100 episodes

Mastering the sales game can be hard when you don’t know the rules.

Selling more than $600 million, Susan McVea shares weekly proven sales strategies to help expert coaches & consultants grow & scale your sales.

Want to sell with more ease without the sleaze, this is the show that will teach you how!

Master the Sales Game Susan McVea

    • Business
    • 5.0 • 8 Ratings

Mastering the sales game can be hard when you don’t know the rules.

Selling more than $600 million, Susan McVea shares weekly proven sales strategies to help expert coaches & consultants grow & scale your sales.

Want to sell with more ease without the sleaze, this is the show that will teach you how!

    How to Make More Money Efficiently With Your Customer Service

    How to Make More Money Efficiently With Your Customer Service

    Too many times I work with clients who have spent a lot of time creating offers that don’t have buyers waiting to buy! In this episode I share and teach my proprietary framework for how you can create and pre-sell items that you are putting out in the market. I'm talking about real life examples. This is something I actively do in my business today and it works! In fact, I just did that with an offer right before the end of 2020.
    Knowing these strategies will help lead your customers to the point you want: Sales and qualified leads. The best part is everything you need to make this happen so you can serve them in the best way is already inside of you! Let's dive into it.
     
     
    Biggest Takeaways:
    Sharing information is important! Use this in your advantage.
    Products are like books. People don't buy books, people buy what’s inside the book that will help them.
    It can be easy, if you can generate transformation from start to finish.
    Think about what people want and how you could serve their biggest desires.
    Feedback is an opportunity to get powerful knowledge about what you are offering
    Think more about where are you now and where you want to be
    Don't get trapped into creating without validating
    This works no matter what you sell
    Don’t forget it’s about your customers.
    We are all making P to P connections.
    When you have understanding of your customer base it allows you to have a higher level of relationship to serve at a deeper level.
    This P to P Connection is a multiplier effect.
    Evaluate what you're doing with your potential clients.
    “Seek first to understand, then to be understood.” ~ Stephen Covey
    Look at feedback from a learning perspective.



    Highlights:
    Particular Platforms for funding and support [02:54]
    Real life examples [04:26]
    My “Book End™” method [05:04]
    What do you need to create transformation [10:20]
    Your main job when you’re pre-selling something [13:53]
    How your creation can happen very quickly [20:32]
    How to avoid disconnection between your company and your customers [21:20]
    How to maintain personal connection [22:55]
    Things that business owners underestimate [28:14]
    Where this whole P to P method came from [33:27]



    Also, take a look at the episodes I mentioned to help you to come up with possible ideas for your offer🎙️ Listen Now:
    Episode 91 - Selling Once for Ongoing Monthly Recurring Revenue
    https://www.susanmcvea.com/s1ep91
    Episode 90 - Leverage Time Using Courses and Memberships to Increase Sales: https://www.susanmcvea.com/s1ep90



    Need consistent leads?
    Before you spend more hours on any social media platform, make sure you know how to generate consistent leads on demand. Don’t get trapped spending hours with little to show for your efforts or talking to tire kickers who have no intention to buy from you! In 5 days you’ll know exactly what you’re offering, who your best buyer is and what they are actually buying so you can create a never ending supply of leads.
    The best part? You can grab yours for a limited time only $7 instead of $97! 💥www.susanmcvea.com/consistentleads
    Sponsored by:
    Sales Mastery Society: Want to close $18K+ contracts just like my clients? Join my exclusive inner circle of ambitious, driven entrepreneurs wanting to master their sales, create more impact and help more people with their business. Learn more about my 4 step framework and repeatable sales system that helps you attract, convert and retain more clients over here. 👉🏼 www.salesmasterysociety.com
    Resources to Help You Master The Sales Game!
    They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊
     
    Selling to Her - grab my quick assessment to figure out how well you’re currently selling to women as well as how to get my help to close the gaps! Grab your copy now.
    6-Figure Blueprint -

    • 38 min
    How to Get Paid More Today and Generate Consistent Income with the Sales Game

    How to Get Paid More Today and Generate Consistent Income with the Sales Game

    The worst thing each month for a business is wondering how bills are going to get paid. And the bigger the business gets, the worse this can be. The good news is if you get a handle on this now, no matter where your business is, you’ll see what gaps you have and how to fill them. Creating consistent income doesn’t have to be difficult. But it is important for sustainable business success.
    There are simple strategies you can implement today so you’re not starting from scratch each month. This is critical so you’re not working harder than necessary and can focus your time and efforts on changing your clients lives!
    In today's episode I will share How to Get Paid More Today and Generate Consistent Income with the Sales Game. As a business owner, you likely want to be paid well for your skills and knowledge. After all, that's what expertise is all about, doing something with excellence. This works, even if you're brand new, never had clients before, or you’re an old hat, and have tons and tons of clients, but maybe not getting paid what you believe you should be getting paid. Let's dive in!
     
