Getting to Yes Faster - Susan Trumpler

Website: https://uwibusiness.com

Linkedin: https://www.linkedin.com/in/susantrumpler/

Facebook: https://www.facebook.com/susan.c.trumpler

00:03 Hi, this is Susan and I am really glad you're here today. I truly believe that the time you spend watching and learning from this presentation will be very valuable to you. It will make a difference in the outcomes of your very next sales conversation or even the conversion rates on a sales page. For the past seven years, I've been working with online business owners because I truly believe that they should be able to do more of what they love and get paid really well for it. And that means helping them get really good at promoting their business and attracting more leads and having amazing sales conversations, the kind that don't feel salesy or pushy, that just feel natural.  

00:48 Yeah, it can happen. Now, if there's one thing that I hear over and over from business owners just like you is this, Susan, I just want to spend more time doing what I'm really good at, coaching, creating things, serving my clients. And I want to spend less time trying to figure out how the heck to market myself and sell. Don't blame you at all there. And here's the good news. One of the most effective ways to make that happen is to start getting to yes faster. That's what this talk is all about, shortening the time between when someone discovers you and when they actually become your client. All right, we've all had these moments.  

01:29 You know the ones. When you're talking with someone who should be a perfect fit client, you know they need your help nodding their heads they're they're interested you can tell they're interested. But when you make your offer, they don't say yes. They say I need to think about it or maybe next month. I'll, I'll talk to you again about it later yeah frustrating, right? Well, usually that hesitation happens because you haven't answered three questions that every potential buyer has sitting in the back of their mind.  

02:04 Now, they're not always going to say these questions out loud, but trust me, they're always there. The thing that they are wondering is this number one, why this? Why should I care about solving this problem? Is it big enough to even pay attention to? It's a big one. You think you may have covered it, but I don't know. We'll talk about how you can know. Ok the second thing that's in the back of their mind is why you? Why should I trust you to help me? And then the third thing is why now? Why should I do this today and not later? Right like those times that you get that? Not yet.  

02:46 All right, So this talk is going to break all three of those questions down and then show you some tips on how to make certain that you cover them in every conversation that you have where you're making an offer. Let's start here with why this? Ok, listen, I know you've been told that you have to talk about their problem, right the problem that your offer solves, every coach that you've hired, every marketing person you've listened to tells you you've got to talk about the problem.  

03:17 And you've probably done that. But here's the real deal. You got to go deeper. Here's what I like to say is you need to tap into what I call the three AM problem the, thing that's keeping your ideal client up at night. This isn't just about their inbox being overwhelming or their social media not growing fast enough or they're not losing weight fast enough or they've got this, you know, boyfriend issue that it's making them annoyed no, it's deeper than that.  

03:48 It's the deep thing, the thing that when they're laying awake at 3:00 in the morning, the problem feels heavy. It wakes them out of a dead sleep and almost like there could even be like a racing heart, like it's getting in the way of their life, the life they really want. Let me tell you about a client I worked with recently she's a parenting coach and when I asked her about the three AM problem her audience had, she said, well, they want better communication with their teens.  

04:22 And I said, sure, of course they do. But what wakes them up at three AM? And she thought about this for a second, and then she said, oh, it's when their kids shut down and they feel completely helpless. They're scared they're losing the relationship forever boom, guys that's it. That's the three AM problem. Imagine someone laying in bed at 3:00 staring at the ceiling thinking, why is this still such a mess? What am I doing wrong? Something has to change.  

04:58 I can't keep going on like this. That's the problem you want to speak to. Because when you show someone that you understand what it feels like and that you have a real and effective solution to overcome this problem, you move from just being another voice in the noise to someone they want to work with. But here's the challenge. You're an expert. I call it the curse of knowledge. You know your stuff so well that you might jump too quickly into offering a solution when you hear the first inkling of the problem.  

05:36 That's the surface level problem. And you're you're saying things like, Oh yeah, I got this, I got this. But you skip the part where you really help them feel seen and understood. You got to slow down to go faster guys. Let's do a little exercise together right now. I want you to think about a recent discovery call or a conversation that you had with a potential client. What did they say they wanted help with? Now ask yourself, what's the layer beneath that and what would you ask next? To go even deeper, you've got to ask follow up questions as soon as you hear a problem, you want to pause and dig deeper.  

06:21 Peel back the layers. For example, you might say, what's really frustrating about that? Or how is that affecting other parts of your business or your life? What would be different if that problem went away tomorrow? You see what I mean? You're asking them to explore the problem that they have presented with you with so that they themselves can determine whether or not it's something that they're willing to take action on. This is how you get your potential clients to realize that yes, this problem is real, it's affecting them deeply and they do want to solve it.  

07:02 Hey, if you want a little help getting better at this part, I created a guide with 74 discovery questions that fit any conversation. You can modify them i don't recommend you asking all 74 right, but pick the ones that you like and it will help you go deeper. There's a QR code on the screen where you can download the guide immediately and use it in your next conversation.  

07:26 All right. The second question that's coming up is why you? Let's be real for a second. There are a lot of coaches, a lot of service providers and experts out there and your potential clients have probably already tried other solutions to the problem they may or may not have, but at least they have looked into them. So why should they trust you? And this is where a very provocative point of view comes in. You need to be crystal clear about how you help people get results and your unique method, your style, your secret sauce. What makes your approach different than something they have already tried before? I call this helping them cross the river of misery.  

