1 00:00:02,460 --> 00:00:04,980 Janice Porter: Jean. Hello everyone, and welcome to this 2 00:00:04,980 --> 00:00:09,960 week's episode of relationships rule. My guest this week is Jean 3 00:00:10,020 --> 00:00:13,080 Wright, and Jean and I have had a chance to visit a couple of 4 00:00:13,080 --> 00:00:17,580 times, and I'm quite excited to share with you Jean's knowledge 5 00:00:17,580 --> 00:00:21,680 and wisdom around selling, and not just selling, but selling 6 00:00:21,680 --> 00:00:26,840 with confidence, and selling your confidence. And a little 7 00:00:26,840 --> 00:00:30,440 bit also about Jean is that she is a well, let me just read a 8 00:00:30,440 --> 00:00:34,280 little bit about her on her bio before I bring her to the table. 9 00:00:34,280 --> 00:00:38,180 Jean is now a sales confidence builder, and as a speaker, is on 10 00:00:38,180 --> 00:00:42,100 a mission to empower women's groups and solopreneurs alike, 11 00:00:42,400 --> 00:00:45,760 showing them how to tap into their unique strengths and 12 00:00:45,760 --> 00:00:49,480 become more confident in their sales abilities. She coaches 13 00:00:49,480 --> 00:00:52,900 female entrepreneurs who are new to selling or feel stuck when it 14 00:00:52,900 --> 00:00:56,500 comes to asking for the business. That's a big one. I 15 00:00:56,500 --> 00:00:59,860 think Jean creates impact by transforming their mindset 16 00:00:59,860 --> 00:01:02,400 around selling, empowering them to develop authentic 17 00:01:02,400 --> 00:01:05,280 relationship, building skills, and helping them approach sales 18 00:01:05,460 --> 00:01:09,480 with greater confidence. There is a lot more to Jean to Jean, 19 00:01:09,720 --> 00:01:12,840 and I'm going to get into that with her. So welcome to the 20 00:01:12,840 --> 00:01:13,740 show, Jean. 21 00:01:14,520 --> 00:01:16,980 Jean Wright: Thanks so much Janice for inviting me, and I'm 22 00:01:16,980 --> 00:01:20,040 looking forward to our conversation. Absolutely, I'm 23 00:01:20,040 --> 00:01:22,100 Janice Porter: going to show the audience. I'm not well show the 24 00:01:22,100 --> 00:01:24,980 audience. I'm going to show it for my purposes. I'm not on 25 00:01:24,980 --> 00:01:29,180 video. But Jean has written this book called selling your 26 00:01:29,180 --> 00:01:33,380 confidence forging a successful sales career from mint cookies 27 00:01:33,380 --> 00:01:37,700 to martinis. And I love that which kind of spills the beans 28 00:01:37,700 --> 00:01:41,140 about when you first started selling, because I remember 29 00:01:41,140 --> 00:01:43,900 those Girl Guide cookies. And in fact, I just bought some of 30 00:01:43,900 --> 00:01:47,320 those mint cookies last week from a Girl Guide locally. 31 00:01:47,380 --> 00:01:49,900 Those, we call those here the American cookies, because we 32 00:01:49,900 --> 00:01:53,680 didn't used to have them here. We only had the the chocolate 33 00:01:53,680 --> 00:01:57,760 and vanilla basic cookies. Do you do you get those two or no? 34 00:01:58,420 --> 00:01:59,320 Oh, there 35 00:01:59,320 --> 00:02:02,280 Jean Wright: are. There's a variety of choices, and the mint 36 00:02:02,280 --> 00:02:05,520 is probably one of the most favorite. Yeah, my favorite of 37 00:02:05,520 --> 00:02:07,020 all the cookies. Yeah. 38 00:02:07,080 --> 00:02:10,860 Janice Porter: So I want to start Jean by reading a little 39 00:02:10,860 --> 00:02:15,000 quote from the from the preface of your book, because this is 40 00:02:15,000 --> 00:02:19,140 what grabbed me. What I found is that selling is not about being 41 00:02:19,140 --> 00:02:22,820 aggressive or shifty like a used car scammer. It's all about 42 00:02:22,820 --> 00:02:26,720 having confidence in your ability to make connections with 43 00:02:26,720 --> 00:02:34,460 your customer and sell well. And really making connections and 44 00:02:34,460 --> 00:02:38,720 building relationships is what I'm all about. And so that just 45 00:02:38,720 --> 00:02:42,400 sort of, you know, speak, it sings to me when I hear that, 46 00:02:42,640 --> 00:02:46,480 because selling hasn't always really been that way. And I 47 00:02:46,480 --> 00:02:49,840 wondered, after reading your book and and talking to you, I 48 00:02:49,840 --> 00:02:57,940 wondered if, if selling was more in that, in your terminology, 49 00:02:57,940 --> 00:03:03,720 aggressive, when it was more transactional, and some people 50 00:03:03,720 --> 00:03:07,560 are still that way, but now it has shifted and it is more 51 00:03:08,040 --> 00:03:12,120 relational. So I want to know your talk, your take on that. 52 00:03:12,960 --> 00:03:16,020 Jean Wright: I think that our culture, unfortunately has 53 00:03:16,020 --> 00:03:21,140 cultivated throughout the decades the image of the 54 00:03:21,140 --> 00:03:24,440 aggressive salesperson, and usually it's a man that we have 55 00:03:24,440 --> 00:03:31,520 the image of a lot of women I know carry the baggage of the 56 00:03:31,520 --> 00:03:37,220 experience they've had with the salesman or the salesperson who 57 00:03:37,220 --> 00:03:39,560 was forcing them to make a decision they weren't ready to 58 00:03:39,560 --> 00:03:44,920 make. They intimidated them because they had them feel like 59 00:03:44,920 --> 00:03:49,780 they knew more than they did. So yeah, who am I to not buy this? 60 00:03:49,780 --> 00:03:53,200 Because I don't understand it, so I'll just go with what they 61 00:03:53,200 --> 00:03:57,400 tell me, and then now they're going to take my money. So there 62 00:03:57,400 --> 00:04:02,760 is an unfortunate image that remains in our psyche about the 63 00:04:02,760 --> 00:04:09,480 salesperson. And when women tell me, I am not a salesperson, 64 00:04:09,660 --> 00:04:13,560 that's what they're thinking of. They're thinking of the sales 65 00:04:13,560 --> 00:04:16,260 person. They've had the experience went with that was, 66 00:04:16,260 --> 00:04:21,680 unfortunately, a bad and we're being sold to all the time, but 67 00:04:21,680 --> 00:04:27,440 when we make the big ticket item purchase, or we're just not sure 68 00:04:27,440 --> 00:04:31,100 about the product and what it's offering us, and we feel we're 69 00:04:31,100 --> 00:04:35,420 being forced into a decision, then we get that, oh, that's a 70 00:04:35,420 --> 00:04:40,480 salesperson. They're forcing me to do something. And women don't 71 00:04:40,480 --> 00:04:45,460 have to be that way, and most likely, they're not. They're not 72 00:04:46,000 --> 00:04:50,980 using those personality traits that they think they they're 73 00:04:50,980 --> 00:04:54,340 really not that person, but they think they have to adopt those 74 00:04:54,340 --> 00:04:58,240 traits to be a salesperson, and so that's where they have that 75 00:04:58,240 --> 00:05:03,000 fear of, I'm not. A salesperson. I can't do this, and it's that 76 00:05:03,000 --> 00:05:07,140 turns into a negative instead of a positive experience, 77 00:05:07,260 --> 00:05:11,760 Janice Porter: for sure. It makes me think back to the the 78 00:05:11,820 --> 00:05:17,280 door to door sales people and the I mean, they're in your 79 00:05:17,280 --> 00:05:26,060 home, but they kind of have you can't leave, right? So how much 80 00:05:26,060 --> 00:05:29,480 that intimidation and so forth goes on back in the day? I'll 81 00:05:29,480 --> 00:05:33,320 never forget this. This is kind of an aside, but when I was 82 00:05:33,380 --> 00:05:37,640 young, newly married, and very mad at my husband, and it was my 83 00:05:37,640 --> 00:05:44,020 starter marriage, not the one I'm in now, I um, a vacuum 84 00:05:44,020 --> 00:05:48,640 cleaner salesman came to my door, and I was so mad at my 85 00:05:48,640 --> 00:05:52,180 husband that I bought the vacuum cleaner. Like, that's how, you 86 00:05:52,180 --> 00:05:55,660 know, like, they they were so, like, overpriced in those days, 87 00:05:55,660 --> 00:05:57,940 but it was just one of those things. I'll never forget that. 88 00:05:57,940 --> 00:06:02,700 Anyway, that's an aside. Okay, so you describe yourself as a 89 00:06:02,700 --> 00:06:06,420 confidence builder, share a little bit about your journey, 90 00:06:06,420 --> 00:06:09,900 because your book talks all about the different sales roles 91 00:06:09,900 --> 00:06:14,700 that you've had, and how each one of them really has a played 92 00:06:14,700 --> 00:06:18,060 a role in building your confidence. And so now you teach 93 00:06:18,060 --> 00:06:22,580 other women, mostly, I think, to although I know you do sales 94 00:06:22,580 --> 00:06:25,880 teams, and there may be men on there too as well, right? But 95 00:06:25,880 --> 00:06:29,420 you teach them how to boost their confidence, 96 00:06:30,740 --> 00:06:35,180 Jean Wright: right? And I don't think that sales as a profession 97 00:06:35,300 --> 00:06:41,020 has a the reputation as being a noble type of career because of 98 00:06:41,020 --> 00:06:44,980 that image of the salesperson. So when I was in college and I 99 00:06:44,980 --> 00:06:47,920 was learning about getting into the field, I wanted to get into, 100 00:06:47,920 --> 00:06:51,460 which, in my case, was communications and the media. 