In this insightful episode of the "One Small Change" podcast, host Yvonne McCoy invites Misty Henkel, a seasoned sales trainer from Chinchilla, Queensland, to share her unique perspectives on transforming sales communications. Misty delves into methodologies that combat sales anxiety by leveraging personal connections and effective communication. Together, Yvonne and Misty reflect on their past experiences, emphasizing small but profound changes that lead to success in sales. Misty offers a free "Sales Game Plan Session" and humorously discusses her new hobby, watermelon skiing, adding a lighthearted touch to the episode. As the conversation wraps up, listeners are encouraged to embrace change, stay curious, and explore new ideas with Yvonne's podcast series.

Guest Bio:

Misty Henkel is an accomplished sales trainer renowned for her practical approach to overcoming sales anxiety. With a diverse background in bartending, furniture sales, Apple computers, and government services, she expertly transforms traditional sales techniques into impactful customer interactions. Misty, a native of Chinchilla, Queensland, combines her professional experiences with her vibrant community spirit, making her a sought-after sales mentor.

Key Points Discussed:

1. [05:10] Misty's sales journey: From a shy barmaid to an expert sales trainer.
2. [12:25] Key sales technique: State the price and remain silent to let customers decide.
3. [19:45] Importance of likability and personal connection in sales success.
4. [26:30] Repetition in learning: Overcoming discomfort when discussing prices.
5. [34:55] The influence of atmosphere and personal connections in sales environments.

Main Quote: "Get known for what you sell, clearly state the price, and then be silent to let the customer process their decision independently."

Website: https://www.4mycard.net/u/ub4x/Misty-Henkel

Facebook: https://www.facebook.com/profile.php?id=100008378372285

LinkedIn: http://linkedin.com/in/misty-henkel-5962a971

I am so excited about the guests that I have today, and I am

so thrilled to embark on this journey of exploration and transformation

with you. I'm your host, Yvonne McCoy, and I bring almost 30 years

of entrepreneurial experience and a passion for discovering

growth through the power of seemingly small change. And I wanna

thank you for taking the time out of your out of your week. And

this week, I have got a delight for you from down under,

Misty Hinkle. And she's gonna share some

amazing things, and she is going to we have laughed

together so much that I know that you're gonna enjoy

this, and you're gonna find something,

unexpected that's gonna help you to transform and grow in

both your personal and your professional life. Misty,

thank you for joining us. This is

actually a decent hour for you. This is 7:30 in the morning instead of, like,

2:30 in the morning. Yeah. No. I'm sorry. This is, like, lunchtime,

Yeah. No. I'm upset. This is like lunchtime for me. Seriously, I've just come from

having a bowl of spaghetti bolognese. So, like, I get up at crazy o'clock. I've

got 2 golden retrievers. It's screaming hot where I live because,

it's now summer. So in American terms, you know, we average a

100 degrees. I'm in Chinchilla, Australia. So

Queensland, Australia. And, we pretty much get from November

through to April, a 100 degrees every single day. Summer. Right?

Yeah. Yeah. For our summer. And, so I've got one golden retriever, big

heavy boy that says, yeah, I'm not going out in the sun. And a

little girl who says, you know, I'll sun bake all day. And, but

she says, but let's go for a walk an hour before the sun gets up.

So, and the sun now gets up here at about 4:30 in the morning.

So so I have to get up early because the dogs run

around the house crazy going, it's time. It's time. It's time.

We have to focus because we have too much fun. Oh, we're focused. We have

to focus. So That's so a

bit about me. That's it. Oh, so tell me. Besides

the fact that you have 2 dogs and it's really hot Yes. Tell

everybody what it is you do and what was the small change

that brought you to help you get to this place?

Okay. So I'm a sales trainer. So I teach

sales training? What do I do? Yeah. I teach sales I teach people how to

sell. Actually, I get people how to I get people to sell,

Yvonne. I, it's one thing to learn. Right? But anyone can

learn. Everybody I've ever taught, sales to,

they've all done some sort of sales program. Whether we've read a book or we've

done a program or we've had it in our job, there's some sort of sales

training in everything that we do. But I find that about

99% of people who've done sales training fail to sell.

