153 - Serving and Selling: The Dynamic Duo of Success

Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul.  

Liz is driven by the mantra, It's not WHAT you sell, it's HOW you sell that matters.Liz understands the sales challenges professionals face when selling in today's competitive environment. She shows them how to make a profound difference in their sales approach, language, and process —online and offline. 

Whether for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will customize her Sales Clinic Programs around the specific needs, challenges, and objectives a business faces.

Liz has coached thousands of professionals to build solid business skills, develop a success mindset, exceed sales expectations, and prosper in any economy.

 To learn more, visit www.lizwendling.com 

In this episode we cover:

• The interconnectedness of serving and selling in business. 1:53
• Sales mindset and unique selling proposition. 6:05
• Customer service and sales strategies. 11:29
• Authenticity in sales and service. 15:58
• Sales strategies and mindset. 19:37
• Effective communication and sales techniques. 23:30
• Modern sales strategies and mindset. 29:41

Thanks so much for tuning in again this week. I appreciate you  🙂

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Special thanks to Liz Wendling for being on the show.

If you have a question or comment for a future episode, visit https://www.speakpipe.com/lbovm.

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Transcript

0:00  
Did you know you can't separate serving and selling? One without the other is confusing for your potential clients, selling drives revenue and serving built relationships. It's the harmonious blend of both that propels businesses towards sustainable success. 

0:16  
Hello, action taker! Welcome to Live Blissed Out. A podcast where I have inspirational and informational conversations with business owners and subject matter experts to help you get the scoop on a variety of topics. Tired of hesitating or making decisions without having the big picture? Wanna be in the know? Then this is the place to go. I'm your host Marisa Huston. Helping you achieve bliss through awareness and action. So let's get to it. Liz Wendling is a nationally recognized speaker, sales consultant and author of six books. Her two most recent are the heart of authentic selling and sell without selling your soul. Liz is driven by the mantra. It's not what you sell. It's how you sell that matters. Liz understands the sales challenges professionals face when selling in today's competitive environment. She shows them how to make a profound difference in their sales approach language and process online and offline. Whether for her one on one consulting, group coaching, multiple day training or workshops, Liz will customize her sales clinic programs around the specific needs challenges and objectives a business faces. Liz has coached 1000s of professionals to build solid business skills, develop a success mindset, exceed sales expectations and prosper in any economy. To learn more, visit www.lizwendling.com. 

1:39  
The information opinions and recommendations presented in this podcast are for general information only. And any reliance on the information provided in this podcast is done at your own risk. This podcast should not be considered professional advice. 

1:50  
Hey, Liz, it's so great to have you here today.

1:53  
Well, it's so nice to be here and talking to you. 

1:56  
Yeah, I'm super thrilled about the conversation we're gonna have, tell our listeners what they can expect and what they're gonna get out of this conversation. 

2:05  
Yeah.  We are going to be talking about serving and selling because serving and selling is critical to every single business, there isn't a business on this planet that doesn't stay in business because someone is serving and selling at the same time. So I tell people that serving and selling are interconnected. And they're interconnected parts of the sales process. And if you can think of serving and selling as inhaling and exhaling, both are critical for sustaining your life and your business. You don't want to spend all day just inhaling, which is the equivalent of serving, and you don't want to spend your whole day exhaling, which is the equivalent of selling, you need both and I use the example of a circle, you can't tell where the circle starts and stops. And you can't tell in a really strong and robust, nice, authentic sales conversation, where the serving and selling starts and stops. It's just a beautiful conversation between two people who potentially could use each other or need each other or can buy from each other or help each other. And anybody who makes it anything more than that is making selling harder than it needs to be. It's making growing their business way harder than it needs to be. And for people who embrace selling in the way that it is, which is helping it's learning, it's listening, it's getting people what they need, then selling shouldn't be something that people avoid and resist in their business. And every day I talk to people say I love what I do, but I hate to sell. Well, that's the equivalent of saying I love what I do. But I hate making money. I love what I do. But I don't need to close business, if you think about it that way that they're putting up the resistance. And that's why people don't buy from them. 

