Sales Coaching Expert Diane Helbig Joins Us On The Steve Jobs Inspired Join Up Dots Podcast
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Introducing Sales Coaching Expert Diane Helbig
Sales Coaching Expert Diane Helbig is todays guest joining us on the Steve Jobs inspired Join Up Dots business podcast.
Last joining us in the first year of Join Up Dots on episode 304, 1700 shows ago.
She could have been taken straight from that classic movie “Dead Poets Society” as her mantra in life and her company name is “Seize This Day”
“Carpe Diem” is the way forward if you want to have a kick ass life, both personally and professionally.
And our guest has demonstrated that everyday as after a successful 20 years in sales and business development she took the experience that she has gained and took the leap of faith.
In early 2006, she launched her coaching practice where she helps individuals and small business to see the opportunities all around them, and bound over the obstacles that they may see as game stoppers.
How The Dots Joined Up for Diane
In her book, Lemonade Stand Selling, she offers a straightforward, common sense and clear guide to the sales process.
She reminds her readers that selling is as easy as when you had that lemonade stand as a child.
So if selling is so easy who do people struggle so badly, especially when building an online business.
And is there one thing that people can do straight away to simplify the process and start seeing rewards?
So lets bring him onto the show to start joining up dots with the one and only Diane Helbig
Show Highlights
During the show we discussed such deep subjects with Diane Helbig such as:
We link the dating process to the sales process and learn how to get past the big no’s
How Donald Trump managed to get himself to the top by knowing his followers and market first and foremost.
Diane shares why she feels that most business owners have to go through different versions of themselves to find success.
and lastly……
Why Matthew McConaughey is the perfect example to study for real sales coaching success.
How To Connect With Diane Helbig
Return To The Top Of Sales Coaching Expert Diane Helbig
You can also check our extensive podcast archive by clicking here– enjoy
Full Transcription Of Sales Coaching Expert Diane Helbig Interview
Intro [0:00]
Life shouldn’t be hard life should be a fun filled adventure every day. So now start joining up dots tap into your talents, your skills, your God given gifts and tell your boss, you don’t deserve me. I’m out of here. It’s time for you to smash that alarm clock and start getting the dream business and life you will of course, are dreaming God. Let’s join your host, David Ralph from the back of his garden in the UK, or wherever he might be today with another jam packed episode of the number one hit podcast. Join Up Dots.
David Ralph [0:41]
Yes, hello. Good morning friends. Good morning friends and thank you so much for being here with us once more on Join Up Dots. Today’s guest she’s heard me say that once before because she lost joined us on the show back on episode 300. And for about 1700 shows ago of Join Up Dots. And on that time, we say that she could have been taken straight from the classic movie Dead Poets Society as a mantra in life was and her company name was seize the day Carpe Diem is the way forward if you want to have a kick ass life, both personally and professionally as she was telling us. And our guest has demonstrated that every day is after a successful 20 years in sales and business development. She took the experience that she gained and took the leap of faith. But that of course was a long time ago. And since then, she has been doing her coaching practice where she helps individuals and small businesses to see the opportunities all around them. She launched several books, one of them being the lemon. Oh, I can’t even say the lemonade stand selling. She offers a straightforward common sense and clear guide to the sales process. And she won millions her readers that selling is as easy as when you had that lemonade stand as a child. And so upselling is so easy. Why do people struggle so badly? Especially when building an online business? And is there one thing that people can do straight away to simplify the process and start seeing rewards? Well, let’s find out as we bring onto the show to start joining up dots for the second time with the one and only Diane Helbig. Good morning Diane How are you?
Sales Coaching Expert Diane Helbig [2:21]
I’m very well David, I’m very well.
David Ralph [2:23]
We we’ve already gone past our technical issues. I’ve already queried whether you was talking to me in the shower. Life couldn’t be any better, could it now. It’s a perfect place to be. Now let’s get straight on to this I notice is the old book so we won’t hang on this. But I’m always a bit weirded out by the lemonade stand. Because in the United Kingdom, we never did this. We we never had kids selling lemonade stands. And so I was always intrigued by it. And one day, I was driving through America and I saw it somewhere in Pennsylvania or somewhere I was and they were sending it so I thought Ah, lemonade stand selling I jumped out, I rushed across I bought a glass or a cup of the most viable tasting thing. It was literally like, like petroleum really, of lemonade. What was in it? It left me flying for about four days.
Sales Coaching Expert Diane Helbig [3:20]
A lot of sugar.
David Ralph [3:22]
It was it was more than that. Diane. I don’t know what it was. It was something chemical and a bit mystic. It was like alchemy.
