Latest / The One Small Change Podcast / Mastering Sales Techniques Through Communication with Misty Henkel

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Mastering Sales Techniques Through Communication with Misty Henkel · The One Small Change Podcast

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I am so excited about the guests that I have today, and I am
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so thrilled to embark on this journey of exploration and transformation
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with you. I'm your host, Yvonne McCoy, and I bring almost 30 years
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of entrepreneurial experience and a passion for discovering
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growth through the power of seemingly small change. And I wanna
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thank you for taking the time out of your out of your week. And
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this week, I have got a delight for you from down under,
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Misty Hinkle. And she's gonna share some
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amazing things, and she is going to we have laughed
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together so much that I know that you're gonna enjoy
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this, and you're gonna find something,
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unexpected that's gonna help you to transform and grow in
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both your personal and your professional life. Misty,
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thank you for joining us. This is
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actually a decent hour for you. This is 7:30 in the morning instead of, like,
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2:30 in the morning. Yeah. No. I'm sorry. This is, like, lunchtime,
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Yeah. No. I'm upset. This is like lunchtime for me. Seriously, I've just come from
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having a bowl of spaghetti bolognese. So, like, I get up at crazy o'clock. I've
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got 2 golden retrievers. It's screaming hot where I live because,
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it's now summer. So in American terms, you know, we average a
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100 degrees. I'm in Chinchilla, Australia. So
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Queensland, Australia. And, we pretty much get from November
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through to April, a 100 degrees every single day. Summer. Right?
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Yeah. Yeah. For our summer. And, so I've got one golden retriever, big
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heavy boy that says, yeah, I'm not going out in the sun. And a
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little girl who says, you know, I'll sun bake all day. And, but
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she says, but let's go for a walk an hour before the sun gets up.
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So, and the sun now gets up here at about 4:30 in the morning.
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So so I have to get up early because the dogs run
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around the house crazy going, it's time. It's time. It's time.
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We have to focus because we have too much fun. Oh, we're focused. We have
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to focus. So That's so a
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bit about me. That's it. Oh, so tell me. Besides
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the fact that you have 2 dogs and it's really hot Yes. Tell
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everybody what it is you do and what was the small change
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that brought you to help you get to this place?
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Okay. So I'm a sales trainer. So I teach
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sales training? What do I do? Yeah. I teach sales I teach people how to
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sell. Actually, I get people how to I get people to sell,
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Yvonne. I, it's one thing to learn. Right? But anyone can
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learn. Everybody I've ever taught, sales to,
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they've all done some sort of sales program. Whether we've read a book or we've
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done a program or we've had it in our job, there's some sort of sales
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training in everything that we do. But I find that about
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99% of people who've done sales training fail to sell.
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So then what's the problem? Why is it that's
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few, but some can sell, but most do not.
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Sales anxiety. So I just fix the sales anxiety in people. So
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ultimately as a sales trainer, I say my job is to get you to sell
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and I'll do whatever is necessary to make that happen. And I'm very
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devious about it. I seem to impart knowledge in such a way
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that they will come back to me and say, oh my God, I can't unhear
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what you say. And even if I don't wanna be a salesman,
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I'm now doing it. So it's like you're sitting on my shoulder, whispering
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in my ear. Just say that. Don't say that. No, no, no. Just tell them
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the price. Stop talking. Stop doing that.
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And so I imagine myself as a, I
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don't know, little devil, but in white with wings, but
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dressed up with a devil with a tail. That's called an angel without the
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tail. It's called an angel. Oh, you know, no. They've got a they've got
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the tail. They've got the the horns. And and
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do they get the crown? They've got that devious little look. They're with
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Did did they get the crown too? Oh, yeah. They have a
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crown and then a halo.
