Sales Hustle is now Sales Transformation
June 13, 2022

#328 S2 Episode 197 - A HEART FULL OF JOY: Learn How To Sell From The Heart with Jackie Joy

As we learned from Jason Marc Campbell in the last episode, it is very important to sell with love, and where does love begin? Love comes from the heart.

In this latest episode of Sales Transformation, Collin Mitchell welcomes Jackie Joy, the Business Development & Training and Development Specialist for “Selling From The Heart”. Jackie will be sharing her personal journey in sales and how it led her to her passion for advocating for authenticity and credibility in selling.

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HIGHLIGHTS

Jackie's sales background
Bringing trust and credibility to sales
Be authentic to yourself and your words
Reputation as a seller
The pain of mistaken goals

QUOTES
Jackie: “For me, especially once I was a leader because I did that for many years, I saw too many agents walking out of sales because they weren't taught to be themselves.”

Jackie: “Income is the outcome. It's not what your mission should be. Everything takes care of itself when you do it the right way. It feels like it's a slower process sometimes, but those customers will stay on your books longer.”

Connect with Jackie on LinkedIn and learn more about what she’s been working on!

Links to check out:
About Jackie: https://www.sellingfromtheheart.net/Jackie-Joy
Selling From The Heart Website: https://www.sellingfromtheheart.net/
Selling From The Heart Book: https://www.sellingfromtheheart.net/book

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


As we learned from Jason Marc Campbell in the last episode, it is very important to sell with love, and where does love begin? Love comes from the heart. 

In this latest episode of Sales Transformation, Collin Mitchell welcomes Jackie Joy, the Business Development & Training and Development Specialist for “Selling From The Heart”. Jackie will be sharing her personal journey in sales and how it led her to her passion for advocating for authenticity and credibility in selling.

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • Jackie's sales background
  • Bringing trust and credibility to sales
  • Be authentic to yourself and your words
  • Reputation as a seller
  • The pain of mistaken goals

QUOTES

Jackie: “This is my passion, to bring in trust credibility, you know, back to selling like it used to be many, many years ago and Dale Carnegie's time. It's a great profession. But when you tell people you're in sales, they look at you worse than you had COVID.”

Jackie: “For me, especially once I was a leader because I did that for many years, I saw too many agents walking out of sales because they weren't taught to be themselves.”

Jackie: “Income is the outcome. It's not what your mission should be. Everything takes care of itself when you do it the right way. It feels like it's a slower process sometimes, but those customers will stay on your books longer.”

Connect with Jackie on LinkedIn and learn more about what she’s been working on!

Links to check out:

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DNS through LinkedIn, you're missing the mark big time. Learn how I fully managed revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] Alright, welcome to another episode of sales transformation. I'm very excited to have Jackie joy on today. This has been a long time coming and Jackie is a sales trainer executive coach for selling from the heart where she helps sales leaders and sales professionals change their culture to one of trust, authenticity, and credibility.

[00:01:17] Jackie, welcome to the. Thank you so much Collins. Great to be here. Yeah. You and I connected, obviously, you know, we have a mutual friend, um, or mutual friends and, um, and we connected on LinkedIn and talked, uh, it seems like such a long time ago now. Um, and it was only like a month and a half. And then yeah.

[00:01:40] And knew I needed to get you on the show. And so I'd love to just kind of start over. Learning a little bit more about your story. Like what's your, what's your sales story? Oh, well it goes back into the good old ages. Um, many, many, many years ago when I was just getting out of high school, I actually sold radio spots.

[00:02:05] And if you can sell air, you can sell just about anything. So I th the bug hit me back then and I started, I have a couple of passions. I like reading about psychology and I like reading about sales. So I took a Dale Carnegie course many, many years ago, so learnt early on to be myself. Hmm, but then I stayed home.

[00:02:29] I was a stay at home mom for many years. And if you don't think that's good sales training, think again, you learn to overcome objections all the time and you appreciate that. If you're any good at sales, you know, it's, it's kind of funny because some of the strategies that I use when negotiating with my children, uh, they start to pick up on them and then they start using them back on you.

