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The Two Most Important Skills You Need in Sales

There are two critical skills that you need in sales. Number one is listening. And number two is knowing how to ask the right questions.

Unfortunately, part of the reason why so many of you get tripped up in sales is that you’re not asking the right questions.

And even if you are asking some of the right questions, you’re not going deep enough with a prospect to be able to present an offer to them and close them.

Your Sales Discovery Calls

We’ll discuss the steps you need to take in your sales discovery call.

What questions do you need to ask? These are part of phase II and phase III of the sales process.

So let’s jump in with the two-part sales process to land more sales on those leads.

Two Parts of the Sales Discovery Process

There are two parts to the sales process. In phase II, when you’re pre-qualifying people, and in phase III, once you’re on a closing call.

In phase two, you’re trying to find out if someone’s a good fit to work with you. And in phase three, you’re trying to find exactly what they need. You could present an offer and close them. However, a big problem that people have, aside from not listening, is they aren’t asking the right questions, and they’re not digging deep enough into the potential client’s pain points.

So often see people go in for a close way too soon. They didn’t ask enough questions to present the right offer. They go in with the wrong offer because they didn’t ask enough questions.

I see them fumbling with presentations because they did not know how to fit the presentation to what the client needed. Next, they shouldn’t sell because they didn’t ask enough questions. Lastly, some salespeople don’t close because they are lost in the process.

What I want you to understand is that when you ask your prospect questions, it’s not that you’re grilling them, right? The purpose of asking questions is to clarify what’s going on in their business. Frequently prospective buyers don’t even know what they need. And that’s why they are coming to you – the expert.

You’re the one who’s gonna help them figure it out. And to do that, you have to ask them questions to find out what is happening. So let’s get into how that works. 

Questions You Need to Ask When You Want to Close a Sale

So, first of all, there are always a few questions that you want to ask. These are the questions that everybody should be asking. First, ask them, ‘Why did you decide to talk to me?’ Secondly, ‘Why is now a good time to have this conversation?’ The first one will let you know why somebody is talking to you.

And when I ask that question, some people will tell me that they heard me on my podcast and they loved that I cursed! It makes me feel like I could be myself. Sometimes you’ll hear random reasons. However, every reason is helpful because you start to see why somebody chose to talk to you versus your competition.

The second question you want to ask is, why now? Why is now a good time to be having this conversation? You need to know the urgency, along with their problems. You need to know what they want and what’s gonna make them move to buy.

If you don’t know those things, you’re going to have a very difficult time when you’re presenting an offer and trying to close. So those are two questions that you always wanna start with. No matter what, once you have someone on an actual sales call.

How to Ask Quality Questions on Your Discovery Call

When you’re asking questions, you must dig deep enough to find out what’s happening. If you’re still getting a surface-level answer from the prospect, and you need to go deeper to find out if you can help them.

What is going on? What is the situation? What is the assessment? You’ll want to ask deeper questions because, on the surface, they are telling you what they want, but when you start digging, you’ll find out what they need from you. When you ask the right questions, you can find out what they need to get ahead.

In addition, you’ll also need to find out why they wanna fix this problem. What will happen in their lives if they get this problem solved? If you close the sale, you’ll want them to verbalize it out loud. And sometimes you’ve got to massage it out of them because people are not accustomed to somebody asking them deep dive questions on a sales call.

How is this gonna solve a problem for you? How is this gonna improve your life? What are you gonna be able to do when we fix this problem for you? Notice how I said when we fix this problem for you, not if we fix it when we fix it, and then let them talk it out, massage it out.

And then again, you can use that in the closing. Repeat back to them in their own words, so they understand that you sound like a great fit for them. So you can do what it is that they want to do. Boom!

At this point, you can pitch the right product and close the sale. 

There you go – you probably just increased your chances of closing by a million percent or something! 

And with that love, you guys appreciate you! Remember to go out there and make money, your honey!

