Unlock the secrets of relationship-based sales and high-ticket offers with Laura Wright, a masterful sales strategist and the acclaimed author of "No Woman Down." In a vibrant exchange, Laura imparts the exhilarating world of sales done right—where genuine connections meet strategic intent, and transactions evolve into transformative experiences. Her "five steps to yes" strategy is more than a method; it's a journey to understanding your ideal client and leveraging the power of authentic engagements. Lean in as we dissect the alchemy of building a conscious community where sales are not just profitable but intelligently and intentionally delightful.
Prepare yourself to navigate the elegant dance of sales calls with poise and an ever-present zest. In this episode, I share personal anecdotes, revealing the finesse in cultivating professional relationships that blossom into lucrative partnerships over time. We weave through the nuances of handling objections, not as setbacks but as bridges to advocate for your client's future successes. Laura gifts us her perspective on how the highest energy in the room can magnetize prospects and turn conversations into trust-filled, closed deals. This dialogue promises to enrich your sales toolkit, ensuring every conversation you have doesn't just count but leaves a lasting imprint of your expertise and authenticity.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome back.
This is Julie Baranek, founderof the 7 Figure Builder Show,
and I am here with my friendtoday, laura Wright.
Hey, laura, hello, I am soexcited to chat with you.
We just we hit it off from, Ithink, the first moment that we
connected through mutual friendand I'm so excited to have you
on the show.
You are the founder of Epic atSales, author of no Woman Down.
(00:22):
You've accomplished amazingthings, but tell us a bit about
what you do with your businessand who you serve.
Speaker 2 (00:28):
I love this question because it gives me that moment
where I'm like elevator pitch,or do I say what I do?
So I might just say what I do.
So my business is helping womenentrepreneurs feel epic at
sales, and epic means E isenjoyable, p is profitable, I is
intelligent.
I was going to say that that'snot what I is.
(00:49):
I is intentional and C is in aconscious community.
So what I really want is forthose really brilliant-minded,
smart, smart, smart gals who arelike I should be able to do
this, I can do this.
I want those women to see howto sell with ease and scale
their business with simplicity,and that's my favorite thing is
(01:12):
to activate people into seeingthat it's easy, they can sell,
they can make money and they canactually do the service they
want to do in this world.
So that's what I do with myclients.
Speaker 1 (01:21):
I love that and I know from our first conversation
one of the biggest things thatcame up was relationship right.
So how does that tie in andwhat is your viewpoint on that?
Speaker 2 (01:30):
Yeah.
So I believe in what I'm goingto call relationship-based sales
, and why I think I'm sosuccessful with what I do and
how I teach my clients is onlybecause of the relationships
that I build.
So like I love that.
You said it.
It's true, we were connected tosomebody and we hit it off and
we chit chatted and it was bothconscious and strategic on both
(01:51):
of our parts.
But also I like you.
Why, thank you?
I like you too.
I think you're interesting.
I would like to talk to you, butwhat I also know how to do is
I'm listening to hear who youserve, what assets you need, how
can I serve you?
And I think you're doing thesame for me, and so I think what
(02:13):
happens is a lot of womenespecially they don't know how
to build relationships that thenturn into business, and that's
what I really love to show howto do, because I don't need to
sell to you and you become myclient.
I also don't need to have aquid pro quo moment of okay,
julie, I'm going to talk to yousix times and I expect you to
send me 14 deals.
(02:34):
It's our sixth date.
Come on, you have to buy, butwhat I do like to know is wait a
minute.
If I think you have a greatservice and I really like you
and I'm a connector and I talkto a lot of people, how could it
naturally work to refer you?
I just make sure I have enoughpeople around me, enough
relationships, that I can pointthe right person, the right
(02:56):
person.
I used to do this thing at liveevents when I would teach this,
where I would have like fourpeople stand up in the room and
I'm like here's how referralsactually go I'm going to send
someone to Tina, tina's going tosend someone to Jane, jane's
going to send four people toAngela, angela's going to send
one person to Julie and thenJulie's going to send six people
to me.
And what ends up happening iseverybody gets what they need.
(03:18):
It's not a I build arelationship with Julie and
Julie has to send me clients andI have to send Julie clients.
It may be that we never worktogether, but I connect you with
Angela, who opens up a doorwaythat creates something else, and
I think it's a missing key,because what happens is women
are great at buildingrelationships, but not the
(03:40):
second side, which is strategic,sales and seeing opportunities
when it comes to thoserelationships.
Speaker 1 (03:46):
Yeah, I love that and , as you know, that's everything
I'm about, as well as therelationship based lead
generation.
So we were like, ah, that ahamoment.
But what do you recommend forpeople that will say struggle
with this, like they don't wantto come across as disingenuous,
right, none of us do, and youknow, I know, when we've talked,
it's like, well, what is thatstrategic overlap where we can
(04:07):
help each other?
But what do you recommend forpeople so that it's authentic,
genuine and yet you're buildingstrategic relationships?
Speaker 2 (04:14):
Yep, okay.
So I feel like, oh, I can teachthis because I know.
So, first things.
First, you need to know whoyour ideal client is.
Like you know, like you know,like you know, you need to
understand who is your idealreferral partner.
Like you know, like you know,like you know, you need to
understand, like, whatopportunities work for you.
(04:36):
Example I'm legitimately hereon a podcast because podcasts
are my number one way ofengaging with my ideal audience,
and so I do that.
And why I say you need to knowideal client, ideal referral
partner, and the way that youlike to engage is so that when
you're out in the world, onlineor offline, and you're building
(04:57):
relationships, I can look andsee Julie, and Julie hits all
the red lights Bing, bing, bing,bing, bing.
She is all things, and so I'mgoing to say hello to her.
Now, if I was meeting Tim andthis isn't like a man or woman
thing, but let's just say Timwas in my field Tim doesn't
(05:17):
align to my ideal client, tim isnot a referral partner for me
and Tim does not match myaudience or things that I need
or have those opportunities,well, I'm not going to go reach
out to Tim.
So I think first thing is howyou find the people you connect
with.
The second thing is I use myfive steps to yes that I sell
with actually as a conversationpiece for how I do relationship
(05:40):
building, because what it doesis it allows me to connect.
It allows me to find out what aperson is struggling with.
I can either solve it or helpthem find the solve.
I find out what their vision is, what they want to create.
I can either help them createit or help them find the person.
But it also gives me a pointwhere I have an invitation and a
close, and the invitation andclose is either direct come by
from me, or it is oh Julie, youhave a podcast, could I please
(06:04):
be on that?
Or, oh, julie, I think I knowTina who needs to actually side
note.
This is legitimately happening.
I do have a person I need torefer to you who wants to go get
on a bunch of podcasts and Iknow you can help her.
But that naturally happens inconversations because I'm
listening and I'm developing,I'm building.
I think the other piece is thisLong-term for me is everything.
(06:28):
It's very.
I like to say that I wouldrather know 10 people deeply and
connect with them many timesthroughout the year, versus
10,000 people that I only get achance to talk with once.
So, having diversifiedrelationships you know how we
hear diversified portfolio ordiversified marketing I think
you should have a diversifiedamount of relationships inside
(06:51):
of your network and I would muchrather again I'd like to talk
to Julie a couple of times ayear and keep in connection with
her, versus meet her once andtry to get something out of it.
That's transactional, that'snot relationship.
