Ep. 41. 30 Days of Sustainable Selling: 3 Sentences that 3x Sales Success

[00:00:00] Hello and welcome to week three of the Sustainable Selling Series. For the last several weeks, we have been talking all about how to uplevel your mindset and approach so that you can sell with more impact and ease and to reach [00:01:00] your goals in a more sustainable way. Today I wanna talk to you a lot about selling and sales and marketing mindset. I’ve entitled this conversation three sentences, that three X sales success. We’re on week three, we’re going with threes today, and I could not be more excited to share what these three sentences are. Because they’re just a couple of simple things to remind yourself of, to think of often, and anyone can use these sentences and they will change everything. They will change how you come up with sales and marketing ideas, how you strategize, how you set timelines and action plans, and ultimately how you reach your revenue goals. It will also help to keep you feeling more aligned, more energized with your selling, so that you don’t have that feeling like: Ugh, I wish I didn’t have to do this, or that [00:02:00] frustration or that feeling of oh my goodness, we’re behind. Get into that hustle mentality or that rushed mentality, it will really help to solve a lot of these energy based and emotional issues that you can come up against when trying to reach your sales goals. I’m so excited because these mindsets are so simple and yet so smart and effective.

The first thing that I think is really important as we uncover what these three things are is to remind you of how important your mindset is. Because so oftentimes founders, including myself, can accidentally get caught up in the tasks, in the ideas, in the strategies, in the to-do list and really forget to pay attention to the tape recording that’s [00:03:00] running in the background in their brain. I want you to try to be onto yourself or to pay attention just for the next 24 hours of what the thoughts are in your brain as you’re trying to approach your sales and marketing. This can be such an eye-opening and life changing exercise when you understand what the thought process is, it could be as simple as, we just need to get this done before I, my next meeting.

So these things can really affect how well we write, copy, how well we have a conversation, how magnetic we are to our customers. Oftentimes we are not even aware of the sentences, so we can’t understand how they might be sabotaging our success. How they might be accidentally leaking through to the customer. The customer might not know what’s going on for you. They might not know. Oh, she feels rushed and she feels behind today on her to-do list. [00:04:00] Or she really hates, being on social media today. They don’t know that because you’re not, wearing a shirt that says, I wish I didn’t have to be here. But, they just won’t buy. They will subconsciously not be attracted or connected or feel that sense of trust and like yeah, like I think this person is the person that I need to give money today to help me solve this problem. We really wanna be aware of the tape recording. I like to think of it like that. There’s always this recording on repeat in my brain, and it is actually showing through in my strategies and the way my brain problem solves, the way my brain comes up with my sales and marketing ideas for the next several months, and ultimately how I show up in a sales conversation or in my copy.

I was recently reminded of this because I was part of a week long coaching program that I signed up for. I like to do these little bursts [00:05:00] throughout my year where I sign up and I learn something new about a very particular topic and I just dive in for 10 days and I consume a lot of content in that area and try to get a breakthrough. And I was just last night watching some coaching around this topic that I was learning about recently, and I had a major aha moment about this thing. I forget what the actual sentence was that was said, but it was exactly what I needed to hear for another area of my life. I thought like, yes, I’m not thinking or approaching this personal area of my life in the right way. I need to take that sentence and apply it and once I do, it changes the whole approach. It changes the way I am going to do things. It’s gonna change what I do. It’s gonna change the action plan and the conversations I have and what I think about. And it will give me [00:06:00] back so much energy to actually have fun problem solving that area of my life. The reason why I’m sharing that story is because I want you to know that there’s always just a sentence that you need to think in order to shift everything. I want you to bring up a challenge that you’re having with your sales and marketing today. Maybe it’s a question you need answer. Maybe it’s a problem that you’ve been thinking through and you don’t know how to solve it. Maybe it’s a revenue goal and a deadline or a timeline that’s just super stressful. And I want you to understand that you are always just a sentence away from cracking the code on it, from solving it.

I can say that with a lot of confidence because I know how powerful a sentence can be. It opens up the new ideas. It opens up the new approach. It helps you to streamline and just cut straight through to the result you want. Everything [00:07:00] starts with your mindset. Your mindset can create a lot of clarity, simplicity, confidence, a sense of calm. It can inject energy and life into something that is currently super frustrating and like you’re just dragging your feet on and confused about it, is that powerful. So I’m gonna share with you three sentences now that I hope will really shift things for you. That will help you to bust through some of the confusion you have around strategizing or the frustration you feel around your current revenue goal. If you have no frustration or no confusion, or you don’t feel like you’re stuck in any way, I promise that these sentences will streamline everything and make everything even more enjoyable for you than they are now. So are you ready to hear the sentences?

