What are the characteristics of selling from fear and how can you start to sell from love? How can loving yourself help you sell confidently? Which affirming statements can you use daily to overcome impostor syndrome and believe in yourself?
In this podcast episode, Joe Sanok speaks with Finka Jerkovic about a better way to sell work and live by selling from love.
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Meet Finka Jerkovic
Finka Jerkovic is an author, international speaker, workshop leader, and coach. As President of FINKA Communications Inc., she consults with clients in areas of personal branding, leadership, sales, and client experience.
For the past twelve years, working with more than ten thousand leaders, sales professionals, and entrepreneurs, Finka successfully developed and taught what she’d intuitively discovered: that she had to shift from transactional to transformational selling in order to Sell From Love.
Through Sell From Love, Finka has overseen more than 800 coaching sessions, observing leaders directly coaching their sales teams and helping them improve their sales coaching skills so that their teams could sell with confidence, build client loyalty and grow their business.
FREEBIE: Finka offers a free 5-minute assessment that helps users to identify their sales gaps and make improvements.
What changes when you Sell From Love instead? Book a free discovery call.
In This Podcast
- Selling from fear
- Characteristics of selling from fear
- 3 pillars of selling from a place of love
- Power priming your brain
Selling from fear
As we continue to grow our businesses, we begin to understand that we’ll be stretched outside of our comfort zones.
And I say it’s not like we always feel comfortable with selling, what we get comfortable with is the discomfort of selling. (Finka Jerkovic)
Selling might be uncomfortable, but this doesn’t mean that there is anything wrong with you because it doesn’t feel easy and good. This puts you in the selling from the fear zone, and what you need to move into is a place of selling from love.
When we sell from love, it can still feel uncomfortable, however, we have the knowing and the practices on how to manage that fear so that it doesn’t sabotage us so that we don’t show up inauthentic or it doesn’t feel as congruent to our values and integrity. (Finka Jerkovic)
Characteristics of selling from fear
This can show up in many ways and one of them is that you try to be something you’re not. You could be contorting your personality or even your brand. Often times you are not even consciously aware that you may be doing this, but there is this sense of needing to prove yourself.
It could also show up as people-pleasing and the fact that if things don’t go well, the inner narrative of negative self-talk appears.
In and amongst all of this, you could also stop putting your work out there. You start negotiating with yourself about how now is not the right time and you procrastinate and move on to something else.
3 Pillars of selling from a place of love
This comes down to loving who you are.
What we have to realize is that we each have a unique gift and talent and skill that we bring to the table, and we can’t be it all. And so, once we can identify where each of our unique brilliant differences are and you completely own that and love that part of you, you realize that it’s okay not to have all the other things. (Finka Jerkovic)
Love your client:
How do you love them for who they are? For the problems that they’re seeking to solve, and for the goals that they want to achieve? For the values and needs that they want to align to, and the dreams and aspirations that they have?
How do you get out of talking about your transaction and product, and instead focus on talking about the transformation that your clients are going to experience?
Love your offer:
You often hold yourself back before you even put your offer into the world, so you need to find ways to love and believe in your offer.
Power priming your brain
Look at specifically selling and marketing your business. Are you willing to put yourself out there to sell and market your work, your expertise, and your services? It’s really about how do you align loving yourself that much that you’re willing to put yourself in the mindset of selling and offering your services. (Finka Jerkovic)
You need to affirm yourself by using these 4 statements:
- I am willing
- I believe I can
- I choose to
- I am
If you’re having a challenge with having more clients, more revenue and more sales, often where the gap is, is we’re actually not talking about our stuff. We’re not sharing it; we’re not putting out offers we’re not inviting people to work with us. (Finka Jerkovic)
This is not about pushing something onto someone that they don’t need or want. It’s about being curious to see if there is an opportunity for you to help your clients with something. How can you help them achieve their dreams, solve their problems, and accomplish their goals?
Books mentioned in this episode:
Useful Links mentioned in this episode:
- Visit Finka’s personal website and connect with her on Instagram and LinkedIn
- Find out more about Sell From Love, listen to the podcast, and connect with them on Facebook
- FREEBIE: Finka offers a free 5-minute assessment that helps users to identify their sales gaps and make improvements.
- Therapy Notes – try it for free for 3 months by using the promo code ‘JOE’
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Meet Joe Sanok
Joe Sanok helps counselors to create thriving practices that are the envy of other counselors. He has helped counselors to grow their businesses by 50-500% and is proud of all the private practice owners that are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.
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