So then what's the problem? Why is it that's

few, but some can sell, but most do not.

Sales anxiety. So I just fix the sales anxiety in people. So

ultimately as a sales trainer, I say my job is to get you to sell

and I'll do whatever is necessary to make that happen. And I'm very

devious about it. I seem to impart knowledge in such a way

that they will come back to me and say, oh my God, I can't unhear

what you say. And even if I don't wanna be a salesman,

I'm now doing it. So it's like you're sitting on my shoulder, whispering

in my ear. Just say that. Don't say that. No, no, no. Just tell them

the price. Stop talking. Stop doing that.

And so I imagine myself as a, I

don't know, little devil, but in white with wings, but

dressed up with a devil with a tail. That's called an angel without the

tail. It's called an angel. Oh, you know, no. They've got a they've got

the tail. They've got the the horns. And and

do they get the crown? They've got that devious little look. They're with

Did did they get the crown too? Oh, yeah. They have a

crown and then a halo.

So so what was it that made you, you know, realize that

that, you know, people needed this and that you were good at

delivering it? Okay. So I

was quiet as a kid growing up. I was very quiet and,

wanted lots of friends, didn't really have a huge amount. I didn't know how to

speak to anyone, couldn't cope with more than one person at a time because I

struggled to get into any conversation. So by the time I was

18, I decided I had to be a barmaid because barmaids were

popular by everybody by default. So I've just gone, okay,

cool. I'll do a bar course. I'll be a barmaid. So

inside that, and I mean, my job was, and I followed instructions

really well. So my job was nobody leaves until they've got no

money left in their wallet. Okay. No problems. And, really

good at my job. Like I used to think, but I also love money. Like

I was one of those kids that saw a coin discovered it, bought chocolate, but,

oh, so we must have heaps of this. Right. So I just liked money

from a very young age. And then how do you get

it? Right? Working definitely is it. But then I would look at

jobs. The other side of being a barmaid is you can get tips. Not here

in Australia, we don't do tips. But my thought was over in

America, they do. So I could just be a barmaid and then go over to

America and I could earn tips. And I have to say, I would earn a

lot of tips if I lived over in America.

Because I'm really good at what I do

when I'm talking to someone and getting to buy drinks and food and, you know,

I did have a bit of a chat and I move on and I help

others and come back. My mom used to say to me, oh, but you're just

a barmaid. I'm not just a barmaid mum. I'm the best barmaid in the world.

People will come into the pub with no money. They'll leave with even less. They

don't blame me for it. They come back the next day. I'm very good at

what I do, but it's only because of the atmosphere that I would give them.

You know, come in, relax, I'll sort out the food and drink. I'll

put some music on for you. You play a bit of pool, you know, come

back to the bar, have something to eat. So, you know, I just,

I just have a friendly way about me. Now, all the sales I did over

here in Australia. So I started as a barmaid for 10 years and then moved

into furniture, selling furniture, sold apple computers. These are

the main jobs I've done heaps of jobs, but these are the main ones. They've

all been sales ones. Worked at, government

offices selling, patent and trademark applications.

Also worked in the government office of,

child services taking 50 angry phone

calls a day from childcare centers whose parents

hadn't paid them for looking after their children. So

I learned dispute resolution,

over the phone, from those things and as well as in retail

jobs. You get that in retail jobs. Bar jobs, if

somebody is too drunk, you have to stop them from drinking.

