January 15

333 How To Get Your Internal Yes with Catherine Watkin

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Catherine Watkin is the UK’s leading expert in heart-centered sales.
An authentic, inspiring role model for business owners who are gifted and passionate about what they do but struggle because they feel awkward about using traditional sales,
Catherine reveals how to create successful businesses without resorting to sleazy, manipulative techniques.

  • Could not recommend it enough!
    March 18, 2019 by Mindful Mel from United States

    Listening to Heart Sells Podcast has felt like meeting a soulmate! That initial excitement of knowing this is exactly what you’ve been looking for, the peace of feeling completely understood and that burst of energy from knowing that anything is possible! Every episode has been chock full of awesome nuggets and beautiful reminders. The combination of incredibly successful powerhouses sharing their journey, practical and applicable tools and Christine’s heartfelt and authentic approach and energy, is an incredible gift for all heart-centered entrepreneurs!

  • Dondi Scumaci - Don't let a bad experience creep into your heart
    January 19, 2019 by WalkingInside from Canada

    Loved the interview! Dondi has a great way of reminding us that we get to choose the lesson in our experiences.

  • Amazing Podcast!
    January 5, 2019 by LaDawn Townsend from United States

    I just started listening to Christine's podcast and the content is amazing! Can't wait for the next episdoe.

  • Packed with Powerful & Practical Tips!
    December 24, 2018 by VanPavlik from United States

    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!

  • Mindset Makes The Difference
    December 17, 2018 by JanineFQ from United States

    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.

  • Loved the JLD Interview
    December 16, 2018 by Thehighenergygirl from United States

    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!

  • Follow your heart!
    December 14, 2018 by The Marketing Book Podcast from United States

    ... and your mindset will take it from there. Yogi Berra once said "90% of the game is half mental." With your heart and mind aligned (like planets) you'll be amazed at what you can accomplish. Subsribe, listen and start selling!

  • Afraid to sell? Listen here!
    December 13, 2018 by MizzBeeMe from United States

    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.

  • Feeling P.O.W.E.R. ful!
    December 10, 2018 by The Variety Artist from United States

    Just listened to ep 5. Love the POWER formula. Christine explains it clearly and makes it simple for me to understand. Great podcast!

  • Let’s get better at selling!
    December 9, 2018 by Joeb29 from United States

    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!

  • Inspirational!
    December 8, 2018 by CCarroll1 from United States

    Christine is a joy to listen to and learn from! I am so glad she now has a podcast so I can keep learning from her wisdom on sales, money, mindset, business and more. Great information!

  • You had me at "hi gorgeous!"
    December 8, 2018 by The Chef Rock Xperiment from United States

    Wonderful energy and such valuable insight! Thank you, Christine!

  • Love this podcast!
    December 8, 2018 by Funky Sarica from United States

    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!

  • Beautifl Show
    December 8, 2018 by Duffash from United States

    Christine has a wonderful energy. She is a great coach and teacher. I love how she teaches tools for shifting our mindset into creating habits and behaviors that build our success.

  • Christine is Great!
    December 8, 2018 by horsegirldsi from United States

    Have gotten a lot of value out of the first episodes. Christine is a great host!

  • We need more of this...
    December 7, 2018 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:

Free Gift: The 7 Steps To Yes, short video series

Heart Sells! Magic A 5-day workshop where I will take you through the Heart Sells! Power Formula, so you can sell more with ease, grace and confidence.

Sales Assessment Call: A 30-minute free call to evaluate your sales skills strengths, as well as identify the skills that need some refining so you can take your next best step forward in your business.

Empowerment Notes, Join the Empowerment Notes our weekly newsletter and I’ll make sure you have all the info you need to be empowered.

Get 40 Strategies to fill your pipeline with amazing clients with the Heart-Centered Lead Generation Summit Experience

3 Key Points:

  • It’s putting what’s best for the potential client at the forefront of the interaction, rather than putting yourself first.
  • The biggest ways we can serve our clients is to be confident and courageous enough to take them through an actual effective sales conversation
  • Internal Yes is where when the business owner presents and describes the way that they will work with somebody, and the difference it can make and the value it can bring.

Show Notes:

[5:24] I did have something valuable to bring, which was that I understood these businesses that are in business to actually make a difference because that was me, I was seeking my way of making a difference.

