Breaking Through the Fear Factor to Speaking

Is there part of you that really, really wants to take a quantum leap and become a speaker, but the other part of you is afraid you won’t succeed? Because of this, we don't take risks, we don't pursue our dreams of becoming a speaker. We play it safe and play it small in life. We call this the “Fear Factor”!


The way to break through the Fear Factor is to be willing to stretch yourself and step outside your comfort zone. It may be uncomfortable at first but understand that's only temporary. You're stepping into new and unfamiliar territory. It's okay to feel uncomfortable. But once you get to the other side, you'll feel exhilarated and excited. Once you start speaking in front of groups, you’ll know that YOU did it! You broke through the Fear Factor to the other side!

Watch Your Body Language

What gets in the way for many new speakers is nervousness — and there is nothing wrong with that. Almost every speaker has to deal with being nervous; the trick is not to let it get the better of you. Nervousness keeps us alert and energized. But when you’re extremely nervous and you have trouble controlling it, you will tend to spend more time in your head concerned with how you’re doing than being present in the moment and unfortunately, the audience will pick up on that.

Your nervousness can affect your energy, your pace, eye contact, your volume, your gestures, and your self-expression. You’ll appear stiff and disconnected from the audience and they won’t feel confident about you, which in turn, will affect your ability to sell yourself, your products, and services.

Your goal is to connect with the audience right from the moment you go onstage. What attracts people to you instantly is your enthusiasm, energy, and authenticity in speaking. You can learn how to overcome nervousness simply by:

• Preparing and rehearsing your talk over and over again until it’s second nature.
• Visualize seeing yourself delivering an amazing presentation and the audience applauding you as you finish your talk.
• Before you give your talk, walk around and introduce yourself to the people as they arrive to hear you speak.

Terrified of Speaking?

Studies have shown that one of the top fears people have is speaking to groups. For some people, when it comes to speaking, they'd rather be the one being eulogized than the person giving the eulogy!

Even well-known celebrities have admitted fears of speaking in public. Barbra Streisand stopped singing for 20 years due to her anxiety about performing in front of an audience.

How many times have you watched a speaker and thought, "I can do that!" And then that little inner critic in your head starts making noise and tells you, "Who am I kidding! I'm not a speaker... I can't do this." The more you think these thoughts, the more you believe it's true. The truth is none of us was born a natural speaker.

When the little inner critic starts making noise, what you should be saying to that voice is, "Thanks for sharing!" Don't let your inner critic sway you from staying in action.

There's nothing wrong with being a little nervous before you speak. In fact, a little bit of adrenalin is good because it keeps you alert, focused, and energized as you speak.

It’s Time to Raise your Financial Self-Worth

I was recently on a call with a client who shared with me how she received all theses leads at an event she attended. I expected her to be excited with such a strong response. It was obvious by the number of leads she received that people needed her services. Yet, she was feeling frustrated and depressed. And, when I asked her why, she said, “Even if I get the business, I’m still not covering all my expenses.”

I felt so sad to hear this because she’s great at what she does and should be paid generously for her expertise. We went a little deeper and uncovered she was afraid to charge more because she had a low-worth mentality. She had worked many years as an employee. Although she was now a business owner, she was still thinking like an employee.

What she experienced is not uncommon for many people who leave the corporate arena to start their own businesses. It’s easy to sell a large ticket item when you work for someone else. But when it comes to stating your fee, you find yourself tongue tied and stumbling over what to say. Although you have a passion and desire to help your clients, and hope to be financially rewarded for doing that, your limiting belief about your self-worth determines how much to charge.

Here are some statements that show it’s time to raise your financial self-worth:

• You know in your heart you’re not charging enough.
• You’re afraid if you increase your fees you’ll lose the clients you have.
• People are telling you that you should be charging more.
• You don’t believe you deserve to charge more.
• You’re afraid to go after bigger clients.
• You’re not excited when you bring in a new client.
• You resent the time you give to some of your clients.
• You’re giving extra time to clients and feeling depleted.

If any of the above statements sound familiar and you want to turn them around, here are some ways to help you gain the confidence to raise your fees:

• Make a list of the results clients get from working with you. As you write this list, you’ll gain more confidence seeing the value you bring to your clients.
• Ask several current clients why they chose to work with you. You’ll be surprised and delighted by the reasons your clients hired you.
• Visualize clients happily paying you what you’re worth. The more clearly you can see clients paying you what you’re worth, the more real it becomes.
• Write down all the reasons you deserve to increase your fees. After you’ve written this list, read it over and over so you begin to see that you deserve to be paid what you’re worth.
• Ask your satisfied clients for testimonials and then read them periodically. This will increase your confidence when you read how much you’ve helped them.
• For each negative thought you have about raising your fees, change that thought to a powerful and positive thought. Instead of saying “If I raise my fees, my clients will leave, say, “I’m worthy of these fees and provide a valuable service to my clients.”
• Next practice saying your new fees over and over until the words come out as easily as saying your name.

Remember many of the people you’re dealing with are business owners just like you. They see their own costs going up and expect your fees to increase too.

Remember the client I mentioned earlier. After working with her to shift her beliefs and thoughts about increasing her fees, I received a call from her. She was so excited she could hardly speak. She said, “I just met with a new client, presented my new fees and she hired me! And, it was so EASY!” Everything shifted for her once she raised her self-worth.

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 http://www.salesbreakthroughs.com/.

It's Time to Blow Your Horn

I recently met with my client, Jenny, who left her corporate job to start her own business two years ago. Her business has quickly grown, she had built up a clientele of loyal customers and she was ready to go after bigger accounts. Yet, there was something in the way that was keeping her from pursuing the bigger accounts.

Jenny had worked for someone else for many years. She was comfortable promoting their product and staying in the background. But now as a business owner, the product she’s promoting is herself. She was having difficulty creating a compelling marketing message and letting people know about her.

When I asked her what was holding her back, she said she doesn’t think she can compete with the big competitors. And, when we went a little deeper, we uncovered the real fear and that was she didn’t think she was good enough. Now, is this the truth? Absolutely not! She made this thought up and deep down she believes it.

