Today we’re talking about why selling from the heart is so important, and Catherine Watkin is here to help us learn why. She is a sales expert who works with heart-centered business owners who feel awkward when it comes to selling their services.
Catherine tells us about why she is such a believer in heart-centered selling before taking us through her process for selling from the heart. She explains the biggest hang-ups she sees when business owners try to sell, along with methods she teaches to overcome these and gain clients.
On this episode of the Live. Love. Engage. podcast:
- Why Catherine became interested in selling from the heart.
- What happened when Catherine started different businesses despite her heart not being in them.
- The misconceptions that many people have about sales.
- Why manipulation and closing techniques don’t set you up for an ongoing relationship.
- Catherine’s 7-step process for authentic sales conversations.
- Getting to the “internal yes.”
- One of the biggest reasons why a potential client won’t work with you.
- Questions to ask yourself before presenting an offer.
- Respecting the rights of others to make their own decisions.
- Why some business owners find themselves making friends instead of clients.
- The mindset that you must have to successfully sell from the heart.
- A technique to move away from thinking you have to sell yourself.
- Why all the other work is wasted if you can’t get people to buy from you.
Connect with Catherine
The 7 Steps to Yes: https://catherinewatkin.com/free-video-series/
What’s Your Authentic Sales Style?: https://catherinewatkin.com/quiz/
Catherine’s Website: https://catherinewatkin.com/
- Join the Live. Love. Engage. Community
- Intuitive Business Coaching
- The Live. Love. Engage. Book
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[00:00:02] I am Gloria Grace Rand, founder of The Love Method and author of the number one Amazon best seller, Live Love Engage – How to stop doubting yourself and start being yourself in this podcast. We share practical advice from a spiritual perspective on how to live fully, love deeply, and engage authentically so you can create a life and business with more impact, influence and income. Welcome to live, love, engage.
[00:00:38] Stay. And welcome to live love engage. Today, we are going to be talking about selling from the heart and why it’s important. And we’ve got a wonderful guest with us today who is an expert in this area, and her name is Catherine Watkin. So first off, welcome to live love engage catherine.
[00:01:00] Oh, hello. And thank you so much for inviting me to be on your podcast.
[00:01:04] Well, we are delighted to have you. And let me share with all of our listeners and viewers on YouTube why she is the founder of Selling from the Heart and how she is a sales expert who works with heart centered business owners who are gifted and passionate about what they do but struggle in business because they feel awkward when it comes to selling their services. I’ve been there, done that. When she teaches them how to have effective sales, conversations that feel authentic and comfortable and more importantly, get great results. And she is also an authentic and inspiring speaker with an important message and a role model for how it is possible to create a successful business without resorting to those sleazy, manipulative sales and marketing tactics that so many of us don’t like. So I’m I love this subject because I, I recently changed my ah. Actually changed my tagline to messages from the heart, because I do believe it is important for us to be authentic. So before we get into maybe specifics of how you can do that, tell me why and tell our listeners actually really why you got interested in this subject yourself. Why? Why do you have a passion for teaching people about how to sell from the heart?
[00:02:29] Well, I’ll try not to make it too long a story, but it goes back way because I actually, prior to setting up in business for myself, I had a career in sales. So I accidentally fell into sales when I was 23 years old, had no intention of being in sales at all. I don’t think any salesperson ever does. And by the time I came to this business, I had about 20 years behind me working in sales. So, you know, I I’ve been very successful. I’ve worked in the travel industry for many years, and I’ve done quite a few years in the recruitment industry, which in particular was a very targeted, driven, competitive field to work in, in sales. And what I didn’t realize at the time, because I didn’t have the language for it then, is that even though I would get a sense of what these sales training courses and I’d be taught the NLP techniques and the manipulative techniques and the closing techniques, I used to come back with a knot in my stomach at the idea of treating people in that way. And I just used when my manager wasn’t listening, I would just think know I’m just going to sit here and do it my way. And as it happened, my way turned out to be really effective.
