Kym is best known for her passion in enabling her clients’ personal and business success through developing their confidence and skills in the areas of sales, marketing, communication, and leadership.
She is a professionally qualified personal and business coach, a certified Myers Briggs practitioner, and author of “Selling with Heart”.
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Love this podcast! The lifeblood of any business is sales and Christine does an amazing job of making sales something you'll fall in love with instead of dread. These podcasts are short and get staright to the point, filling you with both the knowledge and motivation to go out and bring in lots more money to your business by selling from your heart. If you want to bury the notion that sales is sleazy or avoid "gurus" who make sales sleazy and instead learn to how to sell in a way that is heart-centered, easy, win-win, and non-pushy, then look no further... you have found the right podcast!
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Great show about creating a business with heart. If you think it, you can achieve it and Christine show you how to use your heart and mind to find success. I'll listen again.
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Wow, what a great interview with JLD. Christine your energy is great and I look forward to listening to your other episodes. Well done! BTW I love the title so much!
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These are wonderful interviews with successful entrepreneurs, (including the Queen of Sales Mindset, host Christine)......who share how they began, what their difficulties were, and the sales mindsets & strategies they used to get to their top. If you've ever had that icky feeling when it come to 'selling' you or your stuff....get some great inspiration here of not only how to sell, but how to think.
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Let’s be honest, we can ALL be better at selling. I know I can, and I’ve been studying selling for years! Have a listen if you want to start getting better. I’d recommend it!
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Christine does such an incredible job of helping her listeners to find their way with selling with love, from the heart. Her guests offer so much value—looking forward to more interviews!
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Have gotten a lot of value out of the first episodes. Christine is a great host!
- We need more of this...by Stu Schaefer from United States
I'm an entrepreneur and I sell every day of my life. It's easy to neglect the heart side of things, but I think it's important to balance that since we're all humans on the same team. Christine does a great job providing really valuable insights!
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Resources Mentioned in this Episode:
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3 Key Points:
- Selling is all about the win-win situation, it’s all about helping someone achieve something for themselves.
- You are making the decision of who you want to be, be potentially the slimy person or be the heart-centered person, the person that delivers.
- Selling has to be natural and it has to work for you in the type of personality you are, you have to be better at working with the customer, and understanding their needs and listening.
[3:03] I come to love sales because as you and I both know, selling is all about helping people do something or achieve something.
[6:23] If you ask the same question about later in life, it’s always about the win and everybody likes to win, let’s not be shy about that winning is probably what we’re always striving for.
[7:05] when we see it in both directions like you are giving something amazing, something very valuable for that person that is your ideal client or soulmate client, it’s natural that they say yes to something they desire so they win because they have a transformation and you also win because you get business into your business.
[9:20] Salespeople who are trustworthy and honest and of service and knowledgeable are in fact the professional salespeople and professional business owners that really is the majority of people today.
[17:49] You’ve got to prepare for what your client is thinking, and the potential questions they will have, the preparation is not not only about preparation in yourself in the preparation, your scripts, the preparation of really knowing your ideal customer and getting into the heart and the mind of your ideal customer.
[19:28] It’s not all about you, it’s all about them and it’s all about asking the right questions and preparing the right type of questions that get them talking
[22:01] It’s the preparation and the research and really understanding on both sides that that is the most important part.
[23:48] Being mindful of how you show up as a business owner, even if you are excited about what you do, and being mindful of how you communicate with whom you can communicate. Your brilliance is so so key and that is all in the preparation.
For FULL Transcript click here:
Christine Schlonski [0:02]
Hey Gorgeous. This is episode number 318 with the wonderful Kym Cousins.
Kym Cousins [0:09]
Hi, this is Kym Cousins. You’re listening to Heart Sells! Podcast with Christine Schlonski. Enjoy.
