The Shift from Sales Resistance to Scalable Success with Sales Coach Aileen Boyle

In this Scalable Expert episode, Tara sits down with sales coach Aileen Boyle to unpack her journey from dreading sales conversations to confidently teaching women how to sell - and now building a scalable model to expand her impact. From pricing mindset shifts to offer clarity and scalable delivery, this episode is packed with practical wisdom for any coach or consultant ready to turn their service into a repeatable, scalable framework.
What You’ll Learn in This Episode:
- Why women often resist sales conversations and what to do instead
- The critical difference between your service and your offer
- How to price with confidence (spoiler: it’s not about what you’re “worth”)
- Why Aileen’s 90-day program became the centerpiece of her business
- Her plan to certify others in her method and scale without losing her personal touch
- Why one framework is the key to infinite growth opportunities
Timestamps & Chapters:
00:00 – Intro: Meet Sales Coach Aileen Boyle
02:00 – Why Women Struggle with Sales
04:30 – Pricing Mindset: It's Not About You
07:00 – Designing the 90-Day Offer
08:45 – 1:1 vs Group vs Certification Delivery Models
10:50 – Scaling Her Framework with "Two More Aileens"
13:00 – Tara’s Take: One Framework, Infinite Paths
15:00 – Go-To Tools: LinkedIn and a Great VA
17:00 – Where to Find Aileen + Free Offer Checklist
18:45 – Final Thoughts: Price for the Prospect
Resources Mentioned:
- Connect with Aileen on LinkedIn linkedin.com/in/aileenboyle-sales-strategist-consultant
- Download her free 5-Step Offer Checklist
- Want to know your next step to scale? → Take the Scalable Expert Quiz
About Aileen:
Aileen Boyle is the go-to ally for bold, visionary leaders who want it all—sales strategies, skills, business modelling, and mindset magic. With over 300 businesses transformed, she’s taken the stage at top business schools and wowed international MBA and executive audiences. A fierce advocate for women in business, Aileen shakes up the status quo, bridging legacy-building with financial success. Oh, and in 2024, she added "author" to her list of achievements. Watch this space!
Connect with Tara:
- Visit taralbryan.com
- Connect with Tara on LinkedIn https://www.linkedin.com/in/tara-bryan/
- Subscribe to The Scalable Expert Podcast
About Me:
Hey, it’s your host, Tara Bryan. And I am on a mission to help more business owners learn to infinitely scale their businesses by leveraging the power of online without sacrificing the customer experience or results.
I like to geek out on all things business strategy, marketing, interactive digital and user experience. This podcast is all about what is working, lessons learned and actionable tips to create and grow a thriving online business.
Join us each week as we dive into different strategies, tactics and tips you can apply immediately to your business.
To learn more:
Find us at https://www.taralbryan.com
Here are two ways we can help you create, grow and scale your business:
1. Want to package your expertise or become a Scalable Expert? Take our free quick assessment to see how close you are to creating a scalable business.
The Scalable Expert Assessment
2. ALREADY HAVE AN ONLINE BUSINESS & READY TO INFINITELY SCALE?
Download our free 50 Ways to Engage Your Customers guide or Schedule a 30 minute call with Tara to talk about our offers that will help you master the game.
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Mentioned in this episode:
https://taralbryan.com/step/15-learn-to-scale-call
Welcome to the Scalable Expert, the podcast where we unlock the secrets to building a business that grows with you, not around you. I'm your host, Tara Bryan, business strategist, mentor, and creator of the Infinite Scale Method. If you're a coach, consultant, or service provider who's maxed out with one-on-one work. Overwhelmed by the grind and ready to scale your expertise into a business that works for you, then you are in the right place. Each week I'll share actionable tips, inspiring success stories, and proven strategies to help you reclaim your time, grow your income, and create a business that delivers results without sacrificing quality. Let's dive in and make your business infinitely scalable. Hey, everybody. Welcome to this episode of the podcast. I am thrilled that you are here. I would love to introduce you to Aileen Boyle. She is going to come on today and give you some awesome insights that only she can share. So welcome to the podcast, Aileen. I'm so excited that you're here. Give us a little bit of a sense for who you are and what you're about.
