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So, I'd love to hear just really quick feedback.

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What did you glean from this exercise as either the speaker sharing the problem or the listener?

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What did you learn?

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I'll go.

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As the listener, I'll go as the listener.

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Listening, and yeah, listening.

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I'm generally a very good listener, and I really work hard not to create the answer

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or try to create the answer, and I literally took a class on listening.

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However, it still comes up because there are just some things sometimes in your inner person

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that just, and you have to sit there and be like, nope, not listening, be still, and

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listen.

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Right.

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You know, you're in the inner, be still and listen, listen, listen, so yeah, yeah.

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Any of you others found it hard not to just like give what they can do?

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I have another perspective as a listener because I don't really know Amanda, and I don't know

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anything about her business.

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I was more curious.

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Like three minutes was way too short, like I didn't even-

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Good.

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Yeah, it was too short.

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Where the challenge I find would be someone that I have an established connection with.

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I've met them, I've talked to them, I know what they're like, some of the dynamics.

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We obviously didn't get to the root of like getting them to admit their desire, but that's

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harder for me to like with someone that I've known.

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I feel silly or I don't know always like where to pick up and how to get it to a deeper

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level.

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Good.

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But like for someone new, like the discovery is super more natural for me, and that's just

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another perspective.

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Yeah, so when it's someone that you know, there's great questions like, have you considered,

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have you thought about, or what have you tried, or what has worked really well in the past?

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What have you tried that didn't work?

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What do you think the challenge is?

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What's been hardest about it?

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It's just like, just start being curious, even with the people you know.

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I have learned with kids, my kids, I have to really practice this because I want to

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go into mom mode, that coach mode that like I feel as a parent, our job is to give wisdom.

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Remember what I said earlier, it's about readiness.

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So if they're not coming to you hungry for wisdom, if they didn't ask, it goes on deaf

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ears and it just creates frustration for both of you.

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So it takes a lot of listening until they say something, well, what do you, what would

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you do?

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Or what do you recommend?

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Until, until they ask you a question that shows readiness, a lot of times it's just

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an effort in futility for us to try to, try to do that.

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Does that make sense?

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Okay.

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Now, when you go and listen to successful sales conversation, you'll see that I really

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teach creating rapport, asking questions.

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We don't present until we already have identified the need.

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They have expressed the need.

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They have expressed the desire.

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We don't have a right to share what we offer until that has happened.

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If we just come in and go, well, you know what?

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I have this and I'm so excited and it did this for me.

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You missed it.

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Hey, have you ever thought about, just thinking about Amanda because she's right in front

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of me.

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Never thought about improving your metabolism.

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Is that an issue for you?

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What have you tried before?

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What happened?

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What do you wish would have happened?

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What would you love to have happen?

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Why would that matter for you?

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Now?

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Oh, I just wish I could lose five pounds.

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What would change for you if you lost five pounds?

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Why is that super important?

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I'd love to hear, okay.

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I don't have a right to tell you what I offer until that happens.

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So I want you to think in John chapter four, the woman at the well, the woman at the well.

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And Jesus begins with something very ordinary.

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Will you give me a drink?

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Will you give me a drink conversation?

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Open the silence.

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Will you give me a drink?

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And then it went to.

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deeper conversation. And then it went to the deeper truth. And

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then eventually, he talks about what he has to offer, which is

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the living water. He didn't just sit down and say, Hey, you know

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who I am? You ever heard of the living water? Hey, you wish you

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had living water? He he didn't do that. There was a lot of

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conversation going deeper, deeper and deeper before he

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said, let me tell you about the living water. She came thinking

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about one kind of water. She had her to do list. She came

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thinking about one kind of water. Jesus had to help her

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discover a deeper need. Study that go to the woman at the

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well, look at it from a sales perspective. So the business

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principle to get from today is that your client, this was

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almost always true, will pre will describe the presenting

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problem first. Just like at the setup, well, I don't have people

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to help me. That was his presenting probably go, Oh,

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let's find some people to help you. That wasn't the real issue.

