Resources in this Episode:

Christine Schlonski [0:02]
Hi Gorgeou, this is episode number 045 with the amazing Coach Nick.

Coach Nick [0:10]
Hi this is Coach Nick and you are listening to Heart Sells! Podcast with Christine Schlonski., enjoy.

Christine Schlonski [0:17]
I am so happy you are here and you are in for a treat. So before we dive into this episode, hop on over to christineschlonski.com and sign into the Empowerment Notes. That is my weekly newsletter where I support you with empowerment content, as well as all the latest updates on the podcast. So you are always up to date. I’m very excited to welcome Coach Nick today to the show. His other name his spiritual name is Nakula Das, and he marries the science of sales and influence with spirituality beautifully. He has a unique ability to take complex processes and present them in a simple, actionable way with actionable steps and has translated into the bottom line results for his students. I’m so happy to have Coach Nick on today. Welcome to Heart Sells! Podcast.

Coach Nick [1:28]
Thank you so much, Christine. It’s a real honor to be here.

Christine Schlonski [1:31]
Yeah, I’m super excited about our interview because you’re all about sales and spirituality. So putting these things together, and also giving people sales advice on how they can sell for more, which is always a great thing to do. So let us in on how you usually work with people.

Coach Nick [1:57]
Yeah, sure. So I mean, usually I’ve worked with people one on one. As my main way I’m working with people right now. I mean, I do have different programs and such. And essentially I teach him a methodology called the Freedompreneurs Club Blueprint. So I specifically teach a methodology for healers, and coaches to generate sales online without using any ads. And the reason that I really like to teach people to sell without using ads is because it’s that old saying of, you know, give a man a fish or teach a man to fish. And I really believe that if you can go and sell without the bells and whistles without the fancy funnels, and I’m not against ads, I’m not against the fancy funnels, it’s not like I’m anti those. I’m just my purpose is to set people up with the really core foundational skills of selling and really get over any blocks and fears or weird little voices that they may have about selling so that they can go out and create the impact that they’re meant to make in the world.

Christine Schlonski [2:55]
Yeah, yeah, amazing. And that’s why we’re so aligned, right? Because we want people to get their gifts to the world. So what do you find that people struggle the most with? Especially when they are so heart-centered?

Coach Nick [3:09]
Yes. When somebody is very heart-centered, there’s a few struggles that come up is one, Nick, I’m not doing it for the money. I hear this all the time. You know, they literally say that. So Nick, I love what I’m doing. I’m not doing it for the money. It’s almost like they have to let that be known. Right? And I was like, well, that’s fine. I just simply give the example of like: Look, if I was going to build a house, and I said to you, I need some hammers and nails, you wouldn’t look at me funny, because I need hammers and nails to build a house you would sell well, that makes sense that you need hammers and nails to build a house. So similarly, if you want to go and make a great impact in the world, and the way the world is structured, is that you’re going to need money to do it. And money is no different than the hammers and nails. It’s simply a tool. So I find that the one of the big struggles is this, this whole money conversation being heart centered, being of service, but then feel feeling selfish, or feeling greedy, or somehow it’s diminishing what you’re doing, because you’re asking to be paid for it. So that’s the first thing. The second thing is not asking for the sale at all. I find a lot of heart centered people want people to buy, but they don’t want to ask them to buy. I literally had one person I was talking to really lovely lady, very sweet lady. And she said to me, she I appreciate her honesty. She said, Nick, I don’t want to talk to anybody until they’ve purchased. I started laughing. I said, Well, that’s cool. I appreciate your honesty. I don’t know how successful you’re going to be, at least in the way that I teach is, you’re going to have to be willing to talk to people and you have to be willing to talk to a lot of people and you’re going to have to be able to willing to talk to people and have people say, No, thank you and it’s not for me, and all that kind of good stuff. And you’re gonna have to be okay with that. So if you want to go down that road, then I can help you. But if you don’t want to talk to anybody, until they purchase with you least I’m not the person for you. But I don’t really think that that’s the right attitude to have when you’re coming into into business.

Christine Schlonski [5:08]
Yeah, that’s, that’s great advice, actually, like being really clear on what you personally want, and then figure out how to put it together.