101 00:06:51,820 --> 00:06:54,220 You know, it was all about, let's train you to be on the 102 00:06:54,220 --> 00:06:57,580 air. Let's train you to be in production, all that. But guess 103 00:06:57,580 --> 00:07:02,340 what? There are people out there that are selling advertising so 104 00:07:02,340 --> 00:07:06,780 that they'll pay your salary. And so there wasn't the 105 00:07:07,020 --> 00:07:13,980 description of all the options to all the career paths to go 106 00:07:13,980 --> 00:07:19,320 into in a sales realm. So I kind of found myself in it by 107 00:07:19,320 --> 00:07:24,200 accident, you know, working with people who are looking for a 108 00:07:24,200 --> 00:07:27,860 sales rep, well, what's a sales rep or marketing rep? That was 109 00:07:27,860 --> 00:07:32,060 like the term. We want you to go out and talk to people in the 110 00:07:32,060 --> 00:07:38,240 neighborhood or in the city and tell them about our services and 111 00:07:38,480 --> 00:07:42,880 bring them on as a client. And you have to know that we are the 112 00:07:42,880 --> 00:07:46,900 best product ever, and we're going to change their lives. And 113 00:07:46,900 --> 00:07:50,740 it's going to be, we're we're going to compete with everybody 114 00:07:50,740 --> 00:07:53,680 else, but you're going to tell them we're number one. And you 115 00:07:53,680 --> 00:07:56,560 know where I had that first opportunity to do that, in 116 00:07:56,560 --> 00:08:02,400 Washington, DC, in the biggest town I've ever worked in at the 117 00:08:02,400 --> 00:08:07,620 time, it was one of my first jobs, and I was sent out on the 118 00:08:07,620 --> 00:08:12,420 street, and there I was knocking on doors, presenting myself, and 119 00:08:12,420 --> 00:08:17,940 what I realized was the reason I was hired was whenever the man 120 00:08:17,940 --> 00:08:21,320 who owned the business said to me, eventually, I said, so Why 121 00:08:21,320 --> 00:08:23,660 don't you hire me? Because I came from out of town. I was 122 00:08:23,660 --> 00:08:26,420 just looking for a job to get started. He said, You know what? 123 00:08:26,420 --> 00:08:32,060 You dressed for success. You and in that town, in the town that I 124 00:08:32,420 --> 00:08:35,420 that I was in Washington town, the city, it's a very 125 00:08:35,420 --> 00:08:40,420 conservative and very dressy business place. And so I, I 126 00:08:40,420 --> 00:08:43,480 adopted that look because I knew that's what they're looking for. 127 00:08:43,480 --> 00:08:48,280 So the dress for success stayed with me, and I felt 128 00:08:48,460 --> 00:08:52,780 professional. I felt like I was representing his brand the way 129 00:08:52,780 --> 00:08:58,900 he wanted me to, and I was speaking the way he had. They 130 00:08:58,900 --> 00:09:04,080 had trained me to speak about the business. So that confidence 131 00:09:04,140 --> 00:09:10,020 I was given, kind of an approval on how I presented myself, and 132 00:09:10,020 --> 00:09:13,740 then I took it from there to present my confidence in the 133 00:09:13,740 --> 00:09:16,800 business that I was representing. So I felt good 134 00:09:16,800 --> 00:09:20,840 about myself. I got that little bit of approval that helped me 135 00:09:20,900 --> 00:09:24,740 walk out the door, and then I had to knock on those doors to 136 00:09:24,740 --> 00:09:28,760 talk to the people about the business. And the more 137 00:09:28,880 --> 00:09:33,380 experience I had opening the door and presenting myself and 138 00:09:33,380 --> 00:09:36,740 talking about the business and telling them why we were the 139 00:09:36,740 --> 00:09:44,380 best in town, was how I just developed my style, why people 140 00:09:44,380 --> 00:09:49,000 like me. There were things that I just took through my career as 141 00:09:49,000 --> 00:09:51,460 to why people wanted to work with me. I didn't really know 142 00:09:51,460 --> 00:09:54,640 what it was, but it was something about how I presented 143 00:09:54,640 --> 00:10:01,200 myself, my knowledge, my warmth and that I care. About building 144 00:10:01,200 --> 00:10:04,980 the relationship so that we could work together. Made the 145 00:10:04,980 --> 00:10:07,140 difference. Okay? So I 146 00:10:07,140 --> 00:10:09,480 Janice Porter: wanted to break that down a little bit, because 147 00:10:10,440 --> 00:10:18,060 my um perception of sales has always been, well, in one 148 00:10:18,300 --> 00:10:25,700 aspect, there's I have my own experience in another model of 149 00:10:25,700 --> 00:10:29,240 selling. But this, I'm thinking traditional. And I'm thinking, 150 00:10:30,380 --> 00:10:33,440 if you want to make money, this is my head, if you want to make 151 00:10:33,440 --> 00:10:38,480 money, get into sales, because you're you're not limited, as 152 00:10:38,480 --> 00:10:42,220 you are, in a salaried position. But some companies it's salary 153 00:10:42,340 --> 00:10:45,520 anyway, and some companies it's salary plus commission, and some 154 00:10:45,520 --> 00:10:50,680 is just commission. But the real sales people are on commission. 155 00:10:50,920 --> 00:10:54,700 They only have themselves to answer, you know, like, right, 156 00:10:54,820 --> 00:10:58,660 right? It's all related to how much they do and and the sky's 157 00:10:58,660 --> 00:11:01,980 the limit, and that's where the money is. That's my perception 158 00:11:01,980 --> 00:11:07,800 that going along the years and and so you have to be confident 159 00:11:07,800 --> 00:11:11,880 in yourself and in what you can do to be able to be successful 160 00:11:11,880 --> 00:11:19,740 in that now, when you were doing that particular job, and it was 161 00:11:19,740 --> 00:11:25,220 you early in your career, were you probably on on salary, 162 00:11:25,400 --> 00:11:28,460 probably not on commission at that point, 163 00:11:29,300 --> 00:11:34,220 Jean Wright: right? We received a salary plus commission on on 164 00:11:34,220 --> 00:11:36,260 our accounts, okay, but the 165 00:11:36,260 --> 00:11:38,540 Janice Porter: thing that I'm quite I'm going to ask you is, 166 00:11:39,020 --> 00:11:47,440 were you that early on, were you not attached to the outcome? Did 167 00:11:47,440 --> 00:11:51,580 you learn that early on? Because to also be a good salesperson, I 168 00:11:51,580 --> 00:11:54,580 believe you have to not be attached to the outcome, 169 00:11:54,640 --> 00:11:58,540 otherwise it can bring you down. And then you you know, like I 170 00:11:58,540 --> 00:12:02,040 knew someone once who was selling. I think it was life 171 00:12:02,040 --> 00:12:06,840 insurance. And he'd make a sale, and then he'd go celebrate as if 172 00:12:06,840 --> 00:12:11,880 it was a like, you know, a big deal. Well, that's his job. He 173 00:12:11,880 --> 00:12:15,420 was supposed to be selling. So you don't stop and celebrate and 174 00:12:15,420 --> 00:12:17,760 then do nothing for another month, you know? Yeah, 175 00:12:18,540 --> 00:12:20,600 Jean Wright: right, right. Well, I was the first time, but 176 00:12:20,600 --> 00:12:25,100 interesting lately enough, I said to this boss I had, it was 177 00:12:25,100 --> 00:12:30,800 a husband and a wife who owned this big this company, and I was 178 00:12:30,800 --> 00:12:33,620 so proud of myself that I was bringing a new business. And I 179 00:12:33,620 --> 00:12:37,100 said to him, Wow, isn't it great, you've got some new 180 00:12:37,100 --> 00:12:40,780 clients that I brought in. He said, That's what I hired you to 181 00:12:40,780 --> 00:12:46,240 do exactly. Now continue doing that exactly, and then I kind of 182 00:12:46,240 --> 00:12:49,840 set the bar, because he appreciated it, but said, Well, 183 00:12:49,840 --> 00:12:52,840 yeah, that's what I expected. And and I was so excited, 184 00:12:52,840 --> 00:12:55,780 because, of course, this is exciting. I bring in business. 