202. How to sell with confidence
Today's episode is for the visionaries, the business owners, the people selling something wonderful out into the world.
I'm chatting with my beautiful friend Christine Corcoran, who is a Business Mindset Coach, all about how to sell with confidence.
And your voice and the way you communicate is at the heart of great soul-centred selling.
Christine shares the magic on -
How to become comfortable selling and not give off desperado vibes.
How to convey certainty in your voice while selling and what to say when you don't know what to say on a sales call.
The 3 things you need to be able to speak on to communicate the value of your offer.
The questions to ask your previous clients to bring in future sales.
And the importance of money mindset, because that underpins so much of sales.
transcript
Hello, hello! Today's episode is for the visionaries, the business owners, the people selling something wonderful out into the world. I'm chatting with my beautiful friend Christine Corcoran, who's a business mindset coach. All about how to sell with confidence. You know, your voice and the way you communicate is at the heart of great soul-centered selling. Christine shares the magic on how to become comfortable selling and not give off those desperado vibes. How to convey certainty in your voice, and what to say when you dunno what to say on a sales call. She shares the three things you need to be able to speak on to communicate the value of your offer, the questions to ask previous clients, to bring in future sales, and of course the importance of money mindset because that underpins so much of sales and was such a breakthrough for me as well. Okay, let's get right into it.
Sally:
Christine Corcoran, welcome to That Voice Podcast. So great to finally have you on the show.
Christine:
Thank you so much for having me. I can't believe it's taken us so long to make this happen!
Sally:
I know it's one of those things, we always see each other at different events and we're going out together and running into each other at Los Angeles airports and things like that. I'd love to focus today's episode on the Art of Selling-- for you. Maybe we can start off by giving us a bit of a background with your own journey of starting your business and starting to sell your offers.
Christine:
Yeah, for sure. Actually, I might even go a little bit further back because my journey with sales really started like when I was in my early twenties. So when I first left school, I actually became a hairdresser outta school. And when I lived in, I lived in a really small country town and selling wasn't even part of my job role. It wasn't something that we even really spoke about. You didn't really have to sell as as such. And then when I went and I took a job traveling and working on cruise ships, and I traveled the world and I was a hairdresser on cruise liners and it was amazing. It was the best, best time in my life. And one of the things that we had to learn fast was how to sell because the only way to make money, 'cause we were very commission-based back then.
Christine:
The only way for us to make money was to learn how to sell, learn how to retail, learn how to sell ourselves and our services and our offers on the cruise ladder, otherwise we would not have money for the bar. It was my first like introduction to public speaking. I remember like one of my first, I reckon it was only I'd been on a month and they were like, you have to go and speak in front of 35 to 40 people and sell the services of the salon. And I was like, 'What?' And it was so scary, but I did it and I, and then I did it again and again until it became much more comfortable. And then I actually really quite enjoyed it. And so that was my first introduction to selling and it was when I actually first learned about personality styles and understanding decision-making processes and, and understanding speaking the language of a customer.
Christine:
So then they felt really comfortable in order to then make sure that you are communicating really effectively for them and their personality style. I went on to then implement that in corporate. So I worked in corporate back in Australia and worked for L'Oreal Australia for quite a few years and then was actually asked to train other sales teams because I started to implement some of the human behavior stuff that I'd learnt. And then I started even further and explored sales on a whole other level and understand the psychology of sales. And so, then when I started my business, the sales element came easy to me because it was something that I'd learnt and trained and so I understood sales and so then I started to implement it into how I then teach other people how to sell, too. So it's been a huge part of my journey for a really long time and I have found it really uncomfortable and I've learned the process and understood sales, but also learned all the ins and outs when it comes to understanding personality styles as well.
Christine:
So that's kind of the background. And then I guess when I then stepped into my business, it was on a whole other scale because I think when you go into then selling yourself, it really does bring up a lot of your own fears and your own doubts and it's much harder to sell yourself than it is to sell a product or a service or something that's external to yourself. And so I recognize there were a lot of mindset blocks that came along to doing that for myself, for my business. And I also started to see that with a lot of clients that I was working with. So working on the sales mindset piece and really learning how to, you know, understand the sales process but also understand the nuances with the sales process, with utilizing your voice effectively and understanding how that impacts a client's decision-making process. So it's all intertwined, but that's actually how it all began.
