(00:00):

Hey, welcome to this episode of Sales Slaps with Nat.  quickie sales slaps to get you back onto the field and playing a better game in biz. So how about it? Let’s get going. The five awesome, awesome elements to better selling. Now these for me are really underpinning parts of sales and sometimes people can, I don’t know, overthink the hell out of them.

So the first one is speaking is selling. This could look like a number of things because for me, you guys know that one of my biggest revelations in business and the number one way to keep growing sales consistently is that sales is just a conversation. Powerful conversations are what keep your sales turning. And it’s usually how we transition from marketing into sales is the conversation part of it. And a lot of people miss this out because they’re so hell bent on being automated and digitally led that they can forget that this can be a missing part. 

(01:06):

So speaking is selling and that could mean also that literally speaking is one of your marketing tactics. Like you might be a podcast host, podcast guest, a paid speaker speaking to audiences who then start to follow you and you sell to them. But I mainly want you to get out of that first element is that sales is a conversation that to be selling means you need to be talking, you need to be speaking where people are listening and there’s that back and forth relationship. So I don’t want you to be scared of that. I want you to think about and ask yourself what do you see conversation as? Where are you not having them? Where can you every day, where’s a conversation you can pick up? And a conversation can be an email conversation. Often it’s a matter of breaking down your large email you want to send to someone and just breaking it down and get that ping pong, that back and forth going first. 

(02:07):

And then I’ve got this second element to better selling. I’ve got this thing called book end selling and other people call it infusion selling. So it’s kind of like you’ll always be selling an idea or a concept. So you’re not like that pushy salesperson, but you’re kind of always setting the sale up. So for example, if I was doing a webinar, I would at the beginning talk about, hey, there’s going to be an invitation at the end for you to come and work with me. We’ve only got an hour together. We are going to just scratch the surface. I’m going to give you what I can, but I want them to start thinking about how we could work together. So I’m setting it up so I’m putting a bookend at the front and then obviously at the end of that conversation or the end of that webinar presentation, whatever it is, I’m going to be like, Hey, remember I said at this beginning, here’s your invitation to work with me. So I’ve book-ended or infused within my conversations selling the idea, selling people towards that kind of end goal and being committed to making sure I present the offer or in other words, presenting the solution because that’s what we are doing. All of us have got solutions that can help people. And when we make sales a little bit weird, we can kind of muck it up a bit, can forget to offer.

So that leads us onto the third awesome element to better selling, it is selling the serving like full stop. It is a massive, vital part of your customer service that usually poor sales, we can lead it back to poor, poor customer service. 

(04:02):

If you are not, think of sales as an open closed loop. A lot of people have these open loops and they’re just not coming back and saying to someone, would you like to take the next step? Would you like to work with me? And then people can have a weird experience or a bad customer service experience because as a woman, we can think that if we are selling, it’s weird. But it’s actually part of the customer service loop. And if you think about the time you bought a programme or a course from someone that you really liked and it truly impacted your life, you are actually that person for someone else to get that solution. So if you don’t make an offer and tell people about that next step or that great customer service, you’re not actually providing an opportunity for someone to change their life or get the outcome that you can actually get for someone. 

(05:03):

So ask yourself, if selling was truly serving in your mind, what would it enable you to do more of? And hopefully the answer is that you’re going to spend more time in your work time offering and serving how you work with people because you’ve been a dirty stop out if you’re not sharing what you do. And fortunately or unfortunately, I work with some of the most incredible women who are the world’s best kept secrets and I’m like, whatcha doing? Let’s not do that. 

The fourth awesome element to better selling is that you really have to get people to make a decision. And what that means is, or a lot of you already know my restaurant analogy, but a waiter, after they’ve given you the menu and you’ve got time to look, they will come back to get your decision. Are you ready to order? And a lot of people don’t do this, which is why their sales aren’t great. 

(06:02):

So they’re not coming back to get a decision from the people. Now, if a decision is a no, that’s fine, but we just want to go and get it. We want to know where you stand. So if someone makes a decision and it’s like, no, we are not ready, we don’t want to go ahead, that’s an opportunity for you to go, okay, where can we start? You may not want the whole banquet, but can we start with some bread and dips? So it’s the same with selling. Someone may not want everything you’re offering at that time, but you’ll be able to do what we call a little bit of a down sell, get started somewhere. But to actually do that, you need them to make a decision first, right? So that’s the fourth element.

Fifth element, awesome element to better selling is follow up. You’ve got to follow up and you’ve got to have a follow up process and that can just be like once a week you sit down and you have 15 minutes and you follow people up. 

(06:57):

It’s really important, again, being part of service, but then being part of customer service to follow up. So those are my five awesome elements to better selling, speaking to selling sales, assisted conversation number two, book end selling. Always be selling their idea and front load it. Number three, selling is serving. You are a full customer service. You can actually be someone else’s best solution. Number four, get people to make a decision. Number five, follow up. So if you do think that you need a little bit of help, as I’ve mentioned on here before, you can actually work with me for as little as a hundred buckaroos a week and you get to come and hang in my tribe. You get to get some sales slaps and help from me and from my training. Otherwise, share the podcast, share these slaps. I’m hoping you got some good takeaways today. You are awesome. Okay.