“Selling Is A Skill That Anyone Can Learn.”
— Ursula Mentjes (08:37-08:40)
Sales is a valuable life skill that is not routinely taught. Most of the time, sales professionals receive basic training to provide them with a quick initial boost in the job. Unfortunately, these training methods only work short-term, if at all. The defeated mindset that tends to be rampant in sales is not addressed, leading to burning out, exasperation, and unmotivated sales professionals that don’t like their work. In this episode, Ursula Mentjes talks about how you can scale your business by releasing limiting beliefs.
Part One of ‘How to Scale Your Business by Releasing Limiting Beliefs’
Take your business to the next level by letting go of those limiting beliefs that are getting in the way. You can double your sales now when you learn all the tips, mindset shifts, tools, and strategies to two times your sales in any niche. I’m going to talk about the limiting beliefs that we see the most with our clients and business colleagues. Find out how you can shift your limiting beliefs into something positive so you can reach your highest potential. How can you make those shifts right in the moment or right as you’re listening today? Some of you know just a little bit about my background, you might not know this, but I am an NLP certified coach.
NLP is neuro-linguistic programming, and I’m trained to shift beliefs. And the truth is that once you change a mindset and let go of it, release it and take on a new understanding, you start to become aware of the opportunities that are already around you. When you’re in a state of having limiting beliefs, or you’re stuck, you can’t even see the fresh opportunities that are all around you. And so, I like to think of shifting limiting beliefs as pulling off those layers so you can see what might be there right now.
“When you sell with intention, it does start to shift your results.” — Ursula Mentjes (06:41-06:45)
After I learned how to cold call and sell, I did feel like I could do just about anything. Yes, starting my own business was more comfortable because I knew how to sell. I launched my first coaching business back in 2004. What I found along the way is that everyone was asking me for sales advice and sales coaching. So, eventually, the company morphed into a sales camp. After I became a sales professional, I got good at selling.
I took the idea of being intentional, and I brought it into the world of selling. And it changed everything. Because when you’re intentional in the sales process, meaning for me, that means to choose the result I want ahead of time. That means being clear in my sales goals; it means being transparent in how many appointments I need. It means being clear when I meet with my top 20% that I know when I arrive, I can solve their problem, and I want to help them do that. I also want you to know that comes from a place of total integrity. And that’s why I say your top 20%. I want you to sell to people whom you can genuinely help. And not just anybody, but those that you can impact whether they’re a small business owner or they’re an individual.
Part Two of ‘How to Scale Your Business by Releasing Limiting Beliefs’
I became the president of the company at 27 years old. It was a $20 million company at the time. It was just a phenomenal opportunity to learn the fundamentals of business and to learn how to scale a business. I have personally grown multimillion-dollar branches and multimillion-dollar companies. It is a journey. There are steps involved, but there’s also much-limiting beliefs for business owners, especially small business owners, about what’s possible for them.
“You can take your business to the next level by getting rid of your limiting beliefs.” — Ursula Mentjes (02:57-03:01)
You think you have to be a super polished sales professional before you can grow and scale your business to the next level, or you have to be so sophisticated when it comes to selling. Let’s just blow that belief out of the water because that’s a lie. It’s such a lie. Selling is something that anyone can learn and develop. What’s unfortunate, I think, is that we aren’t taught how to sell. Like you don’t have a sales class, at least I didn’t get in elementary school, in middle school, in high school, and college. You can get an MBA and never have an actual course in selling. There are many classes in sales and marketing. We all know that selling and marketing are very different things.
Marketing is bringing people through your door with the opportunity to connect with them and sell to them. Selling is having a conversation with somebody so that you can either help them, solve their problem and help them say yes so that you can move them forward. Help them realize that no, it’s not a good fit, and that’s okay too. Or get a next step on the calendar. We need to think about it more. I mean, that’s the simplified sales process, but I want you to understand that it’s a skill set you develop. We have a lot of negative beliefs in our society about what selling is. There’s a massive misconception that selling is terrible, or salespeople are greedy, or all they want is your money. Like we have much-limiting beliefs out there about that. So, that also hinders how many times we follow up and how many times we connect. What I want you to get is that selling is a skill that you can learn when you show up to a prospect meeting ready to serve and solve someone’s problem. When you show up to a prospect meeting, and you listen, that’s selling. I was doing private sales training for a company recently, and I was talking about this concept and the idea that you don’t have to be talking all the time.
If you are doing most of the talking in a sales conversation, something is off. Something is wrong, and what I mean by that is selling is more about listening than it is about talking. When you feel like you have to be so sophisticated in this conversation, you have to be a great listener. What are the power questions that you can ask your prospect to help coach them through this process? Like what are a few questions that you could ask open-ended questions so that someone could determine whether or not your product or service could help them. In my own company, if I were meeting with a prospect to talk to them about sales training for their sales team because I legitimately want to help them, I would ask what the top three sales challenges that you have right now are? And it does make sense to start with pain-related questions first because then you can understand what’s challenging for them. But asking that one question and putting in the number three so they can give you three specific examples of the challenges they’re experiencing right now is incredibly powerful because it will open up the pain that you’re having so that you can see whether or not you can help them.
Business is moving forward, or it’s dying. What you want to do is figure out what’s most vital for you to focus on so that you can move the business forward. Keep that to-do list, figure out what you can delegate again, and then really block out your calendar to make sure you’re making time for those things that are most important.
How to Plug In
If you want to sell more without coming across as sales-y or pushy, you’re in the right spot! My Authentic Sales Formula ™ was created to help you feel good and really connect when selling. Download my free gift, The 6 Secrets To Doubling Your Sales” pdf here www.salescoachnow.com/gift
Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. Sales Coach Now is based on one basic idea: that most sales professionals and entrepreneurs have not realized their full sales potential. Everyone has opportunities for growth, and even the most talented sales leaders benefit from ongoing training and support to reach their goals and potential.