3:42  
That is so true. I think here's where the challenge is for a lot of people, they don't understand the differences in the sense that they feel like selling means I need to convince somebody to do something or get something that they don't really need. And when you go into it from that perspective, then it can be intimidating because you're essentially trying to convince somebody to get something that they really not invested in. 

4:07  
That's right. And first of all, if anybody is thinking that and even doing that people will pick up on that your prospects will know this lady's just trying to sell me something. But if you go in energetically with that feeling that Oh, I don't want to sell them anything. Oh, I don't want them to think I'm selling them what you're conveying is you're about to waste my time. If what you have to sell is what I need. I expect you to talk about it. I want you to help me get the relief. I need that dancing around the subject and have a conversation about what relief looks like what our process would look like if we work together. If you don't do that for someone, then you are wasting their time. All you're doing is being a servant. Nobody wants to do business with a servant anymore. They want to do business with a professional equal. For example, you go to a mechanic or a orthopedic surgeon and you've got a transmission problem or a tendon problem. And the mechanic and the orthopedic surgeon ask questions, they want to find out where it hurts where the noise is coming from where the issues are in your car or your body. Imagine a mechanic or an orthopedic surgeon, never telling you how they can solve your problem, never talking to you about what a new transmission might look like, or how we can find maybe a huge transmission versus a brand new one, or an orthopedic surgeon saying, Well, let's talk about some of the options out there now for putting a tendon back together that's serving in selling. Could you imagine making a doctor's appointment paying a copay and having a doctor only tell you all about the scalpels? And how great they are at asking questions or finding out what's wrong with you. But they don't offer you any sort of resolution. It's confusing, and it's annoying. So that's why people today, a lot of times, say I'm going to need to think about it or thank you for your time, you've been very helpful, I appreciate you talking to me. Everybody has to close the loop between the serving and selling and make that circle so cohesive, that you are helping that person either get what they need or not, maybe now isn't the right time, whatever it is, it doesn't matter. You have to be willing to step into that conversation.

6:08  
You use the key word that resonates with me. And that's timing. I think that a lot of us struggle with that piece. We don't know when it's the right time. What if they never need our services? Or what if they do, but we just weren't in front of them at the time that they needed it? How do we address the timing issue so that people don't feel like we're forcing them into something that is not necessarily something that they'll have a problem with? They're just not ready to take the leap right now.

6:35  
It's talking about it. It's going in and asking questions. That's the serving piece, I might say something maybe to you, Marissa, hey, Marissa, it sounds like maybe the timing is off for doing something like this. Or it sounds like you're not at the point right now to take a big leap and jump into a program like this. Am I correct? So many people are afraid to ask questions that get to the truth. And the more questions you ask that helps people understand that you're not trying to just sell them. You're trying to understand when is the timing right, when would be a good time for us to talk again, When's our next step? What would you like us to do next? Do you want me to call you send you something, it's a dance, you're not dragging someone on the dance floor doing the tango and trying to wrestle them to the ground and getting them to buy. So the mindset that people have around sales is that they have this one chance to close this business, when in fact, business is closed over time. I don't close every person I talked to, but I understand the process of keeping them engaged, staying in front of them understanding when we're going to call each other again, because I treat them like a human being they are not a sale. I talked to them, like a human being going through a decision making process, and they might not be ready. And I honor that, and I love them anyway. And if they come back, it'll happen. And if not, I still like them. 

7:56  
Yeah. And I think what's happening a lot now is we're so concerned about saying the right thing, or how the other person is going to take something that we say and so we have this guard, and we're so fearful of even asking a question because we feel like oh, they might think we're too pushy. You're over analyzing the situation, don't you think?

