Gifting Self-Care with Julie Goehring

As we enter into December and the holiday season is in full swing, I am really excited to bring you more tools to bring you new ways to think about your business without just churning and burning sugar.

That’s why I invited my friend Julie Gohring - a heart-centered sales mentor for women entrepreneurs who teaches women how to sell from their heart and own the value of who they already are in sales & business.

Julie really teaches women how to sell from their heart and own the value of who they already are, both in business and in the treatment room, while making sure that resonates with your clients. I can’t wait for you to hear Julie’s gems of wisdom and hopefully apply them to your own business this holiday season!

BY THE TIME YOU FINISH LISTENING, YOU’LL DISCOVER: 

• How to throw out everything you think you know about sales conversations.
• Why you never want to make your clients feel like they’re buying the lemon.
• How to flip “selling” on its head by embracing the relationship aspect of esthetics while still meeting your quota each month.
• The secret to conquering sales even as an introvert!

Love what you heard? Check out Julie’s Feminine Selling Academy HERE!

If you’ve connected with or been inspired by this episode in any way,  leave us a reviewand let us know your biggest takeaway - I’d love to hear what your biggest sales takeaway was! And while you've got your phone out, make sure to follow us on Instagram @Love2Sugar and check out Julie  @SellingIsFeminine on Insta and on Facebook!

Want more? Download the Love2Sugar App for your one-stop-shop for all things sugar and join The Sugar Tribe while you’re there!

If you’ve connected with or been inspired by this episode in any way, leave us a review and let us know your biggest takeaway - I’d love to hear how you embrace Sugaring For All!! And while you've got your phone out, make sure to follow us on Instagram @Love2Sugar.

If you are interested in learning more about Radeq Lab's Premium Prebiotic Sugar Line of products, you can find them at www.radeqlab.us.

Cheers to your Sweet Success!

Transcript

Shannon O'Brien  00:01

Welcome to The Sugar Show. I'm Shannon O'Brien, body Sugaring expert and licensed esthetician who has taken my own skincare business from zero to multiple six figures and has helped over 3000 students learn how to do the same. Now, let me tell you it wasn't all that long ago that I lacked the time budget and knowledge needed to grow my small business as a body Sugaring Pro. If we were to press rewind, you'd see the many failed attempts and lessons learned that have helped me build the profitable business that I have today. When that runs on its own, it gives me the lifestyle and freedom that I only used to dream of. I created The Sugar Show to hand you my secrets and give you the simple step by step strategies to help you do the same. So if you're a cosmetologist or esthetician or wax professional, who's looking to fill your books, make more money in your business and enjoy greater balance between your work and home life, you are in the right place. Let's dive in.

