Why Most Entrepreneurs Lose Sales Before The Pitch! with Wesleyne Whittaker

Episode Summary

Wesleyne Whittaker Podcast Interview

[00:00:00] Kris Ward: Welcome to another episode of Win The Hour Win The Day, and I am your host, Kris Ward. And today in the house we have Wesleyne Whittaker and oh my gosh, she is a Sales Strategist. And then some, we are gonna have a meaty conversation today I have so much to share with you since our last episode. She was on episode number 315.

You gotta listen to that ’cause there was huge takeaways there that really just totally changed my conversion rate. And I was very hesitant. Didn’t believe her at the time. I asked a lot of questions. It didn’t make sense to me. Go back and listen to it. But I’m here to tell you, it’s a freaking game changer. Alright, welcome back to the show, Wesleyne. 

[00:00:41] Wesleyne Whittaker: Thank you so for having me. I’m excited to be here with you today. 

[00:00:44] Kris Ward: Oh my Lord. I’d like to do this at least once a quarter. Okay. You have recently written the book, the Sales Reset, correct? Yes. Okay. Let’s get it outta the way. It is a really great book. I [00:01:00] have, I’m all about reading business books.

I don’t think I’ve read a fiction book in 20 years. I just don’t have time for it. There’s too many books I wanna read. I have course definitely sent, read sales books, of course, i’ve had lots of people on here talking about sales, and I will say, again, back to episode 315, that was a game changer for me.

And I’m going to let me start there and then get into the book, right? So in that episode we talk about breaking up the sales process into two parts, collecting information, and then doing a very simple little slideshow. And I am simplifying this at a high level. Go back and listen to the show.

What I wanna say is not only did my conversion rates totally change, they really went up, but it made it so much more enjoyable. It made it so much more relaxing because really, as much as you wanna be a good human being, and I know, even if I’m not a good human being, I know that having the prospect talk a lot more gives me more information.

[00:02:00] But then when you get that information from them. And then you’re like, okay, it’s been 20 minutes, 30 minutes, whatever. It’s almost like they hit a go button and now it’s my turn to talk and I gotta go what if you took, what if you really talked a lot and you took up 30, 40 minutes and I only got 20 left.

And the rush of it was almost like tag the adrenaline of Okay. Everything you just said now is great. I’m gonna use in my sales pitch on the fly, frankly. Now when I look back, this seems like the most ludicrous thing that we’ve all been doing. I don’t even know how stupid this all sounds when I say it out loud, but it’s, this is what 99% of us are doing.

So now what happens is I collect the information, I slap together this very simple slideshow. Not only does the prospect then have we’ll meet tomorrow or the next day they have time to digest and come up with more questions. I come at this a very different energy because now I’m coming in and there’s that the [00:03:00] framework of me being the authority and I’m gonna walk you through this.

I’ve had time to think about what you said. I have time to put stuff together. And then when we’re meeting the second time. I’m telling you all this, like it’s new I’m meeting the second time. I’m showing up in a really calm, soothing state to present something to you, and I just think on energy alone, that yields huge results, right?

It just I don’t know how we’ve all been, so many of us been doing it the other way, which I would now affectionately refer to as the wrong way for so long. 

[00:03:34] Wesleyne Whittaker: Yeah. And I think that one of the things you said that is something that we don’t realize is when you break up your discovery call and your proposal meeting, what happens is you are truly stepping into the prospect’s world.

Yeah. And so when you’re just like, because if you’re in that discovery meeting, you’re like, okay, I gotta pitch the solution. I gotta do the thing you’re focused on yourself. And so when you can just relax and step into the prospects world fully, it makes you feel better because you’re actually helping them solve the problems that you found in the discovery meeting.

And so I like to say this should be fun. Yeah, this is a hard job. Like sales is difficult. There’s a lot of rejection. There’s a lot of hard days. There are long hours, there are a lot of difficult moments. But if you’re not having fun doing it, you’re gonna burn out. 

[00:04:24] Kris Ward: And you feel rushed. It’s oh, and then what I would be doing with myself.

