[E265] Clarity, Confidence, and Authority, with Jane Clare (Part 2)

Jason: Hey, welcome back to the sales experience podcast. So glad that you're here. If you didn't check it out, make sure to listen to yesterday's episode, part one of my conversation with Jane Clare, and we're just going to dive in, finish this conversation strong. She is amazing and funny, and I had a good time chatting with her. Hopefully you're getting some value from it. So here you go. Here's the second half of my conversation with Jane. Jane: And I went in and I did, yeah, actually two years of it. And I, it was huge and they were like, Oh my God, you can do it. The owners were very congruent and ethical. And then some of the sales team like, Oh, you can do it really? And yes, Jason: yes, you can. And I've been in a lot of those organizations, even as a sales person. Side by side, those other types, right? Yes. That are focused on the short term and not the long term with that client or their success. And most people looked at me and thought that I was crazy, that I wasn't using all the slick lines and I wasn't twisting arms and I wasn't rah. And then always surprised that my results, because I was generally doing significantly better than them. Short term and long term, like clients who still enrolled. Jane: Yeah, no, me too. And I did better. Client satisfaction was huge compared to theirs. So I technically finished my UK interior design when I left the UK, obviously. And I still, to this day, have clients who come back to me. That's awesome. Nearly 10 years later. And you think, wow, I must have done something right. So even on the days when my mind's set, I'm thinking, oh doubt. And then they go, hi, Jane. And you go, hi. Now, the people doing it the other way, I doubt they have that kind of interaction. Jason: For sure. And what's interesting, and just for people listening, the cautionary side, which is usually what happens is you can't go too far to the other extreme. And be too much focused on customer service because then you can't close enough deals, right? In my mind, what that is, and I have used this term for a while now, is an order taker. Someone who's literally just sitting back waiting for someone who's ready with cash in hand because they're so afraid of doing things in that other mode. And so they choose the other extreme, which is nothing. And I, it sounds like with you is there's a balance of persuading people and moving people forward in the right way when it's the right fit and then they're super happy and then you're rewarded for it. Jane: I have never ever thought, to be honest, I've persuaded. When I sold advertising space all those years ago, yes I did. Yes. And I did it really well, by the way. But since that point, never. And I'm talking big bucks. Yeah, a million pounds, nothing. Jason: See, and I would contest that you probably did, there is always some part of persuasion because unless somebody knew exactly what they wanted and you were just taking orders and filling out request forms, there's some persuasion where you're helping them get past a fear or make a decision. get over their own worries about change. You probably didn't label it. You probably weren't strategic about it. You weren't thinking I'm going to persuade Joe to sign up as using me for interior design. However, you just did it because it was natural and you had worked on it for so long that it's what you did. You're a persuader. Jane: Yes, I think you're probably right. I You're not trying. Yes. No, not, I don't try to date. I don't try to persuade. Yeah. I think the answer is that I knew that I was the right person to deliver either a great interior design. 'cause it changes your life in your home, a great business coaching. 'cause it changes your, I know if I'm the right person for that person and I suppose. Is it persuasion? Jason: Yes. Again, unless it's something they clearly knew they wanted and they were ready for it and they could have just ordered it online, then if it's beyond that, there's some level of persuasion that comes from the rapport and the empathy and the questions and getting someone to go, okay, yeah, let's do this. Jane: Yeah, what I've done has never been anything you could buy off the shelf. So maybe that's where there's a slight difference, but it's still persuasion. You've got to be right on that point. Because I know that I can do the right thing for them and what they want. And what they need, but what I've done for the last 25 years isn't off the shelf. Otherwise they just go to wherever. Yeah. Yeah. And I'm an acquired taste. Like Marmite and caviar and oysters, you either like me and you get me and then that's okay. That's the start of a buying, selling process, persuasion, whatever you want to call it. Jason: And then transitioning here in the conversation to what you're doing now with helping people with their online businesses, growing organically. That's all persuasion too, because you're getting somebody online to take action, right? Jane: Yeah, huge. I'm hugely about action. And I think we live in a world at the moment that is. Quite reactionary, understandably, but my vision is no, you've got to take responsibility. You've got to get what you really need to do. And when you work online, then there are some, really big criteria that you need to work with, adapt to, and conquer. Unless you know them, then you've got to learn it. And I know so many people who go, Oh no, I'm okay. I know everything. Really? Glad you do. I'm still learning. I'm loving every minute of it. So yeah, I think it's an ongoing process. More and more people are wanting to work online for obvious reasons. But it takes, it's a skill. And that's where you've got to learn skills. They don't happen overnight. Jason: They don't, and I think that's where a lot of people get trapped too with anything is what seems like the instant, get rich quick