[6:34] To work with heart-centered business owners who’ve gone into business because they want to make a difference through their work but they struggle so much with the idea of sales and selling, they don’t want to be manipulative and they don’t want to be self-serving.

[10:09] And it’s about not shying away from asking those difficult questions and exploring why somebody is deciding to say no if it seems very clear to you that you can help because that’s also deep service.

[12:12] Come to your sales conversations from a place of service, somehow let go of all the internal chatter

[13:07] It’s about taking people through this step by step structured conversation, in the course of which they will get to express how they’re feeling what’s going on for them the impact that’s having, they’re going to feel heard, they’re going to feel listened to. And you get to listen to them to a point where you really get a strong sense of whether you as the business owner can actually help and make a difference or not.

[16:00] As soon as you start falling into trying to convince or trying to persuade, that’s when you know you’ve lost the moment really because effective heart-centered sales, you don’t have to convince or persuade or push.

[17:28] It’s that sort of resonance when you get this sense that you’re with a kindred spirit and somebody who cares about you. But in the case of buying something from somebody, like if it’s coaching, it’s a kindred spirit, somebody who you energetically resonate with, but who you also recognize has got certain skills, knowledge, ability to mentor or coach you that that you don’t have.

[23:22] It’s so important that we can create this really, really safe space for our client that safe in every way, not just it’s safe to come and tell me what’s going on for you.

[25:14] What motivates you more than money in the bank account is seeing that you’ve made a difference, a really profound lasting transformational difference to somebody else’s life.

[28:59] If you come from a place of service, you will do the right thing by the client, you will serve them in the highest by encouraging them to go ahead and work with you and communicating the work that you do clearly enough and you will also serve them by asking them the difficult questions that maybe you want, you need to ask.

 

Hi Gorgeous. This is episode number 333 with the amazing Catherine Watkin.Hi, this is Catherine Watkin you’re listening to Heart Sells! Podcast with Christine Schlonski. Enjoy.

I am super, super, super, super excited today to have a kindred spirit on Heart Sells! Podcast. I mean there are many kindred spirits but Catherine is special because she has a brand called “Selling From The Heart”. So I’m very, very excited to talk to her today and to dive into “How To Get Your Internal Yes”, which will help you in the sales conversations. Catherine Watkin is the UK’s leading expert and heart-centered sales and authentic inspiring role model for business owners who are gifted and passionate about what they do, but struggle because they feel awkward about using traditional sales.

So you are in for a treat today in case we have not met yet. I’m Christine Schlonski, founder of Heart Sells! Academy, host of Heart Sells! Podcast and creator of Heart Sells! Members Community. On the podcast, I talk with inspirational successful, heart-centered entrepreneurs who had to overcome their business challenges, their sales challenges at some point in their career. Some of my wonderful past guests include the amazing Bob Burg, co-author of The Go-Giver, and author of “Endless Referrals”. The wonderful John Lee Dumas, with his Entrepreneurs On Fire Podcast, the great Ian Altman from Same Site Selling, and the wonderful Andrea Waltz with “Go For NO” and many, many more.

This episode is brought to you by Heart Sells! Academy, where we support heart-centered ambitious entrepreneurs to redefine sales so they can exponentially grow their business and impact by creating the lifestyle and freedom of their dreams. So if you are looking to sell with ease grace and confidence, being authentic in the process, then this is the place to be you want to check out christineschlonski.com and book your Sales Assessment Call so we can check out how we can support you on your amazing heart-centered business journey. So let’s dive in with the wonderful, wonderful Catherine and the wisdom she has to share on “How To Get To Your Internal Yes”, and so much more. Well, I am so excited to have you on the show today. Catherine, welcome.

Thank you for having me.

Yeah, you know, our messages are so aligned Selling From The Heart and Heart Sells! Tell me how did you get into the selling from the heart thing, so to speak?

Oh, well, for me, it starts way back because I actually had a career in corporate sales. I’d fallen into it completely by accident because I spent a lot of my 20s traveling internationally living and working abroad, and ended up working in the travel industry, but in sales and sales-related roles. And but I didn’t necessarily see myself as heart-centered sales. You know, I worked in the travel sector, then I worked in the recruitment industry, which is quite cutthroat and very target driven. And it was only much much later that I realized that one of the reasons I’d been so successful in those sorts of environments was because I had been different I had always followed my integrity, I’d always been very authentic. I used to get sent on sales training by some of the companies that I worked for, and I’d come back to the office and I’d have a knot in my stomach thinking I can’t do this psychological NLP stuff on people. And I just used to ignore it and do my own thing.