185 00:12:55,900 --> 00:13:00,480 So the next level was after I established my accounts, and 186 00:13:00,480 --> 00:13:04,080 after I was doing well, we have another office. We're going to 187 00:13:04,080 --> 00:13:07,980 open. We want you to go and run that office right? Do I have a 188 00:13:07,980 --> 00:13:11,580 choice? No, we have a lot of confidence in you that you can 189 00:13:11,580 --> 00:13:15,660 do this for us, and we're going to send you there now. And so 190 00:13:15,660 --> 00:13:19,080 the next, the next level of the bar was set. And you know, it's 191 00:13:19,080 --> 00:13:22,460 almost like Be careful what you're doing, you're asking for 192 00:13:22,460 --> 00:13:26,300 the next challenge. But I wanted that, and that's what turned 193 00:13:26,300 --> 00:13:32,180 into be I love the thrill of the hunt, and I also like the next 194 00:13:32,180 --> 00:13:37,400 challenge. So it was bring in more. I really love getting, you 195 00:13:37,400 --> 00:13:41,140 know, bringing in the new clients. But I wanted more 196 00:13:41,140 --> 00:13:45,760 responsibility, and I wanted to test my skills to lead people, 197 00:13:45,940 --> 00:13:51,520 to manage a staff and to conquer a new territory. How exciting 198 00:13:51,520 --> 00:13:54,940 was that I conquered that other one, and now I'm moving on to 199 00:13:54,940 --> 00:14:01,560 the next one. So that was really wonderful to feel that way in a 200 00:14:02,280 --> 00:14:06,540 doing this new and I never sold like that before, being 201 00:14:06,540 --> 00:14:13,320 successful and getting the confirmation from the employer 202 00:14:13,440 --> 00:14:17,700 that I can even do more, because they saw that in me. They saw 203 00:14:17,700 --> 00:14:21,800 something in me that they knew I couldn't help them achieve more 204 00:14:21,800 --> 00:14:24,620 for the company, of course, they want to make money, of course, 205 00:14:24,860 --> 00:14:29,840 and I wanted to branch out and and see what I could do with 206 00:14:29,840 --> 00:14:33,560 that. So I was grateful for the opportunity that they offered 207 00:14:33,560 --> 00:14:33,800 me. 208 00:14:34,579 --> 00:14:40,839 Janice Porter: Do you see today in the I'm sure you're you come 209 00:14:40,839 --> 00:14:44,019 across a lot of younger people that you're training or that 210 00:14:44,019 --> 00:14:48,459 you're meeting and that you're speaking, do you see anything 211 00:14:48,759 --> 00:14:53,019 specific that's different in them today than when you and I 212 00:14:53,019 --> 00:14:56,139 were younger and when you were first starting out? Do you see 213 00:14:56,139 --> 00:14:58,059 anything major that's different? Yeah. 214 00:15:00,000 --> 00:15:03,780 Jean Wright: I see and the younger women that I talk to, 215 00:15:03,840 --> 00:15:09,600 they have they don't always have the support from like how they 216 00:15:09,600 --> 00:15:14,940 were brought up to feel good about themselves in what they're 217 00:15:14,940 --> 00:15:19,440 doing to promote themselves, present themselves. They need a 218 00:15:19,440 --> 00:15:22,580 little more help with that. I was very fortunate, because my 219 00:15:22,580 --> 00:15:26,900 mother had a business mind, and she was always telling me how to 220 00:15:27,200 --> 00:15:31,580 dress and look professional, speak the right way, so that 221 00:15:31,580 --> 00:15:35,540 people understand you're intelligent. And there are women 222 00:15:35,540 --> 00:15:39,680 that don't get a lot of that really, or just from well, some 223 00:15:39,680 --> 00:15:43,120 of the ones that I work with, and not that they're not 224 00:15:43,120 --> 00:15:47,680 professional on how they are now in their career. But we need 225 00:15:47,680 --> 00:15:51,580 help from every what, every area you know. We need mentors, 226 00:15:51,580 --> 00:15:55,540 people that we work with. But we also need that basic because I 227 00:15:55,540 --> 00:15:59,200 can sometimes look at somebody and think to myself, why did you 228 00:15:59,200 --> 00:16:03,120 walk out the door looking like that today. I would not, I would 229 00:16:03,120 --> 00:16:07,620 not present myself today looking that way if you were going to a 230 00:16:07,620 --> 00:16:10,500 meeting. And I don't know if they don't think about it in 231 00:16:10,500 --> 00:16:14,460 those terms of the professional look. I don't mean to wear a 232 00:16:14,460 --> 00:16:17,460 jack suit jacket. I know what you mean, representing your 233 00:16:17,460 --> 00:16:22,760 brand, or, you know, kind of understanding that we're not 234 00:16:22,760 --> 00:16:27,860 always casual. We need to look the parts, and I find that the 235 00:16:27,860 --> 00:16:31,880 hardest thing to face with some younger people right now. Well, 236 00:16:31,880 --> 00:16:34,280 Janice Porter: that's interesting, because I wouldn't 237 00:16:34,280 --> 00:16:39,860 have thought that being that prevalent, but because style is 238 00:16:39,860 --> 00:16:43,000 different today, for sure, as what is, yeah, 239 00:16:43,420 --> 00:16:45,700 Jean Wright: there's professional casual style too. 240 00:16:45,700 --> 00:16:47,140 Yes, okay, yes, 241 00:16:47,200 --> 00:16:51,280 Janice Porter: for sure. And I mean, first impressions, right? 242 00:16:51,280 --> 00:16:52,060 First impressions, 243 00:16:52,059 --> 00:16:54,459 Jean Wright: that's the thing. That's the thing. And if they're 244 00:16:54,459 --> 00:16:59,499 saying I'm not getting respect in the meeting, or they don't 245 00:16:59,499 --> 00:17:02,219 seem to want to refer me to anybody, they're not taking me 246 00:17:02,219 --> 00:17:06,479 seriously. And I think to myself, you're just not looking 247 00:17:07,139 --> 00:17:11,339 the part. Yeah, so let's that's up. That's up at a bit. And it's 248 00:17:11,339 --> 00:17:15,419 not because you're a woman, it's, I think men and women, I 249 00:17:15,419 --> 00:17:18,659 have to be aware of that. But I'm talking to women about 250 00:17:18,659 --> 00:17:22,279 confidence, and I think if you can feel good about yourself and 251 00:17:22,279 --> 00:17:25,279 how you look, that's just the first step, for sure. 252 00:17:25,699 --> 00:17:28,939 Janice Porter: I also think, I also think it's different in the 253 00:17:28,939 --> 00:17:30,079 east to the west. 254 00:17:31,160 --> 00:17:33,740 Jean Wright: We're very different. Yes, we're 255 00:17:33,740 --> 00:17:36,740 Janice Porter: laid back over on the West Coast, you know, we, we 256 00:17:36,740 --> 00:17:39,620 don't like Vancouver, but we're kind of like Hollywood north. 257 00:17:39,620 --> 00:17:45,340 We, we look at, you know, we're west coast, outdoorsy, you know, 258 00:17:46,360 --> 00:17:49,780 casual. We're not like Washington, DC and New York and 259 00:17:49,780 --> 00:17:54,640 Montreal, right? I agree with you, different, yeah, but, but 260 00:17:54,640 --> 00:17:59,980 it's just, and then also you look at, you know, the the likes 261 00:18:00,040 --> 00:18:05,580 of Steve Jobs and what he presented and and, yes, now that 262 00:18:05,580 --> 00:18:10,380 kind of the the Silicon Valley. Look, you know what I mean? 263 00:18:10,740 --> 00:18:11,220 Yeah, well, 264 00:18:11,520 --> 00:18:13,440 Jean Wright: yeah, but, well, I think what I'm getting at is 265 00:18:13,440 --> 00:18:17,340 more the confidence in no idea how you feel about yourself. But 266 00:18:17,400 --> 00:18:19,860 I do agree with you, because I did work on the West Coast. I 267 00:18:19,860 --> 00:18:24,200 worked in LA for one of my jobs, for a year in Hollywood, 268 00:18:24,200 --> 00:18:28,400 actually. And there I was coming from Washington, DC, all 269 00:18:28,400 --> 00:18:32,780 buttoned up a few decades ago, but, and I'm looking at this 270 00:18:32,780 --> 00:18:36,080 executive that I'm speaking with, and she's just a whole 271 00:18:36,080 --> 00:18:38,300 different style and a look. And of course, it's the 272 00:18:38,300 --> 00:18:40,960 entertainment industry, yeah. But it was shocking and it was 273 00:18:40,960 --> 00:18:45,220 different. And then I had to adjust myself into, okay, this 274 00:18:45,220 --> 00:18:49,480 is how I'm going to dress myself. And it was so 275 00:18:49,480 --> 00:18:52,240 professional, but it was a different style. Yeah, totally, 276 00:18:52,240 --> 00:18:54,160 Janice Porter: yeah. That's why they call them the suits, right? 