Speaker 1 (07:04):
Yeah, and people sense that energy from a mile
away, like they know they canfeel your intentions of.
If you're out for a quick hit,like just buy my stuff and then
toss people away, and it's funnybecause that's not that.
But the relationship piece thatyou mentioned is again how we
connected was a close friend ofmine and a close friend of yours
was talking and was like hey,you two need to meet and so
(07:27):
brought us together through justa referral introduction, which
is my favorite of you know, forthose that are looking for
referrals, I always ask like,hey, just a three-way email
intro, a three-way message?
I find it's best.
So then it's a natural.
You know we can pick it up fromthere, versus send them my
calendar link and they can book,because people bounce Like they
just won't.
It's too big of a step.
Speaker 2 (07:49):
I agree with that 1000%.
Also, I have to say I justrealized this when I always talk
about like knowing connections,what you all can't see is, as I
am looking at Julie with hermoney tree behind her on the
desk, my money tree is in thecorner, so it makes her money
tree look even larger.
But why?
(08:12):
I bring this to the table, likewe're both wearing curly today,
but we could have shown up withcurly hair.
But when I pay attention tothis, it all clicks into place
and I think that's the otherpart about relationship building
is being able to seecommonality and connection and
letting that lead versus theforce and the push.
Speaker 1 (08:30):
Yeah, I agree 100%.
And how does the activelistening was?
You know what you had mentionedof just building that
relationship?
How could that eventually leadinto sales?
I know you said sales is suchan important part of our
business, right Like we wouldn'thave a business without it.
But what does that relationshiplook like?
Speaker 2 (08:47):
Everything Okay.
So I'm trying to say it like 12times.
So in my five steps to yes thesales process, the first one is
called list, it's connection.
And then second one is listenand learn.
What I'm always listening foris what is the person across
from the table with me eitherwant more of, want less of, is
(09:08):
struggling with, doesn't haveyou know all those things that
are friction of what they don'thave.
And then on the second side isI'm listening to their vision,
what they do want, what theydesire, and so what happens is
my little connection radar popsup and says oh, I know somebody
you should talk to, and I thinkthis is the second side of why
(09:31):
relationship is better thantransaction.
So transactional is I'mlistening to Julie and I have to
find, like a referral of aclient to her Relationship based
is where I can say, julie,there's actually a sponsorship
opportunity.
Oh, side note, this is actuallylegitimate, it's happening
again.
This is where my brain goes.
(09:51):
It's because I just do this sonaturally and maybe you guys can
hear it from there is I have anew to me connection that is
hosting an event that will have300 women in the room that I
think are your ideal clients andshe's selling sponsorships,
nice, and so arelationship-based connection.
I can say, julie, I seesomething that is in your best
(10:14):
interest and I'm going to putyou towards it.
I, laura, do not make any moneyon this.
However, I just did somethingthat will support Julie on this.
However, I just did somethingthat will support Julie and what
I know will happen is, eitherthrough Julie's hands or because
giver's gain really does work,I will receive an opportunity of
(10:34):
equal that I put out.
So I think listening lets mehear like I wouldn't tell Julie
to go to this event if I didn'tknow about her and know the fact
that she could get on the trainand be there because it's very
close to where she is.
I wouldn't know that her idealclients are there because I
wouldn't know about her.
So that's where, when youlisten for opportunity, both
(10:57):
with the person you're directlytalking to, but also having
their resource of informationwhen you go to talk to others,
that's how you can start makingthat connection piece.
Speaker 1 (11:08):
Yeah, for sure.
And then you're genuinelypaying attention to the other
person versus just listening foran in, for a pitch.
It's like how can we supporteach other, how can we, you know
, help each other?
And then you build thatrelationship, you build that
trust, and then I trust yourjudgment of hey, thank you.
That would be an amazingopportunity and I'll definitely
check it out.
And then human reciprocity is Ithen want to help you.
(11:31):
Right, and it's notmanipulation, it's.
It's just that's how we ashumans work, and I think it's so
powerful when we give out ofthe spirit of giving and just
trying to help other people.
It will come back and it willfind you a hundred percent.
Speaker 2 (11:48):
Absolutely, and I also think it's another thing of
understanding nuance.
So I always think about there'sa newer to me client that I
spoke with five times before Ieven made an invitation to her
to work with me because,legitimately, first time I was
connected with her and it wasjust one of those really
delightful you should know thisperson.
And so we got to know eachother.
And at the end of the call Iwas like I feel like we could
(12:09):
talk forever and we have to bothgo.
And she's like I should haveyou on my podcast.
I'm like, let me go on yourpodcast.
So I went on her podcast andthen after the podcast she
mentioned something about aclient.
I'm like why don't I give yourclient a call and take care of
her?
And then she had me come andguest expert in her group and
then we followed up after thatto talk about how it was going.
And then I asked her a questionand she said something and I
(12:32):
went, um, hey, tina, do you?
You do know this is what I dowith my clients, this is how I
help them.
And she's like yeah, I think Ineed to actually talk with you
about that.
And in that moment I did notstart conversation a looking to
get a client.
I started it as a legitimate.
(12:52):
I think we should be connected.
Who are you?
You're awesome, all thosepieces, but I continue to follow
the path line of maintainingthe relationship and it did turn
in to a few opportunities alongthe way and I like to say that,
because it's not, you don'thave to squeeze the juice the
moment you meet somebody.
Speaker 1 (13:11):
Yeah, absolutely.
And you mentioned an importantthing too of maintaining the
relationship.
Like we hear so often, themoney's in the follow-up right
and if you're just following upfor the sake of following up
again, people sense that energy,Whereas if you're following up
because it's a relationship andsomeone you care about, it's a
lot easier.
It's like, hey, I'm followingup again, and people just get
(13:33):
annoyed and it's like, oh, goaway.
Speaker 2 (13:35):
So I teach this thing and I call it a reason to reach
out.
I think what happens is noone's going to respond to.
I'm following up, right, youdon't like to do it, they don't
want to hear it.
But I like to have legitimatereasons to reach out to people
and when I have that, it feelsgood for me.
And also, if I can't see, findor create a reason to reach out,
(14:00):
then I don't.
Speaker 1 (14:02):
Right, yep, exactly, it simplifies it all and I'm
curious on your perspective of,we'll say, price point, but like
high ticket versus low ticketitems, what.
This is like your jam.
But what do you recommend forpeople?
Should they go out and scrapeup a ton of people out there or
focus on something more?
Speaker 2 (14:25):
Yeah.
So why I loverelationship-based sales.
I will give you two examples.
When you have a legitimaterelationship and you're having a
conversation and you have theability to sell high ticket, it
is very easy, it's enjoyable.
You can talk with one personand make a $60,000 sale, like I
(14:46):
do.
So I had this woman a couple ofyears back that I'd worked with,
really successful, had a greatexperience.
It was time for her to grow andshe moved on and I just had
this little ping you know a lotof everyone gets the little
pings, but they don't alwaysfollow them and I was
legitimately thinking about herLike I just I saw something
online that made me think of herand I sent her a little hey, I
(15:07):
love you, I hope you're doingwell message which that was.
It really was just that.
And she messaged me back andshe's like Holy crap, laura, I
can't believe.
You messaged me because I wasabout to come and tell you
something and I was like I knewshe had found a mate and they
had gotten married and I knowthey were trying.
