Sales Training Victoria Buckmann - · PDF fileSales Training with Victoria Buckmann ......

Sales Training with

Victoria Buckmann

© Victoria Buckmann programmedforwealth.com

Mod 4 Wk 21 Vid 1

Here is what I found – sales is about being in Service, creating

Connections and establishing Relationships.

It involves being in your heart, truly wanting to help the person in front of you

and being totally authentic.

Showing up as a resource.


I am going to share with you how you can completely change the number of clients that

want to work with you - by making simple shifts in how you show up with potential clients.


In this program you are going to learn everything you need to know

about making sales fun and easy.

From the initial meeting with someone to creating your ideal business vision along with

your ideal client profile.

You’ll learn what energy to show up with, what to say in a variety of ways, and where to go to find clients.


I’ll walk you thru creating your “what do I do statement,” how to set up a client consultation

and how to overcome objections.

You’ll learn the formula for success thru visualization, tracking the important numbers for

your business and most important discovering your “why” – meaning what is the driving force

that motivates you to create this ideal lifestyle and business.


The first question that I get asked often is:

“When I am meeting someone for the first time, or when I am at a networking event,

what do I say to start a conversation?”


Did you know that people automatically make 11 assumptions about you in the first 7 seconds

when meeting you for the first time?

This includes whether or not you are trustworthy, successful and honest!

Did you also know that these assumptions are based 93% on how you show up

and only 7% on what you say?

© Victoria Buckmann

programmedforwealth.com

The energy that you show up with in the first 7 seconds communicates a message that lets that

person know what goals you have in mind, whether you are coming from your heart and

whether you are there to help them – or just sell them something.

This is why it is imperative that you make it all about the person you’re

meeting in those first seconds.


It’s all about engaging questions.

You want to get your potential client engaged by having a natural conversation with them.

It’s really no different than when you meet someone for the first time,

you just want to get to know them.


The definition of engage is to involve.

You want to ask questions about them so that they do become involved in the conversation.

Start by asking questions about them rather than telling them who you are and what you do.


Come from a naturally curious place and ask simple questions like:

What do you do?

What is your business about?

What made you get into this business?

What do you love about your business?


Depending on the situation and the person you might ask some deeper questions:

What are some of the challenges that you run into in your business?

What keeps you up at night?

What are your goals for this year?


Asking about their goals & challenges engages them in the conversation so that you can get to know more about this person – which starts to

build some rapport and trust.

In conversation, we hardly ever get asked about our goals and dreams, so when you ask someone about what they want – they enjoy talking about

themselves and will engage with you.


When you start a conversation talking about yourself - the other person’s brain begins to think,

“What’s in it for me?”

But when you ask people questions about themselves right from the start, they love it; they

will start to interact with you.

It gives them a chance to talk about what they do for a living, what they like and don’t like.

It’s natural - it makes us feel good.


So remember, in the first 7 seconds, focus the conversation on your potential client’s needs so they engage in conversation with you, and you discover what they want or need, and how you

might be of service to them.

Here’s a quick tip:

Be sure you are doing more listening and less talking.



Another question that I get asked is:

How do I approach people without experiencing that panicky feeling, thinking they’re not going to

like me because I am just there to sell them something?

One of the most common mistakes people make before talking with a potential client, is coming to

the situation with the wrong energy.


Just as that anxious energy doesn’t feel good to

you in your body, the person you’re about to talk to picks up on that energy and feels it.

Unconsciously they think it’s their own energy that isn’t feeling good.


People make decisions from how they are feeling without even realizing it.

Decisions are made from an emotional place - from how something makes you feel

unconsciously.

When something feels good, we go with it.

When something feels bad or off, we say “no” or come up with objections.


To establish a connection and be in the right energy before your consultation or conversation,

try this simple exercise:

Ground yourself in the energy of wanting to be of service to this person.

Visualize or experience the feeling of how GREAT it will feel to help the person you’re about to speak with –

to help them overcome their challenges and achieve their goals and intentions.

Get this feeling in your body by imagining yourself helping someone & see them thankful and excited in your mind.



