Stop Struggling With Sales In Your Health Coaching Business

Stop Struggling With Sales In Your Health Coaching Business

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welcome back to the show now a lot of people in my  community struggle with feeling good about sales   they either resist sales or they're afraid  of sales conversations or they've got a lot   of worries about showing up and being salesy  or any number of other disempowering thoughts   so if that sounds familiar then this episode is  for you my guest today is sarah walton and sarah   is a business mentor whose specialty  is making sales fun as she helps women   heal their relationship with money and we talk  all about how to make sales less uncomfortable   and yes even enjoyable and how to conquer your  fears about sales and also how to really dig deep   and understand what's going on for you when you  are resisting sales she also shares some practical   and really unique strategies for implementing  all the mindset work that we get into in this   conversation i absolutely loved my conversation  with sarah and i think that you will too well hey sarah welcome to the show oh my  gosh kim i'm so excited to be here thank   you so much for having me well i cannot  wait to get into today's conversation   with you sarah because we are going to  be talking all about how to make sales   fun and for those of you listening or  watching you might be thinking um what fun but i think that sarah is going to help  you see sales in a really different way   and you know really i'm looking forward to this  so i cannot wait to pick your brain on this one   sarah but uh before we get to it let's give our  audience just a bit more context i'd love if you   could just uh tell us a little bit more about the  work that you do in the world and about you sarah   sure well oh my gosh thank you that's so generous  of you and i'm so happy to be here with you today   so much like you i love what you're doing for  the for health coaches of the world by the way   so exciting and so needed um and  my expertise is i really help women   package themselves based on their experience their  expertise and their talents and we look at all of   those things we've been gifted as humans because  we all get these individual packages we don't   none of us come in with these same experiences or  expertise so i really have this knack for pulling   that out of people having them package it and  then make the world a better place by actually   selling it um and that is where i just found  my joy was there is just this massive fear   of selling especially among women i specifically  only work with women and there is just this   terror and or sleaze factor and or  bro marketing factor that comes in   when we start talking about sales and  people freak out yeah that was so true   no let's don't freak out this is like a skill you  can learn how to do it you never have to be a jerk   she said elegantly i love it  that's got to be your tagline right   i love it i love it yeah that's awesome  okay well i love all of that i am here   for all of that for sure so i mean let's just  dive right into that i want to talk about you   know making sales so what would you say is one  of the biggest mistakes that you know we make   especially as women you know but one of one  of the biggest mistakes that we make when   selling okay well there's several but first let me  just start with this okay sales is not about you   which i think is it's really hard for people  to grasp that because when you're on a sales   call or you're writing a sales page or you're  working on your email copy and you're like   i am the most salesy salesy mix mastermind  salesman like it's just this awful feeling   people feel right it's like just yuck and so  what i like to do right there is pause and   say this has nothing to do with you and i liken  this a lot to being a doctor if you could imagine   you're a doctor and you're walking as you arch  him you're a doctor you're walking past somebody   and they're bleeding out and you just walk by  actually like i don't want to be salesy yeah   it's like are you kidding me right now someone  is actually in desperate need of what you have to   offer but you don't want to be salesy about it and  when i talk about it that way all of a sudden you   can get one that's a really extreme example and  i do that on purpose but two what would you ever   you would never ever walk past somebody who  needed you right and we all know that that's   really what we're doing when we're offering what  we have to the world is it's actually not about us   yes we need to make a living and yes we'll  have mortgage payments and yes we'll need to   you know my daughter has type 1 diabetes we've  got to pay the co-pays like of course that's real   and in the moment of a sale that has nothing  to do with you it's about the other person   so to answer your question about some  of the biggest mistakes that we make   this one's really tangible and i hope i'm in  everybody's ears like i hope i just rest on your   brain the next time you're in a sales call like  you just go oh my gosh i just did the thing i'm   not gonna do the thing sarah said and this is that  we talk about our price like a mom asking someone   to clean their room it's like so funny i'm like  what just happened to your voice like it is so   funny but they really you go to this high-pitched  like song a voice and it's the strangest thing   and we do it because again we're afraid of being  sales and we want to be nice to the people that   we're selling to yeah so and it's like oh dear  no no no so one of the things i hope everybody   takes from today is that you say it just like  a fact right this guy is blue the leaves on the   tree are green to work with me is three thousand  