Episode Two

In this podcast episode, the host discusses the concept of sales psychology and its importance in increasing revenue and closing rates. Sales psychology involves understanding the psychological processes and behaviors that influence consumers' purchasing decisions. The host emphasizes the need for effective communication and building trust with potential buyers rather than resorting to pushy tactics. The way of selling has evolved, and it is crucial to adapt to the changing behaviors and awareness of consumers. The host also criticizes those who have a negative perception of sales psychology, particularly a copywriter who labeled it as "sleazy psychology." Overall, the message is that sales psychology is about understanding and effectively communicating with customers, and it does not have to be manipulative or dishonest. Hello and welcome to yet another episode of Exclusively Sally So on today's podcast We are going to be diving a little bit deeper into sales psychology And what the fuck does that actually mean? Because I know a lot of people use this kind of terminology and kind of throw it around And a lot of I guess sales gurus kind of throw it around like they know what the fuck they're talking about a lot of business coaches who even apparently offer sales coaching now to Throw that around I guess to make it look like They know what the fuck they're talking about so But nobody really actually explains what the fuck sales psychology is So we're going to break this down on today's podcast the aim for today's podcast is for you if you're a business owner if You have a team of sales reps, or if you are a sales rep it's just to kind of break down what the fuck sales psychology actually is and How a bit of a breakdown and a bit of a better understanding can actually help you increase your revenue increase your closing rate Whatever that may look like now the definition of sales psychology is Pretty much. It's the study of understanding the psychological processes and behaviors that influence consumers purchasing decisions so in A nutshell it's about knowing how to communicate Knowing how to persuade and influence potential buyers into making a purchase now I Know everyone's going. Oh, but we have like why do we have to fucking persuade people to buy things blah blah blah? I get it. It's really icky. It seems really like distasteful it seems really dishonest and Let's just be real for a fucking second Sales is literally like persuading people right however in the new way of selling and the way that I teach a lot of my clients is You don't need to persuade fucking anyone to buy anything. I am NOT into pushy I am NOT into persuading I am NOT into Influencing people into making a purchase I am all about Teaching my clients on how to just have better fucking communication skills therefore having better sales Now in Saying that there is a level that you need of understanding of sales psychology that however has changed so Human behavior has changed over the years like we are literally selling to an unsellable generation How Jordan Belfort I know I reference him a lot and like look he was the GOAT He was the GOAT right we all saw fucking Wolf of Wall Street. He was the GOAT back in the day, okay However His way of selling if people tried to sell how they did with his style in today's generation You would not make any fucking sales People are More in tune and more aware when people are bullshitting to them People can understand when they've been manipulated People are aware when they're being gaslit People are aware when somebody's trying to persuade them into doing something as well There is a lot more awareness and you can't get away with being a fucking dick anymore It's 2024 the way of selling and the way of communicating to people these days has grown and as that your communication skills need to Like evolve as they do With selling and as your conversations evolve as you get older, right? Like how you communicate as a child is not how you communicate When you're an adult, let's fucking hope So I understand that like the I guess like Definition of sales psychology is knowing how to communicate persuade and influence, you know buyers into making a purchase however The first point on how to communicate is so key, right? Like I am all for Sorry, I am all for learning how to communicate effectively and learning how to You know ask better questions Do a bit of a deeper dive into What your customer might not be telling you what they are telling you so that you can get a more effective phone call zoom call whatever and Therefore, hopefully You can make a sale By understanding what their desires are what their true reasoning is for Signing up or reaching out to you in the first place So in that we need to understand customer needs right like Sales people and business owners need to understand that Consumers buy a Consumers buy a solution to their problem Right. It's not just like the product or the service. They want you to solve their fucking problem So by doing that We need to be able to dive into the customers motivations their desires their pain points and Their challenges that they might be facing whether that's fear whether it's logistical Whether it's motivation a Lot of there's like a ton of fucking things that it could be right You also need to be able to communicate effectively by building rapport So getting them to know like and trust you People will not buy you buy from you or buy you buy your service if They do not know like and trust you now Trust is a huge Fucking catalyst for getting to consumers to want to work with you, right? They don't just Reach out to you for no reason There is something about the content something about your Advertising and something about your sales page something about your website Something about your podcast There was something that drew them in to make them reach out to you in the first place now How you treat them when they first become a lead? Sets the tone on how you Will treat them when they sign up if you Have a lead