Welcome to Daily Confidence for Entrepreneurs Show Episode 35.
In this episode, join my friend Christine Schlonski and me, talk about How to Sell with Ease, Grace and Confidence while being Authentic.
Listen to the podcast here:
KEY POINTS:
How do you overcome fear in Sales?
What is Sales and why do we need it?
Why do people don’t like to sell?
How to become Confident at Sales?
What are the top Myths about Sales?
How to deal with Clients?
SHOW HIGHLIGHTS:
6:49 – The better I became, the more often I took the phone and called someone, the easier it became.
7:29 – Sales basically is love. I think everybody can learn how to sell while feeling amazing doing so and being authentic.
13:59 – It becomes unethical if you start practicing unethical behavior and unethical ways to sell.
20:14 – Practice having good conversations.
24:13 – Master the Art of Selling.
TRANSCRIPTS:
Mostafa Hosseini 0:01
Welcome to Daily Confidence for Entrepreneurs. My name is Mostafa Hosseini. I’m your host for the show. At Daily Confidence, we share strategies and actionable advice that you could use while running your business to boost your confidence daily. Today, I have an amazing guest. My guest is Christine Schlonski. Welcome, Christine.
Christine Schlonski 0:25
Thank you so much. I’m so excited to have this conversation with you.
Mostafa Hosseini 0:29
Great to have you with us. I’m going to do the intro and I’m going to properly introduce Christine. We’re going to dive into a very interesting topic which is how to sell with ease, grace, and confidence while being authentic.
I know a lot of entrepreneurs and business owners have an issue with selling. They don’t like to sell. They don’t like to be seen as salesy or they don’t like to be perceived as salesy. We’re going to talk about how to sell through her program and what she does is called Heart Sells! correct Christine?
Christine Schlonski 1:05
Yes, Heart Sells!
Mostafa Hosseini 1:07
Absolutely. We’re going to dive more into that. So a proper introduction. Let me pull up my introduction.
Christine Shlonski is a multi-talented leader in the field of sales, mindset, motivation, and strategies. She is the founder of Heart Sells! Academy, creator of Heart Sells! Members community, and host of the Heart Sells! Podcast. Christine works with heart-centered, ambitious entrepreneurs who love what they do but do not feel comfortable selling their services, and podcasts. She shows them how to sell with ease, grace, and confidence while being authentic, and feeling great while doing it. Welcome, Christine.
Christine Schlonski 1:48
Thank you so so much.
Mostafa Hosseini 1:50
You are in Europe, correct?
Christine Schlonski 1:53
Yes in Germany.
Mostafa Hosseini 1:55
Nice. What time is it there right now?
Christine Schlonski 1:57
It’s 10:30.
Mostafa Hosseini 2:00
All right. Almost bedtime?
Christine Schlonski 2:04
Yes, bedtime.
Mostafa Hosseini 2:05
Christine, without further ado, what is your story?
Christine Schlonski 2:14
Well, it’s probably a story that many people share, maybe especially women, like being a good girl, go to school, get good grades, study something then you can get a good job and at a later point, you can start to enjoy life. I followed that path and found out that it was not that fulfilling. Then I was looking for different ways to change that.
I really wanted to move to Berlin and the way I did it was, I applied to companies that I thought I’m going to be happy working at and some didn’t have a job offer. One day, somebody called me back and said, I have an offer for you but it’s in sales.
I was like no way, I would never, ever sell something to someone. So I had all the fears that I now help people to overcome. The person was a really good salesperson. It was the number one company that I wanted to work in so I said yes and I learned how to sell.
When I later combined it with coaching, I could understand the human side and the sales side by putting that together. By connecting your head with your heart, Heart Sells! was born without me knowing that it was already born.
It really helped with my sales numbers and I had a very successful career in corporate, selling millions for the company, becoming the Sales Director myself at a later point in the company. Then I was looking for more freedom and choice. The only path that I saw was becoming an entrepreneur so I left my six-figure job and decided to be my own boss.
Today I help coaches, healers, creatives, consultants, experts, authors, to really start loving sales and to do it authentically without the slime and sleaze and really have a good time, have fun conversations instead of sales conversations, and convert happy customers.
