Master the Sales Game Susan McVea

Price isn't the main reason why you keep hearing “I can't afford it.”. In this episode, we dive deep into this topic and talk about how to handle pricing objections with ease. If you have been selling your services, your products, your programs as a high expertise coach, consultant, you may have come across this very, very popular objection, which is “I can't afford it.”.
Perhaps you have even decided to go ahead and discount and lower your prices and give people special offers deals. And yet, guess what, you're still hearing. “I can't afford it.” Today, I'm going to break down for you exactly why pricing objections happen, what you actually need to be focusing on instead. Plus strategies that will help you to get over this, especially if this is an area that you have been struggling with.
 
Biggest Takeaways:
Pricing objections are not always real. We WILL find the money for the things that are the most valuable to us. The things that are the most important and the things that we prioritize.Your customer or your potential customer is thinking, “Is it worth it?”, “Can I do it?”, “Do I want to move forward?”, “Is this the right time?”. All of these thoughts and doubts are creeping up and it's being manifested in these words of “I can't afford it.”.It's a matter of figuring out how you can be resourceful, how can they be resourceful and coming to a place where the investment makes sense for both of you.When you come from that place of knowing what you deliver is top notch quality such that it is way more valuable than what you're asking people to invest with you, that is pretty magnetic. 
Quotables:
Their desire for your offer needs to be far greater than any fear, doubts, confusion that they're holding onto that is allowing them to stay where they currently are. [Tweet This]You have within your control a lot of different levers and mechanisms, strategies to help you overcome pricing objections. [Tweet This]Be confident that the value you're giving is equal to or more than the price that you are charging and the investment that you're asking for comes from that place of service. [Tweet This]Pricing objections are not always real. We WILL find the money for the things that are the most valuable to us. The things that are the most important and the things that we prioritize. [Tweet This]When you come from that place of knowing what you deliver is top notch quality such that it is way more valuable than what you're asking people to invest with you, that is pretty magnetic. [Tweet This] 
Highlights:
Why pricing objections are not always real [01:50]What you are selling is an opportunity [04:17]What to do when pricing objections come up and how to identify if it is really about the money or something else [05:11]How to validate their concerns [07:44]How to walk them through the resistance and find out if your offer is a fit for them [11:58]If you are still stuck, this may be the ONE last thing that may be triggering pricing objections [14:13] 
Bonus Resource:
Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.
 
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I wanted to share more about my story and how I want to be able to help serve you as you’re going to come along with me on this journey for the content that I have planned and the incredible guests who I am able to bring on this show for you as well. 
I never intended to have a career in sales. In fact, I always ran away from sales jobs for as long as I can possibly remember. I'm not a stranger to sales. I'm not a stranger to business and I'm not a stranger to entrepreneurship. In fact, my parents have been entrepreneurs ever since I was, I think ever since I was born. I don't remember anything else other than kind of growing up beside them as they ran their brick and mortar store. However, I found myself going from over 600 million in corporate sales to a 6-figure business.
 
Biggest Takeaways:
How I went from being a huge introvert who is also definitely shy of public speaking and doing everything related to crowds to ending up in a sales role.I've had a marriage and two kids and the white picket fence. Yes, I even had that and from the outside, everything looked perfect. What was happening on the inside though was very, very different. I was a victim of my own success.My breakdown lead to my breakthrough. This gave me the opportunity to share all of these big corporate strategies with small business owners, entrepreneurs, experts like you, and show you the exact behind-the-curtain steps that I have taken so many people through to create success in sales and allow you to master the sales game. 
Quotables:
Your breakdown will lead to your breakthrough. [Tweet This]Once you know the rules of selling, it really just is one big game and it's a matter of practicing and implementing and executing. [Tweet This] 
Highlights:
I never intended to have a career in sales and ran away from sales jobs for as long as I can possibly remember [01:02]I decided to embark on my own and try and do something that would allow me to live a life of freedom [02:44]I wasn’t good at the selling part. So I watched an informal mentor of mine till I was able to create and master a sales process that worked for me [03:34]How my breakdown lead to my breakthrough [04:46] 
Bonus Resource:
5 Steps To Growing Your Abundant Sales Mindset - How to connect authentically with your audience so you can finally sell with more ease and less sleaze. Grab your free copy now.
 
