Christine Schlonski [0:02]
Hey Gorgeous. This is episode number 298 and the wonderful Kami Guildner is back today.

Kami Guildner [0:08]
This is Kami Guildner. You are listening to Heart Sells! Podcast with Christine Schlonski. Enjoy.

Christine Schlonski [0:14]
In this episode Kami is sharing her amazing story from getting her very very first client and growing a business to the success she has today and no sales were not recognized in her family. It was something that wasn’t good to do, that wasn’t even talked about. So find out how she found her way to sell with ease, grace, and confidence from her heart because Heart Sells.

Christine Schlonski [0:39]
I so enjoyed our first episode with Kami, Kami believes that women’s voices matter. She is a connector, a storyteller and a business coach for women, and Kami also guides leading changemaker women, to give voice to the most important messages and create a ripple effect of a worldly impact. She weaves soulful inspiration into mindful business strategies, helping her clients to uplevel their businesses. Isn’t your heart just singing when you hear that, this combination of flow of lightness of beauty? Well, let’s dive right in. Well, I am so super pumped to have you back on the show Kami welcome.

Kami Guildner [1:23]
Oh, thank you for having me back. I’m thrilled to be here again.

Christine Schlonski [1:25]
Yeah, I just love, you know, I loved our first conversation, because it was all about alignment about flow, how you can really step into your business by being you by enjoying fulfillment, and just great service, whoever you serve. And it’s so important to have that peace, where you take good care of yourself. And today, I’m really looking forward to talking about your sales journey. So do you remember, apart from your business and your job, like, apart from everything, basically like what was the first thing that you ever sold in your entire life?

Kami Guildner [2:05]
Oh, the first thing that I ever sold, probably back when I was in for 4th grade, I think we sold like, you know, fundraisers and that sort of thing. But I can tell you that, in my family, sales was not a positive word, right? I mean, this was something. I mean, it was like an icky word. And I remember my parents even being like, oh, why do you have to, you know, why do we have to do these things. So I didn’t have a really strong perception of sales from the very get-go. And you know, and then I came and went into the corporate world, and I was a VP of Marketing in Brandon. So I worked very closely with my sales counterparts over the course of the years. And some salespeople I loved and some salespeople were just a pain in my butt. Right.

Kami Guildner [2:54]
And, you know, so I was enabling sales through that, and I actually, and I did a lot of training on messaging. And that was just part of what my role was. And so even leaving the corporate world, I still didn’t have like this, I didn’t even think of myself as a salesperson in the corporate world, that just was not where I felt my strong suit was. And so, you know, fast forward, I start my business, you have to do sales right?

Christine Schlonski [3:24]
Surprise.

Kami Guildner [3:27]
And, you know, and it’s so funny, because early on I, you know, I’d been through lots of sales training because I was a marketing person. So I’d gone through a lot of sales training in the corporate world with some really amazing sales trainers. But I still wasn’t the one doing the sales. And so as I started this move into being an entrepreneur, I started to adopt some of the training work that I had done in the corporate world. And it didn’t feel like I was putting on the right coat, if you will, right. I didn’t feel like I was wearing the right, the right approach to this. And so there was something that was there for me to really be exploring. And luckily, I found some really good coaches early on at that time, right. And as they started guiding me into a different approach, an approach of really starting to step into the service approach of you know, you’re serving somebody, right, you’re there to help serve somebody, and you’re there if you can take them deeper into that relationship with you to invite them in.

Kami Guildner [4:37]
And so I was able to start to see sales through a different lens of them the hard sell linear approach to sales, and more about a relationship and that was the big aha for me it was like oh my gosh, how can and I started to fall in love with it then because it was, I was having, I was just creating relationships with somebody and I was having, I was listening, I was being in that space with them, I was hearing where they were, and I was knowing how I could show up and support them. It was a whole different energy than that hard-driven sales approach that I had in my head. You know, sales is icky. I had to get out of that, first of all, and then I had to get out of the sales is linear, and you know, driven and grasping and those kinds of energies, I really needed to, you know, go through those different phases, if you will.

Christine Schlonski [5:35]
Yeah. Well, thank you so much for sharing, because I think it’s so important that people who are listening, understand, you make the decisions.