Mostafa Hosseini 4:38
I like the fact that you said loving sales because a lot of people hate to sell. We’ll get to that. What was it for you?
What was the process like for you?
When you went from fear to liking and eventually loving what you do?
Christine Schlonski 4:55
It was a very interesting process. The fear I overcame because my desire to move to Berlin to work there was so big that I thought, I’m just going do what they tell me. If they say that’s going to work out, then I want to believe this, and it did work out. The better I became, the more often I took the phone and called someone, the easier it became. It was never to the point where I felt confident and amazing.
It was only when I started to look for more fulfillment and became a coach where I was able to combine the more human side to the hard-selling, and to be more natural in the conversations. That became easier because I found out that at the other end of that phone line, there was a human so I could just be me. Either they liked me or they didn’t but I had so much better conversations.
Mostafa Hosseini 6:08
Why do you think people hate to sell?
Christine Schlonski 6:14
I think there is this idea implemented in us, that you have to be manipulative, pushy, tell people where to sign up and all these movies that help with the idea that selling is not a great thing to do at the end of the day.
If you look at Wolf of Wall Street or Boiler Room or Glen Ross, these typical sales movies have heart-centered people who want to do something good. When they watch that stuff, they feel awful.
Then we have all made a bad experience in our life at some point, we have been sold to and it didn’t feel good and maybe we regretted that we bought something or maybe we wanted to get our money back and it didn’t work, depending on how important that decision was, what kind of impact that made. We could have been in a situation that was uncomfortable or even threatening.
Mostafa Hosseini 7:19
Very interesting. Can I share my two cents on that? I think people hate to sell because we’re all salespeople. Not selling for dollars, but we’re all in the business of persuasion and convincing each other to do things. Whether we’re convincing someone to go on a date, or to marry, or to tag along and go do something fun together.
I think that’s part of why people hate to sell because they’re all salespeople. Here’s my philosophy on that. The more the people that hate sales the most are the biggest salespeople. Okay, I am not necessarily exchanging dollars and cents, but they’re the biggest persuaders and they want everything their way. That’s probably why they hate either selling or hate being sold to. So that’s what I understand from psychology.
Christine Schlonski 8:13
I totally agree. It’s so interesting. As soon as we take the dollar amount away, people have less of a challenge but as soon as you put a price tag on it, then it becomes weird somehow like the energy changes.
Mostafa Hosseini 8:30
The energy is like let’s do an exchange for money and they’re like whoa! That’s below me or that’s above me or I don’t like to do that, which is interesting. Let me ask you a fundamental question.
What are Sales?
Why do we need them?
Christine Schlonski 8:49
Well, I believe that sales is love. I believe that every person has a very special gift that if they are an entrepreneur, they want to bring something into the world. If they are an employee, they have hopefully a job they enjoy where they want to have meaning and where they want to have some kind of impact in the world.
The funny thing is, you just talked about dating and marriage. The only thing you can divide that grows is love. The more we can share our gifts with the world and the world with other people because they will buy from us, the more we can make and the more love we will share.
At the end of the day, when we look at sales, sales basically is love. And I think everybody can learn how to sell while feeling amazing doing so and being authentic.
Business is sales so if you don't sell, you don't have a business, you have a hobby. Sales are the lifeblood of the business.
Mostafa Hosseini 9:53
Absolutely. I love that.
What is the relationship between Sales and Business?
Here’s why I asked that question. A lot of people that want to start a business, don’t think about the sales aspect.
What is your definition of the relationship between Sales and Business?
Christine Schlonski 10:23
Business is sales so if you don’t sell, you don’t have a business, you have a hobby. It’s pretty simple, sales are the lifeblood of a business. Sales are the backbone of the business. They are vehicles, but you have an impact because we also know that if we give all our things away for free, people will not value them.
I would do a workshop for free, while people probably would show up because they’re curious, but they would probably not implement in a way as they bought when they paid to enter that space, so sales are everything.
If you know how to sell, you will always be in a good position because if something goes wrong, people always need good salespeople. So if you’re a good salesperson, you probably have ideas on how you can implement them for yourself and be your own boss. Sales are the most important skill to master. Everything else comes after.