[00:03:02] And you're like, ah, I see what you're doing there. Yes. Third kid. You need to be really top on your game because they pick up the most. So, um, so I did that for many years. And then from there, um, I was actually an admin assistant for many years, and then I went back into sailing. So I was in the private insurance space for the last 10 years and being a satellite leader.

[00:03:35] I didn't like the type of trainings that they had it to me and I'll call it smoke and mirrors as opposed to call out specific trainings that some of the other leaders were doing. And I didn't like it. So I read a lot of different sales books. To bring it to my team. And then I stumbled across the selling from the heart podcast and I'm like, okay, these guys are different.

[00:04:01] I really liked their bringing value. You know, it's really all about the client. And at that time they would just talking about selling from the heart book coming out, which was November of 2018. When I read the book and I'm like, oh my gosh, this is exactly what I've been looking for. Hindsight being 2020, I probably could have written it myself.

[00:04:22] Cause there's a lot of techniques in there that I was kind of doing already. And I'm like, oh good. I'm not the only one because I felt at the time I was the only one on the planet being authentic. So when I, after I read the book, I connected with Larry on LinkedIn and I told them, I said, I know you wrote this book for me.

[00:04:39] He didn't know who I was. He's on the west coast. I'm on the east coast. So there's no way he knew me, but. Um, then years later, um, last year they asked me if I would think of joining their team. And to me, this is my passion to bring in trust, credibility, you know, that to selling like it used to be many, many years ago in Dale.

[00:05:04] Carnegie's time. It's a great profession, but when you tell people you're in sales, they look at you worse than you had COVID. Yeah. Oh my gosh. And I was just thinking there, as you're saying that, right. Trust, authenticity, like those are words that don't go together with sales, like peanut butter and jelly, a lot of cases, right?

[00:05:26] They're like. Trust authenticity. Are you sure you were talking about the right? The same thing here, Jackie. That's right. As most people don't trust people and sales, but if you look at the bigger picture, nothing happens in any profession, unless you're selling something somewhat. I used to hire agents and they go, oh, well, I've never sold before.

[00:05:50] I've never been in sales. I said, well, I beg to differ when you were this high and you were begging your parents for an ice cream cone from dairy queen. Yeah. You were selling. So someone's always selling. Someone's always being sold to no matter where they're at.

[00:06:08] Yeah. And, and, and, and sometimes, you know, you don't even realize it, like you mentioned, even from a young age, um, even, you know, parenting your children, um, or even just, even with your partner, maybe selling them on your idea, um, or even. To, uh, you know, get married. Like those are all sales. Some of those have long sales cycles as well,

[00:06:35] never ending. And they were always bought back to the beginning too. Yeah. Yeah. So, okay. Um, wow. All right. So, ah, there's so many good things we can dig into here, but I want to talk about just kinda, what was it that. Hit home with you so much about, you know, listen to Darryl and Larry on the podcast. And then the book resonating so much, like just kind of, for maybe people who are listening that have don't know, selling from the heart, which they should, the podcasts and the book, um, which is also available audio version, which is, um, my personal preference.

[00:07:15] But, um, I'm an audio book person, but don't tell him. Um, and so I'm just curious, like what things about it stood out to you the most where it just really struck a chord. So for me, especially once I was a leader, cause I did that for many years and I saw too many agents walking out of sales because they weren't taught to be themselves.

[00:07:44] It was here's your script, read it the way it is. Don't try to deviate it. Don't think by yourself, don't put, you know, it's like, and it was put tonality in it, but it was, you know, when you're trying to read a script and trying to put tonality. It's very difficult to do, but don't put your tonality into it.

[00:08:06] Put the tone in it too. Did you hear me using absolutely so that, and when I read Larry's book, one of the things that really resonated me with something that I did naturally, I didn't have good leaders. Um, they were great people. But they were kind of non-existent, they were doing their own thing and they really didn't have time to help.

