5 Keys to Sell with Confidence

If anyone out there is feeling this feeling of desperation or not feeling abundant, the work is truly to get into that place of how can you create this within your own life and body? Because they're only going to be buying from you what you are mirroring to them. And we're back with another episode of He Said, she Said.

All right, babe, kicking us off with a glossy tip. What's your glossy tip today?

Well, I'm going to share the thing that I love about Glosi the most, and this truly is like the thing that I have based everything in my life on, and that is routines, simple routines that make you feel good about your healthy routines and yourself. And I think sometimes the easiest way to get back into, like, feeling really good and really confident again is feeling like you're in great routines. And that's why glossy is so simple, you guys. If you're feeling a little bit off, if your digestion is off, if you're feeling a little bloated, and sometimes when we feel crappy, it makes us make other bad decisions. It's like, start your day with something that you feel like you did good for yourself. If you've ever read Atomic Habits, it's about doing that one good thing for yourself in the morning so that all of a sudden you're like, what's one other good thing that I could do? Because I already stacked this one great habit. So glossy is so simple instead, you know, squeezing a lemon into water, because we know that that's so good for us. Instead of doing that, just peel open a packet, put it in water, have that be the first thing that you do or right before your coffee or right after your coffee. Like, just make sure it's that first thing that you do in the morning and get in the routine and watch how proud you are of yourself on day 30. Like, take the 30 day glossy challenge. And you guys, I want to give you a coupon code so you can use code happy for 25% off if you go to get gloce.com. but I'm telling you, it's about these little simple dominoes that if you just tip them in the morning, that it's going to be, you know, something that builds on that.

That's funny. I actually did that last night. So you're talking about building this, you know, little tiny, easy habit in the morning. I used it as a domino to tip myself out of bad choices. Like last night I crushed a ton of Chipotle. I went from that to like, ooh, now I want a Beer. Ooh, now. And I was like, dude, you gotta stop this. It's probably because the packer game was on as well. So I was like, wait, I'm gonna have a giant glossy water. I'm gonna make one great choice that I also knew that the probiotics in it would, like, make my stomach feel better. I'm gonna chug one big glossy water, make one great choice to derail this string of bad choices that I'm starting to make. And it worked. It freaking worked. I didn't want anything after the giant glossy water. So I'm telling you, it really is about tipping that one domino. First time listener. So meaning anyone who listens to this, you get a special unique discount. If you have not tried it yet, go to getglosi.com that's G L O C. I get closey.com, use coupon code happy for 25% off as our thank you to you for listening. All right, we're going to talk about sales today because we do a pretty dang good job of selling, to be honest. Right?

We've always, always like.

And you haven't always. Oh, okay, let's start there. Just so we can enroll everybody. With respect and love, I would like to start by saying you were actually a tragic salesperson when you started. I was just gig tragic. You weren't good at sales?

No, I wasn't good at sales. And here's why. I didn't. I didn't see the value in myself. I feel like I would have been great at sales, but it would have been sales for like, oh, here's, you know, your package of six months for $10. Because my. My worth or value in my opinion of myself was so low, so I had to really work on that with you. Of getting my. My value up.

Yep, absolutely. So we figured, hey, why don't we share what makes people really buy from you from our perspective, so that we can make sales easier for you. Because if you're listening to this podcast, you're probably in business. And if you're in business, that means you have to sell. Whether your job is directly selling or whether it's leading a team that they have to create sales, you. The buck stops with you right when it's your company. And so whether you're a solopreneur, whether you have a team or anything in between, you need to be good at sales. If you wake up, say, oh, I'm not a salesperson. That doesn't cut it. If you wake up, say, oh, sales is icky. That doesn't cut it. If you go to work and say, well, sales isn't my strength, but I'm great at these other things like marketing and all that. Listen, marketing just means you get eyeballs on your product. Sales means they buy it. Let that sink in. You can be a great marketer and still not sell a lot of product because you have to choose to understand and be great at sales. So because it's a fact that you have to also be good at sales, we wanted to make it easy for you. We wanted to break down, what are people actually buying from you and what do you need to display to make them buy. And I think if you master those two things, then it's not something you have to be afraid of anymore. It's something that you can actually enjoy. Do you enjoy sales or.

I do. I really do. If it's something that I believe in, I really enjoy sales because it is. Sales are the transfer of energy. I heard that from somebody, just resonated so much. Sales is just a transfer of energy. So they are essentially. And we'll get into this more, but they are buying the feeling that you're giving them. So it's. It's trying to tap into how do we get the feeling right.