For many entrepreneurs, we have difficulty blowing our own horn. What holds us back can be our limiting thoughts. We’re not always aware of these thoughts, but you know they’re there because they can show up in our behaviors.

Here’s how you know you’re holding yourself back:

• You make excuses for not doing what you said you would do.
• You blame circumstances or other people for your situation.
• You find yourself distracted and sidetracked by other tasks.
• You feel overwhelmed by everything there is to do.
• You compare yourself to others.

If you want to take your business to the next level, you have to be willing to step out from behind the curtain and stand confidently and proudly center stage. It’s time to blow your horn, let everyone know how great you are, what you have to offer, and how they can help you.

It means “acting as if” you’re already that person. The more you act as if you are, over time you will become that person. It’s like being an actor. The actor takes on a role. She’s “pretending” to be that person; however, to the audience she “is” that person.

I did that when I created my new website. I wanted a new website that projected an image of professionalism yet softness. I took the leap and made the changes. At first it was scary. I wondered how people would respond. There was no reason to be scared, the response to the website has been so positive since I’ve launched it. In the first week, I’ve attracted two huge business opportunities. I’m so happy I made the leap!

Here’s 5 easy steps to help you blow your horn!

• Make a list of your accomplishments. When you do this exercise, you’ll begin to see how much you’ve accomplished. Far more than you ever thought!
• Make a list of the benefits people receive from working with you. This will help you become clear on what you provide for your clients.
• Interview clients. Ask them what they like best about working with you, what is unique about you, and why they hired you.
• Gather testimonials from your clients. Read those testimonials over and over, so you’re present to the results you’ve produced for your clients. These are your raving fans!
• Take action now! What’s one step you’ve been wanting to do in your business and been putting off that you’re willing to take on today?

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 http://www.salesbreakthroughs.com/.

Break Out of Your Comfort Zone and Break Through in Your Business!

Do you have some great ideas to grow your business, but when it comes time to taking action, you suddenly come up with all the reasons and excuses not to do it? Do you find yourself lit up with a new idea that you can’t wait to implement? But, then your fears come up and you decide you’re not quite ready yet to go forward.

If any of this sounds familiar to you, you’re not alone. I’ve experienced the same thing. Most recently at Ali Brown’s workshop I had some big “aha” moments. I wrote down many new ideas, but when I got back to my office, I began to find excuses to put off taking the plunge and breaking out of my comfort zone. I had thoughts like “what if it doesn’t work, this is too expensive, I don’t have the time.” These are familiar thoughts I’ve had before that have kept me stuck.

What I notice about Ali and other successful entrepreneurs is when they have an idea, they don’t sit on it for months or even years, they get into action and quickly implement it. They have no idea if it’s going to be a success or failure but have the courage to try it out anyway. They have their share of failures, yet they don’t let that stop them.

The one thing most successful entrepreneurs have in common is that when they come up with a good idea, they don’t analyze it to death or wait until it’s perfect, they just do it!

I walked away from the workshop with several great ideas, but a couple of the most valuable “a-ha” moments I had was to “stop waiting until it’s perfect, just do it now!” I also know if I’m left to my own thoughts, I’ll come up with lots of reasons not to do things. So I set up a support structure and will be joining a Mastermind Group that will hold me accountable to doing what I said I would do.

Here’s what I learned about breaking out of my comfort zone:

1. When you create something bigger in your business, it’s not unusual to think of all the reasons it won’t work.
2. When those reasons come up not to do it, and those reasons will come up, do it anyway.
3. Successful entrepreneurs quickly implement ideas.
4. Create an accountability support structure to keep you in action.
5. Don't wait for it to be perfect…just do it now!

If you’re ready to break out of your comfort zone and take your business to the next level, here’s 8 easy steps to help you build your best year ever.

1. Write down one BIG idea you know you should be working on now. You know it’s the one if you get excited and nervous at the same time.
2. By fulfilling that idea, write down what will it give you in your life? As you write the details, be as specific and vivid as you can because the more you can see yourself doing it, the more real it becomes for you.
3. Write all the thoughts you’re having that could keep you from implementing your idea. Then take that piece of paper, rip it into tiny pieces and throw it away! You’re now free to pursue that BIG idea!
4. Write down the due date you will implement your idea.
5. Write down the action steps that will help you implement your idea.
6. Find a colleague or a friend to be your buddy and hold you accountable to implementing your idea?
7. Work with a coach, or find a group of like-minded entrepreneurs or colleagues and form your own mastermind group. Together you can guide, support and hold each other accountable to implementing the idea.
8. Now, get your butt into gear and take action, or it's just another good idea!

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 http://www.salesbreakthroughs.com/.

It’s Time to Take a No-Excuses Approach!

Do you find yourself wanting to try new things in your business but then you start coming up with the excuses for not taking the steps to make it happen?
Consider that whatever excuses you have determine the quality of your life.
Excuses can be deadly. They keep us from doing all the things we want to do. They keep us from growing. They keep us from fully experiencing fulfillment and success.
Why do people hold on to their excuses and are so reluctant to learn new ideas that will bring them more money? How often do you say to yourself…

• I want to do this when I have the money. If you’re not looking for new ideas to grow your business, you’ll never have the money.
• As soon as more money comes in, then I’ll make the investment. The sooner you start learning new ways to grow your business, and implement those new ideas, the sooner you’ll have the money.
• I’ll do it next time. Waiting to do it later is only going to delay you from having what you want now.
• I don’t have the time, I’m too busy. If your business isn’t where you want it to be, it’s time to look at where you’re putting your time. If you were to learn one valuable strategy that could increase your income, wouldn’t you say that was worth your time?
• This is something I want but can’t make the investment now. Well, if it isn’t now, when do you think you’ll be ready? Next month? Next year? Someday? There is no “someday.” Ask yourself why you keep putting things off. What’s at the source of this excuse?
• If this was free, then I would do it. How often have you signed up for something free and not taken the program or completed it. There’s no skin in the game. When you invest in yourself, you’re going to get your money’s worth because you have more at stake.