[00:03:39] And I worked for three big companies in total, one in the travel industry, two in the recruitment industry. And in all of them, I was in the top two or three salespeople in the company. Wow. So my my way worked. I then eventually left that world. I was desperate to find work. So it felt meaningful to me. I was very unfulfilled by what I did. I loved working in sales. I always used to say that I was blessed to get paid to talk to people all day long. But there was a lot about it that didn’t feel meaningful and didn’t feel fulfilling. And I embarked on this five year journey to figure out what it was I was meant to do in the world, thinking that none of it would have anything to do with sales. And as part of that, I tried we trained in a number of different things, only to discover that none of them felt quite right, but they included training as a coach, as a hypnotherapist, as a yoga teacher and NLP practitioner, nutritional therapist, amongst other things. Well, I started to notice was that although my heart wasn’t really in those things when I started my businesses, I would get clients. And I very quickly got this reputation with people who I trained with both hate cats.
[00:04:51] When we hear you have all these clients. How do you do it? And what I realized it wasn’t obvious to me at first was because of my background in sales. Yes. I had everything to learn about marketing. I had everything to learn about pricing and how to structure my business. But I didn’t have any hang ups or what I call stuff around sales. And I saw that all of these heart centered business owners, people who really cared deeply and wanted to make a difference to other people through their work, had so many funnels about sales and what that meant and how that somehow meant being a bad person, that they were not doing anything to try and reach out to clients. They were not doing anything to encourage clients to book into conversations. And so that’s where it was born. And I started running a. One day workshop for coaches initially, and that was such a success by that expanded and that was that was about 10 years ago. I’ve been doing this. And before that, I never I didn’t find anything I really enjoyed ever. And I find something that I’ve done without Stoltmann for 10 years. So it’s been amazing.
[00:05:55] Well, I love how, you know, you had to experiment and try all these different things, I think, in order to be able to figure it out. And your background is what helped you to be successful in this. And I, I think the one of the things I’ve learned in my life, too, is we we really have to I think the universe has helps us along and in kind of giving us some ideas of what to do. And they and helps to lay the foundation. Sometimes we don’t realize it at the time until later. And then we’re like, oh, yeah. So that’s that makes perfect sense. Now, why I went through that, because now I can do this. So I think that’s great that we’ve been able to do that. How so? Tell me what is. Well, what have you found, actually? Because I kind of have an idea. But why do in your experience in working with clients, why do so many people, I think, have like this misconception about sales and is why they resist and they don’t make follow up calls and things like that? What have you found to be maybe some of the common denominators
[00:07:02] That I think the two common reasons are? First of all, we have all experienced sales that just does not feel good to us. We have been backed into corners. We’ve been felt that we haven’t been listened to. We felt that the sales person is just out with their own agenda, irrespective of what’s best for us. Some of us certainly in my own experience, I’ve had more than one occasion where I would actually say that I was bullied and shamed when I decided not to go ahead. And somebody left me feeling upset for quite a few. Now I’m particularly sensitive, but it left me feeling quite upset and quite shaken because I shared a lot of personal information with these people in good faith. And what happens for the heart centered business owners who really care and want to make a difference is that’s been their experience in sales. And then they come to believe, well, if I want my business to be successful, I need to learn how to sell. And selling means doing all of that stuff that felt so awful when I was at the receiving end. I really don’t want to do this to other people. And so therefore, I’m not going to do anything and then connect the two. That is what I call traditional sales.
[00:08:20] So I have titled what I do. Hot centered sales. And then I make a distinction between that and traditional sales. So they may even have gone off and done some traditional sales training like I was sent on it when I went back in the corporate world. And it doesn’t mean that that sales training doesn’t work. Traditional sales is extremely effective. That’s why it’s been taught for all of these decades or however long it is. Right. But it’s not for everybody. And I think that for thousands of business owners who are in business to make a difference, first of all, if they just have been not that not in their stomach that says, I just don’t want to do this stuff. But also if if when you sell, you’re entering into an ongoing, quite deep relationship with your client, which many of us do with what coaches or healers, for example, of that style of traditional sales based around closing techniques of manipulation doesn’t set you up for strong commitment and a strong base trust for the process that’s about to follow. So I was I was about to say closing the sale just doesn’t work for a halt sense of business. We have to find another way.
[00:09:27] So can you share? Because obviously not going to have you share your whole process here, because I’m sure people need to go through a course or coaching lesson with you. But I can
[00:09:38] Share a process. I do have it available for people to sign up for and get for free. So, yeah, and I’m very happy to talk through my process, if at all.
[00:09:46] Well, sure. I would love to hear it if you’re gameboard. Yes. So I’ll go. I’ll go.
