August 1, 2022

BONUS: Is School of Sales Right For You?

The deadline to enroll in School of Sales is officially approaching. So in today’s episode, Kat and Macy sit down to share some insight into a few info calls they’ve had.

Starting with an introduction to the people, their businesses, and the problems they currently want solutions for, Kat and Macy break down each individual’s wants and needs and explain how School of Sales can help them get where they want to go. From the topic of communicating effectively through your marketing, the difference between pushing and guiding, how being rooted in command helps you develop sales skills, to how information doesn’t transform the way people think, this episode will help you get a clearer idea of whether or not School of Sales is right for you.

So if you’re currently sitting on the fence and you’re waiting to enroll, tune in to this episode and listen as Kat and Macy answer some questions on how School of Sales can help you achieve your goals.

In this episode, we cover:

  • The people who joined our info call and the problems they want to solve
  • Why School of Sales will give you the skills necessary to communicate effectively through your marketing
  • The difference between pushing and guiding
  • What does it mean to be rooted in command and how it helps sales skills
  • Why information doesn’t necessarily transform the way people think and how School of Sales helps that

 

Kat
We are coming up on the deadline to enroll in school of sales. It is July 17 2022. That is a Sunday because we gotta get those workbooks out.

The workbooks are going out. And if the School of Sales is not already sold out for this cohort, then you know, at the time of recording this, we actually don’t know. Right, what where it will be. Will we have to tell you about is what happened on the info call this week. So there’s two of them, one of them was on a Tuesday. And one of them is on a Thursday. All right, so we’re gonna talk about Tuesday’s call, because there were about 10 people or so who I think are honestly going to share as many of their situations as possible so that you can really feel like oh, that is something I can relate to. That is something that I need to hear. And that’s our life goal is to make sure that you feel heard. So gosh, I want to just give, is that. Okay, just a big umbrella of who done been there.

Macy
Yeah, it was a huge variety of people.

Kat
I think that’s what I’m feeling is the amount of variety. But yet everybody felt this. Oh, wow. Like that’s for me in there. That’s why, specifically, okay, so I’m going to tell you about, I’m not going to use their names, obviously. But one isn’t branding. She actually has a agency and agency that helps people with their branding and things like that. And she described, you know, hey, I’m being coached by like, all the coaches. Tell me this, like will School of Sales actually helped me know what to say? Like, in the emails in the podcast in, you know, in the things I’m actually trying to execute on? Will you kind of tell me what to say? And we’ll, we’ll speak to that. I’m going to keep going, though. Yeah, sounds good. And then we had a real estate agent on who basically described the fact that her sales processes that she’s learning from other real estate agents about they feel yucky, they feel gross, they don’t feel authentic, they’re dry. And she didn’t feel like she could be herself. But she wants to be herself through the sales process. We talked to her. And then we talked to someone who has a product business, she actually sells little girls bows, and a very high quality product. And she is saying, Hey, I don’t have a full strategy, like, should I sell if I don’t even have a full strategy. Meanwhile, she’s actually doing some email marketing and getting some traction there. And I’ll tell you what we said to her. Next, we had an engineer on Okay, she’s an engineer. And she works with architects and builders and things like that. And she was wondering, you know, she’s actually going to move into creating her own ads business. She wants to help people with their ads. And she hasn’t learned how to do it yet. But she knows she will. And she thought, Well, don’t I need to know, ads before I learned how to sell ads, because how am I going to practice? So she’s in this kind of conundrum in her head, chicken or the egg? And a lot of people are in that place in different ways.

Macy
There’s a lot of chicken and the egg talk.

Kat
Yes. Then the next gal she is in b2b sales. She sells software to senior executives, financial executives.

Macy
Yeah. She helps automate processes in terms of like projections.

Kat
Yeah, it’s kind of what she says a very high level software budgeting.

Macy
She said budgeting as well.

