Selling Success With Michelle Terpstra

Hi. I’m Igor Kheifets. And this is the list building lifestyle. The podcast for anyone who wants to build a wildly profitable email list working from home. If you’d like to make six figures travel the world and help people improve their lives in the process, this podcast is for you. I also invite you to claim a free copy of my best-selling book, the list building lifestyle Confessions of an email millionaire at www.igorsbook.com. Get the free book plus $3,000 Bonus packages includes my best capture page templates, email, swipe files, and traffic blueprints. Visit www.igorsbook.com for details. And now it’s time to claim your list building lifestyle.

0:51  

Welcome back to the listbuildinglifestyle. I’m your host, Igor Kheifets. And today I’m hosting Michelle Terpstra. She’s the creator of the High-Performance sales habits workbook that you can get on Amazon. And today I’m going to pick her brain about sales and success, high performance mindsets, beliefs, and habits. So, Michelle, welcome to the list building lifestyle. Thank you for having me. I’m so excited to be here with you and talk about some really practical ways that anyone listening right now can improve their skills for sales, see better performance and honestly just enjoy it more, which is so important.

1:33  

Yeah, I think that part is get So, that part gets overlooked a lot like the fun part. It’s more you know, these days, everyone’s like, come hustling, I’m working hard. And it’s 5am. And I’m already out of the gym. And, you know, I, you know, I kicked the you know, I took the sledgehammer to the tire with my CrossFit class where you kick some ass today. I don’t connect with that. I was like 8am Roll out of bed, you know, my son’s pulling on my leg and be like, dead, I’m hungry. He’s like, oh, go away.

2:03  

Oh, my God. Well, then this shouldn’t be the part where I tell you that I’m in the 5am club. So, I’m just going to skip that conversation. Never been in the 5am Club. I mean, for the longest time, I had to wake up at 5:30am to catch the bus to the Air Force Academy. But I didn’t enjoy that part. I mean, if I have to do it, I’ll do it. But I did not enjoy that part at all. And I love the idea of being my own boss, because oftentimes it would work like late at night, you know, with the TV on the couch. And I would be typing away in the laptop or going to scheming the next piece of content or something. Like I wanted to do it on my schedule, you know? Yes, absolutely. My brain is just built to love the early morning. And then it gets to about four o’clock. And it’s like bye

2:54  

so, my brain just works the opposite. Yeah, cool. Cool. Now, with that said, though, it doesn’t matter if you’re like an early riser, or whatever. The performance, the high-performance habits, I’m assuming tend to be quite universal. at us, you specialize in sales, obviously, you know, a lot of other stuff. But sales are where you really shine. And you can sell people on how to do better with that. So, what are you finding to be

3:27  

The major, I guess, the main major barrier or barriers to So, excelling at that? gig? Go ahead. Yeah, that’s a great question. And I think that it’s a little bit different for everyone. But there is some consistency among everyone. So, I’m going to share practical tips and practical ways to have that success that apply to mostly everyone. And just a little bit of context. I’ve had over 1000 customers and clients come through my doors for my coaching courses, or my consulting that I do. And I spent 10 years in Fortune five hundreds in sales. Plus, I have an undergrad degree in influence and persuasion communication. So, I completely understand the way the mind works. And then actually how it works out. It actually happens in real life too, when it comes to being able to make sales. So, I think that’s an important context. Because there are a lot of years that go into high-performance sales habits. It was not an overnight transformation. So, the number one thing that I see with my clients, and over and over and over again, I can almost predict it. Like I could play a game like okay, I’m going to be willing to bet that there’s X, Y and Z issue before I get on this call. And I’m going to explain it to you . It’s just super common and I’m of the belief that if something is common, then let’s just talk about it and not push it aside or try to ignore it, just address it head on. And then you have the ability to make improvements in your life and your business. And of course, sales are the lifeblood of that right