I know enough that in the earlier years if you said something that was like red flagged to me oh my gosh, I can know I can fix that. Then I’d wanna jump in. But I’d be like, okay no. I have to wait to everything they say, but because I’m still waiting for 20 or 30 minutes, you’re right. I still, I don’t really feel I’m listening well.

’cause I’m like, oh, look at me. I’m so proud I didn’t jump in and solve that problem. I’ll talk to ’em about that in 10 minutes and I make notes and all this other stuff, but it just changes the, I’m sure they can smell it off you. It’s just it’s a different vibe, a vibe of anxiety, or how long are [00:05:00] they gonna, how long are they gonna forgive me?

I’m gonna just say this. Not moan on about their problem, but if they’re really stressed out, in my case, with clients about who’ve been burnt out or worked out, you know it, have they been working so hard for so long? Do I wanna shorten a five minute story that could be a 15 minute story because now I’m short on the clock, it’s a whole thing. 

[00:05:20] Wesleyne Whittaker: And the way that the client feels is they can fully express themselves. Yeah. They don’t have to have a short, they don’t have to shorten anything. They fully express themselves. And when you show up with that proposal deck where you have their problems laid out, you have your solutions, they’re like, wow, this isn’t just an outside of the box.

She actually cared about me. This is, oh my goodness. And they see themselves on the slides. They see themselves in what you’re talking about, and that right there, that connection at a very deep level is what helps us increase our close rates and get more clients

[00:05:51] Kris Ward: and they do. It’s a very simple slideshow I have and and then I just take the transcript of have, and I put their keywords in our solutions and I’ll just grab a picture off LinkedIn [00:06:00] and put it on the second page. Like the edits are minor and they look at me like I wrote a book about their life. It’s oh my gosh, she’s been working on this. And you can say things to them about that. I’ve been thinking a lot about you since our last call and here, like it just changes everything. Write this down. People, big, bold letters. It changes everything. All caps, everything. It just changes everything. Right? 

[00:06:21] Wesleyne Whittaker: So tell me, how has it impacted your close rates, your conversion rate?

[00:06:24] Kris Ward: Yeah, it just went up like now, it went up up. In fact, now what I’m, we’ve been working on some projects and I’m like, I need way more traffic because I need to see how far I get with this a hundred percent conversion rate, right? So it’s now I’m like, I don’t even care about the new clients and the new sales is, I just wanna check and test my numbers.

So it definitely changed the and also I go into it with a real confidence, because I show up energetically different the second time. I feel like in some, like I know I have a good product. I know people tell me all the [00:07:00] time it changed their life and all this other stuff, but I’ve moved away now from having to convince you of that to, the pacing changes very differently, yeah. It’s like somebody on a good date where you’re just liking them and you’re chatting and you’re connecting where somebody else is trying to convince you to go on a second date. Like even if it’s yeah, okay. That’s good. It’s a whole thing.

Oh my gosh. Okay, so that amazing. Then under the category of amazing, I moved on to read your new book, the Sales Reset. And I found this. So there’s a couple of insights. Now it’s written for people that you everybody can get something outta this, right? Although your background is corporate, there’s lots of things in here that are huge takeaways for anybody doing sales.

And I think two of the biggest ones and I, we will, we’ll take them one by one. Which now gives me a whole new perspective on you call yourself you talk about sales malpractice. And I was like, I didn’t really get that till I read the book. And then I’m like, oh, I know what she’s talking about now.[00:08:00] 

Okay. One thing that was really interesting to me, and I don’t think we talk about this enough, I don’t think it’s really almost ever addressed, is, in the one example where you talk about it’s not about being likable. We get this confusion. It’s a, it’s not about approval, it’s about respect, right?

It’s not about being someone’s friend, and I think, I didn’t even know that I thought about that until I realized like how many times you get off a sales call and you think, oh, I think they really liked me. I think this is a good fit. They may have really liked you, that’s great, but we’re not selling you.

I’m not, this is, I’m not for sale. I’m not, we’re not prostituting here. And I never understood that we got the two things confused. 

