Jan. 15, 2026

Hello Clients, Gello Cash

Hello Clients, Gello Cash
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Join Dr. Lewis in a conversation with Natasha Hemmingway. Natasha is a sales consultant, coach, and speaker who works with corporations, start-ups, and entrepreneurs to build authentic, purpose-driven sales strategies. She is the founder of Heart Not Hustle®️, a sales coaching firm focused on helping leaders connect their business goals to meaningful motivation, driving results without sacrificing integrity. Email: dawn@natashahemmingway.com Website: https://natashahemmingway.com

Success 4 Women is broadcast live Thursdays at 2PM ET on W4WN Radio - Women 4 Women Network (www.w4wn.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). Success 4 Women TV Show is viewed on Talk 4 TV (www.talk4tv.com).

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WEBVTT

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The topics and opinions expressed on the following show are

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solely those of the hosts and their guests, and not

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those of W four WN Radio It's employees or affiliates.

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be directed to those show hosts. Thank you for choosing

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W four WN Radio.

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BIS Success, Successful, Heart Suces, Rise.

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Successful Women.

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Did you know women represent just three of Fortune five

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hundred CEOs and less than fifteen percent of corporate executives

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at top companies worldwide? Have you wondered what the secrets

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are to getting into the top ranks, whether in the

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private or public sector. Do you want to figure out

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how to stop being held back in your career? Are

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pasted over for promotion? Then you're in the right place.

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Hi.

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I'm doctor Mattlanane lewis President and CEO of the Executive

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Women's Success Institute. I have decades of experience in the military,

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the federal government, and corporate America, and my mission is

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to help women succeed and tap into their full potential.

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I want to reach a million plus women around the

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world to become the leaders they are meant to be.

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So if you want to move into a management or

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executive level position, or maybe you are a female veteran

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transitioning out of the military into business entrepreneurship, and then

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reach out to the Executive Women's Success Institute at three

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zero one six' nine three three two eighty four.

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Let us get you on the fast track to.

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Success, Well, hello and welcome to The success For Women's,

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show where you can view us On talk FOR tv

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and listen to us on The women For Women. NETWORK

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i am Doctor Madeline Ann lewis your, host and my

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mission is to help women.

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Accelerate the path to. Success, well today's.

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Topic Is hello, Clients hello, cash and my guess is

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none other Than Miss Natasha. Hemingway, well let me give

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you just a little background On Miss. Hemingway Natasha hemingway

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is a sales, consultant, coach and speaker who works with, corporations,

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startups and entrepreneurs to build, authentic purpose driven sales. Strategies

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she is the founder Of Heart Not hustle a sales

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coaching firm focused on helping leaders connect their business goals

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to meaningful, motivation driving results without sacrificing. Integrity with over

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sixteen years of experience as a senior sales manager at

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A fortune five hundred, Company natasha brings deep industry expertise

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paired with empathy shaped by personal. Transformation now she helps

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organizations and entrepreneurs master their sales, process strengthen, leadership and

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maximize impact by leading with heart and not. Hustle so

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Today i'd like to bring on to The Successful Women's,

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show Miss Natasha.

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Hemingway thank you so, much Doctor. MADELINE i appreciate the.

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Intro i'm excited to be here and have a.

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Conversation, well it is great to have you to be

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here take time out of your busy. Schedule so before

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we get, STARTED i usually read the standard bio about my,

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guests but THEN i like to have them to just

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just tell us what you want us to know About Natasha.

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Hemingway.

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YEAH i, MEAN i think the bio says all of the, stuff,

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right all of the things that you've done and working

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at corporate and being nine years now in the entrepreneurial.

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Space But, Honestly i'm just really really passionate about helping

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individuals become more.

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Profitable. RIGHT i think all of us has something that

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we're purposed to.

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DO i believe that the thing or the idea or

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the vision or whatever you're pathy, at corporate or, entrepreneurial

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it's purposeful when we're bought into. It but sometimes the

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profitability piece gets, lost and people have these fears or

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preconceived notions around, sales, right it gets a bad rep

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and really it's it's always say this is that you

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know WHEN i think about, sales it's not a personality.

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Trait it's a skill. Set, Right so someone's not born

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being good with.

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Sales BECAUSE i hear that a, lot Like i'm just

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not good with sales in this great, business and Like

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i'm just not good at, sales And i'm, like that's,

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okay that's, okay there's, hope, Right because.

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It's not a personality, trait it's a skill. Set so

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learn what looks.

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Like and even when you're working in, corporate you're you're

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developing and you're selling something all the, time whether it

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be your, brand your, idea your, voice and so really

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it's Just i'm super passionate and intentional about the work

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THAT i. Do And i'm always honored of WHO i

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get to serve because when we can allow.

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And Especially i'm just going to land on this, side

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but especially, women.

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Right, yes, yes money is an, amplifier, right and you

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can do more good or you can do bad with.

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It BUT i know something to be, true like when

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we put money in good women's, hands like we just

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do more, things, right it's not coming from this selfish,

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place like we do more for our, Community we provide

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opportunities within our business for.

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Others there's so.

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Much so that's a little bit about like just WHAT

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i do and. Why, REALLY i think it's more important

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not What i've, done but the.

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Why WHY i needed to do.

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It.

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Absolutely, NOW i have to tell, You i'm one of

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those people that's always, saying you, KNOW.

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I DON'T i don't like. Sales i'm not good at.

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Sales SO i deslutely one of.

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Those but you know, WHAT i have a friend and

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this GUY i ALWAYS i always laugh at him AND

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i tease him all the time BECAUSE i tell, HIM i,

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said you know, what you can sell ice to an?

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Eskimo is that?

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Good and it's like it, is it just doesn't hit you,

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know he'll talk to, you but it doesn't seem like

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he's really selling.

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You but by the time he, finished, yes, YEAH i want,

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that you, know, Right.

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And there's an art to.

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That like people think skill sales is like this. Thing

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it's this icky exchange or people being pushy or, manipulative

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and it's, like, no there's an art to it that

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allows people to.

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Needy and lead with.

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Heart and because really selling is, serving, Right SO i

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try to demystify a lot of things and really get

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down to the. Root is like your root calls and

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goal is to serve the person that's in front of.

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You you have, something, right it's the problem me to

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need gives them a break, through whatever it, is and it's,

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like that's your, gift, right your thing that you, Do

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like the thing that you do Doctor. Mallin we listen

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to the, intro like your, background you're, wide the thing

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that you do helps unlock someone. Else so when you, say,

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Oh i'm.

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Not good at, sales it's, like, no it's not about.

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Sales it's about you sharing your with other people so

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that they have access or impact your breakthrough what they.

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Need so it's this beautiful mutual exchange and people like

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that that operate like your, friend like they understand.

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That.

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Right it's really about the person you're serving and the

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value and your, belief, right your Belief.

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So, yeah, Wow so tell me, now your brand is

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built around the philosophy of heart not. Hustle what does

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that truly mean and why is it so important in

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today's sales?

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Environment?

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Yeah oh.

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Man so coming from corporate sales in the pharma and

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med device side and being on the sales, side being

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on the management, side it can feel very much like

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a hustle and a. GRIND i was fortunate to be

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able to sell products that actually affect patience, lives, right

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SO i always, say AND i WHEN i started moving

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into the entrepreneurial space of, sales, coaching sales consulting and,

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speaking is, like the thing that literally just went off

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of my head is this is not about. Hustling it's about.

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Heart it's the heart to serve the people that have

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come to you that need something, right and it's making

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sure that that doesn't stay out of. Balance Because i'll say,

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this when you are an, entrepreneur let me.

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Speak from that.

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Side your money does, matter but sometimes that money when

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you're talking to people or you're worry or you're concerned about,

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money can spill over into people and then you start

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hustling them and it feels. Uncomfortable so it's really understanding

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that like sales really isn't about hustling. People it's not

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about manipulating. People it's not about being this, persuasion but

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it's operating from a place of always say, integrity, right

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great and?

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Confidence?

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Right how do you operate from a place of competencies

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and grace to sell and serve the person that's in

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front of, you, Right so it doesn't have to be

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from a place of hustle because nobody wants that. Anyway

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you don't like being sold to that, way, right and

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no one wants to feel like they have to do.

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That so like why are we doing? It why is

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that the perception with.

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Sales so it's breaking that and busting that and, saying,

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really you can operate from a place of heart and

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strategy and process and integrity and confidence and ease and.

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Grace but there is also it's not enough to be.

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Passionate you also have to be, profitable, Right so not

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just the heart behind what you do and who you,

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serve but you also have to be. Profitable so then

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that's where that skill set comes. In is like understanding

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what is the sales process in your? Business do you have?

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ONE a lot of people don't even know that they

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need a sales, process, Right gritting a sales process and

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a sales. Strategy those are foundational pillars to building out

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your business so you can really operate from a place

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of heart and.

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Service and not scarcity and hustling.

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People because you're worried about lack of money in your bank,

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account right or you kind of believe, it or who's

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gonna like?

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It who's going to buy? It and what's the? Price

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like when you have a process and.

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A strategy around sales that gets to be moved and

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then you really truly get to fully show up in, service.

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Right woh absolutely. ABSOLUTELY i mean when you put it that,

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WAY i get.

