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Sales is NOT a one-size fits all game. That's the position of Coach Jen Bilger, and we're inclined to agree!
In this episode, Jen shares how to find and use your own personal sales style to improve not only your close rate… but how much you enjoy selling to begin with. This is an episode NOT to be missed!
FREE Assessment and Strategy Session – Jen has graciously offered to give EVERYONE a free assessment to help you discover YOUR particular sales style. Make sure to enter the code “FREE” at checkout and follow her instructions. 🙂
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Alyson Lex 0:02
Good sales is about more than all of those fancy schmancy, tactics, scripts, strategies, and what have you that are being taught all over the world, right? Just like with copy, you've got to know your customer inside and out, and understand their behavior, their reactions, the way they think about things, if you have any hope of convincing them that you can solve the problem they have that clearly, I'm passionate about this. But that's why today, we have invited fellow left hander Jen builder to join us. She is a behavioral expert. In fact, she focuses uniquely on the behavioral side of business, and enables leaders and business owners to not only discover their why, but to understand their clients in a way that improves their sales. Jen, thank you for coming and talking to us today.
Unknown Speaker 1:02
Thank you for having me. I'm super excited to be here today.
Alyson Lex 1:06
We cannot wait because we we don't like scripts in sales. I don't use one one. I tell people
Unknown Speaker 1:13
I don't. And
Alyson Lex 1:15
I really dislike the idea that I've got to really take somebody through something pretty determined, because it's not personalized for them. So you teach against all that, right?
Unknown Speaker 1:31
Yes, and no. So that's actually a really good way to start. Because based on your behavior, you have a specific preference for your style, and what you like to do and what your behavior is motivating you to do. And there are people who loves sales scripts. And they like everything to be predetermine, because they want to know how to answer questions. And they want to know, to be completely prepared for everything they really want to know. You know, what it is that they need to say next in things. So that's a comfort for a certain type of sales profile that's out there, you just happen to fall into that sales profile. So I love that you were like, I hate scripts. IDT, by the way, but it's a it's a very good method for some styles to keep them so they're confident in their sales style.
Jennie Wright 2:24
I need to jump in here, because I am a reformed sales scripter.
Alyson Lex 2:31
Okay,
Jennie Wright 2:32
so back in the day, I used to work in marketing. And my job was to get people to sign up for a wholesale companies membership. Okay, and I had to go on the road and do this. And there was a script, the company provided actually a flip board script that was like in a little binder, and you would stick it on the desk, and you would literally flip it, right, and you would go through it, like take a look. Take a look, tick, right, and you would flip the pages. And when I had no idea how to do sales, I was like sticking to the script like a crazy person. But the problem is I wasn't converting because I was so focused on the script. I wasn't looking and I'm sure we're gonna get into this, I wasn't looking listening and feeling to what the potential person on the other side was doing, or their body language or the things they were saying I
Unknown Speaker 3:24
was so focused on a script. And it
Jennie Wright 3:27
I had my manager literally had to pry it from my cold, partially dead hands. So I would stop doing the script. And it was amazing. Because what he ended up doing is he did this diagram on this whiteboard. And it was like almost one of those if then there if then then there whatever it was it was it. If, if then it's a flowchart, thank you. And you do like a float? Or like if a person says this, but they say no, then you go here. And if they say yes, you go here, and it was like this huge thing. And it was like I'm a reformed sales script persona.
Unknown Speaker 4:02
I'm just gonna say, I love it. And pitch books are amazing in some industries. And it is the hallmark of what you're doing, because there's so much information you need to convey. But for most of us, we don't like pitch books or the scripts or anything to go with. And it's good to understand that that's, that's not a comfortable thing for you, or it is a comfortable thing for you because in both cases, him changing you into that flow chart still gave you the confidence and the comfort of what you needed to get to the guns. But it didn't. It didn't sound so rehearsed or cold at that time or you get that the person receiving the information wasn't getting where they needed to go.
Jennie Wright 4:43
Sales is so daunting.