dollars like or whatever it is and you just say it   and then the second mistake comes right after that  which is like the deafening pause that happens   after we say our prices right everybody like freak  out your heart is pounding you're like oh my gosh   here's what we have to understand when  our hearts are pounding or we're nervous   once again we're making in about us and what's  actually happening on the other side is that   person is going through their own process and we  interrupt it because we start throwing features   out well and then you get this and then you  get that and then you get and they're like   dude i'm trying to see where how can i figure this  out and i liken this you guys kind of to thinking   about how you would react if your water heater  broke right now that's a thousand dollar breakage   at least for you know depending on the size of it  depending on where you are that's a lot of money   and when your water heater breaks you find it  you go find the money you deal with it you figure   it out and a lot of the times when we're in a  conversation like that what's happening on the   other side is the person just heard something  like okay my water heater broken this is what   it's going to cost my business is broke and this  is what it's going to cost right my process is   broken and this is what it's going to cost i'm not  healthy right now and this is what it's going to   cost and you got to give them a minute to sort of  figure out one how important is this to me is my   health this important am i ready to take this on  right now and the last thing that process needs is   a bunch of features right and one more thing right  they're like what i'm just trying to figure what   just happened yeah so you just want to really  honor somebody else's process and that takes   um a little bit of patience on our part and uh  and and honestly um some compassion and humility   does that make sense kim like did that that makes  so much sense yeah that so many gems in there like   really starting right from the that just the  mindset flip of that sales is not about you but   of course we make it about ourselves i mean it's  like so many things in business actually we make   it be about ourselves and it is not about us like  you just have to keep on relentlessly focusing on   the other person on their experience on what  they need and how you can help them um yeah   that's that's just so beautiful but that's it's a  tough thing to do like to say your price because   everybody feels nervous about their pricing and  say your price and then just to shut up right   quiet but that is i mean whatever mindset tricks  you have to do to like just keep yourself just   allowing the other person to have their process  like you said right you've got to allow that space   um and it's gonna feel like an hour but  it does it's like it's like did someone   just freeze time did i freeze is my zoom still  on what just happened through all that is this   real life yeah i mean all that sort of comes  in and it just you know in those moments um   by the way if you guys just freaked out or you're  like i can never do that i could never do that   i would love for you to keep a post-it  note either on your screen or near your   phone or whatever you need to do that just  reminds you why you started your business   and just bring yourself back to planet earth  and if you're feeling really nervous or you   feel like it's taking a long time obviously if it  takes a super duper long time one of my favorite   questions is did you have any questions about  that that can help don't do it too soon only   if you're like seriously dude or be frozen  like then maybe you can ask that um but if   you're finding yourself responding physically  like you're starting to get nervous or you're   sweat or you're like i really can't bite my tongue  anymore just wiggle your toes inside your shoes   it really it makes a big difference you remember  you're bad you're fine everything's fine the world   is not going to explode it can feel that way in  that moment you're fine and then look at why you   started your business and that's why i say keep  that post-it note there because it really does   it pulls you back down to planet earth you wiggle  your toes you literally feel yourself get pulled   back to planet earth um and then if you feel like  something's happened or they're still thinking   like you know did you have any questions about  that or is there anything anything else i can do   to help you make the best decision for you yeah  those are great really practical suggestions i   love that anchoring idea of of wiggling your toes  such a simple little thing and nobody has to know   so great by the way you guys can use that all  the time if you're fighting with somebody if   you're nervous if you're in a big conference  room or if something's going right wiggle your   toes it's so helpful oh that's beautiful i love  it okay well let's talk a little bit more about   discovery calls because i know that um you  know for many coaches particularly in the   beginning of building their business you know this  discovery calls can be really anxiety provoking so   how about preparing for it is there a way that we  can prepare ourselves for discovery calls in a way   that you know feels good tell me about what your  ideas on that oh i love it well first of all you   have to make sure you're getting the right people  on the calls um and so i would always say before   you even get on the call make sure you have a  wonderful welcome message to somebody who has   just scared the heck out of themselves and decided  to get on a call with you like they are so scared   right they're like oh my gosh she's gonna cost  nine million dollars she's gonna sell me oh my   god so remember they're