Communication: The Key to Sales Success with Jocelyn Chong

Have you ever wondered how you can unlock your unique superpowers to harness a life by design, not by default? That's the fascinating topic we delve into with Jocelyn Chong, an internationally acclaimed executive and transformational coach with a rich background in finance and banking. Jocelyn invites us into her world, sharing riveting tales of her transition from a career in banking to self-employment, her brave risk-taking adventures, and the power of maintaining a positive mindset even in the face of setbacks.

Journey with us as Jocelyn walks us through her venture into the digital business landscape in the wake of the global pandemic. She shares her first-hand experience of converting challenges into opportunities, emphasizing the importance of resilience, adaption, and making the most of online programs in the new era of doing business. Prepared to be inspired as she tells the story of how she turned a crisis into a successful pathway in the digital age.

Lastly, Jocelyn imparts nuggets of wisdom on the transformative power of sales as a service. We engage in a vibrant discussion about the evolution of the industry, the significance of being audience-focused, and the need to operate from a place of excellence and service. And for those looking for a secret success formula, Jocelyn generously divulges her recipe for productive sales and the vital role of the right sales mindset. With Jocelyn's lessons, you'll be equipped to build global connections, maximize digital networking opportunities, and engage in service-based sales that truly resonate with your audience. Join us for this illuminating conversation.

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Read this for More Communication Tips!
Book on relationships written by the podcast host, Jennifer Furlong.

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Chapters

• 0:00 Unleashing Your Unique Communication Skills
• 4:26 Transitioning From Banking to Self-Employment
• 11:18 Starting a COVID-era Business
• 15:18 Building Global Connections Through Online Communities
• 30:50 The Power of Sales as Service
• 44:51 The Power of Sales Mindset

Transcript

Speaker 1: 0:00

your energy, your method. It comes from you. It comes from your own uniqueness, because it's only one of you and, sorry, there will always be competition, but that's not what we wanna worry our time or energy on. We want to really devote our time on really knowing what are your superpowers, what makes you unique? You're like, your use of experience you're upbringing, the way you renew your mind, the way you adopt new skills, the way you read, the people that you connect with. Those are making you so interesting.

Speaker 2: 0:45

Welcome to the Communication 24-7 podcast, where we communicate about how we communicate. I'm your host, jennifer Furlong. Today I've got a special guest. We're going to talk about something a little differently. It's still about communication skills, but we are coming at it from a sales type of viewpoint. But even if you're not a sales professional, now okay, I'm gonna tell you, if you're a sales professional, stick around. You're gonna wanna hear everything that we're gonna talk about. But even if you're not a sales professional, I want you to stick around, because the concepts that we're gonna talk about absolutely do relate to you and communication skills. So don't turn off the episode just yet. I just wanted to put that out there. So who is my special guest today?

Speaker 2: 1:46

Jocelyn Chong. She is an internationally recognized executive and transformational coach. She's a four-time number one international best-selling author, a global speaker, and she also has her own podcast. So we'll ask her about that a little bit later on as well. She helps ambitious service-based entrepreneurs and executives get unstuck in their businesses by mastering their mindset, to increase their sales results and live their fullest potential. I think we all would like to be able to find a way to live to our fullest potential Another reason why I want you to stick around. She is a heart-centered entrepreneur, a compassionate and resourceful person who thrives on human transformation and loves to help others to create a life by design. Jocelyn, thank you so much for joining the show. Very happy to have you here.

Speaker 1: 2:44

Thank you so much, jen. I love to just be part of this community and to share anything that is from my research for the last 22 years and also experience with working a whole host of people in the finance and banking world and of course, that's very much immersed in sales. So, yes, I will share stories and experiences and let's have fun.

Speaker 2: 3:11

Yeah, we're going to have a lot of fun. That's why I'm loving that we're going to have this conversation, because that whole world that you just talked about coming from a background in banking and finance and that whole area is so foreign to me. I have that is so not in my wheelhouse. You know, I have been in the communication industry for a very long time about 30 years and then I taught at the college level public speaking and human communication, intercultural communication, all of those things.

Speaker 2: 3:40

But when it comes from the sales aspect and especially in banking, you know, in those industries, I really love to hear people share their stories. You know their experiences from that, because I think we all can learn something very important at the end of the day, because it all is about learning how to improve our communication and learning how to just make connections with one another in a more effective way. So I think you're really going to bring a lot to the conversation. I'm just so thankful that you know you agreed to be on the show. So before we get started, would you mind telling us a little bit about yourself, like where do you live, where are you calling in from, and then we'll just take it from there.

Speaker 1: 4:24

Absolutely, sir. Hello, everyone from Melbourne, australia. So I'm based in Australia. I was formerly born and raised in Malaysia and I left when I was 17 to pursue my education in Australia and thereafter I made Australia my home country and now Australia is. You know where I live and where I created. You know 20 last years of career in banking and finance and following that I decided, after a defining moment, to set up my own coaching and consulting practice, and that's what I do now.

