Shut the Fuck Up and Sell
Today’s blog is on my Shut The Fuck Up and Sell sales methodology.
First, let’s get grounded. Take a full body breath in and full body breath out.
Now let’s get into it.
I created this methodology when I was the studio sales manager, studio manager, and yoga teacher for YogaWorks right before COVID. I managed two of their largest studios with up to 500 people practicing daily.
YogaWorks had taken on spaces they could not afford, so they needed people like me to increase sales and keep the doors open.
This methodology ranked me number one in sales across 75 studios nationwide and worked so well I trained their East Coast studios on it.
Since then, I’ve used it with my clients to sell out events, services, and offerings.
So, are you ready to sell?
This is less about what you say and more about the order.
Scenario 1: In-Person Sales
Let’s say you are managing a hotel.
A guest walks in. You welcome them, ask how their travels were, and then ask:
“Why did you book this hotel?”
OR
“What inspired you to stay here?”
Then you shut the fuck up and listen.
Maybe it is a mom and her kids who have not had time together in a year and they want to relax, eat good food, and enjoy time as a family.
Now you connect your offer to that.
They booked a double room, but you want to offer the Family Suite.
You say:
“Now that you mentioned you want a relaxing and fun time together, we have a family suite available as an upgrade. Can I tell you about it?”
They say yes.
Now you share up to FIVE transformations so you don’t overwhelm them:
Heated floors so you are always cozy
A double bed for the kids and a queen bed for mom
A jacuzzi for fun and relaxation
24/7 room service so no one has to think about food
A kids kit with games and pool toys
Then you share the investment in payment plan formation:
Two payments of $1,597 or $3,000 paid in full
Then you ask:
“So you and your family can have the most relaxing and fun experience together, which option works best for you?”
Then you shut the fuck up and listen.
Pause. Let them think.
If yes: you already have payment and paperwork ready and complete the sale
If it’s a hard no: you let them enjoy what they booked
If maybe: ask
“If money was not a question, would you book this?”
They will say yes.
Then reflect their why:
You shared how important it is for you to relax and spend time together as a family. With this suite, your kids have everything they need, you have room service, privacy, and space to truly enjoy your time together. Which option works best for you?
Then you shut the fuck up and listen again.
REALLY IMPORTANT FOR MY GIRLIES WHO HATE SELLING:
I don't want you to let them go if they said maybe. I want you to try and get the sale so you can practice selling regardless of the outcome.
The Order
Welcome them
Ask WHY they came
Shut the fuck up and listen
Ask permission to share
Share up to 5 transformations
Share investment in payment plan formation
Ask for the sale
Shut the fuck up and listen
Close, follow up, or release
Scenario 2: Sales Calls
By the way, stop calling your calls “Discovery Calls”. That's so boring, tacky, and it's what everyone calls them. Also when I think of the word “discover” I don’t think of getting on a call with someone. I think of discovering Cleopatra. So let’s stop doing things just because it’s what everyone else is doing.
Retreat Example
Someone books a Retreat Call for your 3 Day Paddleboard Yoga Women’s Retreat.
You start:
“Hi (name). Welcome to our call. My name is (name) and today we’re going to chat about my upcoming 3 Day Paddleboard Yoga Women’s Retreat. This call is 20-minutes. It is 2:00pm, we will finish at 2:20pm. This call is for you. Ask me anything, and at the end I will share options if you are interested. Does that sound good?”
They say yes.
Then ask:
“What inspired you to get on this call?”
Then you shut the fuck up and listen.
Maybe she says she wants sunshine as she works in an office all day, beach time to disconnect from the stresses of life, real life connection, to meet other women, and try something new like paddleboarding.
You respond:
Thank you for sharing that. There are eight other women attending who are looking for the same thing, connection, sisterhood, and trying something new.
We have daily massages, smoothies, a pool, spa, sauna, and beach access so relaxation is at your fingertips.
Can I share some of the transformations we have planned for you?
She says yes.
You share:
Daily Vinyasa Flow and Paddleboard yoga, farm to table nourishing breakfasts, beach time, spa treatments, a full day excursion to the local town for a food tour and dancing, and evening women’s circles with sound healing, oracle cards, and star gazing.
Then you ask:
“What questions do you have?”
And again, you asked a question, you're going to now shut the fuck up and let her answer.