And it was only later on when I finally left that world I was I felt desperate to find work that felt truly meaningful for me in the world. And I didn’t know what it was other than that I wanted to help people so I explored now I retrained in a lot of different things, yoga, teaching, energy healing, meditation, teaching, NLP, coaching hypnotherapy, I trained as a nutritional therapist, I was on this five-year journey, acupuncture as well, all this big journey of exploring all of these different things. And it was only as a result of that, that I sort of came full circle. And I was working, you know, starting out getting nutritional therapy clients and running a sort of coaching and hypnotherapy practice.

And I started to realize, oh my gosh, everybody that I know who trained with me in any of these areas, they are really struggling to get clients. Now, I was obviously struggling with aspects of the business because I was a newbie to the business. But the client, it wasn’t really a problem. If somebody showed an interest in working with me, they would usually enroll and become a client. And that was when I realized that, you know, I did have something valuable to bring, which was that I understood these businesses that are in business to actually make a difference because that was me, I was seeking my way of making a difference. But I also have this style and approach to sales that were really very different from what was being taught out there. And I call this the difference between the traditional sales approach, and what I call heart-centered sales.

They both work, they’re both effective, but some of them feel good to us. And some of them don’t. And some of them feel good for our clients. And some of them don’t. And I don’t want to alienate or bully or shame anybody in the process of their decision about working with me, for me, it has to be much more Service LED, and Heart LED. So that was how I ended up, you know, I was seeking my calling, and I was trying all these different things. And the one thing I didn’t see was that actually, I was here to teach sales. And finally, the penny dropped on that one, I run a small workshop, it went down, amazingly, I had that Oh, my gosh, this is not common sense. I thought this was common sense. I thought everyone knew this stuff. You know, and I just realized this is it. This is my thing to actually work with heart-centered business owners who’ve gone into business because they want to make a difference through their work. But they struggle so much with the idea of sales and selling, they don’t want to be manipulative. They don’t want to be self-serving, but they still need clients. And so this is sort of my, this is now my difference is helping those business owners learn how to sell and get clients in ways that feel comfortable, and in alignment with their values.

Well, I can so relate to your story, Catherine, and I felt like you’re telling my story. I fell into sales by accident. And then on the way to becoming a coach because I wasn’t fulfilled with my sales director job anymore. And I knew there was so much more. So I saw all these coaches struggling. And when we covered at one time how to sell our services as coaches. I felt I was the only one in the room who wasn’t freaking out. Yes, so I just love how you ended up in helping people with sales. Because, yeah, it’s like the same. Somebody told me, Christine, you want to throw away all your sales experience. And I was like, Ah, well, let me think about this. So this is how I got into that. And I also realized the old way of selling like, you have probably seen those movies, Wolf of Wall Street Glengarry Glen Ross boiler room, where it’s just manipulation, and it’s so male-dominated energy just take and don’t really give. And it doesn’t feel good to people anymore, especially to those who are heart-centered and want to make a difference. They do care about money, but not to the extent that money is the only driver. Hmm. So I’m so happy that you discovered that work for you. And not knowing you or anything about you. It’s so interesting that how this kind of seeds are spread all over the world, by people having this idea of what can they do to serve more, in a way that feels amazing, that’s authentic, that’s fun. And that supports the human race. Right? Yeah.

And, and they need clients. So I’m this combination of sometimes people describe my style of sales that I teach as soft selling, and I really bristle at that I get quite defensive. What do you mean, it’s, it’s not? Because I’m, it’s like, yes, it’s heart-centered. It’s coming from service. It’s putting what’s best for the potential client at the forefront of the interaction, rather than putting yourself first because you need to hit your targets or you need this amount of money in the bank account that month. But it’s also I’m a very results-oriented person. I’m, I believe I, you know, I’m motivated by results, I want to see results for my clients. And ultimately, if somebody has gone into business, they need to be in profit, and therefore, they need to make sales. And so it’s this balance between heart-centered business owners, who wants to feel comfortable with sales. But then it’s not about finding something so comfortable and soft and fluffy that nobody actually ever buys from you. It’s got to be the opposite. It’s got to be this actually makes you even more effective. This style of sales. is what will draw your clients even closer. And it’s about not shying away from things like actually directly asking somebody if they want to make a decision. And it’s about not shying away from asking those difficult questions and exploring why somebody is deciding to say no if it seems very clear to you that you can help because that’s also deep service. And so many people want to shy away from the piece of sales or the piece of their business. That is the biggest service, you know, for me that one of the biggest ways we can serve our clients is to be confident and courageous enough to take them through an actual effective sales conversation.

