Laura Wright Header

How To Sell With All Soul And No Sleaze with Laura Wright

TRANSCRIPT

TRANSCRIPT AUTOMATICALLY GENERATED Diane: Hey, Hey, today's guest is the type of person that you discover and then realize all of your friends have already worked with, to hit six or seven figures in record time. She is the go-to sales ninja, who is the antithesis of everything you expect about sales. So get ready to get excited about selling. Hey Laura, welcome to the show. Yeah. Laura: Hello, Diane. I love that intro. I'm like I'm already clapping and excited because the sales is love. Sales is everything. I can't wait to dive in. Diane: I think it's an area that everybody has so much baggage, drama belief around. So I'm excited to dive in with you. Let's start a little bit with your business journey first. Laura: I, every time I'm asked this question, I'm like, do I go back 20 years or maybe just five or 10? So I'll give you the short version. I actually, funnily have a degree in sculpture and it's a fun place to start because where my entrepreneurial journey started was inside of college. And while I was there, I was working three jobs. I was taking every single possible credit and I completely burnt myself out and left and I still remembered an advisor giving me a. We want to invite you to withdraw versus inviting you to leave. So I left and I went and got a job because that's what you do when you need to go make some money. And I was helping this artist's community do all these wholesale trade shows and I was helping them make more money. And what I couldn't understand was. I could see this path of like, oh, let's group, these things up, sell them to these people. And you're thriving and they're thriving interface happy. And they were like, what? And then I realized that that didn't fit for my whole journey. So I decided to skip onto another corporation. And I got into selling multimillion dollar trade shows and events, and I had clients like ExxonMobil and staples, and I hated it. I hated it. And I remember being like the only woman in the room. I remember the sleazy skeezy nasty. You need to wear a skirt, make sure your tank tops tight and lower. Like, I remember all of that and I made a lot of money and I remember feeling slimy, yucky, like all those things you think about with sales and then a lovely thing for my life came out of a tragedy. Which was nine 11. And what happened in that day was all of our events feel dried up. People couldn't travel. And I had gone through a kind of miserable transition over that summer and was given like an awakening moment and I decided to quit my corporate job. And jump into entrepreneurship. And I want to say it was this smooth dive in, but what it really turned into was I got kind of frustrated because my mother kept saying she wanted to run this real estate investment business. And I was like, you're not doing it. So I sold my house. I went and bought, I think it was like six properties all at once. And over about eight years built a multi-million dollar real estate investment committee. And again, I was building this big empire and the way we did things differently was we were just like two small gals. We'd go in pay people, fair prices, pay all the construction companies fairly. And I thought this was what everybody did. And what I learned was we stood out from the crowd because we did what nobody else did. And so fun thing. And this is that journey that I, why I talk about this is back in 2008. Wonderful thing happened to me, wrapped in a terrible package, which was our housing market in the states. Completely imploded, exploded it backwards. And I was left with about $550,000 worth of business debt, about $73,000 with a personal debt. We lost everything except for the home that I was living in because it was in my then boyfriend now husband's name. And why I bring this up is because the, I did everything right. I did everything with heart and I built a business that wasn't soul aligned to me. I did it because my mom needed to and I was frustrated. And so I forced it and of course it fell apart. So then my journey became, how do you create something when you were a seven figure CEO? I was unemployable. I had no idea what to do to start over. And I actually went and found a coat. And she kind of gave me some life changing moments and I very quickly came into her company and took her from two 50 a year to 1.2 million. In about 18 months, we hosted quite a few live events. I started running all of her events and I changed their process for sales. Let's an a million dollar change. And I realized I couldn't just go inside of someone's company and behind the scenes do that for one person. So back in 2013, I broke free and I started my oncoming where I now teach other women how to understand the constructs of selling with your soul so that you can serve at your highest level. And that's what I've been doing ever since, and just even started a brand new partnership. So I long-winded way to tell the story. Entrepreneurial journey is not straight line. So many of us out there have high highs. Sometimes we have some low lows, but the keep going part, the thread throughout my story is learning and knowing skills like sales has been, the places kept me going in my entire life. Diane: gosh, you've done all the really complex corporate stuff. So you've done let me go into really male dominated businesses. Check, let me work with family check. Let me do real estate check. So it must actually be fairly soothing to be in a place where you feel so aligned and are able to see the impact so easily with people. Laura: It's everything. It's why I work with, I will say 99% women. I, I occasionally there's a conscious man that shows up, but my real vision and my decision is that and I have a book about it actually is I believe that smart women, when we hold the power to make money, We actually affect the change that I want to see in this world, healthy families, whole lives, being able to live. I do not believe in a hustle lifestyle. I do not believe in working yourself to the bone for one day payoff. I believe in living a full, strong life. And you hit the nail on the head. My most favorite thing is watching my clients thrive and I have a rule where I only work with somebody that I would want to have