Kristina Jensen: The 3 Sales Mistakes Costing You Clients (and What to Do Instead)
If sales calls make you sweat, this episode is your game-changer. Kristina Jensen is a seasoned enrollment strategist who has generated millions in revenue for coaches and course creators. She joins Michael Whitehouse to break down the three biggest mistakes entrepreneurs make that cost them clients—and shares the powerful questions you should be asking instead. Learn how to lead enrollment calls with clarity, confidence, and connection so your next “sales” call feels more like service.
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Transcript
Welcome once again to the guy who knows a Guy podcast.
Speaker:I'm your host as always, Michael Whitehouse, the guy who knows
Speaker:a guy, and this is part of our Pot Appalooza special series.
Speaker:Our next guest here in the auditorium is Christina Jensen, and she's gonna be
Speaker:talking about, and this is gonna be a fun topic, the three biggest mistakes
Speaker:entrepreneurs make that Cost themselves.
Speaker:Who doesn't like to hear about other people's mistakes and have learned
Speaker:from them so we can stop making them.
Speaker:So Kris, that's welcome to the show.
Speaker:Thanks.
Speaker:It's so good to be here.
Speaker:'cause it's true.
Speaker:Everybody has a guy, right?
Speaker:Mm-hmm.
Speaker:Yep.
Speaker:I
Speaker:live in a small town and, and there's a guy for everything.
Speaker:Yep.
Speaker:It is true.
Speaker:I got a guy.
Speaker:It's true.
Speaker:That's the whole, the whole idea there.
Speaker:But, so I'd love to hear about these, uh, you know, tell me a little bit
Speaker:about, about yourself and then let's talk about these, these mistakes.
Speaker:'cause.
Speaker:Mistakes are the best teacher and other people's mistakes are the most
Speaker:affordable mistakes to be taught by
Speaker:most affordable and and the most fun, right?
Speaker:Yeah.
Speaker:Yeah.
Speaker:My mistakes aren't
Speaker:fun.
Speaker:Their mistakes are
Speaker:fun.
Speaker:Their mistakes are fun.
Speaker:Exactly.
Speaker:So I started out as a faith coach, um, 'cause I've been a pastor for 18 years
Speaker:and my coaches started noticing that I was enrolling quite a few people, so they.
Speaker:They tapped me for their events and I started doing coaching zones
Speaker:and fast forward, uh, millions of dollars of revenue for coaches
Speaker:across like 15 different niches.
Speaker:I've learned a thing or two about sales, and so I'm here to, to guide
Speaker:entrepreneurs, coaches, course creators in how to make sales work
Speaker:for you, but leading with love.
Speaker:Instead of fear, right?
Speaker:Mm-hmm.
Speaker:How do you, how do you really make authentic connections and
Speaker:lead relationship first so that the sale is actually a byproduct?
Speaker:So, so, Michael, I've, I've learned these mistakes because
Speaker:I've personally made them,
Speaker:Ooh,
Speaker:those are the best.
Speaker:Right?
Speaker:I've personally made them so, so the first mistake is, I think
Speaker:the biggest is you make it, you make the conversation about you.
Speaker:Ooh, okay.
Speaker:Yep.
Speaker:Instead of the person, and we do this in all sorts of unintentional ways.
Speaker:Usually it's trying to relate to the other person, right?
Speaker:So how many times in general conversation think of this too, have you wanted to
Speaker:make the other person feel comfortable?
Speaker:Right.
Speaker:It usually comes from the good part of who we are and shared a story so
Speaker:that you can let the other person know that you understand from.
Speaker:Which from the place they're coming from, something better
Speaker:to do is ask another question.
Speaker:Mm-hmm.
Speaker:Right?
Speaker:So instead of saying, oh, I can relate, and then going off on a rocket about
Speaker:yourself, ask them another question.
Speaker:Lead with curiosity rather than stories about yourself.
Speaker:Yeah, that's, that's a powerful one.
Speaker:And yeah, when people.
Speaker:That's one of the things I've, I've learned doing sales is, yeah, people
Speaker:love talking about themselves.
Speaker:They love, they do talking when given the chance, and the more they're
Speaker:talking, the less you are, the more they think they can trust you
Speaker:and the more they think, you know.