Speaker 2: 4:59

Yeah, that's amazing. So why the shift from being in the banking industry, the finance industry, and now, all of a sudden, you're working for yourself? You decided to become a consultant. You know you've created your own business out of this. What was the catalyst for that decision for you?

Speaker 1: 5:21

So in 2019, I ran through a redundancy and I was in the lowest point of my life. It really hit rock bottom because I thought that I'm going to create this career and, just you know, be trained and move from one step to another in the ladder, and I was seeing my ladder reaching to the heights of my career. But the banking system in Australia decided to shut down the investment division and all the major four banks decided to do that. So the bank that I was working for at the time the second largest bank in Australia decided to be the first one leading the shutdown. So I was impacted. I was very crushed.

Speaker 1: 6:05

I was feeling so lost in my career because I had this goal of building this career and working for this organization. I love my job, I love the people. Despite the pressure and the red race that I was in and I wasn't aware that I was actually in a red race I was, you know, so sure of the fact that, no, this is exactly what I want to do, because I was so conditioned in my life that you know, when you are raising a family of you know Asian background, they work hard, they send you to uni and you have a job in the banking sector and you push through and you work hard and you excel and you earn good money, you buy houses and then you retire at 65, 70, and then you get to really enjoy your life.

Speaker 2: 6:59

So there's that whole plan right there, right, just laid out.

Speaker 1: 7:02

That is the blueprint. If you follow that blueprint, you are guaranteed success in your life and if you actually die later, you're almost being awarded for following the right path. That's right. The interesting thing is the Australian Financial Planning framework actually teach the society in Australia that way. Like, literally, we give them that blueprint and you know we have, you know, projections of life expectancy that you should, you know, aim to live up to 86 by the age of 65. They're about you are allowed to retire and then you're allowed to have a good life. But you just got to work for your money. And, sorry, I was kind of like teaching the clients that way, because that was the philosophy, the guiding principles that we were taught in financial planning.

Speaker 1: 7:52

But I also knew my inner voice kept telling me that there's something more than this. It can't be just this blueprint only why? Because people who think more creatively, people who have got their own business, they create. They actually create something that adds value differently to the world. And part of me had that battle inside and said what if you get the opportunity to create the next chapter of your life? You know you have a good block of 22 years in the banking and finance world. But what if you choose to be able to create the next chapter of your life? And that's possible.

Speaker 1: 8:34

And sorry, it took me that redundancy to really shake me off and really, you know, sort of dawn on me that it's possible. It wasn't easy because you're living a lot of what you know, the certainty of life, you know the stability, the good income that comes in every fortnight. Right and will. I want to be going back to that cycle again over and over, under that kind of pressure, but you know, sort of push it aside because every day you just prepare yourself to go into that battle.

Speaker 1: 9:10

I thought there must be a better alternative and that I could explore what's the worst case scenario, like what would be the worst case scenario? I don't know, maybe because I was, you know, in my late thirties. At that point in time you kind of have a bit more life experience and you go. Well, you know I have enough life experience and I thought if it's the worst case scenario, then at least I will go back to, you know, explore corporate jobs in different ways. But I attempted and took that risk and created that business and throughout COVID it had worked really well for me. So I think COVID had really been such a blessing in a way that during lockdown I get to build relationships with people globally, and that opened up a lot of doors and opportunities for me.

Speaker 2: 10:01

Yeah, there are a couple of things I wanted to touch on as you were sharing your story. One of them is what a fantastic example. We have this idea of how we think our life is going to go and then something's gonna happen to rattle us, right, it's gonna shake things up, but you've shown some resilience in that. Hey, you know what there's gonna be. There's something else that I can do, right, and what's the worst thing that could happen? I love that attitude. It reminds me of a quote. It's one of my favorite quotes. I have it hanging on my refrigerator right now and it says jump in, the net will appear. And that's what it reminds me of. It's like we got one shot at this. Do it. And what is the worst case scenario? Well, I mean, life is one big experiment, right? So if this doesn't work, we're gonna try something else out and hopefully that next thing will work. I just love that positive attitude, that mindset to just kind of go after it, because if you don't, I mean you know what's gonna happen nothing if you don't try it. But if you do try it, yeah, it was the worst case scenario, but what's the best case scenario? Also? I think that's a question we have to ask ourselves.

Speaker 2: 11:18

The second thing that I wanted to touch on, as you were talking and you brought it to my attention, is that starting your own business in the age of COVID. I've heard a lot of entrepreneurs talk about this. You know we were all online beforehand, but really COVID just kind of pushed it into hyperdrive, didn't it, and it kind of helped everyone just become more comfortable reaching out to others across the world. You know I have relationships with people from all over the globe. I don't think otherwise I would have even had the opportunity to meet. So can you talk a little bit about that aspect as well? You know, as you're starting your business, what did you do to reach out to people? How did you begin to form those relationships?