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It it's just like you, say it's a, skill and you,

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know some people just have that's. THERE i guess that's

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their e that's their, gift and that's that's not WHAT i.

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DO i, Mean i'm not like WHEN i Say i'm

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not good at, it it's BECAUSE i prefer to do something.

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Else that's just not my.

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Area you, know if it's something a, PRODUCT i don't

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care what it. IS i, look, okay you take this

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and you go ahead.

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And you handle that for.

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Me.

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Okay, well and what.

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There's nothing wrong with that is like having a salesperson

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in your business or a biz deaf person in your.

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Business that's, FINE i tell.

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People but you, know as a founder and, owner we

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carry a certain gravitas and there's no one that will

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sell your baby and your idea better than.

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You so it's not even, selling it's, like are you

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willing just to share? It or how about?

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THIS i always, say you're gifting Might let's say, you for,

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example the thing that you you have been blessed, with

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you have worked hard, for that you've bowed and sewn

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into that is a gift that is meant to be.

228
00:12:07.360 --> 00:12:09.759
Given gifts are not meant to be, hidden, Right SO

229
00:12:09.799 --> 00:12:13.399
i always, say don't keep someone else's destiny trapped.

230
00:12:13.080 --> 00:12:13.519
In your own.

231
00:12:13.559 --> 00:12:17.279
Mouth really, like open your mouth and share the thing

232
00:12:17.480 --> 00:12:20.960
that you, are that you're so good at that someone else,

233
00:12:21.120 --> 00:12:22.879
needs and that unlock there's.

234
00:12:22.919 --> 00:12:23.360
Yourself.

235
00:12:23.639 --> 00:12:27.440
Right but also there are certain founders or owners that

236
00:12:27.480 --> 00:12:28.919
get to a point where they're, LIKE i don't want

237
00:12:28.919 --> 00:12:31.840
to carry that. ROLE i don't want to carry the revenue.

238
00:12:31.919 --> 00:12:33.919
Seat let's say an order, CHARY i don't want to

239
00:12:33.919 --> 00:12:35.279
be the revenue. PERSON i don't want to be in

240
00:12:35.360 --> 00:12:35.639
charge of.

241
00:12:35.679 --> 00:12:36.399
It and that's.

242
00:12:36.480 --> 00:12:39.960
FINE i just tell people it's really really important to

243
00:12:40.120 --> 00:12:42.799
have a sales process and a strategy that is built

244
00:12:42.840 --> 00:12:45.840
in your business so that you can hire someone that's

245
00:12:45.919 --> 00:12:48.799
able to then lock into that patient position and do

246
00:12:48.960 --> 00:12:52.879
what you do, well because otherwise what happens is founder's.

247
00:12:52.919 --> 00:12:55.279
Owners they're, LIKE i don't want to do. Sales it's

248
00:12:56.240 --> 00:13:01.080
and then you expect this person to come in and, field, grow,

249
00:13:01.600 --> 00:13:04.519
scale sell the thing that they. Do And i'm, like

250
00:13:04.600 --> 00:13:07.480
but you've not given them a proven, process and so

251
00:13:07.559 --> 00:13:09.879
they get frustrated because they're, Like i'm spending all this

252
00:13:09.960 --> 00:13:11.639
money on this person sales and they had all this,

253
00:13:11.799 --> 00:13:15.320
great you, know background, experience and they've been successful, elsewhere

254
00:13:15.559 --> 00:13:18.799
AND i thought this was the person And i'm money

255
00:13:18.879 --> 00:13:22.200
and they're not getting the job done Or i'm still

256
00:13:22.240 --> 00:13:24.519
the one doing the, sales And i'm, like that's because

257
00:13:24.600 --> 00:13:27.600
we don't have a sales, process nothing repeatable.

258
00:13:27.720 --> 00:13:29.639
In the business for the person to. Follow to have

259
00:13:29.840 --> 00:13:31.200
a blueprint to be successful.

260
00:13:31.240 --> 00:13:33.679
From so it doesn't matter which angle you want to sit,

261
00:13:33.759 --> 00:13:37.159
at like at the bottom, base all of us have

262
00:13:37.240 --> 00:13:38.120
to have a process and of.

263
00:13:38.240 --> 00:13:43.279
Strategy, wow that is you know.

264
00:13:43.440 --> 00:13:46.120
THAT i GUESS i just never looked at it from

265
00:13:46.159 --> 00:13:49.480
that point of. View but you're absolutely, right and you

266
00:13:49.600 --> 00:13:52.399
know that brings me to my next. Question you know

267
00:13:52.519 --> 00:13:58.080
many people associate sales with pressure and. Persistence how do

268
00:13:58.240 --> 00:14:03.879
you redefine sale through authenticity and Present, yeah.

269
00:14:04.159 --> 00:14:07.360
It's like WHEN i happened this week WHERE i have

270
00:14:07.480 --> 00:14:10.039
someone that was referred to me AND i was on

271
00:14:10.120 --> 00:14:12.120
a sales strategy call with, them AND i told, THEM i,

272
00:14:12.159 --> 00:14:14.720
said from the, BEGINNING i, said let me be very,

273
00:14:14.879 --> 00:14:15.759
clear like.

274
00:14:16.200 --> 00:14:17.000
This is not my.

275
00:14:17.200 --> 00:14:20.519
Show i'm not pitching. YOU i, Said i'm really here

276
00:14:20.639 --> 00:14:23.000
to collect a lot of and extract a lot of

277
00:14:23.080 --> 00:14:26.080
information from you so THAT i can help you make

278
00:14:26.159 --> 00:14:28.440
the best informed. Decision and when we get to the

279
00:14:28.600 --> 00:14:31.440
end of, this if it makes, sense THEN i will

280
00:14:31.480 --> 00:14:34.480
extend the. Invitation if it, DOESN'T i will figure out

281
00:14:34.600 --> 00:14:36.639
where else you need to. Be who DO i need

282
00:14:36.720 --> 00:14:38.480
to refer you to that can get you the help

283
00:14:38.519 --> 00:14:41.440
that you. Need and so WHAT i say to them

284
00:14:41.559 --> 00:14:43.360
is like when we started this. Call there are some

285
00:14:43.480 --> 00:14:45.840
things THAT i need from you in a verbal.

286
00:14:45.919 --> 00:14:50.799
Agreement morals and values my company are transmit, authenticity.

287
00:14:50.840 --> 00:14:51.360
Integrity.

288
00:14:51.720 --> 00:14:55.120
RIGHT i need you to fully be who you. Are

289
00:14:55.480 --> 00:14:59.919
and when you're selling, something your authenticity it. Matters it's

290
00:15:00.120 --> 00:15:03.120
part of your, brand, Right it's part of the culture

291
00:15:03.200 --> 00:15:05.679
that you're creating your. Company and in order for people

292
00:15:05.840 --> 00:15:09.000
and for that to be, reciprocated people need to feel that.

293
00:15:09.159 --> 00:15:10.159
Authenticity who are?

294
00:15:10.240 --> 00:15:13.039
You are you one person, online one person on a,

295
00:15:13.120 --> 00:15:15.759
podcast and then you get in front of, people you're completely,

296
00:15:15.799 --> 00:15:18.080
different or you get behind the scenes and how you

297
00:15:18.159 --> 00:15:19.879
treat your employees of people that work with you or

298
00:15:19.960 --> 00:15:23.240
that support, you are you? Different so that authenticity should

299
00:15:23.240 --> 00:15:26.279
be a fabric of whatever it is you're.

300
00:15:26.320 --> 00:15:29.519
Doing, Right so when it comes to, sales whatever you're,

301
00:15:29.639 --> 00:15:34.039
selling the authenticity that you bring to that brand also

302
00:15:34.120 --> 00:15:36.720
seeps into the integrity the, brand the, marketing and so

303
00:15:36.879 --> 00:15:40.000
that people really have a sense that before they get

304
00:15:40.279 --> 00:15:43.279
in front of, you they understand and make. Sure it

305
00:15:43.360 --> 00:15:46.360
also helps with that, alignment, right are you talking to

306
00:15:46.480 --> 00:15:48.080
the right? People who are your? People?

307
00:15:48.639 --> 00:15:51.320
Right and so when you resonate with people and there's an,

308
00:15:51.960 --> 00:15:54.159
authenticity people can judge that and they can be, like,

309
00:15:54.279 --> 00:15:55.759
huh that's for me or it's.

310
00:15:55.840 --> 00:15:58.559
Not knowing who's not for you is just as.

311
00:15:58.600 --> 00:16:02.399
Important but but you, now, Right and SO i think

312
00:16:02.480 --> 00:16:06.519
that authenticity is important period in what you're.

313
00:16:06.559 --> 00:16:09.559
Doing AND i think that when you.

314
00:16:09.600 --> 00:16:13.200
Look at, sales a lot of times the authenticity is

315
00:16:13.360 --> 00:16:17.279
lost when the hustle is, increased, right or the pressure

316
00:16:17.720 --> 00:16:20.399
or the, stress and it usually is coming from the

317
00:16:20.480 --> 00:16:23.639
person that needs to meet a, number meet a, quota

318
00:16:24.000 --> 00:16:24.879
make a certain dollar.

319
00:16:24.960 --> 00:16:26.000
Amount And i'm, like.