Speaker:Yeah.
Speaker:Because it's about creating a container of safety.
Speaker:Mm-hmm.
Speaker:That's how you create trust and rapport.
Speaker:So the way you create rapport is actually creating a space where you ask
Speaker:really, really, really good questions.
Speaker:That's how you create rapport.
Speaker:It's not in shooting this, you know, it's not in, um, it's
Speaker:not in creating small talk.
Speaker:Yep.
Speaker:It's creating deep sense of trust.
Speaker:Belonging with the person.
Speaker:So
Speaker:asking questions, not telling stories.
Speaker:Yeah, asking questions.
Speaker:Yeah.
Speaker:And, and if the person just starts to go off.
Speaker:The best way, Michael, to bring them back, I found is to say their
Speaker:name at least like three times.
Speaker:Like Michael.
Speaker:Michael, Michael.
Speaker:Got it.
Speaker:Got it.
Speaker:What you said is so important.
Speaker:I wanna bring us back to the original reason that we're meeting.
Speaker:The purpose of the congregate, uh, the congregation purpose
Speaker:of the conversation is right.
Speaker:And then, and then state why you're on the phone together.
Speaker:Hmm.
Speaker:And then go forward.
Speaker:I like that.
Speaker:Works like a charm.
Speaker:All right.
Speaker:For any conversation, if you're at the mall and the person in front of you,
Speaker:well, you're not gonna know their name right, but, but just to, to really
Speaker:reframe any conversation, to get control of the conversation, so then you can.
Speaker:Go from there with Grace.
Speaker:Just say their name a few times.
Speaker:I like it.
Speaker:So what's the next mistake?
Speaker:The next mistake that people make is not knowing what problem
Speaker:really needs to be solved.
Speaker:Say more about that.
Speaker:So there's, there's three questions that really need to be asked on
Speaker:any sales call that, that should form the crux of any conversation.
Speaker:And, and the, the first question is the most important, right?
Speaker:When you get into the meat of the con con conversation, I keep wanting
Speaker:to say congregation, I guess it's because I'm also pastor, right?
Speaker:So after you have a little bit of, you know, like where are you zooming
Speaker:in from and then establishing the.
Speaker:The boundaries and the the expectations for the call.
Speaker:Then you go into the meat of the call.
Speaker:First question should be a question that asks something like, so you
Speaker:know, if I could give you any win on this call, what would it be?
Speaker:Or, you know, tell me your greatest challenge when it comes
Speaker:to losing weight or when it comes to getting leads in your business.
Speaker:You know, something that helps to reveal what their need is.
Speaker:In the given niche that you serve.
Speaker:So with this, you need to understand what they need and why.
Speaker:And there's a nuance here, Michael.
Speaker:It's what do they think they need?
Speaker:Mm-hmm.
Speaker:And what do they really need?
Speaker:Right?
Speaker:What do they think they need?
Speaker:What do they really needed?
Speaker:Y and then furthermore, do they know the difference and do they know that?
Speaker:When you send can see that you're not going to immediately blurt it
Speaker:out, well, you really need this.
Speaker:That's, that's rude.
Speaker:Yeah.
Speaker:Right.
Speaker:You're just gonna make a note of it and when you can.
Speaker:If you can help them to see what they really need and give them an insight
Speaker:around that, that is transformational.
Speaker:That's transformational, but do you need to answer that question?
Speaker:Do you need them to answer that question?
Speaker:Because you need to know the problem to be able to, to see
Speaker:ethically, are you the solution?
Speaker:Can you solve the true problem that they have?
Speaker:Mm-hmm.
Speaker:Right?
Speaker:Ethically, and once you answer that question, then you can go on
Speaker:to the next question, which is.
Speaker:What do they really want?
Speaker:What do they feel they don't have be in their life because they
Speaker:can't solve X problem, right?
Speaker:So for example, if somebody was, is having a, if somebody wants to lose
Speaker:weight, why do they wanna lose weight?
Speaker:Is it because they want to climb out Kilimanjaro?
Speaker:Is it because they wanna play with their grandkids?
Speaker:'cause they really desire connection.
Speaker:Like what do they want in their life and why?