Speaker 1: 12:11

Yes, sorry, what I did was sorry much, if you remember 2020. And there was an announcement and I remembered In Australia, where I live, the Grand Prix was about to take place. Two days before that and at the time we were one of the companies the booty companies that I was working for. At the time I remembered they were like announcing that you know what we might have to put on hold for or stop. You know, the Grand Prix for this disease has just been announced by United Nations. Then it's going to impact the world. It's like, okay, that's big. I was like, okay, that's real Okay. And so I thought to myself, well, that's really interesting.

Speaker 1: 13:10

But at that point in time, I already had set up my business. I started it as a side hustle and I went to work for an organization with a goal to buy a part of the organization and take it over after 12 months. So the goal was a pathway towards, you know, setting up that business, and it was so interesting. I thought I wanted to learn everything I could from an online perspective, and online was so hungry, and so I decided that I am actually going to do B School by Marie Forleo, because she had all this online stuff that you know I could learn because I work for a major bank. We don't do like email sequence, like you know, online the way we do it. We don't have a funnel. We pretty much have such a huge organizational structure that our systems has already been embedded. There's no such thing as like creating that funnel to that level and to that detail. It's so interesting.

Speaker 1: 14:14

So I started to like be curious about it and within I almost remember, within like a day or two, someone said have you ever thought about you know, doing something online and learn about you know an online program and social selling? And I'm like, oh, is there such thing? Because prior to that, I knew that a lot of people already do the lifestyle of traveling as a digital nomad and having a coaching and consulting business. Right, I sort of kind of followed people who are like doing that lifestyle kind of business and I thought, oh, that's really fine, that might be something that I want to explore and consider, but I needed to know the behind the scenes.

Speaker 1: 14:57

So I did that program and that really, then that community was like 10,000 plus people. It was like whoa, facebook and Facebook group. Like I have, prior to that, never had to ever connect with anyone because we have a pool marketing strategy, so people come to us. It's like and then there are so many different categories of marketing and that's where I learned about online community Facebook group and I started to connect with people like in the Facebook group and build friendships because we are like start our first lockdown and I'm like wow, this community that can talk to people in US, people in New York, people in LA, people in the UK, people in South Australia and different parts of like country where usually you only meet people face to face and it made it so possible.

Speaker 1: 15:53

People are saying, yes, we'll have a 20 minute online chat on Zoom with you, no problem, there was no objection or anything like that. And I was like, yeah, so I started doing that and I didn't think too much about any objections because I think it was so acceptable and sorry, that was how it started. Then people referred me to other Facebook groups that are like global Facebook groups that people are building and started to connect with people who are authors, who are writing books, and that's how another avenue opened up for me. And then podcasting. It was like, yeah, you can podcast with inviting guests from different countries. It's like, oh, it's for that, and it's kind of like you're learning and the more you learn, the better you experience the doors open. It's like this is pretty fun and that's how it all started. It wasn't like overthinking or anything like that, it was just that sort of door started to open.

Speaker 2: 16:56

Yeah, yeah, I think because you approached it from a place of curiosity, right? You just kind of, hey, let me try this out and see who I can meet, and I have no idea what's going to happen, but let's see who's in these groups, who are these people, and let me learn. Did you ever feel like you were pitching yourself, or did these relationships just kind of gradually grow organically through just conversations like this, like you're just genuinely interested? I just want to know who you are, and there was. Did you ever feel like there was an agenda to it at all, or was it just kind of yeah, everybody's just here having a conversation and we just so happened to make these connections through that?

Speaker 1: 17:47

I think what was really interesting, everyone wanted support because we were in lockdown. So any kind of community support with another human being that is willing to communicate with you just happens Like that's all. That's the main thing. I think people were looking for support at that point in time. And if I can just connect with another human being although physically I'm in lockdown, but in my lockdown I still can connect with another human being, it was that comfort, it was that ability to share and I think because everyone globally was going through that and don't know what is going to happen next, the uncertainty whatever, that we can actually speak to another. It's just that sense of deep community support and that was what I felt and then people were very willing to share. It was like I knew you, jen, you were like my next door neighbor. Now you're in a different country, but I don't think that way. I just think we're just a global community and also I think I've always had that global mindset and that just made it happen quickly for me because of COVID Always wanted to see things from a global perspective but didn't know the how, and with Zoom it made it so easy for us and then, when you're part of very thriving and flourishing community that at the time I was going through the program and from that program it led me to new, maybe accountability groups that were part of you know, and then they might go hey, join another women's group, join another networking group.

Speaker 1: 19:37

And that's sort of like, build that, support that network. And I think the main part I do want to point out is that everyone was an entrepreneur at that point in time, whether they are new. And then you know, very early stage and everyone's curious to also learn, and the mindset was that we have a common goal, that we want to build this business together, we want to support each other, we want to collaborate, we want to share knowledge. We came from different level of expertise and it just sort of, yeah, made it really possible.