Sally:
Amazing. It's such a cool story and I can totally relate to that. You know, being in business myself, I had the mindset for so long of, oh well I don't wanna force anybody into it, you know what I mean? Like I have a great service and if people wanna learn how to be a better speaker, then they'll just, you know, they'll come in. I don't wanna pressure them yet, which I'm sure you have clients that have a similar kind of mindset. But for me it was learning about how actually by learning how to sell well, you are serving your clients better.
Christine:
A hundred percent. It's a part of your service. And if you feel uncomfortable with selling, then you need to learn to actually understand the process because you should never pressure someone into buying like that. I think that's a really icky sales tactic, and it's more about understanding how you make it a comfortable and authentic process for yourself. So then it feels genuine for yourself and about how you detach from the outcome, too. So there is zero pressure because you should be giving people an opportunity to make the right decision for themselves through the sales process and less about whether they say yes or no and dealing with that rejection yourself.
Sally:
So in terms of actually speaking it, what do you take your clients through when they're just starting out? Like, I know that I've had certain coaches say, practice talking about your prices, like walk around the house saying what your prices are you know, talk to, to your cat or your dog. Good to practice the conversation. What are some ways that you would suggest we can use our voice to practice verbalizing the sales process?
Christine:
A hundred percent agree. Like you need to actually say it out loud. It can't just be in your head. You've got to practice it and let it roll off the tongue to make it easy to communicate it. Because one of the things I noticed that we do is that we may have a conversation with a client or whether it's even selling on socials, right? So you may have a conversation and you are communicating who you are and what you do. And you might be asking them questions about, we know the problem that you help 'em solve, but then when it actually gets to the point where you have to present your offer and actually share with them how to buy from you, usually what happens is a shift happens within their voice because fear gets activated and they're so then worried about, oh my god, what's, what are people gonna say? Are they gonna say no? Are they gonna have questions? What if they have an objection? Like all that stuff goes through our head, which then impacts how we communicate. And so then we hear the fear in the voice. And so a couple of things can happen.
Sally:
The pitch goes up.
Christine:
Yeah, exactly. The pitch goes up. Or it could even be that we talk faster. So you might've been like quite calm and like normal with the way that you've been communicating and then all of a sudden you start talking faster and you're like rush through the process and then you're gonna get to the end and they're like, Oh, thank God that's over. And then you kind of sit there and dunno what to say next, right? So that's why it's so important that you do, you need to practice communicating the value of your offer, saying the offer out loud, saying the pricing out loud because your tone of voice shouldn't change. I have clients in the past that have gone to the point where they communicated their offer beautifully, but then when they get to say the price, they would like almost hush themselves almost like they'd be like, And it's a thousand. So like they don't actually communicate the clear price.
Sally:
I understand that. I've done webinars where all of the content part has been amazing and then as soon as it hits the sales part, I've been like, and you know, it's that change of that mindset of there is no de no separation between, you know, content and sales. The whole thing is a sales process.
Christine:
Yeah, a hundred percent. And so I think the more that you say it out loud, the easier it becomes to actually communicate it without the changes in your voice. It's so important. And the reason why I say this is because ideally what we wanna do is actually learn to communicate our service and our price from a place of certainty, right? Because what happens, right? If you are speaking really fastly, if you are really breathy, if you are the tone at your, your pitch goes up and down, what you're actually communicating in the energy of communicating that you're communicating fear and uncertainty. So in that process, your customer on the other end who's receiving that information, they're basically like, they're not really grounded in their offer. There's something just off with that person. There's something that the way that they're presenting that they don't fully believe that it's comes across, even if it's not true, it comes across uncertain.