Speaker:And then the third question that comes out of that is, what do they, what
Speaker:do they feel is getting in their way?
Speaker:And,
Speaker:but if you, if you are solving the wrong problem in the call, you're
Speaker:not gonna get the sale because it's not going to be relevant.
Speaker:Mm-hmm.
Speaker:And the three things you really need in order to make a sale are
Speaker:one, you need to be relevant.
Speaker:Two, you need to be clear.
Speaker:You need, you need clarity, and three, you need to connect.
Speaker:But if you're doing all those things in the wrong area,
Speaker:mm-hmm
Speaker:you're gonna waste your time and theirs.
Speaker:So we need to be clear on what the problem is,
Speaker:what the problem is,
Speaker:what solving the problem will do for them.
Speaker:Yes.
Speaker:And then why they can't solve the problem,
Speaker:why they can't solve the problem.
Speaker:And usually with that question, Michael, I like to ask, not simply
Speaker:it's is, is it time and money getting in your way, but really how
Speaker:are you getting in your own way?
Speaker:Mm-hmm.
Speaker:Right?
Speaker:Because when you can give people clarity around that,
Speaker:again, that's transformational.
Speaker:Yeah.
Speaker:And the purpose of the enrollment call as I see it, or the sales call,
Speaker:whatever you wanna call it, is.
Speaker:Getting people to say yes to themselves.
Speaker:Getting people to say yes to what they want in their life, and
Speaker:taking a step further to that.
Speaker:And when they say yes to that and can see what's blocking them and can
Speaker:commit to saying, yeah, you know, I'm willing to work through that.
Speaker:The, the, the vehicle that you provide, um, as your service or program as, as
Speaker:the vehicle that will give them what they want is the next logical step.
Speaker:So the sale is actually a byproduct of the transformation and the trust that
Speaker:you're creating with the person on the call, because these conversations
Speaker:can be life changing, but as long as you put the relationship first, right?
Speaker:As long as you get out of the way and you ask the right question.
Speaker:So that brings us to the third mistake, right?
Speaker:Yes.
Speaker:Yeah.
Speaker:Actually before you that I just wanted to comment on these questions.
Speaker:Oh yeah, sure.
Speaker:Um, I, well, what I like about the structure, because one of the challenges,
Speaker:yeah, you don't wanna have a coaching call instead of a no sales call uhhuh.
Speaker:Um, but here really what you're helping them do is Yeah.
Speaker:Get their questions right.
Speaker:You're not having good answers.
Speaker:Totally.
Speaker:That happens in the program.
Speaker:Yeah.
Speaker:But you know, they, they say, you know what, what do you want?
Speaker:Well, I wanna lose weight.
Speaker:Uh, well, what would that do for you?
Speaker:Well.
Speaker:I really wanna be able to play with my grandkids.
Speaker:Okay.
Speaker:So is it weight or is it healthier and have more energy?
Speaker:Oh, I guess I really wanna have more energy.
Speaker:Yeah.
Speaker:Okay.
Speaker:And if you had more energy, what would that do?
Speaker:Well, I could play with my grandkids and also I could finally start
Speaker:hiking and then I wouldn't, I would not sleep 10 hours a night.
Speaker:Um, and, you know, well, what, what's stopping you from doing that now?
Speaker:Mm-hmm.
Speaker:And they're like, well, I, I don't know.
Speaker:I had this diet and I couldn't stick to it, and I hadn't,
Speaker:but that's not really it.
Speaker:Now I think about it, it's really, and.
Speaker:And so you haven't actually given them any answers, but all three questions
Speaker:have been replaced with new questions, and now you're like, okay, so the the
Speaker:real question is that you know, you want more energy so you can be more active and
Speaker:you really don't have a strategy at all.
Speaker:You just have some things you've seen on Facebook.
Speaker:Bingo.
Speaker:Exactly.
Speaker:Oh, wow.
Speaker:Yeah.
Speaker:That is my problem.
Speaker:Yes.
Speaker:Can you
Speaker:help?
Speaker:Yes.
Speaker:Yeah.
Speaker:You wanna help with that.
Speaker:Exactly.
Speaker:You're giving them
Speaker:clarity.
