The GT PODCAST Gwen Tinsley

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Today Sales Toolkit is all about using the sales formula of 
Authenticity + Curiosity + Desire to help = Confident Selling
 Key Takeaways:
Hey Girlfriends! This past weekend I helped my mother-in-love buy a new car and I was reminded why I love teaching and re-shaping the mindset of value selling. I was also reminded of why so many people get a bad impression of sales and are appalled with the dealership and their lack of any customer journey!  The car industry can stand to learn so much and likely earn twice as much by shifting to a coaching-selling culture rather than a “you're a number” culture! 
 
Okay, stay with me as I take you on this journey…
 
If you have been listening to me for a bit you know the psychology of selling is very important. You also know how you make someone feel ultimately determines if someone buys from you… unless your in the car industry it seems.  When we arrived at the dealership, the guy sluggishly walked out, introduced himself, and said, I’ll be here if you have any questions.. That’s it!  No discovery! No, what are you looking for? How can I help you?  I see you drove up in that car.. Are you looking for something comparable or different? Tell me more about your lifestyles and needs… NONE of that.. Why.. because quite frankly he didn't’ give a damn…  So. What did that do to me? 
 
Well, my energy immediately matched his energy and I could literally feel the walls and the “don’t tread on me vibe” go up.  As he let us alone to endlessly walk the car lot and my mother-in-love saw something she liked, I reminded my whole family to show no emotion because I knew I was getting ready to go into negotiation mode! YUK! Negotiating brings me back to corporate selling where everything is hidden, nothing is just out in the open and you have to fight for what you want.  If you have ever purchased a car recently then you know the sticker price on the window and what the “out door” price is thousands in difference.  So, before you say to any new car make sure you ask for out-the-door price, this will include taxes, titles and all fees.   But I digress, - The salesman came to check on us and we asked to test drive the one she liked. Once they got back I could see my mother-in-love really liked the car so I suggested we grab lunch, let them take her old car and give a trade in value and we’d be back.. I announced “to start our negotiations '.  Who am i?!   Upon our return the car we were considering was pulled out front, all shiny you could tell he ran it through the car wash and his chest was puffed out with a big ole smile on his face.  I was taking over now because, like most, my mother-in-love sees negotiation as being confrontational and honestly I can see why. I shook the guy's hand and asked him again the price, I told him we needed to be at a price point that was $5,000 under that.. He immediately said.. We can't do that… I said .. sure you can.. Everything is negotiable.. We can bypass this whole thing.. Please just go get your manager. After about an hour of back and forth, they met me where we needed to be but unfortunately, it took me threatening to walk away, telling them I nor my mother in love didn’t care about the shiny features they were trying to throw at us as a value add.  In fact, at one point they were listing all the “products” and I asked them. What’s the value of these and they couldn't answer the question.  As they continued to tell me how much they purchased car for and how they would lose money by meeting me I became irritated. I dont give a damn about that and if it wasn't for my mother-in-love, I would have walked away but I knew she really wanted this car. Finally, after hours at this point, they came back with the number we wanted… why.. Why…  
 
All this to say, car lots would sell more and at higher prices if they didn’t go out of their wa

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Today Sales Toolkit is all about how to avoid the spring sales slump 
 Key Takeaways:
All businesses go through sales cycles. Most of the time, service-based businesses experience slowdowns in sales during the summer and the holidays. Depending on your industry you may feel busier during the summer and holidays but if you look at when you sold those clients in they were earlier in the year.  We start to see the symptoms of this however weeks to months prior and NOW is the time to start preparing.
How can you tell when you're are in a Spring Slump? 
If you can answer yes or are nodding your head as you follow along, then I’d bet you are either on your way or in the midst one. 
 Are you hearing a lot of “not right now?”
I’m going on vacation with the family and just don’t have the time
Let's wait until fall summer is just so crazy for us right now 
We don’t have budget right now
Or maybe it’s harder to get people on the phones or to respond to you in email or DM’s 
Sales cycles are taking longer because coordinating schedules is harder
Leads aren’t coming in like they were a few weeks ago
 
If this sounds familiar then odds are you experiencing the start of one.. But fear not!  There are ways you can minimize the effects overall.. Stay tuned..
 
This is what the 6 day spring slump sales challenge is all about.  Giving you ideas and real examples of how you can start right now putting practices into place to help you overcome the most challenging months in your business.  
 
The beauty of this is you get to decide how big of a dip your business takes during these months.. Is it a large drop-off or tiny where you barely feel it?  It really is up to you!  
 
Starting this Monday, April 22nd you will get 1 email a day with a quick video and actionable things you can do that day to move the needle. On the 29th 8 pm Eastern I will do a live training on how to create a sense of urgency in your business and stop discounting to 2x your sales.  During the 5 days, I am offering my coaching services by providing you feedback in your daily assignments plus you will go into a drawing for a FREE 30 min 1:1 with me!   Each of the assignments can be done in 20 min or less but are strategies that you can reference for a lifetime! 
 
Don't miss out and get registered today! You can go to my website and or course I’ll link it in the show notes!  
 