Shannon O'Brien  01:11

Welcome to this episode of The Sugar Show, I am really, really excited to bring you more tools to increase your sales not only of retail, but of your service sales and of yourself of your brand, to give you tools that are not just numbers, but also kind of this branding. Different ways that you can sell the whole package so that your sales will increase for the rest of the month and even next year, and really giving you new ways to think about your business without just churning and burning sugar. So I invited my friend Julie Goring to the show. She is an amazing human. But what Julie is she teaches feminine leadership and heart centered sales for women entrepreneurs, which is us. Now even if you are an employee, which is amazing and it has all of its own benefits, which you've heard in other podcasts mete out, you are really creating a business as well. And you are required to make some sales you are required to bring clients back in the door. So this is for you as well. Even if you are an employee and not an entrepreneur, no problem. This applies to you as well. So Julie really teaches women how to sell from their heart and own the value of who they already are in selling conversations and business and really just owning who you are in the treatment room and having that resonate with your clients. Now in her bio, her mission is to empower women with insights and tools to make selling their offers simple, fun and effective selling their services in a way that is going to bring people back right in a very genuine, valuable way. She is the creator of selling the feminine framework delivered delivered in her feminine selling Academy. She has 30 years of experience in sales and coaching women for the last 10 years. Her teachings are just she's got a 1000s of experiences across different industries, including fortune 500 companies, pharmaceutical biotech, and for her own businesses, she does fitness and she just like a powerhouse. And when I met her, she actually had a facial with one of my dear friends Valerie and the three of us were talking about the power of providing an amazing, just beautiful service, whether it's Sugaring someone or providing a facial or whatever it might be, and whatever it is, and really making sure that you tap into the soft selling skills that will bring your clients back and we'll be encouraging them to really try the products that you have at home because you and I both know that's what keeps their skincare up. That's what keeps their skin glowing is our hands and the products that are to be brought home as well. So, one of her core teachings This is Julie is contrary to the common idea that selling is about convincing and pushing is that the most successful selling is always grounded in a connection and caring conversation centering the needs of your clients. This truth makes women naturally good at selling and men who are tapped into their feminine. One of her core teachings contrary to the common idea that selling is about convincing and pushing is She also believes that women's natural feminine strengths are their superpowers in selling conversations in a time where the technological revolution has flipped sales on its head. socials have got influencers left and right. We're really calling forth our feminine characteristics In selling, and it's about, again, deep connection, caring, listening and collaboration to help you rise your sales. Now when she is not helping you with all of that, Julie spends her time surfing on the beach and listening to monkeys howl. So you might ask where that is. And I will tell you that she lives in Costa Rica. So she comes all the way to us from Costa Rica via zoom. And here she is to share with us all of her wisdom on how to really up your sales without trying so hard and just making it simple. My Julie, thank you for coming. It is this today's the day we're going to talk about getting soft and are selling and strong in our business. Because really, it's it's about sales and representing yourself and all of those good things. But understanding what it is you're doing in the treatment room and being super mindful so that your clients feel comfortable with you. I mean, at the end of the day, that's what it is. Right? We want our clients to feel comfortable. So they'll take in our knowledge and, you know, have an amazing experience with us. So thank you, Julie, for coming on to the show. Julie is a sales coach. And then some. She really, and I talked to you about this in the intro, but I do want to just say thank you, Julie for not just being like a typical sales coach, but really understanding what it is that we do. And this is just gonna be a great episode for that. So welcome sales coach, Julie Goring. Okay, we're gonna get right down to it. Um, this is not just about retail sales. You and I have been talking about this for a while, it's really about the whole package and talk about kind of that old school selling versus, you know, new school heart centered business.

07:08

It's such a good, juicy question, because, you know, I think most people sort of grew up with a very specific idea of sales and selling. And it's no one's fault that they grew up with this because it's sort of in our culture, like, in movies and in commercials and in advertising. I don't know. But I love to use this example. Did you ever see the movie National Lampoon's Vacation with Chevy Chase? It's like, classic, right, and there's a whole series? Well, there's a scene in that movie where Clark Chevy Chase and his son go to a car dealership, and they go to buy their car for this vacation that they're going on. And they had ordered a car. And they were there to pick it up. And you see the whole interaction with the salesperson. And basically, he's like, trying to convince them to get something that they don't want, which is a total lemon. And they're like, No, Chevy Chase is like, Don't do this to me, I want my car. He's like trying to get it. And anyway, the scene cuts, and Clark and ascent drive out in the lemon car that they didn't want. And like, it's hilarious, but that is like, the underpinnings of what so many of us believe sales is it's about pushing someone to do something that they don't want to do it relating them to exploiting them, or just to be really strong and like, transactional, right, and not caring about the human. And I think that is what we call old style selling, that is that masculine style of selling that has sort of is the default of selling that most of us, you know, believe in unless you've actually been in sales for a number of years, you might not know that that kind of selling actually isn't that successful? Isn't what creates long term relationships and clients that come back to you. It really makes for a one time sale, if any happens. And so, yeah, one of the things that I just really love to share, especially with women is that the most successful selling in any industry always comes from a connecting and caring relationship and conversation that you're having with this person and centering their needs. Yeah. When that's more of that heart centered approach that you're talking about.