Resources that are mentioned or add value to this episode:

• Get the media coverage your business deserves with the 365 Media Pitch System
• Free Facebook Group: High Ticket Sales For Women Coaches and Course Creators
• Persuade To Profit 
• Make Money Your Honey Book 
• Check out my Live Training Online Here!
• Subscribe to my YouTube Channel to get the latest videos
•  

The post The Two Most Important Skills You Need in Sales appeared first on Amanda Abella | Make Money Your Honey.

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Online Business Lessons from 14 Years of Entrepreneurship

In the spirit of my old ritual of making coffee and writing on Sundays, I decided to do a very long and very cathartic post on some of the most impactful online business lessons from over a decade of making money on the internet in various ways. Some of you have been around for my journey. You’ve seen a lot of ups and downs. Many of you are only now just finding me. So grab a cup of coffee or tea, sit back and enjoy the read.

It was November 2013. I was six months out of college, had just landed my first job in the middle of The Great Recession and wanted to be a writer. I had read The Art of Non Conformity by Chris Guillebeau that Summer and was fascinated by the idea that I could make money on my own on the internet. So I started a blog called Grad Meets World where I would write my coming into adulthood realizations.

That blog would turn into an eighr year career as a financial freelance writer. This was ironic because I was broke and knew nothing about money. I just wondered if there was a way for me to get paid to learn about money. First lesson, you can always learn knew skills and you don’t need a ton of degrees in a specific arena to profit from it. 

I ended up writing blogs for major financial institutions like Discover, Wells Fargo and Santander. I wrote blogs for FinTech companies and even had a column at Inc for a while. Oh, and I self-published an Amazon bestselling book called Make Money Your Honey and was hired as an influencer for campaigns for the likes of TransUnion and Capital One.

It was a fun time and I loved it. Until I realized two things:

• The way traditional finance talks and teaches about money is extremely limited and focused on lack. As a freelancer, I’d learned the importance of earning more money and having an abundance mindset, so I couldn’t continue getting down with the limiting shame-filled stuff anymore.

 

• Although I was doing well, I could not scale the business. Meaning, in order for me to make more money I would have needed to take on more clients which I did not have the time or the capacity for.

 

So In 2017, I started the process of creating my first successful course. I say successful because up until that point I’d tried just about everything to make money in some other way besides writing – affiliate marketing, an e-commerce store, an Etsy store, selling courses, selling a membership – and none were successful. I’d even attempted to sell coaching packages and was rejected 60 times in 30 days back in 2015.

But in the Summer of 2017 I struck gold when I created Persuade to Profit and made $10,000 in cash in two weeks just by telling people on my email list that I would teach them everything I had learned up until that point about running an online business. To date, our Persuade to Profit program has helped over 125 business owners improve the sales in their businesses and we’ve had nearly 3,000 people purchase our digital products.

Lesson two, you will fail a ton of times before you finally find something that works. This is normal and a part of the process. We’re constantly trying to avoid failure when in reality that’s what gives us the lessons we need in order to improve and finally make something work.

From 2017 to 2018, I did double-duty freelancing as well as selling Persuade to Profit. By the end of 2018, my course and coaching sales had far surpassed what I’d made writing and by 2019 I had a multiple six-figure business. From there I had what would turn into an obsession:

How the hell do I scale this thing?

From 2019 to today, I became obsessed with the concept of scaling, systems, processes and team building.  I wanted to build something that could run and make money without me.

I have to be honest and admit that it has been the most grueling and challenging three years of my life. While I’m beginning to see the fruits of my labor in the form or more passive income, I’ve had to go through a lot of frustration, mistakes and discomfort.

The end of 2021 and beginning of 2022 was the worst of it. My business was growing at a breakneck speed and it was clear that I did not yet have the systems and processes to fully support it. At the same time, my father was in and out of the hospital for eight months (he’s fine now) and I experienced what would be the worst burnout of my life.

The burnout would lead to eight months of terrible decisions, losing six-figures, debt, emotional purging, burning things down, losing my confidence and self-esteem and needing to completely rebuild my relationship with myself. I took a massive break in 2022 knowing that it would come at a giant financial cost, because I had to take care of myself first.