funnel and you treat your leads like they are just fucking dollar signs They will fucking smell that People know when they're being sold to We are literally being sold to every single fucking day Yet for some reason When people talk about sales they go ooh fucking icky fucking gross I Get it but I just want I Think we need to change the way on how people perceive sales psychology It doesn't need to be this distasteful dishonest tactful Like tactic That was really bad There doesn't it doesn't need to be this icky gross sleazy tactic anymore Like it's it just it blows my mind that everyone Will not everyone but people who? are not sales professionals Have such a negative connotation with using the phrase sales psychology Now I'm going to tell you a little story There was this copywriter that I used to follow on Instagram and She actually put it up on my story a few months ago, maybe a few weeks ago But she wrote she put up a post and The caption was going on about sales and how it's sleazy and how it's icky Blah blah blah and that's fine like you can have your opinion on sales and you can have your opinion on topics, right? I'm open. It's a free fucking world Go right ahead, babe. Like say what you need to say but instead of and then she put in quotations like instead of putting sales psychology, she literally wrote sleazy psychology and That Fucking triggered me and I'll tell you why She honestly doesn't know fucking shit about sales and It blows my mind because she's literally a fucking copywriter Now as a copywriter and I could be wrong. So if you're a copywriter, don't come at me but is it not your fucking job to understand the Consumers wants their desires what their struggles could be what their challenges could be so that you can write effective copy For a website for a sales page for a landing page For a blog like I don't fucking know for whatever. Is that literally not your fucking job is understanding human behavior and Understanding your target audience and your target market and who you're Like client that you're writing copy for is trying to sell their products or their services to it blew my mind that she labeled sales psychology as sleazy psychology because Babe, that's literally what you do for a fucking job you you you just write it in Fucking words and Then you've changed your job title to copywriter. You may as well write fucking I Don't know sales rep Written sales rep. I don't know something along those lines like it's literally the same fucking thing You are writing copy to Influence and to persuade people into reading the whole entire page and then clicking on their CTAs and Potentially buying their products or their services like is that not your whole fucking job? So it fucking it just as you can probably tell it just it pissed me off Because first of all, I got it right people have this negative connotation about sleazy sales and It needs to be icky and they've got this negative fucking perception. I've got it like I fucking totally get it but when you're talking about understanding consumers behaviors and Understanding actually just human behavior and knowing how to effectively communicate There is literally nothing sleazy about that Now there is something sleazy about trying to persuade people. I understand that I am NOT into persuading people at all into buying something and Especially like if somebody if you jump onto a sales call and they are not your ideal client Totally fine for you to say. Hey, look there might be somebody better out there, but it's like suited better for you There is nothing wrong with you sitting a boundary and saying no You do not need to take on every Tom, Dick and Harry You need to make sure that you're Only working with people that you want to work with I Am NOT about backing people into a corner making them decide right then and there yes or no on the phone No talking to your partner. There is no think about it. There is no, you know bullshit fucking smokescreen objection I'm not gonna fucking sit here and listen to this blah blah blah There is no need to do that on a sales call You just need to learn how to communicate effectively and fucking listen That is it guys Sales psychology Doesn't need to be negative It's only negative because we have people around the world who don't understand sales psychology and Or they're really fucking bad at sales and they're really bad at fucking selling Like don't take advice from someone Who's not a sales coach or not a sales consultant sales advisor sales trainer? Who doesn't have the social proof? to back it up now I Know you're all probably thinking but who the fuck are you to be talking about that? I got it. I've gone real quiet during my presidency and You know now I've just like appeared out of the woodwork five months postpartum Got like re-evolved my business From the ashes like Phoenix But I have the social proof I Have my clients their closing rates have increased from 35% to 84 in Like five weeks of working with me My clients were able to also Increase their current Pricing on their packages and still sell them with ease. I In my first sales rep job for that high-ticket coaching I Made over a million dollars in revenue for that company in 11 months a Million fucking dollars guys. I was so new to sales to selling I Never had like a sales rep title job since then That is huge. I know how to communicate effectively but I also have evolved in How to communicate on how people need to be communicated to now it Is changing day week month year? We need to understand human behavior We need to understand like the basics of psychology We need to understand your buyers your consumers It is such a skill set to have there is literally nothing negative about it There are you know a few key aspects in understanding sales psychology Before you make up your mind. I'm sure there's going to be people listening to this podcast and being like Fuck whatever Chelsea Like that's fine. You guys could have a fucking opinion like I'm More than open to having a debate having a discussion around