How to stop selling transactions and start selling transformations with Finka Jerkovic

Today’s episode of the podcast is an interview with Finka Jerkovic, a Sales Coach and Expert who helps people to sell in their business, in a way that doesn’t compromise their purpose, people or profit. Tune in to hear us talk about coming from love when you're selling and doing things that align with our values, and the energy in which we come from. This episode is practical in terms of marketing strategies, but also touches on the woo, in terms of thinking about the energy that we bring when we sell.   KEY TAKEAWAYS COVERED IN THE PODCAST   ●     Why aligning what you love to do with what is most valuable to your client is the key to growing your business (not fear-based tactics!) ●     The difference between selling from love and selling from fear ●     Why we shouldn’t resist the experience of fear ●     Why you need to stop buying into the stories that we make up in our head about selling ●     Why we need to view putting an offer out as an act of love   THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE   Feel the fear of selling and do it anyway! But be kind and compassionate to yourself in the process.   HIGHLIGHTS YOU SIMPLY CAN'T MISS   ●     Why love is the only antidote to the fear that is holding you back in your business ●     How to sell with confidence, attract clients magnetically and build a business you love ●     The three pillars to selling from love   LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE   Sell From Love podcast Sell From Love website Sell From Love quiz Finka’s LinkedIn Finka’s Instagram   TRANSCRIPT   Hello and welcome to this week's episode of the podcast. As I mentioned last week, I am still in Nashville. I'm recording this at the same time as I recorded last week's and we're having another interview because of the fact of, well, one, I forgot to and didn't forget, I ran out of podcast episodes and I had to do some recording over here. And because I don't have my normal setup and things, I didn't really want to do a solo. Because it requires me recording more and thinking more. And for some reason my brain isn't working today. So I'm doing some interviews, but these are great interviews. And you know what's funny? Because I pre-record the interview so far ahead, I literally have to go back and re-watch them to remind myself what we're talking about. And. Finka's episode today, the lovely Finka who's being interviewed. We talk about coming from love when you're selling, thinking about service, when you're selling and doing things that align with our values and the energy in which we come from. So it's quite practical in terms of, you know, marketing strategies, but also it's a little bit woo woo in terms of like thinking about the energy that we bring when we sell. And I recorded this at the point The Club was just per open permanently, and obviously now The Club has been open permanently for quite some time, and it's really interesting to hear some of those conversations and actually how some of those conversations have impacted me going forward on what I've done. So if you are concerned about feeling and looking a little bit sleazy, salesy type thing, or you want sell from love and sell from service, but sometimes that doesn't give people the motivation to actually buy from you. Then this episode is gonna be perfect. So I will hand you over to the lovely Finka and I will speak to you soon. Okay. I am really excited today to welcome to the podcast Finka Jerkovic. Finka how are you doing? Finka: I'm doing wonderful, Teresa, thank you for having me. Teresa: Oh, my pleasure, my pleasure. We've just been having a really nice chat before we got on about all sorts of things. Mainly the weather, cuz I'm British and that's what we talk about. Finka: And I'm Canadian and that's what we talk about. Teresa: So we're very well suited. Very well suited. Finka before we get started, we always start the same way. Could you please tell my audience what you do and how you got to do that? Finka: Ah, I am a sales coach and expert, so I talk to people about how to sell, how to get their work out there, how to get clients, and how to grow their business through this skill of selling. Something that we weren't taught to do but are expected to do and know how to do for our businesses shows a super, super important thing that we know how to do. Feel authentic in doing it, and that for those of us that it has felt awkward or uncomfortable, how do you get at ease with doing it? So hopefully we'll talk a little bit about that. How did I get to doing this wonderful work? I've been, I spent most of my career in corporate financial services, and I was either a salesperson, a sales leader, worked sales strategy, and then eventually became a sales coach. All of that done through two and a half decades in banking. And when I started my business back in 2013 as a part-time gig, and then in 2015 kind of said, Okay, let's put my big girl panties on. Let's do this thing. Teresa: I love it. Finka: You know, it was so funny because this thing that I had done all my life so naturally and so easily, I completely forgot how to do when I started my own business. And I had a theory about it, and I think I know two things. I have two theories. Number one, is it okay if I just jump in like this? Teresa: Cool. You carry on. Yeah, yeah, yeah. Finka: Good. So theory number one is whenever we start something new, we get amnesia. We forget that we already have skills and expertise and transferable skills. We all of a sudden, like they seem so unrelated, like, I've done all this stuff in the bank and then all of a sudden I'm starting my business. Apparently I can't do anything. Like I, I don't even have to tie my shoes. Like that's how bad it got, right? The other thing that had happened is that there is something uniquely different when you're selling a product that someone else made versus something that I made. Teresa: Ugh, completely. And obviously my background is marketing. I'd marketed every type of business you could imagine from the most wonderful to the most ridiculous. And I know marketing, I can market myself. Yeah, no, no I couldn't no. Cause like you said, it's not when you're doing it for someone else. It's not you. It's not, you're not going out. They're going, I'm pretty amazing actually. You're saying something about a product or someone else and it's easy to say. So I'm guessing like, did you fall into sales back in the corporate job or is it something that naturally you are very good at. You liked? Cuz that when you think salespeople, you think a certain type of character and I'm not getting that vibe from you. Finka: So when I ended up in sales, I ended up, because I love to help people. I love solving problems. I loved helping people get what they want. And that's what's, I get goosebumps right now in my whole body's just kind of vibrating. That's what selling's about. And somewhere in our history, So, so I did my research, so the word sell. Prior to the 11th century. So it was sell on, which meant to give. Somewhere around that 11th century is shifted. And it shifted to get something for the thing that you give. And so there was this transference of how this word initially was meant to be. That's why we feel like we can, we wanna serve, we wanna help, we wanna help people get what they want. That's the source of the word selling. And later in years, you know, it shifted to me like, there's this exchange of goods and services. I give you this, you give me that, I get you this, you get me that. And so, that shifted in the after the 11th century. Hence why now we have these two very different experiences in selling. I wanna help people, Oh, but then I gotta do this thing called selling. I don't wanna do that thing cause that feels icky and uncomfortable. But that's not what we're doing. We're actually just go out there, be yourself, show up. Genuinely wanna help people. Try to help them get what they more, more of what they want and the more we can forget about ourself in that sale. I'm gonna preface in quotations. The better we're gonna be at it. And now it was the problem...