8:16  
I do. And you said two words that jumped out at me earlier. You said force and then you said pushy, but here's the thing when you start thinking I don't want to be pushy. I don't want to be salesy. What happens is the brain only hears be salesy. be pushy. And then the words that you choose, actually sound pushy and salesy. So for all those people out there who say Oh, I don't want to be one of those salesy people, I don't want to be pushy. Guess what, you actually sound that way. Because you're so concerned with not doing it, that you can't create the authenticity. Your concern is on what you sound like and what you don't want to say, versus being authentic and saying what needs to be said. huge distinction. So when you say you don't want to be salesy, guaranteed, you will be guaranteed, instead of declaring, I want to show up today and have this awesome conversation with this person who wants to find out more about my business. And I'm going to have a great conversation and just declare that versus Oh, I hope I'm not salesy. I really don't want to come across pushy and all the brain knows is that doesn't hear I don't want to it just hears come across pushy instead of authentic. 

9:21  
It really starts with a mindset. And the two words we're using a lot are serving and selling. And it really is about serve this first. Because when you serve and people look at you as a resource, and they're excited about you being able to help them solve a problem, the selling just happens automatically. It's not something that you force, and a lot of times we reverse it and we say you need to buy this you need this, you need that and the person doesn't really feel connected or doesn't really understand what makes you stand out. I think that a lot of people don't really paint a good picture to their prospects or anyone that they come across as to what makes them unique. What they do that's different from everyone else? 

10:02  
That's right. And they think they're supposed to spend hundreds of dollars to have someone help them come up with their unique selling proposition. Have you heard of what that is a unique selling proposition? What makes you different? Yes, well, these days, it is a waste of time, energy and money. Because every unique sales proposition sounds exactly the same. I am committed to my client, if I help them with their peace of mind, I do this and I do that. And then you go ask another person in the same industry, and they say the exact same thing, here is the best way to be different to be unique to be seen as someone who is radically different from their competition. And that is to spend some time deciding who do you want to be when you show up? How do you want to act? What do you want to say that everyone else isn't saying? What are the kinds of questions you want to ask someone to open them up and see you as different. And if you don't spend time doing that, you will be put in the box of cheese just like everyone else. He sounds like every other mortgage person realtor coach that I talked to. And when everybody sounds the same, it's impossible for a potential client to make a buying decision. Everybody looks the same. It's all white blouses look like? How do I tell the difference? Which one is better? Everybody looks like a white blouse on the shelf until somebody pops in a red one. That's how people stand out. It's Who are you being? How are you acting? What kind of questions? Are you asking someone? And are you connected from your heart or your head? Too many people spend time in their head.

11:29  
Honestly, understanding them is where it all starts. If you take the time to get them, then they already know that you're on their corner. And then the other thing is how do you make their job easier, because that's what we all want. We call on services. Because we want the whole experience to be painless, and we want it to be effective. If we can focus on those things, then they'll go Wow, I love working with this person because they're making my life better.

11:54  
Right? It's the results. People hire people for results, to get something done to achieve an issue a problem a challenge. When it comes to services, if I call a plumbing company, and I'm calling three of them, which plumbing company treats me differently? Do they start out the call and say, Oh, how can I help you? How'd you hear about us? I do a lot of secret shopping for companies. So when I call three different companies, and everybody asked me, So how did you hear about us? In the first question, then I know that company is all about them, not about me, the focus should be on me and my plumbing issue, not your marketing message. Hey, where'd you find us? Let us know. So we can keep marketing there. That tells me how self centered someone is. Now they don't do it on purpose. They just they have to capture that information, when in the beginning of the call is the wrong time to do that.

