In Episode 043, Jack has invited Ms. Shirlene Reeves, who is one of only 253 Certified Financial Educators in the US, a syndicated radio host on BBS Radio and as a business success coach she wrote the book on SELLING THROUGH YOUR HEART - EMPOWERING YOU TO BUILD RELATIONSHIPS FOR FINANCIAL FREEDOM.
Shirlene will share with our audiences why most entrepreneurs have challenges with sales from her experience and what is the first step for them to overcome the sales challenge.
What's the No. 1 challenge for employees to start a business?
It's all about fear because people who have been coddled on the job. They may not like the job but they've been coddled and they know they're going to get that paycheck every two weeks. In the US, it becomes like a lifeline for them. There are step-by-step people and big vision people.
So big vision people can see themselves get out of a job, but step-by-step people cannot see that because they don't see the vision. They want to see how to get anywhere and somebody else has to lead them. Both of them are good and they both need each other because. A big vision person doesn't want to do step by step stuff and step-by-step people are there to support the big vision people so that they can get them where that dream ends. They can get that result, but many people who are in a job are those step-by-step people and they can't dream big enough to get themselves out.
They're going to be terrified of not getting that paycheck every month because they've already gone out and bought their big screen TV and the new car and the best baby buggy they can find. They put themselves in a position where they can't quit. Even if they want to have a business, they never quit their job unless they're making enough money to overcome whatever it is they have been making in that job.
Can someone start a business without leaving his job?
If they are willing to hire a coach while they have their job, they will spring board into their own business and out of that company. If they try to do it without a coach, you know what the chances are.
I take my people first and identify who it is they can serve the best. A lot of people come to me and say I can take care of anybody. It doesn't matter who they are and that's a joke because we have to speak to a specific target market. Other people will come along, but you always speak to a specific target market. So my target market are people that are between the ages of 40 and 65. They're in their second round of life. They've probably have a business for two or three years and they're having a terrible time. Their business is broken those and then they come to me and say, I, I'm about ready to get a job. I don't know what to do next.
Shirlene's three-step sales process
In the three steps sale, it's all about empowering my clients to build relationships for financial freedom. Because in today's sales world it's all about building relationship. So when you look at the three step - step one is getting to know the individual. Don't run and sell them. And I tell my people, listen to what they say, ask intelligent questions and let them answer you. And as soon as they start asking you questions and you're answering them, you have lost control of the conversation because it's all about speaking from your heart, really listening, doing active listening, paying attention, and asking pertinent. See, get them to give you more and more information because that's what bonds you, right? Isn't that right?
Shirlene's Most Favourite Quote
"When you change the way you look at things, the things you look at change."
Want to know more about Shirlene?
Get Shirlene's Book - Selling Through Your Heart
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