Unknown Speaker 4:45
Yes,
Jennie Wright 4:46
in the beginning, and I think Allison will agree in the beginning. It's good to have maybe some points that you can launch from and the script like I was, you know, and I know Allison has something she wants to say about this. I also got Coaching from this woman at one point, and she had this whole sales like pitch thing that she used and you were supposed to run people through the entire pitch. And it felt so bad to me that every time I used it, I didn't close a single person.
Unknown Speaker 5:12
Yeah. Because you were getting hung up on the thing that didn't feel right to you. Exactly. Yeah.
Alyson Lex 5:18
Well, and that, that's actually really interesting to me, because what you said is that some people feel more comfortable with scripts. Mm hmm. Some people like me feel less comfortable. And Jenny doesn't like a full script, but she likes a framework. I'm just like to fly by the seat of my pants, because that's the kind of person I am and make everybody around me nervous. And so now I know not Mike, how many profiles like sales profiles are there, you mentioned those, and I'm intrigued.
Unknown Speaker 5:48
So there's four main types. But we're all a blend of these four types. So if you take pieces of all four of them, it's it can be many different levels. So you can have different levels in each profile that you're in. And that makes you more confident in these areas. Or more likely to do this or more motivated to the to the I'm getting Tongue Tied today, more confident and more motivated to do this. When you're looking at all the profiles, and everything, people are different, but they're predictably different. So you get this blend where we're more likely to act in a certain way. So for instance, in my profile, I'm a fly by the seat of the pants type individual as well. I am on my feet thinking all the time. So when somebody says something to me that piques my interest, I will start to say, Okay, I can solve that problem, and start to formulate it on the fly. This is how I can solve this. I'm putting things together. Whereas the profile that's opposite of me, is that more, oh, this wasn't in the script, oh, my goodness, what do I do with this information? Or let me flip through and figure out where I am with this because this person is saying something different than I expected type thing. And it's not like everybody who's in that profile. Does that because as they get more comfortable with the information, it's more, they're just figuring out exactly which category it fits in to answer that question. Whereas somebody who flies by the seat of their pants, they're like, Hmm, that's a new one for me. But this is what I can do.
Jennie Wright 7:22
So let me interject. Can you briefly tell us what the four profiles are? Like? What are their names?
Unknown Speaker 7:29
Yeah, so it I work with the desk. So they fall into the four disc categories. So the first one is going to be the dominant sales profile or the D profile, then you have the more influential profile, which is the eye profile. And then you have the S profile that makes up most of the people we interact with. Most people fall into that s category. It's a more passive style. It's more, what do people around me like to do, and, and going by group opinion, so to speak, of what it is. So they want a little bit more information, a little bit more research into things, and they want someone to direct them with how they need to go. And then the last one is going to be the C profile, which is more of a facts dominated profile, they are the people who are going to more likely want to tell the customer about the benefits of things, their factual base, they are the people who actually are great with customer service, because they know their customer needs in and out, because they spend a lot of time in those technical details. So the D profile going back to that one, they're problem solvers, I can solve this problem for you. And that's what they're driven to do. The eyes are about influencing people. So they want to influence people to something that they know is the best thing to do. The assets are the helping once he does the stand for that, what's the actual acronym, stability, it's it's more of that security type role. They want. They want information, and they want to know that they're safe in what they're doing. It's passive profile. But most of the time you see the S standing for steady, secure stability.
Jennie Wright 9:19
And what's the C one stands for?
Unknown Speaker 9:21
conscientious compliance?
Jennie Wright 9:24
Okay, got it. So I think I'm going to tell you that Allison is probably going to say that she's the influential
Unknown Speaker 9:32
Mm hmm. Right.
Jennie Wright 9:33
Are you dominant Nelson.
Alyson Lex 9:35
So my disc profile is actually an AI s?
Unknown Speaker 9:38
Mm hmm.
Alyson Lex 9:39
Am I but you're right, am I?
Unknown Speaker 9:42
I was gonna say I can see a little bit of the s in there, but mostly just that I wonder what I know a little bit of see in your profile. Do you have a little bit of that I would say a CRCS. Maybe a little bit of I
Alyson Lex 9:56
for for me or Jenny, Jenny. I don't think she's You've never taken disk have you know, I've
Jennie Wright 10:01
never taken disk?