I love that. And it’s so so true. Like without selling, you don’t have a business, you have a hobby, right? And then if you sell not enough, you don’t serve enough. And you struggle. I mean, who’s in for the struggle, right? You have enough challenges in life, like don’t make it hard on you learn this art of selling from the heart, right?

Yeah. And of course, if you don’t, if you don’t, if you’re not selling, not only do you have a hobby, but if you’re not selling, you need income from someone most of us, not everyone, but most of us need an income I certainly do. And so then you end up in your full-time job helping in quotes people around the edges of that not really making an impact or making a difference when actually you’re too tired to work with more than three or four people a week anyway.

Yeah, totally. So what could you give? Or what advice could you give people that are listening? thinking like, Okay, how do I do this with a sales conversation? So it doesn’t feel pushy, slimy, or sleazy?

You know, that there’s, there’s so much to that it’s not so much, oh, there’s this one particular thing that you can do. There is an entire process that I teach, it’s called the seven steps to Yes. And the whole thing is, you know, you follow that you are going to be taking people through a sales process. That doesn’t feel sleazy. But one of the biggest one of the key pieces of advice if I was gonna say, like, if you’re going to say, what’s the one thing you would tell somebody, I would say, come to your sales conversations from a place of service, somehow let go of all the internal chatter, the internal chatter that goes, Oh, my gosh, I really need to make the sale today, because I’m not gonna be able to pay the bills. Or, oh, my gosh, I really need to make the sale. Because I promised myself I’d make 10 sales this month.

So this one has to be the one in the bag. And it’s about coming to the conversation without all the fear and worry, what are they going to think of me? What if they say no? What does that say about me. And just coming purely, it’s almost like when you get on the call you lead that all drops away, you leave it behind you on the floor, and you come just purely there to hold the space for this individual. Now, it’s not just listening. It’s not just saying to the potential client, okay, so tell me what’s going on for you. And then let them just blow it all out. Because there’s no structure and you can’t guide that. But it’s about taking people through this step by step structured conversation, in the course of which they will get to express how they’re feeling what’s going on for them the impact that’s having, they’re going to feel heard, they’re going to feel listened to. And you get to listen to them to a point where you really get a strong sense of whether you as the business owner can actually help and make a difference or not.

And it’s almost like when I’m in the sales conversations, it’s almost like a click, something clicked, something drops, something lands for me, where I’m like, absolutely 100%, I know that I can help you. And then it’s around, how do you then present what you do in such a way that that person hears you and understands very clearly, the benefits and value of your work. And I think this is the big difference between traditional sales and the style of sales that I teach because traditional sales are very, very focused on what they call objection handling, and closing techniques, neither of which that are the core staples of traditional sales, neither of which I teach in my own program. And that’s because I believe in getting something that I call the internal Yes. And this is where when the business owner presents and describes the way that they will work with somebody, and the difference it can make and the value it can bring. So clearly, they can communicate and articulate that so clearly, that the potential client hears that and they actually have this feeling that I call the internal Yes, where they might not be verbally saying anything. But inside, they’re almost leaning forwards.

They’ve got the mental chatter that saying, oh my gosh, she really gets me. I think I think I actually want to do this. I wonder how much it’s gonna cost can I afford it? And my belief is that, if you can communicate what you do so clearly that the client gets the internal Yes, then as a salesperson, your job becomes only to coach them around any resistance or concerns that they might have. Whereas traditional sales are often about getting somebody who really doesn’t think they want to buy from you at all. Then somehow beating them over the head with this big stick called objection handling until you’ve like browbeaten them into saying yes because that’s the only way they’re ever going to get their life back or get rid of you.

Whereas the so it’s, it’s a very, so I think, coming from service, putting what’s best for that client at the forefront. But once you realize, and you get that click that says, Yes, I really can help them. This would be a good use of their time and money. It’s then actually having done the work. So that you can communicate what you do in that really clear way so that the client can get their own internal yes decision. And you don’t have to be pushing them and convince, as soon as you start falling into trying to convince or trying to persuade, that’s when you know you’ve lost the moment really because really effective heart-centered sales, you don’t have to convince or persuade or push.