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So so what was it that made you, you know, realize that
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that, you know, people needed this and that you were good at
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delivering it? Okay. So I
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was quiet as a kid growing up. I was very quiet and,
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wanted lots of friends, didn't really have a huge amount. I didn't know how to
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speak to anyone, couldn't cope with more than one person at a time because I
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struggled to get into any conversation. So by the time I was
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18, I decided I had to be a barmaid because barmaids were
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popular by everybody by default. So I've just gone, okay,
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cool. I'll do a bar course. I'll be a barmaid. So
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inside that, and I mean, my job was, and I followed instructions
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really well. So my job was nobody leaves until they've got no
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money left in their wallet. Okay. No problems. And, really
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good at my job. Like I used to think, but I also love money. Like
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I was one of those kids that saw a coin discovered it, bought chocolate, but,
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oh, so we must have heaps of this. Right. So I just liked money
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from a very young age. And then how do you get
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it? Right? Working definitely is it. But then I would look at
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jobs. The other side of being a barmaid is you can get tips. Not here
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in Australia, we don't do tips. But my thought was over in
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America, they do. So I could just be a barmaid and then go over to
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America and I could earn tips. And I have to say, I would earn a
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lot of tips if I lived over in America.
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Because I'm really good at what I do
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when I'm talking to someone and getting to buy drinks and food and, you know,
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I did have a bit of a chat and I move on and I help
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others and come back. My mom used to say to me, oh, but you're just
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a barmaid. I'm not just a barmaid mum. I'm the best barmaid in the world.
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People will come into the pub with no money. They'll leave with even less. They
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don't blame me for it. They come back the next day. I'm very good at
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what I do, but it's only because of the atmosphere that I would give them.
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You know, come in, relax, I'll sort out the food and drink. I'll
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put some music on for you. You play a bit of pool, you know, come
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back to the bar, have something to eat. So, you know, I just,
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I just have a friendly way about me. Now, all the sales I did over
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here in Australia. So I started as a barmaid for 10 years and then moved
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into furniture, selling furniture, sold apple computers. These are
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the main jobs I've done heaps of jobs, but these are the main ones. They've
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all been sales ones. Worked at, government
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offices selling, patent and trademark applications.
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Also worked in the government office of,
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child services taking 50 angry phone
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calls a day from childcare centers whose parents
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hadn't paid them for looking after their children. So
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I learned dispute resolution,
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over the phone, from those things and as well as in retail
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jobs. You get that in retail jobs. Bar jobs, if
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somebody is too drunk, you have to stop them from drinking.
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So you can see there's a bit of a dispute resolution will go on
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in that area as well. I'm not drunk and yet you're
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yelling at me. So, you
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know, it's a bit of a problem. So amongst
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all of this, particularly the as a barmaid for 10 years, you have to learn
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how to speak. How do you how do you get so much? How do you
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get someone to say for such long time and get them to spend so much
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money? You have to learn to talk to them. And,
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so inside of all of this, I'd fallen in love with the
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whole idea of selling, selling more, adding
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on, helping a person out, can I can I
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just can I stop you right there? Because I think you
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just hit on a really important thing. And that
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is that if you are are
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selling a service that a person needs, you're actually helping
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them. Do you know? You're helping them discover isn't
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it? No. You have a solution
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for them. And and, you know, I had a couple of
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sales jobs, not not a lot, but I had one of I told
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you, one of the sales jobs that I had was at a costume
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jewelry counter, and some of that was
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just ugly. You know, it was past ugly. It was oogly.
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Do you know? It was so bad. And people would come up to me
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and say, do you like this? And I was like, nobody
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in their right mind would like this. Right? But you can't say
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that. So I would say, well, what's important is that you like
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this. How are you going to use it? And they would say to me,
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well, I'm gonna use it on this. And I'd say, that's too heavy for that.
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You need and it got to the point that people actually came back to the
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costume jewelry and asked for me. I had a following
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because I was helping them not only, you know, pick out the right
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things, but show them how to wear it. I mean, it was weird.
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You know? Yeah. Yeah. Yeah. Absolutely. You are you're
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helping somebody do something. So let's say if someone come into
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the pub to, to have a couple of drinks.
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Right? They've come in just to have a couple of drinks. Maybe they had a
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hard day at work. Maybe they had a great day at work, whatever it might
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be, but how long they stay, why don't you stay for dinner? I'll get you
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a couple more drinks, stay for dinner. I'll call you a taxi, whatever it might
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be. Right? And they might have come in because they were down in the dumps.
