MBA1628 Guest Teacher – Penny Elliott – How To Get Momentum In Your Business Through Accelerated Sales & Automation

Let me tell you about Intuit QuickBooks. When I was starting out my business, I remember sitting at my desk late at night, not working on my business but cleaning up numbers, tracking and reconciling payments and wondering how this became my life. But once I automated the admin side of things, of my finances, those nights had disappeared and I felt a whole lot better. Outdo it with Intuit QuickBooks. QuickBooks is the trusted end to end solution that businesses rely on for getting paid, managing finances, paying employees, finding new customers and more. QuickBooks provides a team of AI agents and trusted experts. So doing it yourself no longer means doing it alone. Their payment agent gets you paid faster, their customer agent finds leads, follows up and secures more sales, and the accounting agent automates and categorizes transactions. Get your critical business jobs done with QuickBooks on the Intuit platform. Ready to save on new tech? It's time for Dell Tech Day's annual sales event celebrating our customers with fantastic deals and benefits. Perks include Dell rewards, free shipping, premium Support and more. PCs like the Dell 14 with Intel Core Ultra processors will help you do more faster and with a premium suite of monitors and accessories, you can upgrade your whole setup with amazing savings. Visit Dell.com deals. Hey O welcome to the $100 MBA show, the place to be for powerful business lessons every single day with our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of the $100 MBA, a complete business training and community online and today's episode is a guest teacher episode. On our guest teacher episodes we bring on an expert to teach their area of expertise. Today's guest teacher is Penny Elliott and she'll be teaching you how to get momentum in your business through accelerated sales and automation. We all know that sales is the lifeblood of any business. We gotta get money coming in or we'll be out of business very soon. And today Penny is here to teach us to do just that. Penny Elliott's been living and breathing sales all her also understands that not everybody is built to be a salesperson. So get ready for some really powerful sales hacks that you can implement right now. So let's get into it. Let's get down to business. Today's guest teacher Penny Elliott lives and breathes sales. From selling grapes on the side of the road in her family business at the age of seven all the way through to leading teams of 45 sales reps across the UK culminating over $15 million in sales in over 18 years in corporate. Now she's running a six figure business, showing people how to grow their sales with straight to the point techniques. Techniques she's gonna share with you in today's guest teacher lesson. So I'm gonna pass it on to Penny for now, but I'll be back to wrap up today's episode, give my takeaways. But for right now, take it away, Penny.

