I was super excited, possibly the most excited I've ever been, to be interviewing sales mindset coach, Ruth Alade, who teaches female coaches how to sell and get more “yeses”.

Usually we've had experiences with sales in the past that have stuck with us, which isn't great. We’ve also heard people talk about sales in a negative light, and we don't want to become one of those “bad sales people”, like the Wolf of Wall Street. We don't want to be that salesperson that is trying to force something down people's throats. So we have all these beliefs like: I don't like sales, I hate sales, sales is bad.

When we show up to calls with these thoughts, what happens is that we're not able to actually dig deeper, because we're going to start thinking that if we ask a certain question, we’re going to come across as pushy.

Or if I say this, maybe this person isn't going to like it. So we tiptoe and people please. And at the end of that call, guess what you're going to hear?

“I need to think about it”, “It’s too much money”,“I need to speak to my husband, partner, cat, goldfish” etc, you get the picture!

When we come to calls with better-serving beliefs, we’re able to dig deeper into their objections to really find out what their situation is, what the real truth is. 

The problem is that many times when people say that that they “need to speak to their partner”, that’s not actually the real reason. Most coaches will be afraid to dig deeper to find out whether it is genuinely the real reason or not.

But they may have just said it because they knew that if they say something like that, it works and you let them off.

The first thing for digging deeper is to look at yourself, look inwards. Whatever objections that you’re getting, you need to ask yourself, what do I believe about this? When people say that they need to think about it, what do you believe about it?

Are you someone that always thinks about things too? Are you someone that always has to speak to their husband? Are you someone that always has to meditate on it first? Because if you are that kind of person, then of course you are going to agree with their objection.

You need to look inwards and then decide if you want to carry on. I believe in these objections. And then also, if it is something that you’re doing, you have to decide if it's something that you want to carry on doing for yourself.

If you’re someone that doesn't like spending money on things, when people tell you that it is too much money, then of course you're going to buy into it. So in that instance, decide if you want to carry on being someone that doesn't spend money, or if you want to change that.

It's going to take you practicing whatever it is that you're choosing to believe about sales. Yeah. Whenever you find yourself going down that path of all these thoughts that aren’t serving you, then you can decide, I am not going to go down this path.

Ruth could tell you what to say and give you a script word for word, but it's not going to work because then you're going to show up with an energy oozing uncertainty, and people can sense that.

So, the way to go about changing this starts with you changing the way you are thinking about sales.

Always be curious with people’s objections. When you get curious, you're giving them that chance to talk about their situation, to talk about the problem that they want to solve.

You really need to take a good look at your money story. What are all the beliefs you have about money?

You can choose to believe that money is everywhere and that people can create money. So, it’s a constant work in progress. Always identifying those thoughts that aren’t serving you and choosing what you really want.

Otherwise your brain would just default to all those beliefs and thoughts that aren’t going to take you anywhere.