Shannon O'Brien  09:41

Yeah, you know, it's funny, I remember back I've been in aesthetics for a long time, at least 20 years. And I remember that the sales tactics back in the day, were you didn't say anything to the client because you wanted them to be super super, you know, relaxed and quiet. So you just did this facial, and then because you had to make sales you ran outside while they were getting their, their clothes put back on, you ran outside, you pulled all of the things that they must buy. And you either put them in a pretty basket or you lined them up on the counter and you're like, here's all the things you need, you must in order to have beautiful skin, you must have this, followed by this, then this, then this, and this, and you must have an eye cream, and of course a sunscreen. So here you are, you're relaxed, you're enjoying this beautiful facial review, even just, we weren't getting triggered back then at least I wasn't. Maybe you were waxed, or whatever. And you're like, here's the seven things that you must have, in order to make sure that you know, you stay beautiful. And you're relaxed, and you've just had the service and it just feels like this Mack truck hit you. And you're you feel compelled to buy this lemon, right, you feel compelled to buy the car, you feel compelled to buy the six step Beauty System, that's going to keep up your results. Poor clerk walked out of the car dealership with a lemon that cost him probably twice than what it was worth. And then poor aesthetic client, you know, walks out of a facial room, her relaxation is done. And she's just required to, you know, buy these products. So now she's paid maybe $100 for a facial and $200 for products for esthetician is excited because she's made her quota to make her boss happy. And then the poor girls walking out with these products going. I was just in having a beautiful facial like how did I end up with all of this stuff? And then there's buyer's remorse then oh, that's crazy. And you are suggesting that there is a better way, aren't you?

11:37

Oh, yes. And just even, you know, for you as the esthetician, I bet you like Yes. Maybe your boss was you know, happy. But like I bet for many it felt out of alignment, doing it that way. Yeah. When you're having to do something that feels out of alignment, it creates resistance, and you're not going to want to do it again and again and again. And so I feel like yeah, you're pointing out that is that old school way. And for so many people, as you know, I focus on women. So I talk a lot about women, but this is can be true for men too. It feels out of alignment to do it that way. It feels unnatural. It feels too. Like transactional and like strategic and like manipulative, you know, even though that's not really the intention behind it, but it can feel that because it's not, it wasn't like a natural extension of a conversation that flew there. It was more like this is how we do it. Right.

Shannon O'Brien  12:37

And it's the end of the month. So I'm all of a sudden going to be a great salesperson, if last week of the month so I can hit my numbers. You know, God bless those, those girls that got you know, and guys that got facials at the end of the month when their esthetician was supposed to hit her quota. Because they got they got the harder core sales than you know, folks that were at the beginning of the month when the esthetician thought Oh, good. I don't have to worry about selling this this week. You know, it even even talking about it kind of makes me angsty, that makes be like, Oh, that feels yucky, you know, feels very clerk on lampoon feels very just like old school. This is not how we do things anymore. Yeah, you know, it isn't. So let's flip that script and talk about more heart centered selling, and really creating that alignment for you as an esthetician. And just this is the part where you're gonna really sing Julie, so really just share with them your thoughts on the brighter side, the lighter side of selling and it's not just retail.

13:46

Right? I think when it comes to well, just even saying heart centered selling is so interesting, because so much of like, the masculine old school style, let's say of selling is kind of from the head, right? It's like strategic, it's, it's logical, it's linear, it's, it's transactional, it's all of these things. But it doesn't really bring in like the feminine qualities, right, the feminine qualities of, of caring, of connecting of relating of understanding of using your intuition, these other things that are in all human beings, right, like, in a broader sense, you know, the business world was created by men for men, and it was really more of that, like, the emphasis is on these masculine qualities and the softer heart centered qualities weren't as valued. But it is really through bringing those qualities on board that you like that you become really good at sales because sales is really an integration of both the masculine and the feminine qualities and so, so much most successful people, successful people in sales know how to build those relationships. And when you're an esthetician, and you're in this intimate relationship and environment with your client, you're building such an incredible relationship with them, they have so much trust in you. And they already look at you as an authority as an expert in what you do. And so just by coming into that conversation from your heart and wanting to help this person, wanting to serve this person, with whatever maybe problem that they're having with their skin, or maybe a desired outcome that they want with their skin, this is your opportunity to help them with the knowledge that you have solved that problem, which is so amazing. And the hardest part about sales, is building the relationship. Okay, and esthetician already have that in place. So really, you've already done the heavy lifting the harder work. And now it's just about using your expertise and your knowledge and laying it out for someone how you know that the protocol that you that you know about is going to help them get exactly where they want? And so, I mean, you're kind of in a really good situation.

Shannon O'Brien  16:18

Yeah, we really are. And that's kind of our genetic makeup, so to speak, is to care for others. And so it comes natural, if we can care for others, and come from that place of sales. And maybe we need to take the word sales

16:37

out.

