Is There a Story Stopping You?

Are there times when you find yourself working really hard yet you’re not getting the results you want? And, you think the more you do will make the difference—yet it doesn’t. It may have very little to do with how hard you’re working and more to do with the story you make up about yourself that keeps you from moving forward.

I remember attending one of my Mastermind Group meetings several years ago. We dug deep within ourselves and identified the story we had about ourselves that kept us stuck.

We went back into the past and identified the event that had happened that impacted our thoughts and feelings about ourselves. This event became our story. We held onto these stories for so long, we believed they were true. These stories had been holding us back for years.

As I listened to the others share their stories, I could see how much alike we all are. We allow something that happened a long time ago to keep us from growing and reaching our full potential. I realized it was time for me to share a story I’d been holding onto way too long.

When I shared my story with the group, the response I heard blew me away. No one cared! I used my story as an excuse to avoid taking big risks. I finally realized how absurd this was.

I had been carrying this story around with me all these years, using it as an excuse not to step out of my comfort zone and stay just where I was. I had lived with this story for so long, I believed it was true.

I finally got it! I made the story up, it’s not true and it doesn’t mean anything. I am who I say I am. I am not my story and I can do anything I say I can do. So, I put my story back in the past.

And, when I did this, I became freed up. It was as if a huge weight had been lifted off of me. I then made the decision to create a bigger game for myself in my business, and that lead to my first live event in 2009 (and that actually happens next week…WoooHooo)!

I share this with you because whatever story you have that may be stopping you, you can disappear.

I invite you to notice that successful people are always in action doing something to grow their businesses and enrich their lives. They have their stories and their fears, yet they do not allow any story or circumstance to stop them from pursuing their dreams and goals. They identify their stories and may even feel some fear. Yet, they hold onto their visions and move into action.

They’re willing to step outside their comfort zones and try new things. They’re no different than you or I. The only difference is they believe they can, are willing to take risks, and have the courage to move through their fear to go after what they want.

Ask yourself, is there a story I have about myself that has been around so long I believe it to be true? What is the story? If there is a story, why do I keep holding on to a story that is disempowering me? What’s possible for me if I didn’t have this story? What could I create in my life? As you answer those questions for yourself, you’ll begin to be freed up to pursue your dreams.

You’ve probably been carrying your story around far too long. Isn’t it time to put that story back in the past where it belongs and set yourself free to pursue what’s important to you?

© 2009. All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.

Six Easy, Yet Powerful, Steps to Breaking through the Fee Barrier

Donna is the owner of a home décor business, who came to me seeking help in closing the sale. She had recently lost a sale due to her fear in presenting her fees. Donna had met with the prospect several times, uncovered their needs, answered questions, handled objections, presented a proposal, and discussed pricing. She thought she had done all the right things. It was now up to the prospect to make a buying decision.

After a few moments of silence, Donna thought, “Does the prospect think my fees are too high?” Feeling uncertain with the fees she had presented, Donna quickly said, “You may think my fees are too high. I’ll draw up some less expensive plans for you to look at.” As soon as the words fell out of her mouth, she realized the impact of her actions. Donna’s uncertainty about the fees had gotten in the way of closing the sale. She now created more work for herself to do and lost the opportunity to close the sale in that moment.

Donna’s fear of presenting her fees had stopped her from getting the business. Sound familiar? It’s not uncommon to question whether the fees we’re offering are within the range of what the prospect will pay. So how do you avoid this from happening? It starts with asking the right questions, knowing your benefits, powerfully communicating the value of your product, and presenting different pricing packages. Here are (6) simple, yet powerful steps to follow that will help you break through the fear and give you confidence when presenting your fees:

1. Asked money qualifying questions either before the meeting or early in the meeting. Serious prospects don’t mind hearing money questions. They expect to be asked these questions. Unqualified prospects run when they hear these questions because they’re not serious about buying. Here’s an example: “So I know we’re in the same ball park, approximately how much were you looking to spend?”
   


2. Make a list of the benefits your product provides for your clients. A benefit is a result or solution the client receives from using your product. As you create your list, you’ll begin to get clear on all the ways your clients benefit from using your product. Present the benefits your product provides during your meeting. Here’s an example: “By adding window treatments to your home, the value of your home increases.”
   


3. Make a list of the benefits your clients get from working with you. Of course, the benefits of the product are important, but so are you. In fact, most sales are based on the relationship you’ve developed with the client. Present the benefit your clients get from working with you during the meeting. Here’s an example: “All clients I work with receive personalized service from the start of the job, to the end of the job.”
   


4. Write the results clients have received from working with you. Think in terms of measurable results clients have achieved. This will instill more confidence as you become clear on the value you bring to your clients. Share with the prospect the results clients have received from working with you. Here’s an example: “My client had no idea where to start with decorating her home. After working with me, she selected a window treatment that suits her living style and a fabric within her budget.”
   


5. Communicate the value of your product. Practice saying aloud what the value of your product is and how it helps your clients. Hear yourself speaking with confidence, clarity, and from the heart as you communicate the value of your product. When you clearly understand the value of your product and can communicate it with ease, the fear of presenting your fees disappears.
   