Before meeting with someone, remember to take a minute and ground yourself.

Notice and ask yourself what energy do I come to this meeting with?

You want to think and feel in your heart, I’m here to be completely at your service and I want to know how I can help you.

Say to yourself, I am holding you in your greatness.


This is a critical step:

Get into your heart


This method was developed by a company called HeartMath.

HeartMath.org They do a lot of great research

on the physical heart and how if affects all aspects of our life.


When you’re stressed, or feeling out of sorts, the first thing you want to do

Is acknowledge those feelings.

You’ll want to start to become aware of how you’re feeling so you can catch yourself in

the moment and remember to do the heart focused breathing.


Awareness is the first step. The next step:

Begin to breathe a little slower than usual.

Pretend you are breathing through your heart or chest area.

Pull your focus out of your head and focus on your heart area.

Imagine that your heart is breathing in and out.

Sometimes it helps to put your hand on the center of your chest to help you to focus there.

Breathe in and out through your heart.


As you breathe in, say to yourself, the word ‘calm or ease,’ then, breathe out.

Breathe in ‘ease’ through your heart, then breathe out from your heart.

During the heart-focused breathing, imagine with each breath that you are drawing in a feeling of

inner-ease and infusing your body and mind with calm and relaxation from your heart.


When the stressful feelings have calmed, affirm with a heartfelt commitment that you want to

anchor and maintain this state of ease.

You want to take this calm state into your daily activities and your meeting with potential clients.

And current clients.

You can put your hand on your heart to anchor this feeling into your body.

You can find a video of this technique at: ProgrammedForWealth.com/heart-focus-breathing-technique/



The HeartMath.org foundation has scientifically proven that radiating love and self-care

throughout your body and mind activates beneficial hormones and boosts your immunity

improving your health.

It slows down the stress response – helping you to get back to a place

of cooperation and balance between your heart, mind, emotions and your body.



Creating your business to fit

“Who You Are”


Mod 4 Wk 21 Vid 2

Questions to ask yourself about your lifestyle while owning a business:

Where do you see yourself living?

What do you do for fun?

What do you do to stay healthy?

Who do you spend time with?

How do you pamper yourself?

Where do you vacation?


Here are some more good questions to think about and answer for yourself:

If I had no limitations and money was NOT a consideration, what would I do,

how would I spend my time?

What do I really want in my life? What is it that I love to do? What makes me feel fulfilled?

What am I brilliant at? What do people keep telling me I am so good at

that I should incorporate it into my business? © Victoria Buckmann


Now let’s focus on some questions to get clarity about your ideal business:

What does your business look like when it’s thriving?

How many days a week are you working, how many hours per day?

What is the income that you would like to have?

Do you have a team of people to help you? (writing down your answers is a very powerful part of the process)



Victoria has her clients:

1. Write it out

2. Speak it out loud (read it every day)

3. Read it into a recorder and listen to it in their own voice

(that works to program it into the subconscious mind)

Listen to it first thing in the morning – before you’re really awake, and then again at bedtime. (your subconscious mind carries out these actions on auto pilot)



What you want to do is live your life from your purpose “your why”

… why you’re building your business.

This is your foundation; then you move up the pyramid to your goals.

Building your business is one of your goals.

From that goal, you break it down into projects.


The project here is getting clarity around what your ideal business looks like … how you want to create it.

Then you take that project and put it into your calendar.

You schedule time to sit down and create your ideal business plan.


This way you are living your life right side up: scheduling your actions according to

your projects - the projects that came from breaking down your goals into smaller steps.

And your goals were formed from your purpose - what you feel will bring meaning to your life.


If you already have your business established, re-writing your business vision is a good exercise

to do once a year.

Take a look at your business.

Make sure that it’s going in the direction that you envisioned for yourself.


If you’re off course, change things around to fit the life you want.

As your business grows, it will change.

Be sure it’s still what you want.

Does it fit who you are as a person?

Remember this is YOUR business; it should reflect who you are and what you want for your life.