Often what is at the source of our excuses and resistance to taking action is “fear.” Fear of failing, fear of rejection, fear of not being good enough. Your fear may be related to a past event and protecting you from it happening again. The problem is the fear that is trying to protect you, is also keeping you from living a life filled with joy, fulfillment, and success.

So what does it take to move through the fear? It starts with acknowledging the fear and understanding that it doesn’t have to own you. It’s knowing you have a say in how you’re life is going to go. There’s a common saying, “Feel the fear and do it anyway.” Yes, you can feel fear and still take the action to move forward. It may feel scary at first, but one thing is certain. You have all the courage you need from within to transform your business and your life.

Success and growth doesn’t occur when we’re stuck in our excuses. It happens when you’re willing to give up making excuses, willing to let go and take the leap.

I invite you to take a deep breath, trust in your ability to achieve what you want, and go after the things you want! Isn’t it time to take a “No Excuses” approach to your business and your life?

© 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.

Whose Life Is It Anyway?

Have you ever noticed the flood of thoughts you have as soon as you wake up? You start thinking about all the things that need to be done that day, how you’re ever going to do it all, will you bring in any new clients today and on and on and on. You’re having all these thoughts and they’re not always rooting for you to win.

Studies have shown we have thousands of thoughts per minute. And all these thoughts are created by one source and that source is YOU. Now, if we’re the source of our thoughts, why aren’t we consistently feeding ourselves powerful thoughts?

Since we were young, we’ve been told by our parents, teachers, and others what we can and cannot do. We are told what we are good at and what we are not. We are told what to expect and what to believe. Because we are just starting out in life, we are dependent on others and believe what they say to be true.

Some typical thoughts we’ve heard from others and start to take on as the truth are:

• I’m just not good at this!


• Things are just not working out right for me!


• Today just isn’t my day!


• Why bother, it’s not going to work anyway!


• Nobody wants to pay me what I’m worth!


• This is impossible!


• If only I had more money!

I could go on and on. I think you get the picture. If any of these thoughts sound familiar to you, you’re not alone. Most of us have had these thoughts or similar ones. It starts to look like nothing is going our way and it’s out of our control. And over time, these limiting thoughts start to impact the way you view life.

How do you shift your thinking? A first step in shifting your thinking begins with taking responsibility for your life.
Although we may say, “Yes, I’m already taking responsibility,” the truth is we don’t always want to be held accountable for being responsible. When things aren’t going the way you want them to go, it’s much easier to blame others and circumstances. Then find evidence and agreement to support not taking responsibility. For example, “It’s not my fault clients aren’t calling me back—just look at the economy.” But, when you blame others, you’re giving up your power and nothing changes.
When you take responsibility for your life, you give up any reasons, excuses, or justifications not to do something. You no longer believe those negative thoughts. You’re saying the buck stops with you. You’re taking charge of your own life. Now, that’s the beginning of taking back your power.

As Joe Vitale writes in his book The Attractor Factor:

“You are totally responsible for your experiences in life. That doesn’t mean you caused them. But on some level you attracted them. You are responsible for them. That’s not good or bad. Simply use the experiences to learn about yourself. Get clear and choose what you prefer to experience.”

The message came through loud and clear for me when I had breast cancer. I was working in an unfulfilling and stressful job when I was diagnosed. I was miserable yet afraid to leave. I had thoughts like, “Who would hire me? I’m not that good. They’ll find out I’m a fraud.” I didn’t want to take responsibility and make the changes. Once I got the impact this had on my life, I was clear that if anything was going to change, it was up to me.
I began to consciously change my thinking and speaking. It started with making a declaration to myself. I declared, “I am good enough and will find a fulfilling career.” The more I repeated this statement; the old thoughts began to disappear. I began to believe it would happen…and it did! Within 8 months I left my unfulfilling job, started a new career, and from there went on to start my own business. When I took responsibility for my life, my entire world transformed.

There’s really no escaping being “responsible.” What it really comes down to is no one can do it for you but you. If any changes are going to happen it’s because you choose to make those changes.

There’s a short powerful quote that says it all, “If it is to be, it is up to me!” And remember…it's up to YOU!

ASSIGNMENT:

Where in your life are you avoiding taking responsibility or blaming others? (Look in areas where you feel powerless in your business or your life.)

• What are the thoughts you’re saying to yourself that keep you stuck?


• How is this impacting your business or your life?


• Where are you willing to take responsibility starting now?


• What is a new thought to create that will get you into action?


• What are the specific action steps you will take this week?

© 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.

Yes, You Can Manifest What You Really Want!

As I think about the incredible workshop I just led, I realize that I manifested this! I had wanted to lead my very own workshop for several years. I wrote a vision of what the workshop would look like and read it daily. When I walked on stage on the first day at the beautiful hotel where the workshop was held and looked out at the amazing people in the audience, this was exactly what I had envisioned.

Several years ago I had no idea what it was to manifest. I didn’t understand that by focusing on what you want, you could attract the things you want into your life. I always thought you had to work hard to make things happen. Or maybe if I was lucky, something good would happen for me. It didn’t seem possible that if I focused on what I want, it could easily come to me.

Manifesting starts with being aligned with “who you really are.” As Jerry and Esther Hicks write in their book Money and the Law of Attraction, “When you are a vibrational match to ‘who you are,’ the Law of Attraction brings to you, surrounds you with, lines up for you, a steady stream of powerful, joyful opportunities and openings that just leads you toward an ever-evolving, always unfolding, joyful life experience.”

What I’ve learned is when you are manifesting, you are attracting to you what it is you want because you know exactly what you want, you are asking for it, believing it is on its way to you, visualizing as if it is already in your life, and being open to receiving it. The magic of manifesting is that it can easily come to you. Here are 5 steps to help you manifest all the things you desire.