5:00  

One thing that I noticed really, really early on in my coaching and consulting career is that people’s relationship with money is actually created by what I call little traumas, little traumas or your relationships with money growing up, or your relationships with the sales process that left you feeling a certain way. And what that does is it creates a literal brick wall in your mind, that does not allow you to do some of the things that coaches will tell you to do. There is so much resistance against it. There’s even often disdain or anger around it, because literally, the brick wall can’t be broken down. So, I’m going to give you an example. I remember working with one of my clients, this was probably about two years ago, when I first started training on this, and she was a relationship coach, and she was charging about 1000 bucks for private coaching. It was really, really low. And it was like a month worth of coaching. And I asked her, I said, well, I mean, based on what you’re telling me you do, and the results, the offer the support, you know, I believe this is, you know, a 5k offer, not a 1k offer for the amount of time she was spending in that month period of time. And she said, that’s great, but I can’t sell that. I don’t want to sell that it feels super out of alignment. I feel slimy, see, salesy pushy manipulate every bad word you can find underneath the sun for sales, right? And I said, can you do me a favor? And the next time you sell it? Can we try to sell it for $1,500? And she said, Oh,

6:33  

Okay, I think I can do that. So, she sold it for 1500. Then she sold it for 2000, 2500. And as you can see the pattern, eventually, her mind started to believe that she could charge 5000. And along the way her clients were telling her, you’re amazing, I love this, this is worth every penny, you should charge more. So, this process that maybe took 60 days, 60-90 days for us to do completely transformed the way that her mind works, broke down that brick wall, she achieved her goal, and she feels super good about it. And I call those incremental increases. And so, I’m not at the school of thought that you know, somebody comes to me, and I’m not going to force them to charge a price because I know what will happen. They won’t do it, they’ll mess up the sales call and feel out of alignment, they’ll regret all of this other stuff, right? So, I found that formula that works really, really well. So, anyone listening right now that knows they’re under charging, but can’t imagine charging more, try that. interesting you say that because

7:39  

In my agency, I kind of went through the process accidentally, where, you know, I started out and I was charging just like everybody else. And then at some point, I realized that I shouldn’t be charging more. Having read a few books, it’s like the book that was really influential for me, as far as raising prices was the price strategy by Dan Kennedy. That book just makes a really good argument like after reading that book, I was like, hey, let’s double the price. But I never really had to do it. So, I just, I would just, you know, increase my prices by roughly 10 to 15%.

8:19  

And every time that I did, I got virtually no resistance. And what ended up happening is that over the course of two or three years, I did end up doubling my prices and becoming the most expensive service provider in that category. And you know, and I would still like to talk to other service providers, and they would be really scared to raise prices. And it makes sense to me why but none of you explain the process makes a lot of sense. Because what you’re saying is, you ask somebody to make you sleep.

8:53  

And they’re unlikely to it’s just too big of a jump. But you’re doing the incremental, right, you’re just asking, Okay, let’s just dip our toe in the water, and then another to another toe. And that seems to be working really well. There’s less resistance and less friction with that. Yes, absolutely. You can equate it to the analogy of becoming an athlete like running a marathon, right, which I’ve also done. And you can’t just wake up one day, like, I’m going to run 26 miles today, that doesn’t happen, right? Train your body, you have to condition your body, you have to feel confident you can run, you don’t want to get hurt. Like there’s all of these things that go into it. And so, I think it’s, it’s unrealistic and harmful in a lot of cases to expect someone to just make that giant leap and feel good about it. So, I have a different approach to it. And it’s worked really, really well. Interesting. So where do you think it comes from in terms of what would stop somebody to just double their prices? Yeah, so I’ll give you an example of some of the little traumas that I’ve identified that prevents people from doubling their prices.

