The Authentic Selling Podcast: Recent Episodes
Adam Bude
This podcast is designed for salespeople and business owners to learn how to be passionate about what they sell, so you are doing more business with your ideal clients and making more sales, commissions and profits as a by-product of your authentic service.
Business today is all about building relationships with the right people.
If you want to learn how NOT to do that, listen to this post.
I got a DM this week, that started off with: "I love to connect with likeminded people"... THEN... the very next sentence went straight for my throat with self promotion and spamming.
What's worse, is when questioned on this, the reply was a picture with the words, Not everyone likes me, but not everyone matters... WTAF?
Remember.... you are your brand. How you show up is how people remember you. How people remember you, is what they will say about you and your business.
If you want to create long term success and sell more, SHOW UP BETTER!
Why is it that 80% of small businesses fail in their first 12 months, and 80% of the final 20% over the next 4 years?
It's because business owners are sold on getting more leads, leads, leads to make more sales.
That's BS!!
Did you know that nearly 90% of small businesses are Unsellable?
Sad but true fact.
Reason for this is that most small business owners do not know how to sell, to scared to sell, hate selling and don't want to be the "Sales Person" in their business.
What I also learned through my time as a business broker is the broken sales systems, processes and procedures that most small owners DO or DO NOT have!
On top of this, many business owners are being left behind because the business landscape has changed, as well as the buyers journey.
In order to thrive long term, you must change with it!
Building Relationships!
When looking for the right partnership, it's important to know what type of person you are dealing with.
There are three types of people put there.
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People who take
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People who give with A expectation of return
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People who give with NO expectation of return.
When you know who you are, and who you're dealing with, you can quickly access who's your referral partner, strategic partner or affiliate partner.
Build these relationships and your attraction marketing will be your greatest ROI.
Why Direct Marketing is Failing You!
It is impossible to cold market effectively if you don't understand how your audience communicate.
There are x4 main modalities of communication.
- Auditory: People who learn through Listening
- Visual: People who learn through Reading.
- Kinaesthetic: People who are touch based.
- Auditory/Digital: People who need to both listen and read.
So, when reaching out cold, how could you possible know how to direct your communication and offerings to people who need to have over 28 touch points to buy?
Brain Based Business
When you understand basic need needs, and how the brain works, you can quickly see how you operate, and the difference it makes in your results!
It's because they feel selling is wrong, or bad and don't want to be seen as the icky or sleazy sales person.
But... when you are working from your inner passion and belief on the difference you can make to society and peoples lives, it no longer becomes about selling.
It becomes essential, as the world needs people you like you in it!
Forcing the outcome!
There is a massive difference between force and flow.
Ask yourself, how do you feel when people are forcing themselves onto you, versus when you are in complete flow through collaboration with your clients.
It's a massive problems for business growth but there are definitely things you can do to position your business as the "People's Choice" employer of the year!
Take a listen to some key tips here:
I recently discovered an extra 30k in unrealised gross profit for a client, without the need for more sales!
How?
By simply tweaking pricing!!
Is it easier to make more profits from existing clients or new customers?
Which would you prefer?
Pre-Judging v Pre-Qualifying
What's the difference?
One is looking for the sale, the other is looking for collaboration.
One will not get you repeat business and referrals, the other will help create raving fans.
One treats your leads as leads, the other treats your leads as the most important part of your business.
Do you suffer from "Phone Fear" ??
It's the most debilitating "thing" that most small business and sales people suffer from.
But there is 4 simple solutions:
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Have the right intention before dialling..
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Know people are not saying NO to you..
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Ask for if now is a convenient time to talk..
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Ask for their help/feedback.
When you get this process right, and know how to communicate effectively, the phone will become your #1 friend!
Increasing Your Profits
There are x3 simple things you can do today to increase your profits overnight.
- Increase your prices.
- Increase your product range.
- Improve your processes.
What would adding an extra 10% to your sales prices today, create you in extra profits by the end of the next 12 months?
Being "Sold To"...
Let's face it, nobody likes being sold to. I makes us feel uncomfortable!