Christine Schlonski [0:16]
I’m so looking forward to having a conversation with Kym Cousins today. She is best known for her passion and enabling her client’s personal and business success through developing confidence and skills in the area of sales, marketing, communication, and leadership. She is a professionally qualified personal and business coach, is a certified Myers Briggs practitioner, and the author of “Selling with Heart”. I mean, how could you not fit into Heart Sells! Podcast I am so happy that she is here. I am Christine Schlonski, host of Heart Sells! Podcast where I talk with inspirational, successful heart-centered entrepreneurs and business leaders about how they have built a wildly successful business and in many cases had to overcome their own challenges in selling their products and services.
Christine Schlonski [1:11]
Past guests include the amazing Bob Burg, John Lee Dumas, Ian Altman, Andrea Waltz, as well as Natalie Ledwell, Ann Wilson, Kate Erickson, and Susie Carter, and many many more. Before we dive in, this episode is brought to you by Heart Sells! Academy, where we support heart-centered, ambitious entrepreneurs to redefine sales so they can exceptionally grow their business and impact while creating a lifestyle and freedom that they love. So if selling just doesn’t feel right for you. And you are looking to sell with ease, grace, confidence, to ask your price while being authentic, shoot us an email at email@example.com and let’s have a conversation, or hop on over to christineschlonski.com and learn more. So let’s dive in with the wonderful Kym Cousins. And today we are going to talk about Selling Is All About Helping People”. Let’s see what Kym has to say on this topic. Well, I am so super pumped and excited to have you on the show today. Kym, welcome.
Kym Cousins [2:23]
Oh, thank you so much for having me.
Christine Schlonski [2:25]
Yeah. And you know, it’s really, really easy to understand why I’m excited. You just have a book out called “Selling With Heart”. How couldn’t I be excited to have you on the show? And I think we are so aligned and what we see, what’s happening in the market and how people react to the word sales, and how they could be reacting to sales and making their boards so much better by serving more people. Let’s dive right in. Like how did you come to love sales?
Kym Cousins [3:01]
I think what I, why I come to love sales is because as you and I both know, selling is all about helping people do something or achieve something. And so I love helping people. I love seeing people do more with their business or their life and getting the outcomes from a product or service that I sell. And I’d be crazy if I didn’t say that. I love selling because it’s all about dealing with people. But there are some really great benefits when you can do it well, for me. And I’d be crazy if I didn’t say that, you know, earning a good income was a good motivator as well.
Christine Schlonski [3:44]
Oh, yeah, definitely. I mean, we all have dreams. And we probably have figured out by now that making your dreams come true. You do need some cash. So, you know helping others on their path and helping them to make their dream come true. It’s just a very good energy exchange that they in return help us somehow. So I think it’s fair.
Kym Cousins [4:10]
Absolutely. And I guess what I started writing my book I started with, when was my first recollection, a recollection of selling, and actually I thought back to when I was a kid that we had to do chores to earn some pocket money. But I had a big tree in my backyard that had some beautiful blossoms and I used to climb the tree, cut the blossoms, put them into posies of flowers, and sell them to my neighbors. So that was my first recollection of selling and I loved it. I thought that everybody needed these flowers in their homes and I needed some cash to buy some sweets at the shop.
Christine Schlonski [4:51]
It’s so cool. Yeah, one of my favorite questions is like what was the very first thing you ever sold but I guess you just answered that? Or was there anything before the flowers?
Kym Cousins [5:05]
Look, I can very vaguely remember walking, again walking around the neighborhood with my mother who was an Avon lady. And I can remember as typical Avon Dingdong, it’s Avon calling. And I do remember sitting with her as she would be in somebody’s home, showing the cosmetics that she was selling. So I wasn’t selling but I think maybe that’s what sparked an interest in me.
Christine Schlonski [5:31]
Oh, yeah, totally. I mean, such at a young age when you’re open when you’re learning when you’re curious. I love that. So good, a good advantage for you, starting out in that world. And do you remember though, how it felt when you came up with the idea to cut off the flowers and to sell them how it felt when you received the money? And your neighbors said yes to that service?
