010: Confidence and Clarity: Your Sales Success Guide

In this week's Moneymaker Monday, part of the Blueprint to Breakthrough series, the focus is on sales mastery. The host emphasizes viewing sales as a service that solves problems and provides value, rather than a task. Sales expert Jillian Murphy joins to share strategies for handling objections, refining pitches, and boosting sales confidence. The video includes actionable steps such as preparing for objections, refining sales pitches, and learning effective follow-up techniques. Key themes are shifting from a sales mindset to a service mindset, positioning oneself as an authority, and the importance of confidence and clarity in sales. Viewers are reminded of a live session on March 11th for deeper engagement. The host also shares insights on attracting the right clients, the power of effective follow-up, and the importance of active listening and providing value-driven content.

This podcast episode is exclusively for members and accountability partners of Blueprint to Breakthrough®. All content provided is for educational and motivational purposes only. Results may vary based on individual effort and application.

For more information and resources, visit www.sarahbethherman.com.

If you have any questions or need support, reach out through the cohort connection channel in Microsoft Teams. Let’s keep growing together!

Chapters

• 2:04 The Secret to Sales Confidence
• 2:42 Mastering Your Pitch
• 3:34 Overcoming Objections Like a Pro
• 5:58 The Psychology of Attraction in Sales
• 8:33 Say This, Not That: Sales Scripts That Work

Transcript

  📍    Welcome back to another Moneymaker Monday, part of our Blueprint to Breakthrough series. This is week nine, and today I'm talking about something that I think will change how you sell forever. Sales mastery. Now, I don't want you to think of sales as a task on your to-do list. Sales is a service, a way to genuinely solve problems and provide value, and when you decide to shift into that mindset, you close more deals because your energy is coming from the right place.

And to help us truly master the art of sales, we have Jillian Murphy back with us this week. Jillian is a sales expert with over 25 years of experience, and today she's going to give us. More of the exact strategies to handle objections, refine our pitches, and close more deals with confidence. I have a couple of reminders on this episode.

Our Live Sales Mastery session is Tuesday, March 11th at 10:00 AM Mountain Standard Time. It is a 90 minute live session. Make sure you're there because we are diving deep into objection handling, refining your sales approach, and boosting your confidence in every sales conversation. Let's get started with a gut check for you.

I wanna ask you a couple of questions. Do you know your most common objections to what you are selling? How are you preparing to handle them right now? Like, if a potential customer came in and gave you one of these objections, how are you overcoming it? Sales isn't just about getting a yes.

It's about knowing how to handle the no. So that the conversation can keep moving forward.  Every successful salesperson has a plan for objections. They don't guess they are prepared,  and that's what we're focusing on this week. Confidence through preparation. Let's talk about sales strategies that actually convert.

Here's what we're mastering this week. First, your pitch. What is your sales pitch This week? You are gonna write it. I want you to keep it short, clear, and emotionally compelling.  I want you to focus on the problem you solve, not just what you sell. Your energy has to come from what problem you're solving because people don't care what you're selling.

You could be selling anything, and if it doesn't solve a problem for someone, they're not actually gonna buy from you. And then I want you to learn to speak to their needs, not your agenda. So oftentimes we get on a sales call or we get the opportunity to present to someone, and we have our own agenda instead of finding out the needs of someone else.

Number two, we're gonna be handling objections with confidence.  So before we meet live, I want you to identify the three most common objections that you hear or you think you hear. I want you to craft a specific confidence response to each one. Or if you just have one, then fine, you just have one. But I just want you to craft a specific and confident response to that one, and then I want you to shift your mindset.

An objection is not a rejection. It is an invitation to provide more clarity and understanding that will help you not take offense. When someone feels like they're rejecting you, and number three, you're gonna learn to follow up like a pro.  You're gonna stop saying things like, I'm just following up. This weakens your position.

Instead, I want you to come from a place of confidence. Instead of saying, I'm just checking in, you're gonna say, I wanted to reconnect because I know this solution. Or blank. Will make a difference in your life. We'll solve this problem we'll do blank. 80% of sales happen in the follow-up. If you're not following up, you're leaving money on the table.

And Sales Mastery isn't about selling harder, it's about selling smarter. And when you master these three areas, your conversions will skyrocket. This week you should also be finishing the Let Them Theory by Mel Robbins, and I want you to sit with some of these ideas. One, let them say no. Not every deal is meant to happen, and that's okay.

Let them walk away. You are not chasing, you are attracting the right clients. That's a mindset shift. I am not chasing clients. I am attracting the right clients.  And number three, let them decide. Your job is to provide clarity, not to push them over the edge. When you sell from confidence instead of pressure, you win more deals and you enjoy the process a whole lot more.

You see, I've learned that when I post, or when I share to my stories or when I comment on other people's interactions or when I have a podcast episode, that all come from a place of the things that I do to solve problems, the things that I do to help people, to change their lives, to make things different.