Sales Coaching Expert Diane Helbig [3:32]
Well, it should have been lemonade. But when children make lemonade, it doesn’t really necessarily taste like lemonade. It certainly
David Ralph [3:41]
did. And so in some ways the simplicity on this. Let’s start on this first of all, and then obviously we’ll move you to where you are now. But children kind of know how to sell don’t they? Because I always referenced this. We know how to knock on the door. Ask if somebody wants their car washed or their dry cleaned up snow. We know that there’s a surface that somebody doesn’t want to do we put ourselves in the position as children to do it and get paid for it. It sails just naturally occur. Why do children know this?
Sales Coaching Expert Diane Helbig [4:13]
I think it’s because they haven’t gone through this indoctrination around the word No. You know, so children don’t have a no metre. So they just go and do and they’re getting encouragement from the people around them like their parents to go knock on doors. And lastly, I think because they know the people whose doors they’re knocking on there’s a relationship there.
David Ralph [4:43]
Because when I was a kid my mom always used to say, if you don’t ask you don’t get and then if I asked her for a new bike or something, I never got it. So I never quite understood what what her logic was. But certainly that there is that thing that we do lose, don’t we as adults By by just asking and being turned down,
Sales Coaching Expert Diane Helbig [5:03]
yes, yes, we get in our own head and we equate the know, to people placing a value judgement on us when it’s just not true. They don’t know us. So they’re not rejecting us. They’re rejecting the conversation, they’re rejecting the opportunity, whatever it is. And there’s so many reasons why that could be happening, but we automatically go to I don’t want to be rejected children just don’t have that. You know,
David Ralph [5:35]
before we were recording, Diana, you was telling me that I was an incredibly sexually attractive man. Do you? Do you remember saying that? No, you don’t remember saying that? Diane? I’ll tell you what, I tell you. What if you breezed past her, by me anyway. Men men have nose harder don’t know. Because I’ve never had a no worse than going up to a girl asking about and she’ll say no. It’s that that’s like the hardest. No, I think you’ve ever had. So it’s kind of business knows should be quite easily easy to breeze past.
Sales Coaching Expert Diane Helbig [6:12]
Oh, well, not necessarily, if that’s so interesting, because if you equate business to dating, which I think there are a lot of parallels, you don’t want that no, no becomes such a big word. For everyone that what happens is you go back to in your mind these experiences of when someone told you no and how it felt, and it didn’t feel good. So you don’t want to put yourself in a position to do it again, in any arena. So it’s more of that it’s sort of like a trigger.
David Ralph [6:51]
I thought you were gonna carry on now i was i was i was totally. I put you to teach me how to speak to women where I thought this was gonna be this was gonna be an award winning Emmy episode. So it’s a trigger that we get sort of trained. Is there. Is it something that we feel the emotions and we just think, oh, I don’t want to put myself in that position again.
Sales Coaching Expert Diane Helbig [7:13]
Yes, we go right back to that that feeling that we had when someone said no, you know, and for guys, when the girl says no, when you got to ask, right? That same feeling comes right back. So why would you put yourself in that situation?
David Ralph [7:31]
So let’s just keep on this subject for a moment cuz it intrigues me. Okay. So is there a way that we can make a girl say yes, in the same way that we can overcome a business obstacle and turn it into a say a yes. Because as I say, go for No, go for no, if you have enough nose, you’d become, you know, the Yes, man. And you get there? Is there a way we can do it? Or is it just simply a numbers game?
Sales Coaching Expert Diane Helbig [8:01]
So I don’t believe it’s a numbers game. And I do think there are similarities. It’s my viewpoint that if we realise that we are on a discovery mission that we that we don’t really know, if we want to date that girl, so to speak, until we learn more about her until we get to know her. The same is true in sales. What we really want to do is get a meeting or get a conversation, we want to learn more about that prospect so that we can identify if they are someone who we would want to explore doing business with. And then it goes to and then can we you know, do we have really have something that will help them solve a problem. So it’s my belief that if guys were first seeking to get to know a girl, before they decided they wanted to ask her out, because she’s pretty, then it would work a lot better, the girl would feel better, she’d feel respected, she’d be more interested in having that conversation. And if there were a reason why she didn’t want to take it further, or the guy didn’t want to take it further, it would come up, and it would be easier. It would be an easier conversation to have.
David Ralph [9:22]
I remember a guy telling me a long time ago and he stuck with me. And he actually described himself as frighteningly unattractive. Okay? And to be honest, I’m not going to disagree with him. He was he wasn’t attractive in any shape or form. But his wife was absolutely drop dead gorgeous. And we said How the hell did you pull her? You know, she’s, she’s not just out of your league. She’s not. She’s out of your planet. And he said, when you look like me, you get turned down all the time. He said, and when you like her, everybody doesn’t ask Because they think they’re going to get turned down. And so it’s a mutual moment of connection. But no man meets the person who never gets asked out and boom, it happens. And I’ve often reflected on that. And I think to myself, is that how it works? Is that why when you see a really unattractive man walking along the road with a gorgeous woman, you think to yourself, How the hell did that happen? Is it just that he’s he’s got toughened up to the nose and doesn’t mind getting them? And she’s waiting, because nobody’s asking.