277 00:18:54,160 --> 00:18:58,900 Because the executives are the only do that in, right, right. 278 00:18:59,980 --> 00:19:04,560 Okay, so confidence and trust go hand in hand. How do you help 279 00:19:04,560 --> 00:19:08,400 people foster genuine trust in relationships, whether personal 280 00:19:08,520 --> 00:19:12,660 or professional and and what tips do you have for maintaining 281 00:19:12,660 --> 00:19:13,980 trust over time? 282 00:19:16,980 --> 00:19:23,240 Jean Wright: I think trust occurs with Okay? In an 283 00:19:23,240 --> 00:19:27,620 interaction when you're speaking to somebody, and you, first of 284 00:19:27,620 --> 00:19:32,060 all, if you're representing a product or a service, you have 285 00:19:32,060 --> 00:19:35,360 to believe in it, and you have to understand how it works, so 286 00:19:35,360 --> 00:19:39,080 that you know what it is that you're presenting to them is 287 00:19:39,080 --> 00:19:41,920 going to help them and it's going to solve their problem. 288 00:19:42,220 --> 00:19:47,380 Okay, so right away, when I'm being open and honest about 289 00:19:47,380 --> 00:19:50,020 that, not thinking, Oh, I'm going to make a commission off 290 00:19:50,020 --> 00:19:52,540 of this, and I better get through this quickly, because I 291 00:19:52,540 --> 00:19:55,600 just want them to buy it. That's not the way you want to come 292 00:19:55,600 --> 00:19:59,200 across. You want to you want to be able to listen first to what 293 00:19:59,200 --> 00:20:04,620 their problems are. Are how you can solve that with the products 294 00:20:04,620 --> 00:20:09,000 or services you're offering. And that, I think, is the beginning 295 00:20:09,000 --> 00:20:14,520 of developing the trust and explaining to people that you 296 00:20:14,520 --> 00:20:20,720 have clients that have found your product to help them as 297 00:20:20,720 --> 00:20:25,400 well. And you know, talk about the story that you can relate 298 00:20:25,400 --> 00:20:31,400 to, who you've helped, how they've improved their life, or 299 00:20:31,940 --> 00:20:35,060 whatever it is that you're offering that's going to make a 300 00:20:35,060 --> 00:20:40,900 difference. And having that one on one and that direct. And then 301 00:20:40,900 --> 00:20:44,740 here's another thing about just being in person is that eye 302 00:20:44,740 --> 00:20:49,000 contact and showing people that if I'm talking to someone and 303 00:20:49,000 --> 00:20:51,820 they're not looking at me and they're looking down and they're 304 00:20:51,820 --> 00:20:54,760 trying to convince me to do something, it's just really hard 305 00:20:54,760 --> 00:21:01,140 for me to trust them and being sincere. And I think women have 306 00:21:01,140 --> 00:21:04,800 the ability to have that sincerity and empathy, and they 307 00:21:04,800 --> 00:21:09,840 should use it to their advantage to pull people in, so that you 308 00:21:09,840 --> 00:21:13,920 can start developing that trust and that relationship that bonds 309 00:21:13,920 --> 00:21:18,900 people together, and they feel that okay, they've explained 310 00:21:18,900 --> 00:21:21,560 everything to me. They're looking at me. They're, they're, 311 00:21:22,040 --> 00:21:26,000 they're feeling my pain, and I think I'm going to trust the 312 00:21:26,000 --> 00:21:30,200 fact that they're going to help me. And there's a lot of body 313 00:21:30,200 --> 00:21:33,020 language involved too. So, yeah, 314 00:21:33,200 --> 00:21:36,260 Janice Porter: totally. But if you're not in person, then it's 315 00:21:36,260 --> 00:21:38,300 your voice and your influence. Yeah, 316 00:21:38,420 --> 00:21:39,980 Jean Wright: exactly right. Yes. It's 317 00:21:39,980 --> 00:21:43,060 Janice Porter: funny. I went to my husband, I went to a store 318 00:21:43,060 --> 00:21:46,180 the other day to I have to get new tires for my car. And we 319 00:21:46,180 --> 00:21:49,660 went to this place that was he'd been to a few places to check 320 00:21:49,660 --> 00:21:52,480 out or he called to get pricing. And then we went to this place 321 00:21:52,480 --> 00:21:57,520 that was close by, and the woman that helped us at the service 322 00:21:57,520 --> 00:22:01,440 desk, young woman, and she started telling us the 323 00:22:01,440 --> 00:22:04,200 difference between the different tires and what she recommended. 324 00:22:04,200 --> 00:22:07,920 And I loved her confidence in what her and she knew her 325 00:22:07,920 --> 00:22:13,260 products, that that's what convinced me, that that's where 326 00:22:13,260 --> 00:22:18,360 I wanted to bring my car. And yeah, and you know, in that 327 00:22:18,360 --> 00:22:23,720 environment, she was a woman, which was unusual, and she, she 328 00:22:23,720 --> 00:22:28,040 really knew her stuff. So I, when I phoned to make the 329 00:22:28,040 --> 00:22:30,680 appointment, I made sure that I talked to her again, and I asked 330 00:22:30,680 --> 00:22:33,860 her a couple other questions and and what she, you know, I just, 331 00:22:34,160 --> 00:22:36,620 I was impressed with that confidence. 332 00:22:36,979 --> 00:22:39,619 Jean Wright: Because, number one, you didn't expect in that 333 00:22:39,619 --> 00:22:43,419 industry, right, there would be a woman who was so knowledgeable 334 00:22:43,479 --> 00:22:47,859 about that, and I have talked to women who own businesses. They 335 00:22:47,919 --> 00:22:52,479 they are businesses that you would not be traditionally, 336 00:22:52,599 --> 00:22:59,319 yeah, be run by a woman, or work there. And they do have and then 337 00:22:59,619 --> 00:23:02,639 those women, sometimes, you know, they come from a diverse 338 00:23:02,639 --> 00:23:05,999 background, and then that's another thing that's not in 339 00:23:05,999 --> 00:23:10,859 their favor. When they're trying to talk to people and be like, I 340 00:23:10,859 --> 00:23:15,059 know my stuff. I am knowledgeable. And really you 341 00:23:15,059 --> 00:23:19,859 have to look past my you know, my color, or that I'm a woman, 342 00:23:19,859 --> 00:23:24,379 my gender, you know, and that is very difficult for many women 343 00:23:24,379 --> 00:23:28,699 today, who are owned businesses that are unconventional for a 344 00:23:28,699 --> 00:23:34,219 female to be part of, and it's, it's a bit of a struggle, but 345 00:23:34,399 --> 00:23:37,819 they're the ones that I know that that do these businesses, 346 00:23:37,819 --> 00:23:41,679 that run these businesses. They are straw. They are women that 347 00:23:41,679 --> 00:23:46,239 have a purpose, and they're just going to keep you know, showing 348 00:23:46,239 --> 00:23:52,119 that they they are confident about what they know about their 349 00:23:52,119 --> 00:23:55,599 product, and that they're going to help you, and that you know, 350 00:23:55,599 --> 00:24:02,099 you don't have to think about the fact that a woman is, you 351 00:24:02,099 --> 00:24:05,879 know, and it's a non traditional role, right, right? There's a 352 00:24:05,879 --> 00:24:10,019 lot of things people overcome today that's an issue, but I see 353 00:24:10,019 --> 00:24:13,199 some confident women out there that are very successful. And I 354 00:24:13,679 --> 00:24:16,259 I'm just like, you. I'm like, yay. This is great. 