Coach Nick [5:17]
That’s right. Yeah. And, you know, I think it’s important to with heart, you know, sometimes with heart-based entrepreneurs, as well as we naturally have a tendency because we’re service oriented to want to help everyone, you know, it’s like, oh, I could really help this person. But I’ve learned over time is like, I’m really good with certain people in certain scenarios. And I that’s why I really focus on healers, coaches, very inspired, very spiritually based entrepreneurs, that’s who really resonates with me, if people aren’t really into that, or they’re looking again, to, you know, run a bunch of pay per click ads, and build out great funnels all power to you. Again, I’m not anti any of those things. And they work right. It’s just not what I teach. So really learning where am I good, what is my role to play where can really drive results and stay in your lane, stay in that zone. And if somebody comes to you, that’s not a right fit, refer them on, just let them know. And this way, you never run into scenarios where all of a sudden you feel like, Oh, geez, I’m helping this person and I’m really outside of my zone, I’m out. Or I’ve done a disservice to both myself and them because I’ve now taken their money and I can’t deliver my promise.

Christine Schlonski [6:34]
Yeah, yeah, that’s, I think that’s such a big and important point, deliver your promise! Because you see that over and over again, that, you know, there’s a lot promised but then the delivery comes kind of short. And this is not a good business strategy for the long term.

Coach Nick [6:51]
That’s exactly it. You know, I, you know, we’re talking about a little bit about where there’s struggles, or what are the blocks that come up to selling. And you know one is the fear of someone actually saying, Yes,Right? if I actually have someone say yes, to what I do, it means I am then accountable to delivering the promise. And that’s where we really got to be solid in what we do, and at the same time, you know, be easy with ourselves, you know, I always say, it’s always, for me, it’s always the marriage between, you know, the left and the right, or the sun in the moon, the up and down, the Yin and the Yang, however you want to say it, it’s that marriage between the hardness and softness, we have to, you know, be thick skin, soft-hearted, right? You know, we got to be tough because the world requires that has to be tough to get out there and to do activity, and at the same time, remain soft within our heart and be easy with ourselves. Not everybody that you’re going to work with, is going to have the same results. Some people that I work with, generate sales within days, it’s amazing. Like, it’s just like, you know, they have a few things that they need, I give it to them, and bam, they’re generating sales. Other people, it takes maybe a little month or two before we get there, right? And that’s a couple of things that where you’re starting right now, again, that’s why we shouldn’t compare. We’re all starting at different places. Wherever you’re starting what pieces of the puzzle do you already have in place? What do we still need to put into place? And what little voices do you have going on inside of that mindset that is allowing things to happen quickly, or we need to work through a few things as we move forward.

Christine Schlonski [8:30]
I love the point that you brought up the fear of success. What if somebody actually says yes? Or the fear of Yes, I think you said. Can we go a little bit deeper in there, because you’re the first guest that actually talks about this. So far, we discussed a lot like fear of rejection, the fear of No. What to do. So can you explain a little bit that if an entrepreneur listening right now, they would actually get the idea and can have a look at themselves to figure out if they if they really have that fear?

Coach Nick [9:06]
Yeah, sure. This, I think this really comes down to self-belief, and do I know that I can deliver what it is that I’m saying, I’m going to deliver? And you know, especially for coaches, you know, and healers, this goes for many different types of entrepreneurs. Sometimes there’s a fear that if someone says, Yes, I’m now accountable to the work and I’m now accountable to getting this person a result or delivering my promises. And that can be scary. At a very subconscious level, your body is programmed for comfort. I mean, it’s really programmed to eat, you know, reproduce and chill out, right? And so a lot of people actually, they say, I want to be successful. But at a deep subconscious level, what they really want is to hang out all day and do nothing. Because you can even ask somebody like: Oh, what is your goal? Well, I’m going to make a lot of money and then I’m going to sip Marguaritas on the beach, and, you know, and chill out, right? It’s like, Oh, well, that’s cool. But if that’s your goal, you actually have an opposing goal, or a conflicting goal. Because in one hand, you’re saying you want to be successful. And on the other hand, you’re saying, you want to chill out and sip Marguaritas is on the beach all day. Those are actually two different things. Because let me tell you something, you don’t need anything to go sip Marguaritas is on the beach all day, right? You just can go do that. So if you want to be successful, though, you actually have to be willing to give engage yourself in a way that most people to be quite honest, will not be willing to engage themselves. You have to be able to raise your energy at levels up to a whole different platform. And that’s difficult in itself. Because you’re now asking yourself for something more what, that’s a beautiful thing. I encourage everybody to take that on. Because it’s going to raise you up to a whole new level of life that may not be available if you just allow that sort of animal instinct of, I just want to hang out on the beach all day take over. So when someone when you’re in a sales scenario, and you’ve got some desires, if you’ve got a desire to just chill out, you know, you kind of want things to be easy, right? Then you’ll hesitate to ask for the sale, because it means the work is on the way, right. If you have a goal for if you have a disbelief in your ability to deliver what it is that you say you’re going to deliver, you’ll also hesitate to ask for the sale because you will not want to get into a scenario where you cannot deliver the promise that’s natural.