on me. And if I don't want to like, sit down and have a meal and share champagne with you because you just changed your life and everyone around you. If I don't believe in what you're doing, we're not going to be working together. Diane: Wow. I have so many questions. So I think I have come into the entrepreneurial space. So really long corporate background in banking. I know some very aggressive salespeople and some very smooth talking sales people who are completely lovely people. So I've seen selling an action. And then I came into the entrepreneurial space and I have to say Even that training in investment banking, which everybody reviles as this place of like horrendous deals and pushy people didn't prepare me for what I was going to experience in the entrepreneurial space. Being taught to send people to links for interest free credit cards, to not letting people get off the phone until they give a new credit card details. I'd experienced the like two hour phone call with a sales person where the only way to get off at, as to hang up, because they're just there to wear you out. I feel like I need to take a shallow when I've experienced one of those sales calls. Laura: It feels worse when you try to deliver it, even though like, it feels bad to be on the receiving end, it feels worse to be the deliver. Diane: But I'm starting to see a bit of a pendulum swing. And I don't know whether this is because we're seeing more women in the entrepreneur space who are like, this is just gross and I don't want to do it. Whether it's the swing away from hustle. What do you think is changing in the selling environment? Laura: Yeah, we were starting to chat before we even started about the concept of ethical sales. And I think you and I would both agree that it's sales. It shouldn't be made ethical. It should already be there. So I agree with you. I also just want to share this, the concepts that these men and I want to say, not just men, but the masculine side of sales was taught and then repeated and repeated and repeated because it was the only voice out there. I think why the pendulum has changed is people like you and I, people who are other contemporaries, there are more women's voices out there. And then here's the other thing. I think the gift of the pandemic, and I do tend to try to find the lesson or the goodness out of certain things is that though what doesn't work anymore became really, really clear. And what does work became really, really clear. And so I think what's starting to happen is there's more people like myself who are putting the voice out of there's a different way to do it because here's the key you learned what you learned, because that was the only way that was taught for like centuries. This is how to sell. So if you want to know how to do it, you had to go find someone to do it. What I did was I went and learned how to sell. Didn't like it. And I really remember this and one of my first corporate jobs, I was given this list of people. And there was this really sweet gal who sat next to me. And she was like this great little worker and she would pick up the phone and call and call and call and call her. Her concept was there was no such thing as a, no, she did the same kind of technique of you hold them on the phone until they're yes. And then you call them a hundred times until they're. Yes. And when I started to do was I would take my list of people and I would just really connect in and I don't think I understood it as much as I understand it now, but I was intuitively scanning the list and finding someone I connected with. Like I had something in common with them, or I believed in what they were selling and I would pick up the phone and I would talk with them and I would have human interaction and connection and conversation. And I would have that beautiful one call in the day. I would usually end up resulting that into a sale. That was way larger than what she was selling. And then I'd go off and have lunch and maybe I'd do it again in the afternoon. And maybe I would just skip out early. But what I learned early on was that the intention behind what you do is what counts. But here's the thing I learned that 20, some odd years ago, this was back in 19 97, 98. I didn't start teaching it until 2013. So I think the pendulum swing is how many other women are out there understanding a different way to sell and teaching other people how to do it. This is why I believe in cooperation versus competition. And I celebrate every time I see a soul driven sales coach crop up because my hope and my belief is that she will teach more techniques so that when you think like, who are the names in our industry, If I ask anyone who's listening here, you're probably going to recall at least one man, and probably only men for teaching, and that's not a dig on men. It just means that's the only thing that we were taught and it was amplified for years because that was the only thing that was taught. You are now going to learn a new way to do things which has heart, soul connection and so much more money. Oh my God. Sales is the easiest thing I do. And it's the thing I love more than anything, because it's the same thing as me sitting down with like my best girlfriend and having coffee and chatting or rosacea and celebrating. That's what sales should be like. Diane: and that sounds much more relaxing to be on both sides of, to just hop on a call and be like, I'm just going to chat with this person and see if I can help. So what are the differences? I find the traditional selling, everybody teaches at the same way. me how much pain you're in. Stick the knife in deeper. Tell me what you want, make it seem really far away. And then explain how I am the answer to your praise, generic sales conversation. And I'm exaggerating for effect obviously, but that's the general just, so when you think about sales, is it the same with a change in intention or is it a completely different conversation? Laura: this is so good because I think we you're talking about the arc of the sale. That's what I call it, where you do connect and stuff. I don't like the word pain. I tend to call it like, what are you struggling with? Like, what's hanging you up because I don't actually want to activate pain. That's trauma who wants to activate