Christine:
And so the client feels really uncertain. So then what do they do? They respond to that uncertainty with fear and they back away and then they go and go, Hmm, I have to think about it. And then the cos the usually the person doesn't know what to do with that objection, right? So it's so important that we learn to communicate with certainty. So the more you can practice it without emotion attached to it, the easier it comes across as confident. And that's where people, well how people will respond with confidence. Because people want to buy from people they're certain of, they wanna buy from people that they feel confident in going, I know that I can can deliver this value. I know that I can deliver this outcome, this result. And people want to feel certain before they make the investment.
Sally:
And getting really confident in the offer. I know there was a time when I was like, Oh, I'm just not that confident selling when it was never the selling, it was, I wasn't rock solid confident in my offer
Christine:
A hundred percent. I always say this, I always communicate like you have to believe in the value of your offer before anybody else will, right? You cannot expect your customer to try and dig through all the information on your website, all the content that you're putting out on social media to find whether it's the right thing for them or whether it's valuable, right? You've gotta believe in it a hundred percent. Look, and not even a hundred percent, 90%. If you can believe it 90% then usually you'll get it across the line. So there's a lot of underlying things that create understanding and communicating the value and believing in the value. Would you like me to share a couple of those?
Sally:
Christine, I would love that. Yes.
Christine:
So when it comes to really owning your own value, there's a lot of stuff that gets tied into it. So firstly, it's actually unpacking the value from a universal value proposition, right? Because for you to be able to communicate the value to your customer, you've gotta communicate it based on the universal way that people communicate value. So usually it's those, it's the three parts, right? They either understand value from a place of money, they understand value from a place of time or from a place of effort. So if you're able to communicate your offer based on those three things, and that doesn't necessarily always have to have all three, but at least one or two of those, if you can communicate it from that perspective, then usually customers will understand the need of it and they'll understand the value and the language that makes sense to them, right?
Christine:
So there's that piece. Secondly, we need to have proof. So for us as the service provider or the product developer, you need to have proof of the value that it's giving. So if you haven't done the work to uncover that for your customer, then it sometimes can be really hard to believe in it. And so there's a couple of different things that I always suggest there. One is going back and doing some firstly market research with people that have you've never worked with before to uncover why they would find it valuable. Two, then I would work on your past previous clients that you've worked with or people who've bought from you in the past. Uncover what impact the long-term impact it's actually had for them. So then you understand the impact that you've had and the value that it's had for them and in their words, right?
Christine:
Because we need to know how to communicate value based on your customer. And so when we start to actually unpack that long-term impact, not a lot of people go back and look back to their past clients and go, Okay, how was the way that I delivered my service or how the result that I created for them? How has it been valuable for them in the long run? And so we don't often go back and look six months, 12 months down the track for customers to see how it's made an impact to really see the value for ourselves. So often we do it from our own value proposition. So this is where we get stuck 'cause we go, Oh, but it's easy for me or you know, it's not, it's something that just comes naturally to me so it mustn't be very valuable or I wouldn't spend the money on this, so why would anybody else value this so we can go get stuck, right? We get stuck from that place too much understanding the value from our point of view instead of actually understanding it from our customer's point of view with those three universal values, time, money, effort. So you might ask questions like, well how has it saved you money? Or how has it made you money? How has it saved you time? Or how has it sped up the process in order for you to have the outcome or result? Or how has it reduced effort or given you energy in the process?
Sally:
I'm five and a half years in business now and I'm still learning about my customer. I remember a few years ago I was gobsmacked because I realized one of the objections was people they're so afraid of speaking they didn't want to inquire. And so it really opened up this whole other area that I could talk about on social media and on the podcast, the value of really understanding what your customer's objections are and not always going to, oh, it's too much money. It's often not the price,
Christine:
It's actually the value. Like if they don't see the value in it, they won't invest in it. And I was literally talking about this on a mastermind call this morning. It's so funny 'cause that question literally came up in our session this morning and the client was asking like, well, what else do I have to add in order for it to seem valuable? And I was like, no, you're missing the point. It's actually about how you communicate the value of what's already in there, right? And what you're giving them and why you're giving them that in order for them to see the value. And so, you know, and she was saying like, you know, there's a cost of living crisis and all this stuff. Like I have to be conscious of that. And like, I'm like, yes. And we need to also know how that if the end of the day if the value is there and they really want it, they will find the money. Yeah,
Sally:
Absolutely. I call it kind of the “Taylor Swift Effect”. Yeah. You know, with all the hundreds of thousands of people that went to The Eras Tour, it's like, what cost of living crisis is? Because people who really wanted to go.