Start to create your ideal business vision:

You may start with your ideal day or your ideal week.

Plan out how you would start your day, all the way through to the end of your day.

Sometimes its easier to know what you don’t want so that you can flip it to what you do want.


Start to create your ideal business vision:

Be very specific.

With a clear business vision you can create a clear strategy.

Start to create your vision by spending some quiet time really contemplating these questions.


Every successful person has a clear vision and a compelling “why” and reviews it often. This helps to keep you focused and on purpose according to that vision. And it also sends your intention out to

the Universe so it can help you create it.

Give yourself permission to be successful!


I encourage you to try on this new belief:

“Everyone around you is here to enhance

your success and well-being.”


Meditation: Close your eyes and imagine your friends and family helping to

bring you opportunities and referring clients to you. Envision how much easier it would be to succeed in business and in life if

you were believing that everyone was supporting you. Bring up a feeling in your body that the world is contributing to

your efforts. Hold that feeling for a minute. Now imagine planting a seed in a garden, and that seed is the

belief “everyone wants me to succeed. All the people I meet are eager to help me grow my business.”

Now take out a little watering can and water that seed, and let it grow into a strong belief. Feel it in your body, and when

you’re ready, open your eyes and come back.



Let’s look at your “why.” Begin by writing down your deep, heart-felt

reasons why you want to grow your business.

What is your compelling “why?”

Your “why” has to be about you and not someone else. It needs to be for you, and only you.

(it will help sustain your motivation to keep you going when sometimes you feel like giving up)


Here’s some ideas from clients that were most meaningful to them:

Continuing to grow spiritually, intellectually and emotionally.

Developing their gifts and talents.

Having a positive impact on the lives of others.

Giving and receiving Love. (your “why” must motivate you from the inside every day)



Here are some examples of “why” statements from clients that were most meaningful to them:

“I created my business because I feel fantastic when I’m empowered, and I want to share that feeling

with other women.”

“It makes me feel really good inside when I’m helping someone else have confidence in themselves.”

“I have healed myself from paralysis and I know in all of myself that anything is possible. This message can change people’s

lives and I want to share it with as many people as I can.”



In order for you to get more sales and have more clients, you need to know the results that people get from working with you and who the person is

that’s looking for that result.


Mod 4 Wk 21 Vid 3

Start to form a crystal clear idea of the transformation that occurs when you take clients

through your work.

Think about the results that past clients have received.

Or if you’re just starting your business, do some research on what people are needing help with

that coincides with your area of work.


Write this down.

Work on the words that express the transformation that you provide -

in clear language - for your potential clients.

Think about what problems clients are having and the results that they want instead.


If you’re not clear how to translate the results that you provide, how will potential clients know if

they want to work with you or not?

You have to be very clear about the transformation and how it will affect their life.


You need to know this for 2 reasons:

#1. You want to easily describe to potential clients how they will feel,

and how their problems will be solved.

You want to be able to express how their life and business will be different from working with you.

And, you want to be able to articulate that in your consultations and your marketing message.


Your words need to paint a picture in their mind so they can see themselves in that picture.

When they can see it in their mind and you make it so compelling for them, they will want that

transformation so much, that’s when they say YES to working with you.


You need to know this for 2 reasons:

#2. When you know what results you provide, you’ll be able to describe your ideal client. The clients you want to attract. This is important.

If you are currently working with clients, ask them to do a short interview with you so you can get

their exact words on what’s changed in their life.


We tend to talk about the process we take clients through rather than the changes. You want to talk about how the results will change who they are,

and how their actions will be different.

The really profound changes that will ripple out and affect all areas of their life

from the work that you do.

When they talk about the results and the benefits they’ve received, record these interviews.



This language will repurpose and used in many different places. You’re going to keep using

the same language so you can keep your message consistent.

Here are some examples of results clients want: More simplicity in their life. People want to feel good.

They want to be loved and feel more confident. People want to have more money so they can have more free

time to spend with people they love.


Everyone wants to have great health. People also like to feel they’re making

a difference in the world.