10:00  

So, let’s say for example, you go to buy a car, okay? And you have a budget of I’m just going to make this up, your budget is $50,000 for a car, okay? And you’re like, Okay, I’m looking around which ones do I want 50,000. And then you find the car you want, it’s right on price, you’re ready to negotiate a little bit. And then the car salesman comes up to you and says, oh, this is a great car. But did you think about this package, the car next to it, it’s a little bit more, we’re looking at like, you know, 75-80k, but you get all this stuff with it. And Yatta, Yatta, yatta, Yatta, yatta yatta, right. And so, you’re then sold into something above your own budget, and you’re pushing yourself, and you decide you’re going to purchase it, because it’s a beautiful vehicle that has everything. It’s your ultimate dream, you’re rewarding yourself, like you convinced yourself making a good buying decision, right? So, you buy the vehicle, you leave, and then every single month you’re paying that bill, you’re like, why did I do that? I have so much buyer’s remorse. You know, it’s really eating into my budget, like I’m not even I can’t even do some things I want to do anymore because of this, blah, blah, blah, and you totally have buyer’s remorse. And you have anger at some point towards the person who convinced you to violate your own personal financial restraints, so of what you were trying to do and during that purchase. So, if you leave that unresolved, which most people do, and you just end up being angry at the car salesman for 10 years, then you go to double your own prices. And that story pops up in your head, and you don’t want anyone else to ever feel that way. So, you refuse to double your prices. And that’s what happens.

11:43  

Wow, that’s very subtle. I actually know people who have complained to me about salespeople. I’ve complained to my friends about salespeople, the sleaziness, and how the financial manager is actually just another salesperson like you think you are. And again, this is my belief system speaking, but like you think you escaped the shark, after you’ve gone and picked your car and negotiated a $1,000 discount or whatever, then it’s like, okay, just go talk to a financial manager to finalize the deal. And that’s like, another salesperson,

12:17  

your guard is down, and they really, you know, go hard on you like, that actually happened to me. And I’m still pissed off about it. Yeah, I’m still pissed off about it. I wonder where it plays out for me? In terms of like, where am I pulling punches as a result. So that’s one example of another example could be that, you know, you didn’t have a lot of money growing up or something. And so, you’re definitely your personal definition of what a lot of money is, is different than someone else’s. And so now you’re allowing your own money, beliefs to be someone else’s money, beliefs. And so, you refuse to charge anymore because your value of the dollar or money is very different. So true. That’s so true. I mean, I grew up in Ukraine, and then I moved to Israel, and I was growing up in Israel. And now I’m in Canada. And I kind of went from like a small town in Ukraine to a small town in Israel to a big city, in, in Canada. And obviously, the expenses are the living expenses, not to mention the expenses and sort of lifestyle level that I want to live.

13:25  

They’re just, I mean, the gap is insane, right. So sometimes they’ll have a conversation with my friends in Israel. I mean, just you know, on the phone, and I won’t eat like my best friend, for example, from Israel. I didn’t even tell him that I bought a Porsche. I don’t know. Like, I would just be ashamed, I guess, to an extent be like, you know, he’s driving a Mazda. And I was like, hey, I just bought a VA, you know, Porsche. And I just, I don’t know, it just felt wrong to. I felt like I would be thrown in his face, almost. You know, I mean, but again, that speaks volumes about my mindset and my internal monologue, not about him. He’s actually a very positive guy. And he’s always from what I could recall. He’s always celebrated. You know, my successes, his own successes, like he’s, he’s the only one of the only two people that I know, who don’t have this envy going on, where they can genuinely be happy for you. And you can tell they’re genuinely happy. It’s really profound again, and it’s so subtle. We all know this. I remember hearing the story about somebody who used to drive either Ferrari or Lamborghini day after day after building a successful supplement business or something. 