Shannon O'Brien  16:39

And, you know, and really replace it with relationships, right? So if you and I are having a glass of wine, and we're, you know, at a girls night, and you're asking me about you know Sugaring, I'm going to share with you as a friend, what you should do to you know, prepare, or, you know, like, I'm going to give you my wisdom, right. And if I'm having this relationship with you, that's soft and simple and friendly. And, and you're listening to me because I am a master at what I do that soft. Sell, I'm selling you actually while we're having glassline at a girls night, not even in my shop, there are sales, quote unquote, opportunities there, where if you replace it with relationship opportunities there, right, so it might not even be in the treatment room, it might just be out at an event. You know, I'm educating, you know, people in general, you're, you're at a women's night, you know, and you're talking about sugar, because inevitably, everyone asks about it at a party. So, you know, and really like taking that kind of vibe, and bringing it into the treatment room. And really like softening yourself and saying, hey, you know, client a, we'll call her Sally, you know, like, I'm going to, I'm going to share with you my wisdom, and it comes from that natural place, instead of thinking about the three products that I gotta sell in order to hit my quota. Right, like, you're just finding such great success, like, I would imagine sales like double compared to the other way, right? When you have that relationship, because it's softer.

18:27

100% And it's really like, in that, you know, like, if I'm, let's say in your chair, Shannon, and you're sharing my face, and we're talking about things and I already you know, I trust you I share so much intimate personal details of my life. And, and, you know, I start sharing with you like, yeah, I really want to improve, you know, this thing on my skin, you know, you're just asking me more questions like, Okay, tell me, you know, what the issue is when the issue happens and really like, digging in to that problem and really understanding what it's like for me and what the issues are. And then that allows you just to go Oh, yeah, okay, you know what, I have this one product that would really help you. And so if you listen to me and ask those questions and care so much to understand, and then you share something with me that can help like, I'm just like, okay, yes, it's like the most natural extension of that conversation. So really, it's, you know, like yes, sales to me, it's about like, caring it's about helping So, or relationships but even like, I like even simpler. It's just like you show up into the conversation and you show so much someone how much you care, you ask them good questions to understand deeper, not just assuming you know, and really build that relationship and let that person like voice what that is which can so much report on Yeah, like, then they feel seen and understood. And when someone feels seen and understood for their problems, like what you're going to show them there is just going to be naturally like, okay, sure, yeah. So and you can come from that place of feeling so aligned and good, because all you're doing is helping someone and you just know all this information, because this is your expertise and your career. And it's gonna totally help this person get what they want, which is awesome.

Shannon O'Brien  20:25

And what they didn't even realize they needed, you know, Yeah, cuz you've opened that door for them. And they trust you, which to be really honest audience. This is what it's about, like the socials are fun and dancing and reaching all these people to point it, you know, captions or whatever, on a tick tock. But at the end of the day, the true business builder is already laying on your table. Already, that person, if you come to that place with a relationship, they won't leave you the loyalty is insane. When you make a friend, they want to come to you because they feel safe with you. So you're, you're really actually boosting your business, because people know that you are the one to go to, for that wisdom, and they're going to tell they're like your baby influencers, right, they're gonna go and influence their friends to come get sugared. Because they had such a loving relationship with you, in such an easy time. They didn't feel sold, they didn't feel like, you know, they were, you know, so still that lemon, or that basket of products, you know, because they it was, it was a tough thing. It was, it was really a soft experience. And I often tell, you know, the girls in our sugar tribe, you know, hey, it's, it's really about the people that are already on your table, and how you can get them to a place of, of, of purchasing the things that you have, because, you know, we were talking about this, it's not just about that product. You know, it's, it's, you're selling yourself, which is so hard to do, because we don't usually like to talk about ourselves, right? You're selling your services and your skill, and you're selling those retail products. And if you could do those things, you're easily, easily going to see your sales increase. Why do you suppose people don't? I think I know the answer to this, but why do you suppose people especially women don't like

