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EPISODE 305 – Objectionless Sales with Connie Whitman

April 26, 2021 by Debra Kasowski Leave a Comment

https://media.blubrry.com/themillionairewomanshow/content.blubrry.com/themillionairewomanshow/EPISODE_305-Objectionless_Sales_with_Connie_Whitman.mp3

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#sales #closethesale #easysalesprocess

Debra Kasowski is the charismatic podcast host of The Millionaire Woman Show, 3X Best Selling Author, Speaker, and Certified Executive Coach. She interviews incredible speakers, authors, CEO, Business and Organizational Leaders and drops solo episodes with tips, strategies, and techniques for your success.

In this video, Debra Kasowski talks with Connie Whitman about creating relationships that lead to objectionless sales and how some people are “Just Not Ready for You” on The Millionaire Woman Show.

Go to www.debrakasowski.com for your FREE 3-Part Video Mini Course Making Habits Stick download when you sign up for our Success Secrets Newsletter. Book your Complimentary Discovery Session with Debra today!

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  • Connect with Connie Whitman  

LinkedIn: https://www.linkedin.com/in/conniewhitman/

FB: https://www.facebook.com/WhitmanAndAssociates

Twitter: https://twitter.com/Connie_Whitman

YouTube: https://www.youtube.com/channel/UCfFk14mMr46U68ZQDDKin2A

Website: https://whitmanassoc.com/

Filed Under: Podcasts Tagged With: Connie Whitman, not ready for me, objectionless buyers, Podcast, selling, the millionaire woman show

EPISODE 146 – Selling the Right Way

January 23, 2018 by Debra Kasowski Leave a Comment

https://media.blubrry.com/themillionairewomanshow/content.blubrry.com/themillionairewomanshow/EPISODE_146_Selling_the_Right_Way.mp3

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[embedyt] https://www.youtube.com/watch?v=3kqLWuGHV7c[/embedyt]

“The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieving it. Success just shows up from there.” – Jeffrey Gitomer

Sales is one of the areas of your business that you should be spending most of your time in. Yet, many people are consumed with administrative tasks and operations of their businesses. We need to be spending the majority of our time where we get the greatest return on our investment – ROI!  You may have heard the phrase, “No one likes to get sold to.” Many people I have spoken to shy away from the sales call for the fear of rejection or coming across salesy. I had the same fear at one time. I learned that I am holding back on someone else’s success if I do not share what I do with others that could benefit them.

I want to help shift your mindset through the power of questions and how you can eliminate the Hollywood movie “greased back” hair sales persona. Being in sales is a noble profession and an acquired skill set. Sales is NOT about manipulating a person into buying your product or service. It is about providing a person with a solution to a problem or a way to enhance their life or business in some way. I think sales has got a bad rap because of the approach that some salespeople take. They slap a business card in the person’s hand as they are shaking it without introducing themselves and say, “Have I got a deal for you!” Yuck!

Attitude

The biggest contributor to your sales success is your attitude. You must commit to having a positive attitude and believe in yourself. If you do not believe in yourself, your product or service, how can you expect others to? You are a work in progress so commit to maintaining a positive attitude daily. Practice having a positive attitude and positive thinking and watch for your results.

Rapport and Trust

Sales conversations are about building rapport and trust and understanding that a person may not buy from you until they have heard about your product or service at least 5-12 times. They want to get to know you, like, and trust that you will be providing them with the best product or service. They want to know that you care about their situation before they care how much you know. They want to feel confident in making the RIGHT choice. Let that choice be YOU.

When you meet people whether it be at a networking event or the grocery store, you want to be introducing yourself and starting up some small talk. It could be about the weather, complimenting them on what they are wearing, or even what they are about to purchase. Take a genuine interest in people. Make it about the person first. Ask questions and listen. Allow your customer or prospect to speak and ask open end questions as the conversation unfolds. Be curious and delve into learning more about them as a person, the needs, wants, and obstacles.

Questions you can ask:

What do you do for fun? (Yes fun! It is exciting to talk about what interests us)

What are your plans for the day?

What is exciting in your business? What would make it even better?