100% agree, I always tell my clients, you don’t need to learn objection handling. Because if you have your soulmate client in front of you, they know they want to work with you, then it’s just a question of how can that happen as a beautiful. Yeah, that’s the old way. Thank you for pointing that out. Because in you know, so often you see, in, you know, podcasts or programs or other people teaching, it’s always about objection handling. And when I hear that, like everything inside of me is just cringing. I’m thinking like, you don’t need that, you don’t need to do the objection handling if you have your perfect so many clients sitting in front of you, or having them on the phone or on a zoom call. They want to work with you because you are the perfect match. And then it totally makes sense.

Yeah, and what you’re talking about there is hugely valuable as well. So you’re almost talking about and maybe it’s not exactly the right word, but you’re talking about an energetic match, like a resonance. You know, like when you and I were first introduced by a mutual contact or friend, and we had a call and we just immediately, I remember I had another appointment that I had to go from the call, I was like, No, we could have talked all day. It’s that sort of resonance when you get this sense that you’re with a kindred spirit and somebody who cares about you. But in the case of buying something from somebody, like if it’s coaching, it’s a kindred spirit, somebody who you energetically resonate with, but who you also recognize has got certain skills, knowledge, ability to mentor or coach you that that you don’t have.

There’s that piece. But I also am, so I shouldn’t say but and I also see that very often people have that resonance, and the client is almost on the call feeling desperate, like I really, really, really, really want to work with you. Please show me please demonstrate, please convince me that it’s a good idea. And often the business owner doesn’t know how to articulate that. And I know that I’ve experienced this myself where I’ve wanted to work with somebody, or I’ve really hoped that the person would convince me I’m using that word convinced because I want to feel convinced but the conversation has been so fluffy or wooly, or around the houses, that I’ve got off the call feeling like I really liked this person, but I don’t feel I can invest this amount of money. Based on just like them, I need something a little bit more solid and concrete, what am I going to get as a result of working with you? And that’s happened to me quite a few times where I’ve had that sense of, I just wish you knew how to sell properly because the combination of the soul mate client and the being able to communicate to that client how you can help them. I think that’s the real magic. That’s the sweet spot, isn’t it?

Yeah, totally, totally. And so true. I’ve been in those situations as well, where I thought, well, this would be a really good fit. And I could see myself hiring them. And obviously, then you want to know like, you know, what’s the value? What’s the result gonna be and how much as the investment. And when they can’t get to the point. They can’t show you the process. Yeah, it feels fluffy. And, yeah, with a cake. I felt like I feel like sometimes they talk you out of it. Instead of getting you on board.

I was once at a festival here in the UK, and I did a healing session. You can go to festivals, and they would say it wasn’t a music festival. It’s just like a spiritual festival. And I booked a healing session with a healer and I wanted to do more. I really liked her. And so we ended up following up and having a phone conversation after the festival. And she explained the way she works she offers she did VIP days and she did retreats. That’s how she worked in one-day blocks that I could to not get this lady to tell me how much they were, I just couldn’t get her to tell me the price. I was I remember sitting there I was sitting on my bed having this conversation with her. And I was like, Yeah, I really want to do this work. It’s really important to me, I like you. Okay, it’s a minimum of one day, maybe three days, I need to come down to Devon and, and stay somewhere near you. You know, I was really all in with the idea.But of course, I needed to know the investment. Were we talking 500 pounds or 5000 pounds, it might have been 100 pounds or 50,000. If the person doesn’t tell you the price, you don’t know. And I could not get her to tell me the price. She must have felt so uncomfortable talking about money that she was every time I asked her, she managed to start talking about something else. And then she sort of forgot that she was meant to tell me the price. I’m thinking how can I buy off you, you don’t even tell me what it’s gonna cost because I’m sitting here right now. And I will actually give you the money.

Oh my goodness, that really hurts just listening. I could see, you know, your excitement and remembering that situation. But how awful for a client or potential client to be in such a situation. Right? I think even though you want to serve and you are very heart-centered, you need to be aware of what you potentially do to your potential clients.