type of model of Hey, take this. course and you can start an online business, right? And it's really easy. And it's like anything else. It just takes time. Same thing with sales careers. Same thing with effectiveness. A lot of times people see natural born salesperson, like you're an eight year old that could sell sand in the desert, but most likely you were working on that up to that point. And then even since then, it's something you've crafted and worked on and evolved and become self aware. And so it's always just a process, right? It always takes time and it's about the intentions and the goal. And something you want to work at constantly or something you just want to be okay with. Jane: I personally, I'm my own worst critic. I never want to coach myself because I'm the only one that really gives me the most resistance. My clients are great. I'm a pain in the butt, but over the time we get to have our own knowledge and our own self awareness. And there's still now that, oh, come and work with us and you can make 10k in the first week and all this absolute rubbish. Sorry, it's about hard work. It's about knowing the algorithms. It's about knowing your brand. It's about knowing where you stand and your authenticity. And what are you actually going to promise? And promise. to deliver that's tangible, not some fluffy kind of, I can give you empowerment. Oh, what's that? It means nothing. Yes. It's about mindset, but it's also mine's very sort of business focused. And I think in this big array of what's going on at the moment, hopefully. A lot of people are saying through the fluff. Jason: And I think so. I think that's one of the big things I have noticed with my clients and with other industries and everyone I've talked to. Is there just because everyone's been reset in a little bit more back into survival mode So it's like just looking for what's true out there and what's real? Yes, and also being smarter with their money with their time with their attention. What do they want to focus on? What's authentic? What's true? And yeah And what brands do they want to especially with the civil unrest plus the pandemic, it's okay, so which brands do they really want to align with instead of just like having their head in the sand and just buying whatever? Jane: Yeah, I won't go into too much on that, but I'm very fortunate as in I've lived in the UK for most of my adult life. It's an island that was never invaded. I'm really sorry, but we don't have any space, too many opinions. And our museums are full of things that we went out, robbed, raped, pillaged, and nicked. So let's be fair about that. And until I went to Dubai, I had no idea having that passport was like gold. So I'd like, to just say to everybody, please be open. And let's get rid of the past properly. And let's clear some decks and move forward. Because we're all lovely. Jason: That's awesome. That's a perfect place to end our conversation. Everyone is lovely. And I think that's true. I completely agree with you. Everyone is amazing on one side. Everyone is amazing. Everyone is lovely. And then on the other side, everyone is going through something. Everyone is dealing with something. Life is affecting somebody in everybody in some kind of way, whether it's sickness or relationships or dead or everybody's going through something. And so just having empathy and care for people in general. And then also as a salesperson, we'll create amazing results and amazing relationships. Jane: I've got a little phrase that just says, be kind to yourself and to others. And my view is if everybody was just 10 percent kinder, imagine the ripples. It's awesome. Jason: That's awesome. Jane, where is a good place if everyone wants to find you, what you're doing, follow along with what you're creating, what you have online? If they want help with some kind of online business or interior decorating in France, where should they go? Jane: Not interior decorating at the moment, I've got enough. Now, yeah, if you're a coach or a consultant and you're looking to build online, then I'm dead easy to find. JaneClareCoaching. com. That's me. I'm on Facebook, Jane Clare Coaching. I'm on LinkedIn, Jane Clare Coaching. So I'm simple. It's easy to find me and I'm a chatty and I do respond. I don't use bots and all that thing. I don't know how to. I don't want to. So you get the real me. So cool. Jason: Thank you very much, Jason. It's so funny because I was thinking about how responsive you are and we're chatting and originally we were going to set this call up and it was like 2 30 in the morning for you and you were going to do it anyway. Jane: And then I did. I said I'd do it. Yeah, just to let you know it's 2 30 and it's just 2 30 in the morning. So I'm visually not that appealing at 2 30 in the morning. Jason: I'm glad you're here. Thanks for being on the show with me and I appreciate everything you shared. Jane: So thank you. Thank you, Jason. Very much indeed. Have an amazing day, darling. Jason: You as well. And so for everyone listening, make sure to go to the website, cutterconsultinggroup. com slash podcast. You can find the episodes and all of Jane's links that she mentioned. That's it for another episode of the sales experience podcast. Thank you so much for listening. If you find yourself on iTunes, can you leave the show a rating and a review? It helps other sales people and sales leaders find the show and please subscribe to the show and share episodes you find valuable with anyone you know in sales. Help me on my mission of changing the way sales is done. And if you're ready to work together, go to Jason cutter.com. Again, that's Jason cutter. com. To find out how I can help you or your company create scalable sales success. I will see you on the next sales experience podcast episode. And keep in mind that everything in life is sales and people remember the experience you gave them.