I just had this feeling and shewas, she was having a baby and
she was just telling me to say,like sharing life experience,
(15:30):
that was maintaining thatrelationship, and when I heard
that from her I'm like we haveto actually connect.
How are you?
And she's like well, the truthis, why I thought about you is
not just to tell you this, but Ineed to figure out how to run
my business while I have a kiddoand I haven't done that before.
And so I said, well, let's geton a call and let's just explore
, and in that one conversationthat resulted in a $60,000
(15:52):
contract, no-transcript.
So I find that if you're goingto do the work to talk to
(16:13):
somebody, have a high ticketoffer to sell to them, because
people will buy.
What they are able to see willtransform them, and that's much
different than being, again,transactional.
High ticket is transformational.
Relationship istransformational.
Transactional is just hey, buyand click my thing and can be
(16:34):
very draining.
Yeah absolutely.
Speaker 1 (16:38):
And what would you say is the energy required
between a low ticket and a highticket sale?
Okay?
Speaker 2 (16:48):
I don't like to use winning and losing, but this is
what I like to say the highestenergy wins, and what I mean by
that is I am a legitimatelyhappy clappy like.
You'll see me literallyclapping and I bounce around and
I shimmy a lot.
That's my energy.
That's not everyone else's highenergy.
High energy can actually bevery quiet and very in that lead
(17:09):
or guide, but what peoplereally want is they want to
believe and trust in the otherperson.
When they believe, they willbuy.
So the highest energy winsmeans if you are able to convey
that you know your shitbackwards, forwards and sideways
, you are an expert and they cantrust you, that'll actually
(17:30):
make them trust themselves andthat will cause them to buy.
So prior to every sales call, Iget myself in the right energy
space.
In fact, it's like a pre-step.
I either ground myself downbecause I'm flying kind of high
and I've had a day, or I powerup my energy if I've been like
traveling or if I'm tired, but Ialso am fully present to the
(17:51):
other person on the line.
Like today I did a sales callthat was in whatever day.
You're listening to this, thiswill probably be true.
It was 138 minutes long.
Wow.
No, that's not right.
It was one hour and 38 minutes.
138 would be a big difference.
Why am I saying this?
There was a point right at thetop of the hour where, if I had
(18:13):
had to go and stop, I could feelshe was just, she was
transitioning into the decisionI'm ready and I let her take a
quick little break.
She came back and we had alittle like roundup conversation
.
Then she was giving me her cardat the end of the call.
If I had cut it off and notfollowed the energy of the call
she wouldn't have bought.
(18:33):
I wouldn't have gotten thechance to transform her and her
mission is amazing.
Like I want to shout her fromthe rooftops.
I want her to succeed.
So I needed to sit in it,advocate for her and be
physically present.
Speaker 1 (18:48):
Yeah, now, I love that it never reminds me of a
conversation I had not that longago with an existing client,
and it was a new or service thatI was offering.
And I'm like hey, you know, Iwant to share this thing with
you, I think it might help you.
Blah, blah, blah.
So I hop on and we werechatting about all sorts of
things, and then, you know,towards the end of the call,
(19:13):
she's like yeah, what was thatthing you wanted to tell me
about's?
Like I feel like I'm gettingsales, julie, not Julie, julie.
I'm like you're getting tired,julie.
I'm not phoning it in, but it's, you know, we've all been there
.
At the end of the day, it'slike oh, my God, I just need to
end the conversation, and butyou don't want to, and so, yeah,
(19:33):
I can definitely speak to theplanning ahead of time.
I try to like, grab a snack, soI'm not fading.
And you know, my, my clientsare feeling that or something.
So, yeah, it's, it's so true.
Speaker 2 (19:45):
And energy is everything.
It also lets you not have to beon a script yeah, it's.
You can be in that zone and Ihave done this before and I bet
you have where I've said I'mgoing to mess this up right now.
And what's great is it gives mepermission to be a real life
human being, because that's whosomeone buys from the perfect
scripted.
I love how she called her salesJulie, even though what it
(20:07):
really was was just tired Julie.
But I did that.
I think it was two Fridays ago.
I never take calls on Fridayand I've said that many times
and I found myself on calls onFriday and I had this delightful
call with this woman.
I was like I'm done, the end ofmy week, the end of my day, can
we talk again next week?
And I scheduled the next call.
(20:28):
But like that being human part,that relationship part, that is
critical and I love that.
You know how to like, prepyourself for it, but also lean
into it.
If you're the real human,she'll buy from you.
Speaker 1 (20:40):
Yeah, well, that, and I should have said you know
what, let's table thatconversation for next week and
I'm happy to share it with you,but right now I can feel myself
thanking.
Yeah, and actually to thatpoint, what is your, your
perspective on, as you're in asales conversation and you feel
those objections starting, likewhat is a good way to kind of
(21:00):
overcome those?
Speaker 2 (21:03):
I'm like the anomaly.
I'm the only person out therewho loves sales calls.
I love objections, all thosethings, but I'll tell you why I
love them so you can besupported.
So here's the number one thingResistance and objections are
going to show up on calls.
It's a fact, and I don't meanit as like let's expect it, and
(21:23):
I even say this to the effect ofI can't remember the last time
I really had an objection toovercome or resistance, but it
does show up, and so why I'mexcited about it is I know
what's going to happen andbecause I know what's going to
happen and because I teach myclients about this, you're not
thrown off when it shows up.
When I had this lovely call witha person, she gets the answer.
(21:44):
She's like Laura, I have nomoney, like I can't do this.
The money objection here's.
All I heard was I'm afraid torisk, because what if it won't
work?
That's really the onlyobjection.
Will this work for me?
I'm afraid to take the riskbecause as entrepreneurs, as
business owners, we do crazythings.
We risk the mortgage payment.
We sell a boat and buy acoaching program, we go travel
(22:09):
to some place that we need to goto, just to be in the room with
our idea.
We do the different thing, butwe do it because we believe it
will work.
When someone gets on a salescall with you whether you are
selling web design, podcastservices, coaching services,
consulting anything theirresistance and objection is just
simply saying I don't know if Ican trust myself to do what
(22:30):
must be done to get what Idesire.
I'm not sure if I can trust you, and that's okay.
And if I can get someone to aplace where, when the resistance
shows up, I simply say this Ibecome an advocate for them as
opposed to a competitor againstthem.
Most sales it's you against theperson buying.
Like you have to win, you needto get the sale Force them over.
(22:52):
I simply become an advocate fortheir future self and when the
resistance shows up, I say wannaexplore it together, like today
.
You may or may not be able tosee.
If you're watching this,there's a funny sun looking
thing over in the corner.
It's a thing that I teach onsales calls to help someone find
the money.
Like not, I'm not saying go,you know, use your last credit
card.
(23:13):
You know, do extraordinarythings.
But literally, how do I seewhere there's money around me.
I have a tool to help them seethat If someone shows up and
they're like I need to thinkabout it, well, guess what?
Some people actually shocker,shocker, alert need to feel
their feelings, absorb the dataand make a choice.
So I let them do that, but Idon't step away from the sales
(23:36):
container.
I simply give them a way to go.
Do that.
When you get on the team withthem, when you're advocating for
them, you're not an adversary.
You're now an advocate and youcan guide them through
resistance.
