Episode 19: You’re a Salesperson First

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In this episode of Coaching the Life Coach, you hear from Jason himself on mindsets. Jason describes what mindsets are as organizing principles, and gives you the first and most critical mindset for a coach’s success: you are a sales person first. If you do not have the skills and the commitment to leverage someone beyond their current limitations such that they take action, your success as a coach, and your fulfillment professionally and emotionally will be long coming. Additionally, Jason explains how you can receive discounts through affiliate partners Personal Life Media is negotiating with for you as a gift for tuning in to our show. Listen for details!

Transcript

You’re a Salesperson First

Announcer:  This program is brought to you by personallifemedia.com.

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Jason McClain: Welcome to Coaching the Life Coach.  I'm your host Jason McClain, your guide in the 21st Century marketplace.

This week on Coaching the Life Coach we have got a guest you haven't heard from yet and that would be me.  We have been bestowing upon you wisdom from all sorts of professionals.  And I am an incredibly successful coach in my own right and part of what I was thinking is how can I really contribute to the listeners of the show in a way that builds on what the guests have spoken about as well as contributing to, at a greater depth than perhaps we have gone to?

So welcome and thank you for allowing me to contribute to you.  Today we are just going to talk about mindset.

And for me, a mindset is an organizing principle.  An organizing principle is a principle around which you organize your behavior, your thoughts, your actions, your beliefs and the steps you take and the things that you learn, the skills that you acquire and the way you interact with your clients, the way you interact with your prospects, the way you interact with the world at large as it relates to your business.

You are already someone who is in business for yourself and what that means to you is that you are self-directed and self-reliant.  Not that you won't collaborate and create interdependent connectivity so you can support each other in upward spirals.  However, ultimately you are responsible for all of your results.

Welcome to Coaching the Life Coach.  I'm your host, Jason McClain.

Today we are going to just talk about mindsets.  One of the things I have noticed - my colleagues are coaches or solopreneurs, that is maybe they are a chiropractor or maybe they are a body worker, maybe they are a massage therapist.  Maybe they are a coach.  Maybe they are a workshop leader.

Whatever it is that they are in business for themselves, I notice there is one major stop.  It is really a singular mindset.  And so before I talk about that particular mindset, I want to talk about first what are mindsets.

And for me, a mindset is an organizing principle.  Well, what is an organizing principle? An organizing principle is a principle around which you organize your behavior, your thoughts, your actions, your beliefs and the steps you take and the things that you learn, the skills that you acquire and the way you interact with your clients, the way you interact with your prospects, the way you interact with the world at large as it relates to your business.

I also look at organizing principles or mindsets as solutions.  In other words, I see what is stopping people a lot.  And if they were to integrate this particular mindset, this organizing principle into their life and into their business, it would solve so many of their problems.

Of course, sometimes there is a lot of resistance to that particular mindset or set of mindsets and that is where the personal work has to be done.  And if you are in business for yourself in the helping industries in any particular way, then the personal work is always ever present, always ever present.

There is always an additional skill to acquire.  There's always a way you can take responsibility for how that client or prospect’s interview went.  There is always a way you can improve your linguistic skills or you can evolve your client, coach or whatever agreement.

So the problem I have seen and the mindset, what is this mindset?  What is this solution to so many of the problems?  What is stopping people from being so successful, who are so skilled?  I mean I have seen tremendously skilled people who just can't seem to be prosperous.  And we could talk about their beliefs around money or you know, the seeming conflict in their own minds between living a spiritual life and contributing to others and making money from it.

But really, I think those are secondary issues.  The first mindset that I think anyone should take on for the purpose of being successful - and make sure you write this down - is that you are a sales person first.  You are a sales person first.

As I used to say when it was more fashionable, even a preacher needs to get up and sell eternal life every Sunday, and that's a heck of a product.

You are a sales person first.  Now first just write that down and now notice your experience around it.  Notice your resistance around it.  Notice where you're concerned about your skills.

By the way, you get to keep all of your ethics, all of your integrity.  You get to still maintain your desire to be in service of others through whatever work that it is that you're doing in the world.  If you are unclear about that, then let me point you to my other class, which is called Evolutionary Sales, which is an entire sales system grounded in what is necessary in the 21st Century marketplace, which is coming from service and contribution first as a grounding for yourself.

It's a platform while learning advanced skills in communication and influence.  But the coming from service first is critical otherwise you are just being all those things that most people, including myself don't like about stereotypical salespeople.

But you are a sales person first.  Let me explain this in greater granularity.  You could be the most skilled person the world, the greatest coach who ever lived, and if you can't sell and market yourself, then you are going to be the greatest coach who ever lived who lives in a shack, who is always concerned about how to feed their children or themselves, who is always worried about money.

You can be one of the greatest massage therapists who ever lived and the people don't know about it and if you can't get them in there and influence them towards a package around their health and well-being, then you are going to be a massage therapist who's always struggling, always working for clinics, always working for other people.

But there isn't any reason why somebody who is skilled, and so many of you are, can't simply sell and market yourselves.  There are so many, so many resources available to teach you how to do that in the 21st Century marketplace, everything from websites and search engine optimization to discovering how to live your purpose and everything in between.

But first I would just ask you to consider that the thing that is stopping you, if in fact it is, could be that you are going, “Right Jason, this is the piece I have been missing.”  And that may be the case. 

But my experience is that there are probably most of you going, “Yuck, sales, ooh!”  And I used to feel the same way.  I used to think sales was horrible, that it was silly, that it was - and nothing gets done until somebody sells something.  You don't get to heal that client until they sign the agreement, which means you're going to have to sell them on their vision and possibility for themselves.

