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What's up everyone? This is Mary Larsen and you're listening to the audio entrepreneur. I spent the last year and half doing podcasts and content creation for some of the fastest growing entrepreneurs today.

Their strategies and tests have been life changing once I took action, so I decided to take my audio industry to the next level by building a seven figure company that teaches people how to create, strategize, and repurpose their content like a throw. The question so new people are wondering is how is she going to do it?

This podcast is here to give you the answers. Join me as I explained marketing strategies to grow my online business. My name is Marie Larsen. And Welcome to the audio entrepreneur.

Marie Larsen:                  00:00                    Yo, what's up everyone in here? I'm excited because today I have a friend of mine who is really, really good at selling. Now a lot of you, you might be laughing and say, well, Marie, if you're in the digital marketing space, aren't you just naturally good at selling in? The answer is no, you are not. Um, there's actually an art form to it and I'm excited because today I have justin on here with me. Now Justin is a rockstar because he has gone through and really figured out how to sell and do it really well. You need to know your customers really well and know exactly how to sell and what's going to appeal to them and overdeliver like crazy. Now I'm, I was a long intro. Sorry Justin. But I'm so excited to have you on here. If you want to just jump in and introduce yourself to us a little bit, how you got started into all of this, that would be awesome.

Justin Stephens:              00:46                    Good morning everybody. My name is Justin. How I got started in sales. So a little bit about me. I run a Samar training franchise here in Meridian Idaho. So we help people who are frustrated where they are, they want to get to that next level, but they're not quite sure how and we do it through giving them the process and the tools they need to communicate better because that's all sales. As sales as simply communicating, you have to get it out there, so you got to figure out how can I communicate without building barriers? Because too often this is what salespeople do. They come in and they think, in order for me to convince you to buy my crap, which most of your stuff is crap. People do not care about you. What they care about is how you can help them. So when you go into an appointment, a meeting, when you're building out your funnel, all of that, if you're talking about your crap, they are not listening. You've got to be talking to them. Sales is incredibly emotional. Nobody. Nobody makes a decision intellectually. They justify their decisions intellectually. Your selling, you have to figure out how to get them emotionally involved, emotionally involved, and you're not selling your features and benefits.

Marie Larsen:                  02:23                    Yeah, I have. I agree with that so much. I think of some of the big purchases or big investments that I've made, even the little ones, right? I'm hungry. I buy the Kit Kat bar or I don't want to be before I buy. Did you come club x coaching? Right? And so whatever it is, like a, it's more of the wants then understanding the needs. Right? And a lot of, um, a lot of sellers out there don't understand how emotionally we buy as customers. And we got through it and we emotionally buy like crazy. I can't tell you how many times I have jumped in and bought something because, um, I ice cream because of a breakup or something, whatever it is I emotionally bought, right? And I do that all the time and it's fantastic. And I am so grateful to understand that that is a part of selling. Now, as you've gone through and tried to figure out selling a little bit, um, what tricks and tips would you give to people as they go through and try and figure out how they could sell better? Um, so that it's not just that they're, you know, out there trying, trying all these different tricks and tips from all these people, from someone who is an expert in their field in selling. Um, how would you advise people to go about doing that?

Justin Stephens:              03:34                    So the first thing you have to do, the first thing you have to do to become great at sales is stop trying to sell people.

Marie Larsen:                  03:45                    Yeah,

Justin Stephens:              03:47                    there's only one person qualified to actually sell someone. And that's the prospect. That's the person looking to make a purchasing decision. So when you go in and you're talking about how great your stuff is, you're talking about the widgets and just the different stuff that comes with your program. What you're doing is your just telling features and benefits. If you really want to get great at sales, you've got to become a master at asking questions. Thing for any salesperson to do is ask great questions. And honestly you can come up with probably probably between 25 and 30 questions and just ask those over and over again. Don't. You don't need to be a unique because what happens is people get engaged emotionally when you're asking questions because everybody has this one radio station playing in their mind every time. This station, it's pretty amazing what's in it for me.

Justin Stephens:              05:05                    That's what everybody is thinking about. So when you go in and say, Hey, I'm awesome, I've got this sales process and it's amazing and people tune out. It's like, I don't give a rip. I know stuff, but when you go in and say something like, I help people who are frustrated, they have a great product, I just don't know how to get it across the finish line when it comes to a sales role, more engaging, right? More engaging about them. They can mentally put themselves in those shoes and say, yeah, I do have a product and yeah, it should be easier than that. Right?

Marie Larsen:                  05:48                    Absolutely. Yeah, and I, I have to say that there have been times where I have thought that I know exactly what the customer wants, you know, and I think I know what they want. I'm going to create it because this is going to solve their problem. When in all actuality, I didn't go through and ask them what they wanted or what they needed by going through for myself and figuring that out. I was better able to sell my, not that you're trying to sell people, but I was better to sell my products and services to someone because I figured out what their pain points were and what specifically would be of most benefit to them of most value and what they would pay top dollar for. As soon as I figured that out, that's when I started to make money. Right. It wasn't beforehand when I went through and just said, I think so and so wants this, and I think so, and someone says, no. I went and I asked them what they wanted and as soon as I did that, it completely was a game changer and people came to buy from me rather than me trying to sell to them.

Justin Stephens:              06:44                    Yeah. It's more rewarding that way too. Right. They're super excited. They're like, you are solving this problem for me. Right.

Marie Larsen:                  07:07                    Money. I guess. Actually I want it back in a month.

Justin Stephens:              07:11                    Exactly. That's when you start getting chargebacks. That's when you start getting returns and not about the problems you solve.

Marie Larsen:                  <a href="https://www.temi.com/editor/t/SWPx28IY8b4-QCdBL4ZvdO7M7y