Speaker 2: 20:15

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Speaker 2: 21:09

But there's something about meeting in an online group that for me, it really has been fruitful in the relationships I've been able to develop. I've gone to the face-to-face things and I've made a couple of acquaintances from them. But I will say there is something about it's almost more intimate, in a way, when you get into a Zoom call and, even if there are several people, if you go into breakout rooms and you're able to have these conversations. I don't know, maybe it's just something about you've got full focus, full attention. They have their full attention. It has been different. Do you find that? Are you starting to go back to face-to-face meetings and are you seeing differences and similarities, like I am?

Speaker 1: 22:02

Yes, yes, yes, I have, and it's so interesting. So the last year or so I went back to in-person and what I found that in-person, yes, you meet people in a networking group. You say hello, you share the table, everyone's nice sharing a meal of lunch together and then doing the one-on-one after that is actually quite challenging. Very few people are willing to jump on a 20-minute call locally because it's an effort. I don't know, maybe it's an effort for them, but when I do it and make an offer to do a 20-minute call with people I meet online from an online networking group, it was easy. I just do my Emily Ling and they're like, yeah, we'll catch up with you next week.

Speaker 2: 22:53

Yeah. So if there's a young entrepreneur out there who's listening to this, someone who is just getting started early in their career and this is for anyone really, I mean at this point, whether you're in sales or you're in some other industry and you're really interested in getting jump-started, I think it's probably a really good idea to don't discount the online communities that still exist, because I think it's a fantastic way to get to know people. I think people misunderstand when you meet people face to face. For some reason, they think it's going to generate, I guess, a stronger relationship. Maybe or maybe, but like you, I've had the opposite happen. It's been much easier for me to cultivate these relationships with people I meet online versus the people that I've met through these face-to-face networking groups. It's kind of odd in a way, isn't it? I don't know.

Speaker 1: 23:54

Sometimes I thought to myself maybe it's because the personality right Some of us prefer that. Like I am an introvert by nature but I love meeting people. When I'm with people, I'm with them 100%, I'm present, I'm fully focused. But then I also like to retreat. But when I do online I just find that after I turn off I don't have to go into your car, drive home and maybe that gap can also start to eat up a little bit of the energy. And also you've got to wake up early, prepare and then drive to the location and find a park and then prep yourself up and go.

Speaker 1: 24:35

All right, I'm going into this. I want to make sure that this is the intention I'm setting up for an in-person networking event and it's a different kind of energy that you bring into the meeting. You've got to be aware and you've got to be understanding how you navigate in to join a group and how you graciously remove yourself from a group that you want to move to another group to have a conversation. It's just this different techniques of handling who you are when you are in an in-person networking event and online. So online you know that you've got to do your I-Help statement. You've got a link there you want to connect through, link in. If you get that prepared and you have got that in a one page, you can cut and paste and then people who want to connect with you they will connect with you. But on the other side you find that you've got to give business card invite and there's no right or wrong. I think ultimately is to know what works best for you and for me, because I am building a global community.

Speaker 1: 25:47

Sorry, I found that connecting with people online and in-person I probably don't do as much as I used to do before COVID online. I just find that people are so much more vulnerable to share the stories, the insights. People are just so much more comfortable to share. Maybe it's in the comfort of your own home, so security, that stability, and that you're not in a foreign location like a cafe and you're trying to understand yourself Because it's a different level of self-awareness.

Speaker 1: 26:29

When you walk into a group and you're like, okay, which group? Your brain will go? Do I woke up or do they woke up to me and say hello? It's all these minor, subtle differences. But also people judge differently when you're in an online networking group and offline networking group, so offline people will be like all right, looking at what, how you dress right and whether they will be more comfortable to walk up to you and say hello, jen.

Speaker 1: 27:01

This is the first time where it's online. You are in a 2D, you are communicating in a breakout room. Everyone gets two minutes to talk about what they do, who they like to be referred to. It's a very different focus, it's more strategic, and then after that you want to catch up, whereas on offline it's this more conversation, but it's a different way and I feel it takes longer to deepen the relationship. On an offline networking group there's more things that people already judge when you walk in or when you know the subconscious judgment. Right, you know they say you make impression within seven seconds and so the body language plays such an important part, right?

Speaker 1: 27:50

And it's actually walking in even before you say anything. And if you know the breakdown of like 55% is your body language, you know who you are, the brand that you are, and then 38% is your tonality when you speak to them, and then 7% is just your words. You could go in and say and say hi, I'm Jocelyn Chong, you know, I'm new here today. Or you'd be like hi, I'm new here today. Completely different, that's right.

Speaker 1: 28:23

You know you're hoping that someone would come and make you feel welcome, or you could walk up to them and say you know I'm new here today. I'd love to you know, get to know a few more of you. This is my first visit. Tell me what you do, so different. But that example I've just demonstrated requires a lot of confidence. I know that because I had in my previous workshop that I led in person. I actually did an activity for people to really get comfortable to just do that segment and people are like.