22:27

selling? I think it really comes down to what's been modeled what's been what's been downloaded about sales and thinking they need to be someone that they're not. Yeah. And so then all of a sudden, they lose that authenticity, and there's just like this visceral, like, they're not aligned with it, right. And so they don't want to do it, or, you know, and or, they really think that they need to, like, convince someone to do something that they don't want to do. So it's like a little bit of a subconscious belief that you have to kind of look for because like I said, it's sort of programmed in our cultures through, you know, advertising and movies, and, and maybe even you had an experience where someone sold to you, and it felt so icky. And you're like, I don't want to be that person. Right? So that is why I think a lot of women are like, oh, and because what's been modeled is that old school sort of hardcore style, and I just really want anyone but especially women to know that like, the most successful selling is always that softer, the building of relationships, the listening, the asking curious questions, and empathizing with your client and understanding really well. And once you understand, then you're in such a good position to share with them how anything that you have a service, a product, maybe even a connection can help them and, and, and when you do it in that way, you you, you build so much more trust with that person. And it's, you know, people don't buy based off their mind they, they buy based off how they feel, we buy off of emotion. That's just how we human beings work. And so all those emotional intelligence, those softer skills are, are what creates the trust, and the buying decisions. I don't know if you've ever heard this is really good TED Talk by Simon Sinek. And there's a lot of good things he says in here. But he talks about our two brains, the limbic brain, and the neocortex. And the neocortex is, evolutionarily speaking, our newer brain and it's where creativity and language and linear thought comes from, and then we have our limbic brain, which is our old primal brain, and that that brain is where trust is made where buying decisions are made behavior choices come from there, and it has no language. It's a feeling brain. And so really, it's through those softer skills and showing your sensitivity and your emotion and your care, that biggest impact. And so, like I said before esthetician, like already have that, like, therefore them, they've already built that. So it's more just like, you know, coming from that place of serving and helping them and sharing your expertise in a way that they in a way that they can see how their problem will be solved or their desired outcome will come. Yeah. So I have two

Shannon O'Brien  25:43

personalities that I'd love for you to address introverts and extroverts. It's pretty big topic when it comes to aesthetics. Because you have those like me, that have big personalities and are extroverts. And then you have the introvert who's probably really good at what she does. But she's just introverted. And so that holds her back a little bit. So what's your advice for introverts that want to sell more,

26:12

they do already kind of have that sweet heart sign about them. But they, they need a little they need a little push?

Shannon O'Brien  26:19

What's what's a little advice you can give the introverted esthetician?

26:23

Sure. So the truth of the matter is, even though like you know, the stereotype is that, you know, people that are good at sales are more extroverted is that sales is about having a conversation with someone, right? A caring, convert, caring and connecting conversation, helping someone get what they want. And what I know from I have many introverts in my life, and I would say I'm slightly more extroverted than introverted, but not hugely extroverted. introverts have incredible I know many introverts with incredible social skills with incredible emotional intelligence, right? Sure. And that's, that's what sales is. So for an introvert, to realize that it's not about them being more aggressive, or more extroverted, or being anything other than who they are. But just using those incredible emotional intelligence and social skills that they already have, in this format to to serve their climate client. That's it. It's really that simple. And they don't, I think the most important thing is to realize you don't need to be different than you are. It's, it's when you show up authentically, authentically as yourself, right? And you just help someone get what they want. That's the most successful sales.

Shannon O'Brien  27:41

Yeah, I would suggest as well for introverts because believe it or not, I come across as very extroverted. But I tend to err on the side of introverted, which is kind of probably shocking to some of you. Is that like, feeling like we just don't want to initiate that, like, they had a nice service. And I'm just gonna let them go, you know, just I don't want to bother anybody kind of thing you know, and, and I think that, you know, if introverts can wrap their hearts and their minds around the fact that this is just business, this isn't them personally. And I think by nature, they will come across more heart centered, because they just tend to be a little bit more reserved and not in your face, right. So that part is checked the box on that part, right? Like, they don't have to chillax their tone, usually, because they're usually pretty chill. But I think for introverts is to remind them that this is really something that is a service for your clients, right? This isn't, oh, I should speak up now. Because I have to sell something. This is, you know, I should probably speak up because I know what they actually need. And I should say something. So I find that my introvert students kind of keep everything inside, even though they know that this client needs these two products because they really genuinely do like an ingrown hair serum or something that's going to help the hydration of their skin. Introverts, I implore you say something, it will come from a good place if it's not forced. And it will come from a good place when you realize that you have so much knowledge of here that needs to be shared.

