If the word “sales” makes you feel uneasy – filling your stomach with butterflies instead of excitement, you’re not alone. Many entrepreneurs struggle with the idea of selling, often associating it with pushy tactics or feeling “salesy.” But what if I told you that the key to transforming your sales isn’t about learning a new technique. Instead, there are five specific mindset shifts for sales to embrace.
This shift is all about reimagining what sales can look like when it’s aligned with your values and personality. Instead of feeling like a chore or something to be avoided, selling can become a fun, enjoyable, and authentic part of your business. In this episode, Renee and I talk through five essential mindset shifts. They have not only transformed my approach to sales but have also helped countless others turn their sales process into a natural, fulfilling experience. By the end of this, you’ll see that sales isn’t just about transactions—it’s about building relationships, having fun, and staying true to yourself.
Our guest expert Renee Hribar has been a sales professional since 1994 in New York. Making her first million before she was 25 years old, she has gone on to sell millions of dollars in products and services and train thousands to sell for the first time. She is known in her industry as a fun, energetic sales coach who leads with heart. A TEDx speaker who offers training sessions at global conferences and virtual workshops, she skillfully breaks down her decades of sales expertise. With her one-of-a-kind “laugh & learn” teaching style, you will certainly gain a new view of the “softer side of sales”.
Renee and I got to hang out in person last year. We had tacos together after her event. What stood out to me the most from our time together is that you are having so much fun in business. You’re always traveling. You get to hang out with your mastermind ladies in person, hosting event events, always making everyone laugh. So how do you do it? Tell us your secrets.
Mindset Shift For Sales #1: Position Yourself To Have Fun!
Renee is often traveling, hanging out with her mastermind ladies in person, hosting events, and always making everyone laugh…She makes business so fun! How does she do it?
Her answer is simple, yet profound—she didn’t always. In the early days, she was deep in the grind, working 90-hour weeks, until burnout hit her like a ton of bricks. She had partnered with PhD cancer research doctors on a cherry juice business. They had a great product, but couldn’t sell it! Renee got them into 180 stores within two years. Then, she sold the company and found herself on a yoga mat at her local studio daily…Not because she wanted to, but because she had to reset completely.
The turning point in her journey came when she embraced a mindset shift for sales, realizing that the pace she had been keeping was unsustainable. She took five years off after that because she found out she was finally going to have a child by age 39. She made a commitment to herself: to embrace every moment as a wife, a mother, a sister, a daughter.
Mindset Shift For Sales #2: Know Yourself
Once her kiddo went to school, that’s when she decided to consult online. And she absolutely loves it. And she designed her business very intentionally. This wasn’t about becoming someone else or following a trend; it was about knowing herself.
She keeps having fun in her business because she has been intentional about incorporating what she naturally loves to do. Renee loves to travel, so she began incorporating work with her travels. Suddenly, what used to feel like a chore turned into an exciting adventure, whether she was in New York, Miami, or any other vibrant city. The energy she gained from these experiences was contagious and made her work more enjoyable—not just for her, but for everyone around her.
But Renee’s approach isn’t just about jet-setting to new cities. She emphasizes that joy can be found in the simplest of things—like sipping sparkling water from a cool glass with a little umbrella, or playing her favorite music while she works. Fun can be found in these small, intentional moments, too.
This mindset shift didn’t happen overnight. It took time, patience, and a lot of introspection. But now, Renee’s work doesn’t feel like work at all. It’s fulfilling, joyful, and yes, it’s fun.
And when she’s having fun, that energy spills over into everything else—her clients feel it, her team feels it, and most importantly, she feels it.
Renee’s advice? Know yourself, understand what makes you happy, and lean into that with everything you’ve got. Life doesn’t have to be hard work all the time; it can be enjoyable work, and that makes all the difference.
Mindset Shift For Sales #3: Make Friends AND Sales Online
Making genuine connections online naturally leads to both friendships and successful sales. It all starts with a mindset shift for sales—moving from a transactional approach to one rooted in authentic relationships.
When Renee first ventured into the online space, she found herself in Facebook groups. That’s where she learned a crucial lesson: you don’t have to choose between being a salesperson and being a friend. You can be both, and it begins with being genuinely interested in the people you’re connecting with.