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The woman at the well, she described one thing. So people

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will say, I need more social media followers, or almost

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everybody says I need more leads. And then I discover all

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the leads they have already. Or the fact that they don't have an

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offer, or the fact they don't follow up with the leads they

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have, or, or they say, I need a website. How many people, we got

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to even six figures with no website. But they have a certain

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presenting problem. Oh, if I have a website, that'll solve

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everything. No, it'll just be an expensive business card if you

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don't know what to do with it. What did Cindy used to say Linda

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no useless websites, right? I mean, you know, but we think a

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certain thing, I need a funnel, I need more clients. So your

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job is not to immediately sell her what she asked for. You got

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to go deeper first. Listen long enough to discern what's really

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happening here. What's really happening here. And then you can

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bridge. So the key with the bridge, you are clear, the value

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you bring, you know what you offer, they have to come to what

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their core desire. So the bridge is from what you offer to what

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they desire. If you don't know what they desire, there is no

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bridge. If you don't know what you offer and the value you

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bring, there is no bridge. When you know what you offer, and

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they know what they desire, you can create a bridge to walk

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across. So you can't even create a bridge if you haven't asked

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the questions. And they haven't expressed and you haven't

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gotten to the real what's really happening here. And that's why

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my very favorite, very favorite thing to say, is here's what I

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recommend. So let's say there's 30 minutes, I listen and ask

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questions for 20 minutes. 20 minutes out of 30. 50 minutes

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out of 60. I'm listening and asking questions. Last 10

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minutes, you know, based on what you shared, you're looking for

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this, this is important for you. If you do this, here's what I

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recommend. I have something that can help you get from here to

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here. And you can outline the path. Not here's everything I

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sell. Here's my packages. Let me show you. And here's the

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bonuses. Let me tell you about all the features. A

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recommendation is based on what you heard. I heard you saying

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that what really matters to you right now is here's what I

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recommend how we could get and then I like saying we at that

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point, here's what we can do. Here's how we could create that

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just creates them being in the same team. Okay. And the last

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thing I want to say, then I got to run is understand the

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difference between features and transformation. Features and

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transformation. I go into this go listen

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to the successful sales conversation. Six sessions is a feature. 12 weeks is a feature.

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A workbook is a feature. Jesus repeatedly spoke in terms of what would be possible.

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I have come that they might have life. Come to me and I will give you rest.

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What a sales. All you that are tired and exhausted and burdened and heavy laden,

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let's walk together and I'm going to give you rest. It's like, hello, yes, please sign me up.

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Right? You see how that works? Life, rest, transformation, identity.

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So I want you looking at what you're currently selling.

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The container, the change, and I want you in one sentence to describe the transformation.

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People are not buying information. They're not buying features. They're not buying sessions.

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They're not staying up at night. Where can I find 12 sessions? I just need who has 12 sessions.

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Not, not, not, not. They're buying results. They're buying a transformation.

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So make sure that you are able to know that transformation and be able to move to the final

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step of making the invitation. Come, follow me, Jesus said. Clear?

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Follow me, Jesus said. Clear, direct, no apology. Come, follow me. No 10 minute explanation

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after the invitation. Come, follow me. This is where Christians like hide. I don't want to

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pressure anyone. I'm afraid that they'll see me as salesy. I'm afraid to ask. Pressure and

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invitation are not the same. Pressure tries to remove freedom. Invitation makes the next step

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clear. Well, preserving freedom. Based on what you shared, I believe I can help you with this.

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Would you like me to tell you what I recommend? Here's what I recommend.

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Are you ready to move forward and then just stop talking? Okay, got to go. I pray this has been

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a blessing for you. Listen again to the replays. Listen to the successful sales conversations

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and build like Jesus, sisters. Build like Jesus. I love you so much. Thank you.