Feeling good is really the bottom line result that everyone wants, but you want to be specific

according to what your client expresses – the result that they’re looking for.

Now we’re going to start to create a client profile.

Developing a clear vision of your ideal client. © Victoria Buckmann


Questions to help declare who your ideal clients are:

What problems are they having?

What results are they looking for?

What’s important to them?

Where are they in their business currently?


Questions to help declare who your ideal clients are:

Where have they had success in other areas of their life?

Do they have the personality where they take action easily or do they tend to procrastinate?

Do they need a little more support and accountability?



The biggest cause of people saying ‘NO’ to you, is not being clear on who to attract and talking to

the wrong people.

By going over the questions that we talked about, you’ll instill in your mind

what to look for in a client.

So take the time to create your client profile.

It’s important! © Victoria Buckmann


Now, you’re going to use your list in a meditation or visualization in the morning and night to pull

your ideal clients to you.

You can also read your client profile out loud everyday, and in your mind, see these clients lining

up at your door to come work with you.

See yourself as a magnet attracting them.

Send a message out to the Universe, and let it know what type of clients to send you.


When you visualize your business up and running with your ideal clients and a successful lifestyle,

it’s ideal to do this twice a day or more.

When you visualize your goals in your imagination, it creates a gap in your subconscious mind

between what your reality is and what you’re visualizing.


By visualizing, the subconscious mind works to close that gap by directing your actions, giving you

ideas, and pointing you in the direction of what you’ve been visualizing automatically, which then

brings it into physical reality.


There are 3 ways that visualization has been proven to work:

1. It activates the power of your subconscious mind.

2. It alerts and focuses your reticular activating system (RAS) to notice the things you want, that were there all along but were being filtered out.

3. The brain does not know the difference between doing something in your mind and actually physically doing it for real.


Visualization: Close your eyes.

I want you to see yourself. You were at a networking meeting and you’re just now

leaving it. You met 5 people and you’ve had these amazing conversations with them. Three of them want to have a

consultation with you. As you’re walking to your car, feel the excitement of getting to know these people better that you just met, and knowing that you’re going to change their life in some

way. Feel that excitement in your body. Know you’re going to be of service to them. Allow the feeling of gratitude to come

over your and put a huge smile on your face.


Feel it in your face. You have all this gratitude. Notice how relaxed you were when you were talking with these people,

and how naturally it happened. You went out and just talked with them. You had all the

questions, and you knew exactly what to say. It feels really natural and relaxed.

Now, put your hand on your heart and anchor that feeling into your body. Take a deep breath.

When you’re ready, open your eyes.


Set a time to establish a routine of reading through your vision of your ideal

business and clients.

Read it out loud.

Then do your visualization – visualize them coming to you.

Looking at yourself in the mirror while you’re reading your list is also a very effective technique.


Repetition is the key to having this work faster.

By doing this at the start of your day and every night before bed, you will plant these goals in your

subconscious mind.


If you meditate, do that first so you’re in a quiet, deeper state.

This should only take about 10 – 15 minutes daily.

The bigger, bolder, more enthusiastic and even exaggerated the vision is, the more powerful this will be and the faster and easier you’ll accomplish

your goals, for yourself and for your business.

Get comfortable with the practice of visualizing and thinking bigger!


Sense it in whatever way works for you.

This is really important, as everyone senses things differently. Some people are visual, some are

auditory, some are kinesthetic.

Do what works for you. Research shows that one hour of visualizing equals

seven hours of physical effort. (5 - 10 minutes a day will work. Start out with 30 seconds)


Repetition is the key! These are really powerful techniques

for growing your business and creating a fabulous life!

Using these techniques a little bit every day reminds you where you are now,

and it keeps you focused on where you’re going.

Repetition and practice creates new habits, and new beliefs, which lead to

new behaviours and new actions.


Let’s Review: The first 7 seconds. How to engage people by

asking the right questions. Make it all about them.

Be aware of the energy you show up with.

Use heart focused breathing to get you into your heart, so you have that energy of being in service.

Create the vision of your ideal business. Write it all down.