[00:09:53] I’ll do is I’ll go quite high level because it’s all available as in a 35 minute video series for people to go and and get hold of themselves. So if I keep it quite high level, then I won’t take up too much time on the podcast. But I teach a seven step process for authentic sales conversations, and it’s designed to help somebody who’s not very confident about sales. Make sure that they’re asking all the right questions in the right order in order to guide a client to help the client make their own decision. I’m very big on this. It has to be the client’s decision. There is nothing I can teach you and there’s nothing anybody can teach to to help you make a client say yes if they’re not emotionally invested or committed. So I’m aiming to get to something called the entire. Yes. And the internal yes is when the client has the feeling bubbling up from within them. Oh, my gosh, yes, I think I want to do this. Everything she says sounds like just what I need. And there might be some nervousness. There might be concerns, but the internal. Yes, is bubbling up in them. They may not said anything yet, but if the internal. Yes, is there. Yes, there may be a conversation to be had. But you don’t need closing techniques or objection handling techniques or to become like a stone street salesperson in order to win all clients. So the process goes to get to the seven steps that one is setting up the agenda, literally letting the potential client know what’s about to happen, and also setting up at this point that you may be making them an offer or an invitation.
[00:11:21] Let’s join the conversation, which helps reduce some of the feelings of sales in us. If they don’t know it’s coming right to is open up. This is literally about making sure the rapport is in place and that the client feels open and ready for the conversation to come. So very safe, non-invasive, gentle questions like. So tell me what prompted you to book in to talk to me today? Or if you’re a parenting coach, tell me how old your kids are. Tell me a little bit more about them. Very safe, right? I come a point where you feel and it won’t take very long. If if if you’re a good fit for each other, where you just feel that there’s like an opening up. The client has relaxed into the conversation. They trust you. They’ve put down some of their resistance to the fact that you might be wanting to sell to them and then you can move into step three, which is explore problem. And this is just where you go a bit deeper into what’s brought than there today. So this is where you might say you mentioned some you mentioned this thing earlier. Please tell me more about that. I’d love to hear more. You might ask more questions about how is this impacting you in other areas of your life? How does it make you feel? What will this mean to you if this stays the same and doesn’t change in the next 12 to 18 months? So you’re getting your what you’re not doing here.
[00:12:34] This is selling with integrity. You are not creating problems that do not exist and you are not putting fear in the heart of your clients. A lot of sales teachers to do that. I don’t teach that. You’re literally asking the client to give voice to the things that are already troubling them when they lay their heads on the pillow at night or the first thing they think of. I never have trouble laying my head on the pillow, but I have my fears come up when I wake up first thing in the next morning when I come out. And then once you’ve done that and they feel they feel hurt, they feel listened to, they feel cared for, you then wants to step for which is test commitment. Very quickly, just one question to check in and see how serious they are about actually doing something about this, because some people are committed to resolving an issue. Other people are not. They’re just happy to have the place to talk about it. And some people are like most of us, they might be lots of different things going on in their lives that are not quite going smoothly and they can’t be working on all of them all of the time. So how serious are they about doing something about it? And then you move on to step number five, which is compelling future.
[00:13:40] And this is where you ask questions to get the client to be able to really visualize and imagine a future where things are different. Because one of the biggest reasons why your client won’t say yes to working with you is if they don’t really believe it’s possible for them. And if your client has got to the point where they’re talking to you, for most of us, it’s quite likely that you’re not the first person that they’ve gone to for help. So if the problem’s been going on for a long time, they can start to fall into this belief that, oh, this this can’t this won’t ever change for me. So connecting that’s then compelling it to that compelling future. Then you go into step six and this is why you present your solution. And by solution, I mean, this is your service, your program, your offer, whatever it is. That is your answer to whatever’s going on for them. And I’ve talked about problems. It can be aspirations. People more often invest in solving problems. People do also invest in aspiration, too. So it could be one or the other. And in step six, the first thing you do before you go into that is you check in with yourself. And again, this is the sales with integrity. Do I believe that? I’m not. What I’m offering is the right thing for this person. Do I believe this is the right time? I’m not going to be doing them a service by encouraging them to go ahead with this, or is there somebody else out there that could be better placed to help them or are they not ready for it? And only if you believe that you are the right person do you go into step six and step six is a little technical.