Wants/Needs/True Needs

“If you want to achieve your goals, help others achieve theirs.” Zig Ziglar

When talking with people, you can learn what their wants and needs are by asking thought-provoking questions. Qualify your prospects/customers, as much as you may want to believe it not everyone is your customer. Don’t waste your time on people who cannot make decisions.

Focus on benefits and facts NOT features. People don’t care about how flashy a product is (some may but most don’t). They want to know how a product or service will help them get ahead, solve an issue they have been struggling with, or how it will make them feel. Deliver value and provide win-win opportunities.

Questions you can ask:

What made you reach out to me today?

What is holding you back from achieving your goals?

What’s not working in your business right now?

If you could change one thing in your business right now, what would it be?

Impact and Outcomes

Imagine how your customer will feel if you can help them achieve their objectives by providing the solution to their greatest challenge. They will be your biggest champion (by the way – a great time to grab a testimonial about your product or service).

Questions you can ask:

If you were to overcome your biggest challenge, what would it do for your bottom line?

If you made the change you stated would make the biggest difference, what would the impact be?

Problem Solved – New Normal

Tap into what it will feel after the customer or prospect work with you. People make buying decisions based on how they feel. Emotions sell. As you ask questions and listen and ask more questions and share what you have to offer as a solution. Your product or service should sell itself. What will the new normal look like?

Questions you can ask:

What does success look like to you?

If we were to work together, what would be different for you in your business?

You are taking people from where they are to where they want to be. You are helping them get to where they want to go.

Ask for the Sale

Ask your closing question and stop talking. One of the biggest sales mistakes is not knowing when to STOP talking. If they say NO, set a time you can follow up. Don’t take it personally if you don’t make the sale – they are not rejecting you as a person. They are rejecting the way you offered the product or service. Follow up!

Be an Experience

Every time you meet with or speak with someone, make it memorable in the way you make people feel. Do you leave every conversation having others feel better because they have connected with you? Are you energetic and enthusiastic? What do you want people to say about you when you leave the conversation?

Selling is not about manipulating! It is about building long-lasting powerful relationships through education, providing advice, or delivering value. Create win-win opportunities! You are helping others get what they want! You, too, will reap rewards.

We would love to have you subscribe to the Success Secrets newsletter on my website at www.debrakasowski.com where you’re going to get my just release FREE e-book about the 21 Habits High Achievers Kick to Achieve Success. I would love to hear about this podcast has impacted your life. E-mail me at Debra@DebraKasowski.com. Thank you for listening to The Millionaire Woman Show where we talk about leadership, business, and human potential to help you live rich from the inside out. Subscribe to The Millionaire Woman Show. Share it with Your Friends. Give us a 5-star rating!

DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free e-book download today! www.debrakasowski.com

Filed Under: Podcasts Tagged With: profits, sales, sales leadership, sales team, selling, selling the right way

EPISODE 132 – Pack Your Sales Backpack with Debbie Mrazek

September 19, 2017 by Debra Kasowski Leave a Comment

https://media.blubrry.com/themillionairewomanshow/content.blubrry.com/themillionairewomanshow/EPISODE_132-Packing_Your_Sales_Backpack_with_Debbie_Mrazek.mp3

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[embedyt] https://www.youtube.com/watch?v=lQubZEUt89o[/embedyt]

Meet Our Guest: 

“You don’t have to be great to get started, but you do have to get started to be great!”

Debbie Mrazek coaches and consults with Fortune 500 companies, CEOs, solopreneurs, entrepreneurs, business start-ups and family businesses, helping her clients to identify their toughest sales challenges and guiding them through the process of developing and devising a clear, concise plan; a road map to achieving their vision and exponentially growing by working “smarter not harder”. With wisdom, sincerity, perspective, and an impressive skill set, she counsels and advises, then prioritizes for real results.

As a talented, dynamic, energetic, world-class speaker, Mrazek tackles invaluable content. Audiences describe her creative, engaging presentations as passionate, upbeat, and compelling with a dash of humor. She authored, The Field Guide To Sales: The All-Weather, All-Terrain Guide to Selling, in addition to other books, countless blog posts, articles, sharing her expertise on sales growth, support, and accountability.