Aileen Boyle:Hi everybody. Tara, thank you so much for having me. So you can tell from the accent, I'm not local to you. Yes, I am Scottish and based in Scotland. And my focus now is helping women be more comfortable with sales. And it came from the fact that, well, you know, I'm a woman, I used to hate selling, and then I had a few kind of revelations. I spent a lot of time helping businesswomen, you know, get that revenue, take their products to market, et cetera, et cetera. But there were some real sort of key moments that I noticed that were different in the way women sell. And I was noticing so many of them just hate it. You know, they'd actually rather, run away than actually deal with the sales call. And I get it because I used to be the same and I used to describe myself as a real square peg in a round hole. And I think that kind of sums up a lot of women and how they feel about selling. I saw so many, many talented women really be held back by that and their businesses were not flourishing. So having spent so much time helping other business owners, male and female, get that sales revenue they want, I pulled everything together and I really narrowed it down, into a couple of things. And one of those things was that you know what? Pricing is not for you, it's for the client. And that has been such a major breakthrough for so many women because what's the main thing they hate talking about? Money. It's so awkward. So, you know, that's where I started. Pricing is not for you. It's for the client because you know what we, women are so good at what they do. Can I let you into secret? The client will never be able to pay you what you're worth, so you have to price for the client, not for you. And do you know what? It's so liberating when you do that because then it becomes about how can I help you and what value am I bringing? So you end up pricing for value and not for your fee. That was a major thing and from there it just kind of snowballed. So I looked at the market, I looked at how women were selling, I analyzed the whole thing and I came up and that was the thing that got people the most talking about money. So that's where it all started.
Tara Bryan:Awesome. Okay. So, that is how you developed your expertise, right? That you were in sales, you loved being in sales. Then you saw that the key problem is people talking about their pricing or how they're pricing or both?
Aileen Boyle:So it's a little bit of both, but it's more talking about money and talking about their pricing. But the thing with that is it comes from a couple of places. One, it's because perhaps they're not entirely clear on their pricing structure. And I know people have, you know, I don't like to do fixed price. I like it to be tailored. But you still have to have some kind of structure for yourself so that you know where this piece of work is going to land. You know, we all know that piece of work will take two days, five days, three months, six months and you have to have an idea about what that's going to look like pricing wise. The main reason that people struggle to talk about money though is, is about do they truly believe in the value of what they're bringing? And that comes from, I'm afraid to say, a little bit of imposter syndrome, a little bit of, you know, ooh, ooh, you know, it's that kind of, so it's kind of, you know, it's, $2,000 and, what do you think? Huh? And people are like, and in fact, if you have a sort of self confidence, you go, that piece of work is $2,000. And for that, you get A, B, C, D, E, and you'll eventually, that's going to get you to where you want to be, it's better. So pricing structure and how they talk about money are so linked, but then it's linked to the actual, how do they feel about the value of what they're talking about and what they're offering? It's quite complex. There's layers that you have to strip back. Yeah, right. Well, of course, I mean, there's so many things around that. So let's talk a little bit about your business model. So how is it that you help solve this problem for the women that you work with? So I, always have a really great conversation with them. I really find out what's going on with their business, what they're looking to do for them. Because for me, any business owner, particularly women, they have a very clear goal about what they want their life to look like. And that's really important that I get to that. And then we have a conversation about what it is that they're selling. And from that, I can put together, I have a, it's, it's based on a 90 day program that I have. And we, there's five or six key elements when you are selling that you must cover. And that includes, you know, what it is, who you're selling to, what's the offer. An offer is not service and product, it's different. The service and product is the thing you do, but the offer is how you interact with people and what they get at the end. And those two can get a bit confusing for people and once they get a clear idea, they start to fly. And really it gives them the right tools in the right context. And the transformation is just phenomenal. It's so good. So it starts with that 90 day program. If that's too much, we can cut it down. We can chop it into chunks. Because it might not be that they need everything, they just need a certain element. But that's the way it is. And that I can deliver in person. Obviously for more local to me. In Scotland, unless people want to fly over and I'm cool with that or fly me over, absolutely. But, I can deliver it virtually, of course. And that cadence is I'll meet, speak to them once a week for 12 weeks. And the reason it's so quick is, do you know what? We haven't got time to flap about. We've got businesses to run. We wanna get to where we wanna go. We want to implement quickly. We wanna, learn fast, fail fast and succeed, going forward. So it's based on that 90 day program.
Tara Bryan:Yeah, that's awesome. So then are you delivering that 90 day program one on one or in a group? So you said that sometimes you could do it like if you're doing it locally that you work with maybe people in person or how do you deliver it?
Aileen Boyle:So I can deliver both is the answer. Some people like to work just one on one because they don't want to share the insights of their business and that's totally understandable. Other people like a group. And I'm just about to launch a new group in the next month, for women that like that group thing. I personally, I prefer the one to one because I like to be able to ask all the questions, but also it's just really dig deep into things. That's the difference. The one to one you can dig really, really deep. And there's just me and the person. The group, you've got the group to put forward. The group have answers. That feeling of community is really strong. It comes down to the individual and what they prefer. And that's partly what happens in that first conversation. What do you like? How do you like to communicate? How do you like to be supported? And we're pretty clear on that as women, I think.