pain. I want to activate, like, tell me what's not going well. And then talking about their vision, tell me what you do want and then explaining how you're a bridge to help them get there. That's different with intention. So I'll tell you some of the really big changes one, and I've done this with many, many clients, right? And I don't know where this concept came up, throwing the baby out with the bath water. There's this thing of like, don't get rid of this stuff that is positive change, how you utilize the tools and determine which tools are about sleazy, slime and manipulation, and which tools are tools that actually help people make choice. So, number one, I think I said number one twice, I'll say number one, every single time is what's the purpose of a sales. So for me, the purpose of the sales call is not actually to get a sale. I know that sounds ludicrous because we're talking about sales and I am all about sales and I'm all about making money, but the purpose of the sales call is actually to guide someone to choice the moment you change the frame of guiding someone to choice in what choices they're making. There are three choices that can be made on a sales call. Yes, I want this or a match. No, we're not. And guess what? They. That know is as good. If not better than a yes. Has anyone worked with like the misaligned clients that's disastrous? So I am. I'm happy when someone's in. No. And then the third one is I need more information and I think this is the thing that's missed so often is that people that I don't believe in one sales call, you get on, you say yes or goodbye and never, in fact, I, oh, I taught this to one of my clients a while back, goes back in, I think December. She came to me and she had a really good close rate, but she had had like a 30 day dry spell, like could not close. And her I'm one of her clients, you know how you said? I'm the first one that somebody, you know, has worked with Diane: Yeah. Laura: her, her friend came to me and we work together and she's like, I think you need to talk with Laura. And we got on a call and had maybe like a 20 minute conversation. I told her one little tweak and the next week she went and closed 248,005. Diane: Wow. Laura: And I'll tell you what I told her, because I think it's pretty powerful. The way she was hosting her sales cold calls was the way she buys. So she is the person that she sees something. She wants it, she gets on a call. She buys immediately, and then she jumps to the next thing. So every single person she got on a call with, it was a 15 minute. You like it? You don't like it. You buy or get out. And guess what? That's not how everybody buys. So all I did was I taught her how to go through my five steps. And this is what I do on a sales call. Number one, number two, number three, whatever it is. I know who my person is. I think this is the biggest thing. If you don't know who your ideal client is, it doesn't matter how good, bad or other you are. If I get a person that's on a call with me and we are not meant to work together, then I shouldn't have the call with them. I shouldn't release them and let them have a go have a great day. Also, if they're not in an aligned plan and I go through the process and I don't close the sale, then I think there's something wrong with me and there's not, and there's nothing wrong with them. Non-ideal doesn't make them wrong or you wrong or anything. They're just not a match. So I know who my person is. I know them so well. And I've done this to a few people, so they know it. I've been at live events where I've sat down and looked at somebody and he started laughing and they're like but really what it is is I know my ideal clients so well that I can see her. Like I can look and see her. So when I know her, I walked through the five steps. So step one is connection. What I'm trying to do with this person is define and decide. Are we connected? Like, do I like you? Do you like me? Do we have shared values? Do we want similar things in a way that would help me help you? Because if I do not know, you love you and believe in you, I'm not your best person. If you don't get to know me, fall in love with me and believe in me to guide you, we're not going to work together. So the process of this call is to identify whether we know love and believe in each other. So we do that with connection for us. Then I do talk about the struggle and I don't turn the knife. I don't, I, I believe that selling by pain is a limited way of being, but I do ask what's not working well because here's the thing I need to know what your problem is to know if I can solve it. I don't want you to feel pain around it, but I want clarity of, do you know, what's wrong? Can I help you change it? And then I ask, you know, what's not working well, why do you think it's not working? Well, why does it need to change? Now I ask very simple questions. It just helped us have awareness versus crushing someone with it. Then I asked about your vision, like, what do you want? Because the truth of the matter is if it's very, very hard to sell from here, This is that thing again, it's taught so much, which is like crush them, like make them feel it, and then they'll buy your answer. It's hard to say yes from there. So I don't ask anyone to connect with them and what's not working. And then try to say yes, I asked about their vision and then I heightened it for them. And I think this is key because what I'm activating is I want them to believe this as possible, what they want, whether they go with me or they don't. That's like my gift in a sales call, I'm gonna help you clarify. What's not working. I'm going to help you believe in what you want. And then I have the arc of, I tell success stories throughout my sales call. I help people know you're not alone. When you tell me what your struggle is, I'm going to tell you about Sarah who had the same struggle on how I helped her. You're going to start to believe again that you can change your struggle. I don't want you to stay in your pain. I want you to get up. When you tell me your vision, I'm going to tell you about Tina and how we helped Tina, get something very similar to you. So you start to believe it's possible. And then I give an invitation. I do not pitch, I do not sell in a way that is like, buy