Summary

In this episode, Jemima and Farid, owner of Better Bodies Lab EMS studio in Manhattan Beach, California, discuss the intricacies of sales in the EMS training industry. They explore the importance of mindset, confidence, and the role of education in converting prospects into loyal clients. Farid shares his journey of overcoming limiting beliefs and emphasizes the significance of understanding the value of the services offered. The discussion also highlights the impact of attitude and energy on client interactions, as well as effective pricing strategies that reflect the true worth of EMS training. Overall, the conversation provides valuable insights for trainers looking to enhance their sales approach and client relationships. Jemima discusses the importance of self-worth, empathy, and effective communication in sales. He emphasizes the need to understand and convey the value of one's offerings, handle objections with empathy, and build genuine connections with clients. The discussion also touches on the significance of personal branding, emotional intelligence, and the necessity of preparation and research in sales interactions. Ultimately, the conversation highlights the importance of delivering measurable value to clients and the role of testimonials in affirming that value.

Takeaways

• Sales is a part of everyday life and should be approached with integrity.
• Building connections and friendships is key to successful sales.
• Understanding the value of your service helps in pricing confidently.
• Educating prospects on the benefits of EMS training is crucial.
• Your attitude and energy can significantly influence client decisions.
• Everything from appearance to communication is part of the sales process.
• Overcoming limiting beliefs is essential for personal growth in sales.
• Structuring offers and packages can enhance client engagement.
• Technology in training adds significant value to the service provided.
• Constant learning and self-education build confidence in sales. Never sell yourself short; recognize your worth.
• Empathy is crucial when handling objections.
• Most objections stem from a lack of information.
• Understanding the value of your product justifies pricing.
• Building genuine connections can ease sales conversations.
• The individual represents the brand in today's market.
• It's okay to have off days in business.
• Fear of selling diminishes with experience.
• Asking good questions leads to better client understanding.
• Delivering measurable value is key to client satisfaction.

Sounds Bites

• "Everything is a part of the sales process."
• "Your attitude reflects how you show up."
• "You are undervaluing yourself quite a bit."
• "Educating prospects on value is crucial."
• "Never sell yourself short."
• "How do you deal with objections?"
• "Empathy is key in sales conversations."
• "The individual is the brand."
• "Fear goes away after the first sale."
• "Asking good questions is essential."
• "Delivering measurable value is important."

Chapters

00:00 Introduction to EMS Training and Sales Mindset

02:50 Understanding Sales in EMS Training

06:10 Building Confidence in Sales

09:01 The Importance of Attitude and Energy

11:49 Pricing Strategies and Value Perception

15:08 Overcoming Limiting Beliefs in Sales

17:53 Educating Prospects on Value

20:48 The Role of Technology in EMS Training

24:14 Structuring Offers and Packages

27:04 Final Thoughts on Sales and Value

29:56 Understanding Self-Worth and Value

30:54 Handling Objections with Empathy

32:47 Communicating Value Effectively

34:37 Building Genuine Connections in Sales

36:32 The Individual as the Brand

38:53 Navigating Emotional States in Sales

41:46 Overcoming Fear in Sales Conversations

44:14 Preparation and Research for Sales Success

46:40 The Importance of Asking Questions

51:53 Delivering Measurable Value to Clients