355 00:24:16,500 --> 00:24:20,300 Janice Porter: That's really good. I remember few years ago, 356 00:24:20,300 --> 00:24:25,160 several years ago, I did some teaching up at an extension 357 00:24:25,160 --> 00:24:29,900 program up at the local college, and it was an entrepreneur group 358 00:24:29,900 --> 00:24:33,500 of people, and one of the I was asked to come in and talk about 359 00:24:33,500 --> 00:24:38,240 networking. And I'll never forget this, because I had the 360 00:24:39,200 --> 00:24:44,980 the class break out into groups. This is in person. And you know, 361 00:24:44,980 --> 00:24:48,160 as if they were at a networking event, and I would go around and 362 00:24:48,160 --> 00:24:51,100 sort of talk to each group and see what they were up to. And 363 00:24:51,100 --> 00:24:57,160 there was a woman in this small group of people who kind of 364 00:24:57,160 --> 00:25:06,000 stood back a little bit, and. She was from Iran. I think it 365 00:25:06,000 --> 00:25:09,300 was. And so there's a lot of Iranians that had moved to 366 00:25:09,300 --> 00:25:12,360 Vancouver. A lot of them had come from Uganda and whatever at 367 00:25:12,360 --> 00:25:17,640 this later times. And so they were here, and she was, she, I 368 00:25:17,640 --> 00:25:20,840 said something to her about, you know, not taking part, and she 369 00:25:20,840 --> 00:25:25,160 wasn't. It was a cultural thing that she that I hadn't learned 370 00:25:25,160 --> 00:25:29,180 about at that point, and I realized how strong it was for 371 00:25:29,180 --> 00:25:32,840 her, and that she had to be behind the men, she had to be 372 00:25:33,080 --> 00:25:38,000 deaf, deferential. Is that the word Yeah, yeah to them, and to 373 00:25:38,060 --> 00:25:43,060 be in North America and learn those customs is hard and 374 00:25:43,060 --> 00:25:47,380 difficult and brand new for women in that that come from 375 00:25:47,380 --> 00:25:50,860 those kinds of cultures. So that was a real eye opener for me 376 00:25:50,860 --> 00:25:55,540 back then, that you know, that woman could be a real confident 377 00:25:55,540 --> 00:25:59,740 woman in certain areas, but she'd never been able to be that 378 00:25:59,740 --> 00:26:03,300 way. So when they come here, it's very interesting, I think, 379 00:26:03,300 --> 00:26:08,520 to see so many women. In particular, I have this thing 380 00:26:08,520 --> 00:26:11,340 about when, you know, when in Rome do as the Romans do, but 381 00:26:11,340 --> 00:26:15,180 it's very hard for a lot of them to do that, because they go home 382 00:26:15,180 --> 00:26:19,500 to to their family, in their home in, you know, Vancouver, or 383 00:26:19,500 --> 00:26:25,400 wherever they are, and it's still traditional cultural so 384 00:26:25,460 --> 00:26:29,420 they don't, yeah, so do you ever come across that today, even 385 00:26:29,420 --> 00:26:32,780 with women from other cultures, because they're everywhere. So I 386 00:26:32,780 --> 00:26:33,440 just wonder, 387 00:26:34,640 --> 00:26:38,120 Jean Wright: well, yeah, I know a woman who is from South 388 00:26:38,120 --> 00:26:42,340 America, and she worked in a construction she came up to the 389 00:26:42,340 --> 00:26:45,700 United States and started like in Florida, and then she kept 390 00:26:45,700 --> 00:26:49,180 going north, but she talked about working in an office in a 391 00:26:49,180 --> 00:26:53,320 construction kind of business. And then she got to really 392 00:26:53,320 --> 00:26:56,500 understand the inner workings of how the construction business 393 00:26:56,500 --> 00:27:01,500 is. And she felt very confident that she could maybe go out on 394 00:27:01,500 --> 00:27:07,800 her own and build a business of her own. And so she, she did 395 00:27:07,800 --> 00:27:13,080 that. And so she had to overcome those stereotypes first that, 396 00:27:13,380 --> 00:27:17,340 yeah, she she had a, you know, she has an accent. She's from 397 00:27:17,340 --> 00:27:21,200 that country. So right away, a lot of people just think maybe 398 00:27:21,200 --> 00:27:24,620 you're not educated, and that's not the case at all. And then 399 00:27:24,620 --> 00:27:28,400 that she was a woman, and what did she know? And she really 400 00:27:28,400 --> 00:27:33,320 felt like there was a lot to overcome as an immigrant and 401 00:27:33,320 --> 00:27:38,480 then as a woman, and then in the construction industry. So wow, 402 00:27:38,480 --> 00:27:39,320 Unknown: a lot of No, yeah, 403 00:27:39,380 --> 00:27:43,120 Jean Wright: there's a lot. There's a lot. So I've seen 404 00:27:43,120 --> 00:27:45,280 Janice Porter: that in the automotive industry too, where 405 00:27:45,280 --> 00:27:50,920 women right? Just yeah. So you must speak to, do you talk to, 406 00:27:50,920 --> 00:27:54,700 like the sales managers? Do you talk to the business owners who 407 00:27:54,880 --> 00:27:59,380 are looking to help their teams increase? 408 00:28:00,460 --> 00:28:04,500 Jean Wright: I focus more on entrepreneurial women, okay, 409 00:28:04,500 --> 00:28:09,120 because I find they wear so many hats. They have a passion for 410 00:28:09,120 --> 00:28:12,960 their product, and they're really excited about it in the 411 00:28:12,960 --> 00:28:16,620 market, putting it in the marketplace, and then they say, 412 00:28:16,740 --> 00:28:22,460 oh, but I've got to sell it. And that's where we get that fear of 413 00:28:23,480 --> 00:28:27,800 I don't have time to be a salesperson. I don't have money 414 00:28:27,800 --> 00:28:32,900 to hire somebody to sell for me, but I have to do it, and I have 415 00:28:32,900 --> 00:28:39,800 to figure out a way to sell, and it's frustrating to them. So 416 00:28:40,280 --> 00:28:42,340 it's a little bit sorry. 417 00:28:42,399 --> 00:28:43,119 Janice Porter: I'm sorry. I 418 00:28:43,120 --> 00:28:44,260 Jean Wright: know that's fine about this, 419 00:28:44,260 --> 00:28:47,260 Janice Porter: because, um, if it's their own business or their 420 00:28:47,260 --> 00:28:50,200 own service, their own product, you would think that they were, 421 00:28:50,320 --> 00:28:53,980 they're certainly passionate enough about it that they would 422 00:28:54,040 --> 00:28:57,100 that that would come naturally. But I guess it doesn't. 423 00:28:57,459 --> 00:29:00,359 Jean Wright: They don't want to ask for the money. They don't 424 00:29:00,539 --> 00:29:04,859 that's the worth. Am I worth it? How much do I charge for this? 425 00:29:04,859 --> 00:29:07,019 There are a lot of women out there who coach. There are a lot 426 00:29:07,019 --> 00:29:10,979 of women who have businesses that are service oriented. They 427 00:29:10,979 --> 00:29:16,379 have to set pricing. They don't know for sure. If it's where am 428 00:29:16,379 --> 00:29:19,199 I in the marketplace? Maybe I'll just start them out for free 429 00:29:19,199 --> 00:29:22,219 first and see where it goes. I mean, we all like to give 430 00:29:22,219 --> 00:29:25,879 something. Oh, you're so right. You're so right, yeah, okay. And 431 00:29:25,879 --> 00:29:28,279 I think it's how we grow up, like, don't ask for money for 432 00:29:28,279 --> 00:29:31,219 that. Like, what do you know? You don't have all that 433 00:29:31,219 --> 00:29:34,879 education that you should feel worthy to ask for that. And I 434 00:29:34,879 --> 00:29:42,939 think even when we're doing our our life dream you think, Oh, I 435 00:29:42,939 --> 00:29:45,699 know so much. I just give it. I'll just give my knowledge away 436 00:29:45,699 --> 00:29:49,779 for free. And that's not fair. Think of how much your knowledge 437 00:29:49,779 --> 00:29:51,279 and experience is worth. 438 00:29:51,640 --> 00:29:54,460 Janice Porter: I actually experienced this yesterday. I 439 00:29:54,520 --> 00:29:58,000 had been referred a client, a prospect, had been referred to 440 00:29:58,000 --> 00:30:03,180 me, who owns he's a doctor, and he. He, He owns a clinic, a 441 00:30:03,480 --> 00:30:07,440 couple of clinics, and we were talking about LinkedIn, and what 442 00:30:07,440 --> 00:30:10,200 I could do for him to help him with this LinkedIn, because of a 443 00:30:10,200 --> 00:30:14,520 project that was going on. And I said, this is what it would cost 444 00:30:14,520 --> 00:30:21,080 to do my to do your profile. And he, he said, he, said, What did 445 00:30:21,080 --> 00:30:25,340 he say? He said something about, oh, that's a little high, or 446 00:30:25,340 --> 00:30:29,600 something like that. And I said, I said, really. I said, I tell 447 00:30:29,600 --> 00:30:34,640 you what. I said, I am not the the lowest price, but I'm not 448 00:30:34,640 --> 00:30:38,240 the highest price either. And I said, I think you'll get great 449 00:30:38,240 --> 00:30:41,800 value out of what I will do for you. And I think you'll, you 450 00:30:41,800 --> 00:30:45,520 know, whatever, but that, that's the long time coming for me, 451 00:30:45,520 --> 00:30:50,080 because couple of years ago, if he'd said that to me, I might 452 00:30:50,080 --> 00:30:53,380 have said, well, let's do it for such and such instead, I could 453 00:30:53,380 --> 00:30:57,580 bring my price down, right? But it I didn't. And then he said to 454 00:30:57,580 --> 00:31:02,280 me, he said, I'm from Nigeria, and I have to, I have to say 455 00:31:02,280 --> 00:31:03,780 that. He said they're taught 456 00:31:03,839 --> 00:31:07,619 Jean Wright: to do that, barter, negotiate, that's the thing. 