Latest / Man In Your Corner with Shaun Tucker / Ep. 30 | Mastering Sales as a Founder Dad: Authentic Leadership Without the Guilt
Transcript
- Shaun: Welcome back to the reset episode 30 with me Shaun Tucker. How often do you feel like you are being pushed up against the wall forcing yourself to do something you don't want to do? And if you are a coach, if you are a leader, if you are a manager, how often do you feel yourself trying to force someone to do something that feels really uncomfortable? Because in this episode, I'm going to give you some really tangible strategies and mindsets just to understand how you can create safety in those experiences where maybe previously you felt really uncomfortable. And I'll speak about it from my experience in when I relate to sales specifically, because as a coach, as a personal trainer, as someone running their own business, you eventually have to learn how to sell. there's a great saying in that sales people suck, but if no one's selling your shit, then you're gonna go broke. Your business is gonna fail. You're screwed basically. And I've been fortunate enough that I've grown relationships over the years that haven't required me to really hard sell many people because high pressure sales, high pressure tactics is what gives sales a really, really bad reputation in many people's eyes because they have experiences or memories from when they were younger, from when they've tried to sell their own stuff where it's felt really forced and really, really uncomfortable. And I was there too. And it'd be a lie to say that I still don't find them 100 % comfortable. I don't think anyone does, but it's familiar. It's familiarizing yourself in those situations where someone can make a conscious decision for something that can actually help them. Right? When someone's facing their reality, if you have a solution that helps solve someone's problem where they've been unable and unsuccessful in creating sustainable change in their life in relation to what you sell, then it's actually up to you to help them through that process. It's a little bit like coaching. If you don't take someone into the depths of the waters that they need to go to get the transformation, then what's the point of you coaching them? What's the point of them having a coach? Because if you're always just getting them to the point where they feel comfortable and not able to actually receive the transformation that they want or get the transformation they want, then they're basically just wasting your time and you're wasting theirs. And it's also important to point out that you're wasting their money and you probably won't feel good about their taking their money because you're not getting them results anyway. And this is something that really held me back for a long time. Because I didn't feel like I was getting them enough results, I felt like maybe I was charging too much or maybe Yeah, it's a really interesting one because a lot of it has to do with your self-worth, self-value, and also the perceived value of what they're getting from you. Because it's not your job to transform them. It is your job to hold the space for where they can transform themselves. And that's also something that I had to learn the hard way. Because in previous episodes I have talked about, you know, having really toxic mentors and it made sales seem very scripted and very dehumanized. But actually the best possible way you can help someone get a transformation is to activate it in the sale, activate it during the sales process. Because they won't buy in to your process if they can't feel it's the place that they want to go. Because sales is not something that comes from a place of just intellectual understanding, it's it's solving a real core problem inside of themselves. And not all, of course, not all products, not all services operate from that level. But when you're in high ticket coaching, sales, high ticket sales coaching, or selling something that requires a few thousand dollars investment or tens of thousands of dollars of investment. It's a larger emotional buy-in because people relate to money extremely emotionally and also their problem is going to be most likely not just a logical problem. There's an emotional and mental reason why they're unable to do it themselves. Maybe they don't have the physical capabilities, but it's also there's usually something that's blocking them from achieving the success that you can help them with. And so the thing that I would encourage everyone to do is to take a growth mindset. Cause just because you didn't get the sale this time or you didn't close the lead or close the whatever, activate the transformation and get the client on board doesn't mean that you failed. It means that you're training your nervous system to actually open up and receive one. And two, you're actually allowing yourself to grow, to receive feedback, to take it not as a loss, but take it as an opportunity for growth. And for someone who is so neurotic and thinks only the worst can possibly happen, this was me by the way, and there are still those tendencies because we never get rid of them. Going back into these experiences where you are selling where you are. Leading people down the pathway of realizing that you are the answer that they've been looking for is a really challenging path to go down. Because if all you receive is failure and it's really hard to look at where it broke down, where the work, where the growth and opportunity is, then you're going to probably turn away and you're to say selling is too hard. and you're gonna quit on the dream life that you want for yourself. And I definitely don't want that for you. So what do you do? What can you do in those situations? It doesn't matter if you have a script, it doesn't matter if you have a framework, right? We're gonna put all that aside for now. Because the most important thing is actually looking inside of yourself and asking the question, is this what you wanna be doing? Do you want to be... the transformation for someone else. Cause if that's not the case, then maybe this is not the pathway for you. Cause sales is part of the process. You can't just outsource your sales. I've been there, done that too. Sure. When you grow enough and when you have a process and you understand how to sell, so you can teach someone else to do it for you. Yeah, I encourage that. But if you're in the foundational beginnings of your business and you're really uncomfortable when it comes to selling, there is a massive growth opportunity for you and also a revenue opportunity just waiting for you. And that's not to say that you can't just outsource and have someone do it for you. The people that go the long route, go in the long road and go the harder path are the ones who get better results over the long term. The ones who cut corners, the ones who look for shortcuts, often their business fails in only a matter of time because they haven't had the foundational processes and systems installed in their business. All right, so this is something that applies to all industries. But the reason I'm bringing it into this particular context is because this is something that I've struggled on a lot. And the number one thing that most people get from working with me is they feel that level of trust, they feel that safety, they feel like they can tell me anything, which is fantastic. But if it doesn't come with a structure, one, it will leave me bleeding. And two, will actually not be very clear on what it is that I'm doing to help someone in this space. And once again, that's something that I have struggled on again because there's so many things that I can help people on. And so how do you narrow it down to one group of people you want to help and also one thing you can really be known to help them on? There are so many decisions waiting for you just to say, is the pathway. is the direction that I'm taking and the, the universe life or the way the world works really gives results to those who are specific, gets results for those who are specific. if the specificity, specific, if you are not specific, Or if that What you are specific on isn't aligned with you, then it'll only end in disappointment, either now or later. It has to really come from within yourself. It has to be something you're really longing for, something that you truly want. If it's not in alignment, eventually it will be found out. Eventually it will come out and you'll want to change paths. You want to... You want to change the decision that you made. You want to change paths or directions or whatever it is. Because if it's not in alignment, it means it's probably not going to fulfill you. And that money that you earned may not feel very good. and spending it might even feel worse. It depends on the kind of human being that you are. For me, I really, really do care about impact and positive impact on the community and within family, within families as a core. That's what I care about because it all starts with yourself. If you can't change yourself, you're not gonna be able to change anyone else. So if you found today's episode helpful, all I do is ask you to refer it to one person. Give someone else the opportunity to receive what it is you learned, what value you gained from this episode. And I look forward to seeing you in tomorrow's episode. Thanks for tuning in.