this. I get it. It's fucking icky Sales is gross when you don't understand it. Yeah For sure. I got it. I Got it But it also seems to be like the new trend or not like the new trend but like the trend at the moment We're like sales is icky It just seems to be like the thing It's like the in thing like the whole heart lead now This actually makes me laugh because I Was having a a strategy call with one of my clients And She was telling me how she worked with a few business coaches and One of them was really into Like being really heart-lead and you know just like embracing like all the crystals and the moon and the energy and you know, just Just waiting for your clients to come to you like fuck. I sound like fucking Lucinda from math, by the way Love that chick No, just to listen to on math at all But you know, there was just this whole like heart lead sales Singing fucking kumbaya by the fucking campfire However, when my client gave me her Like sales script that this heart lead Fucking business coach gave her it was the worst thing I'd ever fucking read in my mind And in my mind that was terrible. It was the worst thing that I'd ever read It gave like it gave like Objections like examples of objections like I need to talk to my partner. I don't have the money I'm a bit, you know, I'm oh no. I need to think about it and the the Responses that this business coach gave me was just like The the Responses that this business coach gave We're so fucking combative Like there was nothing heart lead about that. That was fucking fully Wolf of Wall Street style fucking going in for the jugular Responses like they were so fucking combative. There was nothing heart-led about that at all and I just feel like Again, like heart-led is like the new in fucking thing so now every man and their dog a fucking, you know preaching that they That their business is heart-led and you know The way that they sell is very heart-led and all this fucking woo-woo shit When actually it's not it is the complete opposite of heart-led You've just labeled it heart-led to again Persuade people into thinking that you know, what the fuck you're talking about when actually you fucking don't Like guys we need to we need to fucking like open our eyes there is a lot of and I feel like a lot of business coaches do this like Please don't at me my opinion, but I feel like a lot of business coaches do this They preach one thing and do the complete Fucking opposite because they don't actually know what the fuck that thing is But because they've got like the social proof and I'm using that in quotations Because they've got the social proof They are using that to persuade and to influence to get more clients By saying that they do heart-led coaching they teach you how to You know lead With your heart and to sell heart-led and woo-woo-woo when actually No, they don't No, they fucking don't Now If that's not fucking bullshit and if that's not using persuasion at its fucking finest, I don't know what the fuck is but there are a few key aspects that We need to understand about sales psychology You first need to understand your customers needs Okay, you need to know who the fuck you're talking to you Need to like successful salespeople Understand that can that customers buy solutions to their problems You need to be able to Dive into your consumers motivations their pain points their desires and their challenges That they may face You also need to build rapport so if you are really bad at coming across as genuine if You have a really sarcastic tone just naturally People are gonna fucking shy away from that. Nobody wants to be fucking spoken to like that anymore It is not the way on how to speak to people People need to know like and fucking trust you to want to buy a product or buy a service from you and Then you also need to have the social proof right people want to see what the fuck you've done as Long as it's fucking true Don't go around fucking making up shit Like I'm all for like faking it Till you make it like when you're a startup business for sure like get your friends to write Testimonials all of that shit But over time you need to be able to produce and to provide that social proof right You also need to Position yourself in a place of authority now I know this is super hard for some people when they jump on a sales call and This was probably like the biggest I guess Or the most common. Sorry, this was like the most common Factor that I found with the clients that I've worked with and are working with is that When they are in the DMS and they jump in there, you know talking to potential Clients and then when they eventually jump on like a consultation call They find it really hard to position themselves as the authority They go straight into fucking friend zone and they are like, oh, hey girl. What's up? Oh my gosh Thank you so much for booking in this call. Oh my god. So tell me about the weather. Oh my gosh You have a dog. Oh my god me too And you just you get too friendly You get too fucking friendly now you think in Your mind that you're Being super friendly, so they're going to trust you but it's not it's surface-level fucking shit guys It's not gonna allow them to actually gain enough trust For them to feel vulnerable to actually tell you what the fuck is showing up for them and What the fuck is going on and what their real problems are and it's not going to allow you or allow them To feel safe enough to tell you what their real concern is if they have a concern like if somebody has a fucking objection guys They are either gonna smoke screen the fuck out of you or they're going to feel okay enough to tell you what the real fucking concern is Now that doesn't happen when you jump on a call and you get super fucking friendly Because it's surface-level. You're not going to come out of the call being besties That's not how I mean organically. That's not how friendships fucking work in the real world Is it you don't fucking meet somebody randomly chat for them check to them for fucking half an hour and all of a sudden