it, buy it, buy it. I give an invitation and I always give two to three. And here's what that means. This is my game. Like writer-downer when you get on a call and there's one way to work with somebody, it is a yes or it is a no, like here I am one way. Do you want it? Don't you? So when I help my clients do, and I do for myself is I have a. BIP Lux fast, whatever it is is the fit and flavor for how I help my clients. It's like that. I want that one. I have my core offer, which is for most of the people who come my way and I have a small bite offer and small bank doesn't mean low price point. It means we're just going to do one thing together to see if we're fit, because you had the, you know, like you have those moments where like you want to date. And that was a really good date and were great. Not a great day. Sometimes we get married or we D we move in together. And then those times we get married and have children. That's kind of how I see like how much deepness and work we're going to do together. And then my last step, and this is a step. I find that so many people, miss is the clothes and my clothes has no pressure. And I'm going to tell you why I leave like 90% of my calls with someone like holding up the credit card and being like, let's go is because there is no force. I don't do external urgency, crazy bonuses. In fact, I just had a sales call. The we're speaking with a woman we've worked together previously. She came back around and was like, here's what we can do together. Gave her a couple options. I'm like, I think this one's the right one for you, but I want you to like, really get cool with it. I also know she's a high fact-finder. She needs to leave the call. She needs to digest. She needs to think. And I honor that because if I had said in our out she'd be out and I know we're meant to work together. So the only thing that I did was I let her know. There's a thing that I'm hosting at the end of this month that you get inside the program. And I know this would be good for you. So how long would you like to make a decision? And she's like, like two, two more days and I'm like, great. So I've already gotten her card on file. If I hadn't had it, I probably would have collected it. I said, take your two days and tell me, what do you need to know to make a decision? And I know her process and she told me exactly what she needs to do. And I promise you we'll have to do a follow-up on Friday. I will hear from her and she will be in the program. That's how I approach sales. The other thing is I do not sell to somebody to receive the money because that's the only reason it causes pain, discomfort. It's not good for them. And it's not good for me. That was a long answer. Diane: I know, but it was so good. I didn't want to interrupt the flow. I was just like, just keep going. I can picture everyone listening, like furiously scribbling it down. that is such a refreshing take to be like, Hey, I need to know what's going on so that I know if I can help or not. I'm a big fan of, I do the 15 minute call, but I don't sell on it. I do the 15 minute call to be like, let's see if we connect, tell me what's going on in your business. If I feel like I can help you, then we can talk about what that looks like. And sometimes that call just goes longer and we talk about it sometimes it's come back and it's talk about it again. For me, that's so freeing. Cause I just get on, it feels like a coffee chats. And so then I'm less in my own head about like, what am I going to sell this person? And I know if I'm excited about their business, because from a strategy perspective, if I can't already see three or four solutions just from reading their intake form, then I know we're not going to work together, but I want to put point them somewhere. Laura: Yeah, I you, what I love about what you're talking. Yeah. I have clients who do 15 minute calls and close. I have a client who does a two hour, like it's an in-depth because she has lifetime clients like legit, the work that she does, she's with you for the rest of your life. So she does a two hour call and then also a follow-up call. And do you know what the answer is? It's right for her. And the 15 minute first call close is right for her. When you're nailing. That's so important about sales is it's not a cookie cutter solution. How I teach and train is that we identify what's right for you. Diane, when you do those 15 minute connections and you let the relationship blossom and you decide, do we keep going? Did you get the tingles? You just identified your process for knowing who's right for you. And if we put you in a scenario where you had to do a two hour call. Or even a one hour and you have to close, or it doesn't even matter. Like it's going to force you to not be connected to your soul, and then you don't hear the other person and then you can't help them. And they're not helped by you and you're not helping them. And it's all misalignment. So I love that you went, there really is. No one size fits all. When it comes to sales, it is about knowing what makes you feel at your highest, best, most powerful, confident. Yes. And helps you connect at the most soul level to your ideal client. I love what you do. Diane: Yeah. And it's taken a while to find it. Like I have tried all the things, but I find that if I'm relaxed and people can see how my brain works, that's the best way for people to learn about me. And so the 60 minute call, I feel like I need a script. I get all that. In my head about it. And I think you're right with the listening thing. I did chuckle because I've done a particular sales program. That's very scripted. And so obviously I knew the script incredibly well and then got on a sales call with someone who had clearly been trained in it. And it was really, it was the most awkward sales call I've ever been on in my life because I knew what was coming next. Laura: It's like two ping pong Diane: Yeah. And then we got to the point where like, I knew that I had ticked all the pain boxes and they had ticked everything. And then they did the like recap thing of like, okay, let me reflect back to you what I've heard. And they were like, I know here that this is your problem. And I was like, that is literally opposite of what I did. You're. So in this scripted