From Financial Failure to 6-Figure Income | The Psychology of Selling with Sales Coach, Gwen Tinsley
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I have another guest on the show that will have your head spinning with ideas on how to better present your offers to the masses and sell more. From financial failure to a six-figure income, Gwen has learned a thing or two about sales in her 15+ years of professional experience. In this episode, we’re going to break down marketing, sales, and the psychology behind why people buy things. This is the stuff I could nerd out on for hours on end so sit back and let’s get into it!
How selling has evolved over the years
Gwen tells us the first thing you need to know about selling is that it’s not scary. Every morning you wake up and you start your day, you’re selling yourself in some way. From the “good morning” you say to the barista at Starbucks that you hope makes your coffee extra special to your coworkers at work. “Every transaction you have in your day is a sales transaction,” says Gwen.
The difference between a marketing funnel and a sales funnel
The marketing funnel is all about gaining awareness, getting your brand out there and attracting leads. The marketing funnel actually passes the lead onto your sales funnel. The sales funnel is where conversations start to happen, pain points are being addressed one by one, and the prospect discovers that we are the right person to get them where they want to go.
Selling is only hard when...
Selling is hard when you don’t actually believe that what you’re selling will help someone.
There are three parts to this belief in your offers:
Having a strong purpose and mission that you believe in and are convicted, like nothing can change your mind, that if a person used your product or service in their life they would be better for it. This is when selling is easy. You’re doing them a disservice by not talking to them about it.
2. Validate your product or service. This is all about making sure people want what you have to sell. You’ll gain so much confidence knowing that people need and have a great result with what you have to offer.
3. Marketing message. This message is very much about what value are you giving to the person that is buying your product or service. Features matter but it’s more important to tap into emotionally connecting your product or service to enhancing their lives. This is where you’ll hook them in.
How to tap into the emotional reason why someone needs your offer
On Gwen’s webinar calls, she looks for three things: 1. Fit, 2. Cause, and 3. Energy.
Getting to the root of your prospects emotional “why” is the holy grail because you’re emotionally connecting your potential customer to the real reason they’re coming to you.
Gwen described this so beautifully in the episode so I strongly recommend you go listen! Until next time…
KEEP BRANDING WELL,
Victoria