[00:08:28] Even though I was in a brand new industry, I like, I knew nothing about the insurance field. So I had to, you know, you don't have a lot of people that will take on that, like, and really dive into it. So I didn't even know if my presentation that I was doing was any good. So I went to my customer. Whether I sold them or not.

[00:08:50] And Larry talks about that in his book. He talks about it a different way. He talks more about asking them what they like about. Salespeople ask them what they don't like about and connecting that way. I connected on a different way. I had, when I gave them a presentation, I went back to him, whether I sold them or not, and saying, where did I miss the boat?

[00:09:13] What did you like about my presentation? So my customers actually helped me create my presentation and help me get better. So I could be better for my four more customers because most people, and I know this is a hotspot for you. Most people don't realize you are your own brand. Yeah, no. And people think their brand is something they need to create.

[00:09:40] Or a lot of times you see folks just kind of observing other people's brands and then trying to make their brand what somebody else's. And it's like, your brand is who you are. Um, it's not something that you create. You're maybe just not sharing it with people. Um, and you can't compare yours to somebody else's like, what makes your brand unique?

[00:10:03] Is it's yours? Absolutely. Like I can't train an agent to be like me because it's not them. And there's too many. There's too many leaders, especially in sales, within five minutes of the person starting their new job, they'll go. You'll do great. Just do everything that John is doing over there because he's our number one salesperson.

[00:10:27] Well, Jessica over here is nothing like Johnny over there. So now she's already been saying set up for failure because she's not being authentic to who she is. We used to call that back in the day, your reputation. What do you want people to think about you after you've left their presence? To be true to your word.

[00:10:52] If I'm going to tell you that your product's going to be here at such and such a time and day, it better be there that time. If you find out that it's not going to be, then make a phone call and say, you know what, although I mentioned, this is when it's going to come in, we've had a hiccup. So just wanted to call and let you know.

[00:11:14] So when it's really all about, if you're authentic to yourself and authentic to your word, you'll do so much better in sales. Yeah. And, and, and the funny thing is it's actually very simple. But yet it's so hard for so many people, right? Cause they're operating out of fear, right? Like, oh man, something got messed up.

[00:11:40] Product's not going to be there. Maybe, you know, uh, if it's, you know, feature that was, you know, supposed to be included, isn't ready yet, whatever the case. What, you know, what's actually going to happen versus what you promise aren't aligned. And people are so scared to just be honest about that and be proactive about that because they don't want to lose the deal.

[00:12:08] They don't want to, you know, have to deal with some sort of conflict. Um, and you know, honesty and being transparent is always the best policy. Um, even if you have to tell somebody something they don't want to hear, or they're not going to be happy about, um, it's way better than if you don't. And I think for whatever reason, people just have kind of lost the idea of like that your reputation matters and it matters a lot.

[00:12:33] And, you know, you might be able to sneak past a prospect or two or a customer that'll, you know, Not say something or be able to live with it. Um, but they're not going to refer you anybody. If they go get another job tomorrow, they're not going to say, Hey, you know, This person did a great job, and I want to bring this solution into this new organization.

[00:12:56] Like those things are not going to happen. And those are what separate, you know, average sellers from elite sellers or real true as you guys like to say sales professionals. Yes. And there's a huge difference between a sales rep and a sales professional, because a sales professional really cares about their client.

[00:13:16] A sales rep just cares about putting money in their pocket. You know, I did things in the insurance industry that most people didn't do. I surrounded myself with my competition that I trusted. So if I knew my product, wasn't going to be as good for them as they needed to be. I had people that I would refer them to saying, you know, although I can't help you because of this, you know, I trust this person and they will take good care of you.

[00:13:45] Well, who are they going to refer at the end of the day? They're going to refer me because I've put them in the best place that fits their needs. Well, it's hard for a lot of people to look at the big picture or play the long game, or I'll just say it actually give a shit and value the relationship over their commission check or hitting quota or looking good to their boss.