So you can see there's a bit of a dispute resolution will go on

in that area as well. I'm not drunk and yet you're

yelling at me. So, you

know, it's a bit of a problem. So amongst

all of this, particularly the as a barmaid for 10 years, you have to learn

how to speak. How do you how do you get so much? How do you

get someone to say for such long time and get them to spend so much

money? You have to learn to talk to them. And,

so inside of all of this, I'd fallen in love with the

whole idea of selling, selling more, adding

on, helping a person out, can I can I

just can I stop you right there? Because I think you

just hit on a really important thing. And that

is that if you are are

selling a service that a person needs, you're actually helping

them. Do you know? You're helping them discover isn't

it? No. You have a solution

for them. And and, you know, I had a couple of

sales jobs, not not a lot, but I had one of I told

you, one of the sales jobs that I had was at a costume

jewelry counter, and some of that was

just ugly. You know, it was past ugly. It was oogly.

Do you know? It was so bad. And people would come up to me

and say, do you like this? And I was like, nobody

in their right mind would like this. Right? But you can't say

that. So I would say, well, what's important is that you like

this. How are you going to use it? And they would say to me,

well, I'm gonna use it on this. And I'd say, that's too heavy for that.

You need and it got to the point that people actually came back to the

costume jewelry and asked for me. I had a following

because I was helping them not only, you know, pick out the right

things, but show them how to wear it. I mean, it was weird.

You know? Yeah. Yeah. Yeah. Absolutely. You are you're

helping somebody do something. So let's say if someone come into

the pub to, to have a couple of drinks.

Right? They've come in just to have a couple of drinks. Maybe they had a

hard day at work. Maybe they had a great day at work, whatever it might

be, but how long they stay, why don't you stay for dinner? I'll get you

a couple more drinks, stay for dinner. I'll call you a taxi, whatever it might

be. Right? And they might have come in because they were down in the dumps.

But seriously, they came in because they're not feeling

that great. So my job is to make them feel better,

and they get to leave having felt better by the

end of the day. So ironically, what I sold

wasn't necessarily what they paid for was the food and the drink, but what

I sold was something else, them feeling better. I remember when I was,

about 25, I worked, I was living

in a small town. I was there for 3 years. I was in a small

town in this pub there and there was one of the locals, he

was one of the, he was actually one of the local police

that, but he was in civilian clothes and he had the

week off, whatever, he was on holiday. So he was in the pub and he

was having a drink. He was chatting to all the locals and he was talking

about the news and he was only about the same age as me, right? So

he was only young and, you know, talking to everyone in the pub

and this visitor was driving through because this small town that I lived was halfway

between Sydney and Adelaide. So it's like 8 hours from anywhere in the middle of

nowhere and he'd stop. So it was like the overnight place where you'd

stop on your way to Sydney or Adelaide. And, and

he said, that guy there, he said, geez, he's really knowledgeable. He knows everything about

town. He knows what's going on news. And I said, yeah, I said, I'm rubbish

with the news. Like I don't retain any of it.

You know, he's, ears. He's really smart. He's really clever. I said, that's

just, that's not my space at all. And this guy said to me, he

said, no, he said, but you've got something that's, more important I

think. And I said, what's that? And he said, you have the

ability to make people feel good. And that

is the secret to selling. Right? I say this in sales classes all

the time. The nicest person gets the money.

You only have to be the nicest person in the room, and you will end

up with the work. Well, it alright.

So I'll tell you like I used to say about, you know, if I

had to pick a doctor or a dentist or something. If I'm gonna

spend the money, I want somebody I like.

Do you know? It's giving money to a dickhead. We have to work way too

hard to earn our money. We're not handing it over to just

anybody. It's not the service that we're buying. It's the

person we're buying it from. That's

where we're spending the money. I mean Yeah. Absolutely. It sounds crazy, but

I'm a big woman, but I happen to have a small mouth. So whenever I

go to the dentist, especially if I have a guy,

the the ends of my mouth are cracked.

Right? And the first time I had a woman dentist, I

said to her, oh my god. This is wonderful. My mouth is not

mangled. And she goes, yeah. Dentists have small hands. And I'm like,

I gotta remember that. I mean, and I went back to her for years. I

mean, she was she was a good dentist, but that extra little

thing that I needed. And I think that's, you know, what

part of what I say when I'm talking about your unique power

in terms of attracting clients. Right? Because

they automatically understand and

connect with you. So they want to spend time with you.