She's most likely going to ask about accommodation, food, airport transfer, about the ages of the other women attending this retreat. You're going to answer all of her questions. You're going to answer them truthfully, honestly, because you listened to her questions.
I don't want you to have a piece of paper in front of you, reciting what you wrote down earlier. That's weird. You need to be human. You're on a video call with someone. So you're going to genuinely answer her questions.
Then present the options:
We have two rooms available.
Private Queen Sapphire room with a beach view.
Two payments of $1,600 or $3,000 paid in fullShared Queen Opalite room shared with a retreat guest and you still get a beach view.
Two payments of $1,200 or $2,200 paid in full
ASK THE LIFE TRANSFORMATIVE QUESTION
So that you can have a full body nourishing experience with women from around the world who are attending for the same exact reason as you, time at the beach to relax with a facial and a massage and to have nourishing meals every day, and paddleboard yoga at this luxurious destination, which option works best for you?
Shut the fuck up and listen to her answer.
And again, it might take her a few minutes because she's now going over money in her head. She's now going over having to ask for time off at her job. Maybe she's a mom. She needs to get a babysitter for the kids. She needs to get a pet sitter. She needs to ask her partner, hey, can we financially do this? There's a lot of things going on in her head.
So shut the fuck up.
9 out of 10 times, she's going to say yes or maybe.
If she is a full-on no and seemed like a no from the beginning of the call, then thank her for her time and get off the call. We do not want people working with us who don't want to work with us.
If she says yes, have that payment link ready, drop it in the Zoom chat, have her do the credit card transaction on the call with you.
Because if she doesn't, you might just have lost a sale. So do it on the call.
This is not a forceful thing, you say, here's the Stripe payment link, I'm gonna drop it in the chat here, I'm gonna give you a few minutes to get this all checked out, you're gonna get a receipt, and then I will send you all the retreat details via email after, and it's that easy.
Now if she says maybe, you' go back to that question, if money wasn't a question, would you attend?
And she will say yes.
BUT ALSO - it could NOT be about the money. Maybe it’s about meeting new people, traveling to another country, the food, fear in general, etc. Do not assume it’s about the investment you just asked her to make.
You say:
What can I do to make this happen for you? So that you can have this relaxing time off at the beach with other women from around the world, and return home to feel like yourself again.
And again, shut the fuck up because you asked her a question and let her answer.
You can solve accommodation issues, you can solve food issues, and you can solve flight times getting in. If it's about her needing to get time off, say no worries. I can give you 24 hours to talk to your partner, to talk to your job, so that you can come back tomorrow by 5pm and let me know. I’ll touch base with you by then, too.
After that, I’m going to open your spot to our waitlist, but I’m giving you first priority since you got on the call today. Just let me know by 5pm tomorrow.
She will agree.
You say:
Thank you so much for taking the time to chat with me today. I’m grateful we met and look forward to having you join our retreat.
Sales Mindset
Just because you cannot afford something does not mean your client cannot.
When I was 18 managing a retail store in New York City, our clients were millionaires and billionaires. They could buy the store multiple times over.
Price for your ideal client.
Not for your current bank account.
Your client showed up because they are interested and capable. They just want to feel if you two are a good fit.
Practice
Practice this.
In the mirror. With your mom. With your partner. Your cat.
Practice speaking. Practice asking. Practice listening.
The more you practice, the more grounded you will feel in your body during these calls.
Before calls, get in your body. Practice yoga, go on a walk, do EFT Tapping, etc. whatever you need.
Sell How You Like to Be Sold To
If you like fast, clear decisions, sell on the call with the client doing the transaction right then and there.
If you need time to think, give your clients up to 24 hours BUT don't do it because selling makes you uncomfortable.
I want to be really clear on that.
Like, do you know what else is uncomfortable?
Push ups, running, practicing yoga, living in a country where you don't know the language, that's uncomfortable, but it's not painful.
Do you understand the difference? So if you need to practice then PRACTICE.
But do not avoid selling because it is uncomfortable.
Uncomfortable is not the same as painful.
How do you think we all become business owners and entrepreneurs and live our most abundant lives? It's from doing uncomfortable things.
So I invite you to get uncomfortable.
Take a full body breath in and a full body breath out.
Believing in your magic, now and always.