Kat
Yes. And she was wondering, you know, the process that she’s been handed in corporate again, it feels very dry doesn’t really feel like something she is embodying, but she wants to she really was looking for that human to human connection within this corporate sales process that does function as be to be so business to business. And then the last gal we talked to, she actually is a social media manager at her church. And she says that, you know, I didn’t go to school for this. So how can I really, you know, believe that like, I’m the girl for the job. How am I really supposed to believe this? Meanwhile, she also is sending she’s in the thick of it in life sending two boys to College has a high school boy leads the booster club leads the booster club, she’s doing all the things in her life and was wondering like, is this the right time? Even though you know, I have all this going on? Yeah, so that’s how we talk to today.

Macy
I cannot believe how different every situation is

Kat
Completely different. Completely. Amazing.

Macy
Yes, I’m so fired up to break these down. Chances of somebody being in a similar situation are very high. So hopefully this helps you.

Kat
Yeah, so let’s talk about the gal in branding, who it feels like she’s been coached by all the coaches and was just like, hey, can I like root down here and say the right things?

Macy
Yeah, she, she opened up so well, she was like, I’m gonna tell you what I think I’m gonna learn. And you’re gonna tell me if that’s correct. I was like, perfect. Tell me what you’re gonna learn. And she basically was like, I’m gonna learn, you know, language that goes into podcasts, posts, that will also kind of turn my audience that I already have into leads. And honestly, She’s almost there, she’s almost there and what she’ll learn, because what school sales is not going to do is give you exact scripts for a podcast or exact, you know, templates for an Instagram posts, we’re going to do one better, we’re going to give you the skills that can overflow into the podcast into the Instagram. And what’s really great about skills like this and the model. What’s really great about skills like this, and the method that you’ll learn is that you can elongate, or shorten as much as you need to depending on what you’re using the material for, you know, a lot of sales, a lot of getting people on board is changing the way people think helping them see things differently. And sometimes people need a little bit, a few more examples, they need more stories, they need more examples to be able to see oh, like that makes sense. And so you can elongate it in certain forms of content, and then others you would kind of shorten it up. What is so incredible about this is that no matter what direction you go in, no matter what you use, no matter what platform, you can be so rooted in the skills, knowing that it is going to translate in the right way. And that’s what’s also amazing about turning your audience into the right audience, there are so many people in your audience that are probably kind of numb, potentially to your messaging. They’ve heard it, they know what you do, they think they know what you do. And so you get the skills to almost kind of splash some cold water, you know, in their face and say, Hey, wake up, this is not what you think it is, let me help you see, she also wanted to know, you know, she’s a branding kind of marketing agency issues, like one of the biggest objections that I get is, you know, branding isn’t doesn’t give you an ROI. She was like I don’t know how to respond to that. Because, you know, they’re kind of right. And some good news here is that she will have a framework to be able to take that exact objection and customize it to who she is speaking with. And then even better, take that conversation and make it public, too, which is what we’re doing right now. We’re taking these individual conversations, and we’re taking it public on a podcast to cast a larger net to people who didn’t make it on the call, but might be experiencing the same situation. So she’s gonna have the framework, the tools and the confidence, we will do all of that. on autopilot.

Kat
Yeah. And one of the reasons she will be able to do that is based on another question she asked, she said, Will I be able to explain the benefits? Yeah, it’s one thing to know the benefits, it’s another to explain them in a way that gets two parties into agreement and understanding. And that is what makes the saying is that you can actually direct the information to a specific person based on explaining those benefits with skill. She signed me up nd her business partner.

Macy
Yeah, they’re coming together, which is really so interesting cat note, because people know their benefits, but transferring them two different things

Kat
Two different things.

Macy
I just had a lightbulb moment.

Kat
It’s crazy. Crazy. Okay, let’s talk about real estate agent angel. She just said that the sales model that she has been tied in by coaches feels gross and inauthentic.