Hi everyone, I'm Penny Elliott and proud author of Get Momentum, your ultimate guide to create 100 days without fear, overwhelm and burnout. Thank you for joining me today. And you know what? Today I'm going to be teaching you how to get and keep momentum in your business in today's new world. So let's get down to business. So I want to touch on three things that are going to really help you in the current economic climate. It's taken from my book about how to create 100k in 100 days. And I really want you to take these three lessons that I'm going to share with you right now and put them into your business immediately so that you can react and continue to be thriving and shining in this new economic climate that we're in. The first point is to understand your client's wants. People buy what they want and not what they need. This is very important for you to understand. I'm gonna say it again. People buy what they want and not what they need. So if you think about it, a car gets you from A to B generally faster than walking or cycling and dryer. So a little Mazda 3 will do exactly that. So why do people buy Bentleys, BMWs, Mercedes, Range Rovers, big muscle American cars, big utes and pickup trucks? Because that's what they want. It's not what they need. They just need to get from A to B. And a little Mazda 3 would do that. But they buy what they want. They either want it for social status, they want it for safety, for their family. They want it so that the dog can sit on the back. They want it so that they can take their supplies. So make sure you're speaking to people's wants. Now, in today's new world, as we are evolving after the coronavirus has swept through the world, this people's wants have completely changed. Before, you know, in 2019, people want and before, people wanted to have a lovely trip and a fancy holiday to Italy, to the Amalfi coast, right? Or they wanted a really fancy car, or they might have wanted to compete in a body competition. If you're a nutritionist These wants have completely changed now as we move into this new world. Most people would just love to be able to leave their house and go and see their family, their extended family, and give their friends a hug. Okay, now you're probably not selling hugs, so it's important to get really gritty with understanding what your clients want. If you do this and change your copy and your messaging, you are going to shine and thrive ahead of your competitors because you are listening. And I don't know about you, but the best form of medicine and the best way to feel loved and the best way to trust someone is if they sit there and they listen to you. So I want you to listen in and get really close and nitty gritty with your ideal client. And that could mean getting on the phone with them. That could be being in their Facebook groups, seeing what they're saying. It could be understanding what they want right now and reflect that back to them. There's nothing better than reflecting back to people what they've just said to be heard and felt listened to. And this builds that love, like and trust factor that everyone talks about in sales. Secondly, I want to tell you about how to sell with confidence. Now, this is hugely important because you were not put on this planet to be a salesperson. And that's okay. All right. That's totally okay. And I want you to take a big, deep breath and be like, whew, that's good. That's good to hear. Because you were put on this planet to share your special need impact and have impact on your community and possibly the world. So you are not put on this planet to sell that. You are put on this planet to do that. However, if you are in business, you need to sell. It is a lifeblood for your business. It is like air in our lungs. Sales and money into your business is the thing that keeps it alive. I often say if you do not have sales in your business, then you just have a fancy website and a great Instagram account. Harsh but true. So to be confident in your sales, you need to practice, practice, practice. I have a toddler. He is 19 months old. And morning and night we practice brushing those teeth and I brush my teeth next to him, not even looking in the mirror, not even thinking about it, because I've done it morning and night for all of my years. And you need to do the same with your sales. You need to be like that baby and that toddler and practice, practice, practice, practice, practice, practice until you can do it with your eyes closed and not even think about it. That might mean finding someone to buddy up with and swapping details and getting on a zoom call and chatting with them about it and practicing being their client and they practice being your client. The other thing I really want you to look at is not just the words you're using, but your tone and pitch. And I'm known for saying, banish the little girl voice. This is when you talk so excitedly and passionate and think it's wonderful to talk about your product and your service. And then when it gets to the dollars and cents, you really recoil and you start to like lower your voice and you lose all that tone and pitch and you're like, wow. So it's usually a thousand dollars, but actually it's, you can have it for 500 because, you know, I know that it's not very good at the moment and like everyone's getting laid off and like you do it over like 12 month payment plan. And I'll send you like my free book and I'll send you a pen and a highlighter and I'll even send you my cat so that you can like pat it so that you feel loved, right? And person on the other end of the phone was so excited about your product or service, they could not believe their luck that they had found you and that you were going to transform their lives. And then all of a sudden when you're talking about the money, you get a bit cagey and a bit weird and that's when you'll get the mmm, I have to think about it, I'm not sure answer. And it's because their gut is saying, I don't trust this person. They were like really excited about their product or service and now they're being weird when it comes to the money. Are they trying to rip me off? Why is it so cheap? This is a bit od. So when you are doing your practice, I want you to record it and listen back. Not just for the words that you use, but listen through it a third or a fourth time for your tone and your pitch and your vibration. Because this is your second writing down a bill is people buy people, okay? So understand that people don't buy products or service, they buy people and they buy you. So you need to be confident in talking about the dollars and cents so they buy your confidence and they to purchase and feel comfortable and confident. So the first point was people buy what they want, so understand what their new wants are. The second thing is people buy people. So you need to be confident and know your numbers and be able to say it with ease and passion. And number three is to automation is your friend. And this has never been so prevalent than it has been in the recent weeks and months where homeschooling has had to happen. And people don't have the luxury of time anymore. They're at home and they're juggling everything. Even if you don't have kids, going to the supermarket now takes hours instead of like 20 minutes to pop down the road. No one has the luxury of time. Time is something that always goes. As soon as that clock ticks over another minute, you are never getting that minute back again, ever, ever, ever. So you must use your time so wisely. And this is why automation is your key. And I talk about, I go into detail a lot about automation in my Get Momentum book. But what I wanted to touch on here was think about all the tasks that you repeatedly do and then find a system that will automate them. We are in the world of online is always something that can be automated or you can outsource it to someone who can do it for you. Now, I will give you an example of childcare. So I can pay someone to look after my child and I can make 10 to 20 times more per hour than I can looking after my child. Right? Or I can look after my child and have that time with him and I can pay a va, a technical person, social media expert, to do parts of my business that they are super strong at and can get done in a lot quicker time than I can and a greater return on investment. So there's always a way that you can automate or outsource within your business. Okay? So I hope you guys found that really exciting and a way that you can bring those dollars into your business and the importance of it. So if we want to recap so can write these down is that people buy that what they want, not what they need. And so you need to understand what people's wants are, especially as we are evolving into this new world. The second point is I want you to sell with confidence. People buy people. And the only way for you to be super confident is to practice, practice, practice. Okay? And make sure you're listening out for your tone and pitch. And the third point was automate your life to be success. Automate your way to be successful. So that is by choosing what your priorities are and then outsourcing the rest. And know that if you're giving something to someone else or you're automating it, it is freeing up your time to do the things that you put on this planet to do that. No one else can. Anyone can write your emails, anyone can post to social media, but no one else can show up and be you in your business and shine and thrive and be the leader you know you during this time. All right guys, I'm Penny Elliott, author and coach and if you want to continue learning about how to get momentum in your business through accelerated sales and automation, you can learn more by heading to either Amazon and grabbing my book Get ultimate guide to creating 100k in 100 days without fear, Overwhelm and Burnout. Or you can head to pennyalliottgroup.com CPT and make sales easy for you. Thanks again for joining me today. Back to Omar. If you your parent or spouse served in the military, you could join our family. Our members saved an average of $70 a month on auto insurance when they switched tap the banner or visit usaa.com join today to check your eligibility restrictions apply.

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What a great lesson by Penny Elliott. Don't forget people buy what they want and people buy people. These statements are so true because most of the modern world has what they need to survive. They have their needs met. So most of their purchases are based on what they want, which means their emotional purchases. And when we say people buy people, this is a huge advantage for you because you can build trust with people. You can build a rapport. So even if you're not a big name, if you're not a big brand with tons of marketing dollars, people can still make the decision to go with you because hey, they like you. Thanks so much for listening to the hundred Dollar NBA show. If you love what you hear, hit subscribe right now on whatever you use to listen to podcasts. By hitting subscribe you get our next episode automatically. It's absolutely free, so go ahead and do that right now. Also, Penny Elliott has given us a free gift. Go ahead and check it out@pennyelliottgroup.com CPTSalesWipe. You'll get our easy to use sales swipe file so you can convert more sales to via email. Just copy and paste and tweak it for your business. Pretty generous of her. Go ahead and check it out@pennyelliottgroup.com CPTSalesWipe that wraps up today's episode. Thank you so much for listening. Before I go, I want to leave you with this. Sales is a muscle. You have to exercise it. You have to keep trying. You'll get more and more comfortable showcasing your products and services, feeling proud of it, and of course, asking for money, asking for the sale. Most new business owners have the problem of pricing the products too low. I always say price your products at a price that makes you feel a little bit uncomfortable, like you're really going out on a limb. That's usually where it should be priced. Thank you so much for listening to the $100 MBA show. I'll check you in tomorrow's episode. I'll see you then. Take.

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