Sales Coaching Expert Diane Helbig [10:31]
could very well be sure, it could also be that because he’s gotten so many knows he’s not walking into the conversation expecting to get a yes. So if he’s walking into the conversation with a totally open mind, and just is expressing interest in getting to know the woman that is very attractive.
David Ralph [10:55]
I think he wasn’t I think he was just, I think he was just trying to steam in there it really Diane, I think you’re, I think you’re being too nice to the male population.
Sales Coaching Expert Diane Helbig [11:05]
I could be?
David Ralph [11:06]
Yeah, I think you are. So so let’s let’s spin this slightly big fat. There’s a psychology here that we’re talking about, which, obviously, is the big part of sales. And when you see it, especially for the newbie online, and I look back on myself in the early days, where I used to almost scream, buy, buy, buy as loudly as I possibly could in the nearest person’s ear. And of course, they just sort of ran a mile. Now I hardly have to sell a toy just sort of naturally happens. Is Is it a simple case of just being more relaxed in yourself and making it occur naturally?
Sales Coaching Expert Diane Helbig [11:45]
for them? I think it’s because once you’ve been doing it for a while, and you realise what you’re doing isn’t working. I mean, hopefully people realise this isn’t working, I need to change my tack when we relax. And for me look at it through a different lens and say, Okay, I don’t know whether I can help this person. And whether I want to help this person than the way I approach the conversation is much calmer. It’s not salesy. It’s really about having a conversation as opposed to buy, buy, buy. And so it’s a more confident way of selling.
David Ralph [12:34]
Because if you do, do the buy, buy buy more often, but not you get the buy, buy buy, don’t you and they just sort of walk away. And you wonder why. And then people spend a lot of time looking at their websites and trying to make it perfect and stuff. And I go over to some websites now have some real big achievers. And I look at them, I think God, they’re rubbish, you know. So it’s not all presentation. It’s about congruency with messaging, I suppose if you’re honest, and authentic people are more likely to trust you and buy from you.
Sales Coaching Expert Diane Helbig [13:12]
Exactly. That’s exactly right. There has to be a connection, there has to be a resonance between you and the person who you’re talking to. And, you know, the website is marketing, the website is presence. But people don’t buy because of that. And I think a lot of people are confused about that. They think if they do really great marketing that their phone’s gonna ring. It’s really I mean, that’s that sales. And even if your phone did ring, they were still gonna want to have you have a conversation with them, not just automatically try and sell them something.
David Ralph [13:50]
Because Do you think that because I say this time and time again on Join Up Dots. But running an online business is so simple, it’s untrue. So you basically come up with an offer. And then you look around at your competitors. And you think, Okay, what are they offering? How can I improve upon it? How does it make me feel when I’m looking at theirs? Would I actually buy this myself and fine tune it? And then sit there and think to yourself? Where are these people? Where are the people that really need this most? And it could be on Google, it could be on Facebook, it could be on LinkedIn, it could be whatever. And then just sort of speak to them. You know, I helped a guy recently and he’s just launched a coaching business. And this is you Mr. Tom Gosling. And I can mention you now because it’s out there. And he wasn’t that bothered with sort of keyword research and Google marketing because he said, my clients will be my network, but I’ve built up naturally over years. And it made me sort of sit back a while because I thought this is this is good. He already knows his market because he Was his market and he stepped away from it. So is it as simple as that? Know your offer, and then find out where the people are who want that offer?
Sales Coaching Expert Diane Helbig [15:11]
Yeah, and speak, and I do think it is speak to them there, educate them, share information with them, let them come to the conclusion on their own, that you are for real, that you are a good resource that you are someone who knows what they’re doing. That’s tremendously valuable. You can’t be talking about what you you know, like the value of what you offer in the places where your prospects aren’t. And a lot of people do that, because someone tells them, oh, well, you have to be on Facebook, okay? If your markets not on Facebook, then don’t go there. Because it’s not gonna do any good. There, they’re not gonna hear you.
David Ralph [16:00]
I am not on Facebook at all, I don’t go over there at all. And my business is just grown more and more and more, you know, and what I realised was that my market was better placed podcasting, where my talents and skills are hopefully better suited than it was just kind of doing stuff on other platforms. But I didn’t really know what I was doing. And there are some masters on Facebook as masters on Instagram and his masters all over the place. I wasn’t that person. So I got rid of it all and just focused on the one avenue. And literally, I have to turn people away. Because otherwise I would be, you know, I wouldn’t be able to walk around the garden in my underpants quite happily, I would just be dealing with people all the time.
Sales Coaching Expert Diane Helbig [16:48]
But see, you figured it out, right? You figured out the medium that connects you to your audience. And then you allow them to experience you, and realise that you are someone that they want to connect with that they want to work with. And it’s a great method.