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Introverts can sell just as well, if not better than extroverts. After having worked with hundreds if not thousands and thousands of sales professionals back in corporate, what I know to be true is that regardless of your background, experience, age, ethnicity, gender, it really doesn't matter. Introverts have just as much capacity to be able to sell extremely well as extroverts do, if not better. 
Too often what we think of is that extroverts, the ones who have the big personality, who just seem to have that charismatic nature that draws people to them.
Introverts can do extremely well in a sales career, in selling in their business and making those sales, especially premium programs or services, is because of their ability to be able to connect in a very unique way.
 
Biggest Takeaways:
Contrary to popular belief, introverts have just as much capacity to be able to sell extremely well as extroverts do.You hanging in the background during a networking event, observing, listening and figuring who's going to be the best person for you to connect with, is the exact same strategy that you can apply to selling in your business.You can structure your business model and set up in a way that allows you to actually shine in your personality as an introvert.In selling, your job is to lead the conversation using high quality questions and responding appropriately. This takes a lot of active listening and this is a skill that introverts excel in because of the nature of our personalities. 
Quotables:
Your ability to connect deeply actually works in your benefit, especially if you're working one-on-one with your clients. [Tweet This]Sales is an activity of listening. Your job is to lead the conversation using high quality questions, actively listening and responding appropriately. [Tweet This]Even if you are an introvert, you have the ability to sell. Sales is a skill that anyone can learn. [Tweet This]You hanging in the background during a networking event, observing, listening and figuring who's going to be the best person for you to connect with, is the exact same strategy that you can apply to selling in your business. [Tweet This]You can structure your business model and set up in a way that allows you to actually shine in your personality as an introvert. [Tweet This] 
Highlights:
Why introverts can do extremely well in sales [01:25]Why your hanging out in the background at networking events is the exact strategy you can apply to selling in your business [02:16]How my client, who is both introverted and shy, figured out a way to sell that worked extremely well for her [05:17]The TWO critical pieces you need to manage your energy when selling [09:41]Why sales is really an activity of active listening and how this works really well for you as an introvert [12:45] 
Bonus Resource:
5 Steps To Growing Your Abundant Sales Mindset - How to connect authentically with your audience so you can finally sell with more ease and less sleaze. Grab your free copy now.
 
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I created six-figures in six months, going from the zero list zero audience, zero connections, literally zero everything. In this episode, I'm going to dive into the details of the exact steps I took initially to start my online business, even though I had no Facebook profile before April 2016. I had no plan or intention to actually achieve this milestone. In fact, I was perfectly happy in my corporate career until the point where I could no longer physically do the job and had a breakdown. Here’s how I did it.
 
Biggest Takeaways:
If you are struggling with clarity, you may be overlooking something that's right there in front of you.Start by creating content talking about the specific pain points around the problem that you solve for your audience.If you spend time, you may find more results, but that's not always the case and it's really about creating those connections. Now from there, so you're engaging these conversations, you're commenting, you're helping, you're answering questions that are in your wheelhouse.My calendar blew up I was giving so much value, not only through the posts that I had already built up credibility and expertise in the other communities, but in asking people what they wanted and asking people how I could help serve them. And then delivering upon that with the trainings that I was creating inside my own Facebook community. As a result, people felt heard and validated, understood. And more importantly, they felt connected to me.It only took me 20 and a half years to get to six-figures because everything that I learned through my career enabled me to take those shortcuts when I finally put it into practice in my business. 
Quotables:
The better you can get at getting clear on who you help and what you do for them, the easier the rest of it comes along and the more that you can get into flow. [Tweet This]Take the time to engage in conversations and be helpful. Serve people and help them, then building your business is the byproduct of the way that you are serving. [Tweet This]You can build a business generating four, five, even six-figures by keeping things extremely simple. [Tweet This]Start by creating content talking about the specific pain points around the problem that you solve for your audience. [Tweet This]If you spend time, you may find more results, but that's not always the case and it's really about creating those connections. Now from there, so you're engaging these conversations, you're commenting, you're helping, you're answering questions that are in your wheelhouse. [Tweet This] 
Highlights:
How I started my business by accident, with ZERO social media presence [01:46]What to do when you are struggling with getting clarity in your business [04:13]Organic marketing strategies I used to grow my business in the beginning [06:54]How I grew my Facebook community and booked out my calendar [08:50]Why I set up virtual coffee dates to connect one-on-one with the people in my community and how to do it in a non-sleazy way [15:27] 
Bonus Resource:
6-Figure Blueprint: Finally Say “I’m Fully Booked” - With this mind map, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Grab your free copy now.
 