moment, you're actually not hearing what the person's telling you. I actually wanted what you were selling. I was ready to buy from you before I got on this call Laura: I had to tell you, this is like the key, like so many golden nuggets in our conversation, but if anybody takes us away, the old way doesn't actually work. Like I'm not trying to back. Because it's bad. I'm just saying it doesn't actually work. I love that. Cause like there's two people involved in a sales conversation. There is you deciding, do you want to work with them and then deciding, do they want to work with you? And I think we all have stories like this. I still remember. And I'm very grateful when people do bad sales calls every once in a while I do play a little game. Where I go find somebody online and I go through their sales process just to see what they're doing with their sales calls. But I remember this woman who I followed online and I was like, she said, oh my God, I've been looking for a mentor. She has everything I want. We got on a call and I literally heard her turn the script page. Same thing. She wasn't connected. She wasn't listening to me. She was following the script and it was her company, but what I teach and I think what you've learned how to do is that there is no, there's no script. I have a formula, it's a five steps and I kept it really simple. Everyone was asking me, well, like how long do I stay in connection until you feel. How long do you talk about what's not working until you're clear and they're clear. And like you don't, you get to relax nine times out of 10. My clients, once they work with me there afterwards, they were like, was that, that was a sales call. And I'm like, yeah, because we just talked and had fun. Like I want for my plan's experience to feel good because how you go through a sales call. Is how you will be as a coach and how you'll be as a client, which is another reason why I pay attention to how people are in sales calls. It's the other side of it. I don't do rescheduling. Like if you don't show up for your call, then we're not aligned to work together. Yes. There are occasionally. Extenuating circumstances, but nine times out of 10, I do not do that. Also. If somebody is giving me red flags on a sales call, I'm paying attention. That's how they're going to be in a coaching container and consulting container. So I think what happens is we usually take sales. So one-sided, it's just us. Like we get the person on the call and you're like trying to perform or show you're an expert or do things perfectly. And you don't listen. To who they are to know if you should work together. And that's, I think a big difference. Diane: And I think if you're doing that, it takes this, is it ethical or not ethical out of the equation because you're not doing something. You're just having a conversation with someone and hopefully you're having that same kind of conversation as if that was a friend as if it was a family member as if it was a stranger who you happened to be sitting next to on transport them. I'm probably the only person in the world who actually talks to people. You sit down next to them. Laura: I would sit next to you and talk to you. Diane: I'm like, I'm like the worst nightmare person. when I travel, I want to know everybody's stories and where they're from. But it is that kind of conversation. You wouldn't sit down next to someone and say, oh, tell me the worst thing that's ever happened to you. Oh my goodness. It's dive into that. Right. So I think it just takes a lot of this. Am I being ethical off the table? Oh, you just being a good human good congratulations. You've ticked the box. Laura: And I think that's something to be said, like be practical too. Like one of the things that I talk about is like, I correct collect a credit card on the phone because if we are in a moment of commitment and I don't mean like, I'm not letting you off until I have it, but yeah. Would you like to activate the energy of full commitment? If you're ready, let's get going because support starts. Now, when you work with me, if I am collecting your credit card on the phone, we're also scheduling your first call. I'm getting you activate into Voxer. If that's what you get with your, like, we're going into that place of full commitment and connection, and it's not. If somebody needs to get an order form and use it afterwards, I let them do that again. When you have true soul connection, soul alignment, you can activate the arc of the sale without having to do any force and push Diane: mock drop. My brain is taking over like a million different things. This has been so good. And there's so much juice in this episode. Where can people get started with you? Like what's the best place for them to just be like, okay, I want more of this sole selling that you're talking about. Laura: Hmm. Well, come hang with me on Facebook. I know there's lots of different feelings about Facebook, but we, my business partner and I, we are the sold sisters and it's S O U L D because. Selling with soul is everything. So we have a Facebook group. And if you just type in sold sisters, S O U L D sisters with an S you will come into our world. We do lots of free trainings. We have lots of resources in the group. We actually know the people. I had a moment. Yeah. My team asked me to go through because we had to do something and she called it like a way to purge something. And I'm like purging people. What doesn't feel good? So she asked me to go through and we went through like our list of members and I'm like, well, I know her and I know her and I know her. And I know her. What I want you to feel is that we. We have a program that we called the soul circle. We bring people into our circle and we want to make sure you're thriving. If we're not it, we're going to point you to the right persons. So come hang with us on Facebook. We've got lots of resources because I'm a fan of, I, I sell high ticket programs. I have a hundred thousand dollar program. We have a $30,000 mastermind. We also have a $5,000 program and we have a free book and we have free trainings because I believe. Sometimes when you come to somebody, you need to enter the pace in place that is right for you. So come into our world, see what you need. My role. I know my business