They wanna spend money with you. And I think the other thing that that's so

important is give making people feel it's

okay. And I think, you know, I am a sucker for the line,

it's not your fault.

I, you know, I love it when somebody goes, if you haven't done

this, it's not your fault because whatever whatever the

case may be. You know? Yeah. Yeah. I give you

permission. That one's mine. I give you permission. No. It's okay. I'll

have someone come to sales classes with me or maybe just initial consult and they'll

say, why didn't I do this years ago? I said, because years

ago, you probably wouldn't have listened to me because you weren't ready for this

part yet. Right? Even when I ran sales classes,

the last 5 years, I've run sales classes. It's been like a gym timetable. Right?

You pay your membership for the whole year. I run 5 live classes a

week, like online, live classes week. It'll be one topic across all

5. So that then, you know, it doesn't matter which one of the classes you

come to, you're getting the same topic. Right? And then someone will say, I haven't

been to the last 5 classes. Then you didn't need

them. You didn't need those ones yet.

You just didn't need them. You need the one that you're at now

and maybe any of the others. You might need those, but we don't

know. Go to the ones you can get to, and we'll just

fine tune things as we go along. Like, I would lose people.

So let's say a year's worth of sales classes, technically, that's

52 classes. Right? But I I could easily lose

someone within 2 or 3 classes because the class that they came

into fixed the bit that was broken in them. They didn't

need 50 ideas, like, or 50 different

ways to sell or 50 bits to fix. Once they fix one

bit, often that's the bit that they kept breaking.

And now that they don't break that anymore, the

customers are going from lead to convert,

and now I don't see them anymore. You're like, I miss you in class. I'm

so sorry I've become so busy. Ever since doing that one class, I've become so

busy. I've gone, well, then you don't need to be in class. So,

actually, it all worked. And the I think the other thing is

sometimes it's a combination of where you are when you hear the

information, I mean, in the in the journey. Right? And

it's also the way that it's delivered and who delivers delivers

it to you. So I have a business, but we do

joint working together every morning.

And I find that I have to come back to her at least,

you know, a couple of times a year and go, okay. I know

you said this to me, but I finally got it. Don't be

mad. You know? That you told me this months ago, and I

didn't, you know, I didn't understand it. I didn't wanna hear it or whatever.

But I just heard it from somebody else, and and I'm in a

different place. So now I get it. I get what you were trying to tell

me before. So I think that's the I think part of

that is it's not 1,

it's okay. People

don't know they need something until

somebody else can kind of explain it to them. I

mean, you know, don't know. Repetition, repetition, repetition. If anyone

were to come to 50 classes of mine over the course of a year, they're

probably fine. Half a dozen of those classes, I'm just repeating. Like, I'm

just it's really about 6 to 10 classes, and I'm gonna repeat and I'm gonna

repeat. I'm gonna repeat. But there's certain elements that you

repeat the whole 50 times. Right? Learning to

say your price, you're gonna repeat that all year long, every

single time. And how much does it cost? And how much does it cost? And

how much does it cost? Right? So there's certain elements you have to

repeat because it takes that long for you

to get used to saying it without being anxious. And that's and that's what I

do when I do. I talk to people about having I don't like

the idea of saying pitch when you do what I I prefer the introduction

because I want them to think about I'm introducing myself into a

relationship. I want, you know, I want it to be conversational.

So alright. I hate to do this, but we have got so much more to

cover and so little time to do it in. So what I want

you to tell us is what are the 3 things

that we can do right away to help us

increase our sales? Okay. Here it is. Right?

So So I've written a book. It's called how to go from no sales to

sales in 5 easy steps. There's technically 5, but the first

three get the sale. So I'll tell you what they are. Step number 1,

get known for the thing that you sell. If you're a network

marketer, the most important advertising tool that you

have in your arsenal is the company name.