Tara Bryan:Yeah, right, right, exactly. Awesome. Well, so this is called the Scalable Expert Podcast. So I would be remiss to not ask you about your plans to have a scalable offer. So you have the group, which is, which is scalable, but it still takes up a lot of your time. Do you have plans to build a scalable version of this, meaning that people can maybe take and learn what they need to learn and then there's a, a coaching or a Q and A element or something that allows you to build that scalable offer so that eventually you could, scale it beyond your time and attention.
Aileen Boyle:Absolutely. This is my year. So you've really twanged something there, Tara. This year, my business has been going for five years and, on the one hand, I'm like, oh, why haven't I got world domination yet. But on the other hand, as it takes time and you have to test things and pilot things and figure out where you are. And I also have two teenagers. They weren't, they weren't two teenagers when I started. So that getting that balance to be with my kids is so important. So five years in, I'm like, this is my year. And there is just me and I have some back office staff, absolutely. But my plan is that by the end of this year, I will have, as I say, two more Aileens who can actually help deliver this program. Because as you say, there is only one of me. What that will do is that will free me up to deal with my more elite clients, and those people that maybe want the one to one. Because, time is everything, isn't it? But also it will allow me to do more of the speaking, etc, which will help bring the clients in. So for me, this year really is about leveraging my time. And for that, I need to just put the finishing touches on a course that I can actually train people in the 90 day program so that they deliver it to my company values and that we've got a real consistency of brand reputation, and the type of woman that, is going to be helping, I'm big on creating opportunities for women. Sorry, chaps, but it's, I think the more opportunities that we can create for women, the more that they'll feel empowered and able to work and do all the things they want to do and have that financial freedom as well. Cause that's what I'm looking for, you know, it really is about getting that. So yeah, that's the plan. Two more Aileens.
Tara Bryan:What's really cool about that, so what you're talking about basically is creating a certification program that allows you to certify and train other people.
Aileen Boyle:Yes.
Tara Bryan:In your methodology, so that you can make a bigger impact globally out there in the world. So that's super exciting. So that's definitely packageable, to package your expertise into a certification program. But you may also, consider packaging yourself as the virtual version of yourself, right? Delivering it virtually. In an environment that is like, you know, you're certifying your virtual version, like your video version of yourself. That's kind of something fun to think about as well. All right. Very cool. I love that. I love talking about like, how do you take what you're doing? You're, you are 100 percent correct is that you've got to test it. You've got to come up with your authority framework that allows you to go, okay, yep, locked and loaded now in 90 days, I know how to get to this transformation. Then you can start to train other people or like I said the virtual version of yourself creating that scalable offer
Aileen Boyle:Yeah,
Tara Bryan:so that you can make that bigger impact with your methodology. So that's amazing.
Aileen Boyle:That's it. Do you know what was really liberating for me just on that last point there was? getting rid of all the distraction and really honing in on what that 90 day thing would look like. And it's so funny because I'm sure you do as well, we tell our own clients, what's your one thing? What's your lead thing? And I find myself running around like a headless chicken for the first couple of years until I was like, Aileen, what is your one thing? So I, I need to say that, anybody listening, you know we've only got to this point because we've actually been through all the things that we now can advise our clients not to do. You know, I didn't, none of us come out the packaging like this, do we? We have to really hone our trade. So, you know, for anybody that's sitting there thinking, oh my goodness, how do I get to that level? Learn fast, fail fast, and you'll succeed quickly. And it's just make those mistakes because we've all been there. But yeah, and it is getting rid of all the distraction and go, right, that's my one thing. And under it is the layers rather than, oh, I do this and this and this. Yeah, it's confusing.
Tara Bryan:One of the things that we talk all about, all the time is one framework, infinitely scalable. So you can take that one framework, that one 90 day framework that you have, and you can do a book, you can do a program, you can do coaching, you can do a mastermind, you can do one on one, you can do all the things that you can dream of, spend your time doing all of those things based on your framework. Instead of, instead of like starting, like you're talking about, with your head cut off and you're like, I'm going to do this and then this, that's where you get overwhelmed. You have one, one approach based on your expertise, and then you can start doing all sorts of things with it. You can create that certification program, all the things that you're talking about, once you have focused on the one framework. So I love that you mentioned that, because I think that is one of the things, if I had to say one thing that knocks people out of the game really early is when they're trying to focus on so many random things. And trying to scale all those things instead of like lock and load your one thing that you're doing and then start to scale it with multiple scalable offers instead of the other way, because we've all been there.