Speaker 1: 28:58

I thought about it a million times. But, gee, when we do it, the activity, it takes a few practice to get comfortable with yourself, your posture, the way you walk up to it, the way you go. I'm in my authority, I'm here to serve. It's a very, very different mindset and different, different energy that you carry.

Speaker 2: 29:20

Yeah, you have to prepare in different ways. So someone who was brand new, you know, starting out in this career path, what advice would you give them In terms of how they prepare themselves? Because, earlier I said, you know, even if you're not necessarily in the sales area, a lot of the stuff that we talk about, we really are kind of in the sales area, right. I mean we are pitching ourselves. Whether you are networking because you want to create some relationships or you're trying to find a job, you know, whatever it is, I mean we're pitching something, right. So we may not want to, you know, call it sales and we'll talk about that in a few moments. You know, like some of the things, some of the negative things that people think about the word sales, but what would be some advice that you would have for somebody? Because we do have online, we have, you know, in person. Now, how do you prepare for that? What do we do?

Speaker 1: 30:21

So the first thing that you want to prepare in terms of sales is to, number one, define what sales means to you.

Speaker 1: 30:28

Now here's the thing a lot of us think about sales because books and society and systems and media taught us sales is like car sales means they are very salesy, they're pushy. So that persona stuck in our brain. So number one is to really renew our mind that sales is just service. If you have not taken any key takeaway from this episode, the one key takeaway that I want to invite you to write it down or note it down in your notes on your phone, is sales is service. The reality is all of us sale every single day. You sell an idea to your partners like can you pick up the laundry please? That is sales.

Speaker 2: 31:12

That's like you know you just say that to them.

Speaker 1: 31:16

You know you talk to your kids and, like you know what, can we just make sure that you know we do this tomorrow, this weekend, we, like you, are actually selling the idea to them. Okay, so sales is service. And if you think that sales is service and you're coming from a place of total service, as in in the best interest of the other party, you can't ever go wrong because you're coming from a place of integrity. You're coming from a place of unconditional love. You're coming from a place that I am going to help you be better than I have found you. Think about that language from sales and redefine it. And this is how I teach my clients and help them understand that sales is different from how they thought and how the systems, the media, the society has taught them through generations to come, that sales is transactional. This sells these ikky. Then think about just sales. I'm serving someone.

Speaker 2: 32:17

I really love that. It reminds me, you know, I've been teaching public speaking for a long, long time about 18 years now and that's one of the things that I talk about early on is you have to remain audience focused. Remain audience centered. You really have to think about what is the message that you're sending and how are they going to be able to relate to it. So you want to tailor that message to that particular audience so they can get it, they can understand why it's important to them to hear this. So I'm hearing something similar from you.

Speaker 2: 32:56

You know, in sales it's not. You know, don't think about it as sales. You know you're being of service and think about how that your being of service is going to help them, you know, by remaining focused on them. That's fantastic. That's wonderful. So you've been in the industry for some time now. Have you seen some important changes over time? Like, do you think that the industry itself has evolved? Do you think the people who are gravitating toward you know, being in the sales industry, have they evolved? What are some of the things that you have noticed, I guess, over the you know, over time?

Speaker 1: 33:39

So sales is always around us. It is everywhere every day, whether it's coming to you from an ad, whether it's coming to you from an email, whether it's coming to you from a friend who say hey, you know what? I just gone to the best cupcake shop you should go to that is still, that's really still right. And my dad is so funny, like recently. He is like he's he's just into testing a lot of tequila. He's like he's telling the idea to me. This brand is really good.

Speaker 2: 34:10

I was almost so convinced that I would buy, because let me try that out.

Speaker 1: 34:17

This is such a good brand man. You know I'm like gee. You could sell for that company. But think about it. Everyone is selling every single day. The changes that's happening is that a lot of people have pulled back away from sales because everything is sold through internet at the moment.

Speaker 1: 34:36

And so, rather than being sold to us, you then have the desire. You go to Amazon. You find the one is highly rated, lots of good review, you buy. Or the other way it's coming to you is through a lot of sponsors, at either on your Instagram, on your Facebook, and you see that and they'll show you before and after. You're like, gee, this mascara is so good, I am buying and pulling out my wallet and paying off. It's actually really interesting in terms of sales.

Speaker 1: 35:07

So the art is at the moment, whatever that we are talking about, sales is still a very, very lively topic and a lot of people still learning the art of selling and selling. That we need to learn in the new generation of thinking is that sales is service. If you come from a place that you want genuinely that person to upgrade their skill, really improve their life, because you're helping them understand maths better and you're a tutor, or whether you are helping them in a way that their kids can swim better because they go to this coach. So in a way that how can I better the society? And if you come from that place of abundance and not scarcity, because there's also scarcity sales tactic that put you small, make you make decisions that too quick that you then have bias remorse. That is not the place that you want to.

