Oct. 8, 2024

Sales Success Unleashed

Show Notes
Transcript

What does it take to close deals consistently and hit your income goals?
Join Beyond Confidence and sales expert Stacy Weber as they discuss how to transform sales professionals and teams into high-converting powerhouses. In this episode, you’ll uncover how to tap into your authentic value, own your voice, and achieve consistent sales growth. Get ready to unlock your sales potential and start closing more deals!

Beyond Confidence is broadcast live Tuesdays at 10AM ET on W4WN Radio - Women 4 Women Network (www.w4wn.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). Beyond Confidence TV Show is viewed on Talk 4 TV (www.talk4tv.com).

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The topics and opinions expressed on the following show are

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solely those of the hosts and their guests, and not

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those of W four WN Radio it's employees or affiliates.

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directed to those show hosts. Thank you for choosing W

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four WN Radio.

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This is Beyond Confidence with your host w park. Do

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you want to live a more fulfilling life? Do you

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want to live your legacy and achieve your personal, professional,

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and financial goals? Well? Coming up on dvparks Beyond Confidence,

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you will hear real stories of leaders, entrepreneurs, and achievers

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who have stepped into discomfort, shattered their status quo, and

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are living the life they want. You will learn how

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relationships are the key to achieving your aspirations and financial goals.

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Moving your career business forward does not have to happen

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at the expense of your personal or family life or

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vice versa. Learn more at www. Don't Divpork Dot com

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and you can connect with dvants contact dants dvpark dot com.

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This is beyond confidence and now here's your host v Park.

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Good morning listeners.

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Of course, I'm excited to be here because I get

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to be with you, so want to share a quick story.

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I know that we always talk about kindness, so kindness

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is also bringing energy when you show up. So yesterday

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I was speaking on emotional intelligence at Americ Corps at

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high Point, North Carolina, and there were a lot of

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universities that are closed right now, and a lot of

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students come from there to be you know, they're part

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of Americ Corps and they couldn't come. So what I

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did was, because they were not able to attend the presentation,

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I created the guide and I shared it this way

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would be helpful to them. And what happened was that

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when I shared that with the organizer, they were very

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much like thankful, and I'm like, no, this is just

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a little thing that I could have done. And so

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what's amazing is that when you bring kindness it just

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opens up heart people's hearts, not only your heart, but

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people's hearts as well. And another thing I wanted to

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share was that there were a lot of colleges in

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there and a lot of different institutions, so people from

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different parts of North Carolina and just kind of sharing

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their experience after Halleen and all that. But I want

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to talk about a gentleman David. He was from High

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Point to University and he brought so much energy that.

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It's just phenomenal.

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And also, like you know, the whole room was packed

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with energy, but just his kindness on his table and

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going up with energy really can spark so many different things.

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So don't ever underestimate that kindness is something that needs

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to be done. Kindness can be something where you can

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show up. So that was my experience from yesterday. And

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for those of you who have got our books, I

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so so appreciate you. And for those who have not,

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please to get our books because partial profits from our

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books will go to Now we'll be sending in to

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people like who have been.

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Severely impacted with Halleen.

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And our thoughts and prayers are with folks in Florida

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because like now Milton is coming in, so please stay

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safe for all our audience in Florida and sending prayers

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a ways. So let's bring in on our guest.

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I'm say hello, Hello, great to be here.

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Oh lovely to have you.

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So we usually start out from the beginning as to

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do you recall a moment from your childhood or a

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person that left the mark on you, a positive mark.

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It was probably my mother, and she always instilled in

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me that I could do anything, and you know, I

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could do whatever I wanted. There wasn't like you should

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do this, you should do that. What is sparking you?

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You know, what excites you to do? I mean, and

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I looked at a lot of different things as I

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grow up. I actually didn't know what I really wanted

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to do. I thought maybe I'd be an archaeologist or something,

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which is totally different, because but that excited me, you know,

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that was interesting. But honestly, I fell into sales just

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by chance, like it was not. I was very shy

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growing up and so thinking that I would be in sales,

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I just one day thought, you know, that would be

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a route I could take. And it was really kind

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of moved towards money. You know that I could create

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my own wealth when you're in sales, and you can

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do that if you're on straight commission or have your

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own business. So but you know, my mom really instilled

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whatever I wanted to do, I could do.