The first sentence that can change everything for your selling is [00:08:00] actually a question. When you give yourself a really high quality, good question, you will get a high quality, good answer back from your brain. If you give your brain a low quality question, your brain will give you a low quality answer back. I like to remember that when I’m trying to problem solve, am I actually asking the smartest best question right now? Here’s what I think is the smartest, best question for you to ask in your sales and marketing every single week. What is the very next question that I need to answer? What is the very next piece of information that I need to confirm is another way to go about it. As you test and tweak and, go out there and implement your sales and marketing strategies, what you’re actually doing is running little [00:09:00] experiments to try to find out the answer to something specific. I want you to think of it like that. You are a scientist in a lab and you have a hypothesis and you’re saying, okay, I think that this is going to produce or create x. I think that the actions that I need to do are this, in order to reach that goal. Let’s go out and see if that hypothesis is true or false.

There’s always one best next question or one best next information for you to find out. This is a eye-opening and a life-changing conversation that you will have with yourself because it will force you to identify the next needle mover. You know probably, just as well as I do, that there are a million different things you could do in your day and a million different things you could try to improve in your company. It’s just a never ending infinite list of [00:10:00] things that you could improve and just an infinite number of ways that you could grow the business and places you could be, and conversations you could have, right? There’s just no limit to the to-do list. The bigger question that we need to be asking is like, what should get my attention now? Oftentimes, founders can end up with a lot of things in their sales and marketing strategy that are not the priority. The next piece of information that they need to confirm or validate, or the next question they need to answer in order to reach their goals. So you have a timeline of where your company is now and where you wanna get to, let’s say at the end of the year. Then, there are the question marks and the piece of information that you need to confirm, validate, or find out or prove true in order to move toward that [00:11:00] goal. We really need to look at what’s that lead domino? What’s the very next one I need to answer? What’s the very next one that I need to prove true? You will find the answer when you ask yourself this question. It will require you to get really detailed and to look at, okay, what am I actually creating here? This is a really eye-opening question as well, because it will highlight the fact that the majority of your calendar might not currently be going to solving or answering that question currently. And that leads you to a fork in the road. It requires you to look at maybe some of the sales and marketing activities that you’re doing now, maybe shouldn’t be getting your attention. Maybe they should be put on the back burner. Maybe they should be put on pause. Maybe we need to get to those later in the year or next year. Maybe we need to remove them [00:12:00] all together. Your time spent on sales and marketing should be focused on the next needle mover period. If you have a team, everybody should be focused on their next needle mover, their next lead domino, answering their next best question, and tackling that very best next step in order to be able to come to that meeting or that next CEO day. If you are a solopreneur and saying, yes, we now are confident that we now know this information and this strategy produces this, and now we can start to evaluate that to move forward. It might require some realness with yourself of, you know what, I’ve been trying this other strategy and I’ve been trying it for quite a while and it’s not moving the needle and it’s actually not helping me to to answer this question. So maybe I actually do have to throw away eight months of work here, or at least just [00:13:00] pause that for now and come back to it. That might be hard, but it’s one of the best things that you can do. I think one of the easiest, or like the most common forms of this is organic posting to social media. If it’s not producing real data and helping you to confirm real questions, get real information about what works, what doesn’t, to turn someone from a stranger into a customer through that customer journey. Then maybe the week doesn’t need to be spent dreaming up the best social media content, making it super engaging, learning how to do more interesting reels in order to get those likes, those impressions and those vanity metrics that will keep you really frustrated if you do that for a period of time without real results. That’s not to say that organics social media might not be your strategy. It might be. But for a lot of people, they’re just there looking around at the fancy things that [00:14:00] other people are doing, when in fact it’s not their business model. To be producing that high quality content and to be spending that much time on that strategy. This is the first question. I think it’s really eyeopening. I ask it all the time. I ask it to all of the clients I work with. It brings so much clarity and it gives you so much permission to remove a lot of off the calendar that’s producing a lot of unnecessary clutter and chaos and stress, which is amazing. It helps you simplify.

