then it means you don't believe in your own product. I'm just being honest. You don't believe in your own product if you believe something is salesy. Because that tells me that you don't have the confidence, you don't have the confidence yet to, to say I can confidently say this to this person and then it sounds like, then it feels like oh my God, I'm going to take something from this person. And, and I get it. Some of us do worry about getting the result from someone and, and sometimes we don't and sometimes we have to push the, the timeline back. But as long as you're upfront and honest with the people and say look, I thought it was going to take this long, I don't have a magic wand. And each session or each time I see you, we're going to reevaluate so that I can make sure that we have a very clear pathway on every single session. You know where you're at and we're doing check ins so it's not just like up. I make this one statement at the beginning and then hope, hope I'm right on. Like you don't have to be, you don't, you don't have to be at all. Okay. And so I think that's key when it comes to sales is you have had to have where you change people's lives. Like that's the kind of success so that you believe it so much that you believe if someone else goes somewhere else that they are going to, they're going to have like they're not going to get their life changed. Like I firmly believe if someone goes to an insurance based practice that, that they are going to not get their life changed and they're going to continuously seek other providers and other doctors because that, that person or that facility isn't going to complete the whole piece of the puzzle comparatively at the brick and mortar, at my brick and mortar I truly believe we put all the pieces of the puzzle together so that we have a comprehensive approach and actually solve the person's problem. I always say this too and maybe this will help you for feeling salesy. Insurance based clinics and hospitals, they are symptom management, cash based are actually going to solve your problem and that is 100% true. They're going to get to the root of the problem. And for me that makes me feel very confident that I can say like I'm going to solve your problem. Now that doesn't mean like I'm providing all the care. I, my role is to create the team that's going to get the person the result. So I then may also put a nutritionist on board. I may put a naturopath on board, I may put a sex psychologist on board. I, I'm, I have to build the team, but that's my role. So I feel good and I feel like I am doing my part when I'm building the team out and literally directing the patient on who they need to see because I vetted everyone in the community so that's key. So if you guys are feeling like, like you guys are going to give me objections of like, well, Kelly, I don't feel that confident in my product. Okay, well let's talk about what can we do to make you feel so freaking confident that it's going to solve the person's problem or who else can we put on board to make you feel that way. The other thing you're going to tell me is, well, I just don't want to take their money if like they're a college student or like, you know, they're, they're so, so, so and so. You're not taking anyone's money. You got to get that out of your head too. You're not taking anyone's money. You are changing people's lives. Sales is a transfer of changing someone's life. It is not. I'm not taking anything from anyone. The only way it is taking something from someone is if you promise something and you don't deliver on your promise. That's it. But sales is a transfer of changing lives. So when people come into my world, I get so freaking excited because I want to change your freaking life. And I mean it. I'm not just a coach that's like, hey, come to my program, take my modules. No, I'm a coach that's like, what's your problem? Let's fix it. Let's get it solved. Let's talk every single day. We got to figure this out and, and let's get on it and I will hold you accountable. I like to coach hard I like to coach hard, and I'm the coach for the people that love to be hard coached, because I'll hold you accountable. I will actually hold you accountable. Not to say, hey, yay. You're just in my program, so, you know that's. And that's what you got to do with the patience. Otherwise, yeah, you are going to feel salesy. You are 100% going to feel salesy. So don't be that person. Do you want to be average? I don't want to be average. I want to be the best. And I know most of y' all watching, you want to be the best. You want to be the best to get the best fricking results and then talk about your product like you are the best. Like, I need you to really believe that you are the best. And if you don't believe that, then start getting results and testimonials from these actual clients. And if you haven't gotten that yet, then start trading for free just so that you know that you can get these people the results. That's key. So, guys, sales is not salesy. And if it is, you're doing something wrong. So let's get after it, because you've got to make sure that it's just a transfer of changing someone's life, and I need you to believe that. So if you guys need help, you could text us here at 703-783-2388. Text me anytime. I'd be happy to help. Plug in some words if you're like, kelly, I don't know what to say. I'll help you. It's me. It is actually me. So just let me know and I'll text you back. All right, guys. Bye. Bye. Thanks, guys, for joining and thank you, Jane, for sponsoring Pelby Biz Podcast. We can't thank you enough so that we can help more providers across the world. Thanks. Thanks so much for listening. And you guys can text me at any time. It truly is my number if you feel that you have questions or that you feel stuck. So text me at 703-78-3-2388. Text me at any time, and I will respond. And yes, it is me. So hopefully we'll talk soon so we can get you unstuck.