That's why moving from selling to authentic collaboration will create a stronger, longer business for you!
Did you know 48% of Businesses DO NOT FOLLOW-UP their prospects?
75% of Buyers require 2-4 Follow-up Calls, and 35-50% of sales are made to the company that follows up first!
How are you with your Follow-ups?
The way we interact with prospects has changed. If you want to stay ahead of your competitors, listen to this message!
People buy you and your passion, not what you say you will do.
When you become more authentic in your passion, you will sell more and make more money!
In this episode I discuss x3 important topics to help a small business owner sell more!
This is how I have managed to sell millions of dollars of products and services in the Direct Sales industry, one of the hardest industries to work in!
We live in a world when people want everything NOW, but as business owners, is that costing us sales by the way we interact with our customers?
Are you selling your products from a Features and Benefits space, or making a difference space?
In this episode I give a really simple solution on how you can avoid the great resignation and make more sales in your business.
Learn exactly why people experience Buyers Remorse and What you can do right now to avoid it.
In this Episode I talk about the 7 Key steps you must take to thrive through a recession.
Knowing how to value the value you bring to the market place will never have you compromising on the prices you charge.
I was just watching a little video and there was a salesperson on there talking about educating people on how to overcome objections, and what it means when people say no. What it means when they say they don't have any money, and what it means when they say they don't have time, and what it means when they say they don't have their budgets and all that stuff.
And, it got me thinking, you know, one of the things that I teach is, overcoming objections is quite easy, if you understand what the objection is.
So when it comes to closing the deals, when it comes to objection, handling. It's not about pushing people into a corner to get them to say yes, it's about understanding their needs, understanding their wants, knowing where they're at in the buying cycle, knowing how you can be of service to them and what you can provide to them, to solve or to be the solution provider to what they've come to you for.
One of the things that people forget when it comes to buying decisions, is the reason it's getting harder and harder for the average salespeople to close deals is because people have been sold to, as I said for so long, but these people that have been sold to have been pushed into buying something somewhere along the line, we all have, we've all been pushed into it.
And when you're pushed into something that you really don't want, it actually affects all of your buying decisions moving forward in anything that you're doing.
Buyer's remorse only happens because people buy on emotion and then they go and justify that decision with logic at the end.
Adam from the Authentic Sales Training Academy, How are you going? I'm coming to you with a quick live today, and I wanted to share with you something that is very dear to me.
And, and that is people only want to do business with people they can rely on. We hear all the time about people wanting to do business with people they can trust.
Trust is a very critical aspect of business, absolutely. But that trust can be broken very quickly. And how that's broken very quickly is when you demonstrate in your actions that you don't do what you say you're going to do. And that is where the relying on you to show up is critically important in anyone that you are going to do business with.
So I'll give you an example of what I'm talking about. In my training, I speak about how we can increase our conversion rates by up to 400%.
A study was done by a professor called Dr. Michael Jensen. It was a Harvard study done back in the nineties.
And he proved that your conversion rates will go up naturally by 300%, when you do what you say you're going to do. And that is integrity.
I can't share with you how often I speak to people that tell me that they're going to do something, and they never do it. And because they don't do it, what they're demonstrating to me is that I can't trust them to show up, and I can't trust them to be a man or a woman of their word.
And that is critically important for anybody that I'm going to do business with!
A great example of that. When was the last time you said you were going to book into someone's diary and make an appointment to see them, or talk to them and not do it?
When was the last time you said you going to call someone back and not do it? When was the last time you said that you're going to send a quote and not do it? When was the last time... you can see where we're going with this?
So, a very simple way, and this is what I teach in my programs, one of my modules is Do As I Do. It's part of the leadership. People want to deal with leaders. They want to deal with experts that they can rely on and trust.
So, if you want to increase your conversion, The best way to do that, right from the beginning is to do what you say you're going to do full stop.
And if you can demonstrate that time after time, after time, I guarantee you, not only will people do business with you, not only will they do repeat business with you, but that's when they will refer to you. And that's when your conversion rates will go through the roof because it's so much easier doing business with somebody who's been referred. Than it is to do business with somebody completely cold that we're canvassing out of the blue.