That leads me to the next question, which is: this is simple. So often it’s easy to get in this grind where you’re trying the strategy, it’s working a little bit, but it’s not really working as well as you would like to because you’re always just moving the kara out in front of you. You’re always moving the goal, right? So there’s always a [00:15:00] constant like quote unquote struggle to reach the next milestone or to reach that next KPI . It can start to feel like it’s complicated. And it’s really empowering to check back in when you’re trying to evaluate or troubleshoot or make an action plan for the next 30 days to just reset with one sentence. This is simple. I sometimes like to say: this is simple. What’s the simplest way to do this? What’s the simplest way to find out the question or find out the answer to this question? What’s the simplest way and what is the fastest way to get this information? We accidentally put so many barriers and steps and complicated sales funnels in between us and the customer in the sale. When you try to simplify and cut the fat off of that and reduce not only your to-do [00:16:00] list, but the steps that you take people through and all of the ways that you engage your audience, it can help you get that next piece of information you need so much quicker, in a more enjoyable way. The brain really likes to complicate things. We have to remind it. This is actually simple. How is this simple? What is the simplest way we can use the word simple and create a lot of different varieties or versions of this sentence? You can ask it like a question. How is this simple? If you give your brain this really high quality question, this is simple. It will go to work trying to find how it’s simple. I love that our brain can do that. If we give it a really great question like that, where we wanna create a mindset around something, it will actually help us to find how it’s true because of confirmation bias in the filter effect. So if we say like, this is fun. How is this [00:17:00] fun? Our brain will highlight how it’s fun. But if we say, oh, this is miserable, our brain will say, yeah, look. This is how it’s miserable. This is how it’s miserable. This is how it’s miserable, and it will go and find evidence for the thought you’re thinking. So we can reverse engineer that whenever we want to and say, no, it’s simple. How is it? Simple brain? No, it’s fun. How is it fun, brain.

This is such a good tool. I hope you’re writing this down on the notes of your phone right now. Okay. Now that leads me to the last, but probably the most powerful one of all. I tell myself this sentence in a lot of different nuanced ways. There’s a lot of different flavors for how I ask this question, but more or less it’s the thought: people are waiting for this. People are wanting this. People are lined up down the street for this. [00:18:00] Now, this will be hard for you to believe if you’re not reaching your revenue goals and you’re feeling like you’re struggling for the sales. Just because your experiences is struggle and frustration doesn’t mean that is not true. It just means that you haven’t found the people you don’t know where they are. You don’t know how to wave them down and say it’s over here. This is what, see, this is what you’re looking for. I am the person, right_ but it does not mean that there’s not millions of people, thousands of people, hundreds of people who are struggling with the thing that you solve and looking for a solution right now. That they’re desperate for it. They’re wanting it. They’re desiring it, they’re thinking about it. They’re struggling with the problem. They’re talking to their friends about it. That is always true, and the more you can believe that, the more powerful you will step forward in your sales and marketing. The more energy you will create around your sales and marketing. Because you’ll be able [00:19:00] to figure out the simplest steps. You’ll be able to move more powerfully and more concisely toward what is that next question I need to answer? What is that next needle moving thing I need to do? You won’t be feeling sleazy about it. You won’t be feeling like you’re just trying to make a sale. You will be moving the business forward strategically while serving the world. While making an impact. While just helping so many humans to create the impact that they wanna create in the world because they no longer have the struggle that you’re helping them solve. So this is like the magic, secret sauce to making the other two feel really good to move toward. It’s what keeps you in alignment. It’s what keeps you feeling really values driven. It’s what makes you more magnetic to your audience.

But you can’t do this one [00:20:00] alone. You can’t just say, there’s tons of people wanting this, there’s tons of people needing this. I just have to go out there and find them. If you’re not doing it in a simple way. If you have a cluttered action plan that’s not actually answering the next question you need to answer. It. If you’re letting your calendar be just full of sprinkling yourself there and sprinkling yourself there, and just splattering yourself over the internet because you feel like you should have a beautiful social media channel that’s still not going to cut it. It has to be more potent. It has to be more focused in order for you to move the needle in a non-stressful and streamlined way.

Those are the three questions and there are lots more. In my Simply Sustainable program, we have a whole module called Sustainable Selling, where I teach you the mindset around marketing that will just inject your brain with so much more strategy [00:21:00] and help you feel really good about your marketing. It takes you through how to sell with your nervous system. How to create like confident, grounded, calm feelings no matter what when you step into the room, right? Because we know that 90% of what we say is unspoken. It’s a body language. So we really need to get a handle on how we’re feeling and the state of our nervous system in order to sell. It also helps you with mapping out the strategy of what is my business model? What is my most powerful sales funnel? How do I simplify this, and how do I create results in the next 30 days with it? Like I said, the mindset behind actually stepping into that in a way that’s energizing and fun. If this is interesting to you and you’ve been following along for the sustainable Selling series and you wanna take this deeper, I invite you to check out Simply Sustainable. You can just go to the website, the do business better school.com/join and you can get all the information there. I believe you can still [00:22:00] book consult call with me to explore if it’s right for you and we can take your selling to the next level.

All right. I hope you have a beautiful week creating more impact with more ease, and I will see you back here next week for the last week of the Sustainable Selling Series, I’m gonna be talking all about messaging. It’s a good one. So I’ll see you back here soon. Take care. .

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