Isabelle Fortin: The Rebel's Guide to Sales Success

Conversational Selling

About Isabelle Fortin: Isabelle Fortin is a standout mindset facilitator, entrepreneur, and public speaker. Her journey is marked by determination and creativity. Through Izzy Fortin Coaching, she uses her experiences and insights to help others grow professionally and personally. Isabelle faced a significant challenge when she was just five years old: she lost her mother. Being the youngest of three siblings, she had to learn how to be strong and resilient early on, and these qualities have guided her throughout her life. Isabelle's career path is wide-ranging and impressive. She served in the Canadian Air Force, an experience that taught her discipline and structure. Afterward, she spent 23 years as a devoted massage therapist, improving her ability to heal and care for others. Check out the latest episode of our Conversational Selling podcast to learn more about Isabelle.

In this episode, Nancy and Isabelle discuss the following:

• Isabelle's transition from military to sales
• Definition of a rebel and the importance of rebels in sales
• Strategy: "Make friends before you make clients."
• Value of honesty and authenticity in sales
• Aligning company culture with sales team needs
• Impact of military experience on sales approach
• Turning rebellious salespeople into rock stars

Key Takeaways:

• You can't go against who you are
• Make friends before you make clients
• If you give the rebels the tools that they need, they will become rock stars
• Always quit a toxic relationship

"I think that most sales rebels are extremely people-oriented. They're extremely community- and relationship-minded. And it is truly for them about cultivating relationships more than anything else. They make friends before they make clients. Of course, you know, the business that you are in has to give you that opportunity. I mean, if you're a salesperson in a store, maybe, you know, that's a little bit less, especially if it's a chain store, it's a little bit less of that. But even then, how many great people do we find or quite the opposite? You go to a store, and the person, you know, won't look at you, engage with you, or ask anything. Well, we are less likely to go back, right? So, I think that that's in their nature—to build relationships—and it is about selling who they are first." – ISABELLE

"I believe that, of anybody, but especially when it comes to salespeople, thrive when the culture of the company that they work for understands that they cannot be treated like every other employee because they are different. And I find that you know, sales managers—only 6% of them get training in management. And yeah, only 6%. The stats are scary. Very often, I believe that either the company took their top salesman and decided to make them the manager, or worse yet, they took somebody from another department and decided, "Hey, you're a good manager. So, you can now lead the sales team." Sales is a different kind of species. And if you treat them the same as everybody else, they're going to underperform, and they're going to look for a job very quickly. And I think that that is the biggest mistake that most companies do—is deal with their salespeople the "wrong" way." - ISABELLE

"The connection that I brought to my personal life from the military was you can work well with somebody you don't like and don't need to. I hear coaches say that very often—find the commonality, find, you know, if that person likes ballet or bowling or whatever, and you like that too, then you know, that's something to base the relationship on. And I'm not saying it's a bad thing. Sometimes, the commonality is that you're both humans living on this planet. So, you don't have to share a passion with somebody to get along with them. And that's where I got that from the military because in service, you literally, like a firefighter the same way. Police officers are the same way. You don't have to like someone. You need to recognize that that person is doing their best with the hand they've been dealt. And so that's what I bring from my military career to my consulting company now." – ISABELLE

Connect with Isabelle Fortin:

• LinkedIn:https://www.linkedin.com/in/isabellemfortin/
• Izzy Fortin: https://izzyfortin.com

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