Episode 211: 3 Easy Tips for Your Sales Conversations with Jamie Gulino Davis
So many people start these extraordinary, beautiful businesses and then they're scared to sell. Today, we’ll go over three quick tips you can use in every sales conversation and two things not to do when you book that sales call.
Jamie Gulino Davis is the creator of StandOut Sales, where she teaches high-ticket offer conversations, team development, leadership, and relationship building. She's curated sales teams that have converted at 70% plus during her seven figure launchers and events, and she also specializes in live events and sales strategy. You know what I'm about to say, this could be the podcast that changes your relationship to sales forever.
Jamie has seen sales done in so many ugly ways, and people lacking confidence because of the sales experiences that they've had. It is her goal to show people how they can have gorgeous, conversations and really be an instrumental part of someone else's transformation.
“Sales should feel brilliant,” says Jamie. “It should feel beautiful. It should feel transformative. No matter what you're selling, it really is providing somebody with something that they're really in need of.”
Showing up authentic in sales conversations
Jamie says no matter how much growth she experiences, she’s always going to be vulnerable. She says she is always going to be absolutely honest because she is overseeing the social posts of how fabulous someone's life is. We know what's happening behind the scenes, right? She says it's important to be real and show what it really takes to have a successful business and household.
Unfortunately, a lot of slimy and smarmy sales experiences are real and happen. Because of those, there are two things that take place. One, there are a lot of people that have a negative connotation associated with sales. And two, there are a lot of people who lack confidence when it comes to selling their own product or service or even just promoting themselves.
But sales conversations are always happening; many business owners will host webinars, post on socials, send emails, and do speaking engagements. If somebody is at your workshop, if somebody is listening to your podcast, if someone is signing up for a consultation with you or a discovery call, they are looking for the services you are providing.
This shouldn't feel awkward or uncomfortable. This should feel like an amazing opportunity to provide that service and help somebody with whatever that transformation is that you're providing.
Three sales tips
If you get on calls and they're just not converting or people aren't buying, Jamie has three quick, easy tips to try.
- Build rapport: Whether you're going into a room or going to sales, conversation, workshop, webinar, or whatever that is, take 3 to 5 minutes to build rapport. People are longing for connection, but more so than ever, statistically, we're seeing that more touchpoints are needed to convert a sale. People want to have that know, like and trust when it comes to making a purchase. This means learning a little bit something about your audience. Maybe it's like, “Where are you guys from today who traveled the furthest”? If you're having a one-on-one with someone, ask them upfront about things that are intriguing to you, things that are fun (if they're a parent, if they love to travel, their favorite meal to cook). Learn something outside of the norm that you can find a quick connection with. The other thing rapport does is it really kind of knocks down that apprehension wall, any discomfort or nervousness going into that conversation; it kind of just eases it up.
- Frame your conversation: This helps anyone that has a hard time showing up as the authority, anyone that has a challenging time talking about the investment of something and anyone that has a challenging time staying on track. Jamie offers this example: “I'd say, Sarah, it is so great touching base. You know what? I want to learn even more about you. So, what we're going to do is take the next 30 minutes. I'm going to dive in deeper. I have all kinds of questions to ask you about your life, your business, and your intentions. And if it feels like I can serve you, I'll tell you a little bit more about what that looks like, and with investment is how does that sound?” And Sarah says, “Ya, Jamie. Great.” What it does is it takes somebody from that friendly rapport and automatically it puts you in the form of the authority. You're in control of the conversation. It puts a time limit on it, and there’s no need for discomfort around investment because there’s no surprise. They know it's coming.
- Ask the right questions: Give yourself permission to ask the real questions. It will create trust and understanding.
Two things not to do in sales conversations
These little tiny tweaks allow yourself to be in the moment during sales conversations and can really increase your confidence.
- Never laugh or giggle. This tends to happen when people talk about the investment. Practice saying your investment to the mirror, your smartphone, whatever. It costs $10,000 to work with me. Say it with confidence. The other place to avoid the laugh or giggle is if someone is sharing something difficult. We often want to cushion discomfort for people. We do it because it's our own kind of like coping mechanism. Be thoughtful, take your own breath and just be a beautiful, beautiful listener. Yes, it might be uncomfortable. It might be the longest two minutes you've ever experienced. But people need that outlet and that opportunity to feel that emotion.
- Avoid transition words like cool and awesome. If you’re on a sales call, people might be talking about their pain points, and we tend to say “awesome, cool” because you're transitioning, going on to the next question. But their scenario is not awesome or cool. When you think about the sales conversation, this isn't something that's just happening when somebody is booking into your calendar. The truth is, it's happening all the time.
Finding balance
Finding the right balance is figuring out how to integrate the strategy, authenticity, leadership, energetics, and systems (Jamie’s SALES acronym) so that you, as the seller, are showing up in the way you want.
For Jamie, her number one company value is family first. Balance to her is being able to make enough time for her family, her health, and herself, which fuels her to go hard in her business. She notes it’s different for everyone.
“Some people it's experiences, some people it's meditation and journaling,” says Jamie. “So, it's knowing what's right for you and then making sure that you really incorporate that into the business.”
She says it's that whole concept of can we run on empty? Yes, absolutely. Do we end up crashing? Absolutely. Finding the balance is preventing the crash so that it never happens again.
Free gift for listeners
Jamie walks you through a vital piece of her S.A.L.E.S. framework, which she's used to train sales teams that have converted at 70%+ during 7-figure launches and events.
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Such a “human” way to approach sales. I definitely believe we need more of this and less – following of the sales script! But Sarah, this is exactly why I’m working with you to grow my business. As Jamie was saying, how awesome is it to build a rapport with another person and have them come to you years after you’ve connected or stay with you for years because you deliver on your promises and treat everyone with respect and caring. Another great podcast.
I totally agree, Joy. So human! Great word choice. Glad you enjoyed it.