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Oh that is so powerful because so many times, you know,

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parents have their own vision as to what the children

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need to be. And nothing wrong with that, because so

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many times we need to guide children and the youngsters.

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So but that's fantastic that you were able to go

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ahead and do that. So share with us your journey

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as to how did you get into sales.

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Well, I had done some different things early on, and

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I was really trying to find my way and I

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was looking for a new position and I found this

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position in the newspaper. I'm showing my age with looking

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in the newspaper because people don't do that anymore. And

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I found this position for an outside sales rep to

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sell beauty products. And I'm like, oh, it sounds like

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it would be fun, exciting, something new. Who doesn't love

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new things all the time, especially as women? And I

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thought and it was straight commissioned. I thought I could

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write my own paycheck, so that like sounded exciting, grow

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my you know, my financial wealth as well as do

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something that I like to do. And so little did

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I know that when I got into that that it

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was a brand new product. No one knew anything about it,

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and I was starting from scratch. So it was a

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rude awakening when I got out there and I did

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like twenty cold calls a day, and if you can

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imagine doing that no one knowing the product. How many

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no's I got.

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Of course, and so during that time you said that

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how many no's did you get? So how did you

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go from knows and it could be fifteen o's to

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even getting one?

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Yes? Well, you know something. There was times I cried,

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Believe me. The first couple of weeks, I'm like, what

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am I? What did I get myself into? Right? What

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was I thinking? You know? Well, I didn't know. I

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mean you just go forward, thinking oh that sounds exciting.

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But there was something inside of me that just said,

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you know, just keep going, you can do this. You're

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going to figure it out. And I was really lucky

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that the management was training me. They knew that I

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was totally great and didn't know what I was doing.

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And I just kept walking in the door because I

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walked into beauty salons and showed my little basket of product,

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and I was like, I like the product, and plus

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I have hair that kind of shows product.

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Right.

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So I was like, Okay, I'm going to be able

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to figure this out and lo and be hoo, hold

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what it was all about? And I was listening to

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you at the beginning of your show that it's all

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about relationships. And so I realized that the more I

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could learn about the salons and their business and how

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I could help them, what value not just my products brought,

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but what I could bring to the table. And so

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that just started. You know, I built my relationships one

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salon by one person, by one person, one person, and

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that's what grew my business. It was just a like

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inner knowing that you can do this, you can do.

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This, so tell us, like vitted you end about.

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Well I the first you know, two or three years

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was not easy, but I again, I just kept going.

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And after three years I had gotten up to from

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like two thousand dollars a month in sales to thirty

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thousand dollars in sales a month, and they promoted me

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to a regional manager and I was thrilled. I was

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actually wanting that. I felt like that was like calling

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me to I learned how to do it, but now

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wanted to help others do what I had done.

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Hmmm. That is definitely powerful. So let's kind of backtrack.

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A little bit.

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You mentioned that initially it was just keep on going,

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keep on going. So what I'm hearing is that one

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thing is that company kept on understanding that Hey, you know,

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when somebody comes INNW, you meet them where they're at,

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and then the trained you so share, like you know,

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from two perspectives. First of all, let's say, let's stop

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out with somebody who has signed up for a product,

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who took a job without knowing what could they do

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in the situation and what could their bosses do in

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a similar situation.

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Well, first off, from someone taking on a job, I

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mean I was lucky that they did have training, but

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that would be now if I would give any type

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of advice if you haven't done something to make sure

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that a company is bringing you training, not just hey,

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let's go through like a week of training or whatever,

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but on going. And especially in sales, if you have

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somebody out there working with you in the field or

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going out on appointments with you, I mean, that is powerful.

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So you can watch someone do it, then you can

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do it, then you do it together. I mean that

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is about support, and that's what I had, and that's

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what I've always done. Like, Hey, I'm sitting next to you.

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I'm not your boss, I am you know, we're a team.

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Like that feels really great and then the end client

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can feel that as well. And as far as you

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know a company, training to me is everything, Like if

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you want to keep valuable people, which I know a

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lot a lot of companies want to do that, you

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got to take care of them, train them, encourage them,

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have them, you know, what do they want to do?

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How can they grow? And you know when I work

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with small companies, boy, I know, man, they are invested

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in their people and know I know that they're going

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to keep those people long term.

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Yeah, and that's the key, and you invested in your

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people then goes back to.

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The relationship absolutely.