12:42  
This is a subject matter lives that is so near and dear to my heart, we could go on, I think our listeners are going to really relate to this. I have this H back company that I have been doing business with since they installed my H back probably 11 years ago or so. And never use anyone else because I want the same company to be servicing that unit so that I know that they can't say well what happened? Did you not do this? Did you not do that? I want a record of everything that's done so that there's accountability. And Liz every year, not only do they not call me, I call them. And then when I call they asked me for my name, my address my phone number? And apparently I'm invisible in the record system like Are you a new customer, you whatever I'm like, are joking. I've been with you for over 11 years, you asked me the same questions every year and you act like you've never heard of me before. And here's the funny thing, the woman that answers is the same woman that like I'm being transferred to some overseas call center. This is the same person and they never acknowledged me ever. Now. Why do I stick with them? Primarily because they have done good service when they send the tech over? That tech is always honest, they always take care of the issue with their way of relating to me is completely different from the person that's answering the phone. However, there's a huge disconnect between her reception and their reception when they actually show up at your door. And that can be problematic, don't you think? Oh

14:08  
Yes, here's an incongruency. But my guess is that they don't even know that they don't even know. And they're going through the motions because no one ever said to them. You know what, every time I call, you asked me the same questions, do you not have a system or I would call the company owner and say, here's been my experience. And if I'm feeling it, I guarantee you others are feeling it. And I'm wondering why you wouldn't fix that why you wouldn't want to have me be greeted differently. Calling again. Thanks so much for continuing using our services. How can we help you today? 

14:43  
Yes, and to say oh, we see that the last time you did your service was so and so. So I see now it's time all right, we'll send so and so over there all we saw that Joey went the last time we'll send him again. I hope everything's good. Just having a nice conversation with customers that have been with you forever.  It's game changing, Liz.

15:00  
Does wonders it really is. So when people say they hate sales, in my mind, what they hate is old school sales. They hate the way sales used to be not the way sales and serving is done today. So when they say, Oh, I just hate it, they think they have to be sleazy, pushy, annoying, aggressive, when in fact, not a lot of people sell that way today, they know that that is old school, it makes it really easy for people to discount what selling is. And they say, Oh, well, I'm not going to do it. Because selling is pushy, I'm not going to do it. And what they do is they take themselves out of the game, they take themselves away from ideal clients that would potentially hire them, they give themselves permission to fail by saying I don't want to sell because it's sticky and slimy and sleazy, instead of saying, maybe there's a better way, maybe I can sell from my heart and from a better place so that I'm not viewed in that light. But they give themselves permission to cut the very lifeblood of their business off. And that's not to sell.

15:58  
Yes. And I think what you're saying is authentic selling being you and listening and really, truly caring. We know that there are psychological tactics that some people apply to get the sale. So for example, you might go into a store, and you're talking to a salesperson, and you happen to mention something, oh, I love to golf, and all of a sudden that salesperson is going to go I love golfing, too. They've never golfed in their lives, but they're thought to mimic the person so that the person tends to end up liking them immediately. And then they'll hopefully get the sale quicker. And that is not authentic, and that you never want to pretend to be somebody that you're not just to get a sale. 

16:39  
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17:15  
What if their skills are lousy, I don't care how authentic my orthopedic surgeon is, I want them skilled as well. Or an authentic TPA, I want to know that you have skills to do my taxes, I don't want you to just be authentic. So that message thrown around, just show up and be authentic. That's a bit of a half truth. You need the skills on top of it.

17:37  
Totally agree. And I'm so glad that you elaborated on that. Because yes, people are confused as to what it really means. And it's very important for us to understand when we use a word, what exactly are we referring to when it comes to that? I think one of the ways you can be really authentic is to not be afraid to ask the questions and find out what do they want. Because you have to have the skill. But oftentimes, there are expectations you have of a customer in order to apply your skill. For example, let's say you need a piece of art. And it needs to be a certain type of art in order for you to do your job. And the customer gives you this low quality resolution thing and they keep sending it to you and you're like No, I need this, I need that in the customers mind. They're going, Oh, this is such a hassle. I just want you to put this thing on my thing. And I don't understand why we keep going back and forth with this process. And so in their mind their thinking, is this person, not a professional. But if you set the expectation and you say, Listen, if you don't have this art, I can take care of it for you. And here's what it's going to take. So let me know, would you prefer this? Or would you prefer that so that people understand what to expect? Because that's where the breakdown happens is when they have expectations that aren't in line with yours? 