So that's my little tip for you today, integrity is everything. Self integrity is more so and making sure that you are a demonstration of what you say you're going to do in business.
If you'd like to learn more about how you can increase your conversion rates, I'm going to pop a little link where you can book yourself directly into my diary.
We can have a free 15 minute chat, you can share with me what's going on in your business, and I'll be more than happy to look at other ways that we can help you increase those conversions, today, so that you can be of greater service to the community straight away, which ultimately means you're going to make more money.
So, with that guys, you make it a great day on planet earth. You absolutely deserve it. And I'm looking forward to seeing you all again, soon. Take care.
https://calendly.com/tasta-coaching-call/15-minute-discovery-call
Adam from Authentic Sales Training Academy. I hope you're having an amazing day.
Today, I wanted to talk to you about bill shock.
Have any of your clients ever experienced bill shock after you have done your service for them? Now think about this for a moment. Nothing could possibly be worse than doing a great job. Having people happy with what you've done, only for them to receive your bill and be totally blown away by what you sent them.
Now, the reason that that happens is because you haven't been upfront with them right from the beginning. You haven't shared with them the exact cost as to what that job is going to be before they've engaged you. When it comes to authentic selling, you must be 100% upfront and clear and your clients must know exactly what they're going to expect after you've done your job. Because the worst thing that could possibly happen is for them to get bill shock.
Think about why that's the worst thing?
The reason that's the worst thing is because how they feeling after you've done everything, when you're finished and the job's finished and you're done, how are they feeling? Are they empowered? Are they still excited? Are they looking like they want to tell the world about how great you are, or do they have resentment?
A perfect example was the other day we had some work done for us. Beautiful person came, really happy with everything, loved the whole experience, but they miscommunicated to us what the actual fee was going to be.
And the first quote that came through was about a quarter of what the end bill ended up being. And we had no idea. So we're totally blown away by how that finalized, to the point where we felt like we were taken advantage of, we felt resentful for actually doing the work.
We were disappointed, but we loved the work, but it's left us in a state of disappointment. Now, when somebody then asks us, "Ah, who did that for you?" We'll tell them, no problem. But will we say we were 100% satisfied?
The answer is no.
So, when we're talking to people, you must have integrity on the price. If there's ever any deviation on the price, you've got to be upfront and you've got to share that with your customers. Because at the end of the day, they're paying the bill last, and you want them to feel happy about paying the bill. You don't want them to feel resentful about paying the bill. And if they've got bill shock, then that's probably the worst thing that could happen to you because you will never get customers from them. They will never refer you. They will never repeat buy from you. And you've just burnt your bridges.
It all comes down to the authentic communication, then and there. So if you have that communication right, they know what to expect, then you over-deliver on that expectation and that's how you create yourself a raving fan forever. And that raving fan could equate to an infinite amount of business, all because you've under-promised and you've over-delivered instead of over-promising and under-delivery. You know what I mean. So that's my tip for you today. Integrity in the start of the process right through to the finish of the process has to be aligned in order for you to have an amazing outcome for everyone.
Adam, from The Authentic Sales Training Academy. I hope you're having an amazing day. Today's blog is the average salesperson burns out within 14 months, whether that's in a job or even in your own business.
Now, why do you think that is? The reason that people burn out is because they're filling up from the outside. They're not filling up from the inside. And I was having a conversation this morning, straight after one of our business network meetings that I attend. And I was talking with a particular business owner there and he was telling me that he's really struggling to get motivated again.
And what it came down to was that the reason that he was struggling to get motivated was because it was about money. And what I suggested is to understand when it comes to filling up from the inside, we have to be really clear on what's our why.
And I talk a lot about this in my program, my authentic sales training course, and in my live workshops, and in my book, getting clear on our why is critically important for long-term success.
But here's my tip today. Getting clear on your why, remove the money from the equation, take it out. And then let's really get clear on the motivation internally as to why we're going to get up in the morning, why we're going to do what we do, why we continue to push through the tough times, why we want to make a difference to people's lives.