[00:14:15] And it's so important because at the end of the day, your client is going to stay with you. Long-term I recently asked one of my clients on the health insurance space. What made you go with me at the beginning? When I first signed up and what made you stay? Because she's been my client since I started with the insurance industry in 2014 and she said, The product at first and how you treated me.

[00:14:47] She goes, and I know that no one will treat me as good as you treat me because you are always there to pick up the phone when I need something, which is another pet peeve of mine. When customers call the salesperson back and they don't return their customers calls. It's it's frustrating because they're afraid of what's on the other end, except they don't think it could be a referral.

[00:15:16] I mean, cause I've had customers call me back and say, Hey, do you mind if I refer you? Oh no, please. Don't of course, but they'll call first even though, you know, it shouldn't be a no brainer, but for customer. We've been taught to not give out other people's information unless you have permission. So customer agents should also learn to say, Hey, if you know anyone, you have my permission to give my name and number out.

[00:15:44] Yeah. So, so let's, let's dig into this idea of your reputation. As a seller, right? Like you said, that was, you know, something people used to care more about back in the day. Right. But I'm just curious your thoughts on, you know, because now what you see and, and, and, and I also want to kind of connect the dots here as well, because you said there's a difference between a sales rep and a sales professional.

[00:16:13] Right. And I think. For the most part, maybe there's some exceptions, but I've talked to a lot of people and even my own personal experience. I think we all kind of start out as a sales rep because that's how we're taught. Right. And my training was very similar to what you said your training was, and I've talked to tons of people and it's the same old stuff, right?

[00:16:36] Here's a script here's name list. You know, mine kind of went like this. Here's a, here's a script. There's the phone, she'll listen names, don't use a CRM it's broken. And, uh, that was my training and off I went, you know? And so, um, you know, when did. Valuing your reputation as a seller, not like stop. Why did, when did people stop caring about death so much?

[00:17:05] Oh, that's a good question. Um, You know, I think with, and I'm going to say it lovingly, cause you're going to love him or hate him when you have the whole Wolf of wall street, grant Cardone type of methods out there. And they're shining all the big houses, the blame, the, you know, shiny cars, the sexy woman next to you of all that.

[00:17:31] Um, and some people want that and they're willing. To sell their soul for it. And I wasn't willing to sell my soul for anybody. Right. So then chasing that becomes the most important thing when, you know, serving your customer, you know, making sure you have a good reputation, um, helping your customer solve their most important thing, whether that's with you or not.

[00:18:06] All of that goes out the window. When it's all about me, president's club, you know, you know, my quota, my commission check my president's club award. All of those other things that people are chasing or, you know, you as a seller defining what success is based on somebody else's success. Absolutely. Um, You know, income is the outcome.

[00:18:36] It's not what your mission should be. Everything takes care of itself when you do it the right way. Does it feel like it's a slower process sometimes, but those customers will stay on your books longer. You know, I even get offended now. I don't have to deal with this now that I'm with selling from the heart.

[00:18:59] It's great. But in the insurance space, no one ever has anything good to say about insurance. So even if they had a bad review, because everybody loves to complain on reviews, but sometimes it's not the product. It was. The lack of training that agent got to tell the customer how the plan really worked.

[00:19:22] And I would take offense to it because it's like to me, I had branded myself with that company. So I didn't want for a minute, any of my customers to think that I had seldom an inferior product because someone else had a bad experience. So I really, you know, it's taking your values and. Living up to them.

[00:19:47] That's why it's like selling from the heart at first. It's like, okay, that sounds like a fluffy title. Okay. If we want to be honest, it sounds fluff, but if you really read it, it will hold your feet to the fire. So it will, you know, if you have an empty pipeline, you don't have to go look any further than the mirror because you're the reason why it's empty, you know?

[00:20:13] So. It's really taking that deep dive and the book will help you do that, is taking that deep dive within yourself. If you really want to be good retelling from the heart. And if you prefer a online course that goes through, we have a masterclass that takes you through the book. And I highly recommend it.