You're fucking having like playdates with your kids and your fucking besties and you're getting like fucking matching bracelets That is just it's just not what fucking happens in the real world. So why the fuck would it happen on a fucking sales call? you think that by doing that is Allowing them to trust you. It's not it's surface-level trust. That is all that fucking is you need to position yourself as the authority So that they can See you as the authority So that as you build that rapport along the phone call and you're asking those deeper questions further along into the phone call Eventually, they will tell you if they have a concern They will share what their real struggles are what the fuck is actually showing up for them Now a big thing that I Tell my clients is to stop being friends on the fucking first phone call if a friendship organically happens over the duration of you guys working together by all Fucking means go for it but on a strategy call or a consultation call It is not the time It is not the time or the place to be trying to create a fucking friendship You're actually doing them a fucking disservice by doing that I know shock a Little bit probably a little bit hard to hear and I know this I might sound like a real fucking bitch for saying it, but it's fucking true People are buying your services Because you are the authority that's how you show up on your ads That's how you show up on your landing page on your Instagram on your Facebook in your marketing That is how you show up That is why they reached out to you and then they get on this fucking phone call and you're all of a sudden fucking besties I Would be fucking surprised if they buy right then and there Or they'll give you the old. Oh, yeah, I just need to like check with Jack if I can Yeah, okay, Tori Guys we gotta stop doing it Place yourself as the authority now that doesn't mean you need to be a fucking bitch either, okay? You'll be in the authority You'll be in the authority to show them that you know what the fuck you're talking about and To also ask the right questions To hold that space for them So that you can be of Service and you can be of value you need to let them see the value of what you provide They're not going to see that by you being if I can be stay and planning fucking braids Leading on to that, you know, you need to know how to effectively I Don't like to say it. I don't like to use this phrase as I said in podcast one, but You need to be able to learn how to overcome objections now Objections are only concerns guys. I know everyone goes fuck. I don't like to handle objections I don't think I need to know how to I don't need to do that because it's like it's pushy It's it's persuading people into buying my shit It depends. It depends what the concern is and it depends if they're your ideal client and it depends why they reached out It depends what their desires are. It depends what their motivation are Is it depends what their problems are There are so many dependables as to if you need to Help somebody see through their own bullshit is how I like to actually phrase it Are you just holding up a mirror to them to seeing that this is actually a pattern and they are so scared of Doing something for themselves and you're all you're doing is a bit of hand-holding You're just helping them see this pattern and they need to interrupt that pattern In order for them to change and in order for their outcome to change There are a lot of I I Guess really shitty tactics on How to overcome objections and I know I got it I've done them like I've literally been there and done them guys. I was on a fucking sales call For three hours one time Three fucking hours trying to handle this lady's objection and to sign it up to this high-ticket fitness coaching Now I felt shit the whole time because I was like this chick just doesn't this just it's not the right time for her and the strategy of me and the the way that I was taught on how to handle these objections was fucking pushy like it was gross and Like I wish I could reach out to this lady and be like lady I am so sorry for wasting your fucking time like three years ago That is not cool Three hours three hours on the fucking strategy call guys. Did she sign up? No Was I exhausted? Yes, was she exhausted fucking beat ya and I felt like shit because it went against everything and my core values. I Don't teach you how to sell like the next fucking sales guru I teach you how to sell like you I Sell like me I can give you some tools and some strategies and to help you with your sales mindset But there is no need To sell like a fucking douchebag It's not the vibe for 2024 It actually hasn't been the vibe for the last fucking couple of years Actually to be fair Actually to be fair But people are still fucking doing it. People are still being fucking combative. People are still being fucking persuasive You are on the same team as that perspective client You are on the same fucking team You're not going into battle. There's no need to challenge somebody There's no need to like call them out on their bullshit It's literally holding space but when you feel like a Pattern that's coming up. You need to be able to step into that authoritative figure and pattern interrupt And allowing them to step into The next version of themselves or the next version of their business or the next version of their fitness Whatever it is that your services I Know it could be a bit of Hard-hitting truth and it might have been a bit of a slow Boring episode today, but I just want to make sure that you guys Have a better understanding of sales psychology and what the fuck it actually is instead of some fucking copywriter Calling it sleazy It's only sleazy if you fucking make it sleazy Let's get that fucking straight Anyway guys, I hope you had some little golden nuggets from that I will put my Instagram handle in the description below I will put my Instagram handle in the bio and feel free to reach out to me. I would love to hear your feedback and Stay tuned for next week