    Biggest Takeaways:
    If you're able to align your business model and take the right actions at the right time, the right results will happen.
    If you fail to plan, you plan to fail.
    The best way to plan is to make sure that you have some kind of framework.
    Once you've achieved a certain level of success in your business, it is much easier to then continue to grow to seven figures, just with a few subtle tweaks.
    Using the incorrect strategy for the wrong stage will get you in a lot of trouble.
    Stop being a generalist and start being a specialist.
    It really is about owning your expertise.
    You have a very specific type of skill set that’s uniquely suited to a certain subset of people. That's your niche.
    The more specialized you can go, the easier it will be for you to command top dollar prices.
     
    Highlights:
    The number one thing that clients often need help with [00:49]
    how to get help and support [02:51]
    Your number one job: common block #1 [07:19]
    Your number two and number three job: common block #2, 3 [11:02]
    Continued growth strategies and what’s required [13:49]
    1st Strategy to Get Paid More for Your Expertise [23:19]
    2nd Strategy to Get Paid More for Your Expertise [38:20]
    3rd Strategy to Get Paid More for Your Expertise [40:24]
    Quick review on the top three strategies. [47:11]
     
    🎙 Previously Episodes Mentioned on This Episode and Powerful Resource Episodes:
    Episode 10: Mastering The 7 Critical Steps Of Your Sales Process - Listen Now: https://www.susanmcvea.com/s1ep10 
    Episode 17 - Why Lead Generation Is A Sales Problem – Listen Now: https://www.susanmcvea.com/s1ep17
    Episode 81 - 5 Strategies to Get More Clients Even With A Tiny List Audience Or Following – Listen Now: https://www.susanmcvea.com/s1ep81
     
     
    Need consistent leads?
    Before you spend more hours on any social media platform, make sure you know how to generate consistent leads on demand. Don’t get trapped spending hours with little to show for your efforts or talking to tire kickers who have no intention to buy from you! In 5 days, you’ll know exactly what you’re offering, who your best buyer is and what they are actually buying so you can create a never-ending supply of leads.
    The best part? You can grab yours for a limited time for only $7 instead of $97! 💥www.susanmcvea.com/consistentleads
    Sponsored by:
    Sales Mastery Society: Want to close $2,000 - $800,000 contracts just like my clients? Join my exclusive inner circle of ambitious, driven entrepreneurs wanting to master their sales, create more impact and help more people with their business. Learn more about my 4-step framework and repeatable sales system that helps you attract, convert and retain more clients over here. 👉🏼 www.salesmasterysociety.com   
     
    Resources to Help You Master

    • 49 min
    The Secret to Create More Opportunity to Make Money and Conquer Paying Customers

    The Secret to Create More Opportunity to Make Money and Conquer Paying Customers

    The significant problems we face cannot be solved at the same level of thinking we were at when we created them. Whenever a problem arises, there is an opportunity to improve, to be a better person and professional, right?
    So then how do you turn problems into victories?
    How do you actually make sure that your sales funnel is converting your leads to paying customers? I keep seeing people struggling over and over again to get the right leads or to get those leads, converted into paying clients and everything in between. So today we're going to dive in with five specific things that I believe your funnels must have in order to consistently convert those leads into paying clients no matter where you are in your business journey.

    Biggest Takeaways:
    First lesson: problems are not going to go away.
    No matter how automated your process is, something may or may not always fire.
    Nobody fits into a linear box when solving problems.
    This is about being genuine and heartfelt and leading with a heart of service.
    Do not underestimate how far problems can go, but never underestimate your capability to solve them.
    The thing every customer really wants to hear, but is often overlooked by businesses.
    You need to be specific, otherwise nobody is going to know that you're actually speaking to them.
    The more targeted you are, the easier it will be for you to hit right on the nose exactly where your target needs to go.
    The more niched down you can be, the faster you're actually going to see traction and growth.
    Big pain equals big payments.
    When you confuse, you lose.
    Don't forget to ask.
    You need to give them the opportunity to actually do what you want them to do.
    You are your best case study or testimonial.
    Co-create with your clients and with the leads that are coming through your sales funnel.
     