Filed Under: Podcasts Tagged With: Debbie Mrazek, entrepreneur, gratitude, sales, sales pipeline, selling, the field guide to sales

EPISODE 101 – Behind the Buy – Is the Why

June 1, 2017 by Debra Kasowski Leave a Comment

https://media.blubrry.com/themillionairewomanshow/content.blubrry.com/themillionairewomanshow/EPISODE_101_Behind_the_Buy_Is_the_Why.mp3

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[embedyt] https://www.youtube.com/watch?v=FU-LjRqQQ88[/embedyt]

“A budget tells us what we can’t afford, but it doesn’t keep us from buying it.” – William Feather

People make purchases and decisions based on different reasons with one thing in common – emotions. In today’s episode, I wanted to talk about what motivates people to buy from you. People wonder why people do not buy from them at first encounter. There are two main reasons: they need to know, like, and trust you and that can take 5-12 touches (times of contact – email, phone, in-person, and they need to know how what you sell will benefit them. Your product may have all the bells and whistles but if it does not have what someone needs, it is meaningless. Think about the advertising and marketing that you see online, in magazines, commercials, or billboards – they are selling the feeling. A feeling that they hope you will have when you experience their product or service.

Let’s turn the radio dial or tunes to WIIIFM. What is in it for me? Now that’s where you need to be targeting your marketing to. People want to what is in it for them – bottom-line. There is an emotional need that goes deeper than what it does.

Here are reasons that motivate people to buy:

Basic Needs: We are driven to fulfill basic needs for survival – food, water, shelter,

Testimonials, endorsements, and referrals. Word of mouth marketing is one of the most powerful methods that influences purchasing. When someone provides social proof, or refers you to others based on their experience with you, you have earn credibility without even meeting the person. The belief is that if you worked with them and you did a great job, why would I look for anyone else if they were satisfied with the work.

Fads and Trends. People buy the latest and greatest items because they need to have it, because everyone else has it.

Self-Expression. Some people buy certain items or alter their look to express themselves. They may colour their blue because it is their favorite colour. They may wear two different socks just because they want to.

Convenience. Some people buy items because they are readily available even though they may find it cheaper 5 kilometers or miles away.

Core Values. If you have alignment with someone with similar core values, you may feel more compelled to do business with them.

Scarcity. People make purchases when they are a rare find like an antique or collectible.

Prestige. People buy things because it makes them appear wealthy or of high class.

Emotional Vacuum. Sometimes people will buy things to replace things they cannot have and never will.

Loyalty to the Brand. Some people will continue to buy from people or places because they love the product, service, or person because they are loyal to the brand – it has served them well.

Replacements or Stay Current. Overtime, things may get old or damaged and will need replacing. Stay current can keep you up to date what is the latest and greatest ideas or gadgets.

Peer Pressure. You may be pressured by family, friends, or colleagues to buy something that they have. For instance, if your friend had a camping trailer they may encourage you to get a camping trailer so you may go camping together.

Standard Purchase. A standard purchase is an expected purchase such as books for a course. Everyone who is enrolled in the course needs to buy it.

Guilt. Some people will buy things because they feel guilty for not being present so they may purchase something to substitute for their not being present or a offer of forgiveness.

Help Others Out. People sometimes feel compelled to make a purchase to help people out. A great example of this is fundraising. People want to help out.

Indulge. Sometimes we just want to treat ourselves with something as a reward or celebrate a milestone or special occasion. It can be as simple as purchasing some chocolate or renting a fancy sports car.

Fear. Yes, some people making their buying decisions based on fear. The fear of missing out – sense of urgency – limited. The fear that if they do not make the purchase they will not achieve their goals.

EGO Stroking. Some people fall into the trap that if someone compliments or boosts their ego about how the product or service with make them better than everyone else – they may be compelled to buy.

Great Value. For the most part, I hope we buy for great value – that it makes a difference.

Lower Price. People who are money conscious may buy a certain product because it is a lower price, discounted, or a great deal.

Security. People buy items to feel safe. Examples include: Emergency kits, booster cables, and even weapons.

Save Time or Money or Make Money. There often is not enough time or enough money flowing in. If people can find ways to become more effective and efficient with their money and time, they will pay money for it.