You stand out from everyoneelse in the field and the more
important thing happens, whichis this I have so many amazing
women, especially, who show upon my doorsteps and they have
(23:58):
Frankenstein their offersbecause someone got on a call
and said, well, I don't likethis.
And they're like, oh no,there's something wrong, I need
to change it, or they stoppedreaching out to this type of
person because somebody saidsomething.
Objections and resistance whenyou take them from a person who
has not bought from you and youchange your offer, you change
your messaging or your audience,it won't work.
(24:19):
But if you know, resistance isreally just them going through
transformation, because safetyis what we are all going for and
you can guide them through it,as opposed to force them across
the bridge.
They will buy, they will trustyou and they will get results.
Speaker 1 (24:34):
I love that and that's so powerful and I know I
always I like doing sales callswith people because I feel like
the more information and I can,you know, read them real time
the more I can take that into mynext conversation and kind of
roll that in.
You know, if everyone's askingabout, well, do you have a
(24:55):
guarantee?
Well, sure, Then I tell themabout that early.
So it's not a later onobjection, it's something that I
can, you know, preface upfrontand it's like, oh okay, One last
question off my mind you know,what are those things that you
would encourage people to makesure that they don't forget?
Or what are gaps that you seethat most people have?
Speaker 2 (25:13):
Yep.
So thing number one is you needa formula to follow on sales
calls.
So many, many moons ago I, um,I did this crazy thing where I
got rid of all my clients, Imoved my family to a different
state, I, like, increased ourexpense.
I did all the crazy things youshouldn't do, but the one thing
I did was I gave myself ahundred call challenge.
(25:34):
Now I will tell you.
I don't expect anyone to do ahundred calls in a month.
I just did it as a really funlittle gag for myself, because
that's enjoyable.
But here's what happened.
I talked to 37 people and theywere brand new to me.
I had no list.
This was not an email campaign.
This is legitimate relationshipdevelopment.
13 of the 37 said yes to buyingfrom me and I was able to bank
(25:58):
like 10K at the time and Ibooked out like 136,000.
And that was great.
The rest of the story is whatwas even better, with all the
follow-up that I did andeverything else.
But the reason why I knew itwould work was one reason On
every single sales call, Ifollowed my five steps to yes.
And what happens when you have aguaranteed formula?
You know what your results canbe.
(26:20):
So the other person can dowhatever they're doing.
My energy can be off and I canmanage it and I can do all the
things.
But if I follow my formula,what happens is I know that I'm
going through the process Causehave you ever had this where you
get on a call and probably notusually, but somebody else who's
listening?
You get on a call and you'reall high vibe and you're happy
and you say things and at theend they buy.
(26:41):
And then you have a call whereyou get on a call with somebody
and you say things and theydon't buy, but you don't know
why or why not.
When you have a formula tofollow and my five steps, cs is
so freaking simple that, like Ican guide someone to connection,
I can listen and learn to theirproblems, I can insert a client
success story, I can talk abouttheir vision.
I can lead with another clientsuccess story, I can give them
(27:04):
the invitation, I can close.
I know without a shadow of adoubt, if I talk to 10 people
and I use my formula, I willwalk away with one, two, 10
clients.
Depends on where I am, but Ithink what happens is most
people don't have a thing tofollow and what they're trying
to do is be reactive andresponsive.
And then they forget things.
And when you have a formula, youare the script Like.
(27:26):
My biggest thing is I teach notto use a sales script because
people feel disconnected from it, but a formula you can lean in.
I can spend like 45 minutes inconnection with somebody and
then give an invitation in twominutes and that's going to work
.
I can also spend two minutes inconnection and 40 minutes in
the conversation around theoffers, whatever the person
(27:47):
needs, but the formula lets merelax into the process.
Speaker 1 (27:51):
I love that.
So for people listening andthey're like okay, I need your
formula, when can they find youand how can you help them with
this?
Speaker 2 (28:00):
Oh, thank you.
Thank you.
So, number one, go grab my freegift.
It's an overcoming objectionsPDF.
The URL is wwwlauraright.
W-r-i-g-h-t officialO-F-F-I-C-I-A-Lcom forward slash
gift.
I think it'll also be in theshow notes and in that
overcoming objections I alsodetail my five steps to yes.
(28:23):
That way you know what to say.
Because here's the thing.
A lot of my clients think that Imight be psychic.
Really, here's what's happening.
I follow a formula that guidesthem through a path and I listen
to the words that they say, andso when I'm feeding back my
offers to them, it'sincorporating the words that
they said.
So, quite frequently,objections don't show up.
(28:44):
Julia, I love how you said it.
You're like, if I heareverybody needs a guarantee, I'm
going to slide it in earlier sothey don't get to the end and
they're like where's myguarantee?
Same same.
So go ahead and grab myovercoming objections.
Also, I am on Instagram andLinkedIn.
I always look for Epic at Sales.
I'm also one of those real lifehuman beings where, if you
message me, I will reply to youMe, Actually, me and I will
(29:08):
engage.
So I am a big fan of actualconnection and actual questions.
Speaker 1 (29:12):
I love that.
I love that and thank youAbsolutely.
We'll have all the links downin the show notes and I know
you've accomplished amazingthings, both with your business,
with your family, with yourclients.
But how do you define success?
What does that look like foryou?
Speaker 2 (29:25):
Okay, so this is a really cool thing because my
husband and I were literallydoing this the other day.
We were standing in our kitchenlooking outside and we could
hear our neighbor next door andtheir daughter like laughing.
Outside, the window was open alittle bit, there was a breeze
blowing in, it was sunny, ourkid was upstairs in his playroom
, like just there was deliciousfood on the stove and this was
(29:47):
like a moment of happiness andperfection, being at choice.
And we've had this conversationbefore because we live in a
fairly modest home.
We're in a row home.
It's a, it's five bedroom, it'sgorgeous.
It's what I want.
Should we have like the 6,000square foot, you know, the
circular driveway and all thecar?
No, that's not going to give memy experience.
(30:11):
I want what I define success asis taking an extra moment in
the kitchen with my husband andbeing able to really enjoy it.
So being at choice is how Idefine success, not just the
dollars in my bank account.
Speaker 1 (30:20):
A hundred percent, and I think those are the
memories that you take with you,right, like that's what you
carry forward instead of all thestuff that we think we need to
have, but it gives you that lifetogether and the relationship,
ultimately with your husband andwith your family that you want,
right?
That's it.
Yeah, and I'm curious if youhad the attention of the whole
(30:41):
world for five minutes, whatwould you tell them?
Speaker 2 (30:44):
Ask for more, like when you think that your program
should be sold for a thousand.
I guarantee there's so many outthere selling it for 10,000.
If you want to earn a hundredthousand, I got to break it to
you.
A hundred thousand is not evena business anymore.
Go for the million.
I think the number one thingthat holds especially women back
(31:06):
is the worry that they eithercan't fulfill, can't deliver.
It was too heavy or too big.
What burns people out inentrepreneurship is not hard
work.
It's when you're going towardssomething that doesn't actually
light your soul on fire.
So pick that big dream that youdon't understand and go for it.
Make the offer, that is, the$50,000, $60,000, $100,000, $1
(31:31):
million offer.
Go for more than you desire.
That will buoy you forward.
Speaker 1 (31:36):
Yeah, and if you don't envision it and, you know,
set your sights on whateverthat goal is, you're certainly
never going to accomplish it,right?