457 00:31:07,619 --> 00:31:09,719 Janice Porter: And I said, Thank you for sharing that. I said, 458 00:31:09,719 --> 00:31:12,479 but I think that you'll find that it's worth it. And that's 459 00:31:12,479 --> 00:31:16,859 all I said. So I have not job yet, but we'll see. You know 460 00:31:16,859 --> 00:31:19,859 Jean Wright: that's like when people say that's too expensive, 461 00:31:19,979 --> 00:31:23,479 well, but what? What were you expecting? How? What is 462 00:31:23,479 --> 00:31:28,339 expensive to you? Because, and there are also people with 463 00:31:28,339 --> 00:31:32,059 preconceived notions about when I was selling advertising for 464 00:31:32,059 --> 00:31:36,619 television and then also advertising for print, and a 465 00:31:36,619 --> 00:31:38,839 client that I'd been working with for print and then I 466 00:31:38,839 --> 00:31:41,319 switched jobs, they'd say, Oh, I'm never gonna be able to 467 00:31:41,319 --> 00:31:45,219 afford you. I can't pay for television. Do you even know how 468 00:31:45,219 --> 00:31:48,279 much it costs? Well, I just know it's gonna be expensive. So 469 00:31:48,279 --> 00:31:51,219 let's just talk, and it's educate you about what it is 470 00:31:51,219 --> 00:31:56,019 that you're getting for the money you're spending. And 471 00:31:56,259 --> 00:32:01,199 expensive to you, maybe 10s of 1000s of dollars. And that's 472 00:32:01,199 --> 00:32:05,039 really what it was. They were thinking 1000s of dollars more 473 00:32:05,039 --> 00:32:08,399 than it actually costs. And you need to have a conversation, 474 00:32:08,579 --> 00:32:11,939 absolutely. Let's get down to what this is that we're 475 00:32:11,939 --> 00:32:14,939 offering, and then what it's the value that you're going to 476 00:32:14,939 --> 00:32:15,959 receive for that. 477 00:32:16,260 --> 00:32:18,900 Janice Porter: And I love that, though, that that's a big issue 478 00:32:18,900 --> 00:32:22,700 for women and their confidence is knowing what to charge and 479 00:32:22,700 --> 00:32:26,600 being and standing in their power, yes, standing in their 480 00:32:26,600 --> 00:32:30,260 car and asking for the sale. Yes. 481 00:32:30,440 --> 00:32:34,220 Jean Wright: And you know, I'm happy to negotiate a bit on a 482 00:32:34,220 --> 00:32:39,800 price point, but I don't want to devalue my product, because it 483 00:32:39,800 --> 00:32:44,800 comes to a point where once I give it away, then what value is 484 00:32:44,800 --> 00:32:48,760 left? Well, they're not. They're just getting a deal. And there's 485 00:32:48,760 --> 00:32:51,880 Janice Porter: always benefiting you, and there's always that, 486 00:32:51,940 --> 00:32:56,140 that thing, like yesterday, I had a little toddler, my 487 00:32:56,140 --> 00:32:59,080 granddaughter's bike, her old bike has been sitting in the 488 00:32:59,080 --> 00:33:01,800 garage at my house, and I said, we have to sell it. Let's get it 489 00:33:01,800 --> 00:33:05,820 out of here. So I sold two of them, but the second one I was 490 00:33:05,820 --> 00:33:08,640 saving because this guy said I'm coming next Saturday to get the 491 00:33:08,640 --> 00:33:11,880 bike. I said, fine, no problem. Then he tells me his old girl 492 00:33:11,880 --> 00:33:15,720 didn't want that color. So I put it up on Facebook marketplace 493 00:33:15,720 --> 00:33:19,740 yesterday. In half an hour, I had six people that wanted the 494 00:33:19,740 --> 00:33:23,480 bike, and this first one, the woman said, I'm coming to get 495 00:33:23,480 --> 00:33:26,900 it. I'll be there in 20 minutes. I said, Fine. And it was like 50 496 00:33:26,900 --> 00:33:30,560 bucks. And then when she came, gave me the $50 never even 497 00:33:30,560 --> 00:33:33,680 looked much at the bike, other than my son already has a red 498 00:33:33,680 --> 00:33:37,820 one. He'll love this red bike. And I thought, could I have sold 499 00:33:37,820 --> 00:33:40,360 it for more? Like, you know, it's so 500 00:33:40,359 --> 00:33:42,819 Jean Wright: funny when you go through and high so that when 501 00:33:42,819 --> 00:33:45,879 you have to go down, it's you're still making, yeah, you know, 502 00:33:45,879 --> 00:33:48,219 bit of a profit. I was just happy that it was 503 00:33:48,220 --> 00:33:49,960 Janice Porter: going to a good home. But don't get me wrong, 504 00:33:49,960 --> 00:33:53,380 but, but the thing is that you start to question, right? You 505 00:33:53,380 --> 00:33:54,820 start to question yourself. Yeah, 506 00:33:54,880 --> 00:33:58,000 Jean Wright: that was too easy. Wow, did I devalue that really 507 00:33:58,000 --> 00:34:00,360 quickly. But, yeah, I think it just depends on your 508 00:34:00,360 --> 00:34:04,680 circumstance. But I always feel that you can never go up, you 509 00:34:04,680 --> 00:34:09,000 can always go down. And then you know how low you can go before 510 00:34:09,000 --> 00:34:14,760 you have to say, That's my final, you know, call. So, yeah, 511 00:34:14,760 --> 00:34:18,240 it's, it gets to be a little tricky sometimes. But the value 512 00:34:18,240 --> 00:34:21,380 is, you definitely have to remember there is value 513 00:34:21,980 --> 00:34:28,820 Janice Porter: so do you. Can you recall a story that one of 514 00:34:28,820 --> 00:34:35,420 your clients went from non confident to confident and 515 00:34:35,420 --> 00:34:38,180 shared with you something that was a big aha moment for them. 516 00:34:38,180 --> 00:34:41,500 Does anything come to mind with one of your, your recent 517 00:34:41,500 --> 00:34:42,340 clients, 518 00:34:44,500 --> 00:34:47,860 Jean Wright: oh, I have some, someone I'm working with who was 519 00:34:47,860 --> 00:34:52,120 transitioning from a job that thought you were 520 00:34:52,120 --> 00:34:54,160 Janice Porter: gonna say, transitioning from male to 521 00:34:54,160 --> 00:34:55,420 female. Oh, no, no, no. She 522 00:34:55,420 --> 00:34:58,600 Jean Wright: was transitioning, which is fine. Yeah, that a job 523 00:34:58,600 --> 00:35:04,200 that was uh. Uh, not going the direction she wanted to, and it 524 00:35:04,200 --> 00:35:11,460 was a smaller practice, and she felt like it was a little more 525 00:35:11,460 --> 00:35:14,820 male dominated, and she was being seen for who she was. And 526 00:35:14,820 --> 00:35:20,840 she's young, but she has her credentials, and she has 527 00:35:20,840 --> 00:35:24,260 opportunities that she was exploring. And she said to me, 528 00:35:24,740 --> 00:35:27,500 you know, we talked about, how do you feel about yourself when 529 00:35:27,500 --> 00:35:30,440 you're presenting yourself and standing up to people who are 530 00:35:30,560 --> 00:35:35,180 should be treating you at their level, at the level you deserve, 531 00:35:35,420 --> 00:35:38,660 and speak up about it. And she started doing that with the 532 00:35:38,660 --> 00:35:41,500 person she was working for, and then she had an opportunity to 533 00:35:41,500 --> 00:35:45,640 look into another position for a bigger company that would give 534 00:35:45,640 --> 00:35:52,600 her more opportunity to show that her worth and to be on that 535 00:35:52,600 --> 00:35:55,660 level that she needs to be. And I even helped her with her 536 00:35:55,660 --> 00:36:00,300 resume, to to really just help her shine more, because she 537 00:36:00,300 --> 00:36:05,640 needed that to present to the interviewer, and she just said, 538 00:36:05,700 --> 00:36:09,060 I have to be honest with you, I don't get and this is the thing 539 00:36:09,060 --> 00:36:14,820 about the support network that she needed to talk to, people 540 00:36:14,820 --> 00:36:18,600 that loved her, that weren't there for her, you know, like 541 00:36:18,600 --> 00:36:22,580 people that she Were in her family, she needed to look out 542 00:36:22,700 --> 00:36:27,140 elsewhere to find some type of mentor that has been out there 543 00:36:27,140 --> 00:36:33,260 doing things in the business world, like me. And it was I was 544 00:36:33,260 --> 00:36:36,620 just doing what I felt was going to be helpful to her in every 545 00:36:36,620 --> 00:36:41,320 way, to stand up to people, to show her value, because she has 546 00:36:41,320 --> 00:36:46,600 value and to pump up her herself, but she talks about 547 00:36:46,600 --> 00:36:51,580 herself and her resume and how she appears, even on LinkedIn. 