Alyson Lex 10:02
I've no idea.
Unknown Speaker 10:05
So eventually, I'm gonna have to just sit down with you and just put some words on the screen and say, does this resonate with you? And then you
Jennie Wright 10:15
process when you work with clients?
Unknown Speaker 10:17
Yeah, so, so cool. Um, the assessment that I give, it's basically putting forwards in the order in which they most likely resonate with you.
Jennie Wright 10:26
That's awesome. Cool
Unknown Speaker 10:30
about. So
Jennie Wright 10:32
let me let me take us to the next step on here. And I want to know, okay, so we there's four main types, we kind of I mean, by now we, you know, the people that are listening also, and I have identified basically what we are, which is so cool. And if you want to, obviously, get your assessment, you know, we'll put that in the show notes under Resources, which will be cool. But how is this going to help our business.
Unknown Speaker 10:54
So it helps you in a tremendous way, because understanding your style, and what you have preferences, towards and what motivates you know, it gives you an understanding of where you're likely going to be most comfortable. But when it comes to your clients, you need to understand who they are on the other side of the coin. So there's three things for salespeople that I usually go over and behavioral sales. First, you have to understand yourself. Second, you have to understand your client. And third, you have to adapt your behavior to meet your client's needs. So the first step is the most important because having a true understanding of your likes, your dislikes, your fears. Fear motivates us more than anything. Under my profile, I have a fear of rejection. So guess what? I don't do very well. I don't follow up if I think the person is going to say no to me,
Jennie Wright 11:47
right? Yes, I have done that in my past. And my past. I was like, I'm afraid because you don't want to you don't want to know. So it's like shorting your scalp? As long as they don't have an answer. It's both a yes. And a no. And you're okay. Right. And it's fine.
Unknown Speaker 12:01
I'm fine with okay. Yeah, I'm fine with being in limbo for a while, as long. As long as I think, yeah, because you have that D in your profile. And that d is, I need to know the answer to move on to the next thing. And eyes. B, but you haven't, you must have a little D in your profile, because you really, that's a high decision maker type thing. Sorry, you're laughing?
Alyson Lex 12:27
Let's turn right.
Unknown Speaker 12:28
Is this an outtake or just
Unknown Speaker 12:31
keep going?
Alyson Lex 12:36
everyone listening, I'm sorry. She kept telling me I have the D. We're trying to keep this G rated. So we're going to move on. But yeah, I love renew. I love that we have to really have an understand of what makes us tick. Yeah. Because that helps us figure out our process. Because we can tailor our internal process to what makes us tick.
Unknown Speaker 12:58
Absolutely. And going back to what Jenny said earlier about what her boss did with her, he took something that she was holding on to very strongly, but made it work better for her, which is what you should do in in using sales methods. I am not a disbeliever. In sales methods, I just don't think one method fits all. So you take from them what you will, because understand your strengths. So for instance, if you put me into something that does sales funnels, where I have to do a bunch of touches, and you know, I have to call so many people and I have to hear nose and I have it's a numbers game. It doesn't work for me, I understand that, that you do have to have a certain amount of numbers, you do have to have a certain amount of people that you talk to. So I use that information to my advantage and say how am I going to talk to more people who are going to accept what I'm saying and be more engaged in what I'm doing, because that's going to keep me moving forward. So it's not that you don't do a sales funnel, it's that you use the sales funnel to your advantage and not your disadvantage. So with any method that's out there, all those books that are written, I live with somebody who just devours those books on a daily basis. But the one thing he does with them is he takes the information that he can use out of it, and uses it to his advantage. So he doesn't follow the method 100% to the key. And if it's not going to work for him when he gets to a point where he's just like, Oh, I really don't like this. He's like, but I like this one from this method over here. So let me put this into one or what I have. And that's
Jennie Wright 14:37
good. I love that you said that because you know the stuff that we're talking about today. You can pull little bits and pieces, and I like that and that's something that actually both Allison and I have done now. I will admit Alison and I do sales calls together with potential clients. And we are very effective because we have over really good and we have really good stuff. ranks and you know, some things Alison's really good at. And some things I'm a little bit better at in the sales calls. And when we go through that it really plays on our strengths. And what happens is the client or the potential client really feels heard and seen and all those wonderful things. And it makes it makes them understand that they're going to be taken care of. Now, what I will say is, I remember my first ever in person sales experience,
Unknown Speaker 15:28
ever. It is
Jennie Wright 15:30
indelibly marked in my brain as the most horrible experience I have ever had. I, I have to tell you this. My first ever sales call was 22, an interior designer, I went to her home with my manager, and went in the front door, introduce ourselves, and I was already eyes on the prize. And the result of that was is I wasn't listening to her. I wasn't seeing her visual cues or vocal cues or anything like that. And I was still playing, even though I didn't have the script in front of me. And even though my manager went through that whole list, I still wasn't it wasn't ingrained.
