[E257] Fitness Sales Success, with Justin Hanover (Part 2)

Jason: Welcome back to the sales experience podcast. Welcome to part two of my conversation with Justin Hanover. He and I are going to pick up where we left off. Make sure to go to cutterconsultinggroup. com where you can find the podcast, the show notes, Justin's links. Find where he's at. He's mostly on Facebook and Instagram where you can find him and the cool stuff he's doing, but here you go. Part two, a, you're going to feel like a hypocrite and B you're going to put out this energy to the universe and to your prospective clients, which is I know you should do this, but I don't really believe in enough to ask for money because I wouldn't or couldn't pay for it. Justin: Yeah, no, absolutely. Like the mental state, the mental frame of mind that you bring to these conversations is so impactful. On the conversation. And I think that's what people need to start realizing. If you're going to go into a sales conversation with somebody and you're like a low energy, low vibe state do you think that conversation is going to go really well? Do you think they're going to be like, yes, I want to be on board with this. I want this. No, they're not. There's reasons why like people like. Tony Robbins how like he has this whole routine to raise his energy level before he goes out and talks to people and he does That be like there's a reason why these people do these things They're not just doing it because it's fun and they think it's the cool thing to do They're doing because it's impactful and it actually works and there's reasoning behind doing it And if you think you're above that you're like, oh, I don't need to do that. Like I can just Go right from answering a difficult email to now, let me go sit down and talk to this person about changing their life. It's no, that's not going to work. That's not going to set you up for success in the sales conversation. And a lot of people just, they don't realize the energy that they're carrying into different things in their days. And like I said, say, from like a health and fitness perspective, like running a gym. Let's say you just had somebody come in and have the whole conversation with like how they're going to cancel and they cancel their membership and you're really down about that. And then right after that, you had somebody that's coming in to sign up or to learn about your service. Do you think that conversation is going to go as good as it could be? Like, no, you're still going to be thinking about that person that you lost and all the negative emotions that come with that. And you're going to be portraying that into the conversation that you're having with this new person. Jason: Yeah. And I have literally seen that countless times where salesperson comes in. Checks their email, checks their voicemails. They got clients who are cancelling or wanting to cancel or have some kind of issue with the service. And literally, just that whole day is gone. Just basically, you might as well have left at that point because the mindset is negative, it's in a hold, you're already losing for the day, there's no way to recover. And it's very rare that somebody can pull themselves out of it. And every conversation for the rest of the day will not necessarily be successful. Because Of that, and I've also worked at organizations where they literally separate that, right? They don't let the salespeople see any cancels or any issues. Yeah. Because they want to keep them focused, which yeah, it could go either way, right? You could argue either way. And I think it's interesting because you focus on that mindset. And for anyone listening, if you're curious about what Justin was talking about with Tony Robbins, I've seen him live and he does this like hand pounding, like yelling kind of thing they does to fire himself up. If you're curious or you haven't seen that, check him out. That's not for everybody. Not everyone's going to be Tony Robbins, but some kind of shift, right? Like I know for myself and courses and stuff I've gone through, if there's something you don't necessarily want to do, or you have to make that shift, yell, I'm excited three times as loud as you can and just get fired up and then shift. There's something to be said for making that shift. And going back to the hypocrite conversation. One of the things I intentionally do, and this is important. I tell this to everybody because you got to overcome that hypocrite and the limiting scarcity mindset. For me, one of the things that I do personally with myself and my business is I try to hire as many coaches as I can in areas that I need help, right? So I'm a consultant. I'm a coach. I help other people. I would feel like a terrible hypocrite if I didn't have a coach. And so Hey, hire me, except I don't think I need help because I think I've got everything. It's no, there's always another level. There's always. Somebody who can teach you or help you in some area, personal business mindset, whatever that is. And so I do that. I actually look for and hire coaches and I'm the easiest client because I'm like, I know I want it and I want to help. And so I'm the easiest customer. And then partially I do that because I just want to get better. Partially, I do that because I want that to be the energy in the world. And when people come to me, I also don't have that issue. People come to me and it's not this big barter. It's not this back and forth. It's not an argument. We're not trying to negotiate. It's like I provide value. Do you want it? Yes, we're done. And then I can really get to work and help. And so I think that's some of it. If you're. In sales and you're stuck and you're