Speaker 1: 36:09

So think about all right, if I am selling anything, you could be selling real estate. You could be selling a new mark today. You could be selling creating journals, beautiful journals for people or you could be selling a service service to help one, you know, make the best. You know amazing chocolate cake. Whatever that is is to come from a place that I am of service and that when you come from a place of service this is what I've heard from someone who is an amazing, amazing coach recently that I got to know excellence in you would do the excellence out from a place of excellence that I am here to give the best delivery and excellence to someone. The formula of that coming in return is going to be excellence anyway. Yeah. Yeah, it's where you set your standards and foundation and that that will be then what you receive. So we are very magnetic being yeah, we have very energetic being.

Speaker 1: 37:11

Sorry, if you are coming from a place of excellence, you would then attract excellence without a doubt. That is secret formula. That is really the secret formula.

Speaker 2: 37:23

So let's say I've got my service or I have the product, whatever it is. You know that I'm, that I'm selling, and it's so crowded these days. We get inundated with so many messages through, like you were saying earlier, whether it's through email, you know, or advertisements you get on the internet. You're watching television, you're listening to podcasts like this. If you have, you have this excellent message and you are confident that you are keeping your audience in mind. You know, and that you want to be of service. You have this amazing thing that you know is going to benefit. How do you cut through the noise? You know what, what, what do you do in order to differentiate yourself from all the other noise that's out there?

Speaker 1: 38:14

Yes, very, very good question. The best and only way to really cut through the nail Sorry, cut through the noise it's to be yourself 1000%. If you want to follow or model of us after someone's success, you want to make sure that that modeling you have got 100% of your own print, your energy, your, your method. It comes from you, it comes from your own uniqueness, because it's only one of you. And, sorry, there will always be competition, but that's not what we want to worry our time or energy on. We want to really devote our time on really knowing what are your superpowers, what what makes you unique? You're like your use of experience you're upbringing, the way you renew your mind, the way you adopt new skills, the way you read the people that you connect with, those are making you so interesting, and so the more you dig deep and stay on your own lane, that's going to stand out from the crowd.

Speaker 2: 39:24

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Speaker 1: 40:05

Because there will be always people that will compete. And if you devote time on working out what your competitor is doing, that block of time, why not turn it around and use it to go? How can I do people? Why am I so unique? What is it that is this burning desire of mine creating this offering and wanting to put it out to the world?

Speaker 1: 40:34

Like, go deep, like discover yourself even more, because the more you know about who you are, the more you can give to the world. It's not the more you know about someone else. It's actually the secret here. Like I'm telling you like deep, deep, quality secrets. Yeah, you have to know who you are. People want to know who you are.

Speaker 1: 40:57

Don't play small, because a lot of people are playing small, because a lot of people will look at someone else and go oh my God, they post that amazing travel. Now, which bitch that I need to go and make that picture so that I'm equally as popular and cool and you know, then I can post it. Just be who you are and know that you don't have to post that travel experience in some amazing beach down Bora Bora Like one is yours, like it's really important to come back to studying about you, studying about who you are, your personality, your behavior. Remove all the false beliefs that you've been carrying Right. We all, over the years, have got different false beliefs that we tend to carry, and the more you remove them, the more you allow your mind to be renewed, the better you're going to show up that just nobody can compete with that, because when you invest in that, you're going to serve at the highest level.

Speaker 2: 42:03

I can definitely see that because when you think about it, when we purchase products or we want to spend money on, you know a coach or a therapist, you know, whatever it is, whatever kind of service industry, you know, fill in the blank, someone to take voice lessons from. It's really not the product so much or the service itself that you're really buying it, because of the person that you're buying it from, right. So the brand I've heard a lot of people in the industry say that you know, yeah, you, whatever the product is there's, there's that brand. You know your company is the brand, but then there's also you as the brand, and that's that's who people are going to navigate. You know they're going to naturally navigate toward. That's what's going to make them want to purchase your product or to purchase your services, because they like you and what you stand for, what you represent. So that's a really interesting way to look at that. You know to focus on yourself and think about yeah, why would they want to purchase that service or that that product? Let's face it, we could probably get it from anywhere, right? So why would they want to purchase this from me? What am I bringing to the table? I really love that.

Speaker 2: 43:26

You know that thought process of developing yourself, and that's really closely aligned to what I talk about with communication skills as well. Peel back those layers, learn who you are and that way you can you know it's going to help you better create those relationships and maintain those relationships and the longterm, if you can just be your authentic self, just be you, and then the right people will stick around. Right, the right people you'll make the relationships and and they're going to be the ones who want to stick around. Yeah, I really like that. So you talk about mindset. Can you tell us a little more about that? You know, when you say mindset, kind of describe for us what it is you're talking about and how is it that that can help translate to you being more successful in your career path, whether it's in sales or you know really anything else?