Lesson number three, you need to come first. I’d spent years not taking care of myself and making sure everyone else was okay. I spent years depriving myself in the name of building. Granted, the pandemic didn’t make matters any better because there was no way to reward myself during lockdown.

I also don’t regret it because, again, I’m now beginning to see the fruits of my labor. I also do believe everything happens for a reason and the burn out led to some of the greatest personal breakthroughs of my life.

Present Day…

And this is where we find ourselves today. At the end of 2022, doing my annual review with you here instead of doing it on the podcast. While this has been one of the worst financial years of my life, it has also been one of the best years for personal healing and reconnecting to the things I truly value. The problem is we only celebrate numerical success online but we rarely ever talk about personal goals or wins.

Now that I’ve re-emerged from the burnout fog I can look back and see exactly where I went wrong and what I will be doing differently moving forward. I’m detailing them here in an effort to help anyone who may find it useful.

Mistake #1: I think I lost sight of myself.

I was so focused on my goals – especially while we were all locked down at home and had nothing else to do – that I forgot what even made me happy. There is also so much freaking noise all the time about what you should and should not do that it’s maddening at times.

What I Learned: I was forced to go back to what made me happy during my break. The truth is it’s quite simple. Swimming, art, writing, reading good books, spending time with loved ones and knowing that I’m helping people with my work. That’s what I knew fourteen years ago and it’s what I’m rediscovering now.

What I’m Looking Forward To: As crazy as it sounds, it’s one of my worst financial years but I’m way happier and feel more connected to myself and others. I feel like I have a different relationship and foundation with myself despite all the challenges. I feel like I’m living again. Would I like to have more money and my debts paid off? Sure. And that will come. But for now I’m looking forward to reconnecting to the things I love again.

Mistake #2: My mindset work was not keeping up with my physical work.

I thought I’d done a ton of work on my mindset to receive success and abundance. What I did not count on and never expected was that my first six-figure month in the business would send me spiraling into a trauma response. My core wound – which I’d heard of the concept but never really understood – reared its ugly head.

Through therapy and working with experts, I learned that my nervous system was overloaded due to some ancestral trauma and childhood trauma I had never even considered. Basically, I did everything possible to get rid of the money because I was repeating ancestral patterns of fear. My family has suffered great trauma escaping an authoritarian communist dictatorship and I never noticed how I had picked up on their patterns until this moment. Basically, I was both afraid that something would come take the money from me (that’s what happened to my family) and I also felt immense amounts of guilt for being successful (my family has a pattern of survivor’s guilt). I couldn’t stand it so I self-sabotaged.

I also made things more difficult for myself to prove my worthiness of success due to some childhood trauma. I would spend months uncovering these things and emotionally purging them which as you can imagine was quite destructive to my every day life.

What I Learned: Unbeknownst to me, a good percentage of my business was built on trauma, fear and insecurity. I’m not an expert but I’ve had enough conversations with enough entrepreneurs to know that is the case for a lot of us. Many of my therapist friends have also commented to me just how common this is which leads me to believe since no one talks about it we’re all just suffering in silence.

What I want to do moving forward is focus on building a business based on love and service. I’m grateful for this experience because it has led to so much healing within myself and also my family and personal relationships. I also now have better tools for managing my anxiety.

What I’m Looking Forward To: I look forward to a business where the model is love not fear, abundance not scarcity, and service not transaction.

 

Mistake #3: I had the right ideas, but I tried to execute too many of them at once and at the wrong time.

I was growing way too fast in the business. So fast that the systems and team I had could not keep up. I also over-hired thanks to some terrible advice I received and was super distracted with way too much on my plate. This mixed with my father’s health issues and a full-blown trauma response were a recipe for disaster.