548 00:36:51,580 --> 00:36:56,140 We talked a little bit about that, and she just told me how 549 00:36:56,140 --> 00:37:00,040 much everything that she learned from me and my book was so 550 00:37:00,040 --> 00:37:05,100 helpful to her, and I just feel I'm doing it's good when you 551 00:37:05,100 --> 00:37:09,180 have someone outside the box looking in, and I feel like I 552 00:37:09,180 --> 00:37:13,200 did what I could that she asked me to do, and I did give her 553 00:37:13,200 --> 00:37:17,820 what she needed, but to her, it was like a million dollars that 554 00:37:17,880 --> 00:37:21,080 I gave her To help her feel more confident. 555 00:37:21,440 --> 00:37:24,200 Janice Porter: So, yeah, that's the special kind of work that 556 00:37:24,200 --> 00:37:25,700 you do, yeah. 557 00:37:25,700 --> 00:37:31,220 Jean Wright: So I think the whole thing about selling is, I 558 00:37:31,220 --> 00:37:34,760 encourage people to take a course on the basics of sales, 559 00:37:34,760 --> 00:37:38,180 you know, networking, prospecting, present, presenting 560 00:37:38,180 --> 00:37:43,720 a product, closing, asking for the money, follow up, customer 561 00:37:43,720 --> 00:37:47,440 service, all that. But what they don't tell you. When you take 562 00:37:47,440 --> 00:37:50,260 this training classes, and I've took many, taken many of them, 563 00:37:50,500 --> 00:37:53,740 wherever I've worked, everybody has their way that they want you 564 00:37:53,740 --> 00:37:58,960 to sell, right? But how do you really feel about it? You know, 565 00:37:59,200 --> 00:38:04,200 it's a it's a lonely sport, I feel that whenever I've been on 566 00:38:04,200 --> 00:38:07,980 a sales team, we're all in our we're on a team, but we're doing 567 00:38:07,980 --> 00:38:12,060 our individual thing, and it's good. You're out there, yeah, 568 00:38:12,120 --> 00:38:14,460 you're out there in the territory, or you're making the 569 00:38:14,460 --> 00:38:18,600 calls, or you do but it's you have to motivate yourself. Yeah, 570 00:38:18,660 --> 00:38:22,040 you have you get those days where you're not getting 571 00:38:22,100 --> 00:38:26,900 anywhere, and you have to, you're constantly thinking and 572 00:38:26,960 --> 00:38:30,020 doing that introspection of, what did I do right today? What 573 00:38:30,020 --> 00:38:32,540 did I do right? How did would this have gone better? And 574 00:38:32,540 --> 00:38:36,560 that's good, but you do have to work it on, it yourself a lot. 575 00:38:36,560 --> 00:38:40,040 It's a lot of self motivation. And you know that you have to 576 00:38:40,040 --> 00:38:45,160 report in you have quotas, you have team, Team contests, you 577 00:38:45,160 --> 00:38:48,580 have all those things, but in the end, it's you that has to 578 00:38:48,580 --> 00:38:52,660 produce. And how do you feel? And sometimes I speak with women 579 00:38:52,660 --> 00:38:56,140 who look from the outside, they have it all together. They have 580 00:38:56,140 --> 00:39:01,380 a professional feel about them. They seem to be successful in 581 00:39:01,380 --> 00:39:05,640 their businesses, and then they tell me, you know, I really have 582 00:39:05,640 --> 00:39:10,260 trouble asking for the money. It is the worst part of my job. And 583 00:39:10,260 --> 00:39:13,080 I'm thinking, Well, you seem like you know what you're doing. 584 00:39:13,080 --> 00:39:18,480 Yeah, not this inner thing. Or I can't do follow up very well. 585 00:39:18,780 --> 00:39:24,200 I'm afraid to call people back. How long do I wait? Are they 586 00:39:24,200 --> 00:39:28,880 ghosting me? Forever? Will I be able to close it's just and 587 00:39:28,880 --> 00:39:31,580 nobody's really helping them with that, especially if they're 588 00:39:31,580 --> 00:39:34,220 on their own and they have their own business, or they're one of 589 00:39:34,220 --> 00:39:37,880 just maybe a couple people in an office that's small business. No 590 00:39:37,880 --> 00:39:40,540 one's there to really train them and explain to them. Well, this 591 00:39:40,540 --> 00:39:43,660 is how it works. This is what happens sometimes with people. 592 00:39:43,780 --> 00:39:47,140 This is how you should think about it. And here are some tips 593 00:39:47,140 --> 00:39:52,540 for doing some follow ups, and how to reach people and maybe 594 00:39:52,540 --> 00:39:56,140 get an answer faster because you're asking the right 595 00:39:56,140 --> 00:39:59,260 questions. So you know, those are the things that people need 596 00:39:59,260 --> 00:39:59,920 help with. 597 00:40:00,360 --> 00:40:06,060 Janice Porter: Yes, and it may seem really Elementary to you or 598 00:40:06,060 --> 00:40:11,880 I, in some of those cases, I remember when I learned that and 599 00:40:11,880 --> 00:40:16,140 I didn't formally learn how to be a salesperson. I did those 600 00:40:16,140 --> 00:40:18,900 things that you did. I've taken a couple of sales courses, and 601 00:40:18,900 --> 00:40:24,800 I've, you know, I've tried to learn, but it one was about I 602 00:40:24,800 --> 00:40:28,040 mentioned earlier about not being attached to the outcome, 603 00:40:28,160 --> 00:40:31,040 and the other one is, don't leave a meeting without booking 604 00:40:31,040 --> 00:40:34,940 the next meeting, because it takes a while to the sales cycle 605 00:40:34,940 --> 00:40:38,660 in different things is, is, you know, longer or shorter, and 606 00:40:38,660 --> 00:40:42,160 with different people, it's longer or shorter, depending on 607 00:40:42,160 --> 00:40:45,700 who's making the decisions. So, yeah, the follow ups easier if 608 00:40:45,700 --> 00:40:48,220 you book the next meeting. I 609 00:40:48,219 --> 00:40:51,879 Jean Wright: always say, once they walk out that door, they 610 00:40:51,879 --> 00:40:57,939 may be gone forever, because you either did not set a mutual time 611 00:40:57,939 --> 00:41:02,879 to reconnect, you didn't have a, you know, an idea of where you 612 00:41:02,879 --> 00:41:08,459 stood in the process with them, and they're gone, or I'm just 613 00:41:08,459 --> 00:41:10,919 going to take this I used to do some home based business 614 00:41:10,919 --> 00:41:13,559 selling, and there would be women that would come to the 615 00:41:13,559 --> 00:41:16,979 event, this is many years ago, but they would sit there and 616 00:41:16,979 --> 00:41:19,739 say, um, I'm not ready to place an order, but I'm going to take 617 00:41:19,739 --> 00:41:23,419 the catalog Home, and I'll call you. And I knew that was it. 618 00:41:23,419 --> 00:41:25,639 They weren't going to I was probably never going to hear 619 00:41:25,639 --> 00:41:29,599 from them again. I could call them and I would, but that was 620 00:41:29,599 --> 00:41:33,079 their non committal. I don't think I can. I don't know what 621 00:41:33,079 --> 00:41:36,079 their reasons were. They either couldn't afford it, they 622 00:41:36,079 --> 00:41:39,979 couldn't decide, or they had a question about something that, 623 00:41:39,979 --> 00:41:44,079 if I could answer it would help them make a decision. Yeah. So 624 00:41:44,079 --> 00:41:47,379 there's so many reasons why people don't make a decision or 625 00:41:47,379 --> 00:41:51,219 walk out the door, but you may never see them again. That's so 626 00:41:51,219 --> 00:41:54,579 true. That's what I always say. Have that mutual agreement to 627 00:41:54,579 --> 00:41:57,999 reconnect? Absolutely, one of the best tips I can provide. 