Unknown Speaker 16:13
And
Jennie Wright 16:14
I was like, he called me saying like, I had a shark I was a shark with my eyes roll back, I was just chomping at her, like, would you like a membership? Would you like a membership with membership would be great for you. And I just kept going and going. And he finally he physically had to restrain me, he put his hand on my arm, and he's like, stop talk, Arne. And he had to take over. And he was, you know, he actually stopped and he had a conversation, he actually got her talking. And by the end of it, she had convinced herself that she needed the thing,
Alyson Lex 16:43
versus
Jennie Wright 16:44
me pushing and pushing and pushing to convince her that she needed the thing. It was a huge learning opportunity. And my closing rate back then was bananas really small. My closing rate now can be as high as 85 to 95%. But it's taken, it's an evolution, it's taken me a while to get here, right. And I know Allison has something that she wants to say as well,
Alyson Lex 17:07
please. So I think it's so funny, because Jenny's first sales experience was one way my first in person sales experience was the complete opposite. So I used to work at a bar, a comedy club, actually, and I sold tickets, called myself the box office manager, because when you're the only one you get to make up your title. And my friend was the bartender. And so my job was to get people to buy drinks, okay, and she would split her tips with me. Because she was like, you should pay me to do this. And so basically, my job was to get people to party. Okay, and it was fun. And I never knew what was gonna, what was going to happen. And it was just the party. And so Jenny's first experience was like fraught with anxiety. Mine was literally a party. And now we have different sales styles. And I wonder if that has anything if your past your first experience with sales has anything to do with it?
Unknown Speaker 18:10
Absolutely such a great question. Because we, our profiles are formed by first and foremost what we're born with. But that's like the smallest part of it. It's our core. It is what drives us to who we are, in some circumstances. But the rest of our blend is based on our role models to age 12. And our experiences from age eight on so whatever those experiences are, I call it luggage. I don't like the word baggage, I like the word luggage because we carry those things with us. But with any good luggage, you can take things out and put things in. And that's what like that. Yeah, so baggage is just such a negative connotation. But luggage is something that you pack and unpack for vacation. You know, you put the right things in the right tools in it. So as we go through our experiences, we are adding and subtracting the things that we need for whatever trip we're taking, or wherever we're going. And I think that's the best way to explain how this works. When I was in the corporate world, my profile was so much different than it is now my core didn't change. That core piece of me that I was born with is always going to be an AI because yes, I'm an AI. So it is always going to be there. But when I was in the corporate world, I was a DI. And actually my profile is really bad. So I'm going to put DCI even though those aren't the the
Alyson Lex 19:32
noticing a theme with this episode,
Unknown Speaker 19:34
so sorry. But it's because of where I worked and the industry that I was in the type of role that I had. I'm just going to keep flowing with this conversation. But that's what it is. Now I still have that strong guy. I've always had that strong guy, but my blend was different in each different role that I was in in what I was doing. But now I'm in extremely high where I always have been That C has dropped out, my SS a little bit higher than it was when I was in the corporate world and my D is is a lot lower than it used to be. Because things have changed. I own my own business, I wear different hats. Now I do different things, I have different experiences. And these are our preferences. So I'm more towards my preferences. Now only my own business. Yeah, when I was in the corporate world, and a lot of times when I do assessments with people, their work, or their public profile is much different than their home profile or their mere profile. And that's because our mere profile is what's closest to us and who we are. And a lot of times in the corporate world, we're in that environment. So we have to become something else in that environment. And it is actually a good segue to how you adapt your how you adapt your behavior, because you do adapt your behavior. And we all do it naturally. We're just teaching you how to bring forward something a lot quicker, once you recognize that that's what you need to do. That's, that's it. That's the key to it.