Aileen Boyle:You can't, you can't be all things to all people. And in fact, It just confuses everyone because they're like, oh, do you do getting investment ready? Or is it sales? You know, and there was a time where I go, well, I do both, you know, and people go, oh, but, and then I was like, no, I'm helping people with their sales conversations. That's what it is. That's the thing, but underneath that, you have to make sure your offers right, you have to make sure that your messaging's right, that you have to make sure you're speaking to the right people, and if people are looking for investment, I now have people that I can go, do you know what, you should speak to that person or if you're looking for, scalability, I know exactly the woman that you need to talk to, and we can work together on this that's the power of international collaboration and you're absolutely right, the world is our oyster now, but you've got to, you've got to get on that right path. So, um, yeah, thank you for bringing all that up. It's a really great reminder for me too. And I think we as the experts also, you know, it's, it's great to have that validation for us as well. You know, we're always learning. Yeah.
Tara Bryan:And you're always learning within the construct of trying to keep yourself on track. Because that's the other thing is we love to learn. And then we're like, ooh, squirrel, That's really exciting. Like I just learned this new thing. It's so great. It's like, wait a minute. That's not going to build your business. So, so I love that. A great reminder. Okay. So let us know, what is one business tool, resource, book, template, anything that you can think of that you could not live without in your business?
Aileen Boyle:My goodness. Oh, just one. Um,
Tara Bryan:Well, you can mention a couple. That's fine. We'll put them in the shownote.
Aileen Boyle:Okay. I think, do you know what I'm going to categorize it? You need to know where your audience are. So mine are on LinkedIn. So I absolutely work that tool. It is my business development tool. It is my contact list. It is my marketing tool because I post on it. It is my advertising tool because I will put any talks that I'm doing on there. And it's also how I connect to people for collaboration. So for me, cliche upon cliche, it is LinkedIn. But as I say, the lesson out of that is, know where your people are. I try to work on Facebook, but it just doesn't work for what I do. It's great for that kind of, me as an entrepreneur, look what I'm doing, but not as a, right, ladies, if you've got a business that's about 18 months old, come and talk to me. Because it's a different audience and they want different things. Yeah. For sure. LinkedIn. And then the other thing is, I actually couldn't do without, I've got a VA and she's not a tool she's a resource. Because there comes a time where exactly what we were talking about is you can't do it all. And those two things mean that if I do have what I call a shiny moment, oh, look at that. I can ask my VA, can you just investigate that for me? Because I'm like, I want to do it. I'm not sure it's the right thing, but she'll go, she'll pull together the information and then I'll look at it and go, nah, that's not a good idea. So that's not quite the tools you're talking about. But I think resources is maybe a good word and it's about getting the right resource for where you are in your business. And I think if you're looking to add capacity to your business, having somebody, a VA, who's going to help sort your diaries, answer emails just as a starting, it's so valuable. It's the best money you will ever spend, other than obviously on people like you and me, Tara.
Tara Bryan:Right, right.
Aileen Boyle:Right. Yeah. So, and, and, and the tool, either Facebook, Insta or LinkedIn, make sure it's the right platform for you.
Tara Bryan:Yeah,
Aileen Boyle:I couldn't live without LinkedIn.
Tara Bryan:Yeah. That's such great advice. Alright, for my audience how can they learn more about you? Where can they find you?
Aileen Boyle:So they can find me on LinkedIn.
Tara Bryan:Of course. Go there.
Aileen Boyle:So what I can do is send you that link, you can share that with everybody. That's a good place to find me it has everything that I've done on there. So people will get a really good idea of what I've done and who I'm helping and whether or not I'm the right person for them. Cause that's so important that you find the right person that's going to, match your energy, match where you are with your business and going forward. I've actually also got a download that I'd like to share with people, and it's the five step checklist to making sure that you've got the right offer together. I think that, if I can share that link through you, I'd really love to give that to your listeners, because I think that's a really great place to start. It just takes them through the things. Here's what you need to think about. It's super simple, five steps. And even if they use it as a validation for where they are, I think that would be for. So, um, if I can share that with you, then that would be where, they can follow up with that. And if they want a conversation, please reach out. Um, if you want 20 minutes of my time, absolutely no problem. You know, if you've got a question, ask me, and if I can't help you, I'll know somebody that can.
Tara Bryan:Excellent. All right, we will put all of those items in the show notes and she has conveniently, if you are watching this on our YouTube channel, she has conveniently put some of her information in her background so you can catch it there as well. All right, give us the final word for this podcast. What do you have for my listeners as the thing that you want to make sure that they know.
Aileen Boyle:Things? I think it's the thing I said right at the start is, price for your prospect, not for you and it's so liberating because then you turn that conversation into a value, what value and what outcomes are you helping them with? And money just goes to one side.
Tara Bryan:Yeah, very nice. Awesome. Thank you, Aileen, for being here. I appreciate you being on the show so much, and for everyone listening, have a great week and let us know in the comments whether or not you have any questions for either one of us. All right, until next time.