18:47  
]Yes, when the serving mentality is taken too far, and too much serving energy shows up for those people who's just saying, Oh, I just want to serve. That's all I want to do. That's how I get my clients. Sometimes that serving energy, makes you look needy puts you in a less than position, because you're showing up as a servant. And what that does is it decreases your credibility and diminishes your value in the eyes of your potential client. Because that serving energy conveys I'm here for you, I'll do anything you want. I jump through hoops. I'll bend over backwards, I'll stand on my head, I'll turn myself into a pretzel. I'm here to serve you. Nobody wants that. I don't want you bending into a pretzel. I want you to be a professional equal, who you and I can have a direct and honest conversation that makes me feel like you heard me and I understand you.

19:37  
That is so true, Liz and I think to the point you're bringing up about listening is so important. How many times in a conversation you've had with a client where they need you and they made the decision to do business with you. But they happen to be dealing with a different problem. And it's not something you can particularly solve. But if you're listening, you're going oh my goodness, I know how you can get help with that. And I can connect you with somebody that might be able to address that issue. Would you like me to take care of that? Now you're thinking outside of the box, and you're really being a partner, and not just thinking about yourself and how you're going to get that next sale? Correct?

20:14  
Well, let's face it, there are so many marketers out there, there's crummy salespeople there crummy dentists out there, who are trying to sell you the latest and greatest thing. It isn't just quote unquote, the sales industry, because everybody is selling something. So there will always be a bunch of bad actors out there, less and less these days, but they're there, let them do their thing, they'll find a different kind of clientele. But for all the rest of us who want to do this in a way that aligns with our heart and our soul, and conveys that we're in this not just for the sale, it has to be a win win, I have to be able to help you. And then in exchange, you pay me for that help. That's all a sale is you have an issue, I have the resolution, we you exchange money for the resolution, just like the transmission or GPA, doing your taxes. That's all it is. And people make it so much harder than it needs to be.

21:02  
We really overthink everything. And part of it is confidence, mindset, all the things that we've been talking about, let's think about our listeners for a moment who've heard everything we just talked about. And they're going okay, I'm pumped. I feel like I need to make a little bit of a tweak, so that I can do this better and get outside of myself. Honestly, Liz, a lot of times we're our biggest hurdle, we are the ones that are stopping ourselves more than anything. If there was one strategy that they could walk away with right now, what would that be? 

21:31  
For all those people who say I don't want to be salesy. I don't want to look like I'm self serving. I don't want to look like I'm just in it for the sale. Here goes. Stop saying I would love. I would love to talk to you, I'd love to set up a time to meet with you. I'd love to get on your calendar, I'd love to set up a time where we can get together. Because guess what it's all about you. I would love is the most self serving statement, you can say to a potential client, that's a demand, not a request, you told me what you want to do to me versus inviting me into a conversation with you. So all these people who said I hate to be a salesperson and spout out, I would love to love to get on your calendar, I'd love to find out more about your business. Stop that today. Because it isn't about you. It's about both people, both parties or a whole team that people whatever it is, it's not about you striking I would love to and telling someone what you would love to do to them has to be re engineered and invite them. So if I said to you, hey Marissa, I would love if you would drive me to the airport later today, I don't really feel like parking my car sitting in traffic. So I would love it if you did that for me. And now all of a sudden, I put you on the spot I made you feel like oh boy, I have to lie to her, or I can't do that. I don't want to do that. So I put you on the spot. And then a lot of times when you say that in an email, people avoid you, they don't get back to you. So then someone says, Well, I wonder why we had such a nice conversation and she'd never returned my calls or my phone calls. Then you do it again and say I would love to get on your calendar, I'd love to sit down with you. You're putting the resistance right into that email. So when I tell you what I want you to do Marissa versus saying, hey, Marissa, I don't know what your schedule looks like, sometime later today. But would you be open to or do you I'm using the word view. Do you have some time? Is your schedule free to pop me over to the airport. Now I've given you an opportunity to converse, versus me telling you what I would love you to do.