Unknown Speaker 21:05
I like that a lot.
Alyson Lex 21:08
So now we understand our behavior. You understand why we behave, why we prefer the things we prefer. We've looked at our history, both all of ourselves, right? Yep. How do we use this to understand and adapt and meet our clients where they need us to meet them.
Unknown Speaker 21:28
So you have to first start reading the cues. So behavior. So let me let me step back a second, verbal communication is 7%, the words and 93% the tone in which we it's 93% is the nonverbal communication. So the tone and the way we're saying something, and then our body language?
Jennie Wright 21:53
Sure. And can I just interject and say that this is huge, that you should be doing your sales calls on a video call if you're doing them virtually. And none of this like back and forth on chat?
Unknown Speaker 22:04
Oh, yeah, do call read, you cannot. First of all, when you're on chat in the written word, how you set up the written word, and I was just on an amazing panel, and there was a communications coach that was in there that was telling us so I'm going to give credit to them. And not to me for this. But when you're in the written word, in what you're saying, the way you set up the framework for that sets the tone for the whole entire thing. So as we're talking, we're changing our inflection, we're changing the way that we're saying things. We're laughing and giggling about some things. And then we're getting back to business on other things. But when you're in the written word, you don't exactly see all those things, you don't recognize those things, you don't see the body language, you don't see the person who's in the background, trying not to laugh, or something of that nature. So it's so different when you can't, when you can't see the body language and things that are happening. And then you you can't pick up those cues. So you do need to have that zoom is a good alternative in the virtual world to do that. The best way to go about this though, is in person, because you really get that energy as well as
Jennie Wright 23:13
it just may not be the thing that we need right now like that we can actually physically do. Right. So yeah,
Unknown Speaker 23:20
I mean, it's a great way to do it. Yes, yeah,
Jennie Wright 23:22
zoom is fine. You know, I've even done Facebook calls and stuff like that. But I think I think the point that you're trying to convey, which I think is fab, is that you have to have the ability to absorb those cues. Mm hmm. Because those cues are so much of the nonverbal communication, they're going to help you determine your next step, right? You can tell by looking at somebody that either they're engaged and they're in it, or they're overwhelmed, and they're out.
Unknown Speaker 23:50
Absolutely. And that's when it absolutely, it's one of those cues, you need to pick up when you're talking to somebody, you need to say, Oh, they something something is lost in the translation here. So do Where do I need to go back? Where do I need to focus my energy on, but you're also picking up the cues to what their behavior is. So for instance, I use my hands a lot when I talk. That's a cue that I'm an active personality type. And when it comes to active versus passive, only 14% of our US population is active. So everyone, everyone else is passive. The reason why that seems so odd to people is we naturally want to be around people who are more like us. So we are around people. And we are close to people who are more like we are so active people usually want active people around them. And passive people usually want passive people around them. But the biggest profile that we have is a passive profile, which is an S and at 69% of the population. So when you're dealing with people knowing if they're active or passive, the pace in which they walk. I Oftentimes have been walking with people with people who are more passive. And they will say, can you please slow down the rate in which we talk? If you notice, I'm keeping my, I'm keeping it really steady and how I'm talking. That's because I've trained myself to do that, I stopped. But if I get more excited about something, when we were laughing and giggling earlier, I start going a mile a minute, because I'm super excited about where I'm going, and I'm forgetting what I need to do. So you'll watch me correct myself and
Alyson Lex 25:30
hands up. And I literally,
Unknown Speaker 25:33
yes, it is just like you do, you keep going, you have this amazing point you need to make and you're super excited about it, and you keep going forward. But for most of the population, like 86% of the population that's overwhelming to them. So when I meet people, I actually have a trick because I am an active personality, I sit on my hands. Hmm, it reminds me when I'm sitting on my hands to slow my voice as well. So keep it steady, and things like that. So it's it's something that I've trained myself to do, until I recognize who I'm dealing with. And there are some major cues. So using your hands as one of those the body language, people who are active or more expressive, and everything they do, they need to get that energy outside of their body in most cases. So they they do those things in different ways. So it's a really good cue if they're active or passive. And then once you figure that out, you have to decide if they're task or people oriented. So people oriented are going to be the more touchy feely type of individuals, the more focused on the people involved in things rather than the task itself. So there's questions about how you can figure that out. And there are ways to figure out if they're active and passive and how they ask questions, or what types of information they're coming to you with. And then once you figure that out, then you just have to adjust. Just like I said, when I start meetings, I know it can be overwhelming for somebody. So I sit on my hands, and it makes it's a reminder for how I need to act until I figure out exactly who I'm dealing with.