Macy
Yeah. And we asked her we were like, Hey, what is the sales model? You know, people have different words that mean different things. And really what it sounded like was a sales strategy. She said, people tell me to you know, change people’s mindsets or hit different mindsets with all these different emails. And it’s the way I felt her coming off with I feel like I’m just pushing and pushing and pushing and pushing and pushing and it doesn’t feel like me. And she is totally right like while there is an element and you know, you do want to guide people well, when it comes to pushing there’s two different things between pushing and guiding. Pushing is hey, get in this place like listen to this listen to this guiding is hey, you get to make the decision to come follow me and let me show you a better way. And that’s what’s so cool about sales skills is you learn to be the leader and take the lead not come from behind and push into her real focus was I just want to feel like me. I just want to be me. And that’s what’s amazing about skills is that it gets to become you you Need to combine who you are with the tools that you learn and be one with them. And that’s why this program, the way it’s set up in the eight weeks, the first four weeks, you learn the method, and it kind of is very structured way where it might not feel like you in the sense because everyone just has to learn the same foundational material. But in the second four weeks, you get to take the foundational skills that you’ve learned, and add your tilts, add your spirit and your personality. And that’s why that repetition infused inside of eight weeks is so incredibly powerful, because it becomes who you are.

Kat
Yeah, and I just cannot encourage you enough. If you’re listening to this, and you plan on signing up for School of Sales, and you know, you’re gonna get the practice cannot encourage you enough to literally get as much practice in as you can and buy into the fact that it takes practice for sales skills to become a part of you, right? That is just part of it. It’s like athletics, honestly, sales really is a sport truly in a way, because you can learn how to bat a ball at T ball that does not make you good enough over your 18 years of life. Yeah, to go into a D one school and start, right, much less make the team so really is a sport in the way of practicing getting feedback. And that is built into the program for you to elevate as quickly as possible. In your eight weeks, we want you to be elite as quickly as possible. It’s truly okay. And next let’s talk about the woman who has the bow company. She sells high quality baby girl bows for their sweet little heads. And she’s doing she was wondering like, do I need to do branding first? Or sales? Like what’s my strategy here?

Macy
She does a lot of it. I have no strategy, no strategy, and she was like, I want to build the foundation of a business. Those two things.

Kat
Yes. And she also had mentioned that she’s scared about not getting results, which are the root of all of this, to be honest. Because what we do know is that when it comes to building a machine, so if a business is a machine, similar to like how I say an ice machine in your freezer, it is just the machine unless ice is being poured into there so that it can be crushed. So that can be cubed, nothing will come out if there is no ice in there. So she’s really wondering like, oh, I want the I want it to look good on the outside. And people will be attracted to that, which we get, you know, people do like pretty things. You know, we didn’t mention this, but she was on the bootcamp. And we talked to her about how she’s selling something so much deeper than a bow. Why does a mom put a bow on their head? Because there’s a reflection of her. It’s a reflection of the mom. And it’s like, oh my gosh, your baby. You’re such a good mom, you’re this wow, like you take care of her.

Macy
She looks so healthy. She looks so cute.

Kat
Yes. All these amazing things actually are a reflection of the mom, not the little girl, right? Because kids take bows off, everyone knows this, right? And so what is she really selling? What is she really selling? That’s so much more that will actually stick with that family for a lifetime. Right? And that’s what we encouraged her in on the boot on the boot camp. But what we said to her, see, she’s sending emails, and she’s sending a discount when they first sign up, pay 25% off your first bow and all this stuff. And that’s great. She’s even getting sales from it. Yeah. And so what Macy told her and you can just say it for me. But like what if you took that instead of building an entire business, and trying all these strategies that you think you’re thinking about the whole business or thinking about it and stressing that you don’t have a quote strategy, which no one has. They might say they have a set strategy, but things are always changing. Always. You have to adapt. No one, no one strategy set in stone. If they say that, then they’re lying. Yeah. Because that’s just life. Life is always moving. So anyway, Macy said, what if you just took what’s working, which is emails, and that is a huge win and double down on it, turn the knob up using sales skills, keep tweaking it, making it better and getting sales. That’s incredible.

Macy
And that is a strategy. Exactly. That’s what was so interesting is she was, you know, preaching, I don’t have a strategy yet naming all the all the strategies that she was doing.