afraid of asking for what you feel your value is worth at this point in your service or your product, whatever you're selling, then look at where you're not getting help. Look at what you're not investing in yourself. And then see, especially if you're coaching other people, figure out what coaching could you use, what's financially responsible for you to do, and then do it. Justin: I could not agree more. That is, like you said before, like you feel truly authentic. Like how you mentioned the car example, like how you wouldn't be authentic with that. So it wouldn't work. And that is so true. Like you can't sell something or provide something that you don't. Fully embrace in every aspect. It's just not going to work. You will get some sales, obviously, but for the most part, it's going to be a battle, like you said, it's going to be a struggle constantly because people pick up on that. Like they can see that you're not genuine. You're not authentic, that you don't walk and live what it is that you're selling and preaching to people. And that's a huge issue. I think like this topic that we're hitting on with like mindset and like the type of. Energy that you're bringing to the conversations that you're having to me that is probably the most important thing, because if you bring the right energy, most times overcome lack of experience or possibly not knowing how to work over some type of objection. But if you're starting from a low energy, low mindset, and you get those same good luck trying to, you're never gonna be able to overcome those, but if you at least come at every conversation with the right frame of mind. You already are stepping up in the right direction. Like you already are like ahead of the pack in the sense when it comes to moving the conversation in the direction that you want to move it into. So that like to me, that's first and foremost, that you need to make sure that you're bringing the right frame of mind to every conversation that you have with people. Because if you're not, then you're already starting from a negative perspective. You're already putting yourself behind in the conversation and most likely won't go well, then you can start learning like the tactics and different stuff like that. But if you don't even have the right frame of mind to begin with, then you can have all the tactics in the world. You're like, it's not going to matter. Jason: One thing I've seen is that sales people worry about only being able to win if they use manipulation tricks. Tactics and hard closes. So they end up struggling to close deals, make their quota, or earn the kind of money that they want to make. If this sounds like your current situation, or maybe you want to make more money in sales without feeling like you're selling, then my upcoming book called selling with authentic persuasion will help in it. I'm going to take you on a journey to transform from order taker to quota breaker. If you're ready to become an authentic persuader, crush your goals and create success in your sales career, then go to jasoncutter. com again, that's jasoncutter. com and preorder the book today. No, and the inverse is also true. And you touched on this a little bit, which is you could have all the tactics. And you can know them, but you're not going to be successful long term because it's just not going to work, right? Even if you've got an okay mindset, but like the tactics alone won't do it. If you have the perfect response every time, that may or may not matter. And I see a lot of people who either aren't successful or let's say their revenue or profit per sale is low. Because again, they're stuck in this kind of scarcity mindset. It's fascinating. The first time I realized this, I remember going to an office for somebody I was helping. This is a long time ago. And there were some reps who had sold, were selling really well. Their revenue per sale was higher, like how much they were getting and fees. And then there were other reps who were super low. And I realized at that moment, the people who were low, they were basically giving up the farm because they themselves had that broke mindset, really good on the phone, had all the objections when it came to price, they just gave it away. So like, when it comes to The order taker side, which is a phrase you and I, we've talked many times in the past. So it's a phrase, that I like to use because again, it triggers some people, they might get offended. They don't want to be called an order taker if they're a salesperson, but if they're operating that way, it is what it is that we've got the certifications. They're leaning on that. They're hoping people will sign up in the healthcare business or anything for sales and they're operating more like an order taker and they're not. Asking, what's another thing that you see that could help them make that shift, whether it's health care or anything else business wise? Justin: Honestly, if you're still in that place where you are that order taker, the only thing to focus on is your mindset and the confidence increasing your confidence level. And seeing yourself as the expert that you are to prescribe. You don't go to a doctor and the doctor is not like, this could be good for you. What do you think? They don't handle it like that. They tell you, no, you're going to do this. You're going to take it this many times. You're going to do it's going to last you this and that's it. And you do it. So if you're not going to handle yourself like a professional and prescribe what people need, then. People aren't going to take you seriously and you're never going to move away from that order taker type of role in that mentality. So it really comes like