[00:15:06] So I can’t teach that fully. I can’t teach any of the steps fully. Now, this is one that you really need to to do my training in order to get in in detail. But this is where you present the way that you can help the client in such a way that when they hear you explain it, they absolutely understand why it would benefit them to do it. And the value to them. And this is the area where most small business owners fall down. They’ve never learned how to do this properly. They often say things like. I know that I can do magic for people, but when I’m in front of a client, I can’t find the words to explain it. And that’s why the client goes away and says, I need to think about it. This is also what you tell them how much it’s going to cost. Sorry, I missed a bit there. So once you so. Yeah, so once you’ve presented how you help you let them know what then what the investment is going to be. And then step seven is absolutely, totally simple. And it’s just one question. And it is asked for a decision. And it could be as simple as. So what do you think? Would you like to go ahead? There’s lots of different ways of asking that question, but that is the seven steps process.
[00:16:12] And at the end of that, you will hear in theory a yes and no. All I need to think about it or I can’t afford it or some variation. You may not hear it. No, I’m certainly here in the UK. We don’t hear no very often. People are far too polite to say no to you, especially if you’ve just spent the best part of an hour talking to them. So anoh doesn’t normally sound like a no. There’s something called a polite no, which is a no. That sounds like a maybe or a yes. And so there may be another conversation to sort of dig out where they’re really at and maybe help address any concerns they’ve got. So the seven step process is not the absolute end of the conversation. It is if they say yes, because then you just go into wrapping up the details and signing them up. But it can mean that there’s another 10 to 15 minutes to go in your conversation of just helping them explore what might. Because if they’ve if they’ve had the feeling of the internal. Yes, but then they say, I don’t know. I feel like I need to think about it. It’s quite probable, though, that you will help them to get to that decision in the conversation. They just need a little more reassurance or a few concerns addressing that they have that haven’t been addressed.
[00:17:22] Yeah, I love that. That’s. I know and I’ve experienced I’ve experienced those types of conversations with people who do know how to do that and and it is really nice because then you they do help you to. They do establish trust with you. And you can feel safe to be able to say either yes or no. I’m like, you know, I really can’t afford it right now, but maybe, maybe in six months. So, you know, but, you know, I’ll call me later or, you know, call me that or I’ll follow up with you then. But versus where it is much more. I’ve also been on the other end of it, too, where people are like, well, I mean, I was I had enrolled in a program and then I realized afterwards it was like my sister had just passed. And I’m like I was in throes of grief and I realized I wasn’t going to be able to give it all. And and they really tried to keep me in the program. I mean, it was like, well, you know, don’t you think your sister would want you to do this? I’m like, I don’t know. No, I think my sister would also want me to do what’s best for me. And if I’m telling you that this is not the right thing for me right now, it’s not there, I think, for me right now. Oh, so yeah.
[00:18:38] That type. Yeah. And it’s about respecting people, isn’t it? You know, good for me. I’m such a big believer in respecting the rights of other human beings to make their own decisions. And that even if you disagree with the decision that that person might make, because it’s crystal clear to you that they should be doing this thing right. Still ultimately respecting their rights to make their own choices. And, you know, and and an example like that, I think that, you know, people do do business in different ways. You know, I run what I call a heart centered business in that sort of situation. I wouldn’t be forcing somebody to do something because actually it doesn’t serve anybody. It doesn’t serve anybody to have somebody do a program when it’s actually not the right time. And there have been times where I once had a lady who whose sister was very unwell and was was she did she did, in fact, pass away eventually. And they knew that I was on the cards and I was very concerned about taking on the client. Yeah. Yeah. The client convinced me that she wanted to. And actually, it didn’t work out that way. She was so preoccupied with with what was going on with her sister that I put I put the program on hold and let her come back when she was ready. So, yeah, and that’s seven step process I just showed, actually. Can I let your listeners know where they can go?
[00:19:56] Oh, please do. Yes, absolutely.
[00:19:58] Because as I said, there’s a thirty five minute version of that that goes into a bit more detail. And it’s it’s a Katherine Watkin dot com forward slash seven steps. So Katherine, what can dot com forward slash seven number seven steps. Okay. I’m sure you’ll share the link with the money.
[00:20:16] Definitely. Yes, I’ll definitely have that in the show notes for sure. I’m glad you clarified the number seven because I was going to askers upscaled. Or is it really
[00:20:23] Should I always think when I say I really should sort it out so that I have both versions.