320
00:16:26.519 --> 00:16:30.000
We set a process and a, strategy we have to

321
00:16:30.120 --> 00:16:32.840
worry less about, that and then you can really show

322
00:16:32.960 --> 00:16:36.440
up again sharing the thing that you so deeply believe

323
00:16:36.480 --> 00:16:38.080
in that you chose to build a business around.

324
00:16:38.120 --> 00:16:38.159
It.

325
00:16:38.679 --> 00:16:42.039
Right so it's like you can have one without the

326
00:16:42.120 --> 00:16:48.240
other one, percent and people also respect that and they

327
00:16:48.320 --> 00:16:51.440
will refer people to you because of the exchange that

328
00:16:51.519 --> 00:16:52.000
they had with.

329
00:16:52.159 --> 00:16:52.799
You. Right.

330
00:16:54.519 --> 00:16:55.799
Wow you, know it's.

331
00:16:57.639 --> 00:17:01.159
Especially like with the, pressure Because i've been on you,

332
00:17:01.240 --> 00:17:04.160
know things like somebody will have something where they'll, Say,

333
00:17:04.480 --> 00:17:08.000
okay we're doing like this three day training and it's.

334
00:17:08.119 --> 00:17:11.480
FREE i, MEAN i know going into it it's, free

335
00:17:11.640 --> 00:17:13.559
but at the end they're going to, sell try to

336
00:17:14.000 --> 00:17:15.240
help their product or what have.

337
00:17:15.400 --> 00:17:18.000
You and WHAT i GUESS i don't like is when

338
00:17:18.079 --> 00:17:18.319
at the.

339
00:17:18.480 --> 00:17:21.240
End of it they get to the end and then they, go,

340
00:17:21.960 --> 00:17:25.720
oh well you have to get it today or buy

341
00:17:26.759 --> 00:17:30.160
seven pm tonight or something like, that or it goes

342
00:17:30.240 --> 00:17:34.160
away or this price goes. Away at that, Point i'm, Thinking, okay,

343
00:17:34.240 --> 00:17:35.720
well what IF i want to do a little more,

344
00:17:35.839 --> 00:17:40.319
research you, know to see if WHAT i really want to.

345
00:17:40.400 --> 00:17:43.559
DO i, mean that's the PART i guess, TOO i

346
00:17:44.039 --> 00:17:47.440
Don't that's where the pressure part comes in to.

347
00:17:47.559 --> 00:17:51.400
Ye, right, well AND i think from a sales psychology,

348
00:17:51.480 --> 00:17:56.680
standpoint what that comes from is is that and this is, important,

349
00:17:56.920 --> 00:18:00.519
right is to create a sense of, urgency right because

350
00:18:01.039 --> 00:18:04.880
human behavior what, Happens we're, LIKE i came to this,

351
00:18:05.000 --> 00:18:08.200
thing so you were already somewhat convinced that you need

352
00:18:08.599 --> 00:18:11.680
whatever this service or product is that they, Have. Right

353
00:18:12.480 --> 00:18:16.279
so that's an urgency is as we know as, humans

354
00:18:16.480 --> 00:18:19.599
we are consuming fifteen million, things, right and we are

355
00:18:19.640 --> 00:18:22.640
also doruggling fifteen million. Things so a lot of times

356
00:18:22.720 --> 00:18:25.400
that urgency that you hear with the deadline is for

357
00:18:25.559 --> 00:18:29.400
you to make a, decision right because human behavior.

358
00:18:29.160 --> 00:18:33.039
Is Oh i'll get to that later means it never, happens.

359
00:18:33.000 --> 00:18:37.799
Right, right or the information you've, consumed they, say there's

360
00:18:37.799 --> 00:18:39.880
studies that, like let's say you go into an all day.

361
00:18:39.920 --> 00:18:43.319
Training by forty eight, hours about ninety percent of what

362
00:18:43.400 --> 00:18:44.240
you learned has already.

363
00:18:44.279 --> 00:18:49.680
Gone so there's this human behavior and psychology.

364
00:18:49.759 --> 00:18:55.519
Piece but, again what happens is is that whoever selling

365
00:18:55.680 --> 00:18:59.759
really does have the opportunity in how that delivery. Happens,

366
00:19:00.359 --> 00:19:03.599
Right so the way THAT i make you feel about

367
00:19:03.640 --> 00:19:10.200
that urgency is, important, Right it's there's two. Differences you

368
00:19:10.359 --> 00:19:13.000
got forty eight hours and there's only seven left and

369
00:19:13.079 --> 00:19:13.680
you better get.

370
00:19:13.720 --> 00:19:15.759
It and then they hit you again with another email

371
00:19:15.759 --> 00:19:18.000
an hour. Later right then they pop up in your

372
00:19:18.039 --> 00:19:18.839
ecops the next.

373
00:19:18.960 --> 00:19:23.599
Day that's like, okay, Okay like that's a little, much, Right, Versus,

374
00:19:24.079 --> 00:19:28.000
hey this is a limited opportunity because we want you

375
00:19:28.119 --> 00:19:31.680
to take action because we know human behavior says you want,

376
00:19:31.759 --> 00:19:34.200
to but later you're gonna forget about. It so in

377
00:19:34.480 --> 00:19:37.359
the event that you are, interested now is your time

378
00:19:37.440 --> 00:19:39.759
because we want you to take action because if this

379
00:19:39.920 --> 00:19:41.359
is going to help you do that and you are that,

380
00:19:41.480 --> 00:19:42.640
person go take.

381
00:19:42.680 --> 00:19:44.680
Action so those are two different.

382
00:19:44.440 --> 00:19:47.519
Things, Right that's two DIFFERENT i just spitball, that but

383
00:19:47.920 --> 00:19:52.440
like two different ways of seeing, that like, aggressive like

384
00:19:52.680 --> 00:19:58.640
machine like on you Versus, Hey i'm gonna be transparent

385
00:19:58.720 --> 00:20:00.680
with you because guess what human behavior?

386
00:20:00.720 --> 00:20:01.640
Says guess?

387
00:20:01.680 --> 00:20:04.640
WHAT i know you're, here you're someone, interested and we're

388
00:20:04.680 --> 00:20:06.440
going to limit this offer and close it off to

389
00:20:06.480 --> 00:20:09.960
those who are really serious about taking. Action like transparency again,

390
00:20:10.079 --> 00:20:13.920
authenticity two different ways of putting, that but also creating

391
00:20:13.960 --> 00:20:16.279
that urgency for those people who are serious to actually take.

392
00:20:16.319 --> 00:20:16.519
Action.

393
00:20:17.279 --> 00:20:25.240
Wow so how can corporations and entrepreneurs identify the heart

394
00:20:25.640 --> 00:20:28.480
behind their business before developing a sales?

395
00:20:28.519 --> 00:20:29.039
Strategy?

396
00:20:29.559 --> 00:20:30.799
Yeah oh this.

397
00:20:30.960 --> 00:20:35.559
ONE i always say marketing and sales two separate, lanes

398
00:20:35.640 --> 00:20:39.799
but yet they really do run together very, evenly and

399
00:20:39.920 --> 00:20:43.359
sales and marketing should be. Talking and SO i think

400
00:20:43.480 --> 00:20:47.480
before you're jumping into the sales strategy or the process

401
00:20:47.519 --> 00:20:50.720
and doesn't work for this, person we often eliminate the

402
00:20:51.000 --> 00:20:53.559
very person that we're trying to sell the thing. To

403
00:20:54.079 --> 00:20:56.839
so it's market. Research do you know what people? Want

404
00:20:56.920 --> 00:21:00.079
do they care about? It but sometimes we have a

405
00:21:01.000 --> 00:21:05.200
preconceived notion right that the people need this and they want.

406
00:21:05.279 --> 00:21:08.559
It it's, like do the market research, Right so do

407
00:21:08.680 --> 00:21:12.680
the market research because that again is respectfully having heart

408
00:21:12.960 --> 00:21:16.200
and consideration for the person that you're, Serving, right what

409
00:21:16.440 --> 00:21:16.799
is it that.

410
00:21:16.839 --> 00:21:19.599
They, want why do they need? It? Right what do they?

411
00:21:19.640 --> 00:21:21.680
Need why do they need? It and then how is

412
00:21:21.720 --> 00:21:22.240
it going to help?

413
00:21:22.279 --> 00:21:26.480
You because when you understand that heart that lies behind

414
00:21:27.039 --> 00:21:29.960
your buyer, right that's why we talk about the buyer

415
00:21:30.039 --> 00:21:34.160
persona OR, icp individual client, profile whatever you want to call, it,

416
00:21:34.240 --> 00:21:38.039
avatar they're all the, same but you have to realize

417
00:21:38.079 --> 00:21:41.160
you're in service of. Them so the best way to

418
00:21:41.279 --> 00:21:44.000
not miss the mark right when you're building out your

419
00:21:44.039 --> 00:21:46.720
sales process and strategy strategy is to know who you're.

420
00:21:46.759 --> 00:21:51.480
Serving so who you're, serving what do they, need why

421
00:21:51.519 --> 00:21:51.960
do they need?

422
00:21:52.039 --> 00:21:52.079
It?

423
00:21:52.720 --> 00:21:55.000
Right and what does? It how does it benefit?