14:50  

And then he would have a pickup truck just so he could go back to visit his parents in his hometown, because I didn’t want people in his hometown to see him driving for arteries and Lamborghinis. That’s interesting. That’s a good story. But isn’t that profound? And isn’t that telling about how we feel about money? How do we feel about success? And so, is it? Is it any surprise that we tend to self-sabotage, we tend to avoid making the right decisions. We tend to, even if we come across money, we tend to get rid of it very quickly. How many entrepreneurs do you know who kind of build something get into money and then very quickly find a way to like, get rid of it, like get divorced, develop a drug abuse issue, or something? Or just overspend in general? Yeah. So that’s, I mean, absolutely. That’s like, oh, and one thing that you had said, was the self-sabotage part, the number one thing like I have listened to 1000s of sales conversations at this point over all these years. And the number one thing I see when it comes to self-sabotage is you will get to the end of the sales conversation. And instead of discussing the investment and asking for the sale and sealing the deal, they’ll say something along the lines of oh, great, it was wonderful talking with you today. So, I’m going to send you a proposal via email, go ahead and review. It happened to me yesterday, exactly like that of a guy named Logan. I set up a call with him a month ago, it’s for the Forbes Coaches Council. Okay. It’s essentially a sales call. And I understood that, but like we get on the phone, I’ve waited for a month. And I’m just, you know, just giving me the details. He goes on like a 15-minute breakdown of all the packages, et cetera, gives me three packages, like from the two something 2000 Something a year all the way to like 8000 or 9000. And I’m just waiting for him to say, Okay, well, would you like to get started? And I was actually willing to go for the premium package. And he goes, yes. So, do you have any questions? No, I’m just imagining that he goes like that. Yeah.

16:57  

And I was like, Nope, no questions. And I’ll like it, and I’m shutting up. I’m just waiting. You know, where’s he going to ask for money? He’s like, Well, great. Yeah. So, I’m just going to, you’re going to get an email with the summary. And you can take a look in. And that’s how the call ended. kills me. Yeah. Me, like a part of my sales had just died, like a little, just got black and died. If I, if I listened to that sales call, holy moly. Like, what are we doing? But you know, it’s his own stuff that could be showing up. And that could be white, or he just sucks at sales? What are the I don’t know, maybe had he’s just I don’t know, if he’s like getting commissions or anything. But I think that’s why it’s important to keep your salespeople working on commission only, or these very, very small bases. Because you can’t, you can pull off things like that if you’re if you need to eat, you know, well, yes. Now, I think there’s certain businesses that are perfect for commission only. But I actually love a good base salary plus commission, they stay longer, they perform better, they’re not always looking for the next best offer to sell. There’s investment on both sides. And those are the people that will stay the longest with you in most cases.

18:17  

Yeah, I guess you’re right. Just had to actually quit last week. Yeah. So had back, back to the belief systems back to. So how do we identify ourselves? Like, what’s the question, we need to ask ourselves to be like, Okay, if I can ask myself this question, I can write down like a good three to five nasty beliefs that are really affecting my performance. So, I actually have a fun way of doing this. And so, it’s typically hard for you to sit in silence and think, what are my crazy beliefs that are impacting my sales? Right? Like, that’s a hard question to answer. Right. So, now that we know that there is no awareness is the first step but without doing so you won’t be able to find what’s getting in the way. So, what I suggest is that for five working days, you document every single thing that you do, and all working hours, like you just keep all you just grab a piece of paper and you’re like, Okay, from nine to 930, I did this yadda yadda yadda. Then I want you to listen to your own sales calls. And I want you to ask yourself, did you listen to that?

19:35  

If you listen, you’re on the telephone. So, this is what you will do. If you document what you do for five days, you will realize one you don’t spend enough time doing things that are going to make you money every single time you need to refocus your energy to you’re going to realize that there is improvement in your sales conversations and it doesn’t matter if you’re selling in the DM or on a discovery call on Zoom or on the phone. guarantee you’re making

20:00  

One of the two mistakes. One is you are prescribing the solution before you even actually know what the heck is wrong. So, you’re skimming over the discovery phase of a sales conversation, which doesn’t allow you to tailor your offer to that individual, you will not hook someone logically and emotionally without doing so. So that is the number one problem that I see. Number two, you’re not closing, you’re doing a logon. Oh my gosh, we can call it you’re doing a logon. Yeah. Good. Okay.