In those early days, the conversations in Facebook groups weren’t just about business. Renee and her peers talked about everything from family vacations to which project management tools were better. This blend of personal and professional discussions helped her realize that she didn’t just want to sell something; she wanted to be part of a community. She wanted to learn, share, and connect on a deeper level.
The key to making friends and sales online lies in being friendly and inviting people to engage in various ways that aren’t just about your offers.
She often hosts coffee chats, sets up casual networking events, or organizes meetups when she’s in a new city. Whether it’s a free talk or a guest appearance in someone else’s group, she always extends an invitation.
Renee’s approach is about consistency—showing up not just when there’s something to sell, but because she genuinely wants to build connections. When you do that, you’re not just a salesperson; you’re someone people trust, and that trust naturally translates into better client relationships.
This approach requires a mindset shift for sales—from seeing people as mere prospects to viewing them as potential friends and collaborators. Renee has found that valuing relationships over transactions is where the real magic happens. Yes, you can absolutely make friends and sales online. And when you do, both you and your clients will feel far more fulfilled and connected.
Mindset Shift For Sales #4: Stop Proving Yourself And Understand The Clients True Needs
What is the biggest mindset shift women can make that will skyrocket their sales?
Note that this is for women in the online space who are experts in their fields. They’ve earned their stripes—whether through corporate roles, advanced degrees, or certifications. But when they transition to running their own businesses, they often struggle with one critical mindset shift for sales: understanding that they are supposed to meet potential clients before those clients even realize they need their services.
In a corporate setting, these women are used to being approached by people who already know what they want. Their boss might say, “We have this problem, and we know you can solve it. Here’s the project.” And off they go, delivering results that exceed expectations. But in the entrepreneurial world, it’s different. Potential clients often don’t know what they need, and they’re certainly not fluent in the language of your industry.
What’s the biggest mindset shift that can skyrocket sales?
It’s realizing that you don’t have to prove anything to anyone.
Instead, the focus should be on asking the right questions—especially disqualifying questions. For example, when someone approaches Renee and asks, “What do you charge?” her response isn’t to dive into a detailed pitch. Instead, she says, “I work with people in a lot of different ways, some from free all the way up to $10,000—it just depends on what they need. But at this point, I just want to make sure I’m getting the full picture so I can give you my best advice, even if it’s not me.”
This approach not only makes sales feel less intimidating but also more natural. It transforms the sales process from a dreaded task into an extension of a genuine conversation. Renee knows that by shifting the focus from selling to serving, sales become a natural outcome of building relationships and understanding clients’ true needs.
When women embrace this mindset shift for sales, they no longer feel the need to prove their worth. Instead, they confidently guide potential clients through a process that feels authentic and aligned with their expertise. And that, Renee believes, is where real sales success begins.
Ask Questions With The Nordstrom Way
Renee likens her approach to sales to the principles outlined in a book called The Nordstrom Way. Nordstrom, as many of us know, is renowned for its exceptional customer service. When you walk into Nordstrom, especially in the shoe department, the experience is distinct from what you’d encounter at other stores. They don’t just ask, “What’s your size? What do you want?” Instead, they dig deeper: “What’s the occasion? Tell me more about why you need these shoes.”
This method is rooted in a deeper understanding of the customer’s needs, and it’s something Renee incorporates into her own sales process. Instead of just taking orders, she believes in asking questions that uncover the bigger picture. When a potential client approaches her, saying, “I need your help,” she doesn’t just jump into what she can offer. Instead, she asks clarifying questions.
Here Are Some Clarifying Questions To Include In Your Sales Process
- “Tell me more about what you have in mind.”
- “Tell me more about the timeline you’d like this to be done in.”
- “Have you hired someone for this before?”
- “What else have you tried?”
- “Have you looked around to hire?”
This approach not only helps her determine if she’s the right fit for the project but also ensures that she’s serving her clients in the most effective way possible. And from a copywriting perspective, this process is gold. By asking these probing questions, Renee not only better serves her clients but also gathers the exact language and insights she needs to craft compelling copy that truly resonates with their audience. (If you like this, you might also like these 4 other effective copywriting strategies to maximize conversions).
This mindset shift for sales—moving from simply fulfilling orders to deeply understanding and serving your clients—can transform the entire sales process. It’s about creating connections and delivering value, which ultimately leads to more satisfied clients and more successful sales.