Kym Cousins [5:59]
Yeah, I guess it’s an accomplishment. And it’s a winning feeling as well. It also felt that you know, a validation of being important that they valued the sale enough to part with their few coins for the posies. So I think it is a bit of a winning feeling. And you know, if you ask the same question about later in life, it’s always about the win. And everybody likes to win, let’s not be shy about that winning is probably what we’re always striving for.
Christine Schlonski [6:35]
Yeah. And you know, especially when you can create a win-win-win situation, right, then it’s so much more fun. And I think that’s also where that heart sells or selling with heart comes from to really create something where it’s not that exchange and one direction. And I also feel like that is where the fear of selling comes from, I don’t want to be the slimy, sleazy salesperson taking money and run, I want to deliver, I want to serve people. So when we see it in both directions, like you are giving something amazing, something very valuable for that person that is your ideal client or soulmate client, as I call them. And that needs to be in exchange. So it’s natural that they say yes to something they desire. So they win because they have a transformation. And you also win because you get business into your business. And then you know, you will handle your life with whatever you can achieve in that business.
Kym Cousins [7:40]
Absolutely. And I think that’s where many people fear selling because they don’t realize that selling is all about the win-win situation. And it’s all about helping someone achieve something for themselves. And the people feel silly because they don’t want that icky slimy feeling. And we know that’s not the way it should be anyway. And if you ask people to describe the salesperson, they tend to describe salespeople like that, like the bad stereotypes, that unfortunately, I think Hollywood it’s really at fault in the way they depict salespeople.
Christine Schlonski [8:24]
Kym Cousins [8:24]
In a lot of the movies. Hollywood also depicts some, some wonderful entrepreneurs and some very heartfelt salespeople as well in different movies as well. But I was, you know, I often asked my clients in the beginning, what words would you use to describe a salesperson and they use pushy and aggressive and icky and slimy and all those sorts of words. And then when I asked them the question, what a better service person, someone who has come into to fix something in your home or your office, what words would you describe them, and they often say words like knowledgeable and trustworthy and dedicated and very helpful. And so I look at that, well, isn’t that what salespeople do as well? And I think there’s just this bias and this, this thing that’s ingrained in a lot of people’s heads about that bad stereotype. But actually, salespeople who are trustworthy and honest and of service and knowledgeable are in fact the professional salespeople and professional business owners that really is the majority of people today.
Christine Schlonski [9:35]
Yeah. Oh, thank you so much for bringing that up. I think it’s so important and I love that you are asking those questions when somebody comes working with you. Because it really paints the picture of what are their beliefs, that is not serving them in their business because then if they feel that, that is what a salesperson is icky, sleazy, slimy whatever, they will not be great at selling because they don’t want to be like the person they have in their mind. But if they like, switch over to the service person, they probably can sell with ease and grace. Right. And I always tell my clients where you are making the decision of who you want to be, you are the boss. So you decide how you want to show up in that situation, you could be potentially the slimy person. But you can also be the heart-centered person, the person that delivers, and you just need to make that choice. But the person who actually buys from you will never experience what you have to offer if you don’t sell them or invite them to work with you.
Kym Cousins [10:44]
Yes, and I, when I think about the service, people who are not necessarily tasked to sell, they are in an absolutely prime important position, to be able to develop further business and recognize opportunities to develop further business. For example, if someone is coming to your house or business to fix something, and if they said, yes, I’ll just fix it for you. But really, in their mind, they’re thinking it’s not worth spending the money to fix, they really should have a new item. Instead, if they don’t recognize that opportunity, they’re not really doing the right thing for the business that they’re representing. So a little bit of sales mindedness on the service side goes a long way. As much as it does hitting that service mindset into the sales side of the business.
