Kendrick Shope is a highly sought after sales coach (and a lot of fun). She’s appeared on the Steve Harvey Show, has a book in the works, and also a pilot for a TV show. She’s super hard working and dedicated to what she does, and all in all, just a joy to speak to!
Kendrick is also a guest expert in my Coaching Mastery Certification program. She was kind enough to share her personal behind-the-scenes view of what it’s really like to be a sales coach. This special interview will be in the elective section of Coaching Mastery Certification.
Looking to build a diverse toolkit, feel confident when working with clients, and learn from the best in the industry? Then my new program Coaching Mastery Certification is for you! Check it out at www.jessicanazarali.com/coachingmastery.
Kendrick became an entrepreneur through a little bit of luck, a little bit of trust, and a huge gamble. After graduating from university, she was the top-selling pharmaceutical sales rep at three Fortune 500 companies!
One night when she was rocking her daughter to sleep, it hit her that the mantras she was telling her daughter were a load of crap – because she wasn’t living them herself. She went on a mission to find out what she wanted to do with her life, quit her job, and hired an executive coach. After failing as a life coach, a friend pointed out that she was born to sell and that started her on another mission to work out how she could turn this into a new career. In 2012, she became a sales coach.
Kendrick coached 100 people for free to get started, then created a bite-sized program for $197, which was super popular, and her clients were achieving success. She then realised that she needed to develop a more in-depth (and higher priced) program to survive, and developed a fail-proof process for client success.
Kendrick believes selling isn’t rocket science. Women don’t sell like men, and one of the problems is that leading “experts” in sales are all men which doesn’t resonate with women. You have to find a way to reframe our belief to “selling is helping.”
Here’s a sneak peek into some of Kendrick’s unique tips we discuss in this episode:
“One of the best things I’ve ever done is start a blog.”
“It took four years to get noticed by the right people.”
“The key to get noticed is to be visible.”
“If they don’t know you, they won’t buy from you.”
“50 – 80% of sales happen at follow-up.”
“Even if you’re a housewife, you need to know how to sell.”
Tune into this episode now, and you’ll hear about:
- How you need to let your personality shine to attract clients
- Being original can grab the attention of the right people, such as the media
- The importance of being visible to build trust and having people buy from you
- You need to stop seeing sales as icky or slimy and reframe your belief to “selling is helping”
- Why you must follow up with potential sales
- You need to believe in yourself and your product, or you won’t succeed
Thanks so much for listening :-)