Speaker 2 (31:44):
That's the truth.
Speaker 1 (31:45):
That was like a mic drop moment and with that, thank
you, Laura, for being on today.
This was awesome.
Speaker 2 (31:54):
Thank you, julie.
I love doing this.
I'm grateful to you and to theaudience and everyone listening,
and I can't wait for our nextconversation.
Heck, yeah, absolutely.
Speaker 1 (32:03):
And if you found value in this episode, please do
share it.
That's how people find us, andyou can find me at
7figurebuildercom and I will seeyou on the next episode.
Welcome back.
This is Julie Baranek, founderof the 7 Figure Builder Show,
and I am here with my friendtoday, laura Wright.
Hey, laura, hello, I am soexcited to chat with you.
We just we hit it off from, Ithink, the first moment that we
connected through mutual friendand I'm so excited to have you
on the show.
You are the founder of Epic atSales, author of no Woman Down.
(00:22):
You've accomplished amazingthings, but tell us a bit about
what you do with your businessand who you serve.
Speaker 2 (00:28):
I love this question because it gives me that moment
where I'm like elevator pitch,or do I say what I do?
So I might just say what I do.
So my business is helping womenentrepreneurs feel epic at
sales, and epic means E isenjoyable, p is profitable, I is
intelligent.
I was going to say that that'snot what I is.
(00:49):
I is intentional and C is in aconscious community.
So what I really want is forthose really brilliant-minded,
smart, smart, smart gals who arelike I should be able to do
this, I can do this.
I want those women to see howto sell with ease and scale
their business with simplicity,and that's my favorite thing is
(01:12):
to activate people into seeingthat it's easy, they can sell,
they can make money and they canactually do the service they
want to do in this world.
So that's what I do with myclients.
Speaker 1 (01:21):
I love that and I know from our first conversation
one of the biggest things thatcame up was relationship right.
So how does that tie in andwhat is your viewpoint on that?
Speaker 2 (01:30):
Yeah.
So I believe in what I'm goingto call relationship-based sales
, and why I think I'm sosuccessful with what I do and
how I teach my clients is onlybecause of the relationships
that I build.
So like I love that.
You said it.
It's true, we were connected tosomebody and we hit it off and
we chit chatted and it was bothconscious and strategic on both
(01:51):
of our parts.
But also I like you.
Why, thank you?
I like you too.
I think you're interesting.
I would like to talk to you, butwhat I also know how to do is
I'm listening to hear who youserve, what assets you need, how
can I serve you?
And I think you're doing thesame for me, and so I think what
(02:13):
happens is a lot of womenespecially they don't know how
to build relationships that thenturn into business, and that's
what I really love to show howto do, because I don't need to
sell to you and you become myclient.
I also don't need to have aquid pro quo moment of okay,
julie, I'm going to talk to yousix times and I expect you to
send me 14 deals.
(02:34):
It's our sixth date.
Come on, you have to buy, butwhat I do like to know is wait a
minute.
If I think you have a greatservice and I really like you
and I'm a connector and I talkto a lot of people, how could it
naturally work to refer you?
I just make sure I have enoughpeople around me, enough
relationships, that I can pointthe right person, the right
(02:56):
person.
I used to do this thing at liveevents when I would teach this,
where I would have like fourpeople stand up in the room and
I'm like here's how referralsactually go I'm going to send
someone to Tina, tina's going tosend someone to Jane, jane's
going to send four people toAngela, angela's going to send
one person to Julie and thenJulie's going to send six people
to me.
And what ends up happening iseverybody gets what they need.
(03:18):
It's not a I build arelationship with Julie and
Julie has to send me clients andI have to send Julie clients.
It may be that we never worktogether, but I connect you with
Angela, who opens up a doorwaythat creates something else, and
I think it's a missing key,because what happens is women
are great at buildingrelationships, but not the
(03:40):
second side, which is strategic,sales and seeing opportunities
when it comes to thoserelationships.
Speaker 1 (03:46):
Yeah, I love that and , as you know, that's everything
I'm about, as well as therelationship based lead
generation.
So we were like, ah, that ahamoment.
But what do you recommend forpeople that will say struggle
with this, like they don't wantto come across as disingenuous,
right, none of us do, and youknow, I know, when we've talked,
it's like, well, what is thatstrategic overlap where we can
(04:07):
help each other?
But what do you recommend forpeople so that it's authentic,
genuine and yet you're buildingstrategic relationships?
Speaker 2 (04:14):
Yep, okay.
So I feel like, oh, I can teachthis because I know.
So, first things.
First, you need to know whoyour ideal client is.
Like you know, like you know,like you know, you need to
understand who is your idealreferral partner.
Like you know, like you know,like you know, you need to
understand, like, whatopportunities work for you.
(04:36):
Example I'm legitimately hereon a podcast because podcasts
are my number one way ofengaging with my ideal audience,
and so I do that.
And why I say you need to knowideal client, ideal referral
partner, and the way that youlike to engage is so that when
you're out in the world, onlineor offline, and you're building
(04:57):
relationships, I can look andsee Julie, and Julie hits all
the red lights Bing, bing, bing,bing, bing.
She is all things, and so I'mgoing to say hello to her.
Now, if I was meeting Tim andthis isn't like a man or woman
thing, but let's just say Timwas in my field Tim doesn't
(05:17):
align to my ideal client, tim isnot a referral partner for me
and Tim does not match myaudience or things that I need
or have those opportunities,well, I'm not going to go reach
out to Tim.
So I think first thing is howyou find the people you connect
with.
The second thing is I use myfive steps to yes that I sell
with actually as a conversationpiece for how I do relationship
(05:40):
building, because what it doesis it allows me to connect.
It allows me to find out what aperson is struggling with.
I can either solve it or helpthem find the solve.
I find out what their vision is, what they want to create.
I can either help them createit or help them find the person.
But it also gives me a pointwhere I have an invitation and a
close, and the invitation andclose is either direct come by
from me, or it is oh Julie, youhave a podcast, could I please
(06:04):
be on that?
Or, oh, julie, I think I knowTina who needs to actually side
note.
This is legitimately happening.
I do have a person I need torefer to you who wants to go get
on a bunch of podcasts and Iknow you can help her.
But that naturally happens inconversations because I'm
listening and I'm developing,I'm building.
I think the other piece is thisLong-term for me is everything.
(06:28):
It's very.
I like to say that I wouldrather know 10 people deeply and
connect with them many timesthroughout the year, versus
10,000 people that I only get achance to talk with once.
So, having diversifiedrelationships you know how we
hear diversified portfolio ordiversified marketing I think
you should have a diversifiedamount of relationships inside
(06:51):
of your network and I would muchrather again I'd like to talk
to Julie a couple of times ayear and keep in connection with
her, versus meet her once andtry to get something out of it.
That's transactional, that'snot relationship.
Speaker 1 (07:04):
Yeah, and people sense that energy from a mile
away, like they know they canfeel your intentions of.
If you're out for a quick hit,like just buy my stuff and then
toss people away, and it's funnybecause that's not that.
But the relationship piece thatyou mentioned is again how we
connected was a close friend ofmine and a close friend of yours
was talking and was like hey,you two need to meet and so
(07:27):
brought us together through justa referral introduction, which
is my favorite of you know, forthose that are looking for
referrals, I always ask like,hey, just a three-way email
intro, a three-way message?