[00:08:43] Wesleyne Whittaker: Yeah. You know that likability versus that respect versus the value versus there’s so many different things that go into that and I think we often, because we are human beings and as human beings, we all wanna be liked.

But as I say, your friends, your family, they like you, they love you, your customers and prospects. They don’t need to like you. Things to respect you. Yeah. And when we think about what does respect mean, just on a human level, respect means I value your thoughts, your opinions. Yeah. Respect means that when you say something, I stop and I listen.

Yeah. If I like you, I’m going to listen to you, but I don’t care what you say because you haven’t built that value connection with me. And so I think that if we focus too much on likability, what essentially happens is we go into this bubble. Of, okay. I like my sales person and so I like my sales person.

They wanna take me to lunch. I’m gonna go to lunch with them. Okay, now they want to buy me a birthday cake. I’ll take the birthday cake. I always wanna talk to them ’cause I like them versus I respect you. No, I’ll pass on lunch, but yes, I’ll allow you to do a demo because I respect what you’re bringing to me.

I value your knowledge. I value what you bring to the table, and that is the [00:10:00] key that we need to lean on. So for me as a salesperson and an entrepreneur, there are many people that I have worked with and I continue to work with. They don’t essentially like Wesleyne a person, but they respect me and they value what I bring to the table, and that’s why they hire me, and that’s why they refer me.

Eventually they start liking you because it moves to that, right? Once people respect you and value you and appreciate you, then you start developing the personal connection. But if we start with a personal connection and we never transition to that value, that respect factor, we don’t move the needle.

[00:10:37] Kris Ward: And you’re so right, and it’s not about them disliking you. You said initially that they, it’s not that they dislike you, it’s just that liking isn’t the primary factor there. And it’s so interesting to me that I think we, we package that in with sales thinking that if somebody likes you or we’re having a good chat, that we’re on the same page, we may be on the same page as people, but doesn’t mean you’re gonna buy my thing.

[00:11:00] And that’s so funny that I think so many of us get that confused, but even me, because I’ll talk to people where, as we find, hired, onboard virtual assistants and put them in our leadership program. Mostly I work with the entrepreneurs teaching them how to be leaders and work with leaders like our VAs and I will be talking to them at times about that. These are not your friends. You can have fantastic working relationships with these people. And you can respect them. But when people say, oh, my business, the people I work with are like family. No, they’re not like you’re, and I don’t think anyone should be like family.

Your family shouldn’t be like family. ’cause I don’t think, just ’cause you’re family, you should get away with certain behaviors. So just because you’re family, you don’t get a free pass. And Evan, who’s been working with me, he’s been with me like 14 years now. But guess what I mean, he knows my family.

He knew my husband, who had passed away. So it’s really relevant that he knew him. Like he knows all these things in my life. However, as wonderful and supportive, that relationship is the moment I stop [00:12:00] paying Evan, we’re gonna, we’re not gonna be as close as we used to be. Yeah. Yeah. Do we have a friendly working relationship after all these years?

Yes. But I tell these people I’m working with, don’t try to be your VA’s friend in the beginning. You will have a wonderful working relationship, but it’s not about friendship. Yeah. Don’t try to get all up in their business and support them, if they’re going through a breakup that’s not what we’re here for.

You can be wonderful in many ways, but thinking that you need to be likable or everybody’s friend. I think that was really interesting that you pulled that out in the sales process. 

[00:12:34] Wesleyne Whittaker: Yeah, and I think if we think about how does likability actually impact us in sales? So if you focus too much on relationship selling, if you focus too much on likability, you don’t, it’s really hard to ask your friend for money.

Yeah, it’s really hard when your friend asks you for a discount, you don’t feel like I’m indebted to this person. Yeah. So I should give them a discount. And then when you have this relationship and they decide [00:13:00] to go to another vendor, it impacts you. It hurts your feelings. ’cause you’re com connected to them emotionally.

Yeah. 