Christine:
Multiple tickets are $1,200 a ticket. Like people don't have the money for that, but they bloody found it. And that was because they saw the value way outweighed the investment. So if you're able to learn to communicate your offer based on value and you can show the value how it way outweighs the investment that people will absolutely buy,
——
This is the perfect time to remind you to download my free ebook. What to Say when You Don't Know What to Say. If you struggle speaking off the calf or tend to ramble or book yourself a one way ticket on the tangent train to Monotone Town, then this will really help. You'll learn how to introduce yourself, tell people what you do, make a point, sell your product or service. And there's a framework for telling a story that people rave about. Link is in the show notes. Hit pause and grab it. Now let's get back to the episode.
——
Sally:
So what are some phrases that we can use when we are on a sales call with somebody and they, I either throw up some kind of objection or something happens and we get stuck and dunno what to say?
Christine:
One of the things is, is if you can just come back to being in your body instead of in your head, it changes the way that you communicate. So if you are right, so yeah, so if you get stuck in your head, you're mostly stuck in fear and you're worried about what they're gonna say or what you're gonna look like if you're not gonna have the answers to the question. But my thing is with the sales process, if the client is asking the questions, they've actually lost the dynamic of the call. So you've lost the power. So you need to actually gain the power back of the dynamic. And because you should be the one asking the questions and guiding the conversation, right? So you should already know what the client is going to say before you ask the question, right? This is how deep you should get to know your ideal client.
Christine:
You should know every objection under the thumb that they could have. You should know exactly the problem they're experiencing and you should be able to communicate it more effectively than they can. You should be able to ask the right questions and know exactly what they're gonna say back. Like, that's how good you can get at sales. To the point where you're like, I know this client's so inside and out that then when I get to communicate my offer, I've gained permission to be able to share that. So it's less about having the right phrases because I feel like sometimes that can come across a little bit inauthentic. I have a specific process that I always share with my customers and with my clients on, on how to guide a client through a decision-making process. 'cause That's what's actually happening. And so when you actually understand that there is a process and you f you guide them through that process, it feels less icky, sales-y or sleazy and less pressure.
Christine:
You're actually just guiding them through understanding the problem highlighting and helping them have the realization that they may need to work on this and that they're ready to make that investment. And then when they're ready, then you have the permission to then actually present to them. So I guess like one of my biggest things is making sure that you take the time to actually uncover the problem and the impact that that problem is having for them in their life or in their business, whatever area of life you help them with, with regards to what you sell. If you unpack that well enough and then you ask permission to move beyond that process. So for instance, like it's one of the things I always teach is, is gaining permission. Because the biggest reason why someone could feel like you've been salesy, sleazy, or pushy is because you didn't have permission to present, right? So it's like when you're walking through a shopping center and there's those counters in the center of the aisle and you're walking through and they're trying to push stuff into your hands.
Sally:
Yeah. Or when you get like a cold DM on LinkedIn or Instagram or everything, like, you're not gonna feel like, oh yes, thank you. I'm so glad you reached out. I want this.
Christine:
The reason why that feels icky and salesy is because there's no permission. They haven't asked your permission to say, Hey, can I share with you? Or do you have this problem? Is it, is it a problem for you? Are you wanting to fix it? 'cause If you do, I have something that I could share with you, would you like me to share it with you? Like if they've actually gone through the process of a proper sales process that would feel less icky and sales-y. And so I'm a big believer of never actually presenting your offer to someone that you don't have permission to present it to. So that sometimes can look like on a phone call, if someone has even booked a call with you to talk about your services and you determine that your offer is actually not the right fit for them, or your style of coaching or support or whatever you do is actually not the right fit. Or even if they say that, Oh, I actually don't, not, it's not the right time for me, then I actually suggest closing the phone call down and not presenting your offer because they don't want it, they don't need it. So why would you push it on someone that doesn't need it? Does that make sense?