And that is such an important point. Because I think that what I see in the people who work with me, mostly ladies, I have men in my programs as well. They do not sort of gender-based, but it’s mostly ladies that are drawn to this style of sales. What I find is that they feel so so deeply vulnerable when it comes to having sales conversations, this is the business owner, they feel so vulnerable, they feel so exposed. They feel so fearful of being rejected all of this stuff that they bring that I think that it’s very easy to forget that your potential client is also super vulnerable, and nervous. And they’ve just come and they’ve shared maybe some very personal information with you. And they are also feeling delicate and vulnerable.

And one of the things that I find, because so I think what I’m saying is that you’re you when you’re in business, you’re a human being and you’re running your business as a human being. But when your client comes to you, they’re not some, some mysterious creature, they’re just another human being also navigating being a human being. And they bring all of this stuff. And some of the stuff that I bring is, if I can be quite triggered by the feeling of being not wanted, you know, it’s the old unlovable, not wanted. And so if somebody appears to so how I would take it in that situation is oh, well, she obviously doesn’t want to work with me, because she’s avoiding telling me the price. And she’s avoiding booking me in. So there must be some reason why she doesn’t want me as a client, but she doesn’t want to say anything. So that’s my default, where my mind will go in that sort of situation.

Now, of course, I also have the ability, the extra ability that I am a sales expert and sales mentor. So I can also take that higher-level view and go off, and maybe she’s not comfortable with her sales process. But if a client doesn’t have that view, by being like, nondefinite, and wooly with your sales conversation, you may well be leaving your clients feeling unwanted, feeling rejected, feeling like somehow they are in the wrong. And I think it’s so important that we can create this really, really safe space for our client that safe in every way, not just it’s safe to come and tell me what’s going on for you. But it’s really safe. You’re not I’m not going to have you leave here feeling bad about yourself in any way. Which is the opposite never, you know, there’s there are some sales processes that are taught. They work very well with the people who do them. But they really they have things like bullying and shaming at their core, you know that if somebody doesn’t want to go ahead, that they will actually leave you feeling like somehow there’s something wrong with you? Yeah,

Yeah, I’ve been in those situations, and it’s just not a great place to be in. And if you book then you’ll regret it later. I mean, there’s obviously a very high percentage of buyer’s remorse with those techniques. And I also have seen in the market that if people do that, and there is some kind of guarantee, they have such a high number of people asking for their money back. And it’s, I don’t think it is that successful, like who would want to work with somebody they have been shamed by or bullied by

Because actually, the trust isn’t that. This is the thing like, you know, you mentioned earlier on that you work with a lot of coaches. I work with a lot of coaches but also other types of transformational workers. So therapists, hypnotherapist, healers, small business owners like accountants, web designers that you know, whole range, and oh, no, I lost my, I lost my flow of thought there completely forgot mid-sentence what I was about to say

Well about working with somebody who has bullied or shamed you

Absolutely So yes. So you know, if we’re looking at the coaches and coaches and the healers and the therapists, when you start working with somebody, that relationship, you actually you don’t, if you’re in business to make a difference, you don’t just want money in the bank account. What motivates you more than money in the bank account is seeing that you’ve made a difference, a really profound lasting transformational difference to somebody else’s life. And if somebody comes to you, already suspicious of you, already with their guard up, already with a lack of trust, because of the way you made them feel in the sales process, even if you said, Yes, the clients are not open for the work and the transformation in the same way. So the business owner is also less likely to get the results with the client, they can really get what they would get if the client turns up, fully open to the process, but also fully committed, like coaches, healers, you all know this, if your client is fully committed to the work, they are equally as excited and committed. And all in as you are, you do magic together.

If you as the business owner as the coach are 100% all in, but your client is only 70% in, you don’t get the result, you have to both be on the same page. And that’s the other difference between the traditional sales, which are about getting a yes at all costs, but they don’t necessarily have the emotional commitment built-in, and the style of heart-centered sales that I teach, which actually is designed so that if and when somebody says yes to working with you, they are emotionally committed to that decision. It’s not just I’m going to say yes because I can’t see any other way out of this phone call.

Yeah, I just loved that. So, so profound. And I think so importantly. And I totally agree. I work with a lot of women, too. Not just coaches, but you know, creative healers, like everyone who doesn’t, or who hasn’t learned sales naturally in their career. Right. It’s something they avoid. And if you go into the spiritual realm, then you’ll also have a lot of money challenges, money mindset, like I shouldn’t be charging for doing good in the world. And all of this comes together.

