Thanks for tuning into the Catapulting Commissions Sales Talk with your host, Anthony Garcia. This week, we’re sitting down with Sarah Jolley-Jarvis from Warwick, England. She’s an international best-selling author and speaker, and she is helping businesses secure more sales. She’s going to break down her Selling Without Sleaze philosophy and share how she catapults her and her team’s commissions.
Sarah’s brand, Selling Without Sleaze, is built around helping people with sales techniques where they don’t actually have to feel compromised, as far as their own ethics are concerned.
When we think about leads, there are two totally different skillsets: generation and conversion–convoluting the two is not a good idea. Sarah works with clients who may not be ready to scale up either through paid ads or otherwise. Sometimes it’s about nailing down your messaging before you put your product under a microscope. Throwing money at Facebook ads when your messaging isn’t clear is just paying for feedback–you can get that for free. Get your organic engagement in a healthy place first.
Sarah’s mission is to show people you can do sales successfully without having to sell yourself without having to do things that don’t sit right with you. It’s about equipping people with the resources with the tools with the skills to be able to go out and sell their product to their ideal clients.
Salespeople can be trained, Sarah says. There’s a lot of skills you can take from normal life — a lot of scenarios where you’re naturally selling. You’re just taking those skills, they’re all rough around the edges, and you’re molding them into something a lot more succinct.
Being introverted doesn’t mean you won’t have success in sales. At the same time, it’s important to get out there. You wouldn’t let your best friend pass by an opportunity. If you’re really passionate about your product, and your product can truly help that perfect customer, are you really going to sit by and let that person sail past when they could have been a perfect example of how great your offering is? Sometimes, you just need that person to get you to that point. Confidence comes from structure, and that doesn’t mean reading off a script. It’s about having signposts that can guide your conversations.
So, how do you close without the sleaze? It’s about understanding whether it’s a want or a need, how important it is, what the priority is for them, and you’re driving it based on what their needs are, and what their outlook is. The customer should be doing most of the talking. Then you’d move on to explaining and relating how your product and its features and benefits relate to that need.