Sally:
Oh, absolutely. But then it goes through my mind, well why did they book the call?
Christine:
Because sometimes it's just an information gathering or they actually don't really know what they need. So sometimes they get on the call thinking it's what they need. But there's two parts to it. Because a sales call is not just for the customer to make a decision, it's also for the person who's delivering the service to determine whether they're the right fit, right? Because ideally, you wanna work with people that you wanna really wanna work with. So I'm also, when I'm on a call with someone, I'm also going through do they fit the criteria of who I love to work with, right? Are they really passionate about what they do? Do they love what they do? Are they someone that takes action? Are they someone that really has big goals they wanna achieve? Right? There's certain things that I have that are my non-negotiables that when I'm having a conversation with someone, I'm determining that as well because if they're not the right fit, or let's say like someone might even get on a call with me to determine whether they need help with marketing. I'm not a marketing coach. So in the realm of business, there's so many things that the people are not really sure what they need. So sometimes they might get on a call and if they're like, oh, I need to improve my messaging and I need to really work on my marketing plan. And I'd be like, but do you wanna work on your mindset? 'cause You know that that also impacts your marketing? And they might be like, no, then I would never ever suggest my like mindset coaching.
Sally:
What really turned the corner for me was when I did start becoming more selective and happily saying no to people. Like, No, I'm not the right fit. I can suggest this, suggest that. And, it's funny, it's almost that's when things just started to just really flow in. But what about when you're first starting out in business, right? You're just starting and you really do want those sales. How do you show up without having that air of desperado?
Christine:
Yeah. So, okay. Yes, absolutely. So that's the last thing we wanna get across, right, is that desperation. Because when you, when you sell yourself to that extent, right? Like you're literally in that place of desperation, you most likely will convert a client that is the wrong fit for you. And you will pay for it. You'll absolutely pay for it. They'll require so much more from you. They will be nitpicky. There will be like, there's just so many different factors that I see just time and time again. They'll end up asking for refunds or they'll end up like, there'll always be issues, right? There are other underlying things that come with sales that show up for us when we're selling ourselves. So two parts that we haven't even spoken about yet is our worthiness, our sense of worthiness, and also our money mindset. So that actually plays into our money mindset when we're in a state of doubting whether there will be more, because it is in early stages of business, it does take time to build up your audience, to build up a pipeline of clients that you can convert.
Christine:
It also shows with the language, right? Which actually we didn't even get into in-depth, but the language of desperation, there is a language of desperation. And so it depends. If you are out there promoting your services with a language of desperation, you're gonna attract clients from a place of desperation. And so they're gonna be clients that'll come to you like, I need this quick fix now I need a solution, right? They sometimes won't necessarily do the work or they will want it really, really cheap. Like there's actually a connection between that. And so we wanna actually come back to a place of trust and we wanna come back as much as I know how hard it is. And so I know you're probably gonna say yes to sometimes clients that you knew in your gut was telling you, do not say yes to this client or do not take them on.
Christine:
And you are, you're probably gonna regret it. And that happens in business. So just be kind to yourself in the process. You're probably gonna do it. Don't judge yourself. We all, we all do it. And so we wanna actually come back to a place of money mindset work and start to actually overcome the fear of scarcity because that's what's actually happening. We are fearing that there won't be enough, that there's not enough clients out there that if I don't say yes to this one, it's gonna be months and months before I find another one and actually learn through the process of it. Because it's, a lot of the time, the reason why that happens is because we don't have a sales process in place, a sales strategy in place, I should say. Sorry. So we are going out there and we're just hoping, wishing and praying that the right people will find us.
Sally:
Yeah, definitely. Money mindset is huge. And there's an episode called Money Talk with Claire Wood, where we go more into the money mindset. And a big flip for me was every No creates room for a better Yes. And especially when you see it play out, when you say, oh my gosh, they, you know, I was expecting that client to come in and they've said no, and then somebody who's been a way better fit has come in. You're like, Wow, well, I couldn't have done both.
