Sales Mama Podcast with Sausha Davis

Stop Waiting to Feel Ready: It's Costing You Sales

• Sausha Davis • Season 2 • Episode 57

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You'll never feel confident enough. You'll never feel ready enough. And that's exactly what's keeping you broke.

In this episode, I'm breaking down the biggest lie we tell ourselves as entrepreneurs: "I'll sell when I'm more confident." But that day never comes.

We're talking about:

  • Why waiting to feel ready is actually your brain's survival mechanism working against your bank account
  • The biological reason your brain thinks selling will kill you (and how to override it)
  • 3 sales activities you can do RIGHT NOW that require zero confidence but will build your sales muscle fast
  • A real story of a client who made $15k in 30 days BEFORE she felt ready

The women who make money are the ones who take action before they feel confident. The confidence comes after. Not before.

Stop waiting for permission that's never coming. The money you want is on the other side of the fear you're avoiding.

Ready to stop waiting and start selling? 

Apply for Sales Mama School: https://www.salesmama.school/apply

Thanks for listening to the Sales Mama Podcast. If this resonated with you, screenshot this episode and tag me on Instagram @salesmamaschool or @sausha.davis so I can celebrate you taking action.

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SPEAKER_00:

Hello, hello, welcome back to the Sales Mama podcast. I'm your host, Sasha Davis, and today we are talking about something that's probably costing you thousands of dollars right now, and you don't even realize it. It's the idea that you need to feel confident before you sell. I have to have everything ready. Or that you need to wait until you're ready before you pick up the phone, before you send that DM, or before you make the dang offer. And I'm here to tell you today that that is total bullshit. You know this. You have to start before you're ready. That is how you build confidence. Okay, so let's talk about the confidence myth. Let me be really clear about something here. You will never feel confident enough if you don't start. You will never feel ready enough. You will never wake up one day and just be like, today's the day. I finally feel like I'm gonna be a salesperson. That moment does not exist. You create that moment. You create that moment by practicing, by doing the repetitions, by role-playing, by pitching yourself, by putting yourself out there in uncomfortable situations. That is how you grow your comfort zone. I see this all the time with women who come inside a sales mama school. They're waiting, they're overthinking, they're thinking, oh, if I just do one more course, if I just get this landing page perfect, if I just get my opt-in perfect, they're waiting for all the rest of the testimonials to come through, or they're waiting for them to just feel confident or to feel better. But in all reality, you guys know this just as well as I do, that the only way that you can get better at something is by practicing it, practicing it, practicing it, practicing it. The only way that you will get stronger is by doing the repetitions. So I always equate this to physical strength because people tend to understand that. Like if you want to have stronger arms, if you want to have stronger legs or a stronger butt or a stronger core or whatever the hell it is that you want to have stronger in your life, you put in the reps. You're not one day just gonna wake up and bang out a hundred push-ups. You start with 10. You start by doing it, and then you rest, you reassess, you see how you can improve, you see what you did great, or see what you could do better. That is the same thing with doing sales calls. You are going to suck in the beginning. This is gonna be the same thing with pitching yourself or having DM conversations. You have to find the flow that works for you. And the more reps that you can put in, the easier this will become. So cold calling, role playing, all of that stuff, okay? All of that stuff will help, but you have to, have to, have to put yourself out there and you have to practice it. Because if you don't, if you're just constantly waiting, you are going to continue to be broke. And that is no fun. Nobody likes to be broke, nobody likes to have no money. And so think about why you started your business in the first place, why you're doing sales in the first place, or why you want to make more sales in the first place, is so you probably can have more financial freedom, which then gives you more time freedom, which then gives you more time with your kids and the ability to buy things that you want to buy. It's never really about the actual money itself, it's about what that money creates for you. So, are you willing to be temporarily uncomfortable so that you can have the life that you live? And a lot of times people choose the route of comfort. They don't want to put themselves out there, they're afraid of judgment, they're fear of failure, fear of success, all the things. Okay. And so, what I want you to focus on is taking action first. Confidence comes after you take action. You're not just gonna one day all of a sudden feel confident. The other analogy that I give to some folks, um, I actually just got off a phone with a gal recently about this. And it's