Christine Schlonski [11:42]
Yeah, totally. So let me just ask you, because obviously, you enjoy selling and you have great services to offer and your people get this wonderful transformation. Has it always been like that, naturally for you growing up? Was your mom selling Avon products and did you see that? Or was there a time where selling sales felt daunting or scary or something? How was your personal journey?
Kym Cousins [12:15]
Yes, I sort of really got more into career selling in my early 20s. And I started work for a large corporate telecommunications organization. Now that was a great place to learn the game really. We had clients that knew us, knew our brand. But well a lot of us were new to selling but we had a natural affinity towards it. And we were sick to a lot of training programs and lots of methods, training methodologies, sell this way, do this, do that, say this, these are the product details, etc. So that’s where I cut my teeth, I would say. And I’ve moved on to a couple of different companies later on when I became a manager and I had a sales team underneath me and a similar sort of story where I had them sent away for training courses and all the rest of it.
Kym Cousins [13:12]
What I found was that not all of them in the team were able to take the information in that training, and run with it and be successful with it. And it sort of made me think about some of the courses that I had done, and how I took that information with me. And I think for me, I made it my own. But some of these people later on somebody’s people in my team were really trying to follow the training, step by step. But I knew that they needed to take the information and make it their own so that it was much more natural and authentic. So what I’m trying to say with that is that it has to be natural, and it has to work for you in the type of personality you are. And I sort of always talk about introverts and extroverts. And last a tree which wasn’t that long ago.
Kym Cousins [14:15]
A lot of salespeople were employed, who are extroverts, because they’re very talkative, and they stand up in front of people and what have you. And I’m not an extrovert. I’m actually an introvert. And I was not that loud, talkative person, but what I was much better at was working with the customer, and understanding their needs, and listening. And I was successful from that perspective. So I once as a manager, I really wanted to, to, I guess, bring out the differences in my people, and help them to take the things that they had learned in the training and make it there, right, because those that were trying to do it one way and it didn’t feel right were the ones that weren’t successful. And I learned that myself because I just could go home and it doesn’t feel right. You know what I’m just going to do, do it the way I instinctively like to deal with customers. And that’s was, that was the way I made it successful. So that’s what I do know is that I particularly work with introverts who say, I can’t pick up the phone. What do I say? I can’t stand up in front of people, I don’t like to go to networking events and that type of thing. So I work with them on confidence and get and help them understand what they want the real intentions.
Christine Schlonski [15:38]
Kym Cousins [15:38]
So they can feel more natural. Yeah.
Christine Schlonski [15:41]
Yeah. It’s so so important. Yes. And I’ve seen that over and over again, that you have like, you know, follow this blueprint and you be successful. Well, guess what, if it’s not your personality, you won’t be successful because you screw it up. You sound like a robot reading a script, or you know, it’s like something is off. So making it your own is such important advice. And I just want to bring that out again, so people don’t just listen, not hearing it. Let me ask you, so for the introverts listening, because I love that thing, like introvert-extrovert, how do you sell like the energy dynamics in the conversation? What could they do to feel more confident when they are afraid of picking up the phone? Could you share my advice?
Kym Cousins [16:31]
I, what works for me, and what I help people understand is, it takes me longer to get prepared. And that’s just the fact of life. And that’s what I needed. I have always had to work with. And so I said to people, you’ve got to take the time to be prepared. And you use that, you use that word script. Now, some people say scripts are a bit of a dirty word, I believe in scripts. But I like to call it a conversation starter. Because as you said, a script makes reading a script would make you sound robotic. Yeah. If you think about actors, actors, always scripts. And they do need to memorize scripts. And they do need to say things pretty much as it’s written because it’s been the people they’re acting with, who have to work with that script. But if an actor stood up and just spoke it, and had no personality behind it, or character behind it, it would feel full flat. So, I think scripts are still a good thing, so long as they can be memorized. And you know why that works for the person. So it sounds authentic. But what I tend to think is, you’ve got to prepare for what your client is thinking, and the potential questions they will have. And at the end of the day, if you know your ideal client well enough, and you really believe that what you have is going to help them achieve the outcomes that they’re looking for. You will know what to say, and you’ll know how to have the conversation. And so the preparation is not not only about preparing yourself in the preparation, your scripts, the preparation of really knowing your ideal customer and getting into the heart and the mind of your ideal customer.