Let's really get clear on the why until you get to a point where you can understand that all the reasons that you are operating from are coming from within. It's not about money, it's about filling up from the inside and exerting that to the world because that's what people are buying. They're buying your passion. They're buying your reasons. They're wanting to be attracted to you because they resonate with you. And if your why is all about money, people can see that a mile away.
If your why is about being of service to others because of how it makes you feel because of the difference that it makes to your life, because of how you like other people to feel from your interactions and from the service that you're providing, then you are going to have a team of long term ongoing business associates that will refer to you because they believe in you and they believe in your vision and they believe in your mission and they believe in your values. And they believe in everything that's to do with you.
And the reason they do that is because they trust you. And the reason they trust you is because they know that you're operating from a genuine, authentic space with a vested interest on what it makes you feel as opposed to what you can get from them.
So that's my little blog tip for you today. You will not burn out if you are operating from within and to operate from within, you must be really clear on your why.
If you found that message valuable, I've got a lot of different messages for you in my six pillar program, it's a 32-step process on how to become an authentic sales leader, how to connect, how to communicate, and how to convert your leads into raving customers forever. Making a great day on planet earth, you absolutely deserve it.
Adam here from the Authentic Sales Training Academy, coming to you with some more tips today on how you can increase, your conversions and your sales when it comes to selling.
Today, I want to talk to you about scripts and how to use scripts properly.
Scripts are an important thing for processes in businesses, it's really important, particularly when you're training new staff so that they know exactly how to be connecting with the customers, how to be asking the right questions, but most importantly, understanding what the right process is going to be from the time they either pick up the phone or they walk into a potential client to have the right outcome for them.
As a sales coach and a sales trainer, I've used scripts for many years and scripts are great for these reasons. However, where scripts are not good is when we're using scripts deliberately from the beginning to the end with the outcome only to get the person to say yes.
So, if you're using scripts to take people on this wonderful journey to ultimately get them to sign up with you or to buy from you, then you're using scripts for the wrong reasons. Scripts should only be used for when you're wanting to gather some more information, and you're really wanting to identify how you can genuinely help someone on the other end of the line. As well as keeping the systems and the processes in place for all of your sales staff that you're training along the way.
So yes, I highly recommend scripts because you can monitor the performance from your sales team. You can tell when they're performing well and when they're not performing well. Chances are, if they've deviated way off the script and they're just working straight off the cuff.
For some people that's the most authentic way to sell, but for most people it's not the way that they go about selling because they do struggle with that. And many people do need to have a proven system to follow in order for them to be able to perform at their best ability.
So that my friends are the best way that I can share with you on how you can implement using scripts in your business so that you can get a better result for your team. If it's done with integrity, with the right intention and authentically.
The most important part of scripts though, which I haven't shared yet and I'll share with you now is that scripts are just a framework to work from. When I say framework, this is the body that we want to move up and down in. Where a great sales person can come in with a script is they've got behavioural flexibility to weave their personality throughout the script.
When you're weaving yourself throughout the script and you're bringing more of yourself into it, that's when you're going to really create rapport and that's when you're going to build a lot of trust because you're authentically talking to someone instead of just reading out a flat script.
And I can share with you the amount of people that would say to me or my sales teams when we were first getting going, are you just reading a script? The answer is, yes, I am. If you lie to people you're dead in the water before you begin, because people can tell when you're reading a script.
So be yourself, be authentic in the way that you're using the scripts, use the scripts as a process to follow so that you know that you're on track to help the end user with whatever they're needing. If you liking that tip, if you're looking for some more help with your sales and building your teams and taking a business to another level, then connect with me.
You can register for a free one-on-one discovery call here: https://calendly.com/tasta-coaching-call/discovery-call and we can talk about whether my coaching would be suitable for you.
Adam from The Authentic Sales Training Academy, coming to you today with another couple of tips in relation to connecting with your audience and this is going to be a live experience that I want to share with you so, I'm pretty excited about bringing this on.