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So talking about training, that's really powerful, Like have not

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only onboarting training, but all have that ongoing support. Yes,

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so tell us like especially in sales, because sales is

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something that people shy away from. People think sales is leazy,

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and it's that one of those topics that people tend

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to wid. But it's a necessary element of any business.

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So when you are training someone, what elements are the

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key to be or the core elements that need to

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be present in the training. So the person, whether it's

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doing sales or salesperson, whatever we want to call them,

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is empowered and they keep on growing in like because

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when they grow, your company is growing too.

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Absolutely absolutely. So you know, it's interesting how my how

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I trained people has evolved, right, and because I've been

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doing this for thirty plus years now, and so I was,

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you know, trained it a certain way and most of

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it was what to say processes, which are so so

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important because confidence is everything. I love the title of

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your show because in sales, confidence means I know what

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I'm doing. I am completely confident in the product I

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have or the service that I have, and people that energy,

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like you're saying at the very beginning, is everything. Your energy,

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what you bring, your energy individual. So to me, the

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foundation of sales is the belief in yourself, the belief

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in the product or service, and when you come in

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it's really being mindful of your energy. In any time

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you're networking or you're doing a presentation, or your first

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time meeting people, like that's everything. You have what a

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couple seconds to make a first impression, and so you

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have to set yourself up to be ready to do that.

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Like coming on here or you know, meeting someone for

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the first time. People don't really think about it prior

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to the time that you're there. But you were talking

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about the gentleman with kindness. I mean I love that

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that like preceded him, his energy preceded him. And to me,

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confidence and your energy and being authentic in who you

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are is the foundation the first step to really be

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thinking about sales. And it's not about pushy or like,

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oh I have to sell something. I mean, that goes

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into the mindset as well, but it is not about that.

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So that's the foundation to me, is your energy, you

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being authentically you because you bring all all the experiences

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that you've had. Your personality, like all of you is

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the secret sauce to me of sales. And if you

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step into that fully, boy, people are going to feel

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who you are and to see if it's a good fit.

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I think that's really important. You don't always want to

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do business with everyone, they're not necessary early always in alignment.

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So if you're in your true self. That's why I

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call my company true you is because that is the

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most important piece of the puzzle to me. Yeah, that's

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what I've grown into is I started my own business.

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And then the next layer is to really have the process.

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You know a lot of people kind of just wing it.

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Hey I'm a people person, right, But it's having a

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process that you actually use consistently over and over. And

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I trained a lot of people over the years, and

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no matter what you do, have a process from you know,

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who is your ideal client? Like again, do you want

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everybody or do you want a certain client that you

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love to work with? So that's part of the process

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from who's your ideal client to how do you you know,

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what's the conversation you have? What are the questions that

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you ask? And to me, part of a great process

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is really knowing what questions ask. So they'll tell you. Boy,

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people will tell you what they need and what they want.

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But if you're trying to sell them and here's what

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we have and here's the benefits and all, that's important,

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but it's after you find out what's truly important to

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that person, that company, whatever you're selling. Is it a

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good fit, is it going to be the right thing?

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Then there's never any pushing because it's it connects. If

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that makes sense.

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Oh yeah, definitely. And whatever you're sharing is so foundational

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two high performance, like in any field that you're at.

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So you talk about that unshakable confidence, and you mentioned

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a couple of elements, So in your experience, are there

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any other elements that people need to be aware of

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to build that unsa shakeable confidence for sales.

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Well, it's not a one time thing. It is a

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every day intention being an intentional. When I work with

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my clients, I go because you can train someone to

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be terrific, right and they have a process. But if

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they come in and they don't have, you know, that

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morning whatever they're thinking about their kids, or they're thinking about,

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you know, other things that happen in our lives. This

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is real life. Because you can go, well, this is

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what you do, but real life happens to you. So

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how do you step into that. That's why in the

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morning I meditate, I mean, I get centered in me, exercise.

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I mean, it's really starting with taking care of yourself

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and then each morning being intentional. How do I want

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to have this day go forward? And how do I

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want to show up? I love talking about how would

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I be? How would I be if I was in

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my high it self. How would I show up?

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Right?

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And if you go I'm my highest self today, I'm

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going to be energized. I'm excited. How can I serve?