Kami Guildner [5:42]
Yeah,

Christine Schlonski [5:43]
You can go from, oh, my goodness, I hate sales, I feel like I’m taking, feels icky, you can go to having fun. And I always love that when my clients start selling their first high ticket clients. Also that they feel how that makes a difference to their business, it makes a difference to that client. And then when they say like, oh, my goodness, that was fun. Wow. Now they can build upon that fun piece and believe the ickiness behind.

Kami Guildner [6:19]
And I think, you know, I was listening to one of your earlier episodes, you know, really talking about those higher ticket items. Once you start doing that, you actually start landing the kinds of clients you really want to be working with. And I think that, again, it’s the more you kind of play in that dance of expansion of okay, when I’m going to stretch here, I’m going to go into this place that feels uncomfortable. And I’m going to offer this up at a bigger number, right is, you know, the first time I sold a $20,000 program, it was like, oh my gosh, this is you know, and so when you can make that stretch, but what you see is your clients stretch with you, right, your clients are expanding with you, and that, that approach to being able to serve in a way that is taking them to just whole new depths, whole new places, then you can it’s just it is much more fun. Yeah, totally.

Christine Schlonski [7:20]
Yeah. Yeah, thank you for mentioning the episode. It’s actually episode number 272. In case you also want to go and check that out. And it’s so true once you step into that place, once you allow yourself to charge, what not what you’re worth, because obviously, there’s no price tag. But the value perceived by your clients makes all the difference.

Kami Guildner [7:45]
Yes and we were joking, I was telling you before the start of this call that I had been having some of this conversation with my clients recently and I listened to your episode on like, I want to go make them listen to your episode because they’ve been hearing me talk about it at nauseum. And they need to hear it from somebody else.

Christine Schlonski [8:06]
Thank you so so much. But coming back to that question like, do you remember like, especially with what was held in your family, what your conditioning was like sales is icky like it’s not something you do? Like when you do those fundraisers? Do you remember, like, the very first interaction? And then somebody said, Yes, and give you some money? Do you have that?

Kami Guildner [8:28]
You know, I don’t know if I actually have that memory because it was just, which is such a part, it wasn’t even looked upon in a happy moment. It was like, okay, you know, maybe a fan of it. Yeah, yeah, it was kind of that and I was kind of get it over with and be done with it. So it doesn’t even it didn’t even, it wasn’t a value for us, right. There wasn’t value associated with it. I can tell you, I remember the very first sale that I did in my business. And, and it was, it was a referral to me and it was a coaching referral. And at the time I was going through Equine Guided Education Training. So I was getting my coaching certification with horses. And I was at a ranch in Northern California. And this gentleman wanted to have a conversation with me about where he was and what he was really wanting to make happen. And he really was, he was in a business where it was just chewing them up that he’d been his company had been acquired and the business was just chewing him up, right.

Kami Guildner [9:40]
And I prepare for that meeting you know, I had all of this and I was sitting on this little twin bed and this little Ranch House on this ranch and having this conversation with him and I had like all across the bed I had all these notes because I’ve done all my homework about where you know, what he told me what were the challenges And, you know, we went through this whole sales conversation. And at the end of the call, he said to me, I want to work with you. And I was like, I was just totally jumping up and down in the room. And those of you who are just listening on E, can you have not seen my antics? Because I was totally my hands were in. I was so excited. And but then I was like, okay, stay calm, stay calm. Okay, well, we will talk in two weeks when I’m back home, and you know. And so it was like that first feeling of, oh my gosh, he just said yes to this. And it was, you know, so exciting for me.

Kami Guildner [10:42]
And what happened with that client was he grew so extremely, and he ended up going and starting his own company, and I got to work with him for over a year. And it was such a beautiful experience of working with him that became a foundation that I could go back to time and time again.

Christine Schlonski [10:57]
Yes.

Kami Guildner [10:58]
That helped me step into just really being in you know, I’m gonna say being in the room, I was on a phone call, obviously, but it was like, just being in that space with him, hearing him, addressing where he was wanting to go and speaking to where he wanted to go. And it was very easy, close. And obviously, not all, you know, you don’t always get to the Yes, that easy. But that was one of my very first sales calls. And I got that, yes, very early on. And it was good reinforcement for me, what’s the energy I was in, in that space with him that enabled the Yes. Because I can think of calls where I’ve been on where, you know, you’re wanting, you’re grasping at it, and it doesn’t work, right. It totally never works. When you’re in that space, you have to really put yourself into the energy, of serving or being there for them.