Mostafa Hosseini 11:27
I think some people start a business and after a while, they realize they need to sell. They’re like, “Oh, no.” I don’t like to do that. That’s part of why a lot of businesses fail. The business owner and the entrepreneurs don’t like to sell or don’t know how to sell or they’re not good salespeople. Then they don’t make it, I guess.
Christine Schlonski 11:50
No, they don’t unfortunately and that’s so sad. When you think about it, the excitement you start your own entrepreneurial journey with, the idea you have, the gift you want to give, the freedom you want to gain, the possibilities you want to have for your family, for yourself, for your clients, it goes all into frustration, anger, and sadness, because you did not master that skill.
I have seen that over and over again, and my clients do suffer from it. They are one step further, they recognize they can’t sell what they don’t like to sell and they understand they need to change this but it’s so important. It’s so sad to see people going back to a job they hate, wasting their precious lifetime.
Mostafa Hosseini 12:45
What are some of the myths around Sales?
What are some thoughts or ideas people have around Sales that are actually not true?
Christine Schlonski 12:55
Well, most people think that selling is kind of something bad you have to do to a person like if you can’t be pushy, or if you cannot, execute on techniques to make a sale, then you’re not selling. I don’t believe it’s true because I realized, the more I became me in the process, the more authentic I was. The more I enjoyed the process, the better I became, and the more money I made.
That led to having the choice of having freedom at the end of the day so I think it’s a myth to see sales as something unethical. I think if you have a gift, and if you want to be an entrepreneur or a small business owner, or a coach, you just put your thing in there, you have the obligation to learn how to sell because that’s the way you will serve at the end of the day.
Mostafa Hosseini 13:59
I think it becomes unethical if you start practicing unethical behavior and unethical ways to sell. But if you’re selling something good, if you are selling something that people actually need, then there is nothing wrong with that. I mean, somebody has a need for what I offer, they’re willing to pay for it. We have an exchange for the services that I offer for money or for whoever else would do it. What’s wrong with that? It’s just an exchange there right?
Christine Schlonski 14:36
Often, people forget that the emotion of not feeling good when selling is pretty big so they don’t even go there. I see a lot of people that totally undercharge and over deliver, which is not healthy either but at the end of the day, they end up frustrated because the client will take his pay. It’s an energy exchange they will ask to get that promised thing delivered so you give and give then you feel I’m not well compensated.
They just take and take. Then you start getting frustrated with your client who just took you up on the offer. If you do an offer in a way that’s aligned that you want to make then it’s at a price point you would love to have and obviously shows the value so you definitely need to raise your prices.
Mostafa Hosseini 15:34
You got it.
What is the best way to find my way of selling?
Just talking about authenticity when it comes to sales like you talked about the moment you became yourself and you started being yourself, it was a lot easier and it worked a lot.
What is the best way to approach and find that?
Christine Schlonski 15:57
That’s such a great question and I’ve never been asked that. I’m going to give you an example. When I started Cold Calling, I saw a high ticket. I mean one of the objections was whether I can get a really good higher-end, middle-class car or like a lower lower-end, high-class car for that price.
What do you offer for a weekend? So, come to the event and meet all these high-level people and that’s what you pay. My perception was, this is so much money.
For me, it was huge, and I did not understand that for the business, they could potentially make hundreds of 1000s of Euros or even millions if they would take that opportunity. I thought I had to be a certain way. You have to be dressed in a certain way, you have to behave in a certain way.
For several months, I would not allow myself to laugh at the client, to have some fun, to have some small talk. I would go right into the pitch and do the business thing. There was no fun in the conversation at all because I was so focused on that high money amount that I thought I had to be super professional like sharing private information of some kind over time.
I could see successful colleagues. They were having fun on the phone and it was just a different world. Over time I could slip into that kind of conversation. I’ll put it on my agenda.
This week I wanted to have at least one laugh with a client on the phone and it didn’t feel natural at all but when I understood, the more I practiced, the more I opened up just how I would talk with a colleague or a friend, the easier it became.