1. Be clear about what you desire
   You need to be very clear about what you desire. You can’t be fuzzy or indecisive. See yourself enjoying what it is you want and experiencing how good it feels. When you do this, you are making what you desire real.
   
   
2. Focus on the “What”
   Focus on the “What” not the “How” or the “When.” You don’t have to figure out how or when it’s coming to you. All you need to do is decide what it is you want. Focus on the “what” and the rest will follow.
   
   When I decided to do the workshop, I gave up having to know how it would turn out. I turned myself over to believing it would turn out. This was pretty difficult for me to do at first because it meant I had to give up my control. But when I let go, all the steps fell into place.
   
   
3. Expect the best to come to you
   Remind yourself that you deserve the best. This is important because it changes your thinking from a low expectation to a high expectation. It helps to expect that everything is going to work out for the best. We need to have trust and faith.
   
   
4. Let go of the fear
   Don’t back off from what you want because you’re afraid it might not come. The more afraid we are of the past repeating itself and what the future has in store, the more we believe we cannot have what we desire.
   
   
5. Open your mind to all possibilities
   When we let go of controlling people and situations, and thinking we can force the outcome to happen, possibilities come to us through unexpected channels. Give up holding on so things will turn out a certain way. Instead let it come to you freely and naturally.
   

© 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.

© 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!

© 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 Ready to Make the BIG Change?

Do you know the feeling of excitement when you make the decision to take on something new in your business? It could be you’ve made the decision to finally do that workshop, or design a new product or program, or write a book. You feel exhilarated because you’re finally fulfilling your life purpose. You’re about to take a quantum leap in your business! You’ve now created a bigger game to play in your business.

As you begin to make changes, you may notice different emotions are beginning to surface. That excitement you’re feeling has changed to fear and you’re beginning to feel very uncomfortable.

You see, the second you leave your comfort zone, it’s likely you may experience discomfort and resistance. Since all positive changes take place outside the comfort zone, change can be painful. The very moment most people feel the pain, they pull back inside the comfort zone. This is the reason why many people fail to improve themselves or create lasting changes in their lives: They are unwilling to put up with the pain of change.

Here are some things to notice about change:

• Some people embrace change and some people resist it.
  


• Change makes some people feel uncomfortable…so uncomfortable that they may even become ill.
  


• When thinking about change, the mind automatically thinks what it has to give up to make the change.
  


• Making changes may bring up fear of losing security and fear of failure.
  


• People will come up with excuses, reasons and circumstances as to why they cannot change.
  


• If they feel the pressure, they’ll withdraw and retreat to the way it was before.

And as people about to make the BIG change in their businesses and income, and take on doing something they’ve never done before, many people hit the “Panic Wall.” The Panic Wall is the place a lot of people hit when they’ve taken on a bigger game in their businesses. We call it the “breakdown” before the “breakthrough.” Suddenly you’re flooded with self doubts, the fear of failing, and lots of reasons not to take action.

All of these things happening are not unusual. You’ve made a decision to take a BIG leap in your business and all your fears have surfaced. There’s now a gap between where you are and where you want to be. The structure you had in place no longer supports you in what you’re up to next. Whenever we stretch ourselves and step outside our comfort zone, the “ego” will fight like crazy to keep us playing small, fearing annihilation. The ego is the part of us that wants to protect us from repeating past disappointments; therefore, keeping us from moving forward.

The Panic Wall is when the old paradigm mixes with new beliefs. Part of you really, really wants to make the quantum leap, but the other part of you known as ego is afraid of letting go of what it already knows. This is where successful people feel the discomfort and stay the course while others pull back and retreat.

At this point, many of your limiting thoughts, beliefs, and fears are screaming louder in your head than ever before. Thoughts like:

• I’m just not ready to do this yet.
• I don’t have what it takes.
• I’ll never be successful.
• I’m not smart enough.
• This isn’t going to work.
• There’s too much to do.

These limiting thoughts are not the truth. It’s your ego trying with all it’s might to keep you small. In the short term, you may feel better; however, if you let the ego win, you’ll never experience what’s possible once you get to the other side.

The only way to go from your “breakdown” to your “breakthrough” is to stay in action. Experiencing a breakthrough in your business means stretching yourself beyond your comfort zone.

When I speak about “stretching beyond your comfort zone,” your comfort zone could be the fear of losing your security or losing love. To break through to the other side and make your quantum leap, you have to be willing to be with the discomfort for a brief period of time. It takes being:

• Courageous
• Believing
• Committed
• Persevering
• Staying in action
• Being in communication with others (During this time it’s important to reach out to people you trust such as a mentor, coach, and mastermind group.)

The Panic Wall is strongest the first time you experience it because you’ve never been to this place before. The place you’re in during this time is very uncomfortable and the discomfort can be so intense that many people will give up and retreat to what’s familiar. But if you’re willing to be with the discomfort and follow the steps I mentioned, you will make a quantum leap!

Your Assignment:

How badly do you want to take that quantum leap and be successful? If you’re willing to do what it takes to make the changes, here are some ways to keep moving forward.

• Be courageous, believe in your dream/purpose, make the commitment, stay in action, and be in communication with others.
  


• When you hit the Panic Wall, recognize the following:
  
  
• Understand it is only temporary.
  
  
• You’re on the cusp of a HUGE breakthrough.
  
  
• Write out a vision of what you want to achieve and how it looks when you do achieve your vision (be vivid and specific).
  


• Spend some alone time reading your vision daily and visualizing how it feels when you achieve your vision.
  


• Declare it (write a bold statement declaring your intention, “I declare I will write that book!”).
  


• Share your Declaration with at least five people you trust and feel safe with. (The more frequently you speak aloud your Declaration, the more you will believe it.)

© 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 http://www.salesbreakthroughs.com/.

Letting Go of the Past and Focusing on NOW

We all have stories from the past we fondly remember. There are memories we want to keep forever and enjoy sharing with others.

