Selling to Serve with Rachel Morgan

by Amanda Abella  - November 9, 2021

Working as a sales manager in fine jewelry during the first part of her career, Rachel spent many hours training, hiring, and onboarding team members. She would teach them how to sell in a way that encourages repeat business and word-of-mouth referrals.

Rachel also taught them her sales method because using her process would meet and exceed their team’s sales goals. “When you work in fine jewelry, you often sell high ticket offers. Part of customer service and sales and experience is important to selling high ticket offers.”

Last year Rachel decided she was ready for a new challenge. So she left her job to start her own sales coaching company to work with others outside the jewelry business.

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Selling is Fun When You Understand How to Sell

“I’ve learned that sales does not have to be sleazy. Sales can be fun, especially when you come from a place of serving. So I made it my mission to help others in this space, bring the fun back into sales and their business.” Rachel says that sales can be fun once you understand how to sell.

“I think it’s a mindset shift and how you view the interaction you have with people.”

She really enjoys talking to and getting to know people, which makes sales fun. Finding out who is interested in what you do, your community, and your audience are essential to understanding how you can make a difference with the products and services that you offer. She believes that you can transform lives when you reach the right audience who needs your products or services.

How to Be Good at Sales When You’re an Introvert

“When you’re an extrovert, you don’t have the active listening skills that you might have if you’re an introvert. When you’re more introverted, you’re quieter, watching, and observing more. So you’re going to listen better and get better responses.”

There are pros and cons to being introverted and extroverted when it comes to sales.

The Art of Selling

There’s also an art element to sales, says Rachel. “I find that the art element is as simple as being a regular human.” Although Rachel understands that you must have a human aspect to sales, there is a time and place for scripts. “I think that scripts can be useful to give you verbiage and help you see how to talk.”

Learning how to communicate and talk to people is crucial because you’re going to experience the entire customer journey from the prospect to when you started talking to them, closing, and working with them.

And make sure to use their name to give them an experience they won’t soon forget! Using someone’s name creates an instant connection and gives them a VIP feeling. Make sure you are pronouncing and spelling their name correctly to show them you care about them as a person.

Using Body Language to Sell

Body language is your body’s tone of voice. Your posture, where you position yourself, eye contact, and smile are all key elements that put the person you are talking to at ease.

For example, sitting up straight shows you bring confidence when you’re talking to someone in real life or creating a video.

Using Your Social Platform as a Storefront

“We often forget that our social platforms are our storefronts.” When someone follows you, it’s like a customer coming to check out who you are and what you sell. When you have a smaller following, you can give them more love and attention. You can appreciate them and have a better audience.

“If you have a smaller account, now’s the time to start thinking about your social platforms.”

You don’t want to leave money on the table. Instead, think about how you can attract consumers who want to be a part of your brand.

Why You Need to Appreciate Your Customers

“I can’t even begin to tell you how many people didn’t even receive a happy birthday from friends and family.”

When you can give your customers the gift of knowing you thought about them, they will become your best customers.

You can send your customers general thank-you cards – you don’t have to wait for their birthday!

Onboarding and Training Your Sales Reps

Rachel loves the onboarding process for her new team members. She enjoys setting expectations and modeling how to sell with her team. She believes that as a leader, there should be no job too small for you to take on, and that includes onboarding.

“You should be willing to do every part of your business and show people how to do it, because if you’re not willing to do it, how can you expect your team to know how to sell?” You have to set expectations at the beginning for your sales team. However, you also have to set definitive expectations for your client. If you can’t service a potential client, make sure to refer them out to another company that can service their needs.


Resources that are mentioned or add value to this episode:

Building your Business Around Your Ideal Lifestyle with Lara Wellman

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