23:30  
I could see the flip on that. You're saying the message but you're saying it in such a way that it's focused on them and giving them the opportunity to say whether they're comfortable with that.

23:40  
Bingo? Yep, even more isn't the worst one I hear all the times when people say, Oh, I love your hair. I love your boots. I love your shoes. Well, then again, we're taking this beautiful compliment and making it about us. I love your hair. I love your boots versus your hair is spectacular. Have it land differently, give it the meaning that it deserves. Let that person feel the sentiment of that you look fabulous. Your podcast is amazing. Instead of me saying oh my gosh, I love your podcast. And it sounds self serving. And it really is all about you. And when we take the focus off of us, and we talked about this earlier, I don't want to sound pushy. I don't want to sound salesy. Well, what if you stop declaring what you don't want and say, I am going to make this conversation about my client. It's all about them. It's not about me, that is one little shift people can make today and have a radical impact and how people respond back to them, how they communicate with them, how quickly they respond to their emails. When you make it about you. You have to send five emails when you make it about them. You send one.

24:45  
That is so powerful. We just don't know we're doing this Liz, we don't. We're thinking we're being very helpful and nice and can't understand why we're not getting through. And it's just that little change in the way we look at it. And I know this is you Just a lot. Giving simply means that when you're having a conversation with somebody, you're taking them into consideration throughout the process. People tend to just want to share everything about themselves and be so focused, not realizing they're thinking they're being conversational and building rapport. But in reality, they're coming across in a different way. 

25:19  
That's right, all the way to the end of let's say, a sales conversation. And the person who's selling says, Okay, well, then I'll follow up with you, or I'll stay in touch with you, or I'll send you something versus at the end of the conversation. I asked, How would you like us to stay connected? How would you like us to continue the conversation we started? What are your thoughts on another conversation? Instead of me making a demand or a command and saying, here's what I'm going to do? I'm going to email you and you're going to pick up the phone or you're going to get back to me, that feels too pushy, versus Hamer. So what are your thoughts? I know, we had a short conversation today. And it sounds like we may have some more stuff to talk about, what would you like to do next? Or when would you like to pick up where we left off? And now I'm considering you. I'm making it about us. But I'm considering you in my conversation.

26:08  
The one question I think that we always forget to ask is, How can I help you? We end the conversation and that one person has been so helpful with information or whatever. And we never bothered to stop and say, this has been fantastic. How can I help you? Is there something I can do to support you? What are you looking for? Can I introduce you to somebody, and again, it always goes back to asking, if we just ask enough, we're gonna get through so much further, without as much effort. People just want to know that you're listening, they want to know that you care.

26:37  
It's true. And I mean that it is so rare, and Marisa that I get blown off, it is so rare that someone doesn't get back to me, or I have to email them 10 times, because of my conversations with people and I make it about both of us. They're included in the conversation and the next step and the next part of the follow up so that they don't feel like I'm ever be pushy or salesy or doing anything, all I'm doing is continuing where we left off, and it feels like that to them. And it's my intention to them. So I never get blown off, I'll send an email when someone gets back to me, occasionally, I may have to send two because somebody got busy or they missed it. But never do, I have to send more than two emails to anyone without getting a response. And that, to me, says everything about the way that we can treat people and communicate with them. So they never feel like they have to avoid us because we did something in that conversation, where we swore we didn't want to be pushy, or salesy, but actually showed up that way, we're doing a disservice. 