Christine Schlonski [18:30]
Yeah, I love that I call them soulmate clients. And then, you know, I add a lot of things to the, you know, find your client avatar thing like, you know, if I work with one person one on one, or like in a small group setting where I really need to be mindful who, who is a perfect fit for that type of work. One criteria are if I can’t see myself having dinner with them at my house, they are just not my soulmate client. Right, then something like if I wouldn’t be so excited about what they do, what they bring to the world, having dinner with them, you know, seeing myself talking all night long, then I would not really want to work with them one on one.
Kym Cousins [19:18]
I love that I’m going to claim that if I’m not prepared to have dinner with them, then I don’t want to work with them. But I think that the other thing about working with introverts is, it’s not all about you. It’s all about them. And it’s all about asking the right questions and preparing the right type of questions that get them talking. And so then you don’t have to worry about what you have to say. Because it’s your customer, your client, telling you the things that you need to hear that really gets you to the point of whether you can, you are prepared to have dinner with them and invite you into work with you.
Christine Schlonski [19:55]
So, so true. Yeah, well in the sales conversation, you as the person making the offer. The invitation, you should not talk anyway. I mean, you should ask some really great questions, but then the rest is really about the person. And that is what I love about introverts because they make up their minds before they speak. And
Kym Cousins [20:18]
Christine Schlonski [20:19]
Usually, it takes a little bit longer to get an answer. But when you get that answer, it’s so well thought through that it’s just amazing. Right? Well, extroverts answer faster, they have more energy behind what they do. But oftentimes they say something, and then they start thinking about it, or that is why they say it, they start thinking about it. And so it’s just really interesting to observe, especially when you are in sales, knowing these dynamics, knowing what’s happening. When do you talk to people to understand how are they functioning? What do they need at this moment? Right, what would be a great question? So you can really support them and understand what’s going on in their world, which you can’t if you don’t ask the right questions.
Kym Cousins [21:12]
Yeah, and I think if you know, your, your ideal client well, and you know, the problems that they have, that you can solve, and you really know how you do that, which you do, if you’re the business owner, of course, then the conversation will flow very naturally, we’ve all been on the receiving end, of someone on the phone that had a script. And I’ve talked to talk, they’ve got a look, it’s not even just on the phone, I have on LinkedIn, I get connection requests. The next thing I know, I have a bang, I have a message. And it’s a whole barrage of stuff. And I’m thinking you don’t know anything about me. You’ve looked at my title, you haven’t even checked out my website, so they don’t know anything about me. And so the script and what they’ve presented is just totally wrong.
Kym Cousins [22:01]
So it’s the preparation and the research and really understanding on both sides that that is the most important part. And for an introvert, selling, they may be selling to an extrovert, so you have to talk sometime, but you may be selling to another introvert. And so another introvert may not necessarily give you all the information you need. And so you have, you may need to follow up with something in writing because they need more time to process but when they make a decision, they’ll absolutely stick by that decision. And they’re often very loyal about it from an ongoing business perspective as well.