20:32  

Don’t be loaded. Okay. You know, the deal at the end, okay, the most momentum you’re going to have at the end, where you’ve recapped, where you’ve talked about, you’re making an offer, you’re showcasing the value, how someone can get the return on investment with you. What does this look like? Ask for the sale? Because guess what, if you ask for the sale, and they hesitate, or they say maybe or they’re unsure, that is your perfect opportunity to keep asking questions, so you can understand why they’re not a hell yes. And if you skip that, then you’re going to think they’re Yes. Because you’re convincing yourself of that. And that’s when people ghost that’s when your DocuSign expires, because no one ever signed it. Okay? Like you have to go through it all you need the commitment on the call. Now, if you’re selling something that is not a one call close, that’s okay to close the follow up, make sure there’s a reason why there’s a follow up the action items for both parties and book the call, like they’re right there. And those are your only two options. Unless, of course, it’s a completely horrible fit. And you’re excusing yourself from going to the client for opportunity, right? But you have to do those things. And I guarantee you everyone listening to me right now we’ll identify one of those two things. They’ve made an error in the last 30 days and never met anybody who hasn’t, unless you’re clearly studying it and paying attention to it and working with a great sales coach.

22:01  

I know one, you’re lucky. Oh, yeah. So let’s say we found some stuff. How do we fix it? Like what? Let’s say I understand that I’m pulling my punches. I’m pulling a logon every now and again. I feel guilty asking for the money, let’s say, let’s say I feel like I’m if I’m asking for the money and being too pushy, or people going to hate me or tell me that I’m an asshole. Like, what? What’s the process? Yeah. Yeah, yep. I’m going to make you a little diagram and I’m going to explain it. Okay, so if anyone’s listening, that’s okay. I’m going to verbalize it as well. But if you watch this video, then you can see it, okay?

22:50  

All right, so this is the deal, you’re going to get a piece of paper, and you’re going to make three columns, okay? The first column is going to be the action. So, you’ve identified you’re not asking for the sale, that’s the action, right? Then I want you to give yourself some quiet time. And think about something that has happened in your life that makes you afraid to ask for the sale. Okay, so I’ve given a couple examples up to this point, if you actually reflect on it, and you think of a negative experience associated with money, you probably can figure it out. You just have to actually give yourself that opportunity. Okay? So, then you’re going to usually have this story will say, like, I’m not worth it, for example, like maybe it’s a worthiness thing. So, if you identify, I’m not worth 5000 $5,000, no one should pay, you identify that something happened. And that’s your thought, well, what’s the thought replacement and that’s what goes here, the thought replacement is I’m worthy of $5,000 because and you can fill it out, based on client success stories or your new vision of yourself, and what this exercise is given to you and every single time that you think that you can’t ask for the sale, you are now going to train yourself and I mean, I do this you don’t have to do this. Some people think I’m crazy for this one, but I keep like a bracelet on or a rubber band. And if I have my own thoughts, I’ll just snap it. It doesn’t hurt. It just reminds me to stop thinking about it. And what’s my thought replacement, right? So, if something comes up and I’m like I’m not worried about that snap I am worthy because I’ve helped clients make millions of dollars over the last few years, right? And if you start replacing all of those inner thoughts with positive ones it’ll go away interesting.

24:34  

What do you think about this so first of all, I’m planning on hiring somebody just standing next to me and anytime I do something stupid like they just slap me across. I think that’s going to be more effective. Slap Yeah, you can give one of your kids a feather duster you know, I come from a very tough Ukrainian background. So, we stick belts and A feather duster. And I don’t want anybody getting hurt. So, but here’s my experience with beliefs specifically, I noticed that maybe five or six years ago, it was very profound. I’ve, I’ve always studied the mindset, I’m always very passionate about the topic and I read all the books and the thinking was rich and the millionaire. What’s a millionaire? T Harv? Eker. Akers?

