Hi, you’re listening to the sales journey episode #225, How to Start Making an Impact. This is Tasha Smith and I am the founder of Emerge Sales Training and for those of you that are new to the podcast, this is the podcast for network marketers. I want to up-level their sales and sales leadership skills while being a good human. It is April now, so we’re back to publishing two episodes per week on Wednesdays and Saturdays. And I have kind of a cool event to tell you about on April 14th,  we’re going to be doing the True Impact Live event. It is available streaming or live here in Southern California and I want to make sure that you get your ticket so you can register at emergesalestraining.com/socalevent.

We did kind of a launch webinar about a month or so ago and we chopped it up a little bit to just pull out some of the greatest hits, to give you a sneak peek on the content. Use the content today, it’s about nine minutes, it’s one of our regular podcast links. And if you’d like to finish the story, come to the True Impact Live event emergesalestraining.com/socalevent. So here it is…

Everything we do is to serve customers. Does that feel better? What did you think about recruiting or motivating your team?

Right? So if we’re going to do, if we’re going to focus on customers, then that’s what we wanna do. We wanna really focus on everything we’re doing is driving customers. So the marketplace rewards impact with income that we sometimes get it wrong and we think it’s the other way around. If I have income that I can make an impact, any of you guys feel small, you’re like, if I just had more income then I can make a bigger impact. We’re looking at it the wrong way, right? We need to first focus on impact and then the marketplace will reward with income. And so here is kind of the real deal. Your income is a direct reflection of the amount of customers you have impacted, right? And so this isn’t, this isn’t meant to be a slam, although I’m sure some of you might be thinking that way, if we’re going to take a step back and we’re going, to be honest, right? It’s just straight up the number of customers you’ve impacted, right?

The people in your company they make a few hundred bucks. They have impacted what maybe 30, 40, 50 customers, right? The people that make a million bucks a year, they have impacted 50,000; 100,000; 200,000 customers right through the building of their team. And so I think what’s really helpful is not to attach meaning to that or right, It’s just math. But to understand that what we need to do is we need to just get out there and impact more people first. And then I always will argue that people actually need to have action in order for the impact have been working. Right? So, I mean, my goal today is to impact you these three tips. But if you haven’t actually done any of the tips, will anything change for? So how I craft the speech is important, isn’t it?

Because I could be like blah, blah, blah, blah, blah, blah, blah, blah, blah, blah. Right? And you could have a good feeling, but if you don’t actually do one of these three things, have I done anything? We need to understand that impact, our ultimate goal is action. So when we’re impacting customers, what’s the action that will actually change their life?

We need to just, I’m going to give you one key tip. Deal, OK? So we need to understand how people make decisions and what is it that makes them comfortable? And so the one principle that I’m going to talk about today is this one, people like people who like them, people like people who like them. And this is what Jenna was talking about earlier, how important is to tell people about, what you like about them because that actually changes everything.

I think it starts with us. So maybe we need to start with taking a moment and noticing some of the good things about ourselves, but it could be really, really simple. And so I think a lot of you probably value a healthy lifestyle, right? So if we start really simply. So how do we like everyone that sounds very vague and you didn’t come to this Webinar for vague ideas, right? So how do we do this? First, just pick a few things that you value. Could you guys all pick like three things are important to you that you value in people? And then just look for one of those. And I think most of you would say I value people who care about their health. So could we just choose to look at that and then let people know would that. That would be authentic, right? That would be true, right? I personally can say, you know what I really admire about people, people that are willing to learn new things. Could we choose to start? Just take a quick value check and just start to recognize people for these things. And so what if we started to like our appointments and we said something like, “Hey Dee, I just want to let you know, I really appreciate that your health is important to you”. Would that be a true statement? Yeah. And how would that make your customer feel?

What about the motivating your team thing? So we talked about we’re gonna like people here are the keys to success. Like people, Be prepared if someone says yes, and then we’re going to now talking about Motivating your Team. And so people will do things that they’re good at. They will not do things. They’re not good at true story. If somebody was like, “Hey Tasha, let’s go dancing at 9:00 at night”. Would I say yes or no? I would say “I’m busy. I’m a responsible business owner and I have small children. I cannot engage in that kind of behavior”. But if I have a ton of hockey game on a Monday night, how do I respond? So it really comes down to mastery. And so what we could do as a leader, right? If we could just get how many of you are doing more stuff and are more motivated in your business because you actually know what the heck to do?Excellent. So you are a product of this scientific principle of mastery. We do things we’re good at. We don’t do things we’re bad at. So what if we practiced with people? Could we do that simple thing with our team? I mean it wouldn’t, somebody mentioned the time thing earlier. It doesn’t have to be all of it all at once, but if we just practice a little bit and just went back and forth.

So what do you think makes my kid get trophies? It wasn’t Theresa that was speaking. You’re at Theresa’s house. Who was that? “I’m Nicole. Her sister in law”. So you, how do you get good at karate? “Practicing? I, you know, just going to class but doing them at home is kind of what’s been neglected because I’ve been doing so much Emerge training for”. Right. But that practice is super important for your confidence. “Yes, it is”. And if you start practicing at home, would you then go to class more? “Yes”. Have you ever skipped class? “I did Monday, yes. But I was there the other day. Yeah”. If you were practicing every Nicole every day and your mastery was through the roof, would you show up to class? “Yes. And that’s so true this week. Wow”. And that’s just the mastery principle. If we’re going to karate class with, I don’t know, like this was hard for me. I have to do this thing and it’s just challenging. We’re less likely to go because we don’t want to look foolish. So what we need to do, if we want to increase motivation on our team, what if we just practice with people? Right? So they didn’t feel like they would look foolish. Now, will they look foolish with you for a minute? Is that OK? Because I guarantee you if they feel like they’re foolish with you, they will feel little more foolish with a customer and they just will not do it.

Have you ever met with someone and they’re like, yeah, I’m going to go make calls and they don’t? And you’re like, you’re a lazy piece of trash, can’t believe your lack of integrity. And you might not say that out loud, but come on, we thought some variation of that. Like, why don’t you just do what you’re gonna do right now? I’m the only one. No one’s going to admit it on the call.

All right, you want to hear the rest of the story? Come and join us emergesalestraining.com/socalevent for tickets for the whole day are $70 or you can attend the morning session if you are in southern California for 35, you can buy a streaming ticket for the same price. We also have a team pass on our site, so emergesalestraining.com/socalevent. And I’ll talk to you later.

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You can learn how to sell consistently and be a solid leader, without going through grueling years of hard knocks.

You can learn how to sell consistently and be a solid leader, without going through grueling years of hard knocks.

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