When someone is at the point of purchase and about to buy from you, your confidence MUST trump their uncertainty. In this episode I share how to sell with confidence.

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Big Ideas

When Your Confidence Needs To Be The Highest [0:26]

All the marketing in the world is not going to matter if you don’t get this one thing right at the point of purchase – when somebody is at that critical moment of making a decision of whether they should buy or not. In that moment, your confidence must trump their uncertainty. And if it doesn’t, the sale won’t happen. But if it does, you put yourself in a great position to increase your conversions. At that most critical moment in time you need to lean in with confidence, because what you’re offering matters. Otherwise, why would you be offering it? It’s going to make a difference in the lives of those people who purchased. But how do you increase your confidence at that point of sale?

Drive Results And Share Success Stories [03:00]

Your confidence should come from your stories. Our company is obsessed with stories of results people are getting with our products and services. The result is what people buy. So in order to deliver a message and market ourselves in such a way that makes it tremendously attractive, we need to help people get results and tell those stories. Your stories fuel not only your marketing but they fuel you. They fuel your confidence because in the moment you’re reviewing those stories, you realize that your product really makes a difference. And if somebody is on the fence, there is no better decision they can make than to put down their credit card and make that purchase.

Never Stop Improving Your Process [05:54]

Never stop improving your process. For example, we have our signature program called TRIBE. When we first launched it, the process came for me initially working with a small group of people, and they got results. Then, I taught that again in a workshop and helped even more people get results, because I refined the process even more and put it into a full course experience. That was in 2016, and every year since then we have continued to refine and improve it. Every single year it gets better and better, and more and more people are using it and getting results faster and easier than ever before. So the process is what I have tremendous confidence in. Your process will fuel your confidence because you know what you’re doing works.

Passion Drives Confidence [08:15]

Lastly, is your WHY. This is what fuels your confidence. At the point of purchase when somebody is questioning whether they should buy, they’re questioning it for all kinds of different reasons; they may not trust you, they may not trust your product, they may have had a bad experience in the past, or they’re fearful that they’ll get rejected by their spouse or significant other. There’s going to be a lot of doubts and uncertainty, but why you’re doing this is critically important because this is bigger than you. This is where the passion comes from. It’s not about me or making an extra buck, it’s about the bigger why. Don’t ever give up at the most important time. That’s not when it’s time to ease off. That’s the time you want to lean in. That’s the time that you want to show up confident and bold because what you have to offer matters.

Memorable Quote

“In order to deliver a message and market ourselves in such a way that makes it tremendously attractive, we need to help people get results and we need to tell those stories.” – Stu McLaren

Resources

MYB 133 – Make Your Price Feel Like a No Brainer
John Carlton
Christie Hawkins – The Social Easel
Anna Saucier – FCPro
Tamara Bennett – SOUTHERN A-DOOR-NMENTS
Tara Walsh – The Lashpreneur

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