424
00:21:55.079 --> 00:21:57.440
Them because when you do, that that helps you actually

425
00:21:57.559 --> 00:22:00.720
create and shape your value. Proposition it helps you, say

426
00:22:00.960 --> 00:22:05.400
shape yourselves messaging and helps shape the delivery of how

427
00:22:05.519 --> 00:22:07.440
you sell to them or YOUR gtm what we call

428
00:22:07.519 --> 00:22:09.759
our go to your go to, market, like all of

429
00:22:09.839 --> 00:22:13.480
that is threaded into, there and so that heart piece

430
00:22:13.640 --> 00:22:17.839
really is caring about the person you serve and less

431
00:22:17.920 --> 00:22:19.160
about how you're going to go get their.

432
00:22:19.200 --> 00:22:21.039
Money, okay because when you.

433
00:22:21.240 --> 00:22:25.880
Serve, people that's like creating value in the through the

434
00:22:25.920 --> 00:22:29.519
eyes of the. Buyer when you focus on the person

435
00:22:29.599 --> 00:22:32.680
that you're serving and explaining how they benefit from, them

436
00:22:32.799 --> 00:22:35.680
you will sell more. Stuff whatever it is you're going

437
00:22:35.720 --> 00:22:37.920
to sell more. Stuff but we often forget that and

438
00:22:38.000 --> 00:22:40.039
we quickly jump into like How i'm gonna sell? It

439
00:22:40.279 --> 00:22:44.440
what'sposed to help delivery m it's your first.

440
00:22:44.920 --> 00:22:47.720
Part for the people that you, serve the process and

441
00:22:47.759 --> 00:22:49.079
the strategy to support that.

442
00:22:50.319 --> 00:22:53.480
Hmm and THEN i guess when they jump into it

443
00:22:53.640 --> 00:22:55.240
like you, said and then and then that's when the

444
00:22:55.319 --> 00:22:59.880
pressure part comes in, too when they instead of if

445
00:22:59.920 --> 00:23:00.279
you do it.

446
00:23:00.359 --> 00:23:02.920
Backwards, yeah if you do it back that's where the

447
00:23:03.000 --> 00:23:04.079
question part comes.

448
00:23:03.960 --> 00:23:06.359
In one thousand, percent because it's LIKE i tell, clients

449
00:23:06.400 --> 00:23:07.599
it's like shooting spaghetti at the.

450
00:23:07.640 --> 00:23:09.200
Wall it's, Like, Okay i'm gonna throw this up.

451
00:23:09.240 --> 00:23:12.960
Here then it's start sliding right and you're, like, oh

452
00:23:13.119 --> 00:23:14.519
let me throw something else up, there and then you

453
00:23:14.759 --> 00:23:16.599
you're losing and you don't have with so many, hands

454
00:23:16.680 --> 00:23:17.880
hands and feet right to.

455
00:23:18.039 --> 00:23:23.279
Ketch and so when you do this part right makes

456
00:23:23.319 --> 00:23:24.160
it so much.

457
00:23:24.279 --> 00:23:28.119
Easier LIKE i did a presentation THAT i did a

458
00:23:28.200 --> 00:23:30.119
keynote at a national staffing.

459
00:23:30.160 --> 00:23:33.319
CONFERENCE i don't know it was last summer or last.

460
00:23:33.359 --> 00:23:34.680
Whatever i'm spoken there about.

461
00:23:35.079 --> 00:23:38.359
Times and my point is is that at this, conference

462
00:23:38.440 --> 00:23:40.880
one of the keynotes THAT i talked about is is that,

463
00:23:41.200 --> 00:23:46.119
like closing is not the, thing, Right like everybody puts

464
00:23:46.119 --> 00:23:48.119
it around closing like oh my, gosh they build up

465
00:23:48.119 --> 00:23:50.680
all this energy and. Pressure, no it's really about did

466
00:23:50.720 --> 00:23:53.039
you do all the right set things in the sales

467
00:23:53.079 --> 00:23:55.440
process up to before you ever get to a, close

468
00:23:55.519 --> 00:23:57.279
so by the time they get to a, close they're,

469
00:23:57.359 --> 00:23:59.160
like like you said about your, friend like, YES.

470
00:23:59.119 --> 00:24:02.440
I need, THAT i want. It, yeah you taken time

471
00:24:02.920 --> 00:24:08.160
to understand you as a, buyer, right what do they?

472
00:24:08.240 --> 00:24:10.880
Want how does it benefit? Them what's the value of?

473
00:24:10.920 --> 00:24:13.759
That and it's really important through your sales, process seal,

474
00:24:13.839 --> 00:24:16.880
strategy and sales messaging to understand how to articulate that

475
00:24:17.160 --> 00:24:20.440
back to your client or your customer or your buyer

476
00:24:21.480 --> 00:24:24.119
so that you get all this unnecessary.

477
00:24:24.200 --> 00:24:27.640
Pressure absolutely that and that totally makes.

478
00:24:27.680 --> 00:24:32.079
Sense, yeah it does to do to do it like you,

479
00:24:32.119 --> 00:24:34.799
SAID i GUESS i would say the right way instead

480
00:24:34.799 --> 00:24:35.200
of doing it.

481
00:24:35.400 --> 00:24:37.079
Backwards the right.

482
00:24:37.039 --> 00:24:39.960
Way, customers your customer first all the.

483
00:24:40.039 --> 00:24:40.799
Time. Hm.

484
00:24:41.599 --> 00:24:46.079
Wow so what are the most common mistakes that you

485
00:24:46.279 --> 00:24:51.759
see in organizations and entrepreneurs make when it comes to

486
00:24:52.079 --> 00:24:52.680
their sales.

487
00:24:52.799 --> 00:24:56.680
Process, YEAH i think one of the biggest. GAPS i,

488
00:24:56.720 --> 00:24:59.359
mean there's there's many that all can be worked on and.

489
00:24:59.440 --> 00:25:03.200
IMPROVED i consult For International pricing consulting, firm AND i

490
00:25:03.240 --> 00:25:06.200
absolutely love the work that we, do and that is

491
00:25:06.279 --> 00:25:11.039
one of the biggest apps in corporations and companies is.

492
00:25:11.400 --> 00:25:17.359
Pricing not understanding how to increase, margins make more, money

493
00:25:17.559 --> 00:25:21.839
be more profitable around. PRICING a lot of times people

494
00:25:21.880 --> 00:25:25.279
who are in, sales they are pricing something instead of

495
00:25:25.440 --> 00:25:28.480
pricing to win the, deal they are pricing to not

496
00:25:28.759 --> 00:25:31.240
lose the. Deal so they do as our fauniler, says

497
00:25:31.279 --> 00:25:32.920
so they do a lot of there's a lot of

498
00:25:32.960 --> 00:25:35.559
fear based. Pricing there's a lot of, discounting, right and

499
00:25:35.680 --> 00:25:40.000
that actually waters down the. Value and so pricing carries

500
00:25:40.079 --> 00:25:44.519
this heavy area of fear or challenges or a lot

501
00:25:44.599 --> 00:25:47.680
of subconscious thinking about because the way you were raised

502
00:25:49.640 --> 00:25:54.799
money absolutely affects how you sell when you're talking to your, clients,

503
00:25:55.000 --> 00:25:57.920
Right sometimes when our clients at the best he is

504
00:25:57.960 --> 00:25:59.839
like we have to be careful as sales reps to

505
00:26:00.160 --> 00:26:03.880
not sell people from our own. Wallet, right it's not your.

506
00:26:03.839 --> 00:26:06.240
Money, exactly it's not your.

507
00:26:06.279 --> 00:26:08.039
Money who are you to say they can't afford this

508
00:26:08.119 --> 00:26:11.079
or they Can't but, anyway the pricing area is, like

509
00:26:11.680 --> 00:26:17.079
it's a heavy area that, corporations, companies whether it's setting

510
00:26:17.240 --> 00:26:22.079
price helping their sales reps understand how to increase prices

511
00:26:22.400 --> 00:26:27.759
or defend price increases or price, decreases or discount requests

512
00:26:28.000 --> 00:26:28.599
by defending.

513
00:26:28.880 --> 00:26:31.440
Value so it's it's a very big gap THAT i

514
00:26:31.519 --> 00:26:32.599
see in the market a. Lot.

515
00:26:33.400 --> 00:26:39.119
Wow now that is that is really interesting when especially

516
00:26:39.200 --> 00:26:42.440
where you said don't as a salesperson you have to

517
00:26:42.480 --> 00:26:45.240
be careful not to sell from your, wallet BECAUSE i

518
00:26:45.359 --> 00:26:50.720
think that is one of the things that you hear about.

519
00:26:50.839 --> 00:26:56.559
Sales for, example how people will look at maybe what your.

520
00:26:56.640 --> 00:26:59.240
Price say if they go to my website and they

521
00:26:59.400 --> 00:27:02.319
see that that, OKAY i do, coaching but if the

522
00:27:02.440 --> 00:27:03.640
price is real, low.

523
00:27:03.559 --> 00:27:06.440
Then they may, think, oh well she's probably not that.

524
00:27:06.640 --> 00:27:09.200
Good yeah you, know you.

525
00:27:09.319 --> 00:27:13.920
Know but the thing of it, is if you have

526
00:27:14.279 --> 00:27:17.039
like a twenty five thousand dollars price tag on, it

527
00:27:17.880 --> 00:27:23.079
Then i'm thinking to Myself, okay, WELL i know that

528
00:27:23.559 --> 00:27:25.720
you know the program THAT i may offer for that.