Know your “why.”


Be able to talk about the transformation clients experience from working with you – the amazing

results you help them have in their life.

Create your ideal client profile.

Get that list going.

Visualize your business up and running.


Get a list of scheduled events where your potential clients might attend - such as networking groups,

chamber meetings, and classes.

Schedule these on your calendar and go to as many as possible.

You can meet people everywhere you go.


Mod 4 Wk 21 Vid 4

I help _______________________ (ideal client)

do/understand __________________ (problem)

so that they can _______________ (results/goal)

Victoria’s business Statement:

I help women business owners overcome the fear around sales, so they can get comfortable and attract more clients and build

a successful business naturally.



When you’re speaking with people at functions, write details down on their business card so you have something to refer to when you call them.

Follow-up. Follow-up. Follow-up.

The Fortune is in the Follow-up. Set up a follow-up routine and stick to it.

Call them within 24 - 48 hours of meeting. (most people don’t do this piece)

Before starting a consultation, check in with yourself.

Ground yourself. Make sure you’re in a good place.

You can use essential oils to raise your energy.

Get up and dance to your favorite song.

Be creative Get into your heart by practicing

Heart Focused Breathing. © Victoria Buckmann


Mod 4 Wk 21 Vid 5

Create a mindset to hold your client in all of their greatness.

People tend to want to shrink into their smallness. Don’t let them go there.

Hold your energy to hold them in their magnificence.

This will help you stay in your own energy of confidence.


Establish rapport.

Be professional - make it all about them.

Let the potential client know what to expect during a session.

By setting an agenda and asking the client their permission to go over the agenda, this is how you get your first “yes” and it allows the client to begin

to relax into the session.


When you go over the agenda, it’s important to be authentic and transparent, letting them know that

you’ll be offering your services at the end of the consultation.

This way there is no tension and everyone can relax.

This also ensures that you actually offer your services at the end because you’ve included it

in your agenda.


You might want to start out by asking them why they decided to do a free consultation with you.

This gives you an idea of what intrigued them about you and attracted them to you.

Here’s a sample agenda that I use:

“I’d like to explain how I organize these sessions, is that ok with you?”


“The first thing I like to ask is why you decided to take the time to have this session

with me today?”

“I’ll let you answer that in a minute.”

“Then I’d like you to share what your greatest vision is for your business.”

“Where do you want it to go?”


“After that I’d like you to paint a picture for me of your current situation.

Where are you now in your business/life?”

“This will give us an idea of the gap between what you want to create and where you are now.”

“In that gap there are probably some obstacles in your way of creating that ideal business. We’ll talk

about all the challenges and limiting beliefs that are slowing you down or sabotaging you.”


“And at the end, if we feel there’s a match for your needs and my services – then we will explore how

I can help you close that gap and create that ideal business.”

“We’ll create a plan for achieving your goals and leave you with more motivation and energy

to go out and make this happen.”

“How does that sound?”

By asking this question, you get your second ‘yes’ from your potential client.


This last part of the agenda that I am about to go over reassures the person that you have done this

before and that this format is effective.

This is how I word it:

“I’ve found that this agenda works well to get clearer on your goals and vision.”

“At the same time, I want you to feel free to take the conversation in any direction that is

important to you.”


You’re going to explore their vision and goals, along with the problems and challenges. This is

where your consultation will help them to clearly see the ‘gap’ between where they are now and

where they want to be.

You’ll help them to see they can bridge this gap with some support.

If they could cross this gap on their own, they would have done that already.


That’s why your services are so valuable. Now ask them questions about their vision for

their business and the specific results they would like to achieve.

This is where you really want to listen, your client will be giving you good information

on how to help them.


“If things are going well, what would your business look like in 6 months to a year?”

“How would that feel?”

“What would your income be in 12 months?”

“How many clients do you see yourself serving in 6 - 12 months?”

Let them become really specific.


When your potential client becomes clear on the results they want, it makes it easier for you to

offer services that will help them achieve those desired results.

Most people are in the habit of stating what they don’t want.