Christine Schlonski [22:42]
Yeah, yeah, I just love that. So we’re running out of time for this episode. But we do have the next one. So I’m super excited about this. And I would love to go deeper into, you know, having the conversation with people and the different dynamics introvert-extrovert and, you know, maybe some more golden nuggets of what people can do right now after they have listened. But one thing you pointed out is the preparation. And I think it’s so important. I have the same thing on LinkedIn, right, you get a connection request. And then the next minute, you know, you know you’re getting an offer, like, oh, do you want to learn, like we help or we help people to sell more. And I’m thinking like, did you actually read my profile? Thank you so much. But I definitely do not need your help. Right. And it’s, it’s annoying. And it also gives a bad taste in sales. Because somebody doesn’t do their homework, somebody is just right in your face with something you don’t want, you don’t need. And like being mindful of how you show up as a business owner, even if you are excited about what you do. But being mindful of how you communicate this whom you can communicate. Your brilliance is so so key. And that is all in the preparation. So thank you, thank you for bringing that up. Because we all had those LinkedIn of you know, and other places contact me think like, what, seriously?
Kym Cousins [24:15]
Look, sometimes I look, sometimes I do connect with these people because I’m waiting to see how they do pitch and how they do it. There might be some good things that I can sort of taking from but often it’s yes, will that confirms exactly what my you know exactly where you shouldn’t be.
Christine Schlonski [24:39]
Kym Cousins [24:39]
of processes, you shouldn’t use.
Christine Schlonski [24:41]
Yeah, yeah. And that that does put sales in a bad light, right because we usually, if we are heart-centered and we want to serve and have an impact and create our dream lives and businesses at the same time. It’s really crucial. Not to be like these people, right? We will do everything consciously and unconsciously, to avoid just going near, as you mentioned with Hollywood movies at the beginning, right, like two, three pop up my mind when thinking like, Yeah, well, it’s fascinating to watch. But do I want to be like this? Definitely not. And a lot of people have these reactions. So by people not being mindful of their steps and just thinking about, you know, like, the more messages I send out, the more people will reply, it doesn’t really make sense.
Kym Cousins [25:38]
Actually, I heard someone say something on I was watching a little YouTube this morning, and they said, Let’s stop telling people how we can help them. And let’s just help them.
Christine Schlonski [25:52]
Yeah, well, that’s a good advice. And I hope that we managed to do this with this episode that you Gorgeous, have taken away some really cool golden nuggets on sales. And I can’t wait to go deeper into the sales conversations with Kym on the next episode. But we also want to make sure you are taken care of. And so I want to invite you to keep up to date with trends, and really knowing what’s working in sales right now. And you can do that by getting on to Kym’s amazing VIP list. The link is in the show notes, and also all the links to connect with Kym and her amazing work. Check out her book, the link is there as well in the resource section. So I just want to make sure you hop on over to christineschlonski.com find the podcast tab and check it out because it’s so valuable. And you can learn a ton from Kym, just be in her energy. Learn about the mindset she brings to the table, and it will improve your business. So hop on over to christineschlonski.com/podcast and sign up for Kym’s VIP list and definitely check out her amazing book called “Selling With Heart”. Thank you so so much, Kym. I’m looking forward to seeing you for the next episode. And I can’t wait to get more golden nuggets from you. Thank you for your time today.
Kym Cousins [27:16]
Thanks, Christine. I’ve had great fun.
Christine Schlonski [27:18]
I just thought that this episode was so inspiring with Kym because she shared her naturally it was in serving and you know how her motives were basically sweets that she could buy as a kid. And that’s so true. We all have our motives, why we are required to have the money, and what we want to do with it to make our dreams come true. So let’s not be shy about it. What can we do to impact the world in a beautiful place, and also that the world rewards us for making our dreams come true? And I just loved how Kym shared her wisdom on this episode. “Selling Is All About Helping People”. So the more you sell, the more you can help people. Hop on over to christineschlonski.com find the podcast tab and episode number 318. And there you find the show notes, the transcript, and also all the resources we are sharing Kym’s great free gift, as well as a link to her book and a link to the Heart-Centered Lead Generation Summit Experience which will help you to fill your pipeline with amazing clients. Thank you so so much for having been here. Thank you so much for tuning in. Have a wonderful day wherever you are in this beautiful world and I’m saying bye for now.
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