[00:20:37] I did it for my own sales team. I used to buy books. Every new agent that I hired God is selling from the heart book. Yeah. And what if people that haven't been exposed, you know, to Darrell and, and Larry and even yourself and the work that you guys do, or the book or the masterclasses or all the awesome stuff that you guys do all the time, the challenges, you know, What's what could they expect?

[00:21:06] Like, what is, what are some of the things that people say after reading a book for the first time, or going through the master class or, you know, working with you guys, I've had people tell me that it, you know, like someone that, and she happened to have been in the mortgages industry for over 30 years.

[00:21:27] She goes, that books sparked my passion again. And it's really taking, making people understand why they're in sales, because it is a certain breed, you know, and we're a community. It's not just a, Hey, we're looking to train you. Hey, we're looking to coach you. We're not here to just, this is a community.

[00:21:54] This is a movement. It is finding like-minded people to take that journey with them. Which is one of the reasons how I ended up with selling from the heart to last year. I heard you're a sum total of the people you surround yourself with. Most people might hear that twice in their lifetime. I heard it 22 times in a two and a half week period by 22 different sources.

[00:22:21] I'm like, okay. So I know I'm thick-headed, but the universe obviously want me to know something, but it was, you know, I mean, I'm not a spring chicken, so, but it was making that transition from one career to another, to really impact people and bring trust, authenticity, credibility, have people care about their reputation, again, back to the forefront and help raise the trust level that people think of trust.

[00:22:48] Now. Yeah. And I think that. The interesting thing that kind of stood out there, right. Is, you know, going through a process like this or reading the book for the first time, it's like, it really makes you question some things. Right. And, and, you know, realize like, even if you're doing great, like, let's say, you know, you're not the total denial, sleazeball commission breath hungry.

[00:23:13] Yeah. Sales buffoon. But, uh, even if you are doing a half decent job, like there's still some work you can do. Um, and, and, and, and the idea of like, I don't even know if I don't even know if a lot of sellers know why they sell. Right. And you mentioned something there that kinda struck me. Um, that made me think about that.

[00:23:34] Like, I think a lot of sellers think, oh, I sell to make a commission check and that's it. Right. Right. And they don't think about, you know, serving their clients or helping them solve these, you know, things that mean, you know, something much bigger than your commission. Absolutely. And where, you know, not to bring my past, back in again.

[00:23:58] That's one thing that I noticed that some people didn't care, like they just went out and sold a product without even really knowing what it did before I even would sell the product. I went through every word of their brochure. So I knew exactly what that product did because especially in the health insurance space, you're dealing with someone's livelihood because if they have a crappy plan that doesn't do what you said it did.

[00:24:27] They could lose everything. And that, you know, I always have treated clients like they were a relative because you wouldn't put your relative in a bad space space. Well, most people wouldn't anyway, you never know someone

[00:24:48] that's important to me. Like I used to watch my customers' budgets as much as I'd watch my own. So it's, it's really like, as Larry would say, it's really given a rep about the place that you're going to put them.

[00:25:07] Well, Jackie, this is, this has been a great conversation. I really enjoyed it. Um, Great things for our sellers to think about where's the best place for them to connect with you or find out more about the work that you guys are doing over there at selling from the heart? Well, selling from the heart.net is our website.

[00:25:27] If you want a free book, it's selling from the heart.com. Slash book. All you have to do is pay for the shipping of it and you'll get a signed copy of it from Larry living. Um, to learn more about me, it's selling from the heart.net/jackie J a C K I E. Hyphen joy, J O Y. Awesome. We will drop all of those links in the show notes for everyone.

[00:25:52] If you enjoyed today's episode, please write us a review. Wherever you're listening to this podcast on now, it really does help us out so we can reach more people. Um, and also share the show with a friend. And additionally to that, we're always listening for your feedback as well. You can go to sales, transformation.fm, give us your feedback.

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