 
CONNECT WITH GWEN:
Register for the FREE 2X Your Sales in 6 days- Spring Sales Slump Challenge 
Get More New Clients NOW with my FREE Sales Audit- CLICK HERE
Connect with me on Insta- @GRITANDTENACITYCONSULTING
HAVE A QUESTION?
 Ask it here and I will respond directly to you! 
Have a Question? Ask HERE

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Today Sales Toolkit is all about earning more money with you have already created for your business! 
 Key Takeaways:
What is passive income:
Money is being earned with little effort.
Examples include: 
PDF's ; trainings, workshops etc
Jill Johnston with Online Route shares her personal discovery and journey of entrepreneurship which led her to change her target audience and focus on helping other female entrepreneurs earn more in their businesses by identifying content they have already create and through her 1:1 coaching and workshop turn into passive income quickly. 
 
Learn what almost held Jill back from working with a coach and why she is so glad she pushed through. 
CONNECT WITH JILL 
Get her passive income toolkit & audit: 
https://www.instagram.com/itsjilljohnston
FREE Toolkit & More
CONNECT WITH GWEN:
Register for the FREE 2X Your Sales in 6 days- Spring Sales Slump Challenge 
Get More New Clients NOW with my FREE Sales Audit- CLICK HERE
Connect with me on Insta- @GRITANDTENACITYCONSULTING
HAVE A QUESTION?
 Ask it here and I will respond directly to you! 
Have a Question? Ask HERE

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Today Sales Toolkit is about understanding the Customer Journey throughout your entire sales process.  NEWS FLASH! You never stop selling! 
 Key Takeaways:
A customer journey serves many purposes. 
Promote confidence in your client with a repeatable journey with milestones to trigger connectivity, communication and delight 
When you have a repeatable process each client goes through from beginning to end YOU have more confidence to sell 
A system to ensure you have happy, loyal customers who will refer you often to others as well as repeat business 
Where does a customer journey fit into your business?
From the moment your lead becomes a qualified prospect- meaning they want more information from you 
During the sales call 
During the follow-up process
Onboarding (critical place)
During the servicing 
As your project comes to an end 
What should you consider in each phase?
From the moment your lead becomes a qualified prospect- meaning they want more information from you How are you keeping the excitement high and adding value 

During the sales call How are you keeping the excitement high and adding value 

During the follow-up processHow are you making them feel?- stressed/turned off or enlightened and excited, that your helpful? 

Onboarding (critical place)How are you showing your gratitude? Do you send them a thank you? 
What are you communicating to them and when? 

During the servicing What milestones do you over-communicate? (very important) 

As your project comes to an end How are you delivering your outcome? How are you surprising and delighting them? 
Do you ask for reviews or feedback? If you don’t ask the answer will always be no. 

CONNECT WITH GWEN: 
Get More New Clients NOW with my FREE Sales Audit- CLICK HERE
Connect with me on Insta- @GRITANDTENACITYCONSULTING
HAVE A QUESTION?
 Ask it here and I will respond directly to you! 
Have a Question? Ask HERE

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Today girlfriends,  I want to go back to the basics of selling and start from the beginning! We are building that sales toolkit so let's start with a strong foundation, but first we need to bust some common sales misconceptions. 
 Key Takeaways:
#1 Selling is something that happens when only getting someone to buy!  Wrong!  Selling is a part of every piece of your business!  The REAL selling happens once they say YES!  
#2 You have to be an extrovert or a people person to be successful 
#3 You can’t turn down a potential client 
#4 "Discounting is the best way to close a deal
#5 Closing is the most important part of the sales process
#6  Selling is about convincing 
 #7 You have to be pushy and aggressive 
#8 Working with a sales coach is high-pressure
#9  The Client is always right 
#10 Being flexible is what your clients want 
 
CONNECT WITH GWEN: 
Get More New Clients NOW with my FREE Sales Audit- CLICK HERE
Connect with me on Insta- @GRITANDTENACITYCONSULTING
HAVE A QUESTION?
 Ask it here and I will respond directly to you! 
Have a Question? Ask HERE

If you like this episode, I'd love for you to please like, share & leave a review!
Amanda journey: 
2017 laid off- Through a series of interviews realized she wanted to be a coach. 
Said yes to everything that came her way, and found through saying yes to those things she realized what she didn’t want to do. 
 Key Takeaways:
Tracking and measuring- “ a tracked number grows”  It’s the road map that gets us to our vision
Income producing activities are the measurable actions that will become our road map to our vision. 
Amanda definition of accountability- Taking ownership of your actions or lack thereof and the outcome that happens. - No buses allowed, not throwing ourselves or others under the bus. 
You cannot control whether someone pays on your website, that’s on them. You can control, how many emails you send out, how many podcast episodes you produce etc.
90 day goals 
3 things you have to do to set a realistic goal-  (when these things are off this is when you need a coach)
 You have to know what you ACTUALLY want - most people go after what they think they should want- if you are sitting in the should bucket it’s going to feel hard the whole time, and you will always struggle to take action, because someone else is driving that- it’s external.  Ask WHY -
You have to know your capacity-  your time, finances, skills and energy- 
Know your commitment - the willingness - equation-  your performance is a function of your capacity, skills, and willingness.
We all choose our hard, working for someone else is hard, and working for ourselves is hard 
 
 Connect with Amanda, The Accountability Coach: 
Take Amanda's productivity quiz on her website
Listen to her podcast
Connect on Instagram 
 
CONNECT WITH GWEN: 
Get More New Clients NOW with my FREE Sales Audit- CLICK HERE
Connect with me on Insta- @GRITANDTENACITYCONSULTING
 
HAVE A QUESTION?
 Ask it here and I will respond directly to you! 
Have a Question? Ask HERE