    Highlights:
    The background or the context about this topic [00:54]
    1st step to solve problems: Understanding your area of weakness [04:21]
    A Practical Example – Understanding the whole scenario [10:22]
    What happens when things quickly go wrong [17:19]
    How we grow as business owners – The side parts of the universal goal in business [26:35]
    What your customer want from you when you face a problem – Things to make it different [31:05]
    What I want you to know [39:15]
    Understanding your Sales Funnel [40:04]
    How to handle objections [46:42]
    Join Sales Mastery Society [53:57]
     
    🎙 Previously Episodes Mentioned on This Episode and Powerful Resource Episodes:
    Episode 10: Mastering The 7 Critical Steps Of Your Sales Process - Listen Now: https://www.susanmcvea.com/s1ep10 
    Episode 17 - Why Lead Generation Is A Sales Problem – Listen Now: https://www.susanmcvea.com/s1ep17
    Episode 81 - 5 Strategies to Get More Clients Even With A Tiny List Audience Or Following – Listen Now: https://www.susanmcvea.com/s1ep81
     
     
    Want support from Susan?
    If you’re looking for customized strategies, solutions and business growth without sacrificing your sanity or your soul…apply to work with Susan inside her Accelerator program. Quantum leap your results, while being in complete alignment to who you are, the best business to achieve your wealth priorities and still enjoy your life. Go here to apply >> https://susan-mcvea.involve.me/accelerator-application



    Need consistent leads?
    Before you spend more hours on any social media platform, make sure you know how to generate consistent leads on demand. Don’t get trapped spending hours with little to show for your efforts or talking to tire kickers who have no intention to buy from you! In 5 days, you’ll know exactly what you’re offering, who your best buyer is and what they are actually buying so you can create a never-ending supply of leads.
    The best part? You can grab yours for a limited time for only $7 instead of $97! 💥www.susanmcvea.com/consistentleads
    Sponsored by:
    Sales Mastery Soci

    • 55 min
    How Empathy and Psychology Knowledge Will Help You Master the Sales Game.

    How Empathy and Psychology Knowledge Will Help You Master the Sales Game.

    How often are you spending hours on creating proposals that don’t end up closing into signed deals? Sending proposals when you haven’t properly sold your services is not what’s going to get your customers to buy. Making money, growing your customer base and creating value for your business and for the world doesn't have to be difficult or complicated. It can be easy if you have a process and
    The term “empathy” is used to describe a wide range of experiences. Emotion researchers generally define empathy as the ability to sense other people’s emotions, coupled with the ability to imagine what someone else might be thinking or feeling. In other words: The ability to share someone else's feelings or experiences by imagining what it would be like to be in that person's situation. One of the most important things in the process of mastering the sales game is to study empathy not only as a feeling, but also as a mindset on how to solve problems, understand demands and present a solid proposal that helps your customers have the best solution for their needs. In this episode you will learn the full meaning of empathy in the sales world and how to use it to leverage your sales and impact in the world. Are you ready? Let's dive in!
        
    Biggest Takeaways:
    If you're selling business to business, not all B2B sales require a proposal. If you want to get your proposals accepted, you need to follow their instructions. You do not do heavy lifting with a proposal. Do NOT use a proposal in order to avoid negotiations. You are the one that actually has to actively sell. Your proposal is a part of the sales process. Empathy is defined as the ability to share and understand the feelings of another. Empathy is related to our emotional quotient or emotional intelligence. When we are dealing with our potential customers, our leads or prospects, they often make decisions and buy based on emotional reasons or rationale. Human beings justify that emotional buy using logic. It's important that we use both the logical left brain and the creative right brain, or the more intuitive, emotional side of things. This is all about understanding, being able to use your brain to logically understand another person's perspective about what's happening from a situation. Empathic concern is really about the ability to sense to have an understanding, but really, it's about sensing. Empathy is not just about timing. Empathy is the basis for really solid communication. Every step of the process is really about re-engaging, reinvigorating and re igniting the fact that you're on the same page together with your prospective client.  
    Highlights:
    How you position yourself when you are having to sell using proposals [02:50] What to do if you're selling business to business [03:48] Why your proposals do not get accepted [04:36] 1st thing to do to Increase Your Close Ratio for Sales Proposals [05:12] 2nd thing to do to Increase Your Close Ratio for Sales Proposals [06:02] 3rd thing to do to Increase Your Close Ratio for Sales Proposals [06:25] A great place to make sure that you clarify expectations [08:29] Why you need to highlight your proposals [09:18] What is empathy [15:31] Three main types of empathy [15:49] Three different ways that we process emotional information [16:51] The whole point of having empathy [24:02] Things that allow you to create appropriate connections in your sales [25:21]