David Ralph [17:12]
Can I say two words to you, Diane, which might make you shiver, or it might make you it might make you so passionate that you will storm? The Join Up Dots headquarters, can I can I say these two words to you? Sure, Donald Trump. Now, Donald Trump, Donald Trump has disappeared off the face of the earth really recently and dependent on when you’re listening to this podcast. But he was a master at finding his tribe and really stirring them up. And it was almost like he didn’t care about 90% of the population, he cared about the people that already loved him. And really sort of, were passionate. Now. That’s one of the big winners and and I salute him for that. Because in online a lot of time, it’s more and more and more, okay, you got 100,000 listeners, you need 200,000 listeners, you need 500,000 listeners, and you don’t because most of them, don’t actually bring anything back into your business. You’re much better doing an old Trumpy boy and finding the 10% that are really passionate and trying to serve them.
Sales Coaching Expert Diane Helbig [18:22]
Definitely, at that, that is exactly right. numbers really don’t matter. Because it comes down to who are you really connecting with? and usually it is a smaller number. And it’s more loyal. You’re more loyal to them. I mean, using Trump as an example. It’s ridiculous that the loyalty that they have for him. So you know, I mean, they’ll start in the capital forum. So he is absolutely speaking to his base, he understands his base, he understands what matters to them. And in sales, speak to your base, don’t try and sell to everybody because everybody is not a target market.
David Ralph [19:09]
So how do we do this? How do we bleed out like Donald Trump did, who he was speaking to, because to me from the United Kingdom, it was almost like he knew who he was going to be targeting. Before we even started, it was like, he got up on the first box and he spoke the language of the people that actually voted for him. How did he do this?
Sales Coaching Expert Diane Helbig [19:34]
Well, I think at first he just spoke the language and those people came to him and then when he realised they were there, because he was getting the reinforcement. He just doubled down and and really kept that same messaging. He didn’t try to message to other groups. He didn’t try and expand his, you know, message to bring in more people. He just stayed where he wasn’t effective. So, like the sales lesson is, know your value, know the problem that you solve and how you solve it, and speak to it consistently. Don’t go off on tangents, just stay there, because the more you’re talking about it, the more that your tribe will find you. And they will gather around you, and you will continue to build that community around your business.
David Ralph [20:30]
Now, I am a great believer that business should be fun, and it should be enjoyable or you shouldn’t be in it. And then there was a time through the Join Up Dots process that it wasn’t like that it was it was just a slog, and it was a chore, and I’ve been quite open with that. Now, it’s totally different. And it’s sort of it is a walk in the garden in the underpants every day, you know, it’s just a breeze. Now, one of the things that I look back on which I did was I didn’t listen to other people who gave me advice, when it wasn’t going very well of changing my presentation style, changing how I should be doing it, because I didn’t believe they were right. I didn’t know why I thought they were wrong. But I knew it wasn’t right for me. So I just stayed doing what I should be doing. And that’s an issue again, isn’t it where people start the process, I think they should be further ahead. And then they start pivoting left, right and centre, which is okay financially. But if you’re pivoting away from your authentic self, then you’re just going to be more and more diluted, what you need to be is that that powerful glass of lemonade, whatever it was, that was so powerful, and that stain that it’s left me, you know, flying high for 20 years. And and not diluting yourself just because the market tells you to.
Sales Coaching Expert Diane Helbig [21:56]
Yeah, and it’s so true that people get desperate. And so they try to be all things all people, they try and pick something outside really have their core value outside of what they enjoy doing. Because they feel like the market is telling them that they need to be something else and someone else but it’s not authentic. So it doesn’t resonate it it. It takes your focus away from really making sure that your messaging is authentic to the value that you bring, and that you are messaging in the right places. I think people pivot because they think they’re not offering something the market wants when really, they’re just not getting their message to their market effectively.
David Ralph [22:47]
Because my business exploded when I put a simple strap line on it online business made easy. And that was it. It was just those four words. And from then on, everything became clear and precise. Now what we’re doing there, we’re not talking about a logo, we’re not talking about a colour scheme, we’re talking about an ethos. And once you get that business ethos, that is when people understand, and then people lead and follow and may come towards you. How long did it take before you because you’ve gone through two or three of them, you know, back in the day was seized today. And now it’s it’s more succeed without selling. It’s more about I suppose the easy process of selling? How many do you think you went through before you found the one that fell naturally right for you?
Sales Coaching Expert Diane Helbig [23:41]
I think I went well. It’s interesting. So I think two or three. And I think it was more. So when I started it felt right. And then I got to a point I was about 10 years in and I thought okay, I’m 10 years in, it’s time to grow up. So I felt like I had to you know, button it up a little bit become a little more professional and in my marketing and my presence. And then
David Ralph [24:14]
I think kitten jumping in it. Was that you? Was that you? Yeah. So So you were more professional. So you were just playing to yourself?
Sales Coaching Expert Diane Helbig [24:22]
Yeah. Okay. Yeah. Yeah, I wasn’t influenced from anyone else. It was me feeling ready. And it just happens over time, I get more and more comfortable and confident with what I’m doing.