nervous yeah so really  supporting them through that process either with   tips or ideas or what to expect on the call  or three questions i'm gonna love ass asking   you and i love you know i'm really excited  to hear your answers that kind of a thing   um and then the other thing i always say before  every call i have two tips on this one if you   have super duper fancy shoes that make you feel  amazing put them on and yes i'm talking about that   crazy pair you can't believe you spent all that  money on go get them put them on before they call   i swear it makes a big difference um and i'll get  into that more in just a second and then the other   is to recognize that every single sales call is an  opportunity to say to change someone else's life   and that's really what you want to focus on is  this is an opportunity for me to change someone   else's life i think you know with what you know  can what you do and what all your all your people   do and what you guys are doing i mean oh i could  go on and on i have such a i don't even know what   the word is i just this affinity for people in the  healthcare industry but also to to like actively   support people in being more healthy i can't  like i have two autoimmune diseases i shared   with you guys about my daughter like my entire  family was severely obese when i was growing up   like i've seen what happens when people don't take  care of themselves so for you to ground yourself   back and say this is an opportunity to change  slash save someone else's life yes that's sort   of a ho-ho-ho oh my gosh how can i help you that  changes the entire tone of the conversation and   it also has you remember who you really are and  why you're doing this again i want you grounded   in that for as long as possible inside that  phone call because it's not about you um okay   and uh let me just talk about the  shoes for one second yeah tell me   people are like wait the shoes get back to the  shoes the shoes yeah i know and it's funny because   i don't really i'm not a shoe bag kind of gal um  i'm much more of a vacation really good food kind   of girl but that's okay um i do love a good pair  of shoes and here's what i'll say to you guys i   just really want you to understand this as well  when you're talking about your own prices and   you're talking about the experience that your  clients will have working with you as a coach   and here's the deal you could go buy a pair  of jimmy choos or manolo blonics or whatever   the heck pick a name you want to buy right you  could go get those or you can go get a pair of   sneakers for 20 bucks right they're both shoes and  they're both gonna help you walk across the floor   right and they're both going to protect your  feet from getting like gross dirty at least   we hope right so they're both shoes but the  experience that you have as a human being   in putting on those ridiculous  shoes i just think like oh my gosh you know that feeling people have that is a  whole other experience of being alive it just   is and it's not again i don't really care about  shoes it's not that but i've also had that   experience right if it's really like oh my gosh  this is amazing and really following that through   right with where that money is going but there's  the salesperson who's working with you of course   there's all of the people inside the store  everything there there's the leather on the shoes   the person who expertly crafted those the person  who designed them the rest of the fabric that's   probably come from different parts of the world  that people died just so right the architecture i   mean if you sit down and think it's a work of art  and you are now participating in the amazing cycle   of supporting other people's dreams and other  people's expertise and other people's talents and   boy is that exciting because now you're really  involved in the world and in our society in a   different way and i want you to remind yourself of  that by putting those shoes on and understanding   that you are a human being who appreciates  your fellow humans you're not afraid to pay   for your fellow humans talents right and really  understanding that that puts you in a totally   different headspace when you get on a call with  somebody who's about to do the same thing for you   right where they're like oh heck yeah no she's the  one for me she totally gets severe obesity in a   family when you're a little girl watching people  eat ice cream like she's gonna get that you can't   pay for that i mean you can but it is worth so  much more just like the experience of walking out   of the store with those shoes is so different from  the sloppy sneakers you don't really care about   very very different experience and you  want to create that experience for yourself   so you're creating it for your potential clients  yeah i love that and that you're right it's such   a that would be to put out like because we all  work from home and you know we're just the dream   of even pretty pandemic um yeah but we we don't  we i mean do we even wear pants half the time   let alone shoes right but i had to look down and  check i wasn't sure yeah but i love it like just   actually wear the shoes not just for like just  for the message that it's going to give to you   and how it will influence your energy in how you  show up on the call for your potential client   i love that suggestion sarah that's so awesome  okay i am curious about your thoughts on why   so many people are scared of sales like what  what's going on here and and what can we do   when we feel really scared well i mean have  you ever had a really crappy sales conversation   i've been like on the receiving end right i'm just  pressuring you yeah right yeah that's at the heart   of all of it is like oh my gosh i never want