Yeah, you nailed the punchline. So if you're having trouble with sales, it's probably because you're focusing on, like, here's the features of my product, right? It's got these ingredients or has these cool buttons, or you're focusing on pricing. Like, I cut the price in half. Why aren't people buying? It's on sale. Why aren't people buying? Right? Or you're. You're concentrating on product facts and comparison. It's like, well, here's why we're better than the competitor. Believe it or not, those things are not typically responsible for creating a sale. That's not what people are buying from you. Most people, they are buying a feeling that they want to feel. Let me repeat that. Most people are just buying a feeling that they want to feel. And those feelings are the following. Their certainty, hope, clarity. They want to feel like they have a plan. They want to feel confident. Right. They're buying confidence or they're buying a way to fulfill a desire. And I want to prove this. So, Lori, what's something that you bought recently that gave you one of these feelings?

Okay, if I'm going to go super recent, I literally just shopped last night online for like three or four dresses for all of my speaking gigs coming up. So I'm going to Be on stage four different times, these really great events. And I bought dresses.

Okay, I love that. So did you buy the dresses because of their features or did you buy it because one of the feelings I talked about certainty, hope, clarity of plan, confidence, or a way to fulfill desire.

It was a way to fulfill a desire and confidence.

Okay, what was that desire that you wanted to fulfill?

I wanted to feel confident up there. I wanted to feel really good in my body. I wanted to feel inspirational. I wanted to feel aspirational. I wanted people to. I wanted to give like, I wanted to be aspirational. I wanted people to look at like the picture of what's up there and go, oh my gosh. Like, I could get there too.

I see what's possible.

Yeah, I see what's possible.

So none of those things were features. Right. You didn't buy ruffles, not that you would. You didn't buy a plunging back because it was a. You didn't buy a certain type of cotton or a certain type of silk.

Right, Right.

You could care less as long as it gave you the feeling.

The product description once interesting.

So let that sink in to everybody listening if you are not getting the sales you want. Lori did not let a single feature or product description become a part of her decision. She simply, in her words, bought confidence and a way to fulfill a desire.

Okay, what have you bought recently for either certainty, hope, clarity of plan, confidence, or a way to fulfill a desire?

This one's easy. Mentorship, a ton of money, five figures a month for what I was buying was a plan and certainty and even some hope. Right. Because we're, we're tweaking and pivoting Frello before launch so that we are building it on a solid long term foundation and not on something that any type of governmental agency could interrupt because they don't like our interpretation of lenders and borrowers and all sorts. Right. Like I wanted certainty as we disrupt this industry. I wanted a great long term plan as we disrupted. So I went and I paid a significant amount of money for mentorship from someone who's already built and sold a multibillion dollar company in this space. And guess what? It's the best investment ever so far.

I mean, I would even have to say that the number one out of there that you didn't mention is potentially clarity.

Yeah.

Because when we don't feel clear, and I want everybody to hear this because I am really struggling with clarity right now on just next steps of my company. What path should we go down? Because there so Many paths. So if you can help somebody get more clear, not just by necessarily even giving them something, but maybe by helping them find their own path as well so that it's a path that's correct for them. It's really crazy to think about all the different things that you can sell when you think of that. Like, okay, if I wanted to help get someone clear, what are the things I would create or the programs, or how would I show up on my podcast, or how would I show up in my sales copy if I wanted to get someone clear? And that would be you have having to get clear first. So that kind of leads us into the next step of what are people really buying from you and how do you get them to do that?

Yeah. So what do you need to display as a salesperson? How do you need to show up as a salesperson in order to get them to buy? Certainty, hope, clarity of plan, confidence, or a way to fulfill a desire. The first one is enthusiasm. You need to display absolute enthusiasm. If you're going to be a good salesperson, then confidence, then certainty. You have to display proof or social proof, and you have to display relatability or empathy like that you understand where they're at and what they're trying to achieve. And here's what's crazy. Notice that some of the things that you need to display as a good salesperson also are the same things that they're buying. Like confidence. They're buying confidence, but you got to display confidence that this is the plan for them. Or certainty. People are buying certainty and you have to display certainty in your pitch. So it's no coincidence that they, they match up.