08:14 They're on one side of the river they're stuck in a place that's frustrating and not working, and they can see the other side it's right over there. The results they want, the outcome they've been seeking, but they don't know how to get there. And that's where you come in. Your job is to show them the bridge, your process, your method, your framework. And I have to tell you, when I go to start talking about my frameworks, I make them visual. Because did you know that of all of your senses, your five senses, the strongest sense for keeping you safe is your vision, right? Imagine yourself in the woods, and then there's a bear, right look at that big black bear, and you look yummy to this big black bear.  

09:03 Which of your senses is going to help you survive the the best? It surely isn't the sense of taste or the sense of smell, right because that bear is a little bit too close for those senses to help them out. Your sense of hearing is pretty good, but your eyesight actually outranks it. And your buyer needs to feel safe, so showing them visual depictions of your framework is the most solid way for you to connect with them and for you to be able to help them understand and absorb what it is you actually do to help them get their results.  

09:48 When I started doing this in my sales conversations, I noticed an immediate shift. People leaned in, they asked questions, they got it. One of my clients told me afterward I finally understood how all of the pieces fit together, and that's why I said yes. Those visuals are everything. They're the best tools you can use to help people feel safe. In my Getting TS Faster Boot Camp, I share four of the visual frameworks I use to help my clients see exactly how they'll be getting from point A to point B crossing that river of misery.  

10:26 If you're curious to see how this works in action, go to gtyfaster.com to sign up for the boot camp. It's really cool it's self-paced Every morning you get a video that's dropped into your inbox you just watch it it's it's less than 10 minutes. And then throughout your day, you can use the tips and the tools that I share with you in the boot camp to see the type of results that you can get with them. Remember, people do not buy if they feel confused or unsure. Visual frameworks take the guesswork out of your offer, and that builds trust. All right, we're already here. We're on the third question that your buyer has at the back of their mind that needs to be answered before they can say yes to doing business with you.  

11:14 It's why now, and this is a big one guys, because even when someone sees the value in what you're offering, they still might say, this sounds amazing, but maybe later. I hate the dreaded not now. Here's what's really happening though. The pain of staying the same hasn't yet outweighed the discomfort of change. Because believe me, people know that when they buy into a program or they agree to do work with you, they know you're going to offer a lot of value but they also know that they have to do work.  

11:55 Because let's face it, saying yes to something new takes effort. Even if they love you and believe in your offer, they are still thinking, do I have the time for this can I really commit to this right now? Will I be able to follow through? It goes back to the fear that they have around not getting the results that they want by investing in what you're offering. So how do you move someone past that hesitation? You focus on emotions because emotion is what drives people into action. Here's the thing, people buy on emotion and then they justify it with logic.  

12:37 And I can tell you right now, if you think back to a purchase that you've made recently, you think about a big purchase, not just a loaf of bread or some milk, but something you really wanted think about a car, a house,  

12:52 An expensive designer purse, right? You look at that purse and you don't say, oh, I have to have that because without that I will not be able to carry around everything that I need to carry with me. No, what you do is you look at that person, you go, oh, I love that. It smells so good it feels so good. Think of what I will look like. I will feel successful now, this is all happening subconsciously, guys, but it's the truth. People will buy an emotion they will justify with logic every single time. So if you are not digging down to an emotional state or or helping them get to that place of an emotional state that will allow them to say yes, you're missing the boat.  

13:43 Let's do a quick moment of reflection here again. Think about your last offer. What emotion were you trying to stir in the person that was hearing the offer or did you not even think about it right. It's like usually we just go through and here's the program here's, all the components of the program and here's the it's going to be so great. But you're not thinking about what's happening in the emotional field of your client. You really have to think about it. So think, what do you want them to feel is it relief? Is it excitement? You know, when you're making an offer, you've got to think about this because when people are feeling, let's say, excitement, what they're really thinking about is, oh, what's possible oh my gosh, this is so cool i've always wanted to be able to do this, but they're excited about it.  

14:34 They could be feeling relief. Man, I've been carrying this weight on my shoulders for so long, and I'm finally getting some support. I just feel so relieved that this is a possibility. They also might need to feel hope that they can do this. I can do this. With your help, I know I can do this. That's a feeling of hope and again, of possibilities. The final one I want to bring to the table right now, and there's many more, but the final one I want to talk about right now is commitment. You want them to feel commitment. Commitment to make a change now, putting a stake in the ground and saying I am not going to take this anymore, I am going to do this and I know I can do it.  

15:17 That's commitment. These are all an array of emotions that you can elicit through your conversations. Your job is to paint the picture of what life could be like on the other side of that river of misery and help them feel that future right now. Because making the decision to work with you should feel like the obvious next step. And if you're thinking, well, this all sounds great, Susan, but how do I design a conversation to create those emotions? You guessed it, that's exactly what I cover in the Getting to Yes Faster Boot camp.  

15:58 So here's what I want you to take away from today. Getting to Yes Faster isn't about having a killer sales conversation. I mean, you got to do that, but it's really more about knowing how to speak to the real problem your clients are facing, clearly communicating why you're the best person to help, and then creating urgency and emotional alignment so that they want to say yes. Right now. This approach works whether you're on a Zoom call, you're writing an email, you're hosting A webinar, or you're posting on social media. It's about being intentional in how you communicate every step of the way.  

16:38 So that's why I said the skills you're learning in this quick talk and potentially if you sign up for the boot camp, which is for you by the way, is going to be able to be used in all phases of the relationships that you're nurturing as you're trying to attract your ideal clients. And if you want to go deeper into all this, I'd love for you to join the Getting TS Faster Boot Camp. It's self-paced it's super actionable, and it's designed to help you convert more leads into clients without feeling pushy. You can Sign up today at gtyfaster.com and I'll see you there. I hope you have a great day enjoy the rest of the summit.  

17:15 I'll talk to you again soon. Bye bye.