What I Learned: Slow down. You don’t need to do everything all at once. It’s important to have solid foundations in place. Sometimes the slowing down is necessary so that when you do speed up you can sustain it. I also learned that at least I made all the mistakes in one shot so I got them over with haha.

 

Mistake #4: Doing too much myself.

Prior to 2022 I thought I was pretty good at asking for help. I was dead ass wrong. The truth is I was still doing too much, still holding in too much emotionally and still not really very good at receiving help and support from others. This was a part of what led to burnout. I also realized this is actually a learned pattern.

This year forced me into asking for help in spite of my pride. It forced me to rely more on others. It forced me to seek professional support for my mental health. It forced me to ask for favors.

What I Learned: The idea of rugged individualism is nonsense. No one can get through life alone. This is actually one of the reasons that I hate the popular narrative online that you can run businesses without talking to people. You can’t. Literally everything is a relationship. Alternatively, I’ve also looked to more automation and systems to better support me as well. I also learned I don’t have to prove my worthiness of being helped. I get to receive help because I can. Previously I thought I had to do something for it to prove my worthiness.

What I’m Looking Forward To: I’ve really enjoyed leaning back more and letting other people help me. It has shown up in different ways like men in my personal life wanting to solve my problems, my family really stepping up and showing more emotional support than ever (this is not typical in my family so its a big deal), strangers giving me free stuff, joint venture partners sending us business, etc. I’ve also enjoyed watching the systems I slaved over starting to work efficiently.

 

Mistake #5: My priorities were fucked up.

Since 2019 I’ve had pretty much one priority: build this business. That became even more so during the pandemic when again I had literally nothing else to do. In my brain, I thought that if I wanted to show up for relationships then I basically needed a business that ran on autopilot. Truth be told I have no idea where I got this from but it was the story I was operating under and it was very wrong.

What I Learned: Ironically, I created quite a financial mess and my personal relationships are better than ever so clearly I was very wrong about that one. I’m prioritizing relationships moving forward: with Source, with myself, and with others moving forward. In fact, my new company motto is “Make Talking to People Cool Again” because it really is about prioritizing human relationships.

 

Mistake #6: Thinking the way other people run businesses is the way I want to run a business.

A couple of years ago I started studying much bigger companies and what they were doing in order so that I could model it in my own business. A lot of the advice has been incredibly useful and I’ve applied it. In fact, I’m eternally grateful for the skills, strategies, concepts and ideas. Those alone are worth more than any amount of money I could have. However, what I also realized is I don’t necessarily want to run a business the same way they do.

What I Learned: Do you boo. And then accept what yourself for it. I see a lot of people online insisting they must do business in this one specific way. This leads them to chase trends and generally be exhausted and second guessing themselves. In reality, you need to align with what works for you in order for the abundance to flow.

What I’m Looking Forward: Getting back to running a business I love.

 

Mistake #7: Sometimes you need to burn stuff down and restructure.

I needed to do some major restructuring in my business in 2022. I spent more than half the year not really being satisfied with our offers not out of perfectionism but because I had evolved and changed and my business was not in alignment with the evolution. The thing was it was much harder to restructure than normal because I had a lot of resistance to it. I thought it had to be all or nothing until I found a rather happy medium.

What I learned: For example, I needed to let go of teaching how to create offers live. It was no longer in alignment and I would have been competing with some potential partners rather than collaborating and growing each other’s businesses. Rather than throwing out the baby with the bath water which is what I thought I had to do – I made it available for purchase on demand instead.

I also got rid of stuff. I stopped doing YouTube videos and started sticking to livestreams instead. Less work still the same impact. I stopped posting on Instagram and TikTok because I don’t have the capacity. I put the podcast on hiatus for the same reason. I basically got rid of stuff that wasn’t in alignment with where I’m going.

What I’m Looking Forward To: More passive income sales (already happening!) and having more options for people to work with us.

Mistake #8: Some things take longer than you’d like.

Building out systems and training team has taken way way way longer than I would have liked. In fact, the team thing is still a work in progress.