Speaker 1: 44:20

So my background has been in sales, in banking and very much around customer service, and so those just are like every day we leave, we breathe it and the mindset is really important. So a lot of the training that I provided to my clients on my teams in the past is that your mindset dictates a lot of what comes out from an energetic perspective when you actually work with people. To give you an example, I have got you know one of my advisor at a time. Everyone, like I, look after 34 of them reporting to me One of them. Everyone just loves him Like. All of them are trained the same way, same qualification, same ability to give you the strategy. But why this person stand out from the rest of them is because of the way he relates to people. The mindset that he walks into any meeting is how can I serve you, not how can I get this deal today? Right, right yeah.

Speaker 2: 45:35

What can you do for me?

Speaker 1: 45:39

I sat on thousands and thousands of meetings as a manager, as a coach, as a coach, as a trainer, and what I noticed is that every time I sit in the meeting and observe their meeting people who has got that agenda for themselves? The client cannot quite pinpoint, but they know in their intuition that this person is talking about it not for me but for them. But when you actually sell for them and you, like, can articulate that you believe that that is the best strategy for your client and that it's going to get them results, there's a different tune and the client will go. Where do I sign? Yeah, Like I witnessed that so many times. Yeah, and I have got advices that can do 80% close rate because they just knew how to help someone. They just articulate.

Speaker 1: 46:39

They know that will give you the value. We can really detail that, itemized that, explain that to you in a simple way. But for those who are like self-interest, their mindset is that this month I got to make 20,000, which means this client. I got to secure it and I'm going to walk in and I'm going to convince them. You can convince through the cow, come home right and someone can sign and guess what. Equally, someone will also then down the track goes.

Speaker 1: 47:12

That was the worst experience, because I am the person or the manager that had to deal with that complaint later and you go back to the fouls. You go back to the conversations with a client. You call the client and you ask the client, why did it happen? And you go yeah, it's not the first time that I witnessed that. When you lead a team, you see people in team meetings, in different events, you watch their behavior, you know how to interact and it's like this is for me. I'm in there for me. I'm going to make 300,000 this quarter and, sorry, this is what I'm going to champion through and then I'm going to also then suffer from getting a lot of complaints.

Speaker 1: 47:53

People just like you know what. It's a very forced transaction because, like because they feel it's a very forced transaction, they don't stick to it, they don't show up, they don't implement it. You can create and execute it, but the implementation is not going to stick, and so I've also witnessed that, and so it is really important, when it comes to sales mindset, to really coach yourself on the right mindset before you go in. Do you believe that what you offer is in the best interest of your client? Why do you want to offer this, and how you can articulate to them in the most simplest way that it can add value to them, that the lines are better they will get results from either.

Speaker 1: 48:38

you know, if they are in communication they are more confident, they can actually really step up. You can see, you can see the, even if it's, you know, service base and sometimes it's non-tangible, but you can see results. And if it's a tangible result you definitely can Itemize and quantify the results. And so it's really important that that subtle part of any sales mindset is is in the best interest of them and you can really really explain that in a simple way. It makes such a huge difference. But that is not written somewhere.

Speaker 1: 49:16

You know, like in this book, that that comes with knowing who you are. But I can actually say if you believe in yourself, you believe in your product, you believe in your clients. Those are the three basic basic fundamentals when it comes to serving others. Believe in yourself that you have got the skill, the knowledge, the experience. You've done your research. You know that is in the best interest of your client. You've got to believe that number one in yourself. If you don't believe in what you love about the job that you're trying to help someone with, then there is, you know, work to be done right, whether it's misalignment, whether you need to upgrade your skills or whatever that may be. And then you got to understand the product inside out what, what is this product going to do for my client, whether it's a you know product or service? How can it benefit someone else? And then, finally, you got to believe in your client, that your client is smart enough to execute it. They, they want the product. It is going to help them. So basic fundamentals.

Speaker 2: 50:24

Yeah, I've been on the receiving end, where I've before. I have felt like I was almost bullied into making a purchase and that absolutely is not, you know, a good feeling and, like you mentioned earlier, that resulted in oh you know what buyers remorse. I actually don't want this. And then you make the call and you cut off whatever it is. You know that you just purchased. I mean, I've had that experience and I'm sure a lot of people listening to this have had. Yeah, you too had that experience.

Speaker 1: 50:55

I spent almost as much of my experience. I can tell you all my mistakes. I call them gross mistakes. It makes me a better person.

Speaker 2: 51:04

Yeah, yeah, so can you share? So, someone who's listening and they're getting into this field, you know for the first time, or you know, maybe they've been in this field for a while, I don't, I don't know Would you mind sharing with us maybe two or three of, like, your top lessons learned? You know, I have a feeling you've probably shared a lot of them. You know, along the way, talking about mindset and you know, looking at it in terms of your, your offering a service, you know, versus the sales mindset. But do you have a, I guess maybe just one important lesson learned like a funny story that you can share where you're like, well, that right, there is absolutely something I will never, ever, ever do again. Lesson learned.