Jennie Wright 27:08
I think that's so good, because and I'll have the same thing. I actually just before we did this recording, I did an hour and a half long webinar.
Unknown Speaker 27:16
Oh, goodness. I'm so sorry. Wait, Were you the one doing it? Or I need the presenter. I'm not presenting that I love
Jennie Wright 27:25
Yeah. And and the weird thing is, is that I'm and I don't know if this plays into it. But I want to ask you the question. You know, there's introverts and extroverts and ambiverts. And I am a I am a classic ambivert. And I have my moments, my gregarious moments where I can do a webinar for an hour and a half. But as soon as that camera went off, and I hit stop, I needed to retreat for and I had a half an hour between the webinar and this. And I needed to retreat for that half an hour and I needed to like regroup, I find the same thing happens to me on sales calls. I fully present. I'm fully in it. I'm fully engaged. And I'm fully aware. But as soon as it's done, I need a break. Because I it's like all systems go. And it's a lot of processing at such a speed you're processing so much information coming in. And I want to ask you,
Unknown Speaker 28:17
does that play into it? Do you find that introverts have to train themselves in a different way, or ambiverts have to train themselves in different way or extroverts like it's just I'm just curious. So extraversion and introversion is how you gain and lose energy. So it's really good to understand where the energy drain is coming from. So think of yourself as a battery, certain activities are going to give you more energy, and it's going to fill that battery, fill that bucket, whatever you want to call it. And certain activities are going to drain it out. And if you have a draining energy, so if you were doing it, I'm going to ask this question, if you're doing a hour long seminar in person, are you as drained as you are, when you're doing it online,
Jennie Wright 29:05
I think I would actually be more so.
Unknown Speaker 29:08
Okay, so you're losing energy, based on the fact that you feel like you have to be on and it's that interaction with other people around you and things like that.
Jennie Wright 29:19
So, but the weird thing is, is I also get, I also get a rush out of it. So that's how I know that I'm not a full on like, I get a rush. And I'm actually super excited afterwards for a little bit. But I also need to like I I literally went and had cookies and tea
Unknown Speaker 29:37
with a more energy. So what I'm still gaining and losing energy, we all have different levels of introversion and extraversion. There are things so when we're talking about things, if you're a person who's an outside processor, you're an extrovert, which means if you say I have to think I have to get this out of my head, I have to talk out loud I have to talk through this. That's an extraversion type thing to do. introversion is I need to noodle around this, I need to take some time I need to go over here. And I need to do that. There are introverts that are closer to that line that kind of go in between a little bit, but you're still losing energy when you're when you're interacting with other people. Whereas somebody is gaining energy when they're interacting with other people. So I am totally the person who if I do an hour long talk, as soon as I'm done with it, I'm ready to go out to dinner, I'm ready to continue to interact, and I can go, and I can keep going until like four or five o'clock in the morning, if that's what it does. Because the more I'm around people, the more energy I'm gaining, no matter how tired I am, I was just at a conference over the weekend. And I get really jet lagged when I fly. And I think it's more because I have to sit with myself with a plane and not really interact with the people around me. So I get really super drained. So when I'm done, but as soon as I got to the conference and started interacting with other people, I was ready to go. And then I didn't want to go to bed. Even though I was so exhausted. When I got there, it was because I started my energy gaining as soon as I started interacting with other people. And just so you know, we were COVID safe.