Speaker:Yep.
Speaker:You're giving them clarity.
Speaker:That's it.
Speaker:So really, it, it is a coaching conversation and what you're doing
Speaker:is you're giving them incredible clarity, but the clarity that you
Speaker:give them gives them confidence.
Speaker:Mm-hmm.
Speaker:That now they can really see what's been going on, that it's solvable.
Speaker:Yep.
Speaker:And they have clarity on the problem, and then the solution come later.
Speaker:Yes.
Speaker:But even if they, even if they don't buy clarity on the problem mm-hmm.
Speaker:Still change their life.
Speaker:Exactly.
Speaker:So.
Speaker:Exactly.
Speaker:So it's a great
Speaker:value.
Speaker:Yeah.
Speaker:So, and, and if I, if I may give a tip, the, there's a a amazing way that
Speaker:you can bridge Nigel from, from the, those questions to your offer, which
Speaker:is really repeating back to them.
Speaker:So, so I wanna make sure, um, that I, that I've heard everything correctly.
Speaker:So, so you're really struggling with X, Y, Z. What you really want, you know, is,
Speaker:is A, B, C. And you've been really stuck because you know, 1, 2, 3, is that right?
Speaker:Make sure you've got it right.
Speaker:Mm-hmm.
Speaker:And then, and, and, and they'll tell you if you don't.
Speaker:That's, that's the part where you get to tweak, you get to, you
Speaker:get to get it your story, right?
Speaker:And they're helping you with that.
Speaker:And then when you've got that right turn their.
Speaker:Turn their statement into a question.
Speaker:So, are you ready to go from being frustrated and tired to having
Speaker:more connection than you've ever experienced with your grandchildren?
Speaker:And then when they say yes, right, because you're, you're getting,
Speaker:you're, you're getting crystal clear about the pain and the goal.
Speaker:Hmm.
Speaker:Okay.
Speaker:You're distilling it into a crystal clear question for them
Speaker:after you, after you're sure that you've got what they want.
Speaker:So it's, it's very clear what they want and they say yes.
Speaker:Then you say, I know I can help you, because the two questions
Speaker:that people are really asking is, is, one, can they help me?
Speaker:And two, can I trust them?
Speaker:Mm-hmm.
Speaker:And if you've listened well and asked the right questions, you're demonstrating
Speaker:that you're with them in this, that they, that they can't trust you because people
Speaker:usually don't take the time to set aside their agenda to really hear somebody out.
Speaker:Yeah.
Speaker:And when you tell your program or service, you relate every single
Speaker:point and feature to the pain and to the goal, to to, to what they want.
Speaker:You take every single point and you say, you know, the first thing
Speaker:we're gonna do is this, which will help you with X, Y, Z, so that you
Speaker:experience the blank, blank, blank.
Speaker:You know, that, that we talked about you, you bring it back.
Speaker:Right?
Speaker:You bring it back.
Speaker:So, so the conversation again is about them.
Speaker:Yeah.
Speaker:That's really powerful.
Speaker:Yeah.
Speaker:So, uh, what, what's this third mistake then?
Speaker:Okay.
Speaker:Third mistake.
Speaker:It's kind of like the first one and the second in that, just like you need to
Speaker:be solving the right problem when you are wanting to handle the objection or
Speaker:respond to somebody says the money's the issue, you don't jump on it first thing.
Speaker:Mm-hmm.
Speaker:Because the biggest mistake here is that you're, you need to make sure.
Speaker:That you're actually handling, responding to the right objection.
Speaker:Mm-hmm.
Speaker:Okay.
Speaker:Because usually what I'll just say, what happens in my brain
Speaker:when somebody says, oh, I just, I don't have the money for that.
Speaker:I immediately say a liar.
Speaker:Right?
Speaker:It's just an automatic response that I learned to say, because what
Speaker:I know to be sure to be true is that when people hear the price.
Speaker:An automatic reflex goes, I can't do it people, it's a reflex.
Speaker:Mm-hmm.
Speaker:It's a reflex.
Speaker:Like, you know when the doctor, you know, taps on your, on your, on a part of
Speaker:your leg and your like, just swings up.
Speaker:Right.