Christine Schlonski [11:50]
Wow. Yeah, that’s a really, really good point. AndI think I can see that when people really get clear with themselves is that the fear of rejection, or the fear that I might not be able to deliver. Because if it is a gift, and they’re really talented, or they have learned something like an amazing skill, and they practice over and over and over again, now they’re really good at it. It’s kind of hard to understand sometimes that other people would struggle with it so much. That no matter how little I’m teaching for them, it’s already moving mountains.

Coach Nick [12:31]
That’s right. I mean, that happens a lot. Whereas we’re teaching people, you know, for us, but you know, I always speak I guess to myself, I’ve been around sales for for a long time. So selling comes very natural. To me, it’s just a conversation to me, I don’t even consider it like, it’s not like, Oh, I gotta sell today, I just do what I do, right. And that equals sales. And I teach people how to do that. But I realized, working with so many different people that it is not now for everyone, it is not their natural inclination. So it takes a little bit more. And we got to remember that everybody comes again, with their own, at their own pace, at their own time, and their own willingness to embrace the process. And sometimes people will open up and embrace it right away, and some people won’t, but I always, you know, there’s that old sales saying, you know, to get real, like, you know, sort of classical sales, if they walk on the lot, they’re ready to buy, right, You know, this type of thing, right? Similarly, I really, you know, believe that if, if somebody is connecting with you, in your business there, they’ve jumped on a call with you, there’s some interest there, they have some interest. So it is your job to figure out what their interest is, and mainly what their problem or challenges and make sure that you are the solution. And if you’re the solution, in my opinion, it is your duty to then offer it because if you have a solution to someone’s problem, and you’re holding back, you are, you are doing a disservice for that person, for yourself and for the world as a whole.

Christine Schlonski [14:14]
Yeah, I like that perspective. And it’s sometimes a bit difficult to make people understand that, that, you know, they kind of not only hurt themselves, but they also hurt the other person by not giving that invitation to work together.

Coach Nick [14:31]
That’s exactly it. And you know, I love the word that you use. I love the word invitation. That is a nice word. I compare it to a like a waiter at a restaurant. So I used to be a waiter a long time ago at Eastside Marios a bada boom bada bing, if anybody knows that restaurant. So let’s say there was a, you know, I’m serving five, six tables, and, you know, my one of my jobs to go around and ask if they want refills on drink their water, right? Notice, my job is only to ask if they want refills. It’s not my job to make them want to refill on their drink. So I would go around, let’s say go to table number one and say, Hey, you know, would you like, you know, refill on your your soda or pop there? My American friends will say soda. My Canadian friends will say pop. I’m not sure what people say around the world it would be interesting. But anyway, so let’s say say, would you like to refill on their drink? And they’re gonna say, Oh, yes. And then I’ll give them a refill. And then I’ll go to the next table and say, Would you like to refill on your drink? And they may say, No, thanks. And that’s it. And then I’ll move to the next table. Notice I didn’t like cry about it. Oh, they said, No, they didn’t want to refill. I’m not a worthy server. I’m not good at my job. Or, you know, some people are doing that, right. Like you’re taking it way too personal. And someone says, No, or someone says, It’s not for me, right? Not everything is for everybody. It’s cool. Not everybody wants to refill and just because they said know to you now, does it mean 15 minutes from now they’re going to get a little thirsty ago, actually, can you refill me up? Right? So that’s one thing, you’ll notice that the waiter at the restaurant doesn’t doesn’t, you know, cry or or make it a worthiness issue, because someone says, No, they don’t want the refill.