[00:20:29] Well, it’s true. You could do you
[00:20:30] Want to have a good night.
[00:20:33] You’ll get to it. You’ll get to it. One other thing I wanted to ask you about is, well, actually, two things. But number one, I know you’ve mentioned in doing some research that. One of the things that I think people get caught and doing are having like friendly chats that don’t lead anywhere. Can you tell us, like, you know, yeah. What’s like the pitfall about that and maybe how to avoid that?
[00:20:59] Yeah. So I see this a lot. I’ve also got a quiz. It’s called the Authentic Seil Styles Quiz. And one of the profiles is a connector. But you don’t have to be a connector to connect. Does it particularly fall into this? But you don’t have to be a connector to recognize it’s you? There’s something that I see a lot, particularly people in the early stages of business. They will they will go off and they will do what it takes to network. They might network online, the might network online or offline, offline or online. And they’ll invite people to conversations. It’s not clear what the agenda is. And there there’s almost like so much because there is a saying in sales, people buy people. And I think that people often like almost take that too much to heart and think, oh, as long as people like me, I’ll end up getting clients. And what happens is that they end up booking conversations with no clear agenda. There’s no clear focus. So it’s a lovely, friendly chit chat. And the next thing you know, they’ve got a brand new friend. And people find that they’re running around trying to get clients, but just building up a whole bank of new friends and still not a client inside. And it’s really because there’s no focus to the conversation.
[00:22:20] So there is a place sometimes for meetings that have no clear agenda. If you feel that there’s going to be some synergy, because sometimes if you just say, hey, I think we’ve got some synergy, let’s hop on a call. Magic can come out of it collaboration’s referrals, ambassadors, all sorts of things. Right. Very often new business owners are just booking everybody in for coffee with no real agenda or no real focus on why they’re there. And, you know, ultimately, if if you can go, I would say to anybody to always go into a conversation with a clear focus in mind your own business, you haven’t got time for all this chit chat. And then the tragedy of it is that these people end up buying from somebody, they buy from somebody else, that they buy the same thing that they offer. And so having a clear focus to the conversation, I think is really important. You know, having, you know, being clear what it is you want to talk about, being clear that you’re offering to explore whether or not you could help them actually in that conversation. Having a focus and this is why that seven step conversation really comes in, because you always know what the focus is.
[00:23:30] And even if you end up going off on a little bit of a tangent and you find that you’re talking about something unrelated, you can remind yourself, oh, we’re here for a sales conversation. Let me just pull it back on track so that you’ve got a focus that by the end of that call, you’re either inviting them to go ahead and work with you or that might not be appropriate at that point. You might be inviting them to take a next step or sign up for something you have available for free or to book another meeting. But always that focus on what’s that next step for this person to take on that customer journey towards working with me. And you can totally make friends with your clients. Most of my friends are my actually my ex partner used to think I was hilarious because every time I went out socially, he was always curious and he’d say, oh, those three ladies you’re going to meet tonight. How do you know them? I’d like to think back a few years, let’s say. Oh, they were my clients. So most of my friends actually were originally clients. But make no mistake, every single one of them was a client first and a friend later.
[00:24:32] Yeah, I love that. Yeah. And that’s how that happened to me, because I had you know, I had like a really good client. And then like couple of years later, we went out for my birthday and I loved her so much. She was just a lovely lady. And I called her and invited her out. And, you know, and so she was with a group of my friends because she was a wonderful, you know, lovely lady. And it is great, I think, when you can make friends, maybe after not necessarily right at the beginning, but I think as your relationship develops and certainly as
[00:25:06] We have a strange thing we all do with our friends, even very new friends, that we tend to not perceive our friends as the answer to our problem because they’re friends or they’ve opened up to us about a lot of stuff. And, you know, we often have there’s a little bit more of a almost a mystery or something a little less accessible about somebody that we don’t know so well. So we’re far more likely to sign up to work with someone that we don’t know quite as well. And then the friendship can develop from there. And, yes, I mean, I agree with you. I, I work with heart centered business owners. This is my like my niche, my specialism. I have an entire community of, you know, so within my paid membership, I’ve got about 440. Heart centered people, beautiful souls. I don’t meet those. I don’t necessarily mix these types of people if I just go out and about in my local area. The best people come to me through my marketing, actually. So my marketing finds me my best friends that I’ve seen it that way before.