Kami Guildner [11:59]
And I even tell my clients, you know, before you ever get on a call, make the space, light a candle, stop and pause and stop to think about where this person is? They’ve given me a little bit of information about where they’re at. But what I am really intuiting is that, you know, their biggest desires are their biggest needs. And then you can use it once you get on your, you’re in a whole different energy space.

Christine Schlonski [12:25]
That’s so cool. I have a whole training just on that, like.

Kami Guildner [12:28]
Whoa, cool.

Christine Schlonski [12:30]
Like, what do you do to set yourself up? Like, what do they used to do? when I really figured out the Heart with a T Sell? When I was still in the corporate job? Like what do I do now to hold the space and to allow what’s going to happen? And I don’t know, I haven’t heard anybody talking about this in the market. But there’s a saying like, don’t be attached to the outcome.

Kami Guildner [12:56]
Yes.

Christine Schlonski [12:57]
I totally agree but here’s how you need to differentiate. And when the fear of sales come in, you might use that as an excuse, which is not going to serve you and your business and the client, because you don’t get to serve them. Do be attached to the goal.

Kami Guildner [13:16]
Yes, do be attached to the goal.

Christine Schlonski [13:18]
Do be attached to the goal to serve. If this person is your soulmate client, your ideal client, your dream client, whatever word you want to use for them, if this person is the right person, always be very attached to the goal of serving them.

Kami Guildner [13:38]
Because that’s where the stretch can happen, right? Where you’re helping them stretch into that space. One other person that I had learned from said something similar from the perspective of Don’t be attached to the outcome, but do be committed to showing up in your best service and sales, talents if you will. But I actually like what you say even better because it’s, be attached to the goal, do be attached to the goal of serving, it’s that to me, actually, you’re keeping in mind that end goal versus just you in your sales, skill sets. So I really like that.

Christine Schlonski [14:15]
Thank you. Yeah, and I think it’s so important because if the person says yes or no, that is what you need to be detached from, right, right, because that’s not your decision, but you need to do everything possible. So they get what you’re offering. And they really have the opportunity to say no, and sometimes because the transformation already starts with you having the call with them. Sometimes you do need to challenge them a little bit with really great questions so they can get the level of clarity they need to make the best decision for themselves are beautiful.

Kami Guildner [14:51]
What are some of the questions you left? So I’m going to just flip the questions for you.

Christine Schlonski [14:57]
Well, you know, I really love to understand where they are, and I know that a lot of heart centered people have challenges to go deep because that’s going into the pain and it hurts. Hmm. right for me, when somebody tells me well, you know, I’m so struggling in my business, I don’t get sales, and it feels so icky. But you know, I’m like, at this level where I maybe you know, I make five-figures, but I want to go to the next level, and I can’t find that step. And it’s really frustrating, like going with them in the frustration and the pain, and not staying on the surface, but picking up what they have set,

Kami Guildner [15:37]
Right.

Christine Schlonski [15:38]
Going deeper and holding the space for them to experience the pain. That sounds pretty awful. But that is where they get clarity. And if you ever have booked with a coach, that is where you have gotten the clarity, when they did a great job in this process, holding the space for you to experience how painful your situation is. Because when you want to move out of the pain into pleasure, then you are able and ready to take action.

Kami Guildner [16:09]
And I do believe in holding that space and living that flow through them and then also helping them see what’s possible. Right. And I think when I think of the different times I’ve invested in my business, I and there’s and then there’s also there’s a little bit of a caveat because there’s planting the seeds of fear and scarcity, which is another tactic that’s out there. Yeah, that’s Yeah, that’s so yucky. I’m holding the space for them to feel so powerful. And painting the vision of what’s possible. Yeah, is the leap. And that’s the space where being able to see a hit from here’s the space from that I’m feeling the pain, here’s what’s possible. And that’s where I’ve always invested, in that space. And I know that I’ve seen some coaches that really leverage on that, you know, feed into the scarcity. And, you know, if you don’t do this, this is what’s you know, what’s, that’s a really yucky way.