Story to Tell. Some people look at paying for a 5K race at $45 and think that is insane. They think that they can run 5K and they do not even have to pay for it. People don’t pay for a race for the sake of paying for it. There is a story to tell once they have reached it.

To Gain Knowledge. People buy information to gain knowledge, develop skills and abilities.

To Be Healthy. One of the hottest motivators is health. People realize you cannot be happy without health. Many people will purchase vitamins, gym memberships, and home exercise equipment for the sake of being healthy.

To Look Good. People want to look more attractive and will often purchase anti-aging products or outfits for the need to look good

The Experience. People associate the feeling they have with an experience. Great one for creating memories.

Make the world a better place. People will often make purchases if the proceeds are going toward improving the world in some way.

What can you see behind your buy? Why do you make the purchases you do? Chances are…you have many reasons based on the circumstance or situation. When you start to understand the reasons, you are better able evaluate what need you are fulfilling and why.

“Actions speak louder than words. There is a big difference between what people say and what they do. People might tell you they are excited about your new product, but when they are in a buying situation their behaviour might be totally different.” Alexander Osterwalder

We would love to have you subscribe to the Success Secrets newsletter on my website at www.debrakasowski.com where you’re going to get us free MP3 download 10 Surefire Strategies to Power Up Your Productivity and Performance. I would love to hear about this podcast has impacted your life. E-mail me at Debra@DebraKasowski.com. Thank you for listening to The Millionaire Woman Show where we talk about leadership, business, and human potential to help you live rich from the inside out. Subscribe to The Millionaire Woman Show. Share it with Your Friends. Give us a 5-star rating!

DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free mp3 download today! www.debrakasowski.com

Keywords: marketing, save time, save money, why behind the buy, selling, sales psychology, what motivates people to buy

Filed Under: Podcasts Tagged With: marketing, sales psychology, save money, save time, selling, what motivates people to buy, why behind the buy

How to Attract More Clients and Attract More Cash

November 19, 2013 by Debra Kasowski Leave a Comment

In economic downturns, there are individuals who think that attracting clients is just not possible. They think people are nickel and diming it to make ends meet and stuffing every dollar they make into their mattresses. The reality is some people may be, but the majority are still buying what they feel they need and what they want. Take a stroll through the malls, people are still walking out with bags of purchases.

Courtesy of Andy Newson/freedigitalphotos.net
Courtesy of Andy Newson/freedigitalphotos.net

The biggest point I want you to think about is when attracting clients, you do not just want anyone. You need to be clear about why you do what you are doing (what’s your mission),  who is it is you are serving, and what is the benefit to the client. Clarity is key in delivering your message and helping people get what they want. People need to know what you are offering. You will need to build rapport and a sense of trust either in person, attending networking events, volunteering in the community, through video or audio, articles, and social media. Your job is to demonstrate value and the benefits of what you have to offer. It all comes down to “What’s in it for me?”. This is why being a good listener is so important. You need to ask key qualifiers to gain a better understanding of the needs of your client.

Questions to ask:

  • How can I help you today?
  • What are you looking for?
  • Why do you feel you need it?
  • Why now?
  • When do you need it by?
  • What experience are you trying to create?
  • What benefit is it to you – the potential customer?
  • How will it make you (the customer) feel to have what you offer?
  • Is what you offering freeing up time, make money, or increase their resources?
  • What will be the return on investment?

When you ask the key questions, not only do you better understand what your potential client is looking for or their pain points or challenges. You can now respond to how you can help and serve them in getting what they want.

Other ways you can attract clients:

Ask for referrals from your ideal clients.

Keep in touch with your newsletter or a planned phone call and keeping them in informed (do not sell – inform)as to what you are up to – continue to offer VALUE.

Be a great role model by inspiring people to take action through example. People are naturally attracted to action takers and people would exude liveliness.

Offer teleseminars or tele-classes to support the people you serve – nurture ongoing relationships.

The more ideal clients you attract, the more cash you will take to the bank!

How to do attract your ideal clients? Please comment below to share you client attraction tips and techniques.

 

Filed Under: Blog Tagged With: attract clients, attractign the ideal client, clarity, how to attract more clients, sales, selling

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