Coach Nick [16:17]
The other thing is, if I go to the table number three, and say, Hey, would you like a refill? They say, No, thanks. I also don’t try to shove it down their throat, what we have the best soda in the world, you know, we imported this soda. Specially just for today, you’ve got to have this soda. It’s the best. See, I don’t shut down the refill down their throat either, right. That’s something you guys are doing that out there to, you know, somebody you are. When somebody says no to you. It’s almost like, you get offended, like, Oh, my gosh, I can’t believe I didn’t want my service, you know, and your services good. But again, just because it’s good Mercedes makes an amazing car. But not everybody wants to drive a Mercedes. Some people are happy walking, and it’s okay. What you’re really looking for is the people who are in the right time, and who can value what you do. And once you have that attitude, and this is, is working without attachment to the results. And I really, this is something I really teach is work without attachment. Your job is to be the server meaning go to your tables, go to your people, educate them on what’s on the menu, educate them on why its value, and then let them choose. That’s your job. If you do that every single day, you know, people will say yes, and people will say no, and people will say maybe, and then just learned how to deal with those three scenarios. And your slip, you’re ready to go, you’ll be generating sales consistently.

Christine Schlonski [17:42]
Yeah, I love the analogy with the restaurant and the menu and choosing and yeah, just, it feels so natural. And everybody does it the same way. So people can probably really, really connect to that description.

Coach Nick [18:00]
Sales is says something that is not a business skill, it’s just a life skill. It’s a, it’s a, it’s a way of having a conversation, it’s learning to how to have a conversation in a certain way. And actually, we’re doing it all the time. I mean, look, if you’re listening to this, and you’re married, you can sell it to me, there’s no bigger sale that, Hey, would you like to spend the rest of your life with me? I mean, that’s a pretty big commitment. So in that way, you know, you sold right, if you are getting your, if you’ve got kids, and you need them to clean up the room, or do their homework, guess what you’re selling, selling is nothing more than influencing. And influencing doesn’t mean sometimes, you know, with heart centered people we fight, we have this kind of image of sales of that, you know, maybe that kind of used cars salesperson, say whatever, you got to say, you know, to get them to, you know, to sign the deal. Maybe that was existed, that’s old school, or that’s a very particular type of person, that is not sales as a whole. But, you know, Hollywood and has done a great job of making that and sort of the salesperson. And so we think sales, and sometimes often we equate a certain picture. But if you remember that sales is simply just asking and influencing, you’ll realize you’re doing it all the time. And most importantly, you’re doing it with yourself, you know, you’re selling yourself all the time, do I get on the yoga mat? Do I not? Do I go to the gym? Or do I sit on the couch? Do I make those extra calls? Or make that extra post on social media? Or do I call it a day? Do I, you know, do I, you know, cook that healthy meal? Or do I you know, just run to the fast food joint. You see every decision is a sale and you’re either selling yourself on the highest possibility of that moment or not. If you get good at selling yourself. I mean, if you really want to know the whole secret is sales, it comes down to can you sell yourself in the highest possibility of every moment, the more that you can sell yourself in the highest possibility of every moment, the naturally you will be better at selling themselves on their highest possibility in every moment. And when you get really good at that you’ll be enrolling people left, right? And center of what you do.

Christine Schlonski [20:26]
So what what steps could people do to start that journey? Like, how does it become natural, like you just described it?