I find it's best.
So then it's a natural.
You know we can pick it up fromthere, versus send them my
calendar link and they can book,because people bounce Like they
just won't.
It's too big of a step.
Speaker 2 (07:49):
I agree with that 1000%.
Also, I have to say I justrealized this when I always talk
about like knowing connections,what you all can't see is, as I
am looking at Julie with hermoney tree behind her on the
desk, my money tree is in thecorner, so it makes her money
tree look even larger.
But why?
(08:12):
I bring this to the table, likewe're both wearing curly today,
but we could have shown up withcurly hair.
But when I pay attention tothis, it all clicks into place
and I think that's the otherpart about relationship building
is being able to seecommonality and connection and
letting that lead versus theforce and the push.
Speaker 1 (08:30):
Yeah, I agree 100%.
And how does the activelistening was?
You know what you had mentionedof just building that
relationship?
How could that eventually leadinto sales?
I know you said sales is suchan important part of our
business, right Like we wouldn'thave a business without it.
But what does that relationshiplook like?
Speaker 2 (08:47):
Everything Okay.
So I'm trying to say it like 12times.
So in my five steps to yes thesales process, the first one is
called list, it's connection.
And then second one is listenand learn.
What I'm always listening foris what is the person across
from the table with me eitherwant more of, want less of, is
(09:08):
struggling with, doesn't haveyou know all those things that
are friction of what they don'thave.
And then on the second side isI'm listening to their vision,
what they do want, what theydesire, and so what happens is
my little connection radar popsup and says oh, I know somebody
you should talk to, and I thinkthis is the second side of why
(09:31):
relationship is better thantransaction.
So transactional is I'mlistening to Julie and I have to
find, like a referral of aclient to her Relationship based
is where I can say, julie,there's actually a sponsorship
opportunity.
Oh, side note, this is actuallylegitimate, it's happening
again.
This is where my brain goes.
(09:51):
It's because I just do this sonaturally and maybe you guys can
hear it from there is I have anew to me connection that is
hosting an event that will have300 women in the room that I
think are your ideal clients andshe's selling sponsorships,
nice, and so arelationship-based connection.
I can say, julie, I seesomething that is in your best
(10:14):
interest and I'm going to putyou towards it.
I, laura, do not make any moneyon this.
However, I just did somethingthat will support Julie on this.
However, I just did somethingthat will support Julie and what
I know will happen is, eitherthrough Julie's hands or because
giver's gain really does work,I will receive an opportunity of
(10:34):
equal that I put out.
So I think listening lets mehear like I wouldn't tell Julie
to go to this event if I didn'tknow about her and know the fact
that she could get on the trainand be there because it's very
close to where she is.
I wouldn't know that her idealclients are there because I
wouldn't know about her.
So that's where, when youlisten for opportunity, both
(10:57):
with the person you're directlytalking to, but also having
their resource of informationwhen you go to talk to others,
that's how you can start makingthat connection piece.
Speaker 1 (11:08):
Yeah, for sure.
And then you're genuinelypaying attention to the other
person versus just listening foran in, for a pitch.
It's like how can we supporteach other, how can we, you know
, help each other?
And then you build thatrelationship, you build that
trust, and then I trust yourjudgment of hey, thank you.
That would be an amazingopportunity and I'll definitely
check it out.
And then human reciprocity is Ithen want to help you.
(11:31):
Right, and it's notmanipulation, it's.
It's just that's how we ashumans work, and I think it's so
powerful when we give out ofthe spirit of giving and just
trying to help other people.
It will come back and it willfind you a hundred percent.
Speaker 2 (11:48):
Absolutely, and I also think it's another thing of
understanding nuance.
So I always think about there'sa newer to me client that I
spoke with five times before Ieven made an invitation to her
to work with me because,legitimately, first time I was
connected with her and it wasjust one of those really
delightful you should know thisperson.
And so we got to know eachother.
And at the end of the call Iwas like I feel like we could
(12:09):
talk forever and we have to bothgo.
And she's like I should haveyou on my podcast.
I'm like, let me go on yourpodcast.
So I went on her podcast andthen after the podcast she
mentioned something about aclient.
I'm like why don't I give yourclient a call and take care of
her?
And then she had me come andguest expert in her group and
then we followed up after thatto talk about how it was going.
And then I asked her a questionand she said something and I
(12:32):
went, um, hey, tina, do you?
You do know this is what I dowith my clients, this is how I
help them.
And she's like yeah, I think Ineed to actually talk with you
about that.
And in that moment I did notstart conversation a looking to
get a client.
I started it as a legitimate.
(12:52):
I think we should be connected.
Who are you?
You're awesome, all thosepieces, but I continue to follow
the path line of maintainingthe relationship and it did turn
in to a few opportunities alongthe way and I like to say that,
because it's not, you don'thave to squeeze the juice the
moment you meet somebody.
Speaker 1 (13:11):
Yeah, absolutely.
And you mentioned an importantthing too of maintaining the
relationship.
Like we hear so often, themoney's in the follow-up right
and if you're just following upfor the sake of following up
again, people sense that energy,Whereas if you're following up
because it's a relationship andsomeone you care about, it's a
lot easier.
It's like, hey, I'm followingup again, and people just get
(13:33):
annoyed and it's like, oh, goaway.
Speaker 2 (13:35):
So I teach this thing and I call it a reason to reach
out.
I think what happens is noone's going to respond to.
I'm following up, right, youdon't like to do it, they don't
want to hear it.
But I like to have legitimatereasons to reach out to people
and when I have that, it feelsgood for me.
And also, if I can't see, findor create a reason to reach out,
(14:00):
then I don't.
Speaker 1 (14:02):
Right, yep, exactly, it simplifies it all and I'm
curious on your perspective of,we'll say, price point, but like
high ticket versus low ticketitems, what.
This is like your jam.
But what do you recommend forpeople?
Should they go out and scrapeup a ton of people out there or
focus on something more?
Speaker 2 (14:25):
Yeah.
So why I loverelationship-based sales.
I will give you two examples.
When you have a legitimaterelationship and you're having a
conversation and you have theability to sell high ticket, it
is very easy, it's enjoyable.
You can talk with one personand make a $60,000 sale, like I
(14:46):
do.
So I had this woman a couple ofyears back that I'd worked with,
really successful, had a greatexperience.
It was time for her to grow andshe moved on and I just had
this little ping you know a lotof everyone gets the little
pings, but they don't alwaysfollow them and I was
legitimately thinking about herLike I just I saw something
online that made me think of herand I sent her a little hey, I
(15:07):
love you, I hope you're doingwell message which that was.
It really was just that.
And she messaged me back andshe's like Holy crap, laura, I
can't believe.
You messaged me because I wasabout to come and tell you
something and I was like I knewshe had found a mate and they
had gotten married and I knowthey were trying.
I just had this feeling and shewas, she was having a baby and
she was just telling me to say,like sharing life experience,
(15:30):
that was maintaining thatrelationship, and when I heard
that from her I'm like we haveto actually connect.
How are you?
And she's like well, the truthis, why I thought about you is
not just to tell you this, but Ineed to figure out how to run
my business while I have a kiddoand I haven't done that before.
And so I said, well, let's geton a call and let's just explore
, and in that one conversationthat resulted in a $60,000
(15:52):
contract, no-transcript.