My perception of how I would have to be asking for that kind of money and who I was just didn’t fit. I didn’t see myself at this high level of success. They were CEOs, managing directors, owners of bigger companies, who was I? I just started that sales job so when you allow yourself to not judge and just to be a human being, life is much easier. The rest is just the title.
Also, these people get up in the morning. They might not have the best day. They might have a bad hair day, have something out there. Just humans like you and I are so caught up in how you have to be who you are. Whoever loves it they will be drawn to you. They can’t wait to buy from you because they just love what they experience.
When you try to be someone you are not, there’s always this feeling around it. People can just sense it, smell it like something is off of that person and you are doing all the hard work. You put all the effort in to portray something because you think you have to be this person. When you let go, a weight goes off your shoulders.
I just want to invite people to be totally themselves and not to fear anything. The worst thing is the client says no, so what? You might not have been my client, anyway.
Mostafa Hosseini 19:54
How did you lose your Fear of Cold Calling?
From a shy girl who does not like sales. I mean, cold calling is like the highest, most feared action in sales. Right?
Christine Schlonski 20:14
I wouldn’t say I was shy, because I was pretty confident as I had ideas of what I didn’t want but I wasn’t as clear as I am now in my life, that’s for sure. But I believed it was my boss who told me you can learn this. Then I saw other people doing it and being successful.
In the beginning, I just pushed myself, and I’m pretty ambitious. If I decide I want to do something, then I want to do it. I just worked hard and I learned. Then I practiced having good conversations.
All of a sudden, you think that it wasn’t too bad. If I have another person like this, that could be fun. They just spent like 30 minutes with me on the phone or 45 right out of their day as a CEO so I must have done a pretty good job. Otherwise, they would have hung up after a minute.
You practice. I always found that what if I didn’t have a good day because the fear crept back in, or I didn’t feel like I do want to call on anybody, I just have a little game like saying, “Okay, I’m going to call 10 people no matter what, and then I’m going to get myself a fresh hot coffee. Then maybe the fifth call is an amazing conversation.”
From that moment onwards, you keep calling as that fear is gone because you just have proof of concept. This could be fun so when a person that’s interested can extend your offer, that can be as simple as that.
Mostafa Hosseini 22:05
So I guess you go forward for the no’s until you get a yes and you just build up on that.
Christine Schlonski 22:12
There’s definitely a really, really great book, Go for No, by Andrea Waltz and Richard Fenton. It’s a small book, beautiful story. I actually interviewed her a while ago, and somebody then called me and pitched me to be home. Michelle said, “Well, I have a summer of 1000 nos”.
So he put the whole month of August, I believe it was because he wanted to collect 1000 times the word No, for his offers in one month. I believe it was a month, maybe it was two. It was a rather short period of time, just the salt water cause it’s a lot of calls, what he calls and also he I think he said some emails.
But it was fascinating, because you know, we had the conversation when he had just started and then we had the conversation when he had finished his project. He gained so much more business just by, you know, kind of challenging the fear of getting a no, that. Yeah, he had his best business summer ever.
You are very special, just realize that.
Mostafa Hosseini 23:25
Very nice. Interesting. I mean as soon as you get past the no’s, and they don’t really mean much to you. It was a No, no, yes. Isn’t that easy? It’s not like changing our world. It’s not changing my lifestyle. Someone said No, okay, they’re not interested, I’ll keep going until I get a yes. I find someone that actually is interested in my products.
So for those of you who are watching or listening, my guest is Christine Schlonski. She’s a sales master. We’re talking about how to sell with ease, grace and confidence while being authentic.
What does it take for a business owner to become Confident with Sales?
Christine Schlonski 24:13
Yeah, such a great question. I think you become confident when you practice when you put in a lot of effort to really master this game, the art of selling because you will get in the way of all your no’s, you will collect so many positive experiences that you did not expect that this builds up your confidence, right I did about?
So I was on the job for 12 years, a little bit over 12 years. And I approximately did about over 80,000 cold calls. Wow. Right? So that’s a number right? Every day you just if you break it down, it’s like 25 calls a day or something. So it’s not that much because if you would take a realistic number, it’s like, really.
So if you practice if you keep going, if you have a goal, and if you have a purpose, right? This is if you are a coach and you call someone and you know exactly, they need your support, and if they don’t need it, you know, they will run in circles or this thing will happen.
This will influence not just them, but their families, their friends, like it’s always this ripple effect, that if we do not give that special gift we have like if you must have a don’t support your tribe, like why would they be completely planners, no clarity stack? So they need what you have. So if you would not sell? Like that would be awful, wouldn’t it?
So yeah, really getting confident with every step of the way. And then if you have a day where you feel like you rather sit at home in front of a fireplace with a hot chocolate, and don’t talk to anyone, well, you have two choices, like take the day off. Or remember all your amazing clients and how they came to you who will call and then think again and make a new decision.
Mostafa Hosseini 26:26
Absolutely, I think having that responsibility, or holding yourself responsible to serve people, and go out there and go out of your way. Despite the toughness and the roughness of this entrepreneurial path, where you will face with a lot of no’s, some yeses.
If you can make peace with that, you can run a business. Or if you’re willing to make peace with that you can run a business. But if you’re not, you’re gonna have a very hard time running your business.
So what would you say for someone that is just getting started?
They are they who cannot see themselves that they can do it. They don’t have enough experience. But they have that fear of Oh my god, what’s gonna happen if I call this person?
Christine Schlonski 27:17
Well just think about all the amazing ways that you can support that person, if it’s the right person, right? Hopefully, you did some research, and you didn’t just call or start to call random people. So we get really, really clear on what you will do for them, and put yourself in their shoes. Right?
If I’m in the desert, and I’m thirsty, and you come along, and you offer me a bottle of water, I will be so happy that you are there. Right. So really think about it, you might support a person that has never, ever talked about that challenge, that might be stuck for a long time, and they don’t know where to go or what to do.
Even if you’re new in the business, you believe in your gifts, you know what you can do, you feel it. So my invitation is just don’t approach the call because I have to sell something, just approach it.
I’m going to share with that person what I’m up to in my business, I’m just going to have the conversation. If it’s a fit, then I’m making an invitation. So they can buy something. If it’s not a fit, hey, I learned a little bit about that person. I might be able to send them to someone else, or to give them a great tip that will change a part of their life.
So if you approach it from the service, or the service based, so much easier that many go, I have to sell like this person, I hope this person buys from me, I hope they say yes, don’t go for the hope. Right? Just, you are amazing. And then just do what you have to do to help others.
Mostafa Hosseini 29:07
I love the fact that what you did, where you describe, look, we’re out there to help. I’m just reaching out to see if this is something you would like. We’re not trying any sleazy sales techniques or, you know, getting pushy and trying to manipulate people. Not all that stuff. Just reach out.
I have this to offer. Are you interested? yes, no, or tell me more, you tell them more. Okay. And then once you tell them more, you ask them does this interest you? Can I continue and you just, you know with their permission, and then you just keep going.
What are some of the Top Mistakes that people make around Sales.
Christine Schlonski 29:49
I think they center themselves. They stay with the fear instead of coming from the place of service and just being with the other person and they don’t listen. So anxious that they keep talking, right? They just don’t and they’re there to get quiet. It’s like, well, I’ll do this and this and this and this. And they don’t listen, they don’t give the other person the space.
So don’t worry on what you’re going to answer next. Don’t worry what the next question of that person is going to be? Just open the space. If you don’t have an answer, be okay with it. You can say, Well, I’m sorry, I don’t have an answer for that. But let me find out. Right.
Don’t stress yourself, it’s just a conversation. So hold the space. Be at ease with the situation. Just connect, and you will know how you can serve that person, or if you can serve that person. Then you just take them along and show them how they can work with you.
Mostafa Hosseini 30:59
Absolutely. Gang, for those of you who are watching or listening, if you have any questions or comments about what we talked about, feel free to comment on our podcast, you know, leave a review or ask a question. And we’ll make sure to get back to you. If you’re watching this live, make a comment. As you’re watching, and we’ll make sure we answer your questions as we’re going through now. Tell me about your target audience.
Who do you serve?
How do you serve them?
Christine Schlonski 31:29
So I serve heart-centered, ambitious entrepreneurs, who really love what they do, right? They are super excited about what they do, not their job, but the things they bring out into the world. They know it has an impact on other people. I really help them to step into that confidence to sell with ease, and grace to be authentic in the process.
Also to ask their price, right, because so many, as I said earlier, they totally undersell and over deliver. So I work with people a lot on the mindset. So they can let go of fear. They can step into their power zone where they are authentic, where they start to enjoy the conversations. And where they also can ask a price that reflects the value they are giving to the market.
Mostafa Hosseini 32:27
That’s another big problem. They set the price because a lot of people undersell and undervalue what they deliver. So how do you help these people?
Christine Schlonski 32:42
So how do I help them? Well, I have a podcast where I inspire people. So that’s like the easy peasy way. It’s called Heart Sells!.
Then I do workshops. One is a Heart Sells! Magic, where I take people through my P.O.W.E.R Formula. So it’s a five step formula, where they can let go of fear and get excited about sales and do the first steps in the right direction.
I have a Group Coaching Program, and I work with people one on one.
And for like, a little bit more generic, I have a Membership Community where we get together like a global community. It’s to empower people to give them accountability, networking opportunities, and so on and so forth.
Mostafa Hosseini 33:42
Love it, I understand that you have a program or course coming up here in the next few weeks. Can you tell us about that?
Christine Schlonski 33:49
Yeah, I’d love it. It’s Heart Sells! Magic. So we will create magic together in five days. I will do basically a Zoom call each and every day, where I give you guys content. So the P.O.W.E.R Formula is P for the Past, O – opportunities and outcome, W for you, E for the emotions and R – results. So I will lead you through that and give you tips and advice on how you can implement it in your life to make your sales so much easier and to enjoy it so much more.
Mostafa Hosseini 34:27
Love it and what are the dates for these programs coming up?
Christine Schlonski 34:31
Yeah, we start on the 25th. Then it’s each and every single day. There’s a segment that I will teach about life. Yeah, teach life and then afterwards, I will also answer questions so that people can move forward and don’t get stuck.
Mostafa Hosseini 34:45
Beautiful. So if you’re watching and you are listening, and if you want to work on improving your sales, skills, technique, and your mindset, and if you want to reduce your fear of sales, tap into the wisdom and courage of Christine and to the collective wisdom of the community that she’s putting together.
Work on your sales skills because it is perhaps the most essential business skill than any business owner must have. Check out the link I put it in the comments of the show.
If you’re watching live and we put it in the show notes as well later so you can check it out. Sign up and ask her questions and you know, tap into that knowledge. Guys, her knowledge and her expertise comes from at least a minimum of 80,000 cold calls.
I don’t know very many salespeople that actually walk the talk that she is. A lot of people claim to be many things but they can’t really back it up with their action. 80,000 cold calls is major.
So it’s not you know coming from a guy that read a book and says oh you know I’m an awesome salesperson I’m going to teach you how to do it. She actually has got the experience to back it up.
Christine Schlonski 36:01
Yeah and also one thing I think is kind of important like surviving and you know, a high pressure sales environment. It was one job right. I didn’t jump companies or teams or anything so that’s I think that’s another important factor so to see how that quality kind of goes through all the way to the end.
Mostafa Hosseini 36:26
Beautiful. Now Christine, what are some of your favorite books that you have read or books that you usually recommend to people. What are your top two or three books?
Christine Schlonski 36:36
So the book that made a huge difference for me when I talked about being authentic earlier, really stepping into who I was, a book that has helped major, major, major in the said aspect is the Go Giver by Bob Burg and John David Mann.
If you don’t work, you need to know the book, right? It’s like how can you survive without reading that book. The book is amazing and it made a huge difference in my sales conversations and then showing up the way I show up.
Then the other book I just love when things are kind of wrapped into nice stories. I know there are all these practical great business books, but a book that really is going to touch your heart is The Greatest Salesman in the World by OG Mandino. It’s all in the book when I ordered it from Amazon I was actually disappointed when I unwrapped it, I was like ha such a small book. Like what can be in this book but I tell you you will start it and you will not be able to put it away.
It’s amazing. I give it to all my one on one clients when they start with me. They all get this little present to start with and everybody has loved it so far so I’m sure you enjoy that a lot.
Mostafa Hosseini 37:59
What’s another book for you? Give me a third.
Christine Schlonski 38:02
There’s so so many books.
Mostafa Hosseini 38:05
We talk about all the time. You think everybody should read, maybe someone that made a massive impact for you.
Christine Schlonski 38:13
Well you know the Go Giver is actually a whole series so I read all of them. They have this one on leadership and you know that that was a book when you know when I started to be my own boss enjoying my freedom I ordered the book. I actually realized I started reading it at night and I just thought you know I’m going to read a chapter but then I read till I was finished like to the last page and could not put it down.
When I finished it I had a look at the clock at 6:30 in the morning. I thought now I know what really like the freedom piece right. So I don’t need to get up in the morning to go somewhere to some job. I have my day how I wanted and I can read all night if I want to. So I think that’s a book that’s also really worth picking up.
That’s another one from the Go Giver Series. So it’s four books. The red one you need to start with, The Go Giver. Then the green one which is also a great book. It’s Go Giver Sell More. Get the right one first so you kind of know the story. You know the idea, even though they go separately, it’s great to have them in that sequence.
Then there’s the purple and the blue one. I think the blue one might be the last one. Sorry, I can look it up for you and send you an email.
Mostafa Hosseini 39:47
I have read the Go Giver probably five or six times, if not more. The Red Book is absolutely amazing. I’ve read the Green Book. Those are the two that I’ve read in the Go Giver, too. The first one is on my top three for sure.
Christine Schlonski 40:04
Go Giver Leader? I think. Yeah, they’re all just wonderful.
The P.O.W.E.R Formula is a five step formula, where they can let go of fear and get excited about Sales and do the first step in the right direction.
Mostafa Hosseini 40:13
Now, Christine, if you had a Facebook ad, or an ad that everyone on the internet could see, what would your message be?
Christine Schlonski 40:25
What is my message on that ad? Well, probably sales is love. Everybody would think like, what? They probably would have. No, wait. Let’s check out.
Mostafa Hosseini 40:42
Love it. Sales is love. Yeah, explain what you mean by that?
Christine Schlonski 40:50
Well, you know, when you really tap into giving and serving the other person, you actually realize you care, right? You care like you love them. By sharing your love, sales becomes love. Because you can only share your love, you can only share your gifts, after they said yes to you. So what do you have to do, you have to sell something.
So Sales is actually love because then they come into your world, and you get that amazing opportunity to serve them, to help them shift, transform, have a better life, be happier, be more successful in business, whatever you do, right? They get that piece of you. You are sharing your energy, you’re sharing your life time. You are sharing your love. So Sales is Love.
Mostafa Hosseini 41:43
Yeah, you have to reach deep and serve people. If you approach it from a position of serving and supporting, you’ve got to have the love to do that. And if you don’t have it, you’re gonna have a very hard time.
Christine Schlonski 41:58
Yeah, I love your life, though. What’s that? I think that’s true for everything in life.
Mostafa Hosseini 42:05
Absolutely.
Christine Schlonski 42:06
What you do it’s really wasting your time? Absolutely.
Mostafa Hosseini 42:11
Is there anything that you would like to talk about that maybe we didn’t go over, that you would like to mention or talk about?
Christine Schlonski 42:18
Well, I just would love to remind people that they have everything they need, right within them. So when they are afraid, when they lose confidence, when they might have the thinking, well, who am I to do this? Am I worthy? I just want to let you know that you are, each and every single one of us is unique.
That it’s not like an arrogant way or something you are unique. Like you grew up in one spot on this beautiful planet, you did go to school, you did whatever you did, but there is no other person who has exactly done the same, even if you’re twins, right? You have different experiences.
All of these experiences add up to making you absolutely unique. So when you understand that this is not about or that this person is better, or this person is less, no, we are all unique.
If you understand that you can give that gift and like I said maybe you’re a business coach, maybe a health coach, maybe you’re a consultant or you’re a healer or creative maybe you wrote a book, right? You are very special, just realize that.
