In the world of business and sales, it takes an individual with an exceptionally high acumen to succeed. To do so, one must understand human psychology, and what triggers one’s impulses to buy, possess and to have. One must also understand their own motivation to succeed and be the best and what they do.
What inspired you to become an author?
I wrote my first book in fifth grade, it was about my dog, Corky. My teacher, Mrs. Jensen, inspired us all to write and illustrate our own books—I loved it! I still have that book. Little did I know that years later I would be writing nonfiction books professionally.
I wrote my first book, Selling with Intention, because my clients kept asking me the same questions about growing their sales and I thought, “This should probably just be in a book so I can help more people.” Authoring books really grew out of a desire to help more people.
Who were your influences?
Dr. Robert Schuller, Eleanor Roosevelt, Louise Hay, Richard Bandler, Mother Teresa, Brian Tracy, Zig Ziglar, Dr. Wayne Dyer.
What do you enjoy the most of what you do?
I genuinely enjoy seeing our clients have massive breakthroughs around money. Money expands the impact that our clients can make, and it also changes the legacy of their lives. So, when we witness a client breaking through a limiting belief about money, we feel very privileged to see what is on the other side of that belief.
We had one client who really hated salespeople and that one belief had kept her stuck around $500,000 annually for twenty years. We worked on that one limiting belief with her and in a little over a year, she grew her business from $500,000 to $1.2 M in annual revenue. Does it get any better than that?
For those who do not know, tell us what Neuro Linguistic Programming.
Neuro-Linguistic Programming (NLP) is defined as, “the study of the structure of subjective experience and what can be calculated from that and is predicated upon that the belief that all behavior has structure.” To me, NLP is about understanding how successful people think and act and how we can model that same behavior by shifting our limiting beliefs, changing our states, and creating new ways of being.
I am a huge fan of the way NLP can help you release and shift your limiting beliefs as well as how it can help you step into your desired future right now—and then draw it into your current life. It’s so powerful and we use it to help our clients in our training and coaching programs.
SKOL!! Word on the street is that you are from Minnesota. Describe your life and background up there?
I grew up in the heart of Minnesota’s farm country where I learned the value of hard work and entrepreneurship from an early age. Whenever someone tells me that they are working “too hard” I always say, “Oh, why, are you bailing hay in 100-degree weather and then tossing it under a hot tin roof?” You have not worked hard until you have bailed hay in July in Minnesota!
Growing up in a small town of 2,000 citizens gave me a lot of opportunities. There were only fifty-six students in my graduating class, so there was lot of room to shine which gave me confidence that I could do well out in the “real world.” I am super grateful to my family, friends, and teachers who I grew up with because they truly supported me and my belief that I could accomplish anything I desire.
Spoiler: I am actually a Broncos fan! I lived in Colorado for two years back when John Elway led the Broncos to a win at the Super Bowl and I’ve been a big fan ever since. Sorry Vikings!
Describe what makes a successful sales strategy?
A successful sales strategy should get you results! While that sounds obvious, I have seen many people use strategy after strategy without getting the results they desire.
When we dig a little bit, we often find that their belief system does not line up with the goals that they have (i.e., they do not believe it is possible). So, what makes a strategy successful is the mindset and belief that goes with it.
If you believe something will work, you are right. If you believe it will not work, you are also right! For example, we teach our clients powerful cold calling strategies. However, if they don’t believe that anyone will answer the phone or if they believe people don’t want to hear from them, that strategy will never work. Mindset matters!
The three keys to success in sales are…
First, remember you are not actually selling, you are solving problems and meeting needs for your clients or customers.
Second, remember that it is not about YOU, selling is about the people you are here to serve.
Third, develop a practice of releasing your limiting beliefs about selling otherwise those beliefs will keep you anchored exactly where you are.
Lastly, what advice do you have for those hoping to get into sales, motivational speaking, etc.
My advice for those who are hoping to get into sales or motivational speaking is to remember that it is not about you. That was the BEST advice that a mentor gave me because I was stuck in my fear of rejection in sales, and I had a DEEP fear of public speaking.
When I was chatting with my mentor one day and telling him about my fears, he just looked at me and said, “It is not about YOU. It is about the people you are here to serve.” That has obviously stuck with me. Now when I am in a sales conversation or standing on a stage, I say that repeatedly to myself and voila, the fear is gone, and I stay focused on my audience or my client.
Special thanks to Ms. Ursula Mentjes for her time and assistance as well as the Garis Media Group for their help and assistance.