If you don't say the company name, you can't sell it. I

get really surprised to find that there's network marketing companies that have been out there

pretty once for, like, 20 years and nobody's ever heard of them. How did

you manage to last that long when nobody knows you exist? But

anyhow, the fact that you have, right, it doesn't mean that they're

a bad company because no one knew it meant they lasted 20 years. Right? But

your company name. In today's world, customer will not buy until they've

Googled, so emails will tell them what to Google and don't worry about if they

find a good or a bad a bad review. Because truthfully, if you're

saying that you love it and they find a bad review, they're gonna go, well,

who's this anonymous person? If you don't say the company name, someone

thinks they work it out and Google it and find a bad review. We go,

no wonder you never said the name. So if you're a network

marketer, the company name is the most important advertising tool you have. The second most

important thing is pick one thing that you like the most in the company.

Better to sell one product a 1000 times

than to sell a 1000 products to 1 person. Once they're

exhausted, you have no more customers. But a 1000 customers who bought

one thing, you got a 1000 customers. You can sell them a second thing.

Just concentrate on selling one thing, customer tends to buy more

all by themselves. Quick question about

have you ever done the grocery shopping before? You ever gone into a grocery store?

No. No. Groceries? Right. Imagine that you're going

in to buy milk. Right? Just milk. Right? It sits

on the shelf. Nobody helps you. You just go in. You get it. Right? And

then along the way, you probably leave after spending, what, $30 worth of

stuff. Nobody helped you. You got in a

store. You're fine. You know, there's a whole science about the

layout of of grocery stores. Yeah. The silk is at the

furthest diagonal corner. It is. And you have to cut through the chocolate

line in order to get there. Like That's right. After. Yeah. Chocolate is like

because, you know, we're gonna check that one out anyway. We might as well just

have a look. But here it is. Step number 1, get known for the thing

that you sell. It includes your company name. It includes your name.

Maybe the person you help, the thing that you like the most, one thing that

you sell. Right? My sales sales training. Do it in book

format. Right? I've got a book. It's called sell like a rock star.

There you go. You'll know me as a girl who sells sell like a rock

star. Right? Now get an idea of the thing that

you sell. Number 2, deliver the price.

If you can't say the price, they can't buy it. It's

$11. There it is. It's a book. It's

$11. Right? And then be

silent. If the customer knows what you sell

and how much it costs and you're quiet, the

customer can choose to buy. The

customer doesn't need to be sold to, particularly not in today's

world. Before Google, the customer went to the salesman to

ask for help because they didn't know anything and the salesman knew

everything. Because of Google, the customer

goes to Google first and knows everything related

to their problem. Not everything the salesman

knows, just everything related to their problem.

So when they go to a salesman, they consider the

salesman a little part of Google, just the bit they couldn't get the

answer for. So they only need their questions answered the

customer already sold themselves. Salesman thinks they

have to tell them everything that they are Google. Salesman's not Google anymore.

They're a tiny part of Google. The salesman is there now to help

the customer end up with the thing and how they help is they

stand there silently and maybe facilitate the

sales transaction at the end. But the customers bought it themselves in their

head and they're really just vetting. Is this a nice

person I'm gonna give my cash to, or is it a not

nice person that I'm not gonna give my cash to? And really that's

what they're vetting for. Right? So if we go back to my

shopping scenario, right, everybody's

anyone can say, oh, but I need to do this, I need to do this,

and I need to speak features and benefits. But as a customer,

this is how we buy every time.

We can go into a store by ourselves. Look at the stuff on the

shelf that are advertising themselves on the shelf with their

price and make an informed decision as to whether or not we're going

to buy it. And because the stuff is silent

while it's sitting there with its price, we now

have to talk to ourselves about why we're buying it. I

shouldn't buy it chocolate. You know, I could get it to $3

It's currently 7. It might be on special come Wednesday, but

it looks it looks really good. I can see how I'd have it. And then

when I go home and I'll be reading and I could have a cup of

tea and it would go so nice, but we'll talk ourselves into it. We

don't need the chocolate explaining itself to us. We'll do that one all

by ourselves. Now if that's how we buy groceries,

honestly, that's how we shop for everything. So if we follow those

three rules of say what it is, say the price, and be

silent, Leave it up to the customer. The customer will

do this all by themselves. Now the customer's gonna be in 1 of 2

spaces. They're either ready to buy or grab it.