Kat
Do you know how many people would kill to have an email that convertede?

Macy
That actually converts? What Yeah, it’s a big deal. It’s huge. That is so rare. Yeah. And she also talks about how she, as an entrepreneur, she’s like, I just have an idea, and I just do it. And I think that she was saying, hey, that reflects, I don’t have a strategy. And I get that, like you want to move intentionally. That is a huge part of entrepreneurship. In fact, I kind of want to tell you a little shark tank example, please. So there was a girl who had a product and she’d come from corporate. And they basically were and you could tell very structured like very and she actually was still in corporate because she had all these responsibilities and all this stuff. And they’re like, Hey, you have a business you have a product but you’re not an entrepreneur, like you aren’t like embodying an entrepreneur and what I when she was telling me all this What I want to say is you are an entrepreneur, you say that, yes, she’s okay. Well, she’s embodying the right characteristics, she’s doing the right things. Especially it’s such a, you know, infancy infant stage. That is the very strategy to so she’s on the right track 1,000,000%, she needs to turn up the knob on what might already be working, which sounds like a little bit of email, and do it really freaking well, and then build on that, and you’re not making new things. We’re building on what’s already working, so that you can go higher, not wider.

Kat
100%. Let’s talk about our engineer who wants to start her own ads business and help entrepreneurs run ads. Yeah, she hasn’t learned how to run ads yet, but she wants to. And so she’s wondering, well, do don’t I need to know how to run ads before I learned how to sell running now makes a really, really good question. Yeah she wants to know what to practice so that she can like make the most of her training, which is a really good point, product knowledge is important.

Macy
1,000,000%.

Kat
In fact, she also mentioned that she is a mom to teenagers, right? And what was so fascinating, and I want you to listen really carefully to what I’m about to say, because it’s counterintuitive. And also so freeing. Yeah. So the fact that she doesn’t have a quote, product to sell, right? She doesn’t have the product knowledge on ads. Yet. What she does have product knowledge over is her family. She has something in her life that she can sell. She can sell beliefs to her kids, she can sell ideas she can decisions. Yeah, she even remembered the fact that I sold golden doodles when I first was in cohort number two, I sold golden golden doodles and Costco memberships baby because I believe, I believe okay, we call that command. So what she said was what I told her was, hey, you not knowing ads yet is the like the best news ever, because you do have command over being a mom, you do know your kids, like the back of your hand, go into practicing sales skills with the thing you know best, which is being a mom. And that being so rooted in the command the conviction, that helps sales skill seep into your brain like a sponge, the driest sponge ever. It makes no assumptions. It has a pure love. And that honestly is the biggest motivator for learning something. So what I told her basically was, hey, you can go into lab. And this was her idea first, actually, I just confirmed it. But you can go into lab practicing things as if you’re talking to your kids. And that is going to be the very thing that helps it overflow into ads. And this new, like I said before changing knowledge, the technologies could change before she’s even done with her eight weeks for ads. Facebook could change something in two seconds, and turn everything upside down. Right, we’ve experienced that running ads. And so for her to be so rooted in like, I know, I know this skill, because I practice it for my family.

Macy
You said the word secure. And that feels really good to me. It’s like you can sell something that you’re so secure In and that comes off and you can kind of relax. Because you’re secure. Yes. When you’re unsecure, you’re on edge, which might prevent the sponge from Yes, absorbed Yes. So that that demonstration is so beautiful, good. So perfect, and should not be taken lightly is spent, we’re going to talk about being a mom and having sales skills on our final gal. But it’s a really big deal.

Kat
It’s a huge deal. So if you took nothing from that one example, just know that you can come in if you’re growing your business, and you’ve yet to learn that next thing that is a good thing, practice what you have command over. And that is the very thing that will help the skills overflow quicker and more effectively. When it is time. It’s really good. Okay, our next angel is in the b2b software sales. She’s selling to senior financial executives. That’s a big deal, budgeting software, projection software. And you said some really good stuff to her. But she was really looking to humanize her sales process.

Macy
Yeah, well, what was cool that I love that she said, she was like, Hey, I work in this big corporation who has a ton of processes. They have a ton of systems, they’ve basically laid the road for me to just take all this information and run but it doesn’t feel human. It doesn’t feel right for me. And that is what’s hard because I understand the importance of a process. I also understand the importance of the freedom to be able to move from the heart, because that’s usually where the best stuff happens. Good news is there’s a way to marry the two. One thing that I thought was really cool about her is she was already in front of the decision maker. And so that’s a huge deal to be in front of the right people like most The time in b2b, a lot of times I hear, I’m just trying to get to the right person, which also requires sales skills. But she’s kind of been able to jump over that hurdle and get right in front of the right people, which proves the importance of people skills. And when you talk about people skills, what you told her, what did I say? How, regardless of what you’re selling, like, oh, Delta?

Kat
Oh my gosh, yes. So she’s talking about this b2b situation, which is so legitimate, right? To big people making big decisions, big corporations. And I said, Think of it like, you know, if Delta Airlines and Coca Cola had to make a deal, because they actually do. Chick Fil A’s also in deal with Coca Cola. These are b2b sales right? At the end of the day, and of its core and of its essence, that is to humans making a decision. Right.

Macy
And that was my point of she’s already in front of a person. Yes. Which demonstrates that no matter who’s making a deal, it’s still rooted in people.

Kat
Yes. Are the two people in the authority to make that decision connecting, right? Are they coming to an understanding to an agreement, even if it’s the United States of America, and the country of Australia coming to a deal, it’s still two people coming into agreement for the betterment of those two parties, right. So ultimately, only one person can make a decision for each party. Yeah, and they need to be in agreement.

Macy
And I know, she said her company gives her a lot of information. And honestly, I wish I asked her this, but what it probably is, is information about the product information about the software. And Grant Cardone talks about this, how they train salespeople by taking them into the factory, and showing them how things are made and the ingredients in the manufacturing process. And he’s like, they don’t who cares? They need to like go connect with people and know people. And so while a company will absolutely give you the information, that doesn’t mean it’s going to transform the way someone thinks. And that’s where school of sales comes in, is we marry the information that you have, plus the ability to transform someone’s thinking into ultimately a decision. Amen.

Kat
So if you want to humanize your sales process, we listened to that part. Yeah. Because that is what you’re gonna do.

Macy
I bet your money that’s what they train on is the product. There’s no way that there’s anything else that they train on.

Kat
And people don’t connect with inanimate objects they connect with people.

Macy
Heck, no.

Kat
Okay, last was our social media manager at her church. She’s also a mom of college boys and a high school boy, head of the booster, all that good stuff. And she’s like, Man, I’m in the thick of it. Like, I didn’t even go to school to be social media manager, like maybe this matters. Maybe I’m good at it. You know, what’s the deal? This was an incredible conversation with her. Because at the core of she was like questioning being a social media manager because she didn’t go to school for it. She’s not like an expert. Right? She has a heart for what she’s doing. She knows the big picture to get people into church. She believes in that. But was it her? Was she the right person to do it?

Macy
You know, it’s interesting, though. Before we got to the root, what it sounded like originally was she didn’t know if like social media and church like went together, or she didn’t know her job was even worth it. When he dug deep, it was really like, No, I know it is worth it. I just don’t know if I can do it. And so this like, the My point of pointing this out, is the belief in yourself overflows into belief, like transferring belief to other people, that you are the person for the job, it’s just really important that you come off the right way of how you think about yourself, because people will feel that.

Kat
100%. And, you know, we talk a lot about sales skills and things like that, like the technique to know what to say, you know, just like in the beginning of this episode, and that is incredibly important needle moving. The most important sale, arguably, that you can make is the one you make to yourself, that you can walk with a posture, a champion mentality, right? This attitude that carries everything with, like a confidence, not arrogance, but confidence. And it’s just a really pure and humble way to go about serving people, because people can feel that. And so you really need to be sold in that is one of the having a champion mentality. Your mindset and attitude is part of an entire pillar of School of Sales. It’s not talked about as much as maybe the skill, but it is the what makes your skill work. And so I just feel like she was really encouraged to know that not only is she the woman for the job, yeah, but it’s also gonna make her the woman to parent college kids, right? And to help her high schooler and raise money for the booster. I mean, if a fundraiser is not a salesperson, I don’t know who is let me tell you, it’s an important job and it’s a huge sales job.