Christine:
Yeah. So anytime that that happens for me, it's, it's, I always come back to my money mindset work and actually work on my vibration, work on the mindset that I had around money and why I was believing that I had to say yes to that client or where I'm ti buying into this lack mentality. And I, once I work on that, then I usually attract the right clients. And the time and time again when I've done that, it's been a confirmation every single time of like, don't not do the money mindset work. I, I've always been a high achiever. I've always lean into the masculine side of doing things. And so I'm always like, strategy, take action. Go, go, go. Right? Whereas I've so learned in the last few years of business to really lean into my feminine and to really do that in a work to make sure that I'm actually in the attraction phase. Otherwise, when you're so hard hardcore in the masculine, you're in such push energy that it's actually exhausting, like physically, mentally, and emotionally exhausting in there pushing. Yeah, you get it. I know you get this.
Sally:
You really create that magnetism and especially for your voice, when we talk about that inner vibration raising our vibration, it, it does come through our vocal vibrations too.
Christine:
A hundred percent. So because I've gone through stages like that in my business before as well, and anytime that I'm, like, if I jump on stories and I'm like, where am I gonna find my next client from? What do I have to say to get someone to work with me? I'm in the wrong energy, such wrong energy. So I'm always like, Nope, take a step back. And I would go do a meditation or a visualization or I would write down, what fears am I having right now? What are the mindset that I have around money? What am I worried about? I go and get my money in order, right? Money loves to be managed. So sometimes that's happened because I'm like, oh, I need a new client, or I need, I'm, I'm stressed or I'm strapped for cash, or I need to pay this bill that's coming up. And then I go look at my numbers and it's actually not that bad. And so I'm like, Okay, I need to just do that. Okay. And then adopt what's the belief system that I need to have in order to show up on my stories to be magnetic rather than desperate. And so when I get back into the energy, then I can share from the heart and I can actually attract the right clients.
Sally:
And for me as well, flipping the term like a resource is not just money. A resource can also be time. So I've been weeks that have potentially been like quieter with client-facing work, for example. It's been that gift of time, that resource of time that's allowed me to do other things that have been good for me, been good for the business, you know? So sort of moving away from that idea that I need to be fully booked, you know, to in order to receive from the universe.
Christine:
I love that confirmation of like when you actually take time off and you rest and then you have some type of money flowing or a resource flowing in some other way, and you're like, Oh, okay, I need to do that reminder of like, I don't have to be always bloody working. And I think one of the things too is people need to be conscious of, like, every business is so different and I think sometimes if we get so caught up in comparison and we see other people talking about how they're always having money come through all the time, it's not always the case, right? There might be times like I was saying to a client last week about this, and she was like, oh, I had six discovery calls booked in last month. And she's like, it's not enough. And I was like, but how many did you convert? She's like, what one? And I was like, well, that's why it's not enough. Six is plenty. So like, not a lot of people actually having that constant lead or constant sales happening in their business all the time. But I think we get caught up in the expectation that we should be. And if we're not, we're not successful. Whereas that's actually like a comparison issue. We need to come back to your business, your data, your numbers.
Sally:
Absolutely. And episode 196 is called How to Stop Comparing Yourself. So there's some tips in that one. So what about any no-nos with words? Are there any words that we should absolutely avoid?
Christine:
Well, I think it depends on your intention. So when it comes to sales, I think that if you're too worried about the word choice, you're probably too much in your head. And if you just come back to being really present with the customer on the phone and really care about them and supporting them with their decision and less about whether they're gonna say yes or no, and less about worrying about the outcome. Like if you're truly there with them in their decision, you can detach from the outcome and actually support them through the decision. So you then you're not triggered by objections. You're not triggered by talking about money. You're not triggered by asking actually for the sale. But when it comes to manifestation, the but end definitely comes into play because, and I see this a lot with women, we can so easily try to justify or rationalize or explain why we want something.