A favorite story of mine happened when I was about five years old. Whenever we would have friends and relatives over for dinner, my parents would let me stay up late and sing my favorite songs to them. So there I was standing in the middle of the living room singing my little heart out. I adored the attention, applause and hugs they gave me. This is a story I can still remember so clearly. I think it’s one of the reasons I love leading to people.

Then there are the unpleasant stories we carry around with us that we’re unwilling to let go of. An event happens that negatively impacts our thoughts and feelings about ourselves. We hold onto these stories for so long, we believe they’re true. These stories keep us from appreciating what we have in the present because we believe it will happen again. So we stop taking risks for fear that what happened in the past will happen again. It affects how we communicate, relate to others, grow our businesses, and even stops us from going after all the things we really want.

I can remember a story I held onto for many years. I grew up in a family of five brothers and sisters. I was the youngest one in the family. I can remember having dinner on Sundays with my family and my oldest brother telling me to “Keep quiet, eat your dinner, nobody is interested in what you have to say.” Being the youngest, I believed what he said was the true. Nobody was really interested in what a little girl had to say. So I stopped speaking up. If I did say something, I spoke very quickly or I’d say what I thought you wanted to hear.

Through the years, not speaking up had a huge impact on my life. I was afraid to say what I thought and ask for what I wanted. In fact, I’d say what I thought you wanted to hear. If someone did something that upset me, I wouldn’t say anything. I would withdraw and be silent. I had no voice.

I was committed to breaking through this barrier. I thought about what my brother said. He had said what he said and nothing more. I had added all the meaning to it. Having this insight was a huge breakthrough for me. I was free again. I had found my voice. I was no longer a five-year old little girl without a voice. I had something to say that mattered. From that point on, my life changed forever. I left a job I had been at for 10 years, where I did not express myself, and went to work for a training company. There I was trained to lead workshops and help people learn to speak up. I had found my voice and was now fulfilling my dream!

These stories have been holding us back for years. We allowed something that happened a long time ago to keep us from growing and reaching our full potential.

Remember this—Successful people create each day newly. They never allow past events to stop them. And it makes perfect sense. Whatever has happened in the past is over. Just because it may have been a disappointing experience does not mean it will happen again.

When you believe it will happen again, you are sending a message to your subconscious that “I believe I will fail again.” You are giving power to something that happened in the past. And, what you believe will happen, will happen.

People that know they are responsible for creating their own successes will learn from past experiences, make the changes, and get into action.

What do successful people all have in common?

• They left the past in the past.
  
  
• They’ve created their lives newly.
  
  
• Giving up is not in their vocabulary.
  
  
• They live their lives from three words…Yes, I can!
  
  
• They’ve had to overcome struggles and adversity throughout their lives but it’s only made them stronger.
  
  
• They have a HUGE life purpose.
  
  
• They are focused, intentional, and committed.
  
  
• They believe in themselves and their purpose.
  
  
• They see life as a place where anything is possible rather than impossible.
  

When you let go of the past, you’re then free to create anything you want. It’s as if you have a clean canvas and from the clean canvas you can paint your life newly. You’re no longer held back by something that happened long ago and is over.

Eckhart Tolle writes in his book, A New Earth, “…nothing ever happened in the past that can prevent you from being present now. We can learn to break the habit of accumulating and perpetuating old emotions regardless of whether something happened yesterday or thirty years ago. We can learn not to keep situations or events alive in our minds but to return our attention continuously to the present.”

The past can only stop you if you choose to allow it to stop you. The past event has nothing to do with who you are in the present. What happened in the past, is over. We only have right now. And, right now, you get to say how you want your life to go.

So, what can you do to let go of the past? You can focus on NOW! What is it that you want to have in your life right now? All we have right now is this moment. Be present to your life right now—this moment. We don’t know what’s in the future. When you create what you want in your life now, you’re creating a new future.

© 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.

It’s Time to Raise your Financial Self-Worth

I was recently on a call with a client who shared with me how she received all theses leads at an event she attended. I expected her to be excited with such a strong response. It was obvious by the number of leads she received that people needed her services. Yet, she was feeling frustrated and depressed. And, when I asked her why, she said, “Even if I get the business, I’m still not covering all my expenses.”

I felt so sad to hear this because she’s great at what she does and should be paid generously for her expertise. We went a little deeper and uncovered she was afraid to charge more because she had a low-worth mentality. She had worked many years as an employee. Although she was now a business owner, she was still thinking like an employee.

What she experienced is not uncommon for many people who leave the corporate arena to start their own businesses. It’s easy to sell a large ticket item when you work for someone else. But when it comes to stating your fee, you find yourself tongue tied and stumbling over what to say. Although you have a passion and desire to help your clients, and hope to be financially rewarded for doing that, your limiting belief about your self-worth determines how much to charge.

Here are some statements that show it’s time to raise your financial self-worth:

• You know in your heart you’re not charging enough.
• You’re afraid if you increase your fees you’ll lose the clients you have.
• People are telling you that you should be charging more.
• You don’t believe you deserve to charge more.
• You’re afraid to go after bigger clients.
• You’re not excited when you bring in a new client.
• You resent the time you give to some of your clients.
• You’re giving extra time to clients and feeling depleted.

If any of the above statements sound familiar and you want to turn them around, here are some ways to help you gain the confidence to raise your fees:

• Make a list of the results clients get from working with you. As you write this list, you’ll gain more confidence seeing the value you bring to your clients.
• Ask several current clients why they chose to work with you. You’ll be surprised and delighted by the reasons your clients hired you.
• Visualize clients happily paying you what you’re worth. The more clearly you can see clients paying you what you’re worth, the more real it becomes.
• Write down all the reasons you deserve to increase your fees. After you’ve written this list, read it over and over so you begin to see that you deserve to be paid what you’re worth.
• Ask your satisfied clients for testimonials and then read them periodically. This will increase your confidence when you read how much you’ve helped them.
• For each negative thought you have about raising your fees, change that thought to a powerful and positive thought. Instead of saying “If I raise my fees, my clients will leave, say, “I’m worthy of these fees and provide a valuable service to my clients.”
• Next practice saying your new fees over and over until the words come out as easily as saying your name.

