Friends, I’ve got a POWERHOUSE podcast episode with sales coach and speaker Natasha Hemmingway to share with you today!
Natasha Hemmingway helps female entrepreneurs master their authentic sales process, achieve meaningful success, and maximize their sales wins by bringing the heart, not the hustle.
Today, she shares with us how to create an authentic sales process and have meaningful sales conversations.
Listen to the episode now!
Her story in a nutshell
Natasha’s journey began her journey in pharmaceutical sales, which seemed to be the perfect marriage of her loves of science and people. After a successful 16 year career, the devastating blow of losing her full-term son, and a desire to find a deeper calling, she took a leap into coaching. I encourage you to listen to her journey in detail in this episode.
Natasha specializes in helping women bring the heart, not the hustle, to the sales process. Many of us struggle with sales. It can feel sleazy and manipulating. But it doesn’t have to. In fact, heartfelt selling doesn’t feel that way.
Here’s what Natasha has to say about having an authentic sales process.
Mindset: the foundation of an authentic sales process
People come up to me all the time and say, “I need a sales process in my business. I don’t even have one.” or “I don’t even know what a sales process is!” They think they’re going to get a system or scripts from me and go with it. No, no, no. That’s not it.
Mindset is everything in sales. Mindset is HUGE. The biggest problem people have with sales is not knowing their worth and their value, along with not knowing how to communicate. When you come from a place of lack and fear, it’s really hard to sell the thing you’re passionate about. It just doesn’t translate.
You’ve got to walk yourself through your current process to identify areas you need to dig into. What does it look like when you meet with potential clients? Where do you hesitate? Where do you feel uncomfortable? When do you procrastinate? These are questions that will help you uncover what underlying beliefs are holding you back.
Once you identify those negative thoughts, you can change them. Next time you hear one of them come up, ask yourself, “Is that true?” So If I had the thought, “No one will support my business.” I’d ask myself, “Is that true, Natasha, that no one will support my business?” And I’d have to answer “No, that’s not true. I haven’t even done anything yet to find out.”
When you can shut that down and take your power back, you’ll begin creating new pathways in your brain. Your mind believes what you tell it. Then it looks for the proof to back it up. So if you keep telling it negative things, it’s like, “Oh yeah, I remember that.”
Don’t be afraid, because it’s not about you.
Here’s something else I tell clients. You’ve been gifted, right? You’ve been given a gift, and you’ve made it into a business, and it’s a service. So the thing that you’re gifted with, your calling, it’s not about you. It’s about countless other people that it’s going to impact when you show up. So you have to detach your ego, your pride, your fear, and realize this: I’m here to serve, and it’s not about me.
Don’t keep someone else’s destiny trapped in your own mouth. Who are you to do that? They need the thing that you have. And it might be a yes, or a no, or a not right now. But it’s not about you.
So what are the pillars of a successful sales conversation?
First of all, you need to know who you are speaking to, whether it’s through your website, email, social media, whatever. Whoever your message is speaking to is who you are going to attract back.
Everyone is not your customer, and they’re not meant to be.
Next, you need to have a pre-call form. That’s just a place where you’ll gather information and data about that person you’re going to talk to so that you can be prepared. That doesn’t mean you’ll write down exactly what you’re going to say. But you’ll be prepared to guide the conversation in a meaningful way and won’t be just winging it.
Remember, organic conversation takes practice. You need to be curious about the other person and understand their needs. To be fully present and to be in service.
I’d say the three pillars of sales are: communication, energy, and process. Energy and communication are so close, they ride shotgun together. It’s huge.
When you approach a sale with the energy of fear of not getting the sale or focusing on the money that will go in your bank account, potential clients can feel that. When you can separate that and root yourself in the fact that you are here to service, the customers and business will come.
People know if you’re there for the right reasons or not. When they feel hustled, forget it. When they feel you’re nervous and scared and not confident, they’re out. If you don’t show up and lead them through the process, you can walk yourself right out of the sales conversation.
What else do we talk about in this episode?
I’m sorry guys, there’s just too much to share here! Please listen to the full episode to get all the wisdom that Natasha shares. I know you’re not going to want to miss it.
We talk about why sales scripts aren’t helping you, and why you need to narrow in on a few lanes to focus your lead generation efforts on.
Speaking of lead generation, you’re going to want to hear the tips that Natasha share with us from her Get More Leads Guide.
All the places that you can find Natasha are listed below. I highly encourage you to like, follow, subscribe, whatever you have to do to follow her!
Connect with Natasha Hemmingway!
And, download her Get More Leads Guide.