[00:26:02] Well, that’s a good thing, isn’t it? I like that. Yeah. Yeah, it’s a good benefit of it. So some of it it’s not even just just business related, but then it can be more personal as well. One last thing I wanted to ask you is, how can someone who’s trying to do this, you know, say they go to your website and they they watch the 35 minutes. How can they still maybe still get it wrong? Have you ever seen that happen where, you know, maybe still something doesn’t quite gel is and I don’t know if it’s because they need to maybe do some more inner work or what have you.
[00:26:43] What would you think once the issue is the mindset. When I teach my course, which I run every every autumn, every fall, this is the first module is all about the mindset. It’s called siles is not a dirty word, because I always say it doesn’t matter how effective that structure is. If you still, deep down inside of you believe that the very act of selling is somehow bad or wrong or disingenuous. Doesn’t matter what I teach you, you’re not going to want to do it. And so it really starts with the mindset. And I know that I was so lucky with my business. My business was very successful very quickly. And I know that the really large part of that was because I came without all these negative beliefs and baggage around what sales is. And so there’s quite a lot of different things that I teach and I do well. I run a free challenge called Fall in Love with sales every September. And it’s a great five day challenge and it is absolutely designed. All I do in that challenge is what I’m going to talk about here, which is how you give people that mindset shift from dreading sales and thinking that there’s something wrong with it to feeling fully in alignment with it. Looking forward to it, actually realizing that you could fall in love with it and various, but just trying to pull out a couple of pieces. So one of the things is
[00:28:03] Coming to see sales as part of your service. So not thinking like, oh, I’m a transformational coach or healer or transformational worker and I’m going to do this beautiful work with somebody. But there’s this really icky, ugly piece called sales that I somehow have to get out of the way first. Actually, we serve our clients at the very highest level possible when we are willing to take them through a guided conversation, ask the right questions, some of which take a bit of courage on our part as the business owner, be willing to take a stand for the client and have a difficult conversation if that’s a difficult conversation to be had. And if you’re really, truly deep in your heart believes that you can help making that invitation and making it with conviction. And, you know, I think so many people just see don’t see sales in that way. If you understand that when you stelle that’s that’s really when you’re helping. That’s almost more than the work, because they don’t get to experience the work if you don’t sell to them. And another piece there is about how you sort of almost take yourself out of the equation. So another block that people have is this real consciousness on. I’ve got to sell myself. I’m trying to sell myself. And when I sell, it inevitably looks self-serving because, of course, I’m going to profit from it. So no matter how well-meaning I am, ultimately, I look like it’s all about me because I’m going to profit from it. So I have a process that I take people through of removing themselves from that equation by imagining that it wasn’t them, that the person was buying, from imagining that it was their best friend who had the problem.
[00:29:44] And the best friend had been recommended to somebody who was really capable and competent and came highly recommended, and their best friend had come to them to ask their advice. What would they then be saying? They may well be wholeheartedly encouraging their friends to go ahead. So if they can somehow during this set now we call on linka ourselves and our businesses from the financial world because we need financial gain or we wouldn’t be in business and we couldn’t help anybody exact in the moment of the sales conversation. Whether I’m in a one to one conversation on selling on a live webinar, I like to completely unhook my mind from any game that there might be for me financially and just go into fully into service and what is best for these people in front of me right now. And if you can do that, then that that energy, that negative energy of, oh, gosh, they think I’m just after their money. That can be like unhooked. And that’s a process that I take people through. It’s probably more effective when it’s done than when it’s described that these things shift these negative feelings about sales, which mean that people are then available to implement. Why change? Because they feel very congruent and it feels very in alignment for them.
[00:30:53] Yeah. Yeah. Yeah. I actually did a presentation recently about just even speaking from the heart, and that was one of one of the tenets was to let go of the expectations, you know, let go of what you expect the outcome to be. Because I know in the past when I’ve been like, oh, you know, I really want to be able to get like five people signed up for this thing. And and I’m focused on that wanting then it doesn’t it doesn’t work because it actually winds up propelling people. So if you can, as you say, come to it more from a place of service that you’re you’re wanting to help people and it will be a lot more successful.