But if really do a diagnosis, you’re like, okay, what value did I bring to them other than taking them? To golf or to eat or whatever. Every other month, did I ever solve a problem that they actually had? Did I ever help them get a promotion because I was this great X, Y, Z, and I provided this service.

So leaning on that value, if you focus on value over relationship and like ability, it always makes you sticky because people value people in their lives who help them achieve their goals, who help them solve problems, who impact them in that way. 

[00:13:40] Kris Ward: Yeah, that actually made me think of, I’ve always had, if anything else, the opposite problem where i’ve been accused of in the past, say, you’ve been on my show now twice, and then now you’re asking me about our services. And because I’ve known you a while, I think I’ve done a lesser job on the sales [00:14:00] process in the past because we have known you for a while. There is a friendly business relationship here and now I have to cross over into sales. So I think I had the opposite issue with that. 

[00:14:12] Wesleyne Whittaker: So it’s hard. Is it hard for you to do business with your friends or people you can..

[00:14:16] Kris Ward: Not hard to do business, but, and I, and by, I would call them business friends, like not friends, but meaning okay, I’ve known, I was on your podcast, you were on mine.

We’ve kept in touch the last two years. Now you’ve got questions or whatever. In the past, I didn’t, I think my sales process, and I don’t think I’d have that problem now ’cause it’s so formulated by the information you’ve given me. But I think in the past. It got a little clunky because I felt like I am trying to sell a friend, even though it’s not it’s not a friendship where we go to lunch. It’s just someone I’ve known a business buddy over the years. 

[00:14:50] Wesleyne Whittaker: Yeah. And the thing is that I teach when I’m doing training with organizations, with entrepreneurs, it’s like these are all deposits into the value [00:15:00] bank. Okay. So somebody coming on your podcast and you having this conversation with them, them sending you a note on LinkedIn, asking you a question and you responding to them, that’s building value.

That’s actually what we want to do. And those sales, they close easy. I have somebody who I’ve known for probably three or four years. Called me up said, Hey, this is this problem I’m having in my sales organization. I would never have dreamed of ever asking this person for business ever, but because they’ve been watching me, we have a relationship, right?

They see that the work that I do, it was an easy close. It was just like, I don’t care how much it costs. I know that you can do this. Help me fix it. That’s it. And so we have to remember that when we are helping someone, so I like to say serving overselling. When we are serving someone and we’re just giving them little deposits into their value bank, we are building that respect.

We are building the value in that relationship. And so the close, it seems easier. It should be easier because you’ve been actually working on this for the past two years. 

[00:16:03] Kris Ward: I think as you talked, it just made me realize again, how previously you weren’t most of us were not leaning into our expertise or the framework of being the authority.

It was leaning into the likability, okay, now they like me, and what have I damaged this relationship? It’s not like we’re friends and we’re now gonna sleep together. It’s no. I should be over here. As the expert and the authority, and now of course you know and respect that and you wanna work with me, of course you’d wanna work with me over somebody else.

’cause I know my stuff, right? So I think that idea of people liking you and being likable or friendly, clouded a lot of stuff that most of us never even gave any thought to. 

[00:16:40] Wesleyne Whittaker: I know. Yeah. And if you focus so much on that likability versus you’re in LinkedIn DMs and somebody has a question or they post something and you send them a LinkedIn dm, and for me it’s easier to just send a quick voice note, Hey, I saw you posted about X, Y, Z thing and here’s one thing that I have done in the past that might help [00:17:00] you.

And that’s it. And then that person in six months says, Hey, I have a speaking engagement. I think you’ll be perfect for it. Let me connect you. It’s because I made that deposit. I didn’t have to go and spend six months having coffee and buying dinner and doing those things to make the person like me, I’ve deposited into their value bucket.

So as we go through our sales process or as we interact with people, whether we’re networking to build referral partners, or we’re trying to build our own book of business. Think about the value bucket. What value am I dropping into this person’s value bucket? You don’t have to keep track of it, but every interaction should be intentional with dropping some value into that bucket.