Coach Nick [20:33]
Yeah, it’s it, first of all, realize that it’s a process. And you use the word journey, which, which I really like it’s a journey. So it’s not going to happen overnight. Let’s compare it to the gym, you go to the gym. And, you know, at least for me, you know, I, if I go to I don’t go to the gym, and more of a yoga guy. But let’s say I go I go to the gym. And, you know, I look at some of the boss guys are, you know, I’m like, all right, you know, they’re lifting 100 pounds, let me go pick up 100 pounds, that good chance struggle. So I gotta go down to the other side of the weight rack and pick up the five pounds it had started going, right. And sometimes our mind our ego, whatever you want to call it goes all I really want to be lifted 200 pounds with those guys on the other side of the rack. Well, you got to realize that they didn’t get there overnight. And so similarly, you’re not going to get there overnight. And again, this is why you want to work without attachment to the results. You want to work for the work itself, rather than the result of the work. So you really got to learn to love what you’re doing or enjoy what you’re doing. Maybe love this too much. Sometimes you’re not going to love the process. But you got to do it. I know, I think it was Muhammad Ali that said, I love being a world champion. I hate practicing. Right? Andy Andrews who’s a great author and speaker, I heard him speaking. And he said, I love being a best selling author. I hate writing, right? So you may love wanting to have the income or making the impact. But you might not like the whole process a such as life, you know, you’re not going to like everything. But you know, these are things that we got to do. So first thing is just accept that it’s going to be a process focus on the activities more than the results. When you when you celebrate the activities more than the results, then you’ll realize that success comes down to doing a few things every single day really well. Okay, so figure out what those few things are.

Coach Nick [22:33]
So I’m going to make another analogy. I’m going to make a basketball analogy. Now, I am not a basketball player. So if you’re listening to basketball, and you’re like that is so off, just get the point. Okay. So when I look at basketball, I really liked the sport of basketball, I can’t play it to save my life. I like watching. I like watching it. I think it’s a really cool sport. And I see three basic skills. The first skill is you got to know how to dribble the ball. The second skill is you got to know how to take a shot or make a layup. And the third skill is you got to know what to do when you know after the shot is taken. So how to rebound or set yourself up for the next shot. All right, why this analogy there’s three basic skills to learn when generating sales dribbling the ball is having conversations. Now, I can’t just dribble the ball on my end of the court, I have to learn how to dribble the ball and move from my end of the court to the other person’s end of the court. Similarly, you have to have conversations where you move that you’re not just talking about the weather, but you’re getting on a call or you’re having a conversation with someone, you got to learn how to move from one end of the court, meaning Hey, how’s it going to a meaningful conversation about what it is, what their challenges are, and how you might possibly be able to help them that’s learning to dribble the ball. So the first skill to learn the first thing is start to get good at conversations. And I know you’ve had Bob Burg on this show. And Bob Burg has a book called, oh, my goodness giver, the Go-Giver. Beautiful book, very nice book. Highly recommend it, you know, and you know, he’s got a lot of great advice about conversation. So the first thing is actually conversation is a skill. Start to enhance your conversational skills. And if you need help with that, go get help with that. Then the second skill is learning to take the shot. Well, learn to take the shot in our world as salespeople is learning to ask the question that takes the next step. There’s basically in my world, there’s two shots I’m going to take the first shot is Hey, would you like to jump on a call with me to learn more about what it is that I do? Or how I could be of service to you? Then the second shot is would you like to sign up? You know, it’s that closing question asking for the sale, you got to take the shot. Remember that in basketball, they may have hit three or four out of 10 shots. I mean, I know that analogy in baseball is if you hit one out of 10, I think you can get a contract. If you hit two out of 10, you can make a million dollars. And if you hit three out of 10, you’re in the Hall of Fame. You know, Babe Ruth would hit three out of 10. It means he missed seven times.

Christine Schlonski [25:20]
And everybody was fine with it.

Coach Nick [25:22]
Totally, he was a Hall of Famer, I mean he was either he’s gone down that’s one of the greatest of all time, right, because he hit three out of 10. So we have to be able to do that as well. And then just lastly, we got to know what to do when we rebound when they say yes, how do you set up and deliver the service or the testimonial? When they say no, How do you handle some of those objections? If they say maybe, how do you take that next? If you learn how to do those three things and you allow yourself the time to learn it, you’re going to do really well.

Christine Schlonski [25:56]
Awesome. Well, that is such brilliant advice. Thank you so much. Coach Nick, and people can actually find you at www.CoachNickSpeaks.com. I just love the word Freedomprenuer. And Nick has shown us in such a beautiful way why you need to ask your price and what might be holding you back. So I hope you got out a lot of this episode. For all the updates for amazing free content, hop on over to christineschlonski.com and sign up for the Empowerment Notes. That is my weekly newsletter where you have the opportunity to get amazing content that might not share somewhere else. Plus, or the podcast newest episodes. Have an amazing day wherever you are in this beautiful world. Tune in for the next episode. And bye for now.