529
00:27:26.640 --> 00:27:28.279
AMOUNT i know what you're.

530
00:27:28.319 --> 00:27:31.319
Getting but, see like you, SAY i might not know

531
00:27:31.400 --> 00:27:34.799
how to sell, it because Then i'm selling it right.

532
00:27:35.079 --> 00:27:36.920
Right maybe looking at their.

533
00:27:37.000 --> 00:27:39.880
Wallet, okay they oh, no they're not gonna want to pay,

534
00:27:40.079 --> 00:27:42.799
That SO i don't, know you, know and then.

535
00:27:42.680 --> 00:27:44.240
You start that's the way you start.

536
00:27:44.279 --> 00:27:48.160
Thinking SO i totally understand that when you, say don't

537
00:27:48.200 --> 00:27:49.799
make the mistake of selling from your.

538
00:27:49.839 --> 00:27:50.759
Wallet oh my.

539
00:27:51.920 --> 00:27:56.039
Pricing carries so much brain. Power it. Is it's.

540
00:27:56.200 --> 00:27:59.799
It And i'm a biology degree by, like my college

541
00:28:00.200 --> 00:28:03.640
is in, biology So i'm fascinated with like the, brain

542
00:28:03.799 --> 00:28:06.920
the subconscious. Neuroscience that stuff gets me every. TIME i

543
00:28:07.000 --> 00:28:09.720
can geek out it all the. Time so sales psychology

544
00:28:09.839 --> 00:28:12.400
and understanding human behavior and how we show up and

545
00:28:12.759 --> 00:28:13.759
assumptions that we.

546
00:28:13.920 --> 00:28:18.279
Make it's really not about like the skill. Set most salespeople,

547
00:28:18.599 --> 00:28:20.359
like you can teach them a skill, set they can

548
00:28:20.440 --> 00:28:22.640
go demo it doing in front of the. Client it's like.

549
00:28:22.720 --> 00:28:25.759
Cool the biggest thing is the. Mindset it is the.

550
00:28:26.000 --> 00:28:28.519
Mindset the. Ego the problem is the biggest thing that

551
00:28:28.599 --> 00:28:31.680
trips people. Up and that is one thing that is

552
00:28:31.799 --> 00:28:36.359
most glaring when you talk about. Pricing, wow, mindset.

553
00:28:36.279 --> 00:28:37.839
That is that is so.

554
00:28:38.160 --> 00:28:41.799
INTERESTING i, mean LIKE i, said you hear this all the.

555
00:28:41.920 --> 00:28:43.960
Time i've heard, it you, KNOW i hear that a

556
00:28:44.079 --> 00:28:50.480
lot about the way you think about selling or whatever

557
00:28:51.079 --> 00:28:54.000
is normally based On it could be based on your,

558
00:28:54.200 --> 00:28:56.799
upbringing it could be based on your you, know your.

559
00:28:56.839 --> 00:28:59.519
Background it's based on a, lot like you, said a

560
00:28:59.599 --> 00:29:03.839
lot of. Things, wow it's that IS i, mean And

561
00:29:04.240 --> 00:29:07.720
i've heard that, before and maybe who, knows maybe that's

562
00:29:07.759 --> 00:29:11.480
Why i'm SO i don't like really doing the sales

563
00:29:11.640 --> 00:29:13.720
aspect of it BECAUSE.

564
00:29:13.680 --> 00:29:14.240
I JUST i.

565
00:29:14.279 --> 00:29:15.559
DON'T i don't want to go back and.

566
00:29:15.680 --> 00:29:15.920
Forth.

567
00:29:16.279 --> 00:29:17.880
ONE i don't want to go back and forth with,

568
00:29:18.000 --> 00:29:21.400
people right, right you know the person to know.

569
00:29:21.720 --> 00:29:24.799
Didn't they want to, Negotiate well can't you you, know

570
00:29:25.039 --> 00:29:28.319
oh and the police don't have let somebody, say well

571
00:29:28.400 --> 00:29:29.759
can't you hook the system up?

572
00:29:30.119 --> 00:29:33.519
NEW i can't because they don't want be in business.

573
00:29:34.119 --> 00:29:37.359
Exactly you, know you're inevitable.

574
00:29:36.799 --> 00:29:38.799
To anybody that comes your, way, right what are you

575
00:29:38.920 --> 00:29:41.680
doing running a? Business it's like, this like that's.

576
00:29:41.519 --> 00:29:44.440
Not they want to, negotiate and it's it's one of

577
00:29:44.480 --> 00:29:47.519
those things like another thing that they, say people will

578
00:29:48.119 --> 00:29:51.559
buy what they you, know what they. WANT i, mean you,

579
00:29:51.640 --> 00:29:54.720
know rather some will buy whether they can afford it or,

580
00:29:54.799 --> 00:29:56.519
not but if they feel.

581
00:29:56.279 --> 00:29:59.000
They want, it they're going to pay whatever the price

582
00:29:59.200 --> 00:29:59.440
is for.

583
00:29:59.599 --> 00:29:59.640
It.

584
00:30:00.319 --> 00:30:01.799
Absolutely, listen.

585
00:30:03.200 --> 00:30:08.920
People one thousand percent always buy not only the things they,

586
00:30:09.000 --> 00:30:12.599
need but also the things they. Want like it just

587
00:30:13.079 --> 00:30:16.160
is what it, is and so people value the things

588
00:30:16.240 --> 00:30:18.880
that they value and they will figure the money. OUT

589
00:30:18.920 --> 00:30:21.960
i tell my clients all the. TIME i said it this,

590
00:30:22.079 --> 00:30:26.440
week like your client's. Money business is not your, business

591
00:30:26.480 --> 00:30:27.039
so stay out of.

592
00:30:27.079 --> 00:30:32.240
It, okay it's not your business.

593
00:30:34.359 --> 00:30:37.079
Because they want to do.

594
00:30:37.359 --> 00:30:39.279
Yes i'm, like they're going to make the.

595
00:30:39.359 --> 00:30:42.319
Decision and if we've done a good job in our sales,

596
00:30:42.400 --> 00:30:45.240
process in our sales, messaging in your, marketing before they

597
00:30:45.319 --> 00:30:47.960
ever get to, you or call with, you or a,

598
00:30:48.039 --> 00:30:52.079
strategy call, discovery whatever it, is, right they already know

599
00:30:53.119 --> 00:30:55.480
to some extent that they want you are they going they?

600
00:30:55.599 --> 00:30:59.000
Want that's not really your job at that. Point you're

601
00:30:59.039 --> 00:31:01.720
not there to sell. Them it's crazy.

602
00:31:01.839 --> 00:31:04.759
Energy that's sort of like when you're watching some of

603
00:31:04.839 --> 00:31:06.960
these commercials and all of a sudden you pick up

604
00:31:06.960 --> 00:31:09.480
the phone and you want to order what They're.

605
00:31:11.559 --> 00:31:15.160
It's like even the. Ads think about all the ads

606
00:31:15.240 --> 00:31:18.920
we encounter through social, media, email all of. That it's,

607
00:31:19.039 --> 00:31:21.279
like you know what you, want what you don't? Want

608
00:31:21.319 --> 00:31:21.960
when you add that.

609
00:31:22.000 --> 00:31:25.880
Bad boy to your, car now you may second guests consider.

610
00:31:25.960 --> 00:31:29.559
It they'll send you now little marketing push emails and be, like,

611
00:31:29.640 --> 00:31:32.680
hey you left this in your. Car it's waiting, right,

612
00:31:32.880 --> 00:31:37.160
absolutely like it's all there to work mentally on. You because,

613
00:31:37.200 --> 00:31:39.319
again what do we do as. Humans we don't make

614
00:31:39.319 --> 00:31:42.720
an immediate. Decision we end up for getting. Right so

615
00:31:42.880 --> 00:31:46.000
there's ways that they come, in tap, in try to

616
00:31:46.160 --> 00:31:49.319
purchase you, right remind you of, like remember you wanted this?

617
00:31:49.440 --> 00:31:52.279
Thing you wanted. THIS i get that in my text

618
00:31:52.359 --> 00:31:55.240
all the, time And i'm, thinking how did you even know?

619
00:31:55.920 --> 00:31:58.400
THAT i put it in my? Car and THEN i,

620
00:31:58.519 --> 00:32:01.079
said algy.

621
00:32:03.160 --> 00:32:03.400
All the.

622
00:32:03.519 --> 00:32:06.279
Tech, wow that's that's that's.

623
00:32:06.440 --> 00:32:11.079
Interesting so now you've worked with Both fortune five hundred

624
00:32:11.839 --> 00:32:16.880
companies in The fortune five hundred environment and. Startups so

625
00:32:17.119 --> 00:32:21.960
how does your approach to authentic things differ or stay

626
00:32:22.039 --> 00:32:23.279
the same across those.