Speaker:So what we have to do is, is walk them back from something I call red brain to
Speaker:green brain, red brain that says, that's just turn the red light has gone on.
Speaker:And they say, mm-hmm.
Speaker:No way.
Speaker:You have to walk them through possibility through yellow, yellow light of, of
Speaker:working through to red light, which says, okay, this, this could work.
Speaker:So the way you do that is that when somebody says money or time,
Speaker:or I have to think about it, or I might, could do, you know, I can't
Speaker:do it because X, y, Z is happening.
Speaker:Or spouse.
Speaker:Those are the five major groups of objections.
Speaker:Mm-hmm.
Speaker:You ask them twice in a different way.
Speaker:The first way you might say something like, if it was money, for example.
Speaker:Um, so sounds like money is, is, is a big deal.
Speaker:So if it weren't for the money, would you be all in or would you, would
Speaker:there be something to cause you to hesitate and you watch Michael, not
Speaker:only for, um, for what they're saying, but for their physiological reaction.
Speaker:You're watching for their hesitation and you're listening for their words.
Speaker:And if you watch and see that there's something that is hesitation in
Speaker:their response, physical or verbal, you stop and say, seems like there's
Speaker:something causing you to hesitate.
Speaker:What is that?
Speaker:Mm-hmm.
Speaker:You know, tell me about that.
Speaker:Just tell me about that, or tell me more about, that is a great phrase.
Speaker:If they say no, it's just the money, and they're, and they're
Speaker:pretty strong in it, ask it again.
Speaker:So you're a hundred percent in, it's just the money.
Speaker:So it's just a matter of moving money around.
Speaker:Is that right?
Speaker:And they're like, no, it's, it's, it's really the moneys.
Speaker:So then you can zero in on that one objection, or it's just the time.
Speaker:Mm-hmm.
Speaker:So the way that you wanna do that, then.
Speaker:Is is there's a short process of first ask one, pump 'em for more information.
Speaker:Tell me more about that.
Speaker:Two ask, is this the right program for you?
Speaker:And have them sell you on the specifics of why.
Speaker:Three, tell them why you made the issue of the invitation of, of
Speaker:how you know you can help them.
Speaker:Um, saying the great benefit you see to them.
Speaker:Then two pain points and reminding them of their deep why.
Speaker:And four, invite them to brainstorm and say so.
Speaker:So it would look like something like this, the brainstorm piece.
Speaker:So, so Michael, um, you know, I'm not sure if it would be possible now for
Speaker:you to start or not, but I wonder would you be open to brainstorming if there
Speaker:would be any way that we could start to, you know, now or down the road?
Speaker:Um.
Speaker:By looking, you know, and just having an honest and open conversation about money
Speaker:and looking and seeing if there was a way that we could put our heads together and
Speaker:that you started, would you be open to,
Speaker:and then that's how you can move somebody into conversation.
Speaker:Mm-hmm.
Speaker:That can lead to the possibility, and you can use that for any objection.
Speaker:And I prefer that method, Michael, because frankly, who has time to
Speaker:memorize 17,000 different scripts.
Speaker:Yeah.
Speaker:It reminds me when I, when I used sell cars, um, yeah.
Speaker:One of the things, you know, the objection is always money with cars.
Speaker:Yeah.
Speaker:It, it could be.
Speaker:And, and half the time and you know, so if I did my job right, then when we got
Speaker:to my injection, it actually was, but I.
Speaker:Oftentimes it wasn't, it was totally, they really wanted a black car and the
Speaker:one we had and lot was a white car.
Speaker:And they don't really love the white car.
Speaker:And so, right.
Speaker:Exactly.
Speaker:And then they, and then the money basically makes it real.
Speaker:So it's like Totally.
Speaker:You could deal with a white car, well that's gonna be 3 97 a month.
Speaker:Whoa.
Speaker:Wait.
Speaker:Money means I'm actually buying that car.
Speaker:I don't want a white car.
Speaker:Yeah.
Speaker:Um, but what they say is, nah, that's too much, because there's
Speaker:probably a number Exactly.
Speaker:I dunno, 50 bucks a month where they'd buy a white car, but Right.