Sometimes by verbalizing what they don’t want it helps them realize and express

what they do want.


Ask, “What’s stopping them from getting them to where they want to go?”

Get specific about the problems and what’s frustrating them.

Before you make your offer for the services that will help, you want to be sure that they’ve

received some value from the session with you.


They must really feel the problems and the pain so they see that they need some help.

Ask questions like:

Can you tell me why this feels so challenging?

What other obstacles are you running into?

How do these challenges and obstacles make you feel?

What is the impact of these challenges on your life and your business?


Before you make your offer for the services that will help, you want to be sure that they’ve

received some value from the session with you.

Here is a way to ask this:

“I’d like to ask you, with all that we’ve talked about so far, what has been the most valuable

part of this session for you?”

Let them answer this. They are going to tell you what benefits they have already gotten from

talking with you.


Mod 4 Wk 21 Vid 6

Listen for the benefits they’re telling you about. This is what is important to them and what they

will want more of.

Some Clients say getting clearer on their vision helps the most.

Sometimes seeing the gap makes them realize that they need some help.


Now ask if its ok to explain your program and how that works.

Explain how you have services that are designed for them and match the elements

of your services with the specific challenges and goals that they mentioned.

Talk about some of the results that other clients have gotten from working with

you if it feels appropriate.


Instead of pressuring your potential client to buy your program,

check in with them by asking this question:

“Now that I’ve explained which program would be the best fit for you,

what benefits do you see yourself getting from going through this program?”


“What other benefits do you feel you would get?”

How would that impact your business and your life?”

At this point of the consultation, you’re about to transition to talk about pricing. Before you

mention anything about pricing, ask them if they have any questions about the program.

Address all of their questions and ask again,

“Do you have any other questions?”


Once they have all the information they need, the next logical thing for them to ask you is,

“What do you charge?”

When they ask about your pricing, it feels very different.

It’s more comfortable - it feels less pushy to them since they’re inquiring.


Now you can give them your suggestion for the service that best fits their needs and the cost.

After giving the pricing, be quiet for a few seconds.

Let it land for them.

Then you can ask, “Would you like to get started?”


Here are some of the most common objections you might encounter:

“I can’t afford it.”

You respond with:

“If it weren’t for the money, is this something you would want to move forward with?”

“Would it be okay to brainstorm some possible ways to come up with the money?”

(what will it cost them to stay on the path they’re on?)


“I’m too busy. I don’t have the time right now.”

You respond with:

“If I waved a magic wand and you had plenty of time in your schedule, is this something you would

want to move forward with?”

“Would it be okay to brainstorm some possible ways to open up time in your schedule?”

(on a scale of 1 - 10, where are they in really wanting to move forward with their business and their dreams?)



“If you don’t spend time growing your business, how’s that going to affect you in the future?”

Listen to what they’re really saying.

Sometimes you have to listen to what they’re not saying.

You need to help them get out of their own way.


“I need some time to think about it.”

Some good follow-up questions for this objection are:

“I understand you need some time. What else do you need to know to make your decision?”

“I know how important it is for you to start getting different results. How long do you need to go

before you can make this decision?” (gently remind them about the impact

of carrying out the same actions they’ve been doing)


You want to go over a few steps

to get them started:

Start by scheduling upcoming appointments.

Discuss any other logistics that might be necessary.

Collect their payment information.

And, send a welcome email or some type of communication to confirm the relationship and

summarize your working arrangements.


What is your financial number that you need to make every month to pay your bills

and make a profit?

This number is your first step.

Write this number down.


You also need to know the amount of activities it will take to achieve your

monthly financial number.

These activities include: The number of networking events that you’ll

want to attend.

The number of people you must talk to.

The number of consultations you must have to convert them into paying clients.


Here are the most important numbers to track: 1. The number of potential clients that you speak

to in a week.

2. The number of potential clients that turned into consultations.

3. The number of consultations that converted into paying clients. This is your conversion rate.

The importance of knowing your activity numbers helps you to keep doing the activities that will create

success and bring in new clients.


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