How can I help them move? I say 1%. It’s not even a lie because for me. I love sales. I can talk about it all the time. I also have been told that I’m a really good parent and so a lot of people ask me for parenting advice. I don’t charge anybody for parenting coaching. Yeah. But I literally had a client [00:18:00] who, we had a one hour call schedule and for 45 minutes she was like, I need help.

She has a 5-year-old, a kindergartner, and she was like, and she’s a single mom. And she said, I really am struggling with this after school and bedtime routine. I’m exhausted. This is happening. That’s happening. Like how do you do that? And so I walked her through my bedtime routine. I walked her through how we do homework, what we do, no electronic, all the things.

And then the last 10 minutes of the conversation, she said, we didn’t do talk about any business, but I’m ready for the next training and when, what’s the best date? I’m ready to have the people in. And it took five minutes to do the business because I deposited value into her, right? And it, again, it was value that was outside of the business context, but I knew something that she didn’t know.

So I gave her help. 

[00:18:44] Kris Ward: And the rest of us on a bad day would be like trying to get around that or whip through it. Because we had an agenda to sell you, right? Yes. And you would’ve lost energetically. It was the, it was not the most direct path when we think it would be. 

[00:18:57] Wesleyne Whittaker: Yes. And that’s the, like I say, stay with the [00:19:00] prospect.

Where’s the prospect? Yeah. Whatever they are. And sometimes the hard part about sales is a problem your prospect is having. The issue they’re having today, you can’t solve. That’s okay. Find resources for them. Connect them with the right person, help them solve that problem. And I can guarantee you, you have a customer for life because they’re gonna be like, you know what?

Kris helped me find a person that could help with my IT infrastructure that was failing and literally blocking my business. So now I know I need the services she offers. There is no shopping around, there is no shaking you down for price. I don’t care how much it costs. Just send me an invoice. I’m done.

[00:19:38] Kris Ward: Yeah. 

[00:19:38] Wesleyne Whittaker: And that happens over and over again. 

[00:19:41] Kris Ward: And speaking of friends, another thing you talked about in there, and I, it sounds so simple, but I thought it was pretty profound, is in there is The Sales Reset Book. When you do miss out on a sale, which won’t happen nearly as often when you are using her process, but on the odd, dark day, whatever that happens, it’s like, how would you talk to your best friend?

You [00:20:00] wouldn’t say them, oh my gosh, you suck at this. You are horrible. What’s wrong with you? You wouldn’t do that, right? That’s not how we would encourage improvement in somebody else. So why would we beat ourselves up? 

[00:20:13] Wesleyne Whittaker: Yeah, those words must have stuck with you. ’cause I think those are exact words that I use in the book.

[00:20:17] Kris Ward: Yeah. They were. 

[00:20:18] Wesleyne Whittaker: Yeah, because I think again, I mentioned sales is hard. If you’re an entrepreneur, you’re selling, you’re executing, you’re leading a team, you’re the operations person. Like you’re doing all the things, right? And so the last thing that you want to do is have the prospect you’ve been working with three days or three months say I’m going with somebody else. 

[00:20:36] Kris Ward: Yeah. 

[00:20:37] Wesleyne Whittaker: And what we do is we internalize it and we make it about us. Yeah. And so just like we focus on value and depositing into our prospects banks, we have to remember that they’re not rejecting us. 

[00:20:54] Kris Ward: Yeah. 

[00:20:54] Wesleyne Whittaker: They’re rejecting our pitch. They’re rejecting our product.

They’re rejecting our delivery. They’re rejecting [00:21:00] something in that sales process that didn’t feel aligned to them. Yeah. But if we talk to ourselves, like we talk to our best friends and we’re kind to ourselves and we triage the loss and we figure out, okay, I did this thing. I probably shouldn’t have done my discovery and proposal at once.

Ah, I probably was a little bit high on price. I pro think through it and really talk to yourself like your best friend, because when we learn to speak to ourself kindly, we don’t stay in that loss for as long and it helps us pick up and say, all right, let me get on the next thing. Let me get moving. Let me get going. 