[00:31:31] Yeah, it’s more successful because your client picks up on the energy. Yeah. And I sometimes say that you could use the exact same words. You could say the exact sentence or the ask the exact question, word for word. But if you’re coming from a place of lack fear, grasping, needing desperation. Yeah. That can come across as self-serving in sales. Mm hmm. Same question. Exact same words in the exact same order that comes from a place of love. Service care. What’s best for that person right now? They feel the difference. And the difference is there in your tone of voice and. And people respond.
[00:32:09] Absolutely. Oh, this has been awesome. And I know I’m going to want to check this out, too, because I still from time to time, still get sick. I know. I know what you said today. In fact, I’ve even trained with other people who’ve recommended the same type of things, but sometimes I still find myself getting a little tripped up. So it’s I think it’s a good it’s a good practice. And and actually, now that I think about it, I think it probably is a good practice for for everyone who is a business owner to to do that, you know, to do take a refresher course, you know, to do this every once in a while,
[00:32:45] Just to know I’ve run my course now for about nine years and every year now, I may change at some point, but at this point that was speaking today, I have enjoyed every single year. I invite every possible of nine to retake a refresher and attack the life goals. And the reason I do that is for that reason is that sales is such a critical part of our business. Yeah, most people I’m neglecting in five of them marketing. So people spend all day long on social media, although I will give the podcast interviews and I’ll do the speaking. But they don’t pay a lot of attention to the sales piece, which is sort of 50 percent of the equation, because it can’t
[00:33:26] Encourage people to buy from you. All of the other work is wasted and it is easy to slip. We all do. You know, I slip as well if I’m not really conscious and focused. I make mistakes or forget something or get it wrong. And then sometimes there are people who’ve worked with me for a really long time, and people may have been in programs with me for years. And then they’ll come and report in that their sales, you know, their sales aren’t going so well. Maybe they just had a run of calls where people haven’t bought. And I always send them back into the course. I say go back into the course. I specify which modules because they don’t need all the modules. If they’re more experienced it back into the course. These are the modules. Go and follow that. Go and find a buddy practice because it’s mastery. And we can’t we need to keep. The beautiful thing about sales is it’s not like social media. The algorithm doesn’t change all the time. Once you’ve got it for life, it’s turned into bad habits again. And we need to rethink that and pick them back up again.
[00:34:22] Absolutely. Yeah, well, I, I can tell just from having this conversation with you today that you do practice what you preach and that you are definitely a heart centered business owner because that is the vibe that you portray or give off. I guess this is the worst. Thank you so much for being here today. And and again, just to remind our listeners how they can contact get in touch with you, take your courses again. What’s the best way? Yeah.
[00:34:52] So, first of all, thank you so much for having me and for just holding such a beautiful space for the conversation and in terms of finding me. So my main online home is at selling from the heart dot com. I say that because it’s easier than figuring out the spelling of my name. So selling from the heart dot com. And if people go there, they’ll. Find that on the homepage, a link to sign up for the seven steps to yes free video series and also the authentic sale styles quiz. But there are also a couple of links that I think that I could give you to add to the show notes if people want to go directly to the to the seven steps. Yes. Catherine, what can come forward slash seven steps? Yes. I already gave you that. And I can give you a link to the quiz as well so people can go straight there. And that’s the best place to start. And then in the September every year I run am I only do it once a year, but I run a challenge called fall in Love with sales. And it’s a five day journey from believing you could never, ever, ever get comfortable with selling to actually starting to fall in love with it. So if people sign up, they’ll be in the loop to take part in that in September as well.
[00:35:57] Wonderful. All right. Well, thank you again so much for being here. And I really appreciate you taking time out of your day to speak with us. And I encourage all the listeners out there, if you are in business, to go to our website, go check it out and we’ll be in the show notes in case you didn’t get a chance to write it down and take advantage of that offer, because I know I’m going to be looking at it, too. And as always, again, thank you for listening, for watching. Hopefully you are subscribed on your podcast, Platform of Choice are on YouTube, our YouTube channel as well. I thank you for that. And until next time, I am Gloria Grace Rand, wishing you all the ability to go out and live fully, love deeply and engage authentically.
[00:36:52] Did you know that a majority of entrepreneurs tend to discount the importance of their work and a good number feel their success is simply due to luck? I know from personal experience that self-doubt can keep you from having the kind of life and business you desire. That’s why I’ve created a free guide called Uniquely You How to Move from self-doubt to self-love in four simple steps to claim your free guide. Go to live, love, engage dot gift that’s live. Love, engage dot g-i-f-t.