Hi, everyone, and welcome to this week's episode of relationships rule. I'm very excited to have as a guest today, Liz Wendling. Liz I met. Wow, I think through some connection book we were in, or
was it a book Summit? It was the summit Mary. Yeah, that's
right. Yes. And I make it a point of finding all those keen people, key people that were part of the event or the summit or the book or whatever, and connecting with them. And when I came across the list, I found a goldmine. I was so excited to meet Liz, and so glad that you're here. Liz, welcome to the show.
Thank you, Janice. Let's do it. Yes, absolutely.
So Liz, I just want to tell my audience a little bit, because this is where we're going to dig right in. Liz is a nationally recognized speaker, a sales consultant and author of six books. Her two most recent are the heart of authentic selling, and sell without selling your soul. That one is specifically for women in business. And we'll get into that in a little bit. Liz is driven by the mantra,
it's not what you sell. It's how you sell that matters. And I love that because here we all are women, man doesn't matter. We're entrepreneurs or business owners were even in a career sales, you know it for corporations. Doesn't matter what we do we have to sell. But that seems to be the most hated thing that people want, you know, have to do. So sorry about that. So tell me, Liz, how do you turn people around? Why is that the most hated thing? What is it?
Well, it's always because someone has a negative mindset around that no different than someone that says diets don't work, love, relationships don't work, all men suck all women suck. It's a mindset. And I most of the time, people will say to me, I love what I do. But I hate to sell, I love my work, but I hate to sell. And every time I hear someone say I love what I do, but I hate to sell I have them say I love what I do, but I hate to make money. I love what I do, but I hate money. I
love working with clients, but I just hate money. And and it's not about going out there and selling people something they don't need your service or products. Product is an exchange, you're exchanging your expertise for money. That's how an orthopedic surgeon gets gets paid, right? And there is. So there's a point where women especially have to stop hiding behind the fact that they hate to do something they don't know how to do. And most of the time, they hate it because of what
they think they have to do to get someone to buy from them. So they think they've got to push and be aggressive and make people do things they don't want to do when in fact that's not selling at all that's being a jerk. And so, when ever I hear women say I don't want to be salesy. I don't want to be self serving. And I don't want to be pushy, Janice. I'm hoping we dive into this today because every time a woman says I don't want to be self serving pushy, aggressive, they're actually
showing up that way. They actually sound self serving aggressive salesy and pushy because of the language choices, they're making. The words they're putting in an email, the messages they're leaving in a voicemail actually makes them sound as salesy as it gets. So a lot of people will be surprised with some of the words and language language that people use that make them sound like an old school salesperson, the very thing they want to avoid is what they sound like,
sound like, wow, you know, I'm going to age myself. But back, back in the day, I used to teach customer service. And I taught a lot through the I was a trainer at the local telephone company. And we'd sell big phone systems to organizations and we would go out and train them on how to use them. And then the soft skills. I take the receptionist and the first point of contact in the different departments and I do
phone, conversation, you know, phone courtesy with them. And back in those days, I used to hear all the time when I listened to those people answered the phone, they would say things like, and they were always women, nine, nine out of 10 times say things like I'm sorry, he's not here at the moment. He's you know, I'm sorry, I'm sorry, I missed you or I sorry, I missed the call or they're always apologizing. Yes.
They were always making excuses. And that was I realized and showed those people what they were doing is it was more about again, their belief or lack of belief in their in themselves in the power that they had to take action. He's out for lunch right now. May I take a message not sorry, he's out for lunch. Okay, can you help me that you know, right, right. Yeah. Have lots of
things. It's the same principle I feel. And think about with the sales piece of languaging around sales, and not apologizing, which women do all the time.
He makes men do it too. And it isn't only I'm so sorry. Think of it this way. I know you're busy. So I won't take up too much of your time. I know you have a lot on your plate. So I'll get to the point. I know you have way more going on than I do. I'm just sitting here trying to make a living and you're busier than me. It isn't. Yes, it's about the words, but it's the energy and how it lands on someone. So when you say to someone, I know you're busy, I won't take up too much of your
time. That isn't for the other person. That is typically for the person who's using it. You feel like you have to apologize for doing your job. You feel like you have to say I'm so sorry, I know you're busy. I'm not because of how you feel inside you.
That's your, your mindset and your lack of confidence. Right?