25:28  

What do you call it? millionaire mindset? Yeah, so whatever he does his whole thing. And, yeah, so I’ve been studying the money mindset success mindset for a long time. And. And even though at some point, I would become aware of a belief, it didn’t necessarily go away, I would still feel guilty asking for the money or I would still, especially if the person on the other end of the phone was like, well, poor. I remember one time I threw the sale completely. The guy on the phone was a father of six, who was behind on his mortgage and everything. And you know, I just didn’t pitch him. I just said, look, you don’t, you don’t seem like you’re in a good financial shape. I You shouldn’t be doing this. He got so upset with me. He got angry at me; he started yelling at me How dare I. So that was a big eye opening. But oftentimes, even me; when I was aware of a belief, just by saying to myself that I should like it, the opposite didn’t work. But what worked is doing, like an action of some sort that was contradictory to the negative belief. And that will then drive the positive belief later, for example, I remember one time, I finally decided, I don’t know why to sell a 50k thing. Until then, the most expensive thing I saw was 15k. So, I put together a really sweet offer, something that I knew was worth more than 50k because it was making me 50k a month. And I just got on the phone. I had three people lined up, the first person I spoke to, I just pitched it, and I managed to do it with a straight face. Good job. Yeah. That’s the big secret to success, folks, is asking for the money with a straight face. But they did. I did. I was nervous. Like, my heart was pounding in my, in my ears, in my head as well. But it was like 50k. And the guy said, okay, like, cool. So, I’ll, I’ll send you a PayPal invoice for 5k down payment, then you’re going to handle the rest of her wires. He’s like, Yeah, okay. And he PayPal me the money for the down payment. When I got off the phone. I started dancing.

27:48  

I swear, I couldn’t believe it. Yeah, I couldn’t believe it. After that, I sold two more at 50k. And that was like an amazing feeling. Obviously, these following two units didn’t feel as amazing. There was not as much novelty, but still some pride. But you know, doing that really expanded what I considered to be acceptable, or what I considered to be, what I was allowed to make or whatever. And even though I didn’t sell too many 50k units after that, because I realized that selling a 50k unit, in that form, was a lot of work, like way too much work for because I’m lazy. I started selling $20,000 thinks $25,000 things, and I did it. Like with complete peace of mind and complete, like, I was like in sync with that in my heart, you know, something that was unheard of before. Because I started selling the phone, the first offer I was making people was $800. And just like you said, like, gradually, it grew to like 1200 1700 2200, remember 2400, then 40 806 grand, etc. So, it was a very gradual increase. So, I’m glad that you brought that up. Because you can’t just tell yourself the opposite thought, the opposite thought the better thought has to empower you to make the decision. So that’s exactly why you had the results you did. So, you chose a different thought. But you actually took action, right? So, in my example from before, if I’m not worthy to charge what you thought I would replace and then you actually ask for the sale of the price that you want. And you see what happens to your brain. Your brain has to be proven correct. Right. And so that’s how you close the loop. So, I’m really glad you added that story in because that allowed us to go full circle there. Yeah. And you know, like, for example, I have kids, you have kids, but I have many friends who don’t. And oftentimes they would ask me questions about what Slyke and how do I manage and things like that. 

30:00  

You know, the reality is though that I wasn’t prepared for kids. I had my first kid at 25. So, I was a kid. But it’s like the process of having kids is what builds you to become a good parent. Yeah. Right. So, it’s like the action comes before the mindset. Now they can look at me and say, oh, you know, you’ve got the belief system in the mindset of like a father, etc. But it didn’t happen before the child arrived. There are not enough books, you can read about it to make you a better parent. Right? A lot of it is just learned on the job. And I think I think in many ways, sales can be like that, where you know, and an experienced salesperson will encounter a lot of this stuff. And oftentimes, you see salespeople, even with the professional together, because they can stomach it. But, you know, once I started doing a little bit of sales myself, I started reading books, like selling one on one, or selling the normal profession. There was this old book by I think, Zig Ziglar, right. Yep. I now understand the value of something like that, because he’s kind of like convincing you that, look, what you’re doing is like, good, aboveboard white hat, and legitimate thing, you know, you shouldn’t be ashamed of it. Right? A salesperson convincing you of an alternative thought, go figure.