Jennie Wright 31:09
Okay, but I was just gonna think you were probably really fun is like a four year old at Christmas. Just gonna say like, your parents probably loved you.
Unknown Speaker 31:16
Yes. So I was Yeah, energy. And but I was the person who, when I was a kid, I never slept, I never took naps, I couldn't do it, like my mom was just like, but I would keep myself occupied. So I was a very avid reader. Even as a very young child, I would sit with my books on my bed while I was supposed to be napping at two years old. And I would have these little board books that I would be reading to myself. And you know, you know, the two year old. It's a picture and I'm just explaining what the picture looks like, to me type reading. Doing this really good I, I needed that getting it outside, getting that energy out and everything. So once they figured out that I just needed an outlet for my energy, it worked much better for my parents. Both my sisters are very passive. I was their firstborn. So when I occupied myself most of the time, but I never slept, my mom was just like you have never slept. Even as a baby, you just didn't sleep but you, you didn't cry, you didn't throw a fit, you just didn't sleep, you just didn't need sleep. And people would be like, Oh, you have a two year old, they do that two and a half hour nap in the day. And she goes, No, we let her sit there for like 45 minutes and keep yourself occupied. Sometimes she'll stay in there two hours, but she's not sleeping. Check on her and make sure she's not getting it.
Alyson Lex 32:36
Well, you have taught us so much today about the different types of personalities out there, I actually had no idea about that active and passive communication style. And I know that anybody who's listening is going to want to know more. So where can we find you? How do we get that assessment? Talk to us?
Unknown Speaker 32:57
A very simple and easy coach, Jim builder.com, just go to my website, you can pick up an assessment there. If you'd like you can contact me directly from my website. You can do a free 30 minute consultation with me as I like directly from there. I am super excited. We didn't even this was the tip of the iceberg. So there's so much more around this to talk about. And it's just so exciting for me. So I'm sorry.
Unknown Speaker 33:23
I can apologize for your nightmare. I
Alyson Lex 33:26
apologize. I when I talk about copy, I'm this I'm like, What else can I teach you? How much more can I pack in? We just we want to make sure that we cater to the 86% of our listeners are going to get overwhelmed by us. Yeah. All right. So coach Jim builder.com, we will go ahead and put that on our website in the show notes for this episode as well.
Jennie Wright 33:48
And if you're not checking the show notes, just in case, it's coach Jen, je and N
Unknown Speaker 33:54
no G and
Jennie Wright 33:55
j n. Good. I'm glad you said so je n bi lgr.com.
Unknown Speaker 34:00
Thank you.
Jennie Wright 34:00
No problem. Well, you know, with Jen, Jenny, Jennifer, all those kind of things, right? Yeah,
Unknown Speaker 34:04
there's a lot of us out there. They're
Jennie Wright 34:06
ours. And the fact that there's three left handed women on this is pretty crazy.
Unknown Speaker 34:09
Right? I mean, so many percent of the population, and we're all on the same girl on the same call.
Jennie Wright 34:14
And then to Jennifer, so there you go. This has been fantastic. We really appreciate you being on Jen. It's, it's it's incredible. I really resonated with a lot of the stuff that you're saying. And I know our listeners will as well. So thanks for taking the time. We appreciate it very, very much. And if you haven't already, please go and subscribe to the podcast. We would love for you not to miss an episode. You don't want to miss these episodes from people. Like Jen, you don't want to miss the incredible episodes that we're trying to create for you and their information. And if it feels good to you, please do leave us a review. Be honest. We'd love to hear back from you that would make us feel really good. And we're just thankful and grateful for that for the fact that you listened today's episode. So thank you so much and we will be back another time. Answering another big question.