Remember many of the people you’re dealing with are business owners just like you. They see their own costs going up and expect your fees to increase too.

Remember the client I mentioned earlier. After working with her to shift her beliefs and thoughts about increasing her fees, I received a call from her. She was so excited she could hardly speak. She said, “I just met with a new client, presented my new fees and she hired me! And, it was so EASY!” Everything shifted for her once she raised her self-worth.

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 http://www.salesbreakthroughs.com/.

It's Time to Blow Your Horn

I recently met with my client, Jenny, who left her corporate job to start her own business two years ago. Her business has quickly grown, she had built up a clientele of loyal customers and she was ready to go after bigger accounts. Yet, there was something in the way that was keeping her from pursuing the bigger accounts.

Jenny had worked for someone else for many years. She was comfortable promoting their product and staying in the background. But now as a business owner, the product she’s promoting is herself. She was having difficulty creating a compelling marketing message and letting people know about her.

When I asked her what was holding her back, she said she doesn’t think she can compete with the big competitors. And, when we went a little deeper, we uncovered the real fear and that was she didn’t think she was good enough. Now, is this the truth? Absolutely not! She made this thought up and deep down she believes it.

For many entrepreneurs, we have difficulty blowing our own horn. What holds us back can be our limiting thoughts. We’re not always aware of these thoughts, but you know they’re there because they can show up in our behaviors.

Here’s how you know you’re holding yourself back:

• You make excuses for not doing what you said you would do.
• You blame circumstances or other people for your situation.
• You find yourself distracted and sidetracked by other tasks.
• You feel overwhelmed by everything there is to do.
• You compare yourself to others.

If you want to take your business to the next level, you have to be willing to step out from behind the curtain and stand confidently and proudly center stage. It’s time to blow your horn, let everyone know how great you are, what you have to offer, and how they can help you.

It means “acting as if” you’re already that person. The more you act as if you are, over time you will become that person. It’s like being an actor. The actor takes on a role. She’s “pretending” to be that person; however, to the audience she “is” that person.

I did that when I created my new website. I wanted a new website that projected an image of professionalism yet softness. I took the leap and made the changes. At first it was scary. I wondered how people would respond. There was no reason to be scared, the response to the website has been so positive since I’ve launched it. In the first week, I’ve attracted two huge business opportunities. I’m so happy I made the leap!

Here’s 5 easy steps to help you blow your horn!

• Make a list of your accomplishments. When you do this exercise, you’ll begin to see how much you’ve accomplished. Far more than you ever thought!
• Make a list of the benefits people receive from working with you. This will help you become clear on what you provide for your clients.
• Interview clients. Ask them what they like best about working with you, what is unique about you, and why they hired you.
• Gather testimonials from your clients. Read those testimonials over and over, so you’re present to the results you’ve produced for your clients. These are your raving fans!
• Take action now! What’s one step you’ve been wanting to do in your business and been putting off that you’re willing to take on today?

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 http://www.salesbreakthroughs.com/.

Break Out of Your Comfort Zone and Break Through in Your Business!

Do you have some great ideas to grow your business, but when it comes time to taking action, you suddenly come up with all the reasons and excuses not to do it? Do you find yourself lit up with a new idea that you can’t wait to implement? But, then your fears come up and you decide you’re not quite ready yet to go forward.

If any of this sounds familiar to you, you’re not alone. I’ve experienced the same thing. Most recently at Ali Brown’s workshop I had some big “aha” moments. I wrote down many new ideas, but when I got back to my office, I began to find excuses to put off taking the plunge and breaking out of my comfort zone. I had thoughts like “what if it doesn’t work, this is too expensive, I don’t have the time.” These are familiar thoughts I’ve had before that have kept me stuck.

What I notice about Ali and other successful entrepreneurs is when they have an idea, they don’t sit on it for months or even years, they get into action and quickly implement it. They have no idea if it’s going to be a success or failure but have the courage to try it out anyway. They have their share of failures, yet they don’t let that stop them.

The one thing most successful entrepreneurs have in common is that when they come up with a good idea, they don’t analyze it to death or wait until it’s perfect, they just do it!

I walked away from the workshop with several great ideas, but a couple of the most valuable “a-ha” moments I had was to “stop waiting until it’s perfect, just do it now!” I also know if I’m left to my own thoughts, I’ll come up with lots of reasons not to do things. So I set up a support structure and will be joining a Mastermind Group that will hold me accountable to doing what I said I would do.

Here’s what I learned about breaking out of my comfort zone:

1. When you create something bigger in your business, it’s not unusual to think of all the reasons it won’t work.
2. When those reasons come up not to do it, and those reasons will come up, do it anyway.
3. Successful entrepreneurs quickly implement ideas.
4. Create an accountability support structure to keep you in action.
5. Don't wait for it to be perfect…just do it now!

If you’re ready to break out of your comfort zone and take your business to the next level, here’s 8 easy steps to help you build your best year ever.

1. Write down one BIG idea you know you should be working on now. You know it’s the one if you get excited and nervous at the same time.
2. By fulfilling that idea, write down what will it give you in your life? As you write the details, be as specific and vivid as you can because the more you can see yourself doing it, the more real it becomes for you.
3. Write all the thoughts you’re having that could keep you from implementing your idea. Then take that piece of paper, rip it into tiny pieces and throw it away! You’re now free to pursue that BIG idea!
4. Write down the due date you will implement your idea.
5. Write down the action steps that will help you implement your idea.
6. Find a colleague or a friend to be your buddy and hold you accountable to implementing your idea?
7. Work with a coach, or find a group of like-minded entrepreneurs or colleagues and form your own mastermind group. Together you can guide, support and hold each other accountable to implementing the idea.
8. Now, get your butt into gear and take action, or it's just another good idea!

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 http://www.salesbreakthroughs.com/.

Stop Sabotaging Yourself and Get Into Action!