627
00:32:23.359 --> 00:32:27.319
Spaces, YEAH i, MEAN i think, honestly after being in

628
00:32:27.440 --> 00:32:31.079
corporate sales and having the, honestly the blessing and the

629
00:32:31.160 --> 00:32:35.920
opportunity to go through real legit sales training because most

630
00:32:36.000 --> 00:32:38.759
pharma not, most but pretty much all of, them pharma

631
00:32:38.880 --> 00:32:44.359
and med device, companies they have full service size sales

632
00:32:44.440 --> 00:32:46.440
departments that live in their Corporate Like i'll never forget

633
00:32:46.480 --> 00:32:49.000
WHEN i started, WORKING i had to go four weeks

634
00:32:49.160 --> 00:32:51.920
to go away for sales, training, right sales, training learning the,

635
00:32:52.000 --> 00:32:56.079
product all these, things and so, honestly the basics don't.

636
00:32:56.160 --> 00:33:01.000
Change the, basics don't change your style and your adaptability

637
00:33:01.079 --> 00:33:05.039
and how you actually execute on that is what, happens.

638
00:33:05.240 --> 00:33:09.400
Right and the sales process can sometimes look different from

639
00:33:09.440 --> 00:33:12.079
business a, business but it's not really far. Off like

640
00:33:12.480 --> 00:33:14.759
sales is, SALES i tell you all that all. Time,

641
00:33:14.920 --> 00:33:19.039
listen it's not really anything new under the. Sun it's

642
00:33:19.119 --> 00:33:22.160
someone's delivery or how it connects with you or does

643
00:33:22.240 --> 00:33:25.920
that approach make best. Sense but at the, foundation there's

644
00:33:25.960 --> 00:33:29.039
a sales, process, right the sales conversation that you're having

645
00:33:29.079 --> 00:33:31.920
with your. Client there's, pricing there's the follow, up there's a,

646
00:33:32.039 --> 00:33:36.279
close there's a continuation. Phase some processes are step, deep

647
00:33:36.359 --> 00:33:39.319
summer seven s or, ten depending on the complexity of the.

648
00:33:39.440 --> 00:33:43.480
Deal the deal, size the. Audience how many decision makers

649
00:33:43.519 --> 00:33:45.759
are layered into. That but at the end of the,

650
00:33:45.880 --> 00:33:49.759
day that foundation is, there but the actual style and

651
00:33:49.920 --> 00:33:53.119
execution lies within the Human that's WHAT i tell. People

652
00:33:53.279 --> 00:33:55.799
i'm very much an, extrovert BUT i don't expect my

653
00:33:55.920 --> 00:33:57.480
clients to all be extroverts in.

654
00:33:57.519 --> 00:33:58.119
Act and look like.

655
00:33:58.200 --> 00:34:02.000
Me, no we're here to develop their sales process that

656
00:34:02.079 --> 00:34:05.279
makes best sense in their, business their sales, strategy and

657
00:34:05.680 --> 00:34:07.599
also their, seals their authentic sales.

658
00:34:07.720 --> 00:34:11.360
Voice, right need to sound like, me like Doctor, Matlin

659
00:34:11.440 --> 00:34:12.480
you're not a person that you enjoy.

660
00:34:12.519 --> 00:34:15.239
It we'd have to figure out and discover what does

661
00:34:15.360 --> 00:34:17.960
that look like and sound like for you in your

662
00:34:18.000 --> 00:34:21.000
business or you and your biz dev Rep. Right i've

663
00:34:21.079 --> 00:34:26.000
work with founders who have THEIR coo be a part

664
00:34:26.079 --> 00:34:28.280
of it because THEIR coo is starting to carry more

665
00:34:28.320 --> 00:34:30.360
of the, sales so we figure out what that looks

666
00:34:30.440 --> 00:34:33.840
like for their firm or their agency or. Whatnot in,

667
00:34:34.000 --> 00:34:39.079
corporate a lot of times definitely more of a uniformed.

668
00:34:39.119 --> 00:34:39.519
Approach.

669
00:34:39.639 --> 00:34:44.400
Right they usually have something, developed so we're usually there to, enhance, amplify,

670
00:34:44.760 --> 00:34:48.559
Improve but every single person in that room is completely

671
00:34:48.599 --> 00:34:52.239
different the sales how they view, sales how they view.

672
00:34:52.280 --> 00:34:55.360
Money all of that's in. There so when you talk

673
00:34:55.360 --> 00:35:01.400
about the authenticity to, sales it's really empowering whoever the

674
00:35:01.480 --> 00:35:05.519
salesperson is the autonomy and the independence because that's the

675
00:35:05.679 --> 00:35:09.079
beauty of sales that they get to operate from by

676
00:35:09.159 --> 00:35:12.679
sticking to the, foundation but also having that creative approach

677
00:35:12.760 --> 00:35:16.039
and then also being authentic to, yourself your relationships with

678
00:35:16.119 --> 00:35:18.719
your customers or, clients how you show, up what's your,

679
00:35:18.800 --> 00:35:21.599
style how do you approach? Things those things get to bubble,

680
00:35:21.679 --> 00:35:24.239
up but first you got to have the foundation down

681
00:35:24.599 --> 00:35:25.360
and understand. It.

682
00:35:26.159 --> 00:35:31.039
Wow so what do you think what mind?

683
00:35:31.159 --> 00:35:36.039
Shifts mindset shifts are necessary for women in sales or

684
00:35:36.159 --> 00:35:41.039
in leadership roles who struggle with, confidence, rejection or self.

685
00:35:41.159 --> 00:35:46.599
Doubt, yeah that is a big. One that one IS

686
00:35:47.400 --> 00:35:53.840
i first think. That in, another Like, KEINO i talk

687
00:35:53.880 --> 00:35:56.960
about the six reasons why people don't buy. Right one

688
00:35:57.000 --> 00:35:59.039
of them is that they don't believe you because you

689
00:35:59.079 --> 00:36:02.480
don't believe you. Right and so whether it's your personal

690
00:36:02.599 --> 00:36:05.440
brand or the product that you're, selling you have to

691
00:36:05.519 --> 00:36:08.400
be compelled enough to believe, it like do You and

692
00:36:08.519 --> 00:36:11.079
let's say it's like some random, product, right and you're

693
00:36:11.119 --> 00:36:15.559
not emotionally attached to, it it's still do you believe

694
00:36:15.679 --> 00:36:18.320
that it has a purpose to serve for the person

695
00:36:18.400 --> 00:36:20.280
that you're trying to sell it. To, Right and a

696
00:36:20.360 --> 00:36:22.960
lot of times when you think about females women in,

697
00:36:23.079 --> 00:36:25.800
general whether you're in corporate and it's your confidence and

698
00:36:25.880 --> 00:36:27.880
how you show up in rooms to be able to

699
00:36:27.920 --> 00:36:30.440
sell your, idea, right or to be able to sell

700
00:36:30.480 --> 00:36:34.280
yourself for an opportunity or, promotion there has to be

701
00:36:35.039 --> 00:36:42.159
the shattering of not understanding and giving yourself this space

702
00:36:42.320 --> 00:36:46.760
to show up in your own authentic way and valuing that.

703
00:36:47.360 --> 00:36:51.719
Right stop trying to perform and conform to environments that's

704
00:36:51.760 --> 00:36:56.639
not serving anyone. Right collective brain power and thinking means

705
00:36:56.760 --> 00:36:59.039
there are different thoughts and ideas that get to come

706
00:36:59.119 --> 00:37:01.280
to the. Table and so for, women one thing is

707
00:37:01.639 --> 00:37:05.239
is honoring and knowing your value number and then that

708
00:37:05.440 --> 00:37:08.039
takes work. Right it's just LIKE i work with my

709
00:37:08.119 --> 00:37:09.639
clients AND i tell, THEM i don't care if you

710
00:37:09.679 --> 00:37:11.920
come to. Me if you're a multimillionaire and you're successful

711
00:37:11.920 --> 00:37:14.760
and you're just wanting to be like five percent, better that's.

712
00:37:14.840 --> 00:37:18.199
Great we're still going to work on your. Mindset one

713
00:37:18.280 --> 00:37:21.159
thousand percent because we all have something there that we

714
00:37:21.239 --> 00:37:23.480
need to unpack or work. On and SO i walk

715
00:37:23.519 --> 00:37:26.599
people through something called a fear to face, cycle, Right

716
00:37:27.000 --> 00:37:29.440
and it's understanding the, root where do things come? From

717
00:37:29.800 --> 00:37:32.079
and then why do they trigger or elicit a certain

718
00:37:32.119 --> 00:37:35.480
response on certain. Things so it's doing the work, right

719
00:37:35.719 --> 00:37:39.000
knowing your value and honoring, that respecting it and giving

720
00:37:39.039 --> 00:37:44.639
it room to breathe, right and the opportunity to show up,

721
00:37:45.199 --> 00:37:48.079
right like stop hiding your. Light we got this is

722
00:37:48.079 --> 00:37:50.639
a light And i'm gonna let it shine like it's basic.

723
00:37:50.840 --> 00:37:53.360
Right and sometimes we have to remind ourselves what do

724
00:37:53.440 --> 00:37:53.920
we tell our?

725
00:37:54.000 --> 00:37:54.320
Children?

726
00:37:54.719 --> 00:37:56.320
Right or if you're an auntie and you don't have,

727
00:37:56.440 --> 00:37:57.239
children what do you?

728
00:37:57.360 --> 00:37:59.599
Say sometimes if we think about what we say to

729
00:37:59.719 --> 00:38:02.639
children and we would actually give ourselves the same love and, grace,

730
00:38:02.920 --> 00:38:06.840
man how much more powerful would we be able to show?