So I find that if you're goingto do the work to talk to
(16:13):
somebody, have a high ticketoffer to sell to them, because
people will buy.
What they are able to see willtransform them, and that's much
different than being, again,transactional.
High ticket is transformational.
Relationship istransformational.
Transactional is just hey, buyand click my thing and can be
(16:34):
very draining.
Yeah absolutely.
Speaker 1 (16:38):
And what would you say is the energy required
between a low ticket and a highticket sale?
Okay?
Speaker 2 (16:48):
I don't like to use winning and losing, but this is
what I like to say the highestenergy wins, and what I mean by
that is I am a legitimatelyhappy clappy like.
You'll see me literallyclapping and I bounce around and
I shimmy a lot.
That's my energy.
That's not everyone else's highenergy.
High energy can actually bevery quiet and very in that lead
(17:09):
or guide, but what peoplereally want is they want to
believe and trust in the otherperson.
When they believe, they willbuy.
So the highest energy winsmeans if you are able to convey
that you know your shitbackwards, forwards and sideways
, you are an expert and they cantrust you, that'll actually
(17:30):
make them trust themselves andthat will cause them to buy.
So prior to every sales call, Iget myself in the right energy
space.
In fact, it's like a pre-step.
I either ground myself downbecause I'm flying kind of high
and I've had a day, or I powerup my energy if I've been like
traveling or if I'm tired, but Ialso am fully present to the
(17:51):
other person on the line.
Like today I did a sales callthat was in whatever day.
You're listening to this, thiswill probably be true.
It was 138 minutes long.
Wow.
No, that's not right.
It was one hour and 38 minutes.
138 would be a big difference.
Why am I saying this?
There was a point right at thetop of the hour where, if I had
(18:13):
had to go and stop, I could feelshe was just, she was
transitioning into the decisionI'm ready and I let her take a
quick little break.
She came back and we had alittle like roundup conversation
.
Then she was giving me her cardat the end of the call.
If I had cut it off and notfollowed the energy of the call
she wouldn't have bought.
(18:33):
I wouldn't have gotten thechance to transform her and her
mission is amazing.
Like I want to shout her fromthe rooftops.
I want her to succeed.
So I needed to sit in it,advocate for her and be
physically present.
Speaker 1 (18:48):
Yeah, now, I love that it never reminds me of a
conversation I had not that longago with an existing client,
and it was a new or service thatI was offering.
And I'm like hey, you know, Iwant to share this thing with
you, I think it might help you.
Blah, blah, blah.
So I hop on and we werechatting about all sorts of
things, and then, you know,towards the end of the call,
(19:13):
she's like yeah, what was thatthing you wanted to tell me
about's?
Like I feel like I'm gettingsales, julie, not Julie, julie.
I'm like you're getting tired,julie.
I'm not phoning it in, but it's, you know, we've all been there
.
At the end of the day, it'slike oh, my God, I just need to
end the conversation, and butyou don't want to, and so, yeah,
(19:33):
I can definitely speak to theplanning ahead of time.
I try to like, grab a snack, soI'm not fading.
And you know, my, my clientsare feeling that or something.
So, yeah, it's, it's so true.
Speaker 2 (19:45):
And energy is everything.
It also lets you not have to beon a script yeah, it's.
You can be in that zone and Ihave done this before and I bet
you have where I've said I'mgoing to mess this up right now.
And what's great is it gives mepermission to be a real life
human being, because that's whosomeone buys from the perfect
scripted.
I love how she called her salesJulie, even though what it
(20:07):
really was was just tired Julie.
But I did that.
I think it was two Fridays ago.
I never take calls on Fridayand I've said that many times
and I found myself on calls onFriday and I had this delightful
call with this woman.
I was like I'm done, the end ofmy week, the end of my day, can
we talk again next week?
And I scheduled the next call.
(20:28):
But like that being human part,that relationship part, that is
critical and I love that.
You know how to like, prepyourself for it, but also lean
into it.
If you're the real human,she'll buy from you.
Speaker 1 (20:40):
Yeah, well, that, and I should have said you know
what, let's table thatconversation for next week and
I'm happy to share it with you,but right now I can feel myself
thanking.
Yeah, and actually to thatpoint, what is your, your
perspective on, as you're in asales conversation and you feel
those objections starting, likewhat is a good way to kind of
(21:00):
overcome those?
Speaker 2 (21:03):
I'm like the anomaly.
I'm the only person out therewho loves sales calls.
I love objections, all thosethings, but I'll tell you why I
love them so you can besupported.
So here's the number one thingResistance and objections are
going to show up on calls.
It's a fact, and I don't meanit as like let's expect it, and
(21:23):
I even say this to the effect ofI can't remember the last time
I really had an objection toovercome or resistance, but it
does show up, and so why I'mexcited about it is I know
what's going to happen andbecause I know what's going to
happen and because I teach myclients about this, you're not
thrown off when it shows up.
When I had this lovely call witha person, she gets the answer.
(21:44):
She's like Laura, I have nomoney, like I can't do this.
The money objection here's.
All I heard was I'm afraid torisk, because what if it won't
work?
That's really the onlyobjection.
Will this work for me?
I'm afraid to take the riskbecause as entrepreneurs, as
business owners, we do crazythings.
We risk the mortgage payment.
We sell a boat and buy acoaching program, we go travel
(22:09):
to some place that we need to goto, just to be in the room with
our idea.
We do the different thing, butwe do it because we believe it
will work.
When someone gets on a salescall with you whether you are
selling web design, podcastservices, coaching services,
consulting anything theirresistance and objection is just
simply saying I don't know if Ican trust myself to do what
(22:30):
must be done to get what Idesire.
I'm not sure if I can trust you, and that's okay.
And if I can get someone to aplace where, when the resistance
shows up, I simply say this Ibecome an advocate for them as
opposed to a competitor againstthem.
Most sales it's you against theperson buying.
Like you have to win, you needto get the sale Force them over.
(22:52):
I simply become an advocate fortheir future self and when the
resistance shows up, I say wannaexplore it together, like today
.
You may or may not be able tosee.
If you're watching this,there's a funny sun looking
thing over in the corner.
It's a thing that I teach onsales calls to help someone find
the money.
Like not, I'm not saying go,you know, use your last credit
card.
(23:13):
You know, do extraordinarythings.
But literally, how do I seewhere there's money around me.
I have a tool to help them seethat If someone shows up and
they're like I need to thinkabout it, well, guess what?
Some people actually shocker,shocker, alert need to feel
their feelings, absorb the dataand make a choice.
So I let them do that, but Idon't step away from the sales
(23:36):
container.
I simply give them a way to go.
Do that.
When you get on the team withthem, when you're advocating for
them, you're not an adversary.
You're now an advocate and youcan guide them through
resistance.
You stand out from everyoneelse in the field and the more
important thing happens, whichis this I have so many amazing
women, especially, who show upon my doorsteps and they have
(23:58):
Frankenstein their offersbecause someone got on a call
and said, well, I don't likethis.
And they're like, oh no,there's something wrong, I need
to change it, or they stoppedreaching out to this type of
person because somebody saidsomething.
Objections and resistance whenyou take them from a person who
has not bought from you and youchange your offer, you change
your messaging or your audience,it won't work.
(24:19):
But if you know, resistance isreally just them going through
transformation, because safetyis what we are all going for and
you can guide them through it,as opposed to force them across
the bridge.