And if they grab it and buy it, there is no buyer's

remorse, not to the salesman because they weren't convinced

to do it. Now they might go home and go, I shouldn't have bought

that, but they won't blame the salesman if you're quiet.

They'll blame themselves for having not asked enough questions or bought

the wrong thing or convince themselves with the wrong thing, but they'll never blame the

salesman. But if you as a salesman try to convince them to

buy before they're ready, if it goes wrong, they're gonna

blame you, not themselves. So see what happens.

Yeah? So I have to tell you my perfect story. What my

lesson that I learned from this. And I used to

do, I used to sell a program that was, you know,

college prep program. Mhmm. And, you know, the thing was

that you were you know, the parent was paying, but the kid had to be

convinced, kind of. The parent had to be convinced that the kid would actually use

it. And I had a weekend where

I had a 100% sales. You know,

everybody I talked to bought. And on Monday, I

had a 100% cancellation.

So I had to learn I had to learn to be quiet. Mhmm.

I had to learn, you know, because I was so

you need a new job. It was so But he convinced them

before they were ready. No. I I mean, it

was like I mean, I went home like, oh my god. Look at all the

sales got I couldn't believe the commission I was gonna get. And then Oh, wow.

The cancellation report came out. I was like and everybody said everybody in

the company said we've never seen anything like this before.

So so Well, your life was amazing, but I actually didn't need the product.

But I wanted to buy from, but I didn't need the product. They needed

the product, but, you know, I didn't let I wasn't quiet, and I didn't

let them decide for themselves. Yeah.

So we're we're running out of time. You've got a free gift for us.

What is it? Sales game

plan session. Anyone that wants to 2025

is coming up. Right? I mean, how many people get into podcast? 14,000?

Alright. Let's go with this. Anyone who emails me and says, can I

have a sales game plan session? I'll just give it to you. Takes about an

hour. We just jump online and book it in. We jump online,

and we go through we go through sales game plan. What is it

that you wanna sell next year? How much is of it do you

wanna sell? And then what's the strategy to get there? It's a good fun session.

Yvonne, you did it. Did you do it the other day? I don't think you

did it the other day. We just called out. I'm gonna jump on it. Do

it. Oh, but you did. I I'm definitely gonna do this because you gave me

some good tips just in our conversation, that I've

started to use. So I'm I'm definitely gonna jump on for a sales

session with you. Okay. Yeah. Yeah. So

here's the fun question. When was the last time you did something new for the

last, did something new for the first time?

So I'm learning about watermelon skiing.

Because normally I talk sales, sales, sales. Right? And then I talk to the kids

on the street about working and sales and money and but, I'm

recently looking into watermelon skiing. So where I live, we are the

watermelon capital of Australia. And every 2 years,

we have a watermelon festival and the highlight is watermelon skiing.

Now February of last year, I witnessed

it. And, you're saying Are you saying skiing?

Yeah. So picture this. Picture this. Imagine

a black slip and slide that goes the full length of an oval.

Right? Well, the width of an oval. Right? Kids oval at a school.

Right? It's covered in crushed watermelons and water.

You're standing at one end with a watermelon on each

foot holding onto a water ski tow rope, and at the other

end is the winch that pulls you to the ends. The

goal is to stand the whole way.

Now I witnessed this,

and I really want to be a volunteer. And see, the people that go to

the original, like, who wants to volunteer? These plans on being

me because you end up on the news. I wanna be on the news. Now,

preferably, I like to be on the news standing at the other end and not

being dragged across my stomach, you know, through watermelons,

but if that's the case so I'm learning about it now. There are so

many questions to ask. So I've practiced this out in the backyard

with a black slip and slide, just soapy water. Couple of kids

on each side of a rope that I'm holding onto, and they had to run

to the ends. And, and then I had to try and

stand up, and it's all very tricky. No watermelons

at the moment. Just bare feet on, soapy

water. But, it's all a bit tricky. I'm thinking I might need a couple of

water skiing lessons just to sort of give me a bit of balance.