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But seriously, they came in because they're not feeling
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that great. So my job is to make them feel better,
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and they get to leave having felt better by the
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end of the day. So ironically, what I sold
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wasn't necessarily what they paid for was the food and the drink, but what
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I sold was something else, them feeling better. I remember when I was,
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about 25, I worked, I was living
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in a small town. I was there for 3 years. I was in a small
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town in this pub there and there was one of the locals, he
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was one of the, he was actually one of the local police
9:55
that, but he was in civilian clothes and he had the
9:58
week off, whatever, he was on holiday. So he was in the pub and he
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was having a drink. He was chatting to all the locals and he was talking
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about the news and he was only about the same age as me, right? So
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he was only young and, you know, talking to everyone in the pub
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and this visitor was driving through because this small town that I lived was halfway
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between Sydney and Adelaide. So it's like 8 hours from anywhere in the middle of
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nowhere and he'd stop. So it was like the overnight place where you'd
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stop on your way to Sydney or Adelaide. And, and
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he said, that guy there, he said, geez, he's really knowledgeable. He knows everything about
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town. He knows what's going on news. And I said, yeah, I said, I'm rubbish
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with the news. Like I don't retain any of it.
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You know, he's, ears. He's really smart. He's really clever. I said, that's
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just, that's not my space at all. And this guy said to me, he
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said, no, he said, but you've got something that's, more important I
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think. And I said, what's that? And he said, you have the
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ability to make people feel good. And that
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is the secret to selling. Right? I say this in sales classes all
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the time. The nicest person gets the money.
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You only have to be the nicest person in the room, and you will end
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up with the work. Well, it alright.
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So I'll tell you like I used to say about, you know, if I
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had to pick a doctor or a dentist or something. If I'm gonna
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spend the money, I want somebody I like.
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Do you know? It's giving money to a dickhead. We have to work way too
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hard to earn our money. We're not handing it over to just
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anybody. It's not the service that we're buying. It's the
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person we're buying it from. That's
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where we're spending the money. I mean Yeah. Absolutely. It sounds crazy, but
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I'm a big woman, but I happen to have a small mouth. So whenever I
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go to the dentist, especially if I have a guy,
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the the ends of my mouth are cracked.
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Right? And the first time I had a woman dentist, I
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said to her, oh my god. This is wonderful. My mouth is not
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mangled. And she goes, yeah. Dentists have small hands. And I'm like,
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I gotta remember that. I mean, and I went back to her for years. I
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mean, she was she was a good dentist, but that extra little
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thing that I needed. And I think that's, you know, what
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part of what I say when I'm talking about your unique power
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in terms of attracting clients. Right? Because
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they automatically understand and
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connect with you. So they want to spend time with you.
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They wanna spend money with you. And I think the other thing that that's so
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important is give making people feel it's
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okay. And I think, you know, I am a sucker for the line,
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it's not your fault.
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I, you know, I love it when somebody goes, if you haven't done
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this, it's not your fault because whatever whatever the
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case may be. You know? Yeah. Yeah. I give you
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permission. That one's mine. I give you permission. No. It's okay. I'll
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have someone come to sales classes with me or maybe just initial consult and they'll
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say, why didn't I do this years ago? I said, because years
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ago, you probably wouldn't have listened to me because you weren't ready for this
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part yet. Right? Even when I ran sales classes,
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the last 5 years, I've run sales classes. It's been like a gym timetable. Right?
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You pay your membership for the whole year. I run 5 live classes a
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week, like online, live classes week. It'll be one topic across all
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5. So that then, you know, it doesn't matter which one of the classes you
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come to, you're getting the same topic. Right? And then someone will say, I haven't
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been to the last 5 classes. Then you didn't need
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them. You didn't need those ones yet.
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You just didn't need them. You need the one that you're at now
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and maybe any of the others. You might need those, but we don't
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know. Go to the ones you can get to, and we'll just
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fine tune things as we go along. Like, I would lose people.
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So let's say a year's worth of sales classes, technically, that's
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52 classes. Right? But I I could easily lose
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someone within 2 or 3 classes because the class that they came
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into fixed the bit that was broken in them. They didn't
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need 50 ideas, like, or 50 different
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ways to sell or 50 bits to fix. Once they fix one
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bit, often that's the bit that they kept breaking.