731
00:38:06.920 --> 00:38:08.480
Up SO i think a lot of it is really

732
00:38:08.599 --> 00:38:09.639
really wrapped abound.

733
00:38:09.760 --> 00:38:13.400
Value and guess what the maturity of sales is not

734
00:38:13.519 --> 00:38:15.960
so much the, process the, strategy and the, mindset but

735
00:38:16.079 --> 00:38:20.239
it's the value able to articulate the value to the

736
00:38:20.320 --> 00:38:24.039
person on the other, End, wow and not how great you,

737
00:38:24.199 --> 00:38:27.239
are but how what you do serve?

738
00:38:27.679 --> 00:38:30.159
Them, yes and how do they benefit from?

739
00:38:30.199 --> 00:38:32.800
It and it's Doctor. Madeline it is so powerful that

740
00:38:32.880 --> 00:38:34.599
when you remove yourself from.

741
00:38:34.440 --> 00:38:34.519
It.

742
00:38:36.400 --> 00:38:36.960
It's not about.

743
00:38:37.000 --> 00:38:40.039
You like the, thing the gift that you carry is

744
00:38:40.239 --> 00:38:44.199
not about. You so like, again don't keep someone else's

745
00:38:44.239 --> 00:38:46.119
destiny tray in your own, mouth like get out of

746
00:38:46.119 --> 00:38:46.360
the way.

747
00:38:46.400 --> 00:38:51.960
Please fourth, ideas bring forth your, confidence bring forth sell

748
00:38:52.000 --> 00:38:54.920
yourself like we need, you somebody needs, you, Right so

749
00:38:55.039 --> 00:38:57.840
it's like get out of the. Way it's not aboue.

750
00:38:58.280 --> 00:38:59.760
Wow about it at.

751
00:38:59.800 --> 00:39:05.159
All so for women watching today who might want to

752
00:39:05.360 --> 00:39:09.719
improve their sales effectiveness while staying true to who they,

753
00:39:09.800 --> 00:39:13.920
are what is one actionable step they can take?

754
00:39:14.679 --> 00:39:20.639
Immediately one action. STEP i say this to.

755
00:39:22.119 --> 00:39:23.840
My, son AND i say to my.

756
00:39:23.920 --> 00:39:27.679
Clients one action step to take IS i like to

757
00:39:27.800 --> 00:39:30.519
lovingly call, it give yourself a check up from the neck.

758
00:39:30.639 --> 00:39:32.840
Up, okay What i'm saying?

759
00:39:33.320 --> 00:39:38.360
Reset what is in your brain right that you keep

760
00:39:38.440 --> 00:39:40.679
thinking or you keep repeating that is stopping you from

761
00:39:40.719 --> 00:39:43.159
getting you to where you want to go because you

762
00:39:43.840 --> 00:39:46.360
are in, charge, Right no.

763
00:39:46.440 --> 00:39:47.920
One else is in your head thinking but, you?

764
00:39:48.760 --> 00:39:51.039
Right? Absolutely what is?

765
00:39:51.159 --> 00:39:53.280
It sometimes we need to slow down to be able

766
00:39:53.320 --> 00:39:57.119
to speed up and what's keeping you from getting what

767
00:39:57.239 --> 00:39:59.800
you want instead Of oh it's this, person or it's

768
00:39:59.840 --> 00:40:02.079
this my, job or it's this data Out like what

769
00:40:02.239 --> 00:40:05.320
are you? Doing what changes can you make to then

770
00:40:05.400 --> 00:40:08.599
go change that outcome or pivot a little bit, more

771
00:40:08.719 --> 00:40:10.800
or get it really centered back to where you want to.

772
00:40:10.840 --> 00:40:13.119
Be so it's really give yourself a check up from

773
00:40:13.159 --> 00:40:15.400
the neck. Up so let's check out your mindset, first,

774
00:40:15.840 --> 00:40:17.960
right work on. It does that mean you need a

775
00:40:18.000 --> 00:40:20.280
mentor does it mean you need a? Coach because coaching

776
00:40:20.440 --> 00:40:23.119
is also not just ABOUT i always say this with

777
00:40:23.199 --> 00:40:25.920
the sales process and the sales strategy in your, mindset

778
00:40:25.920 --> 00:40:29.559
but there's a sense of, accountability, right somebody that's believing

779
00:40:29.760 --> 00:40:32.280
in exchange of your jourream and your goal and they're

780
00:40:32.320 --> 00:40:34.639
willing to help you get. There sometimes you need to see.

781
00:40:34.719 --> 00:40:37.920
Coaching sometimes it might be seeking, prayer sometimes it might be.

782
00:40:38.039 --> 00:40:39.639
Journaling man figure out what it.

783
00:40:39.840 --> 00:40:41.960
Is BUT i think the big thing is just to

784
00:40:42.079 --> 00:40:42.679
slow down and.

785
00:40:42.760 --> 00:40:46.320
Evaluate sometimes we're so busy going outward seeking.

786
00:40:46.400 --> 00:40:48.360
Things you need to sit still and go.

787
00:40:48.519 --> 00:40:48.920
Inward.

788
00:40:50.639 --> 00:40:54.639
Wow so if you had one piece of advice to

789
00:40:54.800 --> 00:40:57.320
leave with our viewers and our, listeners what would that?

790
00:40:57.480 --> 00:41:01.840
Be and then also tell us how we can out

791
00:41:01.920 --> 00:41:04.239
to you if we wanted to find out more or

792
00:41:04.360 --> 00:41:07.280
even work with you to find out how we could

793
00:41:07.280 --> 00:41:07.920
get better at.

794
00:41:08.000 --> 00:41:11.960
Sales, yeah oh my. Gosh one piece of. Advice, Oh

795
00:41:14.639 --> 00:41:16.559
i'll say this on the pricing, side on the l,

796
00:41:16.679 --> 00:41:18.559
side And i've been talking about value and knowing your.

797
00:41:18.599 --> 00:41:21.920
Worth know your worth and charge for, it, Right like

798
00:41:22.239 --> 00:41:26.000
whether it's your, brand if you're in corporate value, thing

799
00:41:26.519 --> 00:41:28.519
know it and don't back down from, that show up

800
00:41:28.599 --> 00:41:31.559
and go get, it or whether it's your business just't.

801
00:41:31.679 --> 00:41:34.639
Important know you worth of the product or the service

802
00:41:34.719 --> 00:41:38.199
that you, provide and charge for it because good money

803
00:41:38.400 --> 00:41:41.840
is in exchange is supposed to, happen, Right there's nothing

804
00:41:41.920 --> 00:41:44.880
wrong with making good money and then doing good things

805
00:41:45.119 --> 00:41:47.599
like it's nothing wrong with, that, Right so know you're

806
00:41:47.599 --> 00:41:49.679
worth a charge for, it and then how can people reach?

807
00:41:49.760 --> 00:41:50.159
Me you?

808
00:41:50.239 --> 00:41:53.559
Guys pretty much every single platform for, continuity it Is

809
00:41:53.719 --> 00:41:57.519
Natasha himmingway with two. M's so it's that On, LinkedIn

810
00:41:57.639 --> 00:41:59.679
that On, instagram that on, TikTok it's the same. THING

811
00:41:59.719 --> 00:42:02.760
i want Website Tashi huway dot. Com it's not hard

812
00:42:02.800 --> 00:42:03.280
to find me at.

813
00:42:03.280 --> 00:42:09.000
All it has been, Great and if you have anything coming,

814
00:42:09.079 --> 00:42:12.199
up you can let us. Know ANY uh books coming,

815
00:42:12.239 --> 00:42:14.360
out any programs coming out that you might want to

816
00:42:14.400 --> 00:42:14.679
let us.

817
00:42:14.719 --> 00:42:15.199
Know you can do.

818
00:42:15.360 --> 00:42:20.000
That but it has been a pleasure having here today

819
00:42:20.679 --> 00:42:22.800
sharing those sales nuggets with.

820
00:42:23.079 --> 00:42:25.840
Us hopefully some of us will get better at.

821
00:42:25.920 --> 00:42:29.519
It we will remember it's not about.

822
00:42:29.559 --> 00:42:32.039
You you're gonna get. That you're gonna get, it not about.

823
00:42:32.079 --> 00:42:34.880
Me that's, right get better at doing.

824
00:42:34.960 --> 00:42:36.039
It but thank you so.

825
00:42:36.199 --> 00:42:39.599
Much it has been a pleasure having you on a

826
00:42:39.760 --> 00:42:42.599
successful women's. Show so hope to have you come back,

827
00:42:42.639 --> 00:42:46.599
again ESPECIALLY uh because there was a lot more we

828
00:42:46.639 --> 00:42:48.960
could have. Covered we just you, know time just.

829
00:42:49.000 --> 00:42:49.599
Goes by so.

830
00:42:49.840 --> 00:42:54.199
Fast when you get get all this, information just pull

831
00:42:54.239 --> 00:42:55.800
it out of, you it just goes by so.

832
00:42:56.039 --> 00:43:00.159
FAST i have to say, this Doctor, madeleine thank you

833
00:43:00.239 --> 00:43:03.000
for doing what you're doing, right because what you're doing

834
00:43:03.199 --> 00:43:07.840
is taking your, time your, experience your expertise to impart

835
00:43:07.960 --> 00:43:10.920
that on other women so that seeds can be planted

836
00:43:11.039 --> 00:43:11.719
and sown and.