So when someone says I don't want to sound salesy or self serving, and they say something crappy like that, I know you're busy. And I won't take up too much of your time. The person who you just said that to is thinking, all right, well, you just took up too much of my time with that stupid saying stop and get to the point. So all this time when someone says I don't want to do this, what they don't realize is that it's like playing golf and you say I don't want to go in
the sand trap. Well, your brain only hears go in the sand trap. So when you say I don't want to sound salesy, and you show up salesy anyway. So you're not doing yourself any favors declaring what you don't want to be, let's talk about who you do want to be and how you do want to show up.
Okay, so can you give me a perfect example of turning that around and showing up the way you in today's world the way you would do it?
Well, I would first say Stop apologizing, stop minimizing yourself, stop putting yourself in a less than position by apologizing for you being a strong business person, stop making you look like you're less than everyone else, by showing up with the energy of I'm less than you, I'm just trying to get your attention. My time, your time is more valuable than mine. So I tell people leave it out. Why do you have to say I know you're busy, I won't take up your time are you I'm so
sorry to bother you, sorry, to be a pest. We'll take that language out. It doesn't belong in that conversation and step into the power that you own versus giving away your power in the first sentence of a phone call. So it doesn't belong there. Get to the meat of the message. So I am, if you said something like, I know you're busy. So I won't take up too much of your time. What if in your head, you said it didn't come out of your mouth? What would be the next sentence? You
start with the very next sentence. All right. So if you don't, if you want to get to the point, sorry, you're busy, I know you're busy. I'll get to the point, well then get the hair. So the whole idea is then get into the meat of your message. I can't tell someone what to say. Because I don't know what they're calling about. But when you call and say, Janice, I'm glad I caught you. Or oh, Janice, I'm so glad you're I got you live reason I'm calling is yes. Very right. I
mean, take the not control. You don't want to be controlling, but you're taking charge of what you're doing. People are busy, they don't have five seconds to waste on lame language that puts you in a bad spot. Okay, add up and own it.
I think it's would you agree that it's that it's fine to say hey, I'm glad you're there. Thanks for taking my call, or thanks for picking up the phone. I always like that today because nobody does. And those that do. I appreciate that. That's so lovely. You know, I want to see now I could stop myself right away, right? Or I'm calling about or want to share with you or something like that. Just read into it that I would assume would be okay. But and
not to use three or four of them. Oh, I'm so glad you picked up the phone. It's so nice to talk to you. I'm so like, okay, just pick one and get to the point.
Got it. Okay, so language is really important. And there are, I've heard you, in some of your videos talk about that. So many of those trite phrases that we use, and that are outdated. And I know one of your phrases is to say when you change your language, you change your results. And that's a good thing to keep in my head. So. So let's talk about follow up because now follow up is the same thing. It's whether you write the email or whether you pick up the phone and leave
a voice message, or however you do it. Do you have a rule of thumb around how to do that effectively?
Well, I tell people that follow up is not activity, it's a process you have to look at follow up as a process in your business. It isn't one activity. Oh, let me follow up with Jan. No, it's not that. So what I first of all, I call it the F word because it is you might know that's done you want to type out I'm just following up treat it as if you use the real F word. But it isn't only follow up. It's
following up touching base reaching out checking in. We're talking about 40 years ago, we've been using that same phrase. And sometimes will say Just following up just touching base just wanted to try you one more time. Thought I would follow up but I haven't heard from you. I sent you 17 other messages. So I always tell people, first of all, strip out those words strip out following up touching base reaching out and checking and they don't belong in our conversations.
First of all, you're already doing the act of follow up. Why do you have to announce I'm going to take an inhale Now Janet, at Janice. And now I'm going to exhale, Janice, what you don't have to announce what you're doing. You're breathing? Just do it. You're following up, just do it. So it's stripping that out? And understanding that follow up is a continuation of what you've already started. Right? Isn't that what the what
it really is. And if people are not getting back to you, it has nothing to do with your message you can send 15 Follow up messages. If people are avoiding you. What that tells me is that you missed the mark in your sales conversation, it means someone doesn't feel connected and confident to get back to you. You've you did something in the conversation that caused them to completely disconnect from you and avoid all your communication. So good. Yeah, I thought
I did have a thought because I'm in a process right now with somebody who I had a an initial sales call, I guess. Okay. Yeah. And they they asked lots of questions. They were looking at, you know, different ways that they could do this for LinkedIn training. And it's a strange time right now with July, August, they're in a, I don't want to say who's busy what business it was. I was just looking at on their LinkedIn profile their their posts, and they've been busy and
whatever, because I haven't heard back from her. Okay. And I thought maybe I'll just send a quick message by LinkedIn. And I don't even know what now what I said. But I would be curious to know, let's do it. Because maybe I was thinking this, okay. Let's see if I did. I said, I hope you had a great July 4 celebration, and that you've survived the crazy weather happening in the
Northeast. And here it is, I thought I'd check back with you to see if you're still thinking of doing some LinkedIn training or if you have any questions for me.
Okay, that was in. Okay. All right. All right, a couple of let's just be transparent, because if I'm honest with you, someone will learn from it that's full of a couple of fails inside of that. So okay, I am in unless you really know someone, first of all, if you and I know each other now, a couple of weeks. Yeah. I still wouldn't even put in an email. Hey, Janice. I hope you had a great Fourth of July weekend. I wouldn't start there. I would end there. That's so funny,
cuz I had it the other way around. And then I changed it today.
Because when you say to someone, hey, I hope you're doing well. Hope. I hope you had a great weekend. I hope all as well, I hope this email finds you. Well. The recipient is thinking No, you freaking don't. You are. Do I really think you sat there and thought, Oh, I hope Liz had a really wonderful weekend. No, nobody believes that anymore. So I'm not suggesting you not be nice, Janice. I'm suggesting there's there's a way to re engineer an email these days. So I would put
that at the end PS I hope you survived. I saw the crazy weather in the northeast, something like that. But But here's where i where i i try to dig in first is how did you end that meeting with this particular person? How what was the last communication you had with? Let's call her Mary Smith. Would you say to Mary at the end of that,
I was weird because usually what I do is I try to book a follow up call with them. Because I felt like she was definitely in control. And she was saying I'm going to review all of this over the next while I do have a project and doing she said but I'm going to review it and I will get back to you. You know, the kiss of death. I'll get back to you but that but I didn't think it was over. Okay. And so that's how it ended.
How do you typically end up? Do you typically try to get a meeting booked?
Yeah, I typically will say, I don't know what, what, why I didn't do that, in this particular instance. She wasn't a typical type of client for me. And so there could have been something there from my side, internally. But, um, but I normally will say something like, you know, absolutely, would it be okay, if we set a time on our calendar, we get so busy, and I'll just, we'll just do a quick follow up call either way, doesn't matter, like something to take the pressure off, but to book the call,
okay. But all the language you just used when you when you listen to this recording everything you said, you gave away your power? Would it be okay? Could we get something on there just to check in just to make sure you stay
connected clients.
So this is the kind of stuff Janice and I appreciate you being a model and showing that I know you and I know you're a kind lady, and I know you're only trying to keep that momentum going. But here's where that language, we take all the air out of the tires, and then we think the car is going to go somewhere. Okay, frame it for me. So it sounded like when you were describing this person, she was asking all of the
questions versus you. Okay, so let, she might have just been one of those people that had no interest in doing business with you. Someone who's interested answers questions, because you're the driver, the you're the person.
He did ask what? Oh, okay. All right. It was a back and forth. And she had her social media guy on the call.
All right, yeah. So then I personally would have handled it a little differently. And it's what I teach my clients is at the end of the meeting, asking to book a next meeting is a little, there's a little pressure in that. That's making me behave on your timeline. Versus you behaving on mine, the buyer? Yeah. So when so? To me, it sounds that languaging is a little outdated. Everybody will say, Oh, you got to book that
next meeting. Don't leave one call without the next one. All right, if it was still 9995, I'd say all right, that's perfect. We're not anymore. Okay. So it is. So remember, follow up is a process. It's not an event, you treat it like an event. So I would say, if let's I'm going to channel that woman that you are on the phone with, I might say, Janice, I appreciate your honesty, and you're going to review everything. And it's you know, it's nice to know you're looking at some options, and I
appreciate your communication. How would you like us to stay in communication now? This is you on the phone or a zoom call with someone collaborating around follow up, not you saying, hey, I want to get you on my calendar, so I can try to sell you a little more. And I know that's not what you said. But that's what they heard.
Yes, yes. I love that. Okay, Mike has to move forward.
So if I said to you, hey, Janice, I know you're gonna get crazy. I'm gonna get crazy. We're in that July August timeframe where people are on vacation. What what do you want us to do next? What's the next step? Let me tell you versus you telling me, the buyer is I don't want you to completely give up the control to the buyer. But I want you to be collaborative. I want everyone to think that this is a we situation, not me trying to tell you what, here's what I want. I want to talk. Yeah,
that's awesome. And you will, and when the language does get changed. So when I say change your language, change your results. It is amazing when I get in there, and I work with someone and we shift all the language and then they'll say to me, holy crap, plus, I sent one, one message and that person got right back to me. Or it only took two tries to get ahold of this person. Or I've emailed this person 10 times and they're not responding. And then I give them some language to kind of
kick up the dust again. And they're like, Oh, my God, that person got right back to me. But you sound like everyone else inside their inbox. Everyone else sounds a lot like the message you left. Everyone says, just checking in following up touching base. You're ready to get started. I know we talked about that. It isn't enough to get people to keep the momentum going.
Can I can I save her? Can I salvage this? If she doesn't answer me?
Yeah, you might be able to go back and say to her, said there was no problem in that email, meaning you didn't say to her, you and I talked about the potential of XY and Z. You mentioned you were struggling with this or wanted some help around that. I don't know if that's still a priority or still on your radar. But it lets either to keep the momentum going or figure out what the next step looks like if there is
a next step. So there's a lot more, there's just more ways to engage someone than your basic boring, bland, vanilla generic and outdated, same old, lame old language of just following up.
Perfect. I fell right into your trap. And it's perfect.
Thank you. Thank you for showing everybody that this is not intuitive. This is not this is why people call me and say I need a makeover. I need your sales clinic, I need to be in your messaging makeover. And once you do it and fix it, you never need me again. That's the best part. You
gonna say? So tell me tell me how you feel about Do you ever do LinkedIn messaging for working messages on LinkedIn? That kind of thing? Like a
prospecting message? Yes, absolutely. All the time? Yes.
Okay. So, obviously, none of us want to be pitched. So we don't want the first message to be a pitch, right? And it happens all the time. And it happens all the time, then we've got some people who, okay, it's, it's the the complete opposite, where it's just that that generic, you know, let's book you know, nice to meet you. Let's book a call and see how we can help each other on LinkedIn or whatever.
It was expanding my LinkedIn thing, and you know, you came up and and then I, so do you ever do something like this, and I haven't done this, but I want to just test the waters with this. So where you've done a search, you found a group of people that you would like to try and connect with in terms of their, their job function, or their, their business or their location, whatever the filters are, that you want, and you found a group of people. Now you start on your outreach, I always
check. Because I teach LinkedIn, I taught I teach people to look at that person's profile to see number one, if they're active. Number two, if it feels like it might be a fit, and you want to pursue it. So now the first message goes out. So would you ever do something like this? Let's say my, my, my audience are all business consultants. Okay, there. Yeah, so let's say I've created a an ebook around how business consultants can use
LinkedIn with my tips or something like that. So my first message now, I would say you have to connect first.
Let's assume you're connected. So
in some format, some form of saying, you know, would you be interested in in my top 10 tips for using LinkedIn as a business or growing your business on LinkedIn as a business consultant? If so, just say, yes, I'd be happy to send it to you, something like that. Does that seem pitchy? A little bit
the term would you be interested,
you know, like that. Right?
That is that screams. salesy. Yeah. Would you be interested if I could show you a way to save money on your car insurance? So without getting into a full blown training here, that's, that is a way to get in and asking them to reply back is better than just dropping it in there. And
I'm looking for a way to to qualify people, right? They obviously say, yes, they're interested. They're more interested in that, you know, that at least you can send it to them. And, but I'm just wondering if that approach is still salesy. So instead of would you be interested? How would you frame it?
Well, it would be a whole rewrite of that email, because, first of all, why them? What's inside these 10 tips that I couldn't go google or Go to chat? GPT what is it in your stuff that's unique or different or insightful? So there's, there's has to be more meat on the bones is the only way that I can describe it.
And yet the reason I'm asking this is because I was listening to someone talking about this the other day on a podcast. One of the things that this person was saying is that he had a really good first email that he had used for yours and similar to that, but longer so it had a bit more meat in it. But it wasn't getting a response today and that's why he changed it to one sentence type of deal. It is
working. So that kind of brings me to the question of like, what's different today with with the audience then it was you know, because you keep saying those are outdated, these things are outdated. So what, how, what's different today about the audience and more sophisticated or they
are within their She's so much more skeptical. their inboxes are bloated, and they're filled with pitches. They're filled with messages that sound like, Hey, I hope you had a good weekend. Yeah, it looks like you're a busy consultant or Oh, you like the color blue soda? Why isn't that
crazy. And then they pitch someone. So there if your message isn't written, here's the key, written to me, not at me write a message to me, not at me make it feel like Janice sat down and wrote it to me, a message that feels like it's landing in my inbox with intention, not generic, see, generic just doesn't do it any more. Because of how bloated my inbox, I could spot an email, that is a sales pitch. Sometimes even before I log on to LinkedIn, I could feel it coming
through my computer. And too many people don't want to put the time in and the energy and the thought in and what word choices feel good to me. Who am I as a business owner? And how do I want to show up? What do I want to convey? How what intention do I want to start with, so that my very first interaction with someone actually starts to build momentum. So, and I hear this a lot, Oh, I heard on a podcast or one trainer told me this, or oh, I downloaded a template and it
worked. Somebody made $8 million dollars in five minutes on this thing. Just because something is popular doesn't mean it works. It just means it's popular. Okay, just because everybody's doing it doesn't mean it works. And just because it worked for one person might not work for you. So this is why people are spinning their wheels. This is why so many people are hitting brick walls, whether it's on LinkedIn, or email or any part of their business, because they're looking for a tactic.
They're looking for that pie in the sky, that one little nugget, that hack that they could use, versus stepping back far enough and saying, wait a second, if I'm going to do the work, I'm going to type out 456 emails to someone. Why don't I first figure out what I want to convey? What's the intention? How do I want to keep the momentum going with them? How do I even send an email that? And I would never suggest anybody say this, but just to get the meat here is? How do I stop
connecting with someone? If there's nothing there? How do I let them know that I'm done? I'm pausing our outreach? How do you talk to someone the way they like to be talked to, versus sounding like, I'm not trying to sell you anything, when every word you use makes it sounds like you are. So the
in order to be authentic. And to be real, I think involves really two sides to that coin. One is that you the person writing it sending the message has to come from the heart, they have to be real. The only way I find that I can be real with someone I don't know, is by paying attention to like what's on their profile or, or what I've learned about that person before I reach out so that if I can include something in my message that shows that I paid attention. Would that be
like 10 times better? Or is it still not still?
Make Janice Think about how many people say, Oh, I popped on your LinkedIn profile? It looks like again, you were you written two books, or oh, it looks like we went on the scene on knowledge. Yeah, okay. That isn't enough anymore. In fact, I would rather someone leave that out, then use it. Because it brings me back from eight years ago, it brings me back to the LinkedIn training that says, find something on their profile, and mention it. Like that's going to open me up and fillet
me like a fish. And now I'm going to be the favorite person, your favorite person in the world. It's not enough people, our whole art. They're on guard. So when you say something like, oh, I What a great article you wrote last week. All right. Okay, but that doesn't make me want to know you and if any more than I do. So
this really because there's people that will respond and say, basically, they'll respond and say, so I'm very busy. Basically, what? I can help you with that, right? And so
those aren't my people. Not only is it not your people, it tells you you missed the target. Yeah, target completely. So I appreciate people who do the work, who are getting on LinkedIn, who are sending outreach who are doing podcasts who are doing so much of the good meaty stuff in their business. But I feel bad when they don't take the time to close the loop. So they're doing all of the good stuff and they forget that say Sales is a process sales is a conversation.
Sales is a service piece, following up as a is not an event, it's a process. And how do you button up all your hard work in the beginning to ensure that somebody even wants to communicate with you, and then maybe eventually hop on the phone with you, and then maybe eventually say, hey, Janice, tell me about your LinkedIn program. And so it's it's building that momentum. And I know people will say it's all about relationships, it's all about know, like, and trust, and
I call BS on both. Here's why. It I know a lot of people, I like a lot of people, and I trust a lot of people. But that doesn't mean you get a penny of my money. Know, like, and trust only gets you a ticket to the game. Relevance. And value is where I'm going to start communicating with you if what you tell me is relevant to my world, and really will help me in my business, and there's value in that. I'll give you a sliver of my time. Other than that, you're getting deleted.
That's it. So it's taking the time, all that time, all that energy and money, people invest on programs that do fill up a pipeline, but then will not invest in the piece that I teach, which is the right language and the right messaging. So it feels like you are in the in the process with them not trying to sell them something. And it's hard to watch Janice it really is it's, it's like you watch people in
the gym, they just ran 20 miles on the treadmill. But then you go see them and they're at the drive thru at McDonald's eating for Big Macs, you know, that it's something is wrong with their workout. They'll say I'm not, I'm not losing any weight. I don't understand. Well, I just saw you at the drive thru. Same thing with my clients. They'll say, Listen, I'm doing this, I'm doing that I have all this in place. And then I asked them my top 10 favorite questions, and then we figure out oh, you're
going to the drive thru at McDonald's now again. So then, and only then are they willing to close the loop, finish that last portion, so that everything they do has has value and meaning and starts to make money, move the momentum?