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And now that they don't break that anymore, the
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customers are going from lead to convert,
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and now I don't see them anymore. You're like, I miss you in class. I'm
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so sorry I've become so busy. Ever since doing that one class, I've become so
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busy. I've gone, well, then you don't need to be in class. So,
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actually, it all worked. And the I think the other thing is
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sometimes it's a combination of where you are when you hear the
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information, I mean, in the in the journey. Right? And
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it's also the way that it's delivered and who delivers delivers
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it to you. So I have a business, but we do
15:02
joint working together every morning.
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And I find that I have to come back to her at least,
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you know, a couple of times a year and go, okay. I know
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you said this to me, but I finally got it. Don't be
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mad. You know? That you told me this months ago, and I
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didn't, you know, I didn't understand it. I didn't wanna hear it or whatever.
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But I just heard it from somebody else, and and I'm in a
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different place. So now I get it. I get what you were trying to tell
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me before. So I think that's the I think part of
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that is it's not 1,
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it's okay. People
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don't know they need something until
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somebody else can kind of explain it to them. I
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mean, you know, don't know. Repetition, repetition, repetition. If anyone
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were to come to 50 classes of mine over the course of a year, they're
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probably fine. Half a dozen of those classes, I'm just repeating. Like, I'm
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just it's really about 6 to 10 classes, and I'm gonna repeat and I'm gonna
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repeat. I'm gonna repeat. But there's certain elements that you
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repeat the whole 50 times. Right? Learning to
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say your price, you're gonna repeat that all year long, every
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single time. And how much does it cost? And how much does it cost? And
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how much does it cost? Right? So there's certain elements you have to
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repeat because it takes that long for you
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to get used to saying it without being anxious. And that's and that's what I
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do when I do. I talk to people about having I don't like
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the idea of saying pitch when you do what I I prefer the introduction
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because I want them to think about I'm introducing myself into a
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relationship. I want, you know, I want it to be conversational.
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So alright. I hate to do this, but we have got so much more to
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cover and so little time to do it in. So what I want
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you to tell us is what are the 3 things
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that we can do right away to help us
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increase our sales? Okay. Here it is. Right?
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So So I've written a book. It's called how to go from no sales to
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sales in 5 easy steps. There's technically 5, but the first
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three get the sale. So I'll tell you what they are. Step number 1,
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get known for the thing that you sell. If you're a network
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marketer, the most important advertising tool that you
17:21
have in your arsenal is the company name.
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If you don't say the company name, you can't sell it. I
17:29
get really surprised to find that there's network marketing companies that have been out there
17:33
pretty once for, like, 20 years and nobody's ever heard of them. How did
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you manage to last that long when nobody knows you exist? But
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anyhow, the fact that you have, right, it doesn't mean that they're
17:44
a bad company because no one knew it meant they lasted 20 years. Right? But
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your company name. In today's world, customer will not buy until they've
17:52
Googled, so emails will tell them what to Google and don't worry about if they
17:55
find a good or a bad a bad review. Because truthfully, if you're
17:58
saying that you love it and they find a bad review, they're gonna go, well,
18:02
who's this anonymous person? If you don't say the company name, someone
18:06
thinks they work it out and Google it and find a bad review. We go,
18:09
no wonder you never said the name. So if you're a network
18:13
marketer, the company name is the most important advertising tool you have. The second most
18:17
important thing is pick one thing that you like the most in the company.
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Better to sell one product a 1000 times
18:25
than to sell a 1000 products to 1 person. Once they're
18:29
exhausted, you have no more customers. But a 1000 customers who bought
18:33
one thing, you got a 1000 customers. You can sell them a second thing.
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Just concentrate on selling one thing, customer tends to buy more
18:40
all by themselves. Quick question about
18:44
have you ever done the grocery shopping before? You ever gone into a grocery store?
18:49
No. No. Groceries? Right. Imagine that you're going
18:53
in to buy milk. Right? Just milk. Right? It sits
18:56
on the shelf. Nobody helps you. You just go in. You get it. Right? And
19:00
then along the way, you probably leave after spending, what, $30 worth of
19:04
stuff. Nobody helped you. You got in a
19:07
store. You're fine. You know, there's a whole science about the
19:11
layout of of grocery stores. Yeah. The silk is at the
19:15
furthest diagonal corner. It is. And you have to cut through the chocolate
19:18
line in order to get there. Like That's right. After. Yeah. Chocolate is like
19:22
because, you know, we're gonna check that one out anyway. We might as well just
19:25
have a look. But here it is. Step number 1, get known for the thing
19:28
that you sell. It includes your company name. It includes your name.