David Ralph [24:39]
Because I’m the opposite. All right. For many, many years, I wore a suit and tie. The only time you will see me wear a suit and tie now is if someone’s died and I’m being dragged to a funeral or wedding. You know, that’s not me at all. And my wife says to the kids, oh, we used to be so small every day when we first met and I used I think Yeah, because I was going to work You know, now I’ve got a different type of work. My professionalism is more to do with personal connection, and trust and authenticity. Again, I, you know, I, I go differently, which is an interesting point of view, isn’t it, but we can all do things in a different way and still find enough people to make a living?
Sales Coaching Expert Diane Helbig [25:24]
Absolutely, there is plenty of the right business out there. And you just have to realise that what you want is the right business for you, and your sensibility and what you have to offer and who you can help the most.
David Ralph [25:40]
Can you get this straight off the bat? Diane, do you have? Do you think that everyone if you dig in and Join Up Dots, I’ve been through two or three versions of their business and themselves?
Sales Coaching Expert Diane Helbig [25:53]
Go? Definitely, I think it’s a journey. I think it’s a process where my experience has been and with people who I’ve watched as well, you start in one place with one belief system, so to speak, and, and I think we all grow through the process. And our businesses change and grow up, you know, so to speak, and they don’t take major turns. I’ve rarely seen someone take a major turn that worked. But going through that progression, and building on the lessons that we learn along the way. Yeah, I think it is not a static experience,
David Ralph [26:42]
as I’m going through another not a pivot, a slight detour. And it’s bringing me closer to who I naturally AM. And I can see it, and I can feel it. It’s just a natural fit of where my business matches me personally, and it feels right. And it’s kind of like, you’re you’re putting your fingers together. And one of them’s sticking up words. And then every now and again, it tucks in it. That’s it. That’s it. And of course, when you put your fingers together and you lock them, it’s so much stronger. Because every single bit has its place. It’s the it’s the Yin and Yang, isn’t it? It’s the night and day when the two come together, and you go, yeah, this feels right, it feels right. And I’ve certainly gone through that jus in no short measure to lock down and all the issues that we’ve had this year, we’re just looking at a way of simplifying and simplifying again.
Sales Coaching Expert Diane Helbig [27:43]
Well, for sure, I mean, I think the pandemic has taught us a lot about what’s important to us, what what we offer, you know, who we are, and, and really how we show up. And, and I really, it’s funny, because I’m going through an experience right now where I just ended a relationship with a client that I probably shouldn’t have gotten into to begin with. But try, you know, we all tried really hard, and it just really was not a fit. And so being able to say to myself, wow, this feels great. letting this go, it was a mutual decision. This is right, just, you know, and then working with a client where it’s working really well, that’s the reminder that Yep, you know what, that’s what I’m supposed to be doing. And that’s where I am, you know, at my best at my highest value.
David Ralph [28:41]
Because a year ago, I was all about one to one, and working with people to really, you know, spend time with the individuals understanding their issues and stuff. And now I’m building everything to scale. And I’m going 360, but that, that two years of just working with people one to one really teaches you an MBA in business, that no matter what we think, is in our brain that people want more often than not, it’s not. And you see that when people create their first online products, they throw the kitchen sink at it, and they do 600 videos, and they do a PDF and click sheets and and people only want to know how to do the thing that they’re buying. It’s that’s that simplicity that you need. And so is that something that people have to be aware of that when they build an online business, it is as important to build it like an offline business when the door will open and customers will come in and you can speak to people than it is just sitting behind a website thinking things are all going to occur on automatic pilot.
Sales Coaching Expert Diane Helbig [29:53]
Oh, absolutely. It’s such a great point. You know, we you have to be engaging with people. You know, I I always say sales is a verb, it is an activity, we have to do it. And so, yes, you have to do it. And one of the things that I really like about what you’ve said a couple of times, it’s about the simplicity. A lot of times, especially at the beginning of someone’s entrepreneurial journey, they complicate things, or they think they have to communicate in a way that shows that they know what they’re talking about, except that it totally escapes everyone who they’re talking to, is just too much, right? Just whoa, wait a minute. The simpler, the better, the more concise, clearer, the more direct, the easier it is for people to find you to connect with you to understand the value that you bring, and to want to then have a further conversation.
David Ralph [30:52]
Because I remember back in the days being quite intrigued by Click Funnels the product by Russell Brunson. And now I look at it. And I think I wouldn’t go anywhere near that. It’s just, it’s too complicated. There’s too many things going on. And I think that with a business, my issue update, here we go, this is going to be transparency via Diane, looking back on it. My issue with my business at certain points was that I didn’t understand what things were happening in the business, things were being clicked on and triggering this and this was going out, and that was going out and vis and when something went wrong, you didn’t know it had gone wrong, because there was too many parts. And so through the last few years, I’ve got rid of literally everything to the point now that I just talked to people, you know, I don’t do a lot of email marketing. I don’t do a lot of this. I don’t do a lot of that. And it’s simple, simple, simple. You build a profile, you build an audience, and then you allow them to connect with you. It’s no different from a market store.