They will buy, they will trustyou and they will get results.
Speaker 1 (24:34):
I love that and that's so powerful and I know I
always I like doing sales callswith people because I feel like
the more information and I can,you know, read them real time
the more I can take that into mynext conversation and kind of
roll that in.
You know, if everyone's askingabout, well, do you have a
(24:55):
guarantee?
Well, sure, Then I tell themabout that early.
So it's not a later onobjection, it's something that I
can, you know, preface upfrontand it's like, oh okay, One last
question off my mind you know,what are those things that you
would encourage people to makesure that they don't forget?
Or what are gaps that you seethat most people have?
Speaker 2 (25:13):
Yep.
So thing number one is you needa formula to follow on sales
calls.
So many, many moons ago I, um,I did this crazy thing where I
got rid of all my clients, Imoved my family to a different
state, I, like, increased ourexpense.
I did all the crazy things youshouldn't do, but the one thing
I did was I gave myself ahundred call challenge.
(25:34):
Now I will tell you.
I don't expect anyone to do ahundred calls in a month.
I just did it as a really funlittle gag for myself, because
that's enjoyable.
But here's what happened.
I talked to 37 people and theywere brand new to me.
I had no list.
This was not an email campaign.
This is legitimate relationshipdevelopment.
13 of the 37 said yes to buyingfrom me and I was able to bank
(25:58):
like 10K at the time and Ibooked out like 136,000.
And that was great.
The rest of the story is whatwas even better, with all the
follow-up that I did andeverything else.
But the reason why I knew itwould work was one reason On
every single sales call, Ifollowed my five steps to yes.
And what happens when you have aguaranteed formula?
You know what your results canbe.
(26:20):
So the other person can dowhatever they're doing.
My energy can be off and I canmanage it and I can do all the
things.
But if I follow my formula,what happens is I know that I'm
going through the process Causehave you ever had this where you
get on a call and probably notusually, but somebody else who's
listening?
You get on a call and you'reall high vibe and you're happy
and you say things and at theend they buy.
(26:41):
And then you have a call whereyou get on a call with somebody
and you say things and theydon't buy, but you don't know
why or why not.
When you have a formula tofollow and my five steps, cs is
so freaking simple that, like Ican guide someone to connection,
I can listen and learn to theirproblems, I can insert a client
success story, I can talk abouttheir vision.
I can lead with another clientsuccess story, I can give them
(27:04):
the invitation, I can close.
I know without a shadow of adoubt, if I talk to 10 people
and I use my formula, I willwalk away with one, two, 10
clients.
Depends on where I am, but Ithink what happens is most
people don't have a thing tofollow and what they're trying
to do is be reactive andresponsive.
And then they forget things.
And when you have a formula, youare the script Like.
(27:26):
My biggest thing is I teach notto use a sales script because
people feel disconnected from it, but a formula you can lean in.
I can spend like 45 minutes inconnection with somebody and
then give an invitation in twominutes and that's going to work
.
I can also spend two minutes inconnection and 40 minutes in
the conversation around theoffers, whatever the person
(27:47):
needs, but the formula lets merelax into the process.
Speaker 1 (27:51):
I love that.
So for people listening andthey're like okay, I need your
formula, when can they find youand how can you help them with
this?
Speaker 2 (28:00):
Oh, thank you.
Thank you.
So, number one, go grab my freegift.
It's an overcoming objectionsPDF.
The URL is wwwlauraright.
W-r-i-g-h-t officialO-F-F-I-C-I-A-Lcom forward slash
gift.
I think it'll also be in theshow notes and in that
overcoming objections I alsodetail my five steps to yes.
(28:23):
That way you know what to say.
Because here's the thing.
A lot of my clients think that Imight be psychic.
Really, here's what's happening.
I follow a formula that guidesthem through a path and I listen
to the words that they say, andso when I'm feeding back my
offers to them, it'sincorporating the words that
they said.
So, quite frequently,objections don't show up.
(28:44):
Julia, I love how you said it.
You're like, if I heareverybody needs a guarantee, I'm
going to slide it in earlier sothey don't get to the end and
they're like where's myguarantee?
Same same.
So go ahead and grab myovercoming objections.
Also, I am on Instagram andLinkedIn.
I always look for Epic at Sales.
I'm also one of those real lifehuman beings where, if you
message me, I will reply to youMe, Actually, me and I will
(29:08):
engage.
So I am a big fan of actualconnection and actual questions.
Speaker 1 (29:12):
I love that.
I love that and thank youAbsolutely.
We'll have all the links downin the show notes and I know
you've accomplished amazingthings, both with your business,
with your family, with yourclients.
But how do you define success?
What does that look like foryou?
Speaker 2 (29:25):
Okay, so this is a really cool thing because my
husband and I were literallydoing this the other day.
We were standing in our kitchenlooking outside and we could
hear our neighbor next door andtheir daughter like laughing.
Outside, the window was open alittle bit, there was a breeze
blowing in, it was sunny, ourkid was upstairs in his playroom
, like just there was deliciousfood on the stove and this was
(29:47):
like a moment of happiness andperfection, being at choice.
And we've had this conversationbefore because we live in a
fairly modest home.
We're in a row home.
It's a, it's five bedroom, it'sgorgeous.
It's what I want.
Should we have like the 6,000square foot, you know, the
circular driveway and all thecar?
No, that's not going to give memy experience.
(30:11):
I want what I define success asis taking an extra moment in
the kitchen with my husband andbeing able to really enjoy it.
So being at choice is how Idefine success, not just the
dollars in my bank account.
Speaker 1 (30:20):
A hundred percent, and I think those are the
memories that you take with you,right, like that's what you
carry forward instead of all thestuff that we think we need to
have, but it gives you that lifetogether and the relationship,
ultimately with your husband andwith your family that you want,
right?
That's it.
Yeah, and I'm curious if youhad the attention of the whole
(30:41):
world for five minutes, whatwould you tell them?
Speaker 2 (30:44):
Ask for more, like when you think that your program
should be sold for a thousand.
I guarantee there's so many outthere selling it for 10,000.
If you want to earn a hundredthousand, I got to break it to
you.
A hundred thousand is not evena business anymore.
Go for the million.
I think the number one thingthat holds especially women back
(31:06):
is the worry that they eithercan't fulfill, can't deliver.
It was too heavy or too big.
What burns people out inentrepreneurship is not hard
work.
It's when you're going towardssomething that doesn't actually
light your soul on fire.
So pick that big dream that youdon't understand and go for it.
Make the offer, that is, the$50,000, $60,000, $100,000, $1
(31:31):
million offer.
Go for more than you desire.
That will buoy you forward.
Speaker 1 (31:36):
Yeah, and if you don't envision it and, you know,
set your sights on whateverthat goal is, you're certainly
never going to accomplish it,right?
Speaker 2 (31:44):
That's the truth.
Speaker 1 (31:45):
That was like a mic drop moment and with that, thank
you, Laura, for being on today.
This was awesome.
Speaker 2 (31:54):
Thank you, julie.
I love doing this.
I'm grateful to you and to theaudience and everyone listening,
and I can't wait for our nextconversation.
Heck, yeah, absolutely.
Speaker 1 (32:03):
And if you found value in this episode, please do
share it.
That's how people find us, andyou can find me at
7figurebuildercom and I will seeyou on the next episode.
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