Lesson Learned: Don’t expect everything to happen quickly even if you’re used to things happening quickly. Patience is a virtue.

What I’m Looking Forward To: Someday having a solid team that really supports the work. Scaling the front end of the business and letting the systems do their thing.

 

Mistake #9:  Taking too long to cut expenses.

I ruthlessly cut stuff out of the business in 2022. If we weren’t using it and wasn’t generating ROI, it was gone. Period. The problem was I should be doing this on a monthly basis but didn’t because I was so distracted by other things so stuff piled up which partially led to the debt.

Lesson Learned: Being resourceful is okay and not the same as being cheap. Getting rid of stuff that is not giving you the proper energetic return is necessary.

What I’m Looking Forward To: A simplified business. Getting back to some of the useful stuff I learned from my finance days.

 

Mistake #10: Waiting too long to pick up the phone again.

Because I took so much time to build systems and train team, my sales game slipped big time. My idea was to get the stuff done and then run like a gazelle on the front end. It makes logical sense except for the part where I miscalculated how much work it would be and how long it would take. So another lesson in pacing myself.

Lesson Learned: Pace yourself when you are in transition rather than trying to get the transition over with.

What I’m Looking Forward To: Selling again. I love sales and I love talking to people. Last Monday I was making calls and generated $2600 in sales I may not have otherwise generated. I’m looking forward to getting back to basics.

 

Mistake #11: Hiding parts of myself.

I’ve been hiding parts of myself for years. While I was developing the analytical side of myself that now geeks out over marketing, sales, data and psychology I was surpressing the part of me that believes in God, energy and faith. As such, I mistakenly assumed that my business was all on me and I did not have celestial support. Another reason for the burnout.

I’ve also been afraid to show that side of myself because so many people have bastardized these concepts on the internet and have hurt a lot of people in their wake. I never want to do that.

But its become clear to me that I cannot hide parts of myself and expect to be abundant. That’s not how it works.

Lesson Learned: God first. Always. My intuition knows what’s best and removing it from the equation – even accidentally – never works out.

What I’m Looking Forward To: Sharing more about my faith and spiritual concepts with my community.

Final Thoughts

If you made it this far then congratulations and thank you! I hope this post served you as we enter a new year. My prayer is my story helps you on your journey no matter what stage of it you may be in.

The post Online Business Lessons from 14 Years of Entrepreneurship appeared first on Amanda Abella | Make Money Your Honey.

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How to Remove the Needy Vibe and Fill Your Sales Pipeline

So many people are in a scarcity mindset, and that isn’t where your head needs to be if you want to make money. If you’re needy when you’re selling, it’s hard to make money. Being needy and making money mindsets don’t match up. So let’s talk about how you can be in an abundance mindset to sell more and increase your sales and profitability.

Why You Need to Ditch the Needy Sales Vibe

I was recently in a situation where a representative tried to do business with me. I got a weird vibe from the conversation, and the vibe that I got was neediness. That vibe came about with their frantic, anxious energy. Their energy was similar to drinking 18 shots of Cuban espresso – and it didn’t feel good.

When they were selling me, they started by trying to prove themselves. This also falls short of an abundance mindset. I don’t care about who you are; I’m looking for what you can do for me!

The energy of having to prove yourself and your point to win isn’t part of the abundance mindset, and it won’t work to make your sales. This sales pitch doesn’t work with people sensitive to energy. Not only does it prevent you from selling, but it’s also an automatic repulsion for many people. I can’t even deal with it. I definitely don’t wanna do business with you or your company.

And even if you do close those clients, they usually end up being codependent and a major pain in your butt. These aren’t the type of clients you even want to close. So how do you keep an abundance mindset without being needy and hit your company goals? Number one, you need a very full pipeline.

How to Have a Full Sales Pipeline

One of the processes I see happening online is I will be in DMS with female coaches and consultants when I ask them about their sales. They’re getting low sales, and when I ask them how many leads they have talked to this week. How many people have you talked to? How many offers have you made? How many people have you gotten in front of this week? Then I find out that they have only talked to one or two people, or worse – they haven’t talked to anyone!