So are you then saying though, that it is about building relationships first or not? No, you're saying not see, relationships? You're challenging everything I am,
I am counter to everything. Because for 50 years, we heard it's all about relationships. Everything's about a relationship.
It was more it was more transactional back then.
Right? But when I hear it's all about relationships, don't sell, just serve. All those little mantras mean nothing anymore. People are busy. They they, I don't need a relationship with everybody I do business with, right. I mean, I have my kitchen and bathrooms done right? totally remodeled. I don't need a relationship with the guy who did it all I don't, I just need you to show me that you're the right person for the job. And that when someone asked me who did my kitchen and
bathrooms, your name comes up. I haven't talked to the guy in three years. But we have a working relationship, but not yet we would people think is Oh, you have to build relationships. I'm not saying they're not important. Where the relationship becomes important is when you agree to do business together. And you treat each other like the human beings we have the capacity to do. And that's where the relationship gets solidified. I might know you like and trust you to get
you to talk to you. But I'm going to need some relevance and some value. That's where the relationship really gets enhanced. So the pieces on the chessboard have moved. So anytime you want to throw out a mantra that says it's all about this, or oh sales are about listening, you know what course it is? But is that all? It is? No, it's the whole package. So it's having me the ability to step far enough back and say, Where do I plug the holes in a new world? That's so different?
And it's plugging those holes. And I bet you have a decade if you plug the holes, you probably have a decade of runway to continue to use those. That process.
Hmm, interesting. Okay, so the two most recent books that you've written, which I mentioned earlier, the heart of authentic selling, sell without selling your soul, which one's going to help me the most?
Well, I because you're a woman, I would say go to sell without selling your soul because it does go into a lot of what we talked about today. And even the heart of authentic selling, it really comes down to being a good human being is really what it comes down to. Now in both of those books, there's examples there's ways to build value. There's ways to show people that I'm not here just for the sale, and actually mean it and it's felt it's not just you saying I'm
authentic. It's being it's so much that somebody else is the one who says you're so authentic. Yes, it's having being such a good human being and so good at asking questions and helping people see the value in your offering. That's when they say, Janice, how do we get started? Not. Thank you for your thank you for your information. I'll get back to you.
Yes, I know there recently somebody said to me on a first call. Wow, you've given me such value already. Yes. You know, is now the opening, you know, and I loved that. And so it's paying attention to those kinds of things that work, I think, yes. Well, I have to say, Liz, you, you challenged me in more ways than one today, I'm glad that I was able to be the guinea pig in a way because I'm always open to learning. And I know, for me, I didn't come up through sales, even though I
know we're always selling. I was a teacher. And so I was a school teacher than I was a corporate trainer. I never had to sell anything. All I had to do was go out and show them how to use it. Right. Right. So I everything I've learned is self taught and and there's always room for improvement. So thank you, thank you for sharing your viewpoint and your expertise with us.
You're welcome. And thanks for being coachable live for everybody to say. Yeah,
absolutely. And I would like to just end with with one question for you to just leave for my audience is, what would your top tip for sales be for being the best salesperson you can be? What would be the best thing that you could leave with my audience?
Oh, gosh, I guess I'm gonna stay up there with the topic that we're on is watch your language. Watch what comes out of your mouth. Watch what you tell yourself, and then what leaves your lips. If you say to yourself, oh, I don't want to be salesy, but then you look at your language and you are salesy. That's a sign right there that you're not congruent in your language and who you're being and how you're showing up.
And if you don't think your potential clients notice, you're lying to yourself, they feel it. And when they don't respond to you, they don't call you back. They don't hire you. They keep saying, Oh, not yet. It's a sign that something isn't lined up
inter externally and internally. And once you get those, like a piece of velcro stuck together your internal and external way of being, it's going to be a little challenging in a world that's getting more and more challenging to sell every single day.
Thank you. Thank you for that. Thank you, Janice. And thank you to my audience as usual for being here and listening. If you liked what you heard, please leave a review and let us know. And remember to stay connected and be remembered