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This week on the podcast, I am joined by Kendrick Shope! Kendrick is the CEO & creator of the Authentic Selling® process, sales expert, speaker, media personality, & momma to a beautiful little girl.
On this episode of the podcast, Kendrick and I dive into why sales doesn’t have to be icky, and how we can start selling ourselves and our services more authentically. Kendrick shares her authentic sales process, how we can make it about the customer and not ourselves, why knowing how to sell is important as an entrepreneur, and more.
Enjoy!
- How Kendrick fell in love with sales
- Quitting a full-time job to work for yourself isn’t glamorous, and it’s not always easy, but it’s usually worth it
- What Kendrick learned from pushing herself to hit 7 figures in her business by the time she turned 40 (2 years ago)
- We need to remember that selling doesn’t need to be icky, and we sell almost all the time and in everything that we do
- Selling is the exchange of money for a product or service – you don’t need to be slimy, sleazy, or icky when we sell. We get to choose how we want to show up and sell.
- If you are selling a yoga offering and it doesn’t feel good, look at why it doesn’t feel good
- People pay for what they value, so your job is to make sure that you provide value for them and help them understand the value of what you offer
- “I’m not sure about the money” isn’t rejection, it’s redirection
- When someone says something like “I can’t afford it”, you should follow up with “Thanks for sharing that with me” and then practice empathy with them
- Tactical empathy: “I understand what it’s like to want to take private yoga lessons but feel like it’s not in the budget”
- You can share with the student some of the benefits that other people have gained from the product/service they are interested in
- Leave the ball in their court, but get contact information so that you can follow up with them
- When you follow up, you can just send a gentle check-in and ask them how they are doing
- The idea is to approach from a place of helping, not pushing!
- People don’t respond well to preaching
- Be cautious about discounting when someone says they can’t afford something
- You CANNOT approach your business from lack mindset, but like attracts like (ie. lack attracts lack)
- When it comes to following up, think about how you like to be followed up with
- Send a thank-you follow-up (email or text or message), as soon as you can!
- It takes 7-10 touches before a business or person decides to work with you
- Remember that it’s okay to say “no” when we’re not interested in something when we’re on the buying side of things
- People like to do business with people that they like and feel connected with!
- We use the same formula for all objections – the biggest objections are time, money, and “I need to talk about it with my spouse”
- You can use a Google spreadsheet to keep track of the people that you are reaching out to, what you’ve sent them and when you need to reach out to them last – it doesn’t need to be complicated!
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And much more… Here’s the episode!
Connect with Kendrick:
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