628 00:41:58,299 --> 00:41:59,079 Like you said, 629 00:41:59,140 --> 00:42:01,620 Janice Porter: yeah, exactly. Well, this has been great. I 630 00:42:01,620 --> 00:42:06,960 have one, two more questions for you. One is, what advice? What's 631 00:42:06,960 --> 00:42:10,080 your biggest piece of advice? What's the one thing that you 632 00:42:10,080 --> 00:42:13,740 love to share with people who struggle with self doubt and its 633 00:42:13,740 --> 00:42:18,900 impact on their ability to market themselves or or sell and 634 00:42:18,900 --> 00:42:22,280 build me meaningful business relationships. What's the one 635 00:42:22,280 --> 00:42:24,980 thing for you? So this 636 00:42:24,980 --> 00:42:27,980 Jean Wright: is just like a few sentences that I can tell you 637 00:42:27,980 --> 00:42:31,520 that all kind of mean the same thing, but it's all about 638 00:42:32,060 --> 00:42:35,180 understanding that you're selling every day, and just feel 639 00:42:35,180 --> 00:42:40,480 positive that your sales skills are good, and just let go of 640 00:42:40,480 --> 00:42:45,760 those sales images that are negative and holding you back. 641 00:42:46,240 --> 00:42:49,540 And so as long as you're authentic and know that you're 642 00:42:49,540 --> 00:42:55,360 the expert about what it is you have to offer that helps build a 643 00:42:55,360 --> 00:43:00,540 more confident mindset, it's all about just talking to yourself 644 00:43:00,780 --> 00:43:04,920 that you are the expert you you're selling every day, 645 00:43:04,920 --> 00:43:08,880 whether you know it or not, and your persuasive skills will, in 646 00:43:08,880 --> 00:43:16,140 the end, be helpful to you to get an answer make the sale. Use 647 00:43:16,140 --> 00:43:22,340 that ability as a woman to be empathetic and and solve 648 00:43:22,340 --> 00:43:26,120 people's problems. It's you have it and use it. It's there. 649 00:43:26,780 --> 00:43:30,260 Janice Porter: Thank you. Okay. Last question, um, I love the 650 00:43:30,260 --> 00:43:36,620 word curiosity. I think um, Curiosity can be the backbone of 651 00:43:36,620 --> 00:43:39,800 good sales can be. I'm not saying it's the only or has to 652 00:43:39,800 --> 00:43:46,720 be, but my question for you is, do you believe that curiosity is 653 00:43:46,720 --> 00:43:50,860 innate or learned? And part two is, what are you most curious 654 00:43:50,860 --> 00:43:51,820 about these days? 655 00:43:53,560 --> 00:43:56,320 Jean Wright: Well, I think we all can be curious, but I don't 656 00:43:56,320 --> 00:44:01,980 always think I am curious enough. I I've always interested 657 00:44:01,980 --> 00:44:07,440 in learning, if that's being curious. I guess inquisitive is 658 00:44:07,440 --> 00:44:10,860 another word for that. Just kind of wanting to know a little bit 659 00:44:10,860 --> 00:44:16,320 more about something that I've heard about, or I love listening 660 00:44:16,320 --> 00:44:21,320 to podcasts, so I want to I delve into, I really enjoy sales 661 00:44:21,320 --> 00:44:25,820 podcast, believe it or not, and I like to learn more to help me 662 00:44:25,820 --> 00:44:29,180 feel even more confident about what I'm telling people. Because 663 00:44:29,180 --> 00:44:33,200 if I can get something I'm curious about, like, how do they 664 00:44:33,200 --> 00:44:37,220 feel about this one particular aspect of selling? And I try to 665 00:44:37,220 --> 00:44:41,800 match it and see if I'm also on that same wavelength, because we 666 00:44:41,800 --> 00:44:44,080 all need a little bit of confirmation that what we're 667 00:44:44,080 --> 00:44:49,600 talking about is true and it's also valid. Validates. Valid. 668 00:44:49,600 --> 00:44:52,660 The more curious I am about well, how do they feel about it? 669 00:44:52,660 --> 00:44:56,020 And there are some people that are writing books about this 670 00:44:56,020 --> 00:44:59,020 too, where they're speaking about it, and I want to be sure 671 00:44:59,020 --> 00:45:03,420 that I feel. Validated and also curious about their thoughts. So 672 00:45:03,420 --> 00:45:07,380 I'd like hearing what people I love opinions. So I like hearing 673 00:45:07,380 --> 00:45:12,960 other people's opinions so I can form my own opinion or change my 674 00:45:12,960 --> 00:45:16,200 mind about something. So that's where my curiosity comes in. 675 00:45:16,620 --> 00:45:18,120 Okay, in those areas, 676 00:45:18,420 --> 00:45:20,100 Janice Porter: do you think it's innate or learned? 677 00:45:21,360 --> 00:45:23,840 Jean Wright: I think it's more learned. I think you have to 678 00:45:23,840 --> 00:45:26,720 work on it a little bit. Okay, that's 679 00:45:26,720 --> 00:45:29,300 Janice Porter: cool. All right. So thank you again for being 680 00:45:29,300 --> 00:45:31,940 here. Thank you to my audience. I'm going to put your book up 681 00:45:31,940 --> 00:45:35,660 again for those who actually will see this, and for those who 682 00:45:35,660 --> 00:45:40,480 don't. Jean's book is called selling your confidence, forging 683 00:45:40,480 --> 00:45:44,320 a successful sales career from mink cookies to martinis. And I 684 00:45:44,320 --> 00:45:48,220 would, I will put the link in the in the show notes so people 685 00:45:48,220 --> 00:45:50,920 can buy it. It's worth it. It's a quick read, and it's 686 00:45:51,160 --> 00:45:56,620 enjoyable, and it's really tells Jean story of how she learned to 687 00:45:56,620 --> 00:46:01,860 be a great salesperson and and teach others how to do the same. 688 00:46:01,920 --> 00:46:05,040 By the way, one last thing, I was at the grocery store the 689 00:46:05,040 --> 00:46:08,160 other day, and there were two girls, they are selling mint 690 00:46:08,160 --> 00:46:11,760 cookies, Girl Guide cookies. One was outside and one was just 691 00:46:11,760 --> 00:46:14,640 sort of in the entrance. And I always watch these young girls 692 00:46:14,640 --> 00:46:17,640 to see who's selling and who's just standing there. And it's 693 00:46:17,640 --> 00:46:20,360 really a shame when they're just standing there and not 694 00:46:20,360 --> 00:46:27,260 interacting with people because they haven't had any any advice 695 00:46:27,260 --> 00:46:32,120 or training from their moms or the the leader to not be 696 00:46:32,120 --> 00:46:35,900 aggressive, but show some personality and sell those 697 00:46:35,900 --> 00:46:37,340 cookies so 698 00:46:37,640 --> 00:46:42,220 Jean Wright: well. Yeah, in my opinion, too, I find more girls 699 00:46:42,220 --> 00:46:46,480 seem to be more passionate about the cookies. I always tell 700 00:46:46,480 --> 00:46:50,080 people, I wish we could continue to be 11 year olds as we get 701 00:46:50,080 --> 00:46:54,760 older. For the girls who are just so they have no baggage, 702 00:46:55,180 --> 00:46:58,420 they're just saying, buy those cookies. I love them. You're 703 00:46:58,420 --> 00:47:02,700 going to love them too. How many boxes you want and asking my 704 00:47:02,760 --> 00:47:07,800 favorite Yep, ask my favorite one. Yeah, exactly. So for the 705 00:47:07,800 --> 00:47:11,280 girls that are putting themselves out there, I commend 706 00:47:11,280 --> 00:47:17,580 them for just being themselves, being authentic, and if we could 707 00:47:17,580 --> 00:47:20,960 carry that through our lives, I do meet some women today that 708 00:47:20,960 --> 00:47:23,360 say I hated selling girls got cookies, and that's okay. I 709 00:47:23,660 --> 00:47:25,820 mean, that just wasn't their thing. I guess they didn't get 710 00:47:25,820 --> 00:47:30,500 trained, or they feeling like they had the support. But on the 711 00:47:30,500 --> 00:47:33,500 whole, I do see a lot of excitement and enthusiasm from 712 00:47:33,500 --> 00:47:36,620 the girls, and I feel that they need to bottle that and keep 713 00:47:36,620 --> 00:47:40,040 that because in 20 years, they're going to need that 714 00:47:40,100 --> 00:47:42,340 energy again, exactly, 715 00:47:42,400 --> 00:47:44,500 Janice Porter: exactly, well, this has been delightful. Thank 716 00:47:44,500 --> 00:47:47,800 you, Jean. Thank you again. And to my audience, if you like, 717 00:47:47,800 --> 00:47:51,400 what you heard, let us know and remember to stay connected and 718 00:47:51,400 --> 00:47:52,180 be remembered. You.