I win more, I learn more. I see more. I am actually enjoying the process a whole lot more. And as I think about all of this, one of the biggest transformations in sales is actually learning to attract the right clients. So when you shift that mindset from I need to sell to, I am offering a service. That's when you can actually see the change. First, the psychology of attraction in sales studies show that 92% of salespeople give up after the fourth.

No, but 80% of prospects say no at least four times before saying yes. Trust takes time, right? So research by Salesforce says that 79% of customers want sales reps who act as trusted advisors rather than just sellers. That can translate to absolutely everything we do. Like if you are a trusted person in a community, if you are connecting people, if you are working with people, if you are advising people, if you are there for people, you have just attracted 79% of your pool because that's what your customers want.

People buy from those they know, like, and trust, not those who pressure them. In fact, 60% of buyers say no at least twice before making a purchase. So how do we stop chasing and start attracting one? Position yourself as an authority. Share value driven content that demonstrates expertise. We've talked about this before.

This is the educate before you sell. Listen more than you talk. 70% of successful sales conversations involve active listening, not pitching. There is a company called Zappos, and one of their sales metrics that they measure on is they have an AI that measures the amount of time their salespeople are talking and they get graded on their sales technique and they have to literally not speak a certain percentage of the time.

Think about that and then learn to frame your offer as a solution, not a sale. The best salespeople ask, how can I help? Rather than, how can I close? And even if you're not saying the words, how can I close? You are demonstrating that by how you communicate on those calls. So the biggest takeaway for you here is when you sell with service in mind.

Your prospects naturally gravitate toward you. You don't have to chase them. You simply show up. You provide value, and the right clients will say yes because they'll be ready right now. There won't be any time for them to think about it.

Before we end this episode, I want to talk about what it means to say this, not that, and overcome objectives proactively. So on sales calls, if you listen to just the average sales call. A lot of team members that you have underneath you or you personally might say things like, let me know if you have any questions.

Instead, before you say anything like that, I want you to pause and say, what concerns or hesitations do you have that I can help you clarify? Don't say anything. Wait for them to respond. Your goal on this call is to close them.  Your goal is to get them to sign up for whatever it is that you have. 

Your goal is not to get off of the phone and wait for them to follow up. Same thing if you're direct messaging. If you're direct messaging someone to sign up for a mastermind, buy a product, sign up for a course you have, sign up for services that you offer. We're not saying, let me know if you have any questions.

What concerns or hesitations do you have that I can help clarify? Let's get you signed up right now.  The next common one is, I just wanted to follow up and see what you think. That is almost cringe-worthy in my world. Only because when you say, I just wanted to follow up. It sounds like everybody else, and so instead I want you to say, based on our last conversation, I believed blank aligns with your needs.

What are your thoughts? We're not hemming and hawing over things. We're not trying to follow up and get them to say something. We want them to know that we remembered our last call and we were in full alignment. So, what are their thoughts at this point? I'm calling to sign you up. I believe blank aligns with your needs.

It solves blank problem. Let's get you signed up. What are your thoughts? I another common one is we are running a limited time discount. Are you ready?  Instead of offering some sort of limited time discount, or this is the last day to enroll, I want you to say something like, since we last spoke, I've thought more about how this could fit into your goals and then share with them how it does.  And then say, let's walk through the next steps for you and get you started.

I have been in sales for over 25 years, and I can tell you that I have ran specials and promotions for people to enroll in support or services I have had, and I'm telling you, more people sign up the minute that sale or promotion is over. Then actually sign up during the promotion or the sale. And most people don't even ask about it.

Like it really isn't something that provides a ton of value. Truly, people aren't signing up last minute to get a deal just because you created a last-minute deal. You need to come from a place of authority when you are closing that. It's not this. Oh, my goodness. It's a onetime deal. You gotta sign up right now.

It's just a sale. We're closing. We're closing. We're closing.  No. Since we last spoke, I've thought more about how this fit into your goals. Let's walk through the next best steps for you. I, your goal is to establish yourself as an authority figure. Share educational content. Post a video explaining a common misconception in your industry.

Give behind the scenes footage. Give a POV footage. Showcase your process or a client success story. Speak on industry trends. Write a short LinkedIn post about a shift in the market and what it means for your audience. Host q and A Sessions, engage with your audience in a live setting to address common questions in real time.

And the biggest takeaway for you here is that when you control the conversation with confidence, you position yourself as a trusted expert rather than someone who's simply trying to sell. You don't have to chase. You simply show up, you provide value, and the right clients will say yes because they will be ready to go.

In closing, sales Mastery is about confidence. It's about clarity and positioning yourself as authority. This week we are taking action. You are gonna apply the say this, not that techniques.

You're gonna shift from chasing to attracting, and you're gonna show up as an expert. You're gonna share valuable content, you're gonna answer questions and engage with your audience. Let's make this week count. I'll see you at our live session on March 11th at 10:00 AM I'll  📍