19:31
Maybe the person you help, the thing that you like the most, one thing that
19:35
you sell. Right? My sales sales training. Do it in book
19:38
format. Right? I've got a book. It's called sell like a rock star.
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There you go. You'll know me as a girl who sells sell like a rock
19:45
star. Right? Now get an idea of the thing that
19:48
you sell. Number 2, deliver the price.
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If you can't say the price, they can't buy it. It's
19:56
$11. There it is. It's a book. It's
20:00
$11. Right? And then be
20:03
silent. If the customer knows what you sell
20:07
and how much it costs and you're quiet, the
20:10
customer can choose to buy. The
20:14
customer doesn't need to be sold to, particularly not in today's
20:18
world. Before Google, the customer went to the salesman to
20:21
ask for help because they didn't know anything and the salesman knew
20:25
everything. Because of Google, the customer
20:29
goes to Google first and knows everything related
20:32
to their problem. Not everything the salesman
20:36
knows, just everything related to their problem.
20:40
So when they go to a salesman, they consider the
20:44
salesman a little part of Google, just the bit they couldn't get the
20:48
answer for. So they only need their questions answered the
20:52
customer already sold themselves. Salesman thinks they
20:55
have to tell them everything that they are Google. Salesman's not Google anymore.
20:59
They're a tiny part of Google. The salesman is there now to help
21:03
the customer end up with the thing and how they help is they
21:07
stand there silently and maybe facilitate the
21:10
sales transaction at the end. But the customers bought it themselves in their
21:14
head and they're really just vetting. Is this a nice
21:18
person I'm gonna give my cash to, or is it a not
21:22
nice person that I'm not gonna give my cash to? And really that's
21:25
what they're vetting for. Right? So if we go back to my
21:29
shopping scenario, right, everybody's
21:33
anyone can say, oh, but I need to do this, I need to do this,
21:36
and I need to speak features and benefits. But as a customer,
21:40
this is how we buy every time.
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We can go into a store by ourselves. Look at the stuff on the
21:48
shelf that are advertising themselves on the shelf with their
21:52
price and make an informed decision as to whether or not we're going
21:56
to buy it. And because the stuff is silent
22:00
while it's sitting there with its price, we now
22:03
have to talk to ourselves about why we're buying it. I
22:07
shouldn't buy it chocolate. You know, I could get it to $3
22:11
It's currently 7. It might be on special come Wednesday, but
22:15
it looks it looks really good. I can see how I'd have it. And then
22:18
when I go home and I'll be reading and I could have a cup of
22:21
tea and it would go so nice, but we'll talk ourselves into it. We
22:24
don't need the chocolate explaining itself to us. We'll do that one all
22:28
by ourselves. Now if that's how we buy groceries,
22:32
honestly, that's how we shop for everything. So if we follow those
22:36
three rules of say what it is, say the price, and be
22:39
silent, Leave it up to the customer. The customer will
22:43
do this all by themselves. Now the customer's gonna be in 1 of 2
22:46
spaces. They're either ready to buy or grab it.
22:50
And if they grab it and buy it, there is no buyer's
22:53
remorse, not to the salesman because they weren't convinced
22:57
to do it. Now they might go home and go, I shouldn't have bought
23:01
that, but they won't blame the salesman if you're quiet.
23:05
They'll blame themselves for having not asked enough questions or bought
23:09
the wrong thing or convince themselves with the wrong thing, but they'll never blame the
23:12
salesman. But if you as a salesman try to convince them to
23:16
buy before they're ready, if it goes wrong, they're gonna
23:20
blame you, not themselves. So see what happens.
23:23
Yeah? So I have to tell you my perfect story. What my
23:27
lesson that I learned from this. And I used to
23:31
do, I used to sell a program that was, you know,
23:34
college prep program. Mhmm. And, you know, the thing was
23:38
that you were you know, the parent was paying, but the kid had to be
23:42
convinced, kind of. The parent had to be convinced that the kid would actually use
23:45
it. And I had a weekend where
23:49
I had a 100% sales. You know,
23:52
everybody I talked to bought. And on Monday, I
23:56
had a 100% cancellation.
24:02
So I had to learn I had to learn to be quiet. Mhmm.
24:06
I had to learn, you know, because I was so
24:10
you need a new job. It was so But he convinced them
24:14
before they were ready. No. I I mean, it
24:18
was like I mean, I went home like, oh my god. Look at all the
24:21
sales got I couldn't believe the commission I was gonna get. And then Oh, wow.
24:26
The cancellation report came out. I was like and everybody said everybody in
24:29
the company said we've never seen anything like this before.
24:33
So so Well, your life was amazing, but I actually didn't need the product.
24:38
But I wanted to buy from, but I didn't need the product. They needed
24:42
the product, but, you know, I didn't let I wasn't quiet, and I didn't
24:45
let them decide for themselves. Yeah.
24:49
So we're we're running out of time. You've got a free gift for us.
24:53
What is it? Sales game
24:57
plan session. Anyone that wants to 2025
25:01
is coming up. Right? I mean, how many people get into podcast? 14,000?
25:05
Alright. Let's go with this. Anyone who emails me and says, can I
25:09
have a sales game plan session? I'll just give it to you. Takes about an
25:12
hour. We just jump online and book it in. We jump online,
25:16
and we go through we go through sales game plan. What is it
25:20
that you wanna sell next year? How much is of it do you
25:23
wanna sell? And then what's the strategy to get there? It's a good fun session.
25:27
Yvonne, you did it. Did you do it the other day? I don't think you
25:29
did it the other day. We just called out. I'm gonna jump on it. Do
25:32
it. Oh, but you did. I I'm definitely gonna do this because you gave me
25:35
some good tips just in our conversation, that I've
25:39
started to use. So I'm I'm definitely gonna jump on for a sales
25:43
session with you. Okay. Yeah. Yeah. So
25:47
here's the fun question. When was the last time you did something new for the
25:51
last, did something new for the first time?
25:55
So I'm learning about watermelon skiing.
26:01
Because normally I talk sales, sales, sales. Right? And then I talk to the kids
26:04
on the street about working and sales and money and but, I'm
26:08
recently looking into watermelon skiing. So where I live, we are the
26:11
watermelon capital of Australia. And every 2 years,
26:15
we have a watermelon festival and the highlight is watermelon skiing.
26:19
Now February of last year, I witnessed
26:23
it. And, you're saying Are you saying skiing?
26:28
Yeah. So picture this. Picture this. Imagine
26:32
a black slip and slide that goes the full length of an oval.
26:36
Right? Well, the width of an oval. Right? Kids oval at a school.
26:40
Right? It's covered in crushed watermelons and water.
26:44
You're standing at one end with a watermelon on each
26:48
foot holding onto a water ski tow rope, and at the other
26:52
end is the winch that pulls you to the ends. The
26:56
goal is to stand the whole way.
27:00
Now I witnessed this,
27:04
and I really want to be a volunteer. And see, the people that go to
27:07
the original, like, who wants to volunteer? These plans on being
27:11
me because you end up on the news. I wanna be on the news. Now,
27:15
preferably, I like to be on the news standing at the other end and not
27:18
being dragged across my stomach, you know, through watermelons,
27:22
but if that's the case so I'm learning about it now. There are so
27:25
many questions to ask. So I've practiced this out in the backyard
27:29
with a black slip and slide, just soapy water. Couple of kids
27:33
on each side of a rope that I'm holding onto, and they had to run
27:37
to the ends. And, and then I had to try and
27:40
stand up, and it's all very tricky. No watermelons
27:44
at the moment. Just bare feet on, soapy
27:48
water. But, it's all a bit tricky. I'm thinking I might need a couple of
27:52
water skiing lessons just to sort of give me a bit of balance.
27:55
You gotta hold on to the road with it. It's crazy, but that's what I'm
27:59
learning. So it's pretty much So when are you when is this
28:03
actually happening? February. It's in February. Do you And I've been
28:06
speaking to a water skier over in, with Wisconsin. I
28:10
think that's where Kurt Roskoff is from. So anyhow, there's a guy that comes out
28:13
networking all the time. His name is Kurt Roskoff. He's from the disability channel,
28:17
and he does all this cool stuff, and he gets, people in wheelchairs
28:21
water skiing. And so I've been talking to him about watermelon skiing.