29:30

Right? One thing I would hit might also help anyone but especially an introvert is, you know, if you if you think of something that you know, like an ingrown hair serum, serum that would really help this person. You can just like tell a story about how it helped you or another client and just say like, Hey, you know what, I want to tell you the story about this and share a story. And that is it. In and of itself, a way of selling storytelling is what our brains understand. And it allows us to see ourselves in the story, which is connection, which is what sells anything, and then it doesn't feel so maybe direct, or, you know, salesy, you know, and it's just telling a story of how that product either helped you or help someone else. And this may be the thing this person needs so much, and they're scared to ask you about it. Yeah, some people are embarrassed, they have ingrown hairs. Like it's like not a human thing, but it is obviously a human thing. So. So there's, there's different ways you can go about it, too. And storytelling is, I think, one of the easiest and fun. I love that.

Shannon O'Brien  30:44

I love that. We're using testimonials now. So people can understand what someone else's experience was and how it helped. Because I think we want to be like someone who solved their problems, you know, oh, you heading arounds and now you don't I want to be like that. Instead of you must find this, you know, then the extrovert. So I am predominantly extroverted. And it is not difficult for me to sell. However, I will suggest and I'm doing a lot of self reflection this year, I would suggest that it's possible that when you're extroverted, you miss some of the cues, and you miss if you don't just take it down just a little notch and remind yourself to pay attention and listen. If you are extroverted selling and even if you're telling a story, and you're a lot, people need time to process something new. And so I would suggest that extroverts kind of come to the middle a little bit and say, okay, you know, you need to listen to your client and hear especially those clients. And we were talking about earlier, those clients that you know, you just know, you've known for 10 years, they come in every five weeks they get sugared, you know, you know them. And next thing you know, you've sent them out the door and you knew they hadn't groans Why didn't you give them a serum? Oh, because we were talking because I'm so extroverted. But I think to be mindful of the fact that every one that is in your chair needs you for that time. And they need you to tone it down a little Shan. And listen to them.

32:28

Yeah, yeah, 100%, I think listening is is one of the biggest gifts you can give anyone, because everyone is sort of strapped in and on their phones, and there's so much technology and just to give someone your full attention and your presence, and it's not just, you know, focused on you and ask you, you know, curious questions, and then listen, is amazing, because, again, it's when people feel like heard and understood those softer skills that then you know, whatever, you know, they're gonna be like, okay, yes, you get me I want that thing. It'll help. You know, also, if you just, let's say you're extroverted, and you don't mind selling, and you talk all the time, you might have a client that really needs that in room, Sam, and you tell them about it, but you sort of, don't ask them too many questions, and you just sort of do your spiel, and you're like, do you want it? And they're like, no, because maybe there is like this nuance to their situation, that they're not sure if it's going to work. And you haven't actually, like had a back and forth and listen to what the problem is, or the situation is and so they don't fully feel understood by you. So now that leaves the question, why don't know if this is going to work for me, because we didn't talk about that. So it's yeah, it's just really listening and asking a few questions. And putting the focus on them, I think is a is a wonderful practice for an extrovert.

Shannon O'Brien  34:00

Yeah, for sure. Okay, so I put you to challenge and said, you know, okay, what is a tangible thing that estheticians can practice to help with this, obviously, using stories using testimonials, listening, all of those things, right? And I asked for you, you and I kind of put together this, this kind of worksheet, so to speak, this plan sheet, you have it for your corporate sales folks. And I said, How can we tweak it a little bit so that it's perfect for estheticians. And so we've created you've created a class inside of mini class inside of the advanced knowledge library. And we're going to be talking about this inside the live coaching session. You'll be with us inside the sugar tribe. So Julie is going to be talking about this more in depth. But let's touch on the pre appointment. plan sheet. And the idea of having a plan for each day with the clients that are on your list for the next day, let's let's touch on that a little bit. We'll tease them with it. And then they have to learn inside of the sugar tribe in the app. So what do you think about this as it relates to something tangible for our girls to do?

35:23

Yeah, this is amazing, a pre appointment plan sheet, it is amazing, for two reasons. One, it gives you a moment to reflect on the people that are coming in, right, this is going to tell your brain just even start paying a little bit more attention to them when they come in. And you can even maybe jot some notes in your memory, right of, of, you know, something they've told you or someone in their family, whatever. But it starts to allow you to feel prepped and get your mind ready for this interaction. So that you don't, you know, just like the day gets going, and you know, you're just going from client to client to client. And the second thing is, is when you have this pre work done, when you go in the moment to be with the client, right, all those things that you already thought about will come to you. But it really just relaxes your nervous system and allows you to show up from that place of helping them serving them and be focused on them. And so it is one of the greatest tools. And I can almost guarantee that whoever comes to this to this class, and then implements this worksheet is going to start doubling their sales, for sure. For sure. And so it is, it is a tool that we'll talk about more in that class, that will be so worth the investment the day before that, and we'll just actually just make those days that you've planned and those conversations so much smoother, that you'll love it.