Christine Schlonski [17:15]
No, that is my domination. Yeah.

Kami Guildner [17:18]
Yeah. And that’s it’s that Heart Sell that you talk about is so much more beautiful to feel into what’s possible. And that’s where I think it’s so powerful.

Christine Schlonski [17:29]
Yeah, I think when people do this, they come from that neediness? Yes, I do, right? If you come from neediness that will repel clients. Mm hmm. And your heart space and you open the space and you ask the right question. Let intuition guide you. Yes, yes.

Kami Guildner [17:50]
There’s so much love in that, right?

Christine Schlonski [17:51]
Yes, you will know what the person needs and give them time. You don’t need to do this in 20 minutes. Right? Right. Give them time, this is starting a relationship and you will talk to your soulmate clients, as I call them or ideal clients, dream clients, you will have that resonance. Yes. And once you figure that out, you will feel that right sometimes even like I see a person I’m thinking like, she’s gonna book with me. Guess what’s happening? Right? It’s right, feel into it. And you can so the idea of that clarity about your soulmate client, and you can feel them, chances are super, super high that you only get those clients into the calls.

Kami Guildner [18:34]
Yes.

Christine Schlonski [18:34]
And in case you’re not like I send people away, I give them recommendations to other people that I think are more in resonance with them or sometimes, there is resonance, but they are not at the level where my work would make the biggest impact for them. So you can give them homework or you can give them a resource, like a book that they can order on Amazon, where you know, like, of course, it can take before they are ready to work with you. So just be mindful and true to what you value and express that. I think it’s so super powerful to, you know, work with the right people at the right time.

Kami Guildner [19:14]
Right, I so agree and it’s painful. It’s not always the right time for every person when they’re having that initial conversation with you. And if you can invite them into your communities and invite them into just more experiences with you. I find that you know that one day I get the call. I am ready for this now right?

Christine Schlonski [19:34]
Yeah

Kami Guildner [19:34]
And then it’s and then it’s like okay, let’s do this now and it’s just because you’ve built this know, love, and trust like say and I do say it’s it I know the know like and trust is so prevalent, but it’s really truly a know, love, and trust so that people have fallen in love with what you are bringing into the world and that’s where you really create powerful relationships. Yeah, yeah.

Christine Schlonski [19:58]
And just when you’re on that neediness and You know, I definitely have been there, especially in my corporate job with all the pressure and the numbers you had to, to meet and stuff. Sometimes. And, you know, when I found the mechanism to turn it off, to really say, okay, no more, I’m just gonna open up a space, I know the next person, the right person will come into the space, like everything shifts. And it’s so beautiful, because that’s how you grow that business and where you get the fulfillment at the same time.

Kami Guildner [20:32]
Yes, and that means you’ve been doing like, as we talked on the last episode together, it means you’ve been doing your own personal work, and you’re in your mindset, your body and your spiritual connection in your community so that you’re resonating on that high vibe, approach. And with that, you know, you can just show up and let go versus being in this grasping space. Yeah,

Christine Schlonski [20:57]
yeah, definitely. And you, you can shift like any minute, you just remember, like, if you are in a situation where you feel the pressure, right, and I have never been there were thought like, oh, my goodness, I don’t want a job. Like, I have to make this work right now. Right? And then you do that, you know, you do the meditation, and instead of shortening it, you make it longer and it doesn’t feel good from their logical mind. Right? And you’re always just one sale away. Right? Especially talking high ticket, I’m not talking like $97, right?

Kami Guildner [21:31]
Yes, exactly.

Christine Schlonski [21:31]
That might save your day to who knows, right? by, you know, like, just imagine you’re just one sale away, what if the next person says yes to a 2000, 5000, 10,000, 20,000 100,000 dollar offer, just imagine where you can be within seconds,

Kami Guildner [21:50]
By shifting the energy you’re in.

Christine Schlonski [21:51]
By shifting the energy by being aligned to have that in mind. And that’s what I love about sales. Because like, you’re just one new client away from whatever you think you want to achieve or need to achieve or have to make happen. But at the same time, it’s so beautiful when someone says yes because you get to support them. And that will put them on a different journey. And then you have the impact that you want to have as a changemaker, or however, you see yourself as a thought leader, just an extraordinary woman.

Kami Guildner [22:26]
I love it, we’re so aligned in our thinking, I love it so much. And I love what you’re doing.

Christine Schlonski [22:32]
Well, I love what you do, too. So let’s just send people over to your amazing Facebook group. That for free, that’s where you can start and get to know Kami a lot better. Right, so hop on over to the show notes page. And under the resource section, you’ll have the link to her Facebook group. And then also she was so wonderful in offering her virtual event at a discounted price just for you as the listeners have heart cells. So I’m going to put the link as well into the resource section. But tell us again a little bit about the event in case someone hasn’t listened to your other episode, which I definitely need to do. But what is this event about? And what will people experience when they join?

Kami Guildner [23:19]
Okay, it’s “Extraordinary Women Ignite” and it’s a virtual conference. And it is bringing women from around the world and helping them raise up their voice and their visibility and their business. And we are going to be if there’s this whole 2021 as we step into that year, we want to have a really solid understanding of the whole world could hear one message from you, what would it be, this is where we start to step into the impact that we can really create, and the vision of what you want your business to expand into in 2021. And that’s the biggest opportunity that is before us. Our world needs us right now, our world needs us to own our light and to step into our light. And I’m super excited about the possibilities that flow out of this event. Every year, women are stepping up in bigger ways. They’re stepping up in braver ways, more courageous. And they’re making impacts that just light me up. So this is my 6th year of doing this event. And it will be an amazing way to kind of break out of 2020 this kind of crazy energy that we’ve been into and open up to 2021 in such strong strength and power.

Christine Schlonski [24:29]
Yeah, I think we really need every single woman on this planet to help to make the change.

Kami Guildner [24:36]
Absolutely. I believe women’s wisdom is the medicine our Earth needs right now. And it’s all about raising up that medicine into the world. And that’s where we’re taking the women are going to really be leading the change in the future of our world. I truly believe that and excites me because it’s a different way of being and a different way of doing.

Christine Schlonski [24:57]
Yeah. Awesome. Well, thank you so, so much. Kami, what an amazing episode. I guess we both could talk for hours.

Kami Guildner [25:04]
I’m gonna have you over on my podcast, “Extraordinary Women Radio”.

Christine Schlonski [25:09]
I love to. Yeah, this has been so much fun. Thank you so much for sharing your wisdom and for sharing so openly where you know where your sales journey started, because I think it’s such an inspiration of people listening to you today or in the last episode and understanding, wow, you know, if she can do it, I can do it. Thank you, I appreciate it. I just really love that. So thank you so, so much. Thank you for the amazing work you’re doing. And again, people hop on over to the “Extraordinary Women Connect Facebook group”. And make sure you join the wonderful virtual event because this can be your next stepping stone. So at least check it out. And if it feels aligned, you know, make sure you book you even get a discount for Heart Sells, which I’m super proud of. But you know, we get this honor to support you on your journey. And there, thank you, Kami for sharing your wisdom with us today.

Kami Guildner [26:09]
Thank you so much for having me here today.

Christine Schlonski [26:12]
I just loved Kami’s sales experience and how she went from not even talking about sales and her family where that was something you just didn’t do to winning her first client and helping him with that transformation, that he ended up working with her for a whole year. I mean, what an inspiration. So if you feel uncertain about sales, if sales just don’t feel good to you, I hope that this has helped you to see the beauty of it because you’re just one sale away. You’re one sale away from more impact, for more money, for more freedom, for transformation for yourself, but also for helping that other person, helping them transform, helping make their world a better place. And with them. It’s a ripple effect that also helps the people that are connected to the person you are helping.

Christine Schlonski [27:01]
So I hope you are having the courage to really master the art of sales from a place from the heart because we know that Heart Sells. Hop on over to christineschlonski.com find the podcast tab. There you have the show notes, the transcripts, all the links that connect to Kami make sure you check out her wonderful work. And her podcast, “Extraordinary Woman Radio”, as well as the free gift she is giving you with her group and the mega special offer for the “Extraordinary Women Ignite Virtual Conference”. Kami was so wonderful to give hard sales listeners a 50% discount, that’s huge. So you want to check that out. And if you can, please attend. This will change your life. Thank you so so much for having been here. Have an amazing day, wherever you are in this beautiful world and I’m saying bye for now.