    🎙 Previously Episodes Mentioned on This Episode and Powerful Resource Episodes:
    Episode 10: Mastering The 7 Critical Steps Of Your Sales Process - Listen Now: https://www.susanmcvea.com/s1ep10  Episode 17 - Why Lead Generation Is A Sales Problem – Listen Now: https://www.susanmcvea.com/s1ep17 Episode 81 - 5 Strategies to Get More Clients Even With A Tiny List Audience Or Following – Listen Now: https://www.susanmcvea.com/s1ep81 Episode 146 - 4 Key Questions to Ask When Investing – Listen Now: https://www.susanmcvea.com/s1ep146 Episode 1

    • 32 min
    All You Need to Know About Leads

    All You Need to Know About Leads

    In today's episode, we’ll talk about the three different types of leads for your business and why it’s important that you don’t approach them in exactly the same way and understand the differences to see more strategies, more customers and more sales coming. This episode will be very specific and related to the generation of leads for your possible, probable and already customer.
    We also will dive deeper into how you can gain more customers if you use the right strategies to convert and create more customer loyalty. We’re identifying where you are in your own sales process and how your marketing efforts can help support you in growing and maximizing those opportunities so that you can get more clients and more sales. Let's dive in! 
        
    Biggest Takeaways:    
    Hot leads are usually the smallest percentage of your market. You're going to have about 3% of the total number of people that you are talking to about your products and services that are in this hot category Hot leads or hot deals are ones that are about to imminently close, that person is ready to buy Your customers are actively seeking for a solution that will solve the problem that they are struggling with. Just because people are not yet ready to buy, that's not a bad thing. Warm is better than cold because warm people have self-identified in some way. They have said "I'm interested". The sales game is a long game. Most of the time, your cold market is your biggest and broadest audience. Content marketing is a great way to start attracting them. The AIDA method: Awareness, interest, desire, and action. It is about moving people from cold to warm and then warm to hot The definition of a hot lead for our purposes today is somebody who is ready to buy or has made the purchase. You can't just all of a sudden decide to promote only when it's time to sell. People remember how you made them feel. You need to keep moving people forward and you still need to stay connected to those who are not yet ready to move forward. Just train your clients to take action, because the more that you can do that, the easier it becomes for them to actually take action when it comes time for them to buy. People tend to unconsciously select information that supports their views, but ignore those that contradict it.  
    Highlights:
    The Hot Leads - Understanding the Concept Behind It [01:29] Things to think about [03:03] Warm leads are people who now know about you [04:55] Warm is better than cold [05:55] How do you identify people who are in your warm market? [06:24] The cold leads [11:35] The whole sales funnel approach [15:41] Consistent Leads - A Mini Course to Improve Your Business Leads! [17:19] Cold leads in terms of your marketing efforts [18:42] Awareness, Interest, Desire, and Action - The A.I.D.A Method [19:20] It's really important for you to have a really in-depth knowledge about this [22:01] Thinking about marketing efforts focused on cold audience [22:57] Moving people from cold to warm [23:30] A.I.D.A. Method works across all the three categories [24:34] The Moments of Truth [25:53] The Key thing [28:09] The purpose of your content is about identifying people ready to move to the next step [29:23] How do you market your hot leads? [32:52] Remind them that they have made a good decision [37:07] How to do this without making things overly complicated? (even if you have a small team) [39:42] Sales Mastery Society - An Opportunity to grow your business and yourself as a entrepreneur [41:23]


    🎙 Previously Episodes Mentioned on This Episode and Powerful Resource Episodes:
    Episode 10: Mastering The 7 Critical Steps Of Your Sales Process - Listen Now: https://www.susanmcvea.com/s1ep10  Episode 17 - Why Lead Generation Is A Sales Problem – Listen Now: https://www.susanmcvea.com/s1ep17 Episode 81 - 5 Strategies to Get More Clients Even With A Tiny List Audience Or Following – Listen Now: https://www.susanmcvea.com/s1ep81 Episode 146 - 4 Key Ques

    • 42 min
    How to develop a Sales person Mindset

    How to develop a Sales person Mindset

    Have you ever thought about the difference between inauthentic sleazy sales and an authentic sale? Is it the process or product that we are selling? Is it how we negotiate? If you’re thinking, “I need to follow up with people. I'm really scared. I don't know the fine line that I need to walk between being persistent or being pushy too often…“
    In today's episode, we're going to break down the difference between these two states. Why one is so negative, and the other a much more positive state of being. That’s the one that I want you to focus on. Also,  I'm going to be sharing a story that helps explain the key foundation piece that I believe is essential for all authentic sales conversations and really all authentic sales. So, let's dive in!
        