So when you approach another person to offer your gifts, there is no one else out of the I don’t know how many billions we are right now 9 billion or whatever. There is no one else like you and I think that’s pretty amazing.
So your job right? Do what you’re here to go out and serve. You know, there’s a saying like, hurt people, hurt people. And I thought about that a very long time when I heard it the first time I was like, Okay, that’s a play on words.
Yes, hurting hurt people hurt people, hurt people hurt people. Exactly. When you think about that, like the person that snaps at someone, the person that I don’t know hit someone, the person that whatever they do, when you look at them, they’ve been hurt and they just share what they have experienced.
So I always see unhappy people make people happy. So now you choose in which world you want to live. Because if you can share your gifts with the world, if you can have that impact, if you can help other people to have a better life, to hurt less, or to stop the pain, the world is a better place.
One time, so what can you contribute? And that’s totally, you know, egotistical. Because if the world around you is much better, you will definitely benefit. So think, think about that and really let it think about your uniqueness, your beauty, and what you can do with what you have. So that everybody is better off.
Mostafa Hosseini 45:36
Absolutely. Love it. One question before we wrap up.
How do you deal with an unfriendly prospect?
Someone that is a total jerk, and they just don’t show you the time.
How do you deal with that?
Christine Schlonski 46:00
Well, you know, as we just covered hurt people hurt people. So maybe the person, I always approach it like this, you know, especially when you cold call, you show up in people’s lives. Like you didn’t get an invitation. Right. Valiantly kind of knocked on the door, so to speak, because you picked up the phone.
But they might have just lost a client or maybe their wife just told them they had enough of that relationship. Or maybe their child flunked school or college, or they lost money. You don’t know what kind of situation you’re getting yourself into. So just be prepared that this is just a moment.
It probably has nothing to do with you. You are just in the moment where you get that anger. Maybe they have been called a week before they have invested in something and now they kind of were ripped off. Now you’re another person cold calling. So just understand that it has nothing to do with you.
It has nothing to do with your value, with your self-worth, with who you are. Just be friendly, which is good. I mean, if they have hung up, you wish them all the good. You’ve released them.
Mostafa Hosseini 47:31
Love it. For those of you who are watching my guest, here is Christine Schlonski. She is a sales trainer and she focuses on serving heart-centered entrepreneurs to become better with their sales skills. Her program coming up is Heart Sells! Magic.
If you are interested in growing your sales, or become better at sales and improving your sales skills, check it out. It’s coming up on January 25. It’s a five day program and the link is in the show notes.
Thank you, Christine. This has been an amazing conversation and I really appreciate you and your expertise. I hope one day I will join your program myself.
Christine Schlonski 48:24
Mostafa, I thank you so much for all your great questions. I really had a wonderful time, Mostafa.
Mostafa Hosseini 48:28
Likewise. So for those of you who are watching or listening, one of the ways that we help our audience grow and scale and become more profitable and boost their confidence along the way, is by creating a One Page Marketing Plan.
It is the time of year where people set goals and they have big ambitions for 2021. Without a plan to get there, your chances of actually getting there are smaller. Knowing exactly what you want and exactly how you’re going to get there improves your chances of success by about 40 times. So join us and a group of committed heart-centered entrepreneurs on the weekend of January 22.
We’re going to spend three days getting clarity about our plan. Know exactly what we’re going to do and set the One Page Marketing Plan to grow and scale the business and reach our goals in 2021. I’m going to put the signup page and the link on the show notes and in the comments of the chat. If you’re watching or listening, it is Persyo.com/join-SMF.
The link is there. We’re looking forward to serving and supporting you. Thank you for joining us at Daily Confidence for Entrepreneurs. My name is Mostafa Hosseini. Thank you Christine for joining us again. We’ll see you in our next episode. Bye now.
RESOURCES MENTIONED IN THE SHOW:
- Heart Sells! Magic Workshop – Gift from Christine Schlonski
- The Greatest Salesman in the World by OG Mandino
- The Go Giver Series by Bob Burg and John David Mann
- Go for No! Yes is the Destination, No is How You Get There by Andrea Waltz and Richard Fenton
- One Page Marketing Plan
- Simple Marketing Formula Boot Camp
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