Okay, so I wanna, I wanna talk about this because I went to ChatGPT and I was like, I wanna find some studies on this because you and I know it from our actual life results. And we've seen this. If you're trying to sell from like a desperate state, like let's say your, your program didn't work, or you're launching something because you're like, oh my God, I need money for this. Or, you know, I have this big desire and I wanna make this much money in that great place. Yet, like, you're not going to, it's not going to go well for you because your energy is desperate. And so if your sales, if, if your buyer is matching that, they're going to feel desperate too. So even if they bought from you, they might end up returning because it's from this place of like desperation and lack. So I was looking up Some studies, and there's a study from the Journal of Consumer Research, and it's talking about the concept of selling energy and almost this, like, matching their energy. It says research has shown that your energy and enthusiasm as a seller significantly impact a buyer's decision. It says that a study by the Journal of Consumer Research found that when salespeople were more enthusiastic and positive. So that's just like an emotion that you're feeling. It led to higher levels of customer engagement and a greater likelihood of closing the sale. So this ties into the idea of emotional contagion, where the buyer mirrors the emotional state of. Of the seller. So if they're wanting to buy, certainty, hope, clarity, a plan, confidence, and a way to fulfill that desire, you are going to have to learn how to literally embody those things, because they are buying the feeling that you are selling, and they're buying the feelings that you have in your own life. So Chris and I have been diving so deep into this, into our lives right now because we want to get to the next level. Like, we want to break through to our next levels. And that's going to require us, before anybody comes into our life, to be, you know, buyers of anything or next level anything, that we're going to have to be feeling this way as much as humanly possible. And so if anyone out there is feeling this feeling of desperation or not feeling abundant, the work is truly to get into that place of how can you create this within your own life and body? Because they're only going to be buying from you what you are mirroring to them.

Them.

Oh, I love that. And so one of the examples is like, you can meditate before you go to create your sales and marketing plan, or you can do a visualization, like a guided visualization to put yourself in the energy, not of desperation. I have to make a sale, but instead of like attracting abundance or serving people or whatever it might be. In other words, you have to, even if it's uncomfortable, change your own state to match the state that you want your buyer to feel when they come across whatever it is that you have to sell.

I will pray over emails, like, I will literally pray over before, before I write some of them. If it's a big important email, if it's a letter to my investors, if it's an ask, if it's, you know, I just did a big ask recently from a mentor, and I really want to sit down and have her look at my business. And when I sent this message, I didn't want to send it from A place of, like, desperation or, like, oh, I really need her to do this for, like, next steps or clarity. It was, wow. I really want to, like, connect with her. I want to connect with her because I want my customers, who I know are so freaking amazing, like, to feel really connected to this company. I want to reach people. I want people to understand what, like, the logic is behind this company and how I want it to make them feel. How can I get that across to the customer? Like, I want this to be a ritual for them. I want this to help with their digestion. I want them to wake up and be so excited to consume this product because it's helping them with their everyday life. It's rippling into their relationships, into their business, into how they feel, into their health. And so these are all the. Literally the things that I prayed over this email so that when it first of all hit this first person, that it was like a hell, yes. Like, she would feel the feelings behind the why that I would love to be able to sit with her. And by the way, the answer was a yes. And I'm very excited, and we're both really excited. But, you know, if that would have come from a place of, like, I need her, oh, my God, I don't know next steps. I don't know where to go. Like, they would have felt that. And it's a ripple effect through your whole business.

Yeah, it absolutely is. So, guys, listen, if you're stuck on sales, hopefully this helps out a little bit. What are people buying from you? They're not buying a product. They're buying a feeling. The feeling of certainty or hope or clarity or confidence or a plan or a way to fulfill a desire. We gave you examples of why we bought things recently because we were trying to attain those things. And that means you need to display enthusiasm, confidence, certainty, proof, and relatability or empathy, or they're. You're not gonna be able to match the energy of what it is you want them to be feeling when they're making that buying decision. Hopefully this helped you out. If you want more help on this, you got to come get in the right mix with everybody in our network, in our circle of excellence, where everybody crushes this type of thing. As a matter of fact, at the next dinner series, one of the people attending, her name is Jillian Murphy. She's super awesome. She's in our elite mastermind. She is literally a sales expert. Teaches everybody in our mastermind how to sell better, et cetera. She's going to be there, among many other really cool people that you can mix it up with. It's an advanced networking event. We spend the day networking. We've got a working lunch of networking where you're asking for what you need and getting what you need and vice versa. And it goes into the most elegant dinner ever. And now here's the crazy news. It's the last one of the year. Second week of November. It's the very last one of the year. So if you want to come, there's very few seats left because we picked our favorite venue ever, this beautiful five star hotel in Laguna Beach. But because it's not a big venue, we don't have as many seats as we wanted. You've got to put yourself on the advanced notice wait list and we're going to be opening those seats up in just a few weeks. So right now, at the end of this episode, hit stop and go text us the word dinner to 310-421-0416. Literally right now, hit stop and text us the word dinner to 310-421-0416 so you can have the highest probability of getting yourself in that room where all of these ideas are shared and relationships are built. All right guys, thanks for listening. We love and appreciate you and we'll.

See you next week. Okay, so you guys know that I.

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