    Biggest Takeaways:    
    Sales take time. It takes time to build a pipeline. It takes time to build relationships. When you achieve your goals, it is not just about the money and the outcome of that money or the dollar value. It’s really about that ripple effect that it creates with the people that you're here to serve. It allows you to be relentless in pursuit of that achievement. Instead of worrying about being pushy, think about how you can continually be persistent in the face of those obstacles and challenges. How you can be obstinate in continuance in a course of action in spite of difficulty or opposition. An aggressive selling method is the opposite of authenticity Apathy and being passive doesn't bring you the results you want. Do it with confidence and energy! We are all trying to sell something. Read “To Sell is Human” (Daniel Pink) You're making decisions all the time. And if you're not making them, somebody else is making them for you. If your product is something that your customer doesn't need, there is no point in selling it. Selling is serving, but it’s also more than that. Help your customers get what they need.



    Highlights:
    When do things become incongruent? [02:11] How perspectives can change over time. [03:13] We are all trying to sell something.[04:10] A story of what not to do. [04:48] What characterizes an authentic sale? [06:23] You have the skill and determination you need. [09:51] What persistence vs pushy really means [14:15] How you can create a win-win situation for both you and your potential customers. [18:25]  The thing that allows you to make offers not only from a money standpoint, but also from an opportunity standpoint [20:05]  How to be more persistent without being pushy [23:54]


    🎙 Previously Episodes Mentioned on This Episode and Powerful Resource Episodes:
    Episode 10: Mastering The 7 Critical Steps Of Your Sales Process - Listen Now: https://www.susanmcvea.com/s1ep10  Episode 17 - Why Lead Generation Is A Sales Problem – Listen Now: https://www.susanmcvea.com/s1ep17 Episode 81 - 5 Strategies to Get More Clients Even With A Tiny List Audience Or Following – Listen Now: https://www.susanmcvea.com/s1ep81 Episode 146 - 4 Key Questions to Ask When Investing – Listen Now: https://www.susanmcvea.com/s1ep146 Episode 147 - How to Handle Market Volatility – Listen Now: https://www.susanmcvea.com/s1ep147  
    🎙 Powerful Resource:
     
    How do the rich make money? - YouTube Video - Click here to watch!  
     
    Need consistent leads?
    Before you spend more hours on any social media platform, make sure you know how to generate consistent leads on demand. Don’t get trapped spending hours with little to show for your efforts or talking to tire kickers who have no intention to buy from you! In 5 days, you’ll know exactly what you’re offering, who your best buyer is and what they are actually buying so you can create a never-ending supply of leads.
    The best part? You can grab yours for a limited time for only $7 instead of $97! 💥www.susanmcvea.com/consistentleads
    Sponsored by:
    Sales Mastery Society: Want to close $2,000 - $800,000 contracts just like my clients? Join my exclusive

    • 27 min

Customer Reviews

5.0 out of 5
8 Ratings

8 Ratings

Slimlady78 ,

I ♥️ This Podcast!

I’ll be the first to admit, I’m not a fan of the word “sales”. However, I know it’s required in my business.

And then I found Susan’s podcast. She makes me want to embrace sales as service to my audience.

If you’re looking for a podcast to help you ramp up sales (minus the slimy feeling), check out Master The Sales Game Podcast!

Coach Leslie Seidel ,

A must listen!

I had the honor of working with Susan 1:1 and this podcast she is giving all of her heart and YEARS of sales experience. She teaches how to sell with authenticity and heart all the while making it easy. Great podcast!

mimisslastar ,

Sales like it’s supposed to be: easy, natural and fun!

Sales from an introvert’s perspective? Yes please!
Susan is presenting sales as a business activity that’s necessary yet fun when you actually know what you’re doing.
A perfect mix of mindset shift and hands-on strategies that can help female entrepreneurs master the sales game!

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