Nobody's back gets aligned until they decide to go ahead and sign up with you as a chiropractor.  Nobody gets those distinctions that will be so critical in their lives and their relationships until they sign up with you as a coach.

Whatever business you're in, whatever particular domain you are in in the helping industries, you can't help anyone until you can sell them and influence them towards action so they can have the life they have always wanted to lead.  And whether that is greater mobility in their body, more fulfilling relationships, more successful in business or greater results as a salesperson, or whether it's just simply managing their time more effectively, whatever it is that your particular domain is as a coach or as a person in the helping professions, until you can sell them on it, nothing gets done and you have done them a disservice.

You have done them a disservice because you have a belief about sales or because you have a belief about yourself or a lack of confidence in your offer.  What I'm going to ask you to do is I'm going to ask you to organize your mind, your thoughts, your behaviors, your actions, your skill acquisition and the books that you read around the idea that regardless of how good you are, if you're not making at least six figures right now - and not that if you are you can just sit back on your laurels - but if you're not making at least six figures, let's say, let's just pretend that the reason is you haven't taken on this one mindset and that is that you are a sales person first.

Now, to know what I mean by sales again, I'm going to point you to the podcast Evolutionary Sales.  Those are also on the Personal Life Media Network.  They will be easy for you to find and it will give you a whole system.  So you don't even have to go anywhere else to learn the skills that are necessary in the 21st Century marketplace and as a solopreneur.

In order to find that podcast, go to personallifemedia.com.  That's personallifemedia.com.  And there are two l’s in personallifemedia.  Or if you are already in iTunes, then just click on the personallifemedia.com link on that page and look at the shows and click on Evolutionary Sales.

And here's ultimately what I will back you up and consider as an overarching frame and an overarching, organizing principle and that is that you are 100% responsible for all the results that you are producing.  It has nothing to do with your clients.  It has nothing to do with the economy.  It has nothing to do with market saturation or competition or anything.

It has to do with your ability to influence people to buy your product or service.  100% it is within your control.  You are already someone who is in business for yourself and what that means to you is that you are self-directed and self-reliant.

I mean you will collaborate with people and create interdependent connectivity so you can support each other in upward spirals.  However, ultimately you are responsible for all of your results.  And there is no comfort in that but there is tremendous power and tremendous freedom.

We've been together for a long time.  There are a few things I want to do.  First of all, as you know I don't advocate many products.  But I want to point you to a couple of affiliate programs that we are supporting here on personallifemedia.com because we believe in the products or offerings that they have.

The first one is nlpco.com, NLP comprehensive.  NLP comprehensive is an organization with tremendous professional integrity.  Not only do they have tremendous professional integrity and rigor and are internationally recognized as one of the leading organizations for training in neurolinguistic programming, but what is NLP?

Neurolinguistic programming teaches you advanced communication skills that influence others with integrity and ease.  And you can learn the structure of rapport, how to create it in seconds, how to read body language and voice to understand what is going on beneath the surface and also have facility with your own reality to create profound growth and evolution within yourself.

You can get a free introductory personal coaching session or DVD showcasing five top NLP trainers in action.  To do that, go now to 123NLP.com.  That's 123 - the numbers and NLP – N as in Nancy, L as in Larry, P as in Paul.com.  And use the discount code coach – C-O-A-C-H. You’ll get 10% off books, seminars, DVDs, online certifications and that’s at 123NLP.com.  Remember to use your discount code coach.

In addition to the discount we have secured for you through NLP comprehensive, additionally we have secured a discount for you through audible.com.  To receive your discount for listening to this podcast, go to audiblepodcast.com.  That’s A-U-D-I-B-L-E –P-O-D-C-A-S-T.com/COACH.  And in doing so I am actually going to recommend a couple of books that fit with today's theme and I am going to encourage you to acquire these.

They may be read on audio or they may be hard cover books.  I think they are both available on audio format.  Let me stress that these are both products I have purchased myself.  I own these two products.

The first one is called ‘The Ultimate Sales Machine’ by Chet Holmes.  That’s H-O-L-M-E-S. And that is both available on audio and as a book.  I'm also going to recommend to you that you acquire ‘Coaching For Performance: Growing People Performance and Purpose’.  That one is also in audio format.

So again, audiblepodcast.com/coach is the landing page for you to receive your discount as well as 123NLP.com.  And on that website, you want to use the discount code COACH at checkout.

Okay.  I'm your host, Jason McLain and your guide in the 21st Century marketplace.  It has been a pleasure so far to contribute to you by gathering wisdom from people all over the country to assist you in building your business. 

And I want to give you a little preview about what is going to happen in the next couple of weeks.  I'm going to give you a couple more mindsets.  But I'm also going to very soon hand off this show to somebody who I greatly respect who can actually assist you in taking this to the next level, who will give you more time and attention than I have been able to give you and who has been making well over six figures as a coach for a very long time.  You will meet him soon.  His name is Robert Harrison.

But you'll hear from me at least one more time about organizing principles, some major distinctions that I think will assist you in building your business.  If you want to keep listening to me, please subscribe to the personallifemedia.com podcast of Evolutionary Sales.

Again, I'm your host Jason McLain, your guide in the 21st Century marketplace.  You can reach me by e-mailing me at [email protected]  Again, there are two l’s in personallifemedia or through my website at EvolutionaryAwareness.com.

For transcripts of this show or any other show on the Personal Life Media Network please visit personallifemedia.com.

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