Speaker:But so, and, and, and I learned to, when, when they said it's too much,
Speaker:I would always go straight to, you know, if hypothetically I can make
Speaker:this car $50 a month, would you buy it?
Speaker:And half the time they'd be like, actually, no.
Speaker:Um, or exactly, uh, because they'd be like, all right, well throw this one away.
Speaker:This is not the right car.
Speaker:Let's start over.
Speaker:Yeah.
Speaker:Get the right car, car.
Speaker:Because otherwise
Speaker:a hundred percent.
Speaker:And I watched so many salespeople get, get, you know, fall for it and
Speaker:be like, oh yeah, lemme talk to the manager and see what else we can do.
Speaker:And they'd spend an hour going back and forth.
Speaker:They'd whi at, oh yeah, it's totally profit.
Speaker:Yeah.
Speaker:And then it's the wrong car.
Speaker:They'd switch to a different car at the same price and they'd,
Speaker:you know, get $40 for their time.
Speaker:Um, but it's, yeah, it's rarely, and of course you all see this when.
Speaker:Whenever your, your customer says, oh no, I don't have a
Speaker:thousand dollars for your program.
Speaker:And then a week later, well, I just bought this other program for $9,000.
Speaker:Really?
Speaker:Exactly.
Speaker:I thought you didn't have money.
Speaker:Yeah.
Speaker:Or I thought you weren't interested.
Speaker:I thought you didn't have the time.
Speaker:Mm-hmm.
Speaker:I thought you, I thought you had agreed with your spouse that you
Speaker:were never gonna buy another program.
Speaker:Uhhuh.
Speaker:Yeah.
Speaker:Yep.
Speaker:And that, that's a great reminder that like, Nope, that is probably not the case.
Speaker:The old smokescreen.
Speaker:Exactly.
Speaker:Yeah.
Speaker:It's just the most convenient, um, reason they have to tell you at the moment.
Speaker:Yeah, yeah.
Speaker:And they're just trying to get, get out.
Speaker:They're like, oh, if I say it's too expensive, I can run away.
Speaker:Exactly.
Speaker:Yeah.
Speaker:So, no, those are, you know, three, three grams say, and those three,
Speaker:three questions are, are very powerful.
Speaker:Taking 'em down that process.
Speaker:Leading them through it is, is huge.
Speaker:So this has been some really good stuff.
Speaker:Three mistakes, three great questions.
Speaker:Um, so if people wanna connect with you further and learn more of your
Speaker:wisdom, then where can they find it?
Speaker:Yeah.
Speaker:Thanks Michael.
Speaker:So it can always connect on Instagram.
Speaker:So it's Christina with a k and then Lee, LEE, Jensen, J-E-N-S-E-N.
Speaker:So that's my handle.
Speaker:Um, Christina Lee Jensen on Instagram.
Speaker:Lots of.
Speaker:Great short reels with tips, tricks, and, um, and I'll, I'll put information.
Speaker:I have a quiz to your grade, um, that tells people how to sell based on their
Speaker:greatest strength on their personality.
Speaker:And I'll put a link there on my Instagram profile for that.
Speaker:Alright, fantastic.
Speaker:So it's Christina Lee Jensen on Instagram.
Speaker:People can find you there.
Speaker:Um, and hopefully you'll be on one of my summits coming up soon too as well.
Speaker:We're talking about that.
Speaker:Yes,
Speaker:absolutely.
Speaker:The Kingdom entrepreneur.
Speaker:I, I, uh, I can't wait for that.
Speaker:It's gonna be great.
Speaker:And hopefully this episode will be out before that summit happens.
Speaker:I think it should be, um, sounds good.
Speaker:We're recording in June and the summit's in October, so we
Speaker:should be in good shape, but yep.
Speaker:So look for Christina on Instagram and on my summits and who knows where else.
Speaker:Whatever she wants to, who knows where else.
Speaker:Yeah.
Speaker:Christina could be
Speaker:anything.
Speaker:Well, this has been, this has been so much fun.
Speaker:Thank you so much for having me, Michael.
Speaker:Um, and I, I can't wait to, to dig into, um, to more of what you have
Speaker:to offer and looking forward to, um, being on the summit later this year.
Speaker:Great.
Speaker:Look forward to seeing you there.