[00:21:37] Kris Ward: Yeah, I agree. Oh my gosh. Another incredibly profound. Like I remember I was sitting low reading the book and I was like going oh, I don’t know. Oh, I get it and I’ll let you tell the story, but it’s the example of a doctor. If you’re going into a doctor, you tell that story because I do not wanna mess this up.

It was so beautifully articulated in the book. [00:22:00] The sales reset? Yes. Let’s just say that as many times as we can today people.

[00:22:03] Wesleyne Whittaker: Yes. The sales reset. Okay. If you were to go to the doctor and you had arm pain. And before you even went to the doctor, if they sent you a list of prescriptions, scheduled you for surgery the next day without ever laying eyes on you, you would call that medical malpractice because who diagnoses a person without actually touching them, seeing them, feeling them.

And you would never go to that doctor again, and you would tell everybody, this is a horrible doctor. 

[00:22:56] Kris Ward: Yeah. And in the book you even elaborated more saying you went to the [00:23:00] office and you’re sitting there, and then the doctor, this is what really hit me, is in the doctor would turn and do a slideshow about, whatever arm pain and all the, here’s here’s where most arm pain comes from. And it could be for a 50-year-old Caucasian male and that’s not what you are. And so then you just realized, oh, like this is why I pushed back originally on the first episode as you want me to do a slide deck. As soon as I pull up the slide deck, it’s gonna look like I’m selling them. And nobody wants to feel like you’re selling or being sold.

And I thought it would be generic when it’s supposed to be like us conversing and all this other stuff. And then I, that’s where I was thinking. But that idea of sitting in the doctor’s office and then giving you a generic thing about the human body and your problem fits in there somewhere. I was like, oh, that we, ’cause we do, we think our solution is going to fit in most people, right?

But even if my solution fits in whatever, 40% of entrepreneurs, the language that they use, the pain points that are more predominant for them, maybe they all have the same five pain points, but the [00:24:00] top two of you are different for you than they are for somebody else. And that’s where that two part process with the sales process I thought was just brilliant.

And it was it was just so instantly different. 

[00:24:14] Wesleyne Whittaker: Yeah. And really thinking about that. The example that we were just talking through if you ever went to a doctor, and I think the part that I really wanna lean in on, if you went to a doctor and they did that, they gave you a generic slide deck, they showed you somebody else’s X-rays.

Yeah. They said all of these things you would have, you would in instantly lose faith, lose trust, lose respect for that doctor. Yeah. And when we show up and do that with our prospects, that is what happens. Yeah. So you’re following up and you’re sending these follow up emails that aren’t landing, that aren’t hitting, and then you’re beating yourself up because you’re like, ah, I did all the right things.

Yeah. And now they’re not talking to me. Yeah. And so we really have to realize how important it is [00:25:00] to step into our prospect’s world. That is the one thing, not the one thing, the biggest thing that I wanted to pull throughout the theme of the sales reset, like stepping into your prospect’s world is the most important thing that you can do.

And if throughout your sales process, from when you’re prospecting to when you’re negotiating and closing and doing all the things, if you are fully in their world, your likelihood of losing deals really decreases because you’re showing them, I care about you. I care about what’s happening to you, and I want to help you. That is all that our goal is in sales. I am helping you. 

[00:25:36] Kris Ward: With your needs. And you were so gracious too, as I was pestering you, at some point I thought I was gonna get blocked on LinkedIn ’cause I was leaving all these messages. But I was like, I love judge. 

[00:25:45] Wesleyne Whittaker: I love them. No, I actually love them. They like, I would listen to them and they would just make me smile.

[00:25:50] Kris Ward: I was like, I will not judge her if she blocks me, there will be no ill feelings here. But one of my many messages I left, I was like, okay. Let me riddle you this Batman. And [00:26:00] I was like, I’m gonna do a masterclass. And of course the formula for masterclass is I come on, I teach you some stuff, and at the end I have a pitch and I’m like, but now this seems wrong compared to all the other things you taught me.

And you said so wisely. You are presenting your information, they’re learning about you, but you have not learned anything about them yet. And I was like how are you gonna swing that? How do we do that? And when you said that, I was like, again, I just felt like I don’t know, bold face, selfish.