So, when you're trying to connect with your audience, it's really important particularly if this is going to be a cold contact to understand what your audience is or who your audience actually is, what your intention is in relation to the message that you're wanting to give them, what the outcome is that you're wanting to provide to their problem, remember in sales, it's all about providing a solution to a problem and that's it. And then how can you help somebody with that?
So, when you're prospecting called, whether it's via phone, whether it's via email, whether it's via apparently now SMS, you've got to make sure that your intention is on your customer.
The best way I've found to do that is to actually reach out and say, "Hey, it's Adam here, this is where I'm calling you from and I just reaching out to see how you're going with everything, if there's anything at all that you need or if you want to have a chat, then please feel free to give me a call I'm here to help." Don't just go straight in for the kill. All right.
If you go straight for the kill, you've lost them all together. With that intention in mind, you're coming from a space of service. When you're coming from a space of service, people are going to be more open to talking with you and sharing information with you. So, if your intention is firstly to connect, not firstly to sell. The second thing is to understand what their problems are, what their needs are if there's anything at all that you can do to help them and if you can fantastic, if you can't all good.
Then the third point is to understand once you know what that is, can you actually provide a solution to what they're looking for? And remember, if this is a cold contact, it's an unsolicited message out of the blue, people aren't looking for what you've got if you're approaching them cold.
Now, I want to give you an example and one of the most important things, when it comes to connecting with your audience is to have... we've got two ears and one mouth for a reason and I speak a lot about telling is not selling. Attentive listening is the best form of sales you could possibly do.
In this episode, I will give you some great tips on how to generate leads with Integrity.
Adam from The Authentic Sales Training Academy. How are you today? I'm pretty excited and just doing a quick live here from my backyard. I wanted to share with you some tips on how to authentically generate leads with integrity.
Now, when we're out there prospecting for our businesses, the whole purpose of getting out there and talking to people is to make sure that we can have a genuine connection with the person that we're talking to. That's always going to rely back into more business as you build and you grow. .
So today what I want to do is share with you a couple of tips.
The first tip is to make sure that you're absolutely coming from a space of integrity. It's really important. It's important to have the right intention in mind when you're talking to people as.
Two, do you see them as a person, or do you just see them as an opportunity to make money?
Thirdly, is that when you have got these three together, what is the business that will come from that? Because I know that people will want to refer to you, people will be open to trusting you more and people will be more willing to do business with you if you are doing it for the right reasons.
That's the reason why I've started the Authentic Sales Training Academy because I want to change the way sales are done and the way that sales is performed and the way that business is done in order to get sales.
So when we're in business, the whole purpose of what we do is to make sure firstly that our intentions towards the person that we're serving is pure. You're there to be of service to somebody, okay? If your intentions are pure and you're acting with integrity, then that person that you're talking to is going to be open to communicating with you. They're going to be open to listening to what you've got to say and they're going to be more open and more willing to perhaps share with you some of the vital information that you're going to need in order to get that sale.
If they do that and they ask you, what's the next step, you've got yourself an active buyer. You've got yourself someone who believes in you, who trusts in you and wants to do business with you.
That's where we want to take sales. That's where we want to take business. We want people to want to do business with us.
The sale doesn't stop there though. That's where the sale starts. From that perspective, the business that you do with that person is going to be ongoing. It's going to be a relationship that you're building with them over a period of time. The power of what happens from that point onwards is person becomes a raving fan. You're not actually talking just to that person. You're talking to their whole community of people. We'll call it a contact sphere of people that they associate with.
If you're doing the right thing by them, with the right intentions, with the right integrity, and you're only wanting to solve the problem that they have, that they've come to you for, then they will refer business to you, okay? That's when you start to make a big difference in your business because your conversion rates go through the roof. The communication that you're having with your clients is on a completely different level. You don't have to worry about building trust. You don't have to worry about all the other stuff that comes with it. You can have a genuine conversation with someone that you can make a difference to.
The key is being detached from the outcome because whether you get a sale today or a sale tomorrow is not relevant. What is relevant is the fact that you're doing great service and being of great service to the person that you're talking to and the business will always follow.