You gotta hold on to the road with it. It's crazy, but that's what I'm

learning. So it's pretty much So when are you when is this

actually happening? February. It's in February. Do you And I've been

speaking to a water skier over in, with Wisconsin. I

think that's where Kurt Roskoff is from. So anyhow, there's a guy that comes out

networking all the time. His name is Kurt Roskoff. He's from the disability channel,

and he does all this cool stuff, and he gets, people in wheelchairs

water skiing. And so I've been talking to him about watermelon skiing.

And given that it's their winter, they should start doing this. I think

they'll do it a bit easier because some of them might be in a wheelchair.

You just gotta pull them across the yeah. Who knows? You know? Like

but anyhow, it's crazy times, but questions are out there.

What constitutes a good watermelon as a ski?

You know? Like, I'm I'm Do you put your foot in the same ski as

somebody else or do you get fresh skis to have your turn? Like Alright.

I'm I'm gonna I'm gonna I'm gonna catch

you up because we are running out of time. I am so sorry,

and we will have to do this again for sure.

I have to give the commercial, which is, you know, for those of you

that are here, I hope you will subscribe and share and

engage in the podcast on social media. I can't stop

laughing. I'm sorry. And one of the reasons I did this

was it was a way for me to give back to the community. One of

the things that I realized is that it's important to have a vibrant

community and, you know, as you're growing

and you're having an impact. So I hope you will join me again on the

one small change, and we can embark on a journey that even

the smallest shift can you help the fundamental

transformations. You will never think about

watermelons in the same way.

Here's my biggest concern. Right? Now this is here's my biggest

concern, and here's the sales problem. Do they

hose you off at the end? If you fall down and you're, like,

dragged through the watermelons, do they hose you off at the end? Because here's the

sales problems. If they don't, how do I convince

my husband to let me in the car to get driven

home or my walkie, you know, turn miles

home in a 100 degree heat to get

driven home? Okay. So That's the sales. So

so are those your last words? How do I get

home? Oh, it's please let me in the

car. No. Really. Give us give us some

Okay. Alright. Words of wisdom. So we

Alright. Here it is. The words of wisdom of this. Look. Sales is really

easy. Practice telling people what you sell and how much it costs.

Don't worry about how you feel about the price. When somebody says

how much does it cost? Seriously, that's the question that all salesmen should be

begging for someone to say. When they say how much is it, they're only

after a number. They're not after your thoughts or your emotions around

money. They're only after the price and they're not after an explanation.

If you say the price and be silent, the customer can make an informed

decision. It takes

practice to do this. Right? But on the other

side of it, you might have I'll just say this though. On the other side

of it, you might have you've concerned that they're gonna say, oh my god. I'd

never pay that. Understand this. If the customer

seems a bit emotional about your price, it means, here it

is, they were listening to you. And a

person that's listening to you is a

potential customer. If they're not emotional, they weren't

listening. And it's very hard to end up selling

something to someone who's not listening to you. So you want them

to be emotional. I can't wait to see the notes. I've never had

anybody's last words be a whole paragraph. Okay. We

we have we we're we have to stop because we are running

out of time. Okay. And and I've gotten myself together to

stop laughing. So, Should I give my email address for if

anyone wants to email me? Sales game plan. We will put those in the

notes. So Okay. Not to worry. So this is this

is gonna be the end, guys. We've got 2 seconds left. So I

want you to remember that change is simple, but it's not always easy.

It requires courage, resilience, and a willingness to step out of

your comfort zone. And sometimes your comfort zone is that

you're serious, and like me, you break out laughing hysterically.

So I want you to join me for other episodes of the One

Small Change as you embark on this this bold journey and

find some innovative possibilities. Until the next time,

please stay curious and check out some of the other other podcast

episodes. Misty, thank you so much, and

we have to go. Bye. See you.