So there’s your problem! You’re not talking to enough people. People often underestimate how many leads you need to talk to in sales and the numbers required in sales.

Now I know that there’s usually a lot of pushback about this. Particularly in women’s spaces because they’re like, oh, but I don’t wanna DM people. And I don’t wanna go out there and bother people. That’s called your ego. So you do whatever you have to make the sales and get leads. Remember, when you’re reaching out to people and making connections, you don’t have to do the same sales tactics as men.

However, you need to network online and in person to have enough people in your pipeline. You need to have options; you’re unbothered, and when you’re unbothered, you will do whatever is required of you on the call.

So if someone gives you an objection, you’re gonna validate it first and figure out if it’s real or not. Then you’re gonna handle the objection, so if they don’t buy, you have another person in your pipeline ready to buy.

How Do I Have a Full Sales Pipeline?

You need to shift your energy when landing more sales. So many people will go into sales conversations like they’re interviewing for a job. However, interviewing for a job and selling in your business are two different aspects of the business.

You need to have certain standards in your business. What are your personal standards and business standards? Who do you solve a problem for? Only talk to those people who meet your standards. If the person you’re talking to does not meet those qualifications, let them go and refer them to another person who can help them solve their problem. Do not take them on as a client, do not pass go!

Next, you’ll need to realize you’re the one interviewing. You’re the one who’s the busy expert who has your calendar full. You are interviewing them to see whether or not they’re even a good fit to get into your business.

If you want to learn more details about shifting your mindset to make more profit with better sales, head to my application for coaching. We teach you how to have a full sales pipeline in our sales training, Persuade to Profit.

Find Out the Lead’s Intention for the Call

Sometimes, the lead is looking for information or wants to chat and shoot the shit. On a sales call, you need to set the intention of the call from the get-go. If it’s a networking, sales, or collaboration call.

If you have a closing call, you need the lead to make a decision by the end of this call. Great! That’s what we’re gonna be doing.

When the lead is asking you all types of questions, and they are giving you the third degree, that’s not a sales call. And that’s what you want to avoid in sales. You do this by understanding the structure of sales calls, by having intentions for the purpose of your calls, and by being clear and communicating what those intentions are. Remember, your goal is to find out whether or not they’re even a good fit to work with you.

And if they aren’t a good fit, that’s OK! Avoid proving yourself if the sales call shows you won’t land this lead as a client and make the sale. That’s what your pipeline is for. Get ready to move on to the next person in your pipeline!

Avoid Aggression in Sales Calls

When a salesperson starts fighting with the person, they are trying to sell, that is called aggression. This tactic is rooted in insecurity. Let’s be real. What you wanna do is you wanna be assertive and assertive means that you value yourself equally to the person that you are speaking to in the call. When assertive, you’re handling the objections on the sales call.

It’s about getting a win-win situation for both parties when you land the sale. It’s a win-win because you will solve the problem for them and get compensated for taking their issues away from them. ‘I have the solution to the problem. Let’s come together and fix the problem in a way that works for both of us.’

You can also be assertive and empathetic at the same time. Again, these soft skills serve you and your client, but to a point where you’re not sacrificing yourself.

This delicate balance and nuance are one of the lessons we teach in our sales training, Persuade to Profit.

I would love to know which of these resonated with you, and what you can use today in your sales practice! So let me know in the comments below.

And remember to go out there and Make Money, Your Honey!

 

Resources that are mentioned or add value to this episode:

• Get the media coverage your business deserves with the 365 Media Pitch System
• Free Facebook Group: High Ticket Sales For Women Coaches and Course Creators
• Persuade To Profit 
• Make Money Your Honey Book 
• Check out my Live Training Online Here!
• Subscribe to my YouTube Channel to get the latest videos

The post How to Remove the Needy Vibe and Fill Your Sales Pipeline appeared first on Amanda Abella | Make Money Your Honey.

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