Speaker 1: 51:52

Yes, yes, I have got so many, and I think the one that I will share today was you know, I had like you all, I'm sure you know make decision because it is always the glossy, look right, you know, shiny object. The thing that they pitched to you is sound so nice and their words are so sweet, and then you don't go and do your due diligence. That was one of a mistake that I made. I'm like I was so buy into their great sales page. You know, they told me that they're going to get me these results, but then there's certain things that like in your system that's like missing and I kind of ignored it and I didn't really follow, like I had a due diligence system in my head, right, like kind of like, all right, think, you know, when you hire someone, you should have certain things.

Speaker 1: 52:51

But I was so caught up in their words, in what they say, in how they present themselves, and then I went in and it was like a can of worms and I was like, oh my God, yes, that's a very, very expensive one, it's a five figure one. And I learned very much from that and I told myself, all right, this is just a really strong, powerful lesson to really not buy into the words only and because words can be very sweet like sometimes, people can hire the best copywriter and write the sweetest sales page and you can be sucked into it and then you fail to actually do your own due diligence and ask the right questions during the discovery call to really understand what they can truly deliver. And sorry. It's really important to take the lesson and do your due diligence for yourself. Ask if you suck out and your instinct tell you that something is missing, something is not right. Make sure that you really listen to it and honor your own instinct.

Speaker 1: 54:01

So, that's what I would recommend.

Speaker 2: 54:03

Yeah yeah, that's not a good feeling. We definitely don't want anybody to replicate that feeling at all. So is this what your podcast is like? Do you? What kind of topics do you cover in your podcast, because I know we're starting to run short on time, but I wanted to just let the audience hear a little bit about you know. What are some of the things that they could listen to if they want to come listen to your podcast? What are some of the topics that you cover? What do you talk about?

Speaker 1: 54:30

So in my podcast it's called Magnetic Networking Accelerator. It's about magnetism and also really around a lot of people that the lessons around their own story, their own journey, how they rise through adversity, their pain points, and then I also share tips on what I notice about sales. What I noticed is about communication, visibility and how you can really be your best self, really craft the life by design, because a lot of us felt that externally, it's external power that caused us to do that, but it's actually internally. You know what we can control. Think about what can you control in order for you to move forward right. So move forward with you know what is something that you can't take charge, because all of us, if we think about what we can take charge, is so powerful, and so I have got those things and if you come and visit my podcast, there are those you know topics in there and pick and choose which one you know you feel really pulled to listen as well.

Speaker 2: 55:47

Yeah, it sounds wonderful. It sounds like it'd be a great compliment to this podcast. So I'm eager to listen to some more episodes. You know myself, because we both know, even though we're in these industries for a very long time, the learning never stops. I learned something new every single time I have somebody on my show. You know every single guest, so I absolutely love that and so I encourage I'm going to encourage the listeners to also hop on over and listen to a few of your episodes, because I'm sure I am certain after this conversation, that they're going to get something you know out of, out of your podcast. I think it's absolutely wonderful.

Speaker 2: 56:25

I really enjoyed this conversation. It's been just a. I just really enjoy finally being able to have this conversation with you listeners. Y'all don't know, but we were supposed to do this several days ago and I kept having to reschedule and Jocelyn was just so gracious and she's like no, it's fine, I understand things happen. So I mean just extending that grace to me. I knew that I was going to really have a great time having this conversation with you, jocelyn. So thank you again so much for being a guest on my show. How do we get in touch with you Let the audience hear what your email? Are you on different social media platforms? What's the best way to get in touch with you?

Speaker 1: 57:08

Absolutely. One of the ways that you can connect with me is on LinkedIn or Instagram, and I have got a gift If you want to download a free ebook. You know five levels of things that you can do to upgrade, you know, your success in life. Just download that ebook. Is a free gift from my website. Topdue, topdue, topdue, jocelynchongcomau, and yeah, grab your copy.

Speaker 2: 57:35

That would be awesome. That's fantastic, and we'll absolutely make sure that we have the links in the show notes. That way, it's very easy for anyone listening. Just hop on over to the show notes, click on that link and it'll take you to Jocelyn's website so you can download that free ebook and check out everything else and also listen to the podcast. All right, everyone. Well, before I close out, is there anything else that you wanted to close with Jocelyn before we end this? Is there anything I didn't ask or just a final message that you wanted to say to the audience before we end?

Speaker 1: 58:13

Well, everyone, just you know, make sure that you deepen your self-love, because the more you love yourself, the more you do the inner work, the more you can give to the world. And so, you know, make that a lifelong learning. And I am a lifelong learner, I don't settle, I continue to grow, I continue to invest in my own personal growth. And so that's, you know, one advice that I want to encourage people to think about. And, yeah, enjoy life, enjoy life.

Speaker 2: 58:41

I love it. That's a fantastic end to the show. Thanks again. All right, everybody, take care of yourselves and we will see you next time. Bye, Thank you so much, Jen.

Speaker 1: 58:52

Bye.

Speaker 2: 58:59

Thanks for listening. If you enjoyed this episode and you'd like to help support the podcast, please share it with others, ask about it on social media or leave a rating and a review.