28:25
And given that it's their winter, they should start doing this. I think
28:28
they'll do it a bit easier because some of them might be in a wheelchair.
28:32
You just gotta pull them across the yeah. Who knows? You know? Like
28:36
but anyhow, it's crazy times, but questions are out there.
28:39
What constitutes a good watermelon as a ski?
28:44
You know? Like, I'm I'm Do you put your foot in the same ski as
28:48
somebody else or do you get fresh skis to have your turn? Like Alright.
28:51
I'm I'm gonna I'm gonna I'm gonna catch
28:55
you up because we are running out of time. I am so sorry,
28:59
and we will have to do this again for sure.
29:03
I have to give the commercial, which is, you know, for those of you
29:07
that are here, I hope you will subscribe and share and
29:10
engage in the podcast on social media. I can't stop
29:14
laughing. I'm sorry. And one of the reasons I did this
29:18
was it was a way for me to give back to the community. One of
29:21
the things that I realized is that it's important to have a vibrant
29:25
community and, you know, as you're growing
29:29
and you're having an impact. So I hope you will join me again on the
29:32
one small change, and we can embark on a journey that even
29:36
the smallest shift can you help the fundamental
29:41
transformations. You will never think about
29:45
watermelons in the same way.
29:48
Here's my biggest concern. Right? Now this is here's my biggest
29:52
concern, and here's the sales problem. Do they
29:56
hose you off at the end? If you fall down and you're, like,
30:00
dragged through the watermelons, do they hose you off at the end? Because here's the
30:03
sales problems. If they don't, how do I convince
30:07
my husband to let me in the car to get driven
30:11
home or my walkie, you know, turn miles
30:14
home in a 100 degree heat to get
30:18
driven home? Okay. So That's the sales. So
30:22
so are those your last words? How do I get
30:26
home? Oh, it's please let me in the
30:29
car. No. Really. Give us give us some
30:33
Okay. Alright. Words of wisdom. So we
30:38
Alright. Here it is. The words of wisdom of this. Look. Sales is really
30:41
easy. Practice telling people what you sell and how much it costs.
30:45
Don't worry about how you feel about the price. When somebody says
30:49
how much does it cost? Seriously, that's the question that all salesmen should be
30:53
begging for someone to say. When they say how much is it, they're only
30:57
after a number. They're not after your thoughts or your emotions around
31:00
money. They're only after the price and they're not after an explanation.
31:04
If you say the price and be silent, the customer can make an informed
31:08
decision. It takes
31:11
practice to do this. Right? But on the other
31:15
side of it, you might have I'll just say this though. On the other side
31:18
of it, you might have you've concerned that they're gonna say, oh my god. I'd
31:22
never pay that. Understand this. If the customer
31:26
seems a bit emotional about your price, it means, here it
31:29
is, they were listening to you. And a
31:33
person that's listening to you is a
31:36
potential customer. If they're not emotional, they weren't
31:40
listening. And it's very hard to end up selling
31:44
something to someone who's not listening to you. So you want them
31:48
to be emotional. I can't wait to see the notes. I've never had
31:51
anybody's last words be a whole paragraph. Okay. We
31:56
we have we we're we have to stop because we are running
31:59
out of time. Okay. And and I've gotten myself together to
32:03
stop laughing. So, Should I give my email address for if
32:07
anyone wants to email me? Sales game plan. We will put those in the
32:10
notes. So Okay. Not to worry. So this is this
32:14
is gonna be the end, guys. We've got 2 seconds left. So I
32:17
want you to remember that change is simple, but it's not always easy.
32:21
It requires courage, resilience, and a willingness to step out of
32:25
your comfort zone. And sometimes your comfort zone is that
32:29
you're serious, and like me, you break out laughing hysterically.
32:32
So I want you to join me for other episodes of the One
32:36
Small Change as you embark on this this bold journey and
32:40
find some innovative possibilities. Until the next time,
32:43
please stay curious and check out some of the other other podcast
32:47
episodes. Misty, thank you so much, and
32:51
we have to go. Bye. See you.