From a copywriter perspective, you’re also getting great language to then use back in your copy. You now know exactly what you need to say in your sales page, emails, and social posts.
Mindset Shift For Sales #5: Ask Clarifying Questions
One of the most common mistakes entrepreneurs make when it comes to selling their own services, coaching or programs is that they’ve been “winging it” with their sales approach. These business owners are often great at marketing and excellent at what they do, which allows them to achieve impressive revenue goals, especially through referrals. But imagine if they had a genuine, reliable, and repeatable system for turning those connections into clients. They’d make so much more with so much less effort.
The biggest mindset shift for sales here is understanding that most of us assume the customer knows exactly what they’re saying when they reach out. If a potential client says, “I need help with my sales process,” we tend to picture something specific in our minds. But Renee warns that this picture is likely different from what the client has in mind, even if they’re using familiar words or phrases.
Take something as simple as the word “potato.” When someone says “potato,” you might picture a russet potato, while someone else imagines a red potato. It’s a minor example, but it illustrates how easy it is to miscommunicate. The same goes for more complex concepts like sales processes.
Renee advises that instead of jumping to conclusions, it’s essential to ask clarifying questions like, “Tell me more about what you have in mind,” or “What’s your timeline?” These questions help entrepreneurs avoid miscommunication by ensuring that both parties share the same understanding.
Uncover what the client truly values by asking the right questions.
Supportive questions allow you to better understand their expectations and whether you’re aligned. This prevents the frustration of making offers that don’t get accepted and the subsequent self-doubt that often follows.
If you ask those questions in advance, before making a proposal, you have two options. You can choose to either not make a proposal, or make one that actually hits home because now you can confirm the picture they have in their head and repeat it back to them. This is both clarifying and validating. It makes you look like such a genius—and it’s a simple thing that anyone can do! And it works in ANY market condition!
In Renee’s experience, this simple but powerful shift—asking deep questions and listening carefully—can transform your sales process. It’s a strategy she’s been teaching and using long before the internet existed, and it applies to any market condition. This mindset shift for sales isn’t just about closing deals; it’s about ensuring that you and your client are on the same page, setting the stage for a successful and satisfying working relationship.
Use “The Doctor Analogy” To Increase Lifetime Customer Value (LCV)
Renee often encourages women entrepreneurs to picture themselves as doctors when they’re in the sales role. Imagine putting on that white coat and stepping into the mindset of a physician who takes the time to truly understand their patient.
We’ve all been to doctors, whether for ourselves, our children, or our parents, where something wasn’t quite right, and we weren’t sure what it was. Sometimes, it takes seeing multiple doctors to find the one who really listens, asks the right questions, and doesn’t rush into a diagnosis or prescription.
That doctor—the one who listens, asks more questions, and maybe even runs additional tests before making any recommendations—tends to be the one we trust the most. This approach is not only effective but also aligns with how entrepreneurs should handle sales. It’s about bringing that same energy and integrity into sales conversations, where the goal is not just to close a deal quickly but to truly serve the client’s needs.
How Aggressive “Bro” Tactics Can Miss The Mark With Long-Term Sales and Retention
Many sales trainings can feel a bit aggressive, like a “bro” culture that’s all about closing deals as fast as possible and to get the money in the bank. But this method often misses the mark when it comes to serving clients with integrity and heart. Sure, it might work in the short term, but what happens after the sale? If the client isn’t the right fit or the service doesn’t fully meet their needs, it sets everyone up for frustration and disappointment.
This mindset shift for sales is about playing the long game in business. It’s about building a sustainable business that prioritizes lifetime customer value (LCV). By taking the time to understand what your clients truly need, asking the right questions, and ensuring alignment, you set yourself up for long-term success. This approach not only leads to more opportunities to serve your clients but also ensures they’re more receptive to ongoing collaborations.
For Renee, the focus is on building relationships where she can continue to provide value as her clients’ needs evolve. This is the essence of sustainable business growth—where you’re not just making a sale, but you’re creating lasting partnerships that continue to benefit both parties over time.
Connect with Renee Hribar
Connect with Renee Hribar through her website www.reneehribar.com. Grab her FREE Sales Mini Course: How to Get 5 Qualified Prospects on the phone THIS WEEK.