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How can I serve the people that I love? You know,

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I like I love talking about sales. I love talking

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about mindset because this changes people's lives, right, It makes

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an impact. So that's living from your highest self and

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starting with the energy every day. That's if you say

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every day I'm going to think about that, I'm going

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to be intentional, you make an impact not only for

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yourself but the people that you interact with.

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So what I'm hearing is that having that intentional mindset and.

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Creating the space for.

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Getting to know your true self and meditating and actually

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just recently I wrote in a blog on LinkedIn about that.

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I think so Asvasos who does that, you know, every

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morning for an hour he doesn't touch any phone or

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any digital media. So he is having whatever your routine

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you like, to have reading space for yourself to create

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the intention for the day. So what I'm hearing is

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that when you set that intention, you're successful through the day.

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Is that great?

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I would say you are going to enjoy the day

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better right. People that you interact with are going to

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and if there's problems that come in, instead of looking

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at oh my gosh, reacting to it, you're like, okay,

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so what's the solution, Like you immediately go to this

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solution instead of getting deep into the reactionary mode. When

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you're centered and you have taken care of yourself like

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that self care, you're overflowing instead of you know, being

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at your detriment. And that's the key is you know,

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some people are like, oh, have to do this work

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or whatever, and they don't take care of themselves. You

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cannot be at your best, at your highest self when

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you are not taking care of yourself. So I truly

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believe that it comes from what's important. Are you feeding

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yourself or are you just giving? Giving, giving, and too

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There gets to the point where people they just get

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run down and then they then it does nothing matters,

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you know what I mean. They just get tired and

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worn out. And it happens to so many people. I mean,

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you see it. I think more and more that people

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are like, I can't do this anymore. And the self care,

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it's taking care, whether it's sitting and going I'm to

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sit outside and have my cup of coffee. I'm going

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to read you some Bible verse. I mean it could

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be anything that just centers you and that says I'm important.

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That's important for people to know that they're of value

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and what they do each day is is gonna takes

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care of themselves so they can give more to others.

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I mean, your cup is overflowing you, there's more to

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give mm hmm.

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So it almost goes back to like, if you have

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a phone, You've got to recharge your phone every single day, absolutely,

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and when you do it doesn't matter. So similarly, but

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for us as human beings, if we recharge ourselves or

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reset ourselves in the morning time, it is setting that

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intention and the mindset for success during the day. So okay,

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so let's say people have taken care of self care

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and now, as part of sales, you have talked about

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practicing the process. So usually what would that process look like.

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Let's say somebody goes in. You know, they have built

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that relationship, but an actual they're working with the ideal client.

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But what does it take to go from that relationship

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and conversation to have that yes and which is a

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00:22:01.799 --> 00:22:04.799
heartfelt yes, I'm not saying, like you know, coursing someone

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or persuading someone, but showing them the value of your product.

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Then absolutely, absolutely, So it's having the process and that

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00:22:14.759 --> 00:22:19.839
it's written down like you So that's as far as practicing.

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It's before you get on a call, Before you get

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on the call, you review what's the process that I have?

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Why am I doing this? What's this going to uncover

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for them? And a lot of times I was talking

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about the discovery process because a lot of times the

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discovery process is for you to understand, but also it

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opens them up to go, oh, I didn't think about that.

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I didn't, you know, And what I do? I ask people,

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so if you did nothing, you know, if someone was

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looking at something like a course like a sales course

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that I have, and I said, if you don't do anything,

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you just you know, keep going the way you are.

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How is that going to be for you? What you know?

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How will you feel? And a lot of times I'll go, well,

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I'll feel stuck because I'm not getting anywhere. I'm not

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being able to you know, I have to sell. I've

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got to sell and make money so I could have

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a business. Right, So my point of that is to

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go they whether they take my course or not. It's

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neither here nor there, because you want it to be

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like this is a yes for me, like this is

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feels good, this feels in alignment, but it also just

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goes there's not there's something that's not working. What is

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it that I need to do? And so again it's

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all through that questioning so they are become aware what's

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important to them, what are they wanting truly, and then

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walking them through the process say you know, if this

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sounds good to you, then can I share with you

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what I'm offering. It's not selling, this is what I offer.

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Here are some of the offerings that I have. Again,

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it's a this instead of I'm pushing to sell, it's

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offering my products and services. And I really that's a

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mindset shift, you know, where people are like, I don't

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want to push anybody. I don't want I've never been

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