to  do that to anyone else which if we think about it   is actually a really nice thing like let's not run  around and be jerks right right it's like we make   this collapse of like oh my god i'm gonna be like  that person and i think somewhere along the line   uh all of sails in our heads got  like collapsed into that one moment   and it's it like does take some  work to sort of pull that apart   and recognize that we would never do that to  somebody else and i think what is included in   that is a great deal of self-trust and the idea  that i would never do that but i have to trust   myself not to turn to those tactics when i'm  scared right so let's say your water heater   just broke and you're about to get on a sales call  and you forgot your expensive shoes and you're in   that like panic like oh my god i have to make the  sale i have to i have to i have to i have to right   that's where that starts to come in and so there  are a couple things i always remind people to do   in that moment because i think at the heart of  it we would never act like that we would never   do that pressure sales like i call the bro thing  yeah yeah you're gonna miss out you're gonna it's   like whatever that is right that weird creepy  thing people do um that always comes from fear   it comes from our own fear of lack our own fear  of like oh my god can i really do this um is my   spouse gonna make me go get a quote-unquote real  job like all those fears that come up we act like   idiots when we're scared i mean we really do and  that is universal all of us do it and so it's like   that's where the self trust has to come in and  have us recognize we're not gonna do that and the   best way for us to get to that it sounds really  funny but it's um an exercise in self-forgiveness   so i'm gonna just back up just a tad like i do but  um you said you work with women who had been raped   stay with me i swear to god there's there's  a connection here i promise and you're like   what yeah but it really is i just i think every  time i share this every woman goes oh my gosh yes   so what we would talk about in those conversations  was that the physical act right as awful as it   was that was healable right like our bodies  are designed to heal bad stuff can happen to   our bodies we can get hurt we can accidentally cut  ourselves when we're making toast in the more like   our bodies heal and that part of it  actually wasn't as hard to get through   what was hard to get through is without  exception women would say to me i knew   i knew the second i heard his voice my body  screamed run i knew i should have gotten out   of that situation and i didn't do it and that  form of self betrayal is actually what we had   to do the work on right because that is brutal  right and so when you hear that and i know other   a lot of women go oh my gosh yes i know that  feeling right and it's like these women were   like i didn't want to be rude and it's like oh  my gosh we've programmed ourselves to get hurt   instead of being quote unquote rude it's  really looking at that and what we need to   do here to really get to that moment where we  can trust ourselves that even when we're scared   we're going to show up as our best selves is to  actually go back and find your own moments of   self-betrayal which sounds awfully deep to make  sales fun right you're like wait a second lady   i thought we were in here talking about fancy  shoes and it's like yes that is part of it but   in order to be really great at sales in order to  really understand that you're here to help people   and you're here to transform lives and you're  here to make things amazing for other people   you've got to trust yourself and it's very  difficult to do that if you're hanging on to   an old story of yeah but i just i stayed in that  relationship too long yeah but i'm not really   certified in this or yeah but right and you start  pulling up these things then when you go to sell   you start acting like the bro dude right and now  we've got a problem because you're reinforcing   that story that you can't trust yourself which  sounds crazy and like i said i know it's a little   deep for sales but it really doesn't matter if you  wanna like to just be amazing at helping people   you gotta heal your own stuff and it's one of the  reasons i love working on sales because there's so   much magic that comes out of it yeah i love that i  i mean i'm i absolutely agree that you do have to   go deep like yeah we are talking about trying to  make it fun but you've got to unpack all the stuff   that's happening under the surface or else or  else you're just kind of trying to put frosting on   you know things that are really deep seated um and  so i love that example and those strategies of how   to really like examine your fear you're scared of  something so what is it like let's really unpack   it and look at it um rather than running away from  it and letting it and pretending it's not there   and just letting it run the show yeah absolutely  yeah i love that okay i want to ask you about the   concept of disappointment or like not hitting  your revenue goals so let's say that somebody   sets a big revenue goal because this is  what we're all about you know we set these   these goals and we're we're wanting to we're  working towards making it happen let's say   somebody sets a big revenue goal for their  wellness business but you know they're not they   don't reach it there and repeatedly this keeps  happening they're not reaching their goals tell   me a little bit about what you think is going on  with that so many things right so many things but   usually what i find is it's a lack of clarity on  exactly what needs to be sold in order to hit the   goal which sounds silly and that's not everybody  so if you just rolled