partner, Amber school is we want to help women make a lot of money and feel fantastic while they're doing it. Diane: Oh, awesome. I'll be sure to link all of that as well. So to finish up, I have a couple of questions that I ask all of my guests. I'm already chuckling at the second one, because I know what the answer is going to be. But the first one is what is the number one lifestyle boundary that you have for your business? Laura: Yep. Okay. So we have actually a pretty rigid system in our house. That's a good one for when we eat. Cause we've got my husband, he's a stay at home. Dad, our kiddo, we've got two dogs. So, my day ends every day at four 30 because dinner's at five. Hard stop. I will tell you in a month, I maybe we'll do one evening thing and that's a rarity, but because we have rigid positive boundaries. If I do have an evening thing, it's easy braising. It doesn't bother the family. So my schedule, I don't start my day until 10. Like from wake up until 10:00 AM is family time and me time. I'm able to eat some food, get our kiddo to school or to camp. I'm able to get my second cup of coffee. Cause we need some coffee, anybody who's got like a family and a business, Diane: and I'm like, yes, coffee. Coffee Laura: the guy he needs a copy and I need to center myself. So that at 10, when I sit down, if I'm on a call, I'm present for my clients. So that boundary of scheduling time, that's everything. Diane: I do like a rigid meal time. when, somebody wants me to do something at 12 o'clock, I'm like that is lunchtime. I've already planned what I'm going to eat. What do you think? Laura: and I are soul sisters. Okay. So I will tell you this, my husband and I laugh and we're like, are we the only ones who do this? We will literally talk about the next meal we're going to eat while we're eating that meal. I mean, it helps that he's he was a private chef and then we retired him. So now he could express, but you and I were going to have to sit down for a 12 new lunch and I will ring you up when it's time at five o'clock for dinner, because we won't be Diane: it'll it'll yeah, it'll be perfect. It's ideal. I am a five o'clock in person as well. Okay. My second question. What is the worst piece of cookie cutter advice you've been given as an Laura: Oh, Diane: Hmm. Laura: where do I start? Forced the sale, honestly. I think like the. I still remember I got on this call with a gentleman who's really well known in the industry. And I had a couple of clients who had worked with him and they had some really great success. And there was a part of me that was like, I just need to check in with him and see, should I work with him too? And I got on a call and he's like, bar, you can found me. And he showed me the spreadsheet and he was like, your business should be down here, but it's up here because you haven't done all these other things that you're supposed to do. And I'm like, What there's no order to this. And I knew exactly why I didn't fit on a schedule is because I understand how to sell and everyone who was coming to him again, why they went through him and then came to me was because they had to do everything in lock step order. And I don't believe that's true. So I think the number one thing is ask your soul. What does it actually mean? When you are leading from within, when you are guided to what fills you at first, and you go take action from that, you will hit Heights that do not make sense for their peoples who do not. Follow the cookie cutter advice do not activate pain and stab someone in the sales process because it just doesn't work, lead yourself and find the mentors that you actually know who give a shit about you. Like that is one of my biggest things. I. Deeply madly care about my clients. I don't have, like, I hope you do. Okay. Or I hope you get results. I like, we send gifts to our people because they're custom and we know that matches like fall in love with your people. That was a long-winded answer as well. I think I only do long-winded. Diane: It's okay. It's it's like, as long as it's good. Long-winded I'm done for it. If it's bad, I'm just going to be like in the editing room, like delete, delete, delete, but it's okay. I'm keeping all of yours. You're fine. Oh, thank you so much. This has been so much fun I feel so much lighter for it. And I'm sure everybody listening to it is going to go into their next sales call, feeling a little different whether whichever side they're on. I think I also think they're all gonna want to talk to you. So is the Facebook group the best place? Are you active somewhere else on social media? Are they Laura: am. Diane: DMS? Laura: Absolutely. So here's, what's really, really important. I am a real live human being. I'm having a sales conversation with someone today who reached out to me on Instagram. She private messaged me and I private responded to her and we're actually going to talk. So the truth is we're going to pop a Lincoln for my website. You'll be able to go there. You can look, you can see, you can get onto a sales call with me, but the truth of the matter. Find me online. It's Lara right sold sisters. My former company was epic at sales. If you see anything with epic at sales, that's me too. And then private message me. I also have a book that you'll see right at the top of my website, where you can come in. It's free. I give you all these lessons, we call it to create an epic income rise. It's little nuggets of goodness. So that my goal is to make things simple. That's what all of my clients say, like Lori just made that really simple and really easy because if it's simple and easy, you'll go do it. And if you go do it and you do it from a place of heart and soul in a work, you thrive, clients thrive, all the good things. So that's where to come. Hang with me. Diane: Awesome. There's like literally no excuse to not get in touch. Laura: Correct. I am not one of those gatekeepers where you can't get to me. I do have a glorious team and a lovely sales assistant and all the tools, and yes, I use links to get people on my calendar and I'm a real life human being. I actually give a shit. So message me and tell me what I can do for you. Diane: awesome. This has been amazing. Thank you so much for your time today. Laura: Thank you, Diane. I said glad to be here.


