117: Selling During Uncertain Times with Debbie Allen

Selling During Uncertain Times with Debbie Allen

“It's definitely a time to innovate and restructure.” — Ursula Mentjes 

Do you think it's okay to sell during uncertain times? What should you be saying or not saying? How can you give value without being too pushy? That's the million-dollar question right now.

For those of us who had any limiting beliefs in this area or any fears around selling, it's lifted everything to a new level. In this week's episode, Ursula Mentjes talks about selling during uncertain times, together with her special guest, Debbie Allen. 

Debbie has been a professional business speaker for over 25 years and has presented before thousands of people in 28 countries around the world. She is an award-winning entrepreneur, and bestselling author of 9 books, including her newest books, The Highly Paid Expert and Success Is Easy, published by Entrepreneur Press.

Her expertise has been featured in dozens of publications, including a regularly featured expert with Entrepreneur Magazine. Additional media includes Forbes, Washington Post, and USA Today. 

What makes Debbie Allen's mentoring unique is her' hands-on'​ personalized attention to her clients. Integrity, follow up, and commitment to excellence is her core business values. Debbie has built and sold six million-dollar companies in diverse industries and has been an entrepreneur since the age of 19.

Today, she is known as The Market Positioning Expert, supporting her clients in developing brand domination around their unique expertise. Debbie works with small business owners, entrepreneurs, coaches, speakers, and experts in many different niche markets.

Part One of ‘Selling During Uncertain Times with Debbie Allen’

It's more difficult for those in service-based businesses to innovate at this time. But this is not a time to lay down your business or team. Even though some companies are mandated to close.

It feels like there's a crack in the universe right now. But we get to change things in our business that have been bugging us anyway. We can take this opportunity to brainstorm on what needs to change.

It's definitely a time to innovate and restructure. People want to hear from you more than ever. They need a lifeline right now. There's never been a more critical time for every single one of us to show up. 

When you're on an airplane, and there's turbulence, the first thing you do when that plane starts to shake is you look around. You look around to see what everybody's doing. If those people are panicking on the plane, who do you look to next? You look for flight attendants.

A flight attendant could probably flip over a seat, hit the floor, stand up, still be smiling and say that everything's going to be okay. That is who we are right now as leaders. You have to be the flight attendant in your business because people are looking to you right now. So, stay calm, stay grounded. Do the self-care that you need to do to just stay in this space.

“Lead a Flight Attendant. Stay calm. Stay grounded.” — Debbie Allen

Fear is holding back a lot of people more than anything else in the world today. When you watch the news too much, it adds to the fear. Instead, try to watch the news just for the sake of getting enough information and turn it off. Stay in your own world. There are so many mixed messages out there.

All you're hearing is the negative topics. There's business on the internet right now. You can still sell online. You can still make opportunities. People are really hungry to learn right now.

What special offers could you offer to land new prospects? If you have a program that can help them learn new skills, it would be absolutely perfect for you to jump on board.

Part Two of ‘Selling During Uncertain Times with Debbie Allen’

As an entrepreneur, you must be resilient enough to handle things. Find something you can be grateful for every single day. Take a moment to appreciate where you are right now. Don't talk about the coronavirus all the time. People already hear enough of it.

Talk about your expertise or what your service is. It's too early to predict the outcome of this pandemic. Uncertain times is a great way to describe it. That's the way you want to serve. Challenge your thoughts. Permit yourself to pay attention to the forces that are coming across your mind. 

Right now, there is an opportunity for every single person to reinvent themselves in their business. If you look back at when the most millionaires and probably billionaires were made, it was during the Great Recession, and right after that.

It's also going to be after this. It's already happening. It's your chance to lead others in this new virtual realm. There are a lot of people that still have money. Some industries are doing better than they've ever done before.

“Serve your clients at the highest level.” —  Ursula Mentjes (01:03:05-01:03:06)

There's a big world out there. There's something else. Think differently. Think out of the box. Everyone who has a virtual program right now has the best chance of getting booked. Not everybody has that opportunity.

That's the thing about social entrepreneurs, coaches, business experts, or whatever you do. You can always shift things and change on a dime. Be grateful that you could change it. You're the boss. You're in charge of your destiny.

Start with your virtual class. Do it conversationally. Just be real. That's what people want right now. Show them your brilliance until they need what you want. It's making sure you can help them with precisely whatever they need help with. Don't assume that you can't help them with their big problems. Bring back new offers in a very limited time.

Make it easy for them and make sure you make them feel supported. Just make it simple and just do that over and over again, every day that you have a virtual class with somebody. You're going to create sales through these opportunities. We're not on vacation right now. Every time the economy crashes, or there's a downturn in your business, learn to see it as an opportunity.

Everybody has a different limiting belief about something, and the next steps are probably going to be things you don't want to do. For instance, you don't want your business to go international because you think you need to get on a plane. So, that's floating around in your subconscious. But if you shift positively, you'll see yourself as an international expert who can conduct online classes both for-profit and fun. 

What affirming statements are you holding on to during these uncertain times? Write them down, print them out, and put them in a frame in front of you. Once you see it daily, it starts to get into your subconscious, and you begin to act from a different place. Hopefully, after this pandemic, we're going to come back stronger than ever.

About Ursula Mentjes:

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Transform your limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients. APPLY for a business strategy call with Ursula Mentjes to help me improve my sales: www.salescoachnow.com/apply

About Debbie Allen:

Debbie Allen, Certified Speaking Professional, is ranked in the top 5% of business speakers worldwide. She has been a professional member of the National Speakers Association for 25 years and has presented before thousands of people in 28 countries around the world.

Position your business for more success. APPLY for a business strategy call with Debbie Allen to help me improve my marketing so I may gain more high paying clients and make more income!  www.debbieallen.com/application