Whenever we step into something new or take on something we’ve never done before, it’s not uncommon to experience fear. It could be the fear of failure, fear of rejection, or fear of success. The fear can manifest itself in different ways that we’re not always aware of. Some signs of hidden fear are: Procrastination, distraction, excuses, feeling stuck, feeling overwhelm, negative beliefs, worried, and anxious.

Let me share a story of a client and how she dealt with her fear. Maybe you’ll see yourself in this story.

Christina came to me because she had started a new business, and was not taking the steps to get it off the ground. She’s extremely talented and had huge success in her corporate position. She had enough of the corporate world and was eager to start her own business. She had no problem creating new ideas for her boss and presenting to vendors, but when it came to promoting herself and her business to others, suddenly she was stuck.

Christina had made a list of people to contact. These were people she knew and could possibly help her. When I asked her why she wasn’t following up with these people, her response was, “Well, they told me they would call me and since they never returned my calls, I assumed they’re not interested.” I asked her, “Did they tell you they’re not interested?” She responded “No, I just assumed they weren’t interested since they didn’t call back.”

In reality, she didn’t know why they weren’t calling her back. She had made up a story and was stopped because she believed her story was true. Christina was transferring her own thoughts, beliefs and perceptions onto these people. And, the more she listened to her own thoughts, the more she believed they were true.

I suggested to Christina there might be others reasons they’re not calling her back. They could be either busy or away.

She realized these excuses and reasons for not calling these people were also covering up her fear of rejection. What if they don’t want to help me? What if they’re not interested? As long as she believed these thoughts to be true, nothing would change and her business would suffer.

Once she distinguished her fear of failing was a self-imposed negative belief and not the truth, she began to feel freed up. The fear no longer had to keep her stopped. She knew she had created these self-limiting thoughts and they were not true. We took the negative thoughts and reframed them into positive thoughts. And every time the fear would come up, Christina would shift her thinking to a powerful, positive thought. This took practice but over time it became a new habit and easy to do. We then created a step-by-step plan and she got into action. What followed was amazing!

Christine was re-energized and ready to go forward. She contacted all the people on her list, completed her website, and started sending out letters introducing her services. The positive responses she received from people she had reached out to helped her to feel more confident and gave her more clarity on the direction of her business. And, the best news is two companies she had contacted have expressed interest in hiring her. These results happened when Christina identified the fear that had been holding her back, realized she had created the negative thoughts and changed her thoughts, created an action plan, and then got into action.

Your Assignment:

• When you feel stopped, step away from your office and spend quiet time with yourself.
• Write down all the thoughts you’re having at this time.
• Then ask yourself, “Did I make up these thoughts?”
• Write down the answer next to each thought. You’ll see that many of these thoughts are made up by you.
• Write down the steps you can take NOW to get you into action.
• Visualize yourself being in action and how it feels.
• Write down the date you will take action and the outcome you want to achieve. (Example: I will call Jim on Monday and he will be happy to hear from me, or he'll have someone to refer me to.)

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 http://www.salesbreakthroughs.com/.

Rather Be Pushed From An Airplane Than Speak?

One of the fastest ways to attract clients is to become known as the expert by speaking to groups. Yet, most people would rather be pushed from an airplane than get up in front of a group and speak. No one was ever born a natural speaker. When you watch dynamic speakers, it may seem as if they deliver their speech effortlessly. The ease with which they deliver their speech is the result of many hours of preparing and rehearsing.

I love speaking to groups, sharing my sales and marketing strategies to help them grow their businesses. Believe me; it wasn’t always this way for me. It wasn’t too long ago that the thought of getting up in front of a group paralyzed me. I laid awake many nights worried about how I’d come across. What would they think of me? What if they’re not interested in what I have to say? What if I forget what to say? After years of practice, preparation, and training, my confidence increased and I became an effective speaker.

Let’s take a look at the world of speaking and what the benefits are to you.

• When you become a speaker, you immediately elevate yourself in the eyes of the audience. They see you as the expert and this establishes instant credibility.
• You’re reaching more than one person and that increases the chances of more people interested in your service or product.
• Your confidence increases. As your speaking improves, the most powerful benefit is the improvement in your general confidence and self-image.
• Research shows that in selling, a speech demonstrating your services is 50% more effective than the most glowing testimonial. You’re showing the audience first hand how you think and work.
• When you’re speaking, the audience has come to you rather than you having to find them.

What makes a great speaker?

I saw Suze Orman, the financial guru, speak at a conference. As soon as she walked on stage, she connected with us. She was down-to-earth, funny, and knowledgeable. She shared her own personal story of growing up in Chicago, working as a waitress for several years making only $400 a month. Although she has achieved great success and fame, she had her ups and downs just like you and me. Because she shared authentically from her heart, she had us all sitting on the edge of our seats listening to every word she said.

Here’s 10 valuable tips to draw the audience to you from the beginning to end of your talk.

1. Know who’s in your audience before you speak. Call the event or program planner to find out the profile of the people attending.
2. Arrive early before you speak and walk around introducing yourself to some of the people. This helps to relax you and get you related to them.
3. If you’re speaking for a half-hour to an hour, your talk should cover only 3-4 points. The audience can only retain a limited amount of information in a short period of time.
4. Let the audience know at the beginning what you’ll be talking about and how long you’ll be speaking.
5. Speak to only one person at a time for about 4-5 seconds. Don’t look over their heads. Speak to them. This helps to reduce nervousness, increase confidence, and connect with the audience.
6. Create a compelling memorable story. People are interested in “you.” By sharing a memorable story, you’re connecting with the audience at a more personal level. They now will feel more related to you and what you have to say.
7. Engage the audience throughout your presentation and make it interactive. Check in with them by asking questions. It’s much more fun when you include them.
8. Throughout your talk, share other stories about people who you helped and the results. People love to hear real-life stories of triumph and success.
9. End your talk with a “call to action.” What do you want as an outcome for your talk? Do you want the audience to take an action step? Do you want them to buy your product or service?
10. Capture your audience. If you want to keep in touch with them, offer to send them notes from your talk or give a gift if they give you their business cards.