31:20  

What I’m saying is, we need people like that, because, like, Okay, I’ll give you a different example. So, I’m an email marketer. My bread and butter is email. And it’s email on a big scale. So, whenever I would tell people what I do, I would say, I’m an email marketer, that is one of the first things they say, like, oh, are like, really mean, like, you’re a spammer? And I was like, are you sending like, like, Viagra coupons in the mail? Oh, my God, that’s so funny. Now, can you imagine the,

31:52  

There is friction that has created for me to then talk to people about what I do. So, I started coming up with, like, all kinds of stories about what I do. I fix computers, or I do that or I’m in the import export business, sort of coming up with bullshit stories, just so people don’t ask me questions, not labeling me as a spammer. But it’s like, you know, like you said, micro, how do you call them mini trauma? Micro trauma? Yeah, the tiny traumas? Actually, I didn’t know this. I’ve been calling it that for a long time. But I think it’s actually a clinical word. I’m not a psychologist, but I believe it, because it makes a lot of sense. Yeah.

32:31  

It might be called tiny teas in the psychology world. Yeah. Like this micro fracture in your right. to, to, to weaken you. And to end up with I got pains and aches, and I don’t know why, you know, yeah. And that’s why it’s so true. And that’s why I love the habits behind selling so much, is because your habits produce action, which then prove yourself wrong over and over again, and your performance increases. It also allows you to stay on track for things like what’s going to make sales and not get distracted by stuff that won’t. And it’s really, really, really important. So, when you stay that hyper focused, and this just happened a couple of weeks ago, for me, I was working with one of my sales reps. And you know, her permit, her performance wasn’t where it should be. So, we broke it down. We figured out what was going wrong, what we needed to fix. And I said, all you need to focus on are these five things every day. If you do these five things every single day, the tables are turned. And they absolutely did in a two-week period of time, she’s closed more deals than she has in 90 days. And it just takes time for you to understand that, wow, something’s off. If I’m not consistently selling, it’s my responsibility to figure out what’s happening. Let me change my habits, and recommit to them. And you will see the success almost makes me want to ask you to, you know, help me hire a salesperson. That’s, I mean, I can only imagine how effective a salesperson is. If you’re like literally the one, you know, working on them. Oh, yeah, it’s fun too. One thing anybody listening right now will love is if you have a sales team or you manage a sales team, there is a product called Meet record and anybody listening you can reach out to me all my contact information will be there. I’m happy to send you what this is. The product is called Meet record. And it records all of your sales calls for you and it delivers AI sales coaching on the back end. So, it literally tells you what you did wrong and what you did well and it rates you from a one to five, and it also rates your follow up email. And it gives you insights to where you need to improve and it even analyzes the soft skills of selling that are really, really important.

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Well out. Is that like your software? Did you develop? No, I wish it was not mine. But I use it. Interesting. Interesting. Yeah. Okay. Wow. Look, we’re getting close to time. So, I want to chat about your high-performance sales habits book. Yeah. So, it’s a thick one. It’s thick. It’s really hard to work with, or is it a lot of pictures in it? Like, no pictures.

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So, I’ll tell you the story. So, I’m just going to hold it up right out the rug and see. But this is the story. This is the story behind this very thick 300-page book. Okay. So, two and a half years ago, I had heard about people making workbooks and putting them on Amazon. I was like, oh, you know what, that would be amazing. There are so many things I’ve put together over the years, you know, and if people have actually something printed, they can work in, it’ll be so much more effective. So, I hire a graphic designer, and I say, hey, graphic designer, I’m going to create this workbook to help people improve their sales skills. And she’s like, well, how long do you think it’ll be? And I was like, well, you know, I don’t really know, like, I don’t know, 50 pages. And she’s like, okay, so we signed the contract for like, you know, 50 pages of oil, all these things, right? Long story short, and 300 pages later, I just couldn’t stop. And the reason why is because I realized that if I don’t give people exactly what they need for 90 days, like, do this, do this, fill out this form,

36:25  

reflect on yourself for the week, see where you need to improve, analyze your sales calls, if you don’t do it, you’re not going to have the success. And so, I just had to go all in. So, these 300 pages are probably worth 10k and coaching. I’m going to say it right now. And it also comes with a free course when you buy the workbooks, I want people to be successful using it. But if you literally just do exactly what I tell you to do in this workbook, you’re going to see a huge performance increase. And you’re also going to have fun doing it. And so, the books have been out for, you know, maybe like a year now. And people buy them every 90 days to restart and to improve them and performance. It’s so cool. So, I’m really enjoying having figured out they could Xerox every page.