6. Create several pricing packages your clients can choose from. Start to think of different price ranges and programs you can offer. Creating different pricing options, gives the prospect a choice and helps make the selection affordable. They’re more apt to buy if you offer low, medium and high-end products.

ASSIGNMENT:

• Make a list of 4 money qualifying questions, 4 benefits your product provides, 4 benefits your clients get from working with you, and 4 results clients have received from working with you.
  


• Read over the lists so you can confidently state the questions, benefits and results the next time you’re meeting with a prospect.
  


• Role play with a buddy steps 1-5. The more you practice, the more comfortable you’ll be next time you present your fees to the prospect.
  


• On a sheet of paper, create 3 different packages ranging in price from low (basic program), to medium (super program), to high (deluxe program).

If you liked what you've read and want help in applying these steps to your business, I invite you to take your first step by signing up for a Breakthrough Strategy Session with me. I will walk you through a step-by-step process that will break through your fear about presenting your fees, create a 180-degree turn around in your thinking about sales, and move you forward in your business. I will personally give you my one-on-one breakthrough strategies that fit you and your business. Click here to learn more.

© 2009. All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.

Are You Taking Risks or Playing Small?

Does the thought of failing keep you from trying new things? If the answer is “yes,” you’re not alone. When we hear the word “fail,” we connect it to something negative and bad. For many people, the thought of failing brings up strong feelings and emotions. The feelings are so strong, it’s feels safer not to take on new things.

If you’ve read the bios of most successful people, you’ll see they’ve all failed many times over before they achieved success. Donald Trump, one of the most successful entrepreneurs of our time, declared bankruptcy only to make his biggest comeback, not only in the real estate market, but by branding his name on products and television. Donald failed many times over. But to him failure is part of the game, and the game includes taking risks. Anyone who is successful is willing to take risks.

I know what it’s like to avoid taking a risk for fear of failing. I never considered myself a “writer” so I put off writing an online newsletter. I saw other people writing newsletters and envied them for being able to write so easily. I had so much I wanted to share, so I could help others, but I was afraid to take the risk and fail. This held me back for a long time.

Then, I started reading other newsletters, took classes with people who were experts at writing an online newsletter, and the fear began to diminish. I immersed myself in learning about writing. I was ready to take the risk. I finally took the leap and wrote my first newsletter! Wow, I can still remember how freed up I felt having finally broken through this barrier. From then on, it became easier each time to write. That was more than five years ago. Since then, my community of wonderful e-zine readers has grown and continues to grow monthly.

Here are 4 key steps to help you move through the fear and be willing to take that risk.

1. Identify the fear: Write out specifically what the fear is, including all the details. I believe to move through the fear; you first have to clarify exactly what the fear is.
   
   
2. Emotions and feelings: Write the feelings you’re experiencing as you think about your fear. Do you feel frustrated, anxious, angry, or hopeless? The clearer you are about the feelings connected to the fear, the easier it will be to move through it.
   
   
3. Real fear or a self-imposed fear: Ask yourself, “Is this a real or self-imposed fear? A real fear would be if you were about to be pushed out of an airplane. A self-imposed fear is a fear you’re experiencing that hasn’t happened. Once you identify that it’s a self-imposed fear and your life is not endangered, you now know you’re in charge and can take action.
   
   
4. Action steps: A powerful way to move through the fear is taking action. Once you take that first step, you’ll feel freedom and confidence because you’re taking charge of your life and the next steps become easier to take.

They say in life you’re either growing or contracting. The only way to grow is to be willing to take risks. I invite you to be willing to take a risk.

As a business owner, I’ve failed many times over. As I look back, I’ve always learned something valuable from failing that has helped me for the next time. I’ve learned that failure is the stepping stone to succeeding. Had I not been willing to take risks and experience the failures, I would not appreciate the wins as much.

Rather than blaming yourself or anyone else for the times you fail, take each failure as a life lesson. Ask yourself “What have I learned from this experience that will help me for the next time?”

Here’s what Michael Jordan, the famous basketball player, says about failing. “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. On 26 occasions I’ve been entrusted to take the game-winning shot and missed. I’ve failed over and over and over again in my life. And, that is why I succeed!”

Failing is the stepping stone that precedes growth, develops courage, and leads to success.

Assignment:

• Make a list of all the things you’ve put on hold because you were afraid to take a risk.
  
  
• Ask yourself, “What would my life look like if I took the risk and succeeded?”
  
  
• Ask yourself “What’s the worse thing that could happen?” (The worse thing is either it doesn’t work out or they say “no.”)
  
  
• Make this a game worth playing! Select one item from your list and find a friend or colleague who’d like to play the game with you.
  
  
• With your friend or colleague, determine how and when you are going to accomplish the item from your list.
  
  
• Support each other to do what you said you would do and “just do it!”
  
  
• And, when you do step out and take the risk, stop to celebrate the accomplishment and savor the moment. YOU have won the game, so enjoy the victory!

© 2009. All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.