Here’s a story from a person who took my tips and the results he achieved.

“I was preparing to enter the ‘final exam’ interview step with a new company—the position was for US Sales Director—and I had to give a presentation on how I would construct their sales organization. I had to sell two things: my ideas and ME. I took Rochelle’s ideas to heart and revised my presentation. The presentation went very well and they made me an offer when I was done! Two major points my audience commented on were the opening story and that I asked them questions throughout the presentation. The other candidate didn't engage the audience, he just talked straight through. Guess what? The first task the President has given me is to work with the Market Development VP and create a presentation to launch the product to physicians. Rochelle's stuff works!”

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 http://www.salesbreakthroughs.com/.

It’s Time to Take a No-Excuses Approach!

Do you find yourself wanting to try new things in your business but then you start coming up with the excuses for not taking the steps to make it happen?

Consider that whatever excuses you have determine the quality of your life.

Excuses can be deadly. They keep us from doing all the things we want to do. They keep us from growing. They keep us from fully experiencing fulfillment and success.

Why do people hold on to their excuses and are so reluctant to learn new ideas that will bring them more money? How often do you say to yourself…

• I want to do this when I have the money. If you’re not looking for new ideas to grow your business, you’ll never have the money.
• As soon as more money comes in, then I’ll make the investment. The sooner you start learning new ways to grow your business, and implement those new ideas, the sooner you’ll have the money.
• I’ll do it next time. Waiting to do it later is only going to delay you from having what you want now.
• I don’t have the time, I’m too busy. If your business isn’t where you want it to be, it’s time to look at where you’re putting your time. If you were to learn one valuable strategy that could increase your income, wouldn’t you say that was worth your time?
• This is something I want but can’t make the investment now. Well, if it isn’t now, when do you think you’ll be ready? Next month? Next year? Someday? There is no “someday.” Ask yourself why you keep putting things off. What’s at the source of this excuse?
• If this was free, then I would do it. How often have you signed up for something free and not taken the program or completed it. There’s no skin in the game. When you invest in yourself, you’re going to get your money’s worth because you have more at stake.

Often what is at the source of our excuses and resistance to taking action is “fear.” Fear of failing, fear of rejection, fear of not being good enough. Your fear may be related to a past event and protecting you from it happening again. The problem is the fear that is trying to protect you, is also keeping you from living a life filled with joy, fulfillment, and success.

So what does it take to move through the fear? It starts with acknowledging the fear and understanding that it doesn’t have to own you. It’s knowing you have a say in how you’re life is going to go. There’s a common saying, “Feel the fear and do it anyway.” Yes, you can feel fear and still take the action to move forward. It may feel scary at first, but one thing is certain. You have all the courage you need from within to transform your business and your life.

Success and growth doesn’t occur when we’re stuck in our excuses. It happens when you’re willing to give up making excuses, willing to let go and take the leap.

I invite you to take a deep breath, trust in your ability to achieve what you want, and go after the things you want! Isn’t it time to take a “No Excuses” approach to your business and your life?

© 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.

Would You Rather Jump Out of an Airplane Than Speak?

Did you know for some people the fear of speaking is so intense, they would rather jump out of an airplane than get up in front of a group of people to speak? May sound crazy but it’s true. Many people have some fear of speaking, even the rich and famous. It’s a well known fact that Barbra Streisand rarely sings to large audiences because of her fear. For some people the fear of speaking is so strong that, although they would like to speak, they back away from speaking opportunities.

I can remember when I was being trained as a workshop leader, the night before the training class I would lay awake anxious that I would make a fool of myself in front of the group. There were times I would say to myself, “This is not a good idea.” However, my desire to be a speaker was stronger than the fear and as I learned techniques, and practiced, my speaking skills greatly improved and the fear diminished.

There’s nothing wrong about being a little nervous before you speak. A little bit of adrenalin is good because it keeps you alert, focused, and energized as you speak. However, if you find your heart beating rapidly from nervousness and your hands sweaty, there are ways to calm your nerves.

Here are six tips to help you overcome the fear of speaking.

1. Do Your Homework. You can reduce your anxiety by thoroughly researching the topic, planning what you want to say, and rehearsing your speech several times over.
   
   
2. Write Out the Speech before You Rehearse. Write your speech in sufficient detail so that fear doesn’t slow you down. If that means writing out the entire speech, then write out the entire speech. As time goes on, try reducing the amount of support you give yourself, until you’re just using basic notes and can be conversational. Remember, the audience came to see you speak, not see you buried in your notes.
   
   
3. Prepare and Practice. Nothing is more important to your success than preparation. It will eliminate 80-90% of your nervousness if you’re well prepared. Make sure to rehearse the ideas in your presentation at least four times through. Also, practice it in the mirror. You want to see yourself speaking. You can also record it on tape, and listen to it as you drive.
   
   
4. Do a “Tech” Check. Beforehand, create a Checklist of the Logistics, Meeting Space, Materials, and Equipment Needs. Then arrive early enough to check out the equipment, the room temperature, the room layout, and generally get comfortable with your surroundings.
   
   
5. Know Your Audience. Your audience is the reason you’re there. They’re there to learn from you. Take the time to find out all you can about your audience. Who are they? Why are they there? What are their needs, interests, and concerns? Arrive early enough before your presentation, to meet some of the members of the audience. This will help alleviate some of your nervousness by meeting a few and introducing yourself to them. By meeting and chatting with a few of the people beforehand, you can seek those friendly faces out and direct your eye contact to them during your presentation.
   
   
6. Visualize Yourself Being Successful. Whenever you find yourself thinking about the event, create a scenario to which you return, again and again, seeing yourself succeeding brilliantly. Make it as specific as possible. You are the expert. There have been times before I speak, when I have thought to myself, “Will I do a good job?” ”Will they like me?” ”Will I make a difference?” If you’ve had similar thoughts, always remember you are the expert. No matter how nervous you feel, you still know more than your audience does. They’re there to learn from you. Reprogram those negative thoughts and create positive affirