Sales Mama Podcast with Sausha Davis

Why Your Perfect Offer Isn't Selling (And How to Fix It)

• Sausha Davis • Season 2 • Episode 58

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You've built the perfect offer. You know it works. You know it gets results. So why aren't people buying?

In this episode, I'm breaking down the #1 mistake that's killing your sales before you even get on a call: selling features instead of outcomes.

Most women are out here listing modules, calls, and deliverables thinking that's what sells. But here's the truth: people don't buy features. They buy results. They buy transformation. They buy the version of themselves they want to become.

I'll walk you through:

  • The difference between features and outcomes (and why it matters for your revenue)
  • Real examples of how to reframe what you're selling so people actually want to buy
  • Why your prospects make buying decisions based on emotion, not logic
  • How to lead with outcomes and support them with features so your offer becomes irresistible

If you've been wondering why your sales aren't converting even though your offer is solid, this episode will show you exactly what to fix.

Perfect for: Coaches, consultants, service providers, and women entrepreneurs who want to close more deals without changing their offer.

Listen now and stop leaving money on the table.

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SPEAKER_00:

Hey, welcome back to the Sales Mama podcast. It is just crazy to think that it is the end of the year. Like, where did 2025 go? But at the same time, I'm like, get the hell out of here. It has been one hell of a ride. And for those of you who follow along with astrology and all that good stuff, this year has been the year of the snakes. So it's been all about shedding and releasing and letting go. And next year is the year of the horse. And it's all about claiming that strength and abundance and stepping into all of the things that you are meant to have. Um, I'm also a Libra, and so I've been following along with all the Libra stuff lately, and I'm like, yes, I hope and pray that everything they are saying is true because I have been feeling it the past couple of years. And, you know, I I still, you know, put in the work, I still do the things, but it it's been, you know, I've had a couple of decent years, money-wise, but um personal-wise, there has been some shit that has happened. And so I am just ready to step into an easy abundant year. I don't know about you, but I am ready for an easy abundant year. And I'm ready to, you know, step into that new version of me and let go of these things that no longer serve me. And that's in life and business and friends and family and all that stuff. And I don't care what level of business you're at, I think we all have things that we need to let go of. You know, I don't I don't really believe in the people out there that look like they're perfect and act like they're perfect. I just don't even believe that shit anymore. I'm like, yeah, get out of here with your perfect bullshit because I know you're hiding something. And so I just want you to know that I want to keep it real, I want to keep it raw, and not everything is, you know, unicorns and kitty cats all the time. Like sometimes shit really hits the fan and you have to keep showing up. Your business is not going to grow without you, which is why it is so important to have the systems, to have the automations, to have these things built in the back end, so that if you need to step away for a week or a couple of weeks or hell, even a month, that you're still gonna bring in revenue and people and still make shit happen, even when you're not a hundred percent yourself. Okay. So today what I want to talk about is in the in the umbrella of offer clarity and positioning, because I've had some new clients this month, which I am so fucking stoked for these uh new new people that I've been working with. They are ideal clients. They are ideal, they are ready to rock and roll. They are like, you know, the people that just come to you and they're like, yep, I'm in, let's do the damn thing. I'm like, fuck yeah, you are my people. Anyways, one of them was asking some questions about one of her landing pages, and so she's you know, hey, clarity on this, clarity around that, clarity around this. So I want to talk about that clarity and positioning and the difference between outcomes and features. And so I'm actually going into my sales mama school membership site, and this is one of the lessons within here. So I'm just gonna go in and pull some pieces from this lesson and just share a little bit about this, okay? Because this is where women lose the sale before they ever even get on a call. This is where they lose the sale in their marketing, this is where they lose the sale in their messaging, this is where they lose the sale in their email messaging, all of it, because they're talking about features, they're talking about, oh, and you get this and you get this and you get this. And at some point, yes, you have to talk about that stuff, but people want to know what the outcome is going to be. How is it going to benefit them? So instead of saying something like, oh, you're going to get weekly calls and 12 modules in a private community, blah, blah, blah, blah, blah, what are they actually going to get from that? Okay, people do not buy features because if just like any other coaching program, just like any other boutique, just like any other insurance agent, just like any other realtor, great. The process is almost the exact fucking same. So what are they going to get by choosing you? Okay. Every other coach out there is gonna have a membership or a community or uh modules and lessons and blah blah blah blah blah. Great. Every other store is gonna have products or clothing or blah blah blah blah blah. Every other insurance agent is gonna walk you through a discovery and figure out what your needs are. Every other realtor is gonna do the same damn thing and then show you some houses. What makes you different? What outcomes are you going to provide for them? What results are they going to see by working specifically with you? Okay. What is the transformation? That is what we are looking for. People buy results. People buy transformation. They buy the version of themselves that they want to become. So your job is to sell the outcome, not your process. Okay. So let's break down what the difference is. Features. Features are going to be things that are included in your offer. Think about the how you deliver it. So that's going to be things like six weeks of one-on-one coaching, 12 training modules, worksheets, blah, blah, blah, blah, blah. Okay. Outcomes. This is what your client is going to get. This is what they're going to achieve. This is going to be the result of working with you. So an outcome could be you're confidently going to close high-ticket clients without feeling like a scuzz ball. Or you'll have consistent support and accountability to hit your income goals month after month. Or you'll have a complete sales system that converts leads into paying clients. Do you see the difference there? So in me, instead of me being like, oh, you're gonna get six weeks of group coaching or six months of group coaching or whatever, you know, whatever you're promising, it's you'll confidently close high-ticket clients without feeling pushy or without feeling like a bro salesperson, or without I hate the thing of like feeling pushy, but that's what everybody says. To me, I'm like, I don't feel pushy. I'm just I'm holding, you know, their ass to the fire. Like, do you want it or not? But I that's what everybody says. I don't want to feel pushy. Like, where do you even get that from? It's just wild to me. Um, anyways, I digress. Or the, you know, oh, you get a private community. No, you're gonna have consistent support and accountability to hit your income goals. Okay. Not you get all of these training modules and worksheets. It's you have a complete sales system that is going to convert leads into paying clients. So, do you see the difference there? Features tell them what they're buying, and outcomes tell them why they should be buying it and what the results are going to be from using it. Okay, and outcomes are going to matter more because people make buying decisions typically based on emotion, not logic. There are a few types of buyers, or I shouldn't say a few types, there is one type of buyer, which is that strategic buyer, that emerald buyer. They typically do make decisions based on logic. And so this is why it's important to know who you are talking to, because they will make decisions based on logic. And so you will have to kind of reverse engineer on how you speak to those people. But typically speaking, people buy based on how you make them feel, what emotions they are experiencing, what the outcome is going to be, that is what is going to get them. So you need to lead with the outcome and then support it with the features, not overwhelm them with features and then share what the outcome is going to be. So I want you to ask yourself, what does what does my client struggle with right before they work with me? Okay. What are they struggling with right before they work with you? The next thing I want you to ask yourself is what does my client achieve after working with me? And then the last thing is, how does my client feel after working with me? How do they feel? What do they really feel like? And your outcomes should really address all three: the struggle, the achievement, and the feeling. This is really important. This is really important to address in your messaging, um, both in your social media content, like in all of your marketing. Okay. You should also address this in your automations leading up to your sales call. You should address this in your objection handling. You should address this in your um sales call. And so there's actually an outcome formula. I have a framework for this. This is something that I also teach, okay? So I'm not gonna go into everything within this because obviously you need to become a sales mama in order to learn, you know, the deep dive about everything, but I will teach you the basics of the formula, okay? So you want to use the outcome formula, it's a framework to basically craft your outcome. And it's super simple. I'll give you a couple of examples too in the context of sales. So, example, you'll go from current struggle to desired result so you can bigger impact. Okay. Again, you'll go from and then insert your current struggle to insert your desired result so you can insert desired impact. Okay, I'll say that one more time. You will go from your current struggle to your desired result so you can desire or bigger impact. Okay, so here's some examples. Again, this is the outcome formula. You're using this framework to help you craft your outcomes so that you're attracting the right clients and being very crystal clear on how you sell the transformation. All right. So here's an example. By working with me, you'll go from inconsistent 3K months to consistent 10 to 15k months. So you can finally feel financially secure and stop stressing about money. Do you see that? So the current struggle is inconsistent$3,000 months to consistent$10 to$15,000 months. That's the desired result. So you can, the bigger impact that they want is financial freedom, financial security, and to stop stressing about money. Okay. Next one, you'll go from scared to get on sales calls to confidently closing high-ticket clients so you can build the business you've been dreaming about. Okay. The current struggle is scared to get on sales calls. Um, I don't have too many people that are scared to get on sales calls, but I do have people that are scared to close on sales calls. So if you're one of those people that is afraid to ask for the call, that's really what ends up happening. Um, so that's the current struggle, the sales call. The desired result is confidently closing high-ticket clients. And the bigger impact is so you can build a business you've been dreaming about. Okay. And the last one that I'm going to walk you through is you'll go from undercharging and over-delivering to pricing with authority and protecting your capacity. So you can work less and earn more. Okay. So the current struggle here is undercharging and over-delivering. Two desired result is pricing with authority and protecting your capacity. So you can bigger impact is work less and earn more. All right. And this is how you're going to sell the transformation. And so you really have to know your audience and who you're speaking with and use their language. So I didn't come up with this specific language. I came up with this by listening to the current struggles, the desired results, and the bigger impact that my clients want to make. Okay. Because if I wasn't listening, I would be like, oh, you're going to go from this to this by building automations and by increasing your close rate. Like nobody gives a shit about that stuff unless they know sales inside and out, right? Like the things that I'm actually going to teach or the things that I will show them are going to get them those results. But they are currently experiencing inconsistent cash flow. They're undercharging. They're over-delivering. They're burnt out. They're like, what the fuck am I doing wrong? Okay. They want that financial freedom. They want more time. They want more money. They want to stop stressing about, you know, where their next client is coming from. They want to have more free time. They want to build the business of their dreams. They're not sure how. And so that's where I step in. But if I'm just like, oh, you got to do this and you got to do this and you got to do this, they're going to be overwhelmed and they're going to be like, I that sounds crazy. No, thank you. Okay. So we're only going to talk about the features and the specific how when we need to. And it's not that features aren't bad. It's just that we don't talk about those until after they become clients. And we do it in bite-sized pieces, or we talk about the features and the how when they ask specifically. Okay. So again, to recap today, lead with the outcome, back it up with the features. Okay. The outcome is the headline. The feature is the proof. All right. And if you are looking for support with this, Sales Mama School is open. Our rates will be increasing January 1st. So if you are looking for support, book your call ASAP. Lock in those rates. We will be adding so many goodies and so much goodness in 2026. More support. And I'm really excited to work with those who have recently enrolled and will be enrolling in the near future. So uh we have our do-it-yourself version with group calls. We have our done with you version with group calls, and then we have our done for you with one-on-one. So we have a level to support dang near everybody. So hop on a call, even if you're remotely curious, uh ask your questions and see if we have a level that will support you in sales mama school. All right, until next time, catch you later.