Christine:
You can just absolutely want something for the case of wanting something. You do not have to justify it. And I think we get so caught up in trying to justify things. People will, will celebrate something or they'll find gratitude for something, or they will acknowledge something that's worked really well and they'll go, but, and they'll then go into a negative, right? You're basically cutting off all the goodness and all the gratitude and all the incredible stuff that you just acknowledged and discounted all of that and gone straight to the negative. So if we can acknowledge that and then say, and instead of, but, and go, and this is a challenge that I'm then working through, because what happens is when we get so caught up in just discounting all the goodness, you're basically teaching your brain just to follow on the negative, focus on things that aren't working, whereas there's so much that is actually working for you. And if you can continue to refocus your brain onto the good stuff, you're more likely to enjoy your life and your business better. Much more, but you are also going to actually help manifest more.
Sally:
Yeah, absolutely. And it's also recognizing that selling is a skill. So in the same way with speaking, people think, oh, well I do know some people can speak and can't speak. Well, absolutely not with what I do. Everybody can learn how to improve this skillset. And that, that's why I've done a lot of sales training myself because I had that mindset of, oh, I'm just, you know, not good at sales. But then you go, actually there is a process you can learn, you can find somebody to teach you how to do it. So if someone's listening and they're thinking, yes, I wanna learn how to do sales, how can they find you?
Christine:
I'm hang out most on Instagram. I'm also on TikTok as well. Or you find my website, it's all my name. So christinecorcoran_coach on the social platforms. And then otherwise, my name is christine corcoran.com au for my website. I teach sales in both of my masterminds and in within my one-on-one, I teach the process, I teach the mindset, and then I also teach the strategy, because there is a difference. So you've got your process which communicates how to guide someone through a decision making process. And that's across everything from your social media, your website, to your sales calls, and then also teach your strategy. Because a lot of the time people are doing all the things in business, they're focusing so much on the marketing, right? They're doing all the social posts, they're doing all the things, but they actually have a strategy on how to convert.
Christine:
So I teach them actually how to put a strategy in place so that benefits their business because I want clients to be able to make money in their business because I know that when women are earning good money in their business, it serves the world in such a beautiful way. So I help you with that, but also help you with the money mindset piece as well, because the money mindset piece is so intertwined with the sales, because if you've got all the hangups with money mindset, you can go out and have the process, but you are probably gonna sabotage yourself every step of the way unless your money mindset supports it.
Sally:
Hmm. Yeah, absolutely. You know, I've had some people and thinking back it is women who have offered me a discount before even just telling me what the price was!
Christine:
And it's so sad. And I think that that all comes back to people not believing their own value, that they can charge full price, right? Because the price is a reason for it being a price. And I think that one of the things that I see, and I'm always get so sad is I see so many women give up on their businesses because they haven't got the business side, right? Right. So they're not making good money. They end up having to go get a job that they hate. And that really, really upsets me. And that's why I do what I do, because I want you to continue to love what you do and create a sustainable business that continues to allow you to do what you wanna do, right? And what comes down to that is charging properly, charging what you're worth and not feeling like you have to discount in order for people to see the value.
Christine:
No discounts. No discounts. You could add value, right? You can give something on top of, but don't discount because especially in service-based businesses, when we discount, we're basically telling our potential audiences that may, if there's anyone out there that are watching you present a discount, they're in their mind, they're gonna keep that in their mind thinking that it's not actually worth the full price. So if they're not ready to buy from you now, but in six months time, they're gonna remember that and they're gonna think, well, I don't wanna pay full price, because back then she offered this discount. And so then why should I have to pay full price? Now you should, you are not gonna offer any less with regards to your service, so why should you discount? Stop discounting, please.
Sally:
And we've been changing the language around that. So I will use the language of, I'd like to offer you because of, so say this, they've been in some other programs, and then because of that, they you know, if you're, if you're a Soul Speaker, you do get discounts for my workshops and some other things, but I don't call it a discount. I say like, it's a special offer.
Christine:
Beautiful! I say, and just changing that language.
Sally:
We were talking about words not to use discounts, probably a good one that we can just be like, just do not use discount.
Christine:
A hundred percent. A hundred percent agree with you!
Sally:
We don't wanna discount ourselves. Oh, Christine, thank you so much for coming on That Voice Podcast.
Christine:
Oh, thank you so much for having me. I really appreciate it.