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Kim Ades is the owner of a coaching company called Frame of Mind Coaching, which consists of a team of 18 coaches helping people who are highly driven and determined to live an extraordinary life but find themselves stuck with something.
Kim views sales as a game which is not something that you dissuade from when you experience anything negative but see it as a fun, enthusiastic experience. In this episode, Kim shares with us tons of fun, creative ideas to get the sales that you want (even if it means singing a Louis Armstrong song to your client!) and more importantly, learn about how critical your way of thinking is in driving great results.
Here are the highlights of my conversation with Kim:
What they do at Frame of Mind Coaching:
- The coaches look at how their clients think and how they’re thinking impacts their outcome
- Examines how their clients think and how sometimes their thinking prevents them from reaching their goals
- Helps their clients learn to think in a way that’s aligned to what they want to achieve and experience through discipline and awareness
- They set up a weekly call for ten weeks with every call recorded
- Clients can listen to themselves in the recording so they can observe how they think and hear the language and concepts they use
- Clients are asked to write an online journal everyday for the entire coaching duration
- They pick up patterns of thought, behavior, perspective, or beliefs and start to create a tracking mechanism for clients to help them shift their thinking
How can a salesperson break through the mental barriers?
- Clean up your thinking around what your job is as a salesperson.
- Look at how you execute sales and how your execution is a reflection of your thinking.
- Get rid of self-doubt.
Skill sets are important but skill follows thought. Your level of confidence determines how you show up.
Here’s a journaling assignment for you:
Write down your answers to these questions:
- What do you believe to be true about sales?
- What do you believe to be true about salespeople?
- What do you believe to be true about yourself when you’re selling?
When you’re scared of cold calling…
Change the word “sales” and replace it with “coaching”
“Coaching is sales and sales is coaching. The common thread is conviction.” – Kim Ades
The power of storytelling in sales…
It works as a connector. Creates a picture that the buyer can imagine.
What do you do if your client calls you the most annoying salesperson in the world?
- Be earnest.
- Deliver value.
Kim’s Major Takeaway:
If you want dramatically different results, whether in sales or any other place in your life, the way you think will determine what you can achieve. When something is not working, examine how you’re thinking about it that’s causing you a problem. If you’re still stuck, get help.
Current projects Kim is working on:
Speaking for the Project Management Institute (women in the titanium industry)
Connect with Kim on www.frameofmindcoaching.com and get a taste of their coaching experience by writing an assessment on their site where you get to journal and get a coaching call based on your journaling.