37:12  

It’s so pretty No, they don’t want to just like I think if you Xerox, this is going to be too expensive, because Amazon has all of the you know, discounted pricing. So, it’s like 20 bucks, right? But anyway, it’s just, it’s really been fun to see people buy it again. And like, great. Now I’m resetting. I’m doing another 90-day stretch. And so, it’s become like this companion for a lot of my customers and clients and even strangers who are finding me on Amazon, so it’s pretty cool. You hear that stranger?

37:48  

Gona finds it on Amazon. It’s called the High-Performance sales habits workbook. Yep, you got it? Can you hold it up again? Yes. Here we go. Orange is my favorite color. So Black? Is the New Black. Yes, exactly Alright, so there you go. It’s a high-performance sales habits workbook on Amazon, and you get a free course. When you get it. I’m assuming there’s going to be like a link inside that will take you to the free course. Yep, there absolutely is. They and you will gain access to it and have an amazing time. And I will tell you, you’ll probably get a bunch of amazing emails from me as well. And I know you would like that, okay. Emails are really important people. Do not skip it.

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Do not skip it and invest in it. That is my two cents on emails. No emails, emails are important. Emails are the number one sales media right now. Yeah, buying stuff like that. Works really well. Pretty much. Pretty much. Making all my money like that right now. So yep, emails are amazing. Get good at it. Hire somebody who’s good at it. Just do it. Yeah, for sure. Okay, so before we go, let me ask you.

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If you could go back in time, let’s say 10 years ago, and spend 60 seconds with yourself. What would be the one piece of advice you would give yourself? All right. So, 10 years ago, I was pregnant with my first kid. And I would have told myself that everything you want is going to come but you’re not going to know the exact path. So, chill out. That’s probably what I was.

39:42  

That’s what I wanted. So, you know, success is like not always the straight line, right? So, there’s ups and downs. There’s turns in there’s curves and certain things that have happened that when they did happen, I was like, is that positive? Or is this a negative thing? It actually just ended up being part of my entire story.

40:00  

and where I am right now is exactly where I should be, where I want to be both financially, personally, like everything came together, and it’s extraordinary. So sometimes you just have to believe in the journey, and you can’t always control what those steps look like. All right, well appreciate that. Cool. So, I think that’s about it. So, guys, again, check out the high-performance sales habit’s workbook on Amazon, by Michel Terpstra.

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You will also get a free course when you grab that, I recommend checking it out. Also, remember the three columns exercise that Michelle gave us today, the columns are action, thought and thought replacement. Correct. You help identify your own habitual, if you will sabotage patterns and, and the reasons why they exist and, and work on those because once you fix your columns mindsets, once you once you fix your subconscious beliefs, if you will, or at least become aware of them. You stand a chance to change your thoughts as well as your actions and decisions and that can change everything for you. Okay, so yeah, there you go. Michelle, thank you so much for spending this time with me. I enjoyed the conversation. And next time we chat. Thank you so much for having me. It’s been awesome.

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Thank you for listening to the list building lifestyle, get access to the previous episode’s transcript of today’s show, as well as other exclusive content at listbuildinglifestyleshow.com. Also, remember to claim your free copy of my best-selling book at www.igorsbook.com. It explains how I made millions with list building starting from scratch. Plus, I’ll give you $3,000 worth of free bonuses, including my best landing page templates, email, swipe files, and traffic blueprints. Go to www.igorsbook.com now to claim your free package.