Yes.

And what I really love a cat when you’re bringing a wonderful, wonderful gift to us. And I just want to finish that episode off with “The Seven Steps To Yes”, it’s a video series, so that you can fall in love with sales. Tell us about this.

Yeah, so I referenced this a little bit earlier in our conversation, where I talked about the importance of having a process not just holding space and letting somebody dump where they are at, but actually guiding them through a pro and effective process that will lead them to make a decision to say yes to working with you, providing you both see that as the right decision. And you can get this from my website, it’s called The Seven Steps To Yes”, it’s nice and bite-size. Each video is three minutes each. So it takes about 35 minutes in total to watch the whole series. And it will teach you a step-by-step structure for your sales conversations. And I’ve also got a quiz, which while you’re there, you might want to take the quiz, which is an authentic sales styles quiz. And it helps you to identify why you might be struggling with sales. But everybody who struggled with sales also has their gifts at sales, but they don’t necessarily see them. So if for example, you’re a nurturer, or you’re an empath, or you’re a connector in my sales styles, those things will easy, those things will be partly what’s holding you back. But there are gifts within that which if you harness them will actually make you beautiful at sales, even though you might not naturally think you will be

So, so beautiful. So thank you so, so much for having been here today. And I’m so excited, I get to talk to you some more in our next episode. So thank you so so much for anything you would love to leave the listeners with.

Just that reminder come from service. If you come from a place of service, you will do the right thing for the client, you will serve them in the highest by encouraging them to go ahead and work with you and communicating the work that you do clearly enough. And you will also serve them by asking them the difficult questions that maybe you want, you need to ask. And you’ll do the right thing by them. And very often the right thing is to take them through the sales process and be very, very clear and unequivocal and unapologetic about the factory recommendation that they work with you. But it all comes from service. And when you come from service, your client can feel that they can tell, your client can tell the difference between I think you should go ahead and do this. Because I desperately need that money in the bank right now. And I don’t really care about you beyond that. Or I really think you should go ahead and do this because I love you and I really want to help you and I feel really connected to you and I want us to do this together. They can hear and feel the difference. It’s about where you’re coming from not necessarily exactly what you say.

So, so true, what a beautiful ending to this episode. Thank you so, so much.

Thank you for having me. It’s been a pleasure.

I just love this episode. And I’m so looking forward to our next. It’s so funny. I mean, I knew about Catherine’s path a little bit before. But figuring out that it’s so very similar to mine is actually a little bit funny. So the universe has placed us in different countries to do this amazing work, even though I do work internationally. And globally, actually, mostly in English, based here in Germany was also Germany community. But it’s so fun that Catherine is in the UK, and has actually had a very similar path. And now our paths have crossed. So I’m so super excited. I hope you got a ton out of this, hop on over to christineshlonski.com find the podcast episode, and make sure you connect to Catherine. She is amazing. And I have put all the links that connect with her right on that page. So it’s just one click away. And then you want to make sure you get your “Seven StepTo Yes”, her short video series. So you can learn her structured approach on how to go through that process in a way that feels aligned for you.

And if you’re looking for more clients, I have the wonderful Heart-Centered Lead Generation Summit Experience for you. You can start it for free at christineshlonski.com/experience. So just hop on over to christineshlonski.com check it out, check out the podcast. Get Catherine’s amazing gift. And if you feel you want to have more sales conversations, you want to get your heart-centered lead generation game up, then join the Heart-Centered Lead Generation Summit Experience with 40 amazing experts teaching you everything you need to know around lead generation.

Thank you so much for having been here. I can’t wait to have the next episode. The next conversation with Catherine. We will be talking about the very important fact “How Not To Come Across Pushy, Sleazy or Salesy In The Conversations”. So you want to stay tuned for the next amazing, amazing episode was her and in the meantime, I hope you are having a wonderful time, great conversations, lots of amazing soulmate clients signing up with you. And I’m looking forward that you are tuning in for the next episode. And I am wishing you a beautiful day wherever you are in this beautiful world and I’m saying bye for now.

 

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ambitious entrepreneurs, Catherine Watkin, Christine Schlonksi, heartsells, heartsellspodcast, monetize, not traditional sales, salespro, Selling From The Heart, shifting mindset, UK's leading expert and heart-centered sales


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