like you can read all the books and you can talk about how to drive a car and read books on driving a car and all the things, but until you actually get behind the wheel and put the car in park and practice the skill of driving, you are never going to become a confident driver. Okay. It's the same thing with sales. You can read all the books, you can do all the courses, you can do all the things, but unless you're actively pitching yourself and actively having sales conversations and actively overcoming objections and actively role-playing, even when it's uncomfortable, you're never going to be a great salesperson. You're never going to be a great closer. You're never going to make the amount of sales in your business that you want to until you put in the repetitions. Okay. I feel like we've all been sold this lie that we have to feel a certain way before we take action. Oh, that motivation will just show up, or you know, something like that. And don't get me wrong, every now and then you'll have that um inspiration that strikes and you want to do all the things. Great, capitalize on that. But waiting for motivation or waiting to feel confident or waiting to feel ready, that is a lie that is keeping you stuck at whatever income level you are at right now. Take action, take action. Seriously, that will be the game changer for you. Even if it feels stupid, even if you're like, shit, I probably shouldn't have said that. Or, you know, watch back your sales calls. This is how you get better. All right. The next thing that I want to talk about is your brain sabotaging you. Self-sabotage is a real thing. People struggle with it all the time. Fuck, I even struggle with it. There's times where I'll get so far out of my comfort zone that I will unconsciously, subconsciously sabotage my own success to put me right back in my comfort zone. Okay. So now let me tell you why this happens because really it's not, it's not your fault. Your brain is just wired to keep you safe and to keep you comfortable. That's what happens when you break out of your comfort zone. If you're not actively trying to expand your comfort zone, if you're not actively aware of your self-sabotage patterns, a lot of times you'll fall back into those patterns and put yourself right back into your comfort zone. This is why so many people end up only doing outreach for a few days and then they stop because it becomes hard or they don't get results right away. Or this is another thing that happens if people get a raise or they make a lot of money one month. They go and they spend it all, and then they're right back into the paycheck-to-paycheck cycle. Okay. There is a part of your brain that is called the amygdala. This is your fear center. And its literal job is to scan for danger and to keep you alive. And this was a really great thing when we were, you know, cave women trying to not get eaten by lions and tigers and bears. Oh my. But the problem today is that your brain cannot tell the difference between actual physical danger and perceived danger. So when you think about making a sales call or putting yourself out there, your amygdala actually fires up in the same way that you would or it would if you were facing a physical threat. Okay. So your brain literally thinks selling is going to kill you. Wow. Mind blown, right? So it will do everything in its power to keep you comfortable. This happens all the time. Anytime we want to improve our personal life, our business life, any of those things. It will tell you these stories like you're not ready yet, you're not good enough. Who do you think you are? You need to do this first, wait until this, all of that bullshit. And then you believe it because it feels true. But is it ultimately true? Absolutely not. Because feelings are not facts. Feelings are not facts. Feelings are important. We need to listen to our feelings. We're not just going to shove them down. Feelings are guidance. Fear is guidance. Okay. And so every day that you listen to that fear and take action or inaction on what your fear is telling you, that's another day that you're not making the money that you deserve. That is another day that you're not making money that you deserve. And this is the difference between a great salesperson and somebody who just runs a hobby as a business. Okay? Or a business as a hobby. All right. Your brain wants to feel comfortable. Your brain wants to feel comfortable. Duh, we all want to feel comfortable. But in order to get somewhere where we've never been before, we have to try something that we've never done. Okay. So comfort and growth cannot exist in the same space. You have to choose one. Are you going to grow or are you going to stay comfortable? And I don't give a shit what you choose. It's completely up to you. It's completely up to you. But don't sit there and say that you're you should be farther along when you haven't done the things that you need to do in order to become farther along. Okay. And your mindset is huge around this because if you're doing the things but you have a bad attitude about it, guess what? You're putting a bad attitude out into the world and you're going to get a bad attitude back. All right. What you put out is what you attract. Okay. And if you want to scale your business, if you want to hit those big income months, if you want financial freedom, you have to get really comfortable being uncomfortable. That is the secret. And so I want to take you through three sales activities that you can do right now. They're going to help you move the forward needle forward in your in your life, in your business, in your sales. Okay. So let's talk about what you can actually do. Not just concepts, but like actual things, because I don't want to just tell you about the problem. I want to actually give you a solution for this too. So three sales activities that you can do right now that require zero confidence. Like you don't need confidence to do these things, but it will help build your confidence. So the first one that I want you to do, and this is something that I tell my clients to do every day, is send five connection DMs. And this is connection DMs. We don't necessarily have an agenda with these yet because we don't know if we can help people. That's where clarifying questions come in. And this, in another phrase, is outreach. These are new conversations. These are not people that you have had conversations with before. Okay. So I'm not talking about sales messages. I'm not talking about pitching yourself or anything like that. Simply connecting with people, reaching out to five people in your audience or in your network and just start the conversation. Ask them a question about something that they posted, something that they said, tell them that you love something about them. Make it about them. It is about them. It's not about you. It's about them. Okay. And this is going to do one of two things. It's going to get you in the habit of reaching out first, which is going to help build that muscle. And, you know, this is the thing that people are most terrified to do. So I think just getting in the habit of messaging people in the first place is going to be something that's going to help build your confidence. This is also going to help build relationships that can then turn into sales conversations later. Maybe it's with that person, or maybe it is with uh, you know, a collaboration where you utilize their network, or maybe they send people your way. You just you don't know, okay? And you don't need quote unquote confidence to be curious about someone else. You just have to hit send. Get out of your head, get into your heart space, and connect with the dang people. The second thing that I want you to do is start sharing client wins and testimonials, okay? Share your client wins, share your testimonials, and then make an offer. Because guess what? You don't always have to be selling yourself. You can let the results do the talking for you. So if you post a client, if you post a client success story who maybe got results working with you, um, you know, and then say, if you want to learn more, you know, message me, blah, blah, blah, blah, blah. Okay. Tell their story, show the transformation, and then have a call to action. You can say something like, another thing that you can say is, you know, if you want resorts like this person, send me this word and we can talk. Or if you want, you know, this type of result in your life, book a call and let's chat more. Okay. You can have a CTA at the end of that, and that's it. That's not being pushy. That's not being quote unquote salesy. You're just sharing proof of what you do works and then giving a way for people to raise their hand if they actually want it for themselves too. All right. The last thing that I want you to do is to book three sales calls this week. Three sales calls. I don't care if you feel ready for these things or not. Book the dang calls. Get people on your phone. Practice makes progress. Practice makes progress. Okay. And maybe you close them and maybe you don't. But I promise you this: you will learn more from these three real sales conversations than you will of six months of watching YouTube videos about sales. Remember the analogy about the car? You can read all day long and watch videos all day long, but you will learn more being behind the wheel of the car than you ever will reading about it. Okay. And here's the thing about these activities, though, none of them require you to feel confident in order to do them. You just do them. You can do them all. Even if you're scared, even if you're fearful, it is okay. You can just be honest with those people and say, you know, this is one of my first sales calls. And sometimes people will take it easy on you. Okay. You can still do all of these things while you're sweating, while your heart is racing, while your palms are like sweating to death. Nobody cares. And the better, the more you do it, the better you will get at it. Okay. You will get better at it. And honestly, like if you do tell people, like, you know what, this is my first one, or I'm really nervous about this, or blah, blah, blah, blah, it is okay. People will understand. All right. So I want to talk to you about some of my clients. We'll call her Susan. Susan came to me making about three or so thousand dollars a month, and she wanted to scale, but she kept telling me, you know, like I wasn't ready. I don't have the systems in place. I don't have the automations in place. I need to finish this. I need to finish that. She needed to update her branding, blah, blah, blah, blah, blah. Okay. I told her the same thing that I'm telling you. You'll never be ready. You have to make offers, anyways, because your to-do list in business will never end. There will always be updates to do. There will be always be automations to do. There will always be fine tweaking. You will always have something to occupy your time in business. So I challenged her and she basically was like, okay, I did it. I talked about my program, even though it wasn't fully ready yet. She offered some founding members pricing. And guess what? She got sales calls. She got sales calls. And they were just short sales calls, you know, like 20 or 30 minutes. But still, she was booking sales calls. And in 30 days, she closed over$15,000 in cash collected. Okay. So with a program, this like she she did this without having her program finished, I will say. The program wasn't done, all the things weren't done. There's always an endless to-do list, but she did it anyways, okay? Because guess what? Again, you will always have to-do list, to-do list, to-do list. And people aren't looking for perfect. They're looking for if you've been somewhere where they want to go. Okay. And so now you can make money before you feel ready. Make money before you feel ready. Believe in yourself. Okay. Then you'll feel confident. Then you'll feel like a real business owner. But the confidence really comes after you put in the action, you put in the work, not before. And so even if you're just twiddling behind the scenes, it doesn't matter. Like there's a couple of clients that I'm working with right now. And actually, one of them I'm making do um a speaking or a workshop in front of my clients so that she gets the practice of doing it for herself. Because one thing that's been stopping her is she doesn't feel ready, she's not sure what to say, blah, blah, blah, blah, blah. I'm like, listen, dude, you are gonna teach in front of this group so that you can get the skills, get the abilities, get the confidence to then go do this in front of a different crowd. Okay. Because I've seen this pattern over and over and over. The women who make money are the ones who take fast action before they feel ready. And they don't get emotionally attached to a lot of things either. Again, we want to have emotions, emotions guide us, but we don't want to let the emotions run the show. We don't want to let fear run the show. And so the women who are the ones that are staying broke are the ones who wait for permission. And that permission, I'm telling you, it's never coming. It's never coming. Okay. So today, what I want you to do, again, step one, send five connection messages. All right. Step two, share some client wins, share some testimonials. And if you've ever like, I don't have client testimonials yet, share how the thing that you're doing has changed your life and how it can change other people's lives. And then I want you to move three deals forward and book three sales calls this week. You know, just simply ask them, hey, do you want to hop on a phone call and discuss this further? Okay. Put it out there on your social media. Hey, I have this many spots for calls this week. If you want to solve this problem, this problem, and this problem, here's a link to my calendar. If you have people opening your emails, if you have people clicking on your stuff, send them a dang invitation to have a phone call with you. Okay. That's all you have to do. So right now, before you finish listening to this episode, I want you to commit to one major sales activity today. All right. These are three things that I want you to do this week, but I want you to commit to one today. So you're either gonna go send the DMs, you're gonna post the offer, you're gonna book the calls, you're gonna do it scared, you're gonna do it messy, it's gonna be imperfect, but nobody cares. Just do it. Okay. Nobody actually cares. Everybody's so focused on their self that they don't worry about what other people are looking like. Nobody is gonna come around and like tap you on the shoulder and be like, you're not ready to do this. You have to decide right now that you are ready. And you have to prove it to yourself through taking action. The money you want is literally on the other side of the fear of the things that you are avoiding. Okay. So stop avoiding things, stop getting in your head about things, stop letting these limiting beliefs be the thing that slow you down. Okay. Practice makes progress. Put yourself out there. What is the thing that you are helping people solve? What is their problem? Okay. And how are you helping solve that? And that's what you gotta do. Connect with people, send the DMs, book the calls every single day, five days a week, seven days a week if you want, you know, but I'm I'm big on taking some time off. So five days a week.

unknown:

And if

SPEAKER_00:

Looking for help for or if you want help with this, if you're looking for help with this, if you're like, okay, I actually I actually need to work on my sales skills, I actually need to really focus on how I get more sales calls and how I close these people. I want you to DM me on Instagram and tell me what activity you are committing to this week because I want to help you make some money. Not someday, but today. So take a screenshot of this episode. Let me know what you think, what resonates with you most. And I want to see that you're doing these activities. So book the calls, send the DMs, connect with five people. You got this, and uh I'll catch you in the next episode.