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After helping other sales professionals sell over 600 million through my sales career, I’ve learnt that it's very different selling products and services for somebody else on behalf of another person or another company, another brand versus having to sell yourself. If you are somebody who is struggling to sell in your business, perhaps it’s because you're serving, serving, serving and you don't know how to transition that into selling. Serving is selling. On this episode, I’ll teach you how to articulate and understand when to shift that dynamic from giving something for free into giving your audience an opportunity to work with you and, most importantly, pay you.
 
Biggest Takeaways:
Selling requires money. The transformation is in the transaction. And without a transaction there really isn't a transformation.When you have paid for something, it means that you have put your money where your mouth is. The money you spent have been put towards something that is meaningful to you. And when something is meaningful, you are much more likely to pay attention to it.If you are currently serving somebody and you are not giving them an opportunity to work with you, you are being completely selfish.Allow people to have the full ability to choose whether or not they want to partake of the full depth of your gift.In order to sell with ease, you need to have very clear boundaries. You need to have very clear ideas of where you are willing to do things and where you aren’t. 
Quotables:
There is one constant and that one constant is that serving others is always the golden ticket. [Tweet This]Selling requires money and the transformation is in the transaction. [Tweet This]Serving is selling. By selling you are ultimately creating better results, not only for yourself, but also your customers. [Tweet This]In order to sell with ease, you need to have very clear boundaries. You need to have very clear ideas of where you are willing to do things and where you aren’t. [Tweet This]When you have paid for something, it means that you have put your money where your mouth is. The money you spent have been put towards something that is meaningful to you. And when something is meaningful, you are much more likely to pay attention to it. [Tweet This] 
Highlights:
The one constant in sales is that serving others is always the GOLDEN TICKET [01:25]Why it feels awkward to transition from giving something for free into giving your audience an opportunity to pay you, and what to do about it [02:26]Changing your mindset around money conversations and why we become more committed when we have invested our money into the game [03:15]Why you are doing a disservice to your audience when you keep giving your stuff away for free without selling [05:16]How to set clear boundaries so you can sell with ease [06:03]An exercise to get clear on what you would be willing to do for free and what do you want to do that requires you to get paid for [06:44]How to seamlessly transition from serving into selling without feeling awkward [08:49]How to come up with a price point that feels good to you [09:46]Transaction = commitment [12:00] 
Bonus Resource:
5 Steps To Growing Your Abundant Sales Mindset - How to connect authentically with your audience so you can finally sell with more ease and less sleaze. Grab your free copy now.
 
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Have you ever been on a sales call, a sales conversation, in a sales meeting or presentation and you hear the dreaded, I can't afford it? Or even worse, they ask you up front for any discounts, price reductions, ways that they could get your services for cheaper. In this episode, we're going to be diving in deep around discounts and why I don't believe that you need to discount your prices or your services or programs or products in order to be able to get the deal. And what you can do instead so that you can sell with ease.
 
Biggest Takeaways:
The number one issue that you're facing if you find yourself giving lots of discounts in your business today, is that you have a positioning problem, NOT a pricing problem.You need to find customers and potential customers that have an urgent need where your service provides the exact solution that they're looking for right now.That magic combination of your own confidence, the value in what it is that you deliver, as well as the perfect prospect who understands what it is that you're providing to them and is willing to pay. When you have that magical trio, you are able to sell confidently and easily and hear those yeses consistently without having to discount is a very real factor of the sales process. 
Quotables:
When people are asking for discounts, you have a positioning problem, not a pricing problem. [Tweet This]Find customers and potential customers that have an urgent need where your service provides the exact solution that they're looking for RIGHT NOW. [Tweet This]You need to be able to engage as the leader in the conversation to be able to say, here's what it looks like to work with me and to exert your expertise right from the get go.  [Tweet This] 
Highlights:
Why you do not want to position yourself as the discount service provider [01:38]The problem you have is NOT a pricing problem. There is nothing wrong with your price! [02:50]How to position yourself as a high-level expert with the right price to match [04:32]How to get clear on the value you provide and get people to buy at all costs [05:35]How to identify your client’s TOP NEED [06:41]What to do when others are challenging you on your price [12:13]Stepping up and showing your sales leadership [12:58] 
Bonus Resource:
Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.
 
Send me your burning questions:
Send me your questions and I will profile you here on an upcoming show.
 
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