Macy
Yeah, I also want to kind of just touch on Sarah Stapleton really quick, cuz she’s a mom and she’s basically Well, first of all this person we just described, she basically is like, Hey, I know I need this in all these areas, but like, is it worth it based on this timing of my life? Well, Sara Stapleton, she is now head of coaches of guide culture, the, arguably the most important job of this whole company, and she is so hard to put into words without, like overstating what an incredible job she does. But she came to join guide culture at the time to be a better mom, that was her one goal, she came to the in person training twice, she took the online training three times, not knowing where it would take her just knowing I know I need to be better. And I’m worth investing in. And over the years, her just being the right person in proving like, all this credibility that she had, she’s now first of all running the ship, like in terms of her career, she’s also getting these opportunities in her ministry that she she like asked got asked to be like, on the board or something crazy.

Kat
She’s like, works there now.

Macy
Yeah, they approached her. She is leading, you know, high school students in a way she never could before her kids are flourishing. I mean, just just a small example. I just remember her little boy, saying he didn’t want to play football, the sudden and she was able to handle his objection, get to the root, and find out he really just didn’t know where the locker room was. And that was keeping him from moving forward. Like imagine football. And imagine all the things that are in your kid’s heads potentially, that are keeping them from making decisions that are ultimately best for them. Something as small as they don’t know what the locker room is, but they’re embarrassed to say, those are the skills that you get inside of school sales of like, Hey, how can I just like come alongside them to get on the same page and move them forward? My point is Sara came in with the heart of I have got to be a better mom. And where she is today. You know, I don’t know how many years later has it been three years since before? She’s completely unrecognizable living in Kansas, like cattle, you know, farming cattle, basically, and is also a leader in all these areas of her life. And so with this particular lovely person who came to the info call, like, I just wanted to cook her and say you have no idea what’s in store for you. Because her heart was so good. Like, her mindset was great. And she wants to be better. But she knows she just doesn’t even know what’s in store for her. So to be able to encourage her and help her believe in herself was such a gift.

Kat
Yes. I hope that this was helpful here as break down some of the ladies that were on the info call. And honestly, I just want to say if anything that we’ve said has been like, Oh, yes, that clicks? Oh, yes, that clicks, we just handled about seven or eight or 10 objections on this call. And that’s also what we want for you is to be able to take the conversation, we just had about 10 conversations on the info call and leverage it onto to do a podcast onto your Instagram, onto your emails and and move your conversations forward.

Macy
I’ll tell you what, we can make a whole bunch of content over knowing your benefit benefits versus like explaining your benefits. Well, we talked about the top of it all from this activity of doing the info call and getting on the podcast and now have a whole new set of ideas to present what we’re talking about in a different way. Yes. Which hopefully casts a different net. I’m trying to explain this process and how it can be automatic for you as well.

Kat
Yeah. And just so that you have a tangible idea in weeks three, really, gosh, I don’t know weeks one and three, you will learn the skills to do what we’re doing right now. Yeah, explaining benefits with incredible confidence, conviction and value. And then also handling the objections with teamwork mentality, and to move the needle forward for both parties. And just the skills are I’m so excited for everyone who’s going to join Yeah, remember that on July 22 is when the first live training kicks off is at 10am Eastern time. So it’s great if you can be there live. Really, really awesome. Regardless, it will be recorded and put into your portal that you have for a lifetime, a lifetime lifetime. And then when you sign up, you’ll have the chance to sign up for the skills lab time that works best for you. And that will take place the following week after each training. So grab your spot.

Macy
Yep, absolutely. Let us know if you have any other questions @theguideculture and we will see you in class.

 

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