I’m like, you’re right. I spend an hour talking about all the things that I do. I don’t know who they are. I’m back where I started I’m committing this huge crime against humanity. And so that’s when you said to me, then. That’s fine. You can, they know the price. Here’s the masterclass, let’s book a call so I can make sure that this is the right fit for them and that there is a range.

And so what I think anyone who does something spectacularly well is that you keep bringing it back to the same points. Oh, it’s about, yeah, because. I [00:27:00] think in the past I’ve heard this where you know, we need to know where they’re at and all this other stuff. But I think that was like I, I don’t know, lip service.

It was yeah. I’m supposed to care. Okay, I’m supposed to care, but at the end of the day, here’s my solution and I know it’ll fit. Yeah. But. It, it doesn’t land, it doesn’t serve, it doesn’t start the relationship off well. So just customizing an incredibly simple slideshow and giving people the space to breathe.

And then when they come back for the second part, they have questions, which would’ve been later them lagging or being objections, or then it, it cools off because they, I did the pitch in one call and now they have questions the next day. So they haven’t signed up. But when they have time to think about all this, it’s just a game changer. It really is. 

[00:27:42] Wesleyne Whittaker: It really is. And I think that even taking that a step further is sometimes you’ll have your deck prepared and you won’t even need to use it because they’re coming back, they have their list of questions, and I always start those second calls with, okay so you’ve had a little time to think now what questions do you [00:28:00] have?

And they’ll just start bubbling and bubbling. And I’ll just answer and answer. And sometimes they’re like, okay so how much is there for me to get started? Like they are ready, right? Okay. So they’ll say, how much is it for me to get started? Or, I know there’s a price for this or, so how much it like you have gotten them.

And so in those instances where if I have 30 minutes scheduled and we’re like 20 minutes talk, answering all their questions, bantering back and forth, I might pop up two slides. I always have a video testimonial in my slide deck from a previous client. So I’ll pop up the video testimonial and then I’ll put the pricing like that’s all they need.

Because they don’t 

[00:28:36] Kris Ward: would say, I would’ve never started with that. I would’ve just thought they were gonna ask me questions after the slide deck. 

[00:28:42] Wesleyne Whittaker: So again, stepping into their world, right? So we always wanna start with them. So always ask what questions do you have? Sometimes they’ll say, oh, I don’t have any.

I might have some as you walk through the slide deck. Okay. And so after each slide, I always ask, are we on the same [00:29:00] page? Any questions about what I’ve presented thus far? Anything you wanna discuss? Because again, this is their time and we wanna make sure that they’re following along in the process as we’re going through it.

[00:29:12] Kris Ward: I’m telling you, if I didn’t have a timer here, I would not believe that 30 minutes have passed. I’m telling you, I just, I’m like, where is Ty? I’m like, ah. All it does, it’s like cookies. I have one, I want another. I just want you to come back again. I am telling you people, you have to share this episode.

This is a game changer. Checkout our earlier episode as we talked about it, it really made a big difference for me. Episode 315. Follow Wesleyne Whittaker on LinkedIn. Where else Wesleynene, other than Reading Your Fat Fantastic book, the Sales Reset. Where else can people find your brilliance? 

[00:29:45] Wesleyne Whittaker: Yoursalesreset.com. That is where you can actually order the book. You can join our community, the Belief Selling Collective. Yep. So yoursalesreset.com. 

[00:29:55] Kris Ward: Yeah. And you can grab it on Amazon too. 

[00:29:57] Wesleyne Whittaker: Yep. You can grab it on Amazon. 

[00:29:58] Kris Ward: Okay. 

[00:29:58] Wesleyne Whittaker: Everywhere books are [00:30:00] sold, you can grab a copy. 

[00:30:01] Kris Ward: Yeah. And it is time well spent people. Oh my gosh.

Alright, everyone else, we will see you in the next episode. Wesleyne, thank you so much. 

[00:30:09] Wesleyne Whittaker: Thanks so much for having me.