Sales Coaching Expert Diane Helbig [31:59]
Yeah, boy, I’m so glad that you said that. Because I could never figure out that whole click funnel thing. And part of what drove me crazy about you know, these, what do they call them swipe files. And yeah, I don’t know that. They all look the same. Like, everyone’s looks the same. And I get it that it’s like the great, the latest and greatest sort of thing. But Wow, I just I’m not really convinced. That’s what people want. I get it that that’s what marketers want to do, and salespeople want to do, but just tell people what’s going on, you know, just connect, have the conversation be genuine. Because at the end of the day, people buy from people they don’t buy from companies, they don’t buy from, you know, slick, buttoned up images and whatnot, they buy from someone who they feel a connection to, and who they feel is being honest with them.
David Ralph [32:56]
So so let’s sort of summarise where we are at the moment. So it’s about just being relaxed, just like the guy asking to get out just being relaxed, accepting that you’re going to get nose and just thinking, Okay, that’s that’s part of the game, the more nose I get, ultimately, I will get a yes. It’s about keeping things simple. And it’s about finding your audience and speaking their language. And to me, that’s probably the most important part of all of it, which is why Donald Trump saw so quickly through the masses and became president, because he just understood that one thing.
Sales Coaching Expert Diane Helbig [33:34]
Exactly. Exactly right. And all of the things that you just said, are easy. They’re not complicated. They’re actually the easiest things to do. And they’re the most effective.
David Ralph [33:47]
Yeah, they’re easy, but they’re hard as well, aren’t they? You know, just being naturally relaxed. You know that that’s difficult, isn’t it?
Sales Coaching Expert Diane Helbig [33:55]
Yeah, it is. It is. But it’s also the most attractive way to be Sal. It’s worth figuring out. It’s a mindset shift, which is hard for people. You know, I get it, I get it, but it’s hard. But boy, Sal works that if you can embrace it, you’ll never want to go back to you know, the old way of selling that doesn’t work.
David Ralph [34:21]
Because he don’t know me the other day, I’m 100% heterosexual, Diane, but if I was going to have an affair with a man, it would probably be Matthew McConaughey. And I’ve seen him on a couple of podcast interviews and stuff. And he’s just so relaxed. He’s so chill. It’s like, it’s like he just knows but the more relaxed he is, the better he’s performances. He’s better he’s work is and I’ve watched him a couple of times being interviewed, I think to myself, that somebody I’d like to hang out with back someday, you know, he just kind of understands that relaxed and chilled, works better.
Sales Coaching Expert Diane Helbig [35:01]
Yeah, cuz he’s just being himself. He’s not trying to be somebody else. He’s not trying to portray some sort of avatar or persona. He is who he is, you know, this is what you get you get him when he shows up, and that’s attractive.
David Ralph [35:17]
Do you think I got a challenge with him? Diane? Do you think?
Sales Coaching Expert Diane Helbig [35:20]
Maybe I don’t know.
David Ralph [35:21]
Did you think JT, do you think I could push the buttons and see see how that works? I don’t know. I don’t know. Maybe another day now. So before we sort of move on to the Sermon on the mic, when we send you back in time, well, what was the sort of big setting? We have these all the time in our business? When something happens? And it kind of floors us? Because we think, oh, that’s it. That Max, that’s what I couldn’t see. That’s the struggle. You know, as I referenced, when I thought to myself, what I need to do is try to make the sales process and the business process as easy as possible. That’s when it literally was like, what was I struggling for that that’s that’s it? So with yourself? What was the sort of big dot when you felt Oh, my god, yes, this, this was what I was missing.
Sales Coaching Expert Diane Helbig [36:18]
I think it was that I figured out, what I had to do is figure out where I was getting clients, you know what, how that was actually happening, I had to look at the journey of the things that I was doing and where that the really good clients were coming from in that journey. So that then I could focus on those activities. Because I’m like every other small business owner, it’s easy to have someone say, Oh, you should be doing this over here. And you think, yeah, sure. And then you go do it. And and it just takes you away from where you should be. So for me, it was realising that the easiest way for me to get clients was to be in front of an audience speaking, whether in person or online, because it gave people the opportunity to see my style, see that I knew what I was talking about, and decide, you know, that was something that they wanted to learn more about.
David Ralph [37:27]
So you went to them, you basically realised where your clients were going to be waiting. And you took the right fishing rod with the right bait, and basically wheeled him in. Yeah,
Sales Coaching Expert Diane Helbig [37:42]
exactly.
David Ralph [37:43]
Now, that seems easy to me done it. But that that seems like one of those Yeah, backpacks, how it’s done that that seems easy. But But Diane Helbig, standing up on stage now wouldn’t have been the Diane Helbig standing up on stage 10 years ago.
Sales Coaching Expert Diane Helbig [38:00]
That’s true. That is true.
David Ralph [38:03]
So some people have
Sales Coaching Expert Diane Helbig [38:04]
told me that they’ve noticed the difference. They
David Ralph [38:06]
have. Yeah, this is what I was gonna ask. And what is the difference? it? Are you channelling your Matthew McConaughey? Are you far more relaxed?
Sales Coaching Expert Diane Helbig [38:17]
Yes, I’m more relaxed, and I’m more engaged with the audience. So there’s more of a connection there. There’s more of a co creating of the experience than me standing up in front of a roomful of people and just talking at them for a period of time.
David Ralph [38:36]
Because what am i worth putting podcast guests is is the one that references my book all the time. The ones that go Yeah, and sometimes, you know, it’s a great book, and I want to reference it myself. But the ones that go yet, if you look in chapter three of my book, and I think no one’s got your book, you know, they’ve come to these podcasts, so they won’t be looking in your book. And it’s kind of just pressurise sales. And the ones who talk about their experience, the amount of emails I get from people going, Oh, that person I really loved. I’m going to buy his book, I’m going to buy his book. And I think to myself, yeah, we didn’t really talk about his book, HPV vaccine, isn’t it, but it’s about building the connection.
Sales Coaching Expert Diane Helbig [39:18]
It really is. I mean, I it’s so funny, I can’t stand those events that you go to where the person stands in front of the room and just tries to sell you their book. They don’t ever give you content. So they’ll start and you’ll think you’re really gonna get something and then they’ll say, and that, you know, you can get that there. It’s like, Okay, why did I come here? Why am I spending this time? Why am I doing this? I’m not getting anything out of this. And for me, I really want to give the audience something to take with them that maybe they didn’t have before. Maybe they did and they just needed the reminder. And that’s okay, too. But, you know, my goal is that they Have an aha moment or they learn something that or they’re reminded of something that they should be doing because that, for me is what it’s really all about. What do
David Ralph [40:10]
you go? What’s your feelings now on virtual summits? Because, you know, over the last year, everything’s been on zoom, because we’ve had to, and it’s the zoom doom and gloom series of events that we’ve had. And I say no to every single virtual summit I ever get asked to go on now, because I just think nobody really gains other than the person arranging it. It’s just a sort of ego metric. Did you think that it’s this one of these things that when you first start off you think, oh, all somebody is asking me to be involved? But actually, it’s not part of the business strategy, but people should get involved in?
Sales Coaching Expert Diane Helbig [40:51]
I do. I think it depends on how involved they’re going to be. But but I do think you make a really good point that it can feel really validating, and oh, you know, this is so great. But there are so many questions attached to it. You know, who’s the audience? How big is the audience? You know, do you get the list? I mean, what are you gonna do with it, there’s just, there’s so much to it. I. So I struggle with the whole virtual thing. I know, it’s where we are these days. Because I really liked the in person. And I think it is so much more connective. At the same time. It’s impossible to do that right now. So I think we have to compromise to some degree. I prefer to create my own stuff and just go do it. Yeah, and draw my audience to me, then, you know, jump on something else.
David Ralph [41:52]
Yeah, oh, yeah. Or do it yourself, I think do it yourself. And don’t get involved, even if it is it does blow smoke up you and you think, oh, somebody wants me to do this. I just look at it. Now. I can’t be bothered, I just can’t be bothered.
Sales Coaching Expert Diane Helbig [42:07]
I know though, I will say another potential way of looking at it is that the more I want to say this, if there’s a credibility factor of being able to say, I am presenting consistently, I am out there I am providing I am offering, it’s not so much that see who wants me with them as it is, I have all these opportunities to provide valuable information to people, there is a credibility factor with that. And because we’re in a virtual world, people do have to figure out how to stay relevant and credible when they can’t be seen in person. So
David Ralph [42:53]
Google Alerts, Google Alerts, I think is the best thing for finding these events and these summits that are relevant to your business. Somebody told me this, I thought, This is great. I don’t do it myself. As I say, I can’t be bothered. But um, you put Google alerts for your specialism calling all speakers or something as another tag. And then each week, you get an email that’s comes through and it’s just a list of events where they’re looking for people like you to speak on sales around the world. Now that to me, is the perfect fishing rod.
Sales Coaching Expert Diane Helbig [43:30]
Oh, I agree. I love Google Art. I mean it because it makes the process so easy. Have the information come to you. So you don’t have to go look for it.
David Ralph [43:40]
Yeah, have the information come to you. Have the customers come to you have the sales come to you. If it is it’s a walk in the park this game in it.
Sales Coaching Expert Diane Helbig [43:52]
Okay.
David Ralph [43:55]
Yes, sir. So easy. Well, of course, it’s not that easy, but that’s why we’re here and Join Up Dots to help you along the way from starting point to wherever you need to be by having these kinds of interviews and of course Diane has been on this show twice now. And as we normally do, we put people on the Sermon on the mic sending them back to have a one on one with their youngest self but this time, on the second time, she doesn’t get to choose know when I play the music and the music fades out. She gets to speak to the Diane, who was last on the show December 2014 of Join Up Dots on episode 304. So I’m going to play the music Diane and when it fades, it’s your time to give advice to your younger self on the Sermon on the mic
Unknown Speaker [44:46]
with the best bit of the show
Sales Coaching Expert Diane Helbig [45:03]
Well, Diane, you’ve come a long way in the past seven years. And if I were going to give you any advice, it would be to go ahead and buckle down and create the content and the products that you have kept on your list all of this time, and have not created, because there’s going to come a time when you’re going to need them, and you’re going to wish you already had him. So buckle down now, create your plan, your implementation schedule, and just start whittling away at those online courses and ebooks and sales training programmes that you’ve been wanting to do and haven’t been able to find the time.
David Ralph [45:59]
You know, what I loved about that Diane was just keep whittling away. And that’s kind of it, isn’t it? It’s just, you know, do something every day. And you get somewhere.
Sales Coaching Expert Diane Helbig [46:07]
Yeah, yeah. Right. You got to break it down into small pieces. Because if you don’t, it’s too big.
David Ralph [46:13]
Yeah, Join Up. Dots. And they all build into a picture. But you can see from afar away, Diane, what’s the number one best way that our audience can connect with you?
Sales Coaching Expert Diane Helbig [46:22]
Oh, my gosh, thank you, they can go to my website, Helbig enterprises.com. And there they can, you know, reach out to me see what’s going on, sign up for my newsletter, whatever they want to do.
David Ralph [46:34]
Well, Diane, thank you so much for spending time with us today. joining up those dots. And please come back again, when you’ve got even more dots to join up. Because I do believe that by joining up the dots and connecting our paths is the best way to build our futures. Diane Helbig. Thank you so much.
Sales Coaching Expert Diane Helbig [46:50]
Oh, thank you, I enjoyed it.
David Ralph [46:54]
Diane Heliberg, Yes, succeed without selling. And it’s true. If you if you feel like you’re trying too hard to make a sale, then you’re doing it wrong. You know, you either haven’t got the right market, you haven’t got the right messaging, or you’re just trying too hard. And if you try to hit a golf ball really hard, it’s never as good as just, you know, almost closing your eyes and just swinging. It’s the relaxed way to business. That really does make a difference takes a while to get there, though. It really does. And I think all of us have to go through Well, maybe we don’t have to go through but I think we do go through that kind of push, push, push, instead of sitting back and thinking okay, let’s find the effortless way of making this work. Because I’ll tell you, it is out there. Until next time, my friends you Look after yourselves up happy, sexy, and whatever you’re getting up to. I’ll see you again soon. Cheers. See ya.
Unknown Speaker [47:50]
Bye. Are you ready to make a full time living online? Check out the amazing Join Up Dots, business coaching. Hello, my name is Alan. And I’ve just completed the excellent eight week course with David. Before I started working with David Actually, I
Unknown Speaker [48:06]
had no idea at all, where to start,
Unknown Speaker [48:09]
I had a lot of ideas about why I probably thought was going to be good business. David was able to help me through that though, to find that passion. Within literally minutes. We had, we had a business idea. And for the last seven weeks, we’ve been building on it and building on that. And the position I’m in now, I don’t think I’ve ever got here
Unknown Speaker [48:29]
on my own because of the amount of information that David gives the structure. He’s got the full package here. And he explains it in a way that I can understand. His support is is phenomenal. I feel like this is the way business is supposed to work. David
Unknown Speaker [48:44]
helped me understand. Okay, what were the next logical steps that I should do? How can I get this up and running. So I would really recommend this as an excellent course helping you if you have an idea if you have no idea, really teasing that out and some of the practicalities and steps to take to really launch your business whether as a full time job was a side hustle. So it was really excellent. I recommend it for anybody thinking about setting up their own business, or both. It’s an exaggeration to say David will totally save you years.
Unknown Speaker [49:14]
Thank you, David for all your amazing help and support which keeps on going. And we certainly couldn’t be where we are today without you. So you’re awesome.
David Ralph [49:24]
So if you would love to become my next success story and have your own life changing online business, following my step by step system, fine tuned over many years to take away the effort and expense that others struggle with. Then come across to Join Up dots.com and book a free call with myself. Let’s get you live in the easy life as it’s there waiting for you to get it that is Join Up dots.com business coaching.
Outro [49:50]
That’s the end of the conversation. Now it’s time for you to start taking massive action create your life as he only live he will be back again real soon. Join Up Dots Join Up Dots Join Up Dots. Jolene, Jolene Up Dots