your eyes and said no uh   i know what six people every five my right i got  i know but a lot of the times people just don't   know um and so you just throw this random number  up on the wall because you're supposed to yeah   right everybody's like get your six figures get  your this get your that hit your 10k a month like   it's like that's awesome and yes we do want to hit  those goals but our brain can't wrap around that   actually just had this conversation with  one-on-one clients she's like oh i wrote my   million-dollar check from the universe i'm like  yeah your brain has no idea what to do with that   that's awesome that's fantastic put it up on the  wall make yourself excited like my revenue goal i   can see it right now like of course let's get that  up there that's fantastic and today right now what   do you actually need to do in order to hit that  number and i don't think people like doing that   work but it really is the question of like let's  say it is ten thousand dollars a month what does   that mean how many packages would you need to sell  is it a group program and if so how many people   need to be in it and then from there it's how  many conversations a day do you need to have   kind of question right so you really got to break  it down to the point that your brain knows what to   do because oftentimes it doesn't know what to do  with the million dollar check from the universe   it may as well be a hallmark card it's like  that's nice i don't know what that is and i   certainly doesn't mean anything to me and then  the other thing i think we don't spend enough   time on i really hope you guys let this like just  like crawl into your brain and sit there for a   minute is we don't track our success meaning we  don't track the actions we took to cause success   right so it's like i've had to say to clinton  they're like i'm in a lull all of a sudden and i   don't know why my sales are dropping and i don't  know why i said okay what did you stop doing or   what did you start doing go back and tell me what  actions you took on a daily basis or a weekly   basis that caused those initial sales like  what happened there what were you doing   and then what did you stop doing or what did you  start doing and usually there's something in there   once in a while the market will shift like  right now nobody wants any online programs   they want direct coaching with people like  that the market will shift from time to time   and we just have to pay attention to that that's  also real but for the most most of the time it's   one of the two you don't know what you do  that causes success so you can't repeat it   or you've picked some arbitrary magic number that  has no meaning to you and so you don't know what   actions to take to cause it yeah that's great i  love how you broke that down because it's you're   absolutely right i mean if we're not we don't  reverse set of a goal that that means anything   and then how can we reverse engineer it and  then you know because then it's just like an   arbitrary number and well how on earth is that  gonna actually happen so yeah that's that's   great i love that um can you talk to me about the  concept of codependence so i think that i've seen   you talk about this idea of like high functioning  codependence and i'm curious about that i'd love   for you to tell me a bit more and talk about  the role that this has in sales oh goodness   well we might run over time just a tad but so hang  on your hats and glasses you guys okay because   this is where it gets really fun awesome but high  functioning codependence is one of my favorite   terms and usually when i say high functioning  women's ears perk up right it's like what   and then i put in the codependence and  don't know what to do with that which i get   this is not my term i believe it came from rene  brown um but it's the idea that we as women so   i've been talking about this forever but i'm  so happy to finally have like a term for it   so and you probably know this too kimray but  as women we have more connective tissue between   the two hemispheres of our brain which is one  of the reasons we are crazy and we'll be like   yes i want chicken for dinner did you get that did  you defrost it yes i write that and you're like   typing an email at the same time and the phone  rings you pick it up and you send a text right and   you're like that was like just tuesday whatever  that's the high functioning piece of us we really   have that ability to bounce back and forth between  the right and left hemisphere we can manage all   those things we're fantastic at multitasking and  um and this is something that um humans born into   male bodies tend not to have as much of right so  those of you who have brothers or male spouses   and they're watching tv and you say hey  can you help me with this thing they go   but i'm watching tv right because they do  one thing at a time now neither one is better   right we need people who really focus in on  one thing at a time and we need people who   can manage 18 things at once right they're both  fantastic but where it does leave us as women   is this extraordinary ability to be high  functioning is actually damaging over the   long term right but we don't stop doing it  because there's a codependent piece to it   and that codependent piece looks something like oh  my god kim i saw your video and you're killing it   right or the neighbor who's like oh my gosh you're  so amazing you're so selfless you're like yes i   have no self that is correct right because you are  just running around like crazy so it's this idea   that we as women are rewarding each other yeah for  functioning at a level that is really unhealthy   right and this is where the stress comes in this  is why women more women have strokes you know one   of my best friends is a nurse on um the brain ward  of her hospital she said i don't have a single   shift where there's not a woman who unexpectedly  had a stroke it's like just what happens right   and this high functioning codependence is  so um important and it's going to take us as   women talking to each other about how it's not  necessary to function at that level and to not   create the codependent piece which is yeah you're  so fantastic you're so great it's like how are   you yeah oh my god i love that that just like i  really that really resonated with me the way that   you just described that yeah yeah i have yet to  find a really awesome woman right who's out there   like really powerful and everyone's like  oh my god she's amazing who's not like   yes it's like this big sigh of like you mean i  don't have to keep going at this level yeah no   you don't and we need to support each other in  in taking a beat there a little bit more often   i think yeah so the like because that codependence  is amongst ourselves like as women we keep on like   and it sounds like it's being supportive like  we're supporting each other like you go girl   like that kind of thing but really it's just  keeping this this cycle this hamster wheel going   um i love that that's so fast yeah and what  that'll do is you're so worn out and you're   so nervous and you've done all the things  that by the time you get on a sales call or   you're coaching someone and you're looking to  cause results but you are so exhausted and you   are so spent that the next time you're on a sales  call you're like oh well i didn't cause results   for susan so maybe i shouldn't be doing this right  when actually the culprit is one not looking at   where there's some self betrayal which if you're  functioning inside of the high functioning   codependence there is because you're turning off  your own needs in order to get more accolades so   that's a form of self betrayal so really looking  at how we can start to heal that and supporting   each other in healing that um yeah i love that  like we can still support each other we need to   continue to support each other but supporting each  other in you know a different way like like you   said that question of like how how are you how are  you doing yeah yeah yeah that's really powerful   okay amazing this has just been such an amazing  conversation sarah you are seriously such a gem   and you've shared so much value here tell us  where people can go to connect with you and   learn more about your work yeah sure so you  guys you can come on over to sarahwalton.com   if you really want this freebie you can go to  sarahwalton.com this is a free gift i have for you   guys um and it is a freedom calculator remember we  were talking about knowing exactly what you want   to make i have you start with the number that will  actually have you feel free um like your shoulders   will drop a little from your ears and you're like  oh my gosh i can do that right and really looking   at it um from that perspective and then there's a  whole workbook behind it on how you can figure out   um how to sell this thing how to market it in a  way that will actually attract the right people   so that you can hit your freedom number  whatever that number is and nobody gets   to judge that but you that's the great thing  about having to be a workbook is nobody knows   so you don't have to be embarrassed um or too  excited like oh my gosh i'm so egomaniacal that   that's my number you're fine either way we love  you yeah um and then if you guys want to know   you know a little bit more you can head  on over to youtube i have a weekly show   there called sarah uncut and heaven help me  i just turn on my phone and start talking and   nobody ever knows what's going to happen it's  frightening it's so much fun so come on over   okay that sounds amazing i will put those  links in the show notes um before i let you   go though sarah i would just love to ask you  one last question so if you were going to share   you know one key takeaway we talked about so much  great stuff so many juicy things today but you   know just one thing that that people could do or  maybe just the very first step that our audience   should do right now you know to to put some  of this into practice what what would that   be what would you say oh my goodness i know  it's tough right right well there's one thing   i would leave you with this thought and  it might spark a different conversation   but i'm gonna leave you with this thought  anyway and that is that money is infinite which everybody goes what just take a second  right now and just look around the room every   single thing that you can see in your own line  of sight is something somebody created and sold   and as long as you can trust yourself to  create something of value money is infinite i   love it i'm gonna i'm gonna leave it at that  because that is just such that's beautiful food   for thought so amazing thank you so much  sarah this has just been such a pleasure   okay well there you have it i hope that you found  some practical ideas as well as some mindset   reframes to help you on your journey to embracing  sales so that you can help more people and make   more money because that's what i want for  you now i would love to hear from you on this   how do you feel about sales right now and what  is the very first thing that you're going to do   to begin to make sales more fun for yourself  let me know in the comments below this video   or if you're listening to the audio of this  episode just find me on instagram and let me know   okay that is what i've got for you today have a  wonderful week and i will see you again very soon you

2022-06-02 21:53

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