from doing that inner work, like you have to increase your confidence. You have to work on your mindset. Cause if you're going to keep neglecting the limiting beliefs that you have, how can you ever possibly step into a higher level and reaching your full potential. If you're going to keep having those limiting beliefs, it's just not going to work. And especially obviously anybody like any type of like business coaching or in health aspect, most times that your clients are dealing with limiting beliefs. And that's what it is that you're helping them with. It's not the fact that they're not doing some magical exercise or. Eating some special unknown food. It's because they're self sabotaging or they're dealing with some type of mental mind block that is stopping them from being successful. And the same thing with you when it comes to your sales, if you're not going to address what is blocking you in having a productive conversation with somebody, then you're going to keep repeating that. Jason: We have a mutual friend, Travis Chappell, and he was on the show recently, and he brought up that very point about confidence. And it's one of those things where it's there and if you have it, you don't really think about it. If you see that other people are missing it, then it just stands out like crazy. And I think that is really the key. In the doctor example, which anyone who listens to me or reads anything that I put out knows that's what I use a lot, is how would a doctor as a professional process the conversation and move somebody forward, right? And I love how you put it. I never thought about that, which is, yeah, I have this thing. Maybe it'll work. What would you like to do? Or I have this thing. It's usually good. Most people like it. Let me know if that's something you want to do. And they don't that you couldn't imagine if anybody walked into a doctor with some kind of issue, known or unknown, and the doctor responded to that, you would literally run, you'd be like, holy crap, this dude doesn't know. What he's talking about and this is worrying. I'm out of here, right? But that's what salespeople do, because they're lacking that confidence and embracing. You said it very early on in the conversation, which was the duty and responsibility to help that other person as a professional with certifications or without, right? Obviously, you want to have some ability to know what you're doing if you're helping someone with their health, fitness, nutrition. But it's not about that. It's about your vibration and understanding and confidence in yourself as a professional. Justin: Yeah, of course. Yeah, I don't want to make it sound like the being able to deliver isn't important. Of course. And I think that comes in hand with your confidence level. Truly, I think if you're lacking confidence, then there's probably some underlying disbelief that you have that you actually can deliver for this person. And that's something you need to address, too. Is your service or your program or whatever it is that you're providing? Is it legit? Is it actually going to pretty much guarantee that you can get this person result if they stick to this or they follow it and if they can't, then that's going to come out of you as lack of confidence and not being able to speak in a way that's going to give people certainty around your service. Of course you have to be able to get the people in front of you and be able to sell them first and foremost, obviously to be able to provide the service, but then once you get them there, you better damn well be able to provide the service and get them the amazing outcome and better. Then what they were expecting, because obviously that's what builds a longterm business. You're not just a fad business then where you can be really good on the front end sales, but then you have nothing on the back end. So if you're looking for a longevity business, you have to have both pieces. But yeah, I think the confidence definitely comes from that. And that's why you typically see that with like people newer in business or new coaches, like they definitely lacked confidence, obviously, because they don't have the testimonials backing them. They don't have that, so they'll price lower and stuff like that. But as you progress yourself, you should be progressing in your profession, how you're speaking, your pricing, like everything should be progressing. But if you're still staying where you're at, then, there's some red flags there that you need to address. And that's a clear indication that you don't believe in. that your service can actually provide the outcome that you know that person's coming to you for. Jason: All right, that's it for part two. As always, please subscribe. If possible, leave a rating or review. It makes such a huge difference to people who are looking for good content, looking for podcasts to listen to, and wanting to find something that might resonate with them. Comments. And reviews, those kind of things really help almost like when you go to Amazon and you want to buy something and you're unsure about it. First thing I know I do is I go down to the reviews. I look at what people are saying. And if that matches for me, it's an instant decision and it's really easy. So please do the same thing for this podcast, any podcast that you enjoy. And appreciate and really value, make sure to do that. It really helps people out. It's an amazing little gift that you're giving to someone like myself. So make sure to do that. And if you want to check out the show notes and his links, like I said, go to the website. As always, keep in mind, everything in life is sales. People will remember the experience you gave them.