Shannon O'Brien  36:57

Yeah, yeah, I think if we're aware of who's walking in the door, and where the opportunities are, so that we don't miss those opportunities is huge in any kind of business, whether it's aesthetics or not on any kind of business, if you miss the opportunities, and you leave money out on the table, and you leave opportunity on the table, you're instantly giving yourself a raise, and tada, benefit, your clients will benefit from it too, which just comes full circle, because they'll want to come back to you because you're the one that has the wisdom and the knowledge and didn't make them feel yucky. So that's really the goal, right? Is is that is the whole package of, of selling them something they need, helping them to feel amazing, so that they'll come back and need you and those things more, right. It's this. It's this beautiful flow, I think that will do. I mean, they can only increase your sales, right?

37:53

Yeah. And, you know, I'm just for this sheet. Yeah, it's gonna be such a useful practice to go through before to because you can also it'll, it'll force your memory to, to remember the last time that you work with them. And maybe there was something you forgot to mention. Or maybe there was something you were like later, oh, my gosh, I should have brought out this product. And so you can even put notes there to do that. So that you have that already in laid out and you didn't have to think on the spot.

Shannon O'Brien  38:21

I love it. Thank you for putting that together for us. Because it really is. It really is a tool that's going to help estheticians especially sugar pros who are my favorite kind, really see some great results because we talk about you know, q1 numbers, q2 numbers, you know, 2023, we're going to be strong. And to be strong yet and mindful of that journey for the client and for you, you will really see a difference in your q1 or q2, q3, all your numbers, he things like you'll be a little bit surprised at how easy just coming from your heart and being prepared is going to help you with all of your success in life. Right. Yeah, yeah. Julie, thank you so much for being on The Sugar Show. I am looking forward to doing that class with you on the 12th of December inside the sugar tribe. We'll be obviously broadcasting that more and just really having you help and talk to the audience a little bit about what it is that you can provide kind of from here on out if they want to work with you a little bit more. So they've done their, you know, their pre appointment plan sheet. they've listened to the podcast, they've come to our mini class and our sugar tribe coaching. What is working like working with you look like if someone wanted to work with you, you know, kind of throughout next year?

39:48

Yeah, thanks for asking that. So I have two ways that I work with my clients and most of my clients are business owners and entrepreneurs. A lot of them do online stuff not in person but um And so I have two, two offerings, I have one it's called the feminine selling Academy. And it's it's basically, the fundamentals of heart centered sales and how to have take all that we've said here, and really practice the skills in conversation with your clients. So there's that. And that is a six week program. And it is a group program with other women, but it's really small, like six or eight intimate and you have a lot of one on one time with me. And then the second way is just one to one where I will, I will, we will figure out exactly what you were trying to accomplish in your business, and I will help you get there. So it's more of one on one coaching.

Shannon O'Brien  40:41

I love it. Thank you so much for doing this for all of us. And thank you audience for spending time with us just loving on each other and loving on you. And you know, the goal is to really just have that heart centered business truly not in name, but in practice. So I hope you enjoyed this episode with Julie she is just yeah, she's just exudes love and and compassion. And she's just so genuine and I and I hope that you experienced this from this episode. I'm really thrilled to because we I always talk about focus on your balls, focus on your sugar balls that is and focus on your client. And it really is about the technique of putting sugar to the skin. But it is also the technique of listening and really focusing on your client. So I am honored that she is going to teach a class for our sugar tribe on what we were talking about is the pre appointment plan sheet I was have to look down at my notes to make sure that I have that word those words right the pre appointment plan sheet. And we are going to go over that with all of you inside the sugar tribe. Again, it's inside the free app, where we're going to dive into how to prepare for each day because proper planning leads to an increase in client experience and an increase in their in sales. So make sure you jump on the free app and join us for this course and also the live coaching that we are inviting Julie to on December 12. And if you missed that you can watch the replay and you can jump inside the advanced knowledge library because we will have that mini class for you. So it is all about using your heart into this next year to make sure that your sales are super, super sweet. Thanks for joining us!