Ethical sales is the latest trend in sales calls lingo but what if it was a natural part of the process instead of a box to check

Laura Wright walks you through the new way to sell build on soul, connection, and alignment and where both sides feel good at the end of the call.

Key Takeaway

The old-school pain-driven, hard-push selling methods we were taught no longer work. 

We talk about

  • Why old school selling no longer works
  • Why we’ve seen a shift in how we sell
  • Laura’s simple 5 part sales call that feels good for everyone involved
  • Laura’s lifestyle boundary for her business
  • The worst cookie-cutter advice Laura’s been given on her lifestyle business

About Laura

Laura Wright is a Self-Published Author, Speaker, Growth Strategist, and Master Sales Coach.

She has closed a cool $43 million and then some over the past 20 years and she’s the founder of EPIC at Sales, but, for a time Laura Wright’s life was anything but epic.

After her real estate company crashed and burned in 2008, Laura found herself over $500,0000 in debt and doubting her ability to rise up from this setback, until she remembered two of her greatest gifts: the power to see the potential in ANY situation and the ability to close just about any sale with love.

A few years later, Laura has made a name for herself in the coaching industry as the go-to “Sales Ninja” for service-based women in business, helping her clients scale to six-figures within months and cross seven-figures in record time.

Note:

This page may contain affiliate links. I earn a commission or reward on all qualified purchases made when you use these links. 

Disclaimer:

The information contained above is provided for information purposes only. The contents of this podcast episode and article are not intended to amount to advice and you should not rely on any of the contents of this article or episode. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article. Diane Mayor disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article.