27:35  
If I can just count the number of times I get solicited on LinkedIn, on my emails. And it's all this long winded thing about how their company is wonderful, and it's going to serve me and before they even get to know me, like, especially on LinkedIn, when they send you a private message, and the only thing they send you is how their company is going to be able to work with you to do XYZ. And I don't even know who they are, and their calendar link. And I'm thinking, are you really getting sales out of this? I don't know they must if they're doing it, but I don't think that they're getting the kind of sales that they need, or they're probably burning through the connections a lot faster. That first impression is so important in this conversation is so full of just valuable nuggets. How do people work with you? Who do you serve? How do you help them? And how can they learn more?

28:23  
Thank you for asking, I have what I call the sales clinic and the sales messaging clinic, just like you check into a clinic and you fill out some forms. And you talk about where your pains and problems and issues are. And then you go see a doctor and they start asking questions. And then they resolve those. I start out with a business scan and a sales MRI. And I will sit down with someone and go through their whole sales process to find out what's broken, what's missing, what's hurting what is in the way of you clearly consciously and openly having great conversations with awesome potential clients, but where you're missing the mark, and then we go in there and we clean it up. And then I also help people with their messaging. So whether it's prospecting messaging or follow up messages, how do you send an email after you meet someone at a networking event without sounding like it's all about you and any type of communication that you're sending out to people together, we create messaging that sounds like them. It's customized messaging and a process that fits their unique business, their unique personality and the way they want to show up and differentiate themselves. So it could be anywhere from six weeks to six months coaching. It's so individual that I don't have a one size fits all program like a lot of coaches do. You have to work with me for six months. No, you don't. You might get it in six weeks and we are done. But it all starts out with a scan and an MRI.

29:40  
Basically diagnosing the issue and then coming up with something very custom to address it.

29:47  
Perfect. That's beautifully said. 

29:50  
What is your website and how can they learn more Liz?

29:53  
They can learn more at www.lizwendling.com, LinkedIn, YouTube, I've got a ton of videos there and even on LinkedIn, and then Amazon, I have all of my books on Amazon. So they can certainly poke around and find lots of information on how I teach sales in the modern world, a modern sales process, not a process from the 1990s. 

30:13  
I know they're gonna pick up so many valuable pieces of information throughout as they stay connected with you. Any business without successful sales is not a business. It's the lifeblood of everything. And if you're not able to build that, then your business will not stick around. 

30:28  
You nailed it.That is exactly it. Without sales how could you stay in business? Without someone paying you for what you do, how does one stay in business?

30:38  
You don't. So you have to decide if you really want to do this business, then you need to get good at it. And it's not difficult if you approach it, I guess from a heart centered place as opposed to the traditional, we think of sales as negative. It really isn't. It's about helping people.

30:57  
And people have been conditioned that, Oh, you don't want to be a used car salesperson. But even today, used car sales. People don't even sound like used car salespeople because they too, have realized that they had to change their way. So I always feel so bad for us car salespeople, because they don't even sound like that anymore. Yet people still use that as a derogatory term.

31:19  
Yeah, because it's been ingrained in our minds for so long. It's the quintessential example of what not to do. Here's the thing. If something's not working pivot. You gotta try something new. We already know it's not working. If you keep doing it, you're just digging a deeper hole.

31:34  
Exactly. Right? Yes. And when you change your sales mindset, you change your sales results. It's that simple. 

31:41  
Liz, thank you. I selfishly enjoy these conversations, because I get all pumped up and I learn new things. And the idea here is to not keep it to myself. Is to share it with the world because everybody else needs this. And I'm so glad you're doing what you're doing. 

31:57  
And I'm glad you do it as well. I appreciate it. It was so nice to chat with you. 

32:01  
Same here, Liz. 

32:02  
That's a wrap for this episode of Live Blissed Out. Thanks for Liz Wendling for joining us and thanks for listening. If you have a question or comment for a future episode, all you have to do is go to www.speakpipe.com/lbovm or click the link in the show notes to leave a brief audio message. If you find value in our show, please visit wwwliveblissedout.com to reach out, subscribe and share on social media. This show is made possible through listeners like you. Thank you. So long for now and remember to keep moving forward.