837
00:43:11.880 --> 00:43:15.480
Grown and that's ripple, right that's that multi level.

838
00:43:15.920 --> 00:43:18.679
Impacting SO i just want to say thank you for

839
00:43:18.760 --> 00:43:20.480
doing what you're doing and showing up and thank you

840
00:43:20.559 --> 00:43:22.519
for the platform for us to share so that we

841
00:43:22.559 --> 00:43:23.719
can pour another people and they can.

842
00:43:23.760 --> 00:43:27.519
Receive, well thank you so, much and know that you're.

843
00:43:27.559 --> 00:43:30.320
Welcome anytime anything you want to come back and share with,

844
00:43:30.480 --> 00:43:32.880
us just let me know and we will.

845
00:43:32.760 --> 00:43:33.920
Bring you right back.

846
00:43:33.960 --> 00:43:36.079
Here okay, there well there.

847
00:43:36.400 --> 00:43:41.199
You so just want to let everybody know what will

848
00:43:41.239 --> 00:43:46.119
be coming up, next some upcoming. Events just welcome to

849
00:43:46.280 --> 00:43:47.840
some exciting things that's going.

850
00:43:47.960 --> 00:43:48.000
On.

851
00:43:48.840 --> 00:43:51.599
AGAIN i just want to make sure you know about

852
00:43:52.039 --> 00:43:54.039
the fact That i'm honored to share THAT i am

853
00:43:54.119 --> 00:43:57.880
officially one of the founding women on the Empower Her

854
00:43:58.199 --> 00:44:03.760
wall by She Rises studios in partnership With PHOENIX, tv

855
00:44:04.320 --> 00:44:09.360
which is a global movement showcasing two hundred trailblazing women

856
00:44:09.599 --> 00:44:17.000
on one powerful digital wall Inside Allegiant stadium In Las.

857
00:44:17.119 --> 00:44:20.679
VEGAS i Hope i'm pronouncing that correctly In Las, Vegas.

858
00:44:20.760 --> 00:44:25.119
Nevada so On february twenty second of this, year The

859
00:44:25.280 --> 00:44:30.000
Empowerment wall will be, unveiled and when the lights rise

860
00:44:30.239 --> 00:44:34.440
and the cameras, roll the world will witness something. Extraordinary

861
00:44:34.800 --> 00:44:39.559
two hundred women standing, together not in, competition not in,

862
00:44:39.679 --> 00:44:46.119
division but in, unity equality and shared. Prosperity so for

863
00:44:46.280 --> 00:44:49.039
those of you that might already live In Las, vegas

864
00:44:49.119 --> 00:44:52.280
hope that see you there On february twenty, second.

865
00:44:53.039 --> 00:44:55.320
And because it's going to be a phenomenal.

866
00:44:55.840 --> 00:45:00.800
Event also still excited about the fact That The Successful

867
00:45:00.840 --> 00:45:04.400
Women radio AND Tv show made the list of the

868
00:45:04.519 --> 00:45:09.400
top one hundred Best, Career mindset And Working women, podcasts

869
00:45:09.840 --> 00:45:14.119
and that we are proudly sitting at number, sixteen so

870
00:45:14.199 --> 00:45:16.639
we're gonna keep at it so we can move up that.

871
00:45:16.960 --> 00:45:20.239
List number sixteen out of one, HUNDRED i gotta say

872
00:45:20.400 --> 00:45:27.280
is not. Bad this list highlights podcasts that empower women

873
00:45:27.480 --> 00:45:33.119
to build successful, careers navigate workplace, challenges and find true.

874
00:45:33.000 --> 00:45:34.800
Fulfillment in work and.

875
00:45:35.079 --> 00:45:38.400
Life and SO i am honored to have The Successful

876
00:45:39.760 --> 00:45:42.599
radio AND Tv show as a part of this.

877
00:45:42.920 --> 00:45:44.639
List, ALSO i want you to.

878
00:45:44.679 --> 00:45:48.079
Make sure to check out my book Show Up To

879
00:45:48.239 --> 00:45:54.119
Rise Up explore The Transformative power of A Positive, mindset

880
00:45:54.400 --> 00:45:58.760
which achieved bestseller status On amazon in The women And

881
00:45:58.920 --> 00:46:05.280
Business so it's available for purchase On, amazon or if

882
00:46:05.320 --> 00:46:07.880
you want to get the, book you can put my

883
00:46:08.039 --> 00:46:10.599
name in the search Box Doctor Madelein Aane lewis and

884
00:46:10.719 --> 00:46:14.360
it'll come right up On. Amazon, website or you can

885
00:46:14.440 --> 00:46:18.119
go to my website which is www dot e X

886
00:46:18.639 --> 00:46:24.760
wsi dot, com click on The success bookstore and you

887
00:46:24.800 --> 00:46:27.599
will also be able to purchase the book from my.

888
00:46:27.800 --> 00:46:33.079
Website make sure that you if you have not already

889
00:46:33.239 --> 00:46:36.280
viewed MY TEDx talk THAT i did In, Vancouver, canada

890
00:46:36.920 --> 00:46:39.760
make sure to do. So the topic was show up

891
00:46:39.800 --> 00:46:43.039
To Rise, up and you can watch it on YouTube.

892
00:46:43.199 --> 00:46:45.880
Again just put my name in the search Box Doctor

893
00:46:45.920 --> 00:46:49.119
Madeleananne lewis and it will come right. Up or you

894
00:46:49.199 --> 00:46:52.480
can email me for the direct link at info at

895
00:46:52.679 --> 00:46:56.719
e x W si dot com AND i will send

896
00:46:56.760 --> 00:46:59.599
you the direct. Link make sure to check it out

897
00:46:59.719 --> 00:47:03.400
AS i am so excited because as of today it's

898
00:47:03.480 --> 00:47:06.599
at two hundred and twenty six, thousand eight hundred and thirteen,

899
00:47:06.800 --> 00:47:09.719
views and as you, know we're trying to reach that

900
00:47:09.880 --> 00:47:13.599
goal of one million plus. Views SO i want to

901
00:47:13.679 --> 00:47:18.119
thank those in advance who have been, supporting who have

902
00:47:18.199 --> 00:47:23.159
been continuing to, share continuing to like and commenting on the,

903
00:47:23.320 --> 00:47:27.480
video so please continue to do. So and, FINALLY i

904
00:47:27.639 --> 00:47:32.079
am a contributing writer to Own it magazine WHERE i

905
00:47:32.320 --> 00:47:37.639
share nuggets and resources every. Month on it magazine is

906
00:47:37.679 --> 00:47:42.679
a resource for, personal professional and business. Development so make

907
00:47:42.760 --> 00:47:46.280
sure if you want to get a free. Subscription YES

908
00:47:46.360 --> 00:47:50.079
i said free, subscription you can do so by contacting

909
00:47:50.159 --> 00:47:57.800
me At madlin at EX wsi dot com to be

910
00:47:57.880 --> 00:48:01.280
able to get a free subscription To Own it, magazine

911
00:48:01.320 --> 00:48:04.199
where you'll be able to read not only the information

912
00:48:04.360 --> 00:48:10.119
THAT i, share but they have fabulous information in the magazine. Itself,

913
00:48:10.760 --> 00:48:16.119
AGAIN i just want to again thank my, Guest Miss Natasha,

914
00:48:16.679 --> 00:48:22.000
hemingway for sharing her nuggets with us on sales and

915
00:48:22.280 --> 00:48:24.159
my views and my listeners.

916
00:48:23.760 --> 00:48:26.719
For joining me. Today this is The Successful Women's.

917
00:48:26.719 --> 00:48:30.760
Show i'm Doctor Madeleine Ann, lewis and if you'd like

918
00:48:30.880 --> 00:48:33.320
to reach out to, me you can reach me by

919
00:48:33.440 --> 00:48:39.840
email at info AT exwsi dot. COM i would also

920
00:48:40.719 --> 00:48:43.440
like you to go to my website to download my

921
00:48:43.599 --> 00:48:47.800
free three part video series on three things every woman

922
00:48:47.880 --> 00:48:52.800
should do to position herself for executive. Leadership to do,

923
00:48:52.960 --> 00:48:59.000
so go to www dot EX wsi dot. Com don't

924
00:48:59.039 --> 00:49:04.119
forget to subscribe to our channel like and share this

925
00:49:05.079 --> 00:49:08.519
episode with. Others As, again AS i, said we had

926
00:49:08.599 --> 00:49:12.760
some great nuggets From Natasha. Hemingway, again this is The

927
00:49:12.840 --> 00:49:15.760
Successful Women's. Show we are here every.

928
00:49:15.880 --> 00:49:18.239
WEEK i am your, host.

929
00:49:18.079 --> 00:49:21.760
Doctor madeline and lewis helping women to accelerate the path to.

930
00:49:21.960 --> 00:49:25.679
Success thank you again for joining. US i love you

931
00:49:26.039 --> 00:49:30.840
all to life and as, always be well and stay

932
00:49:30.960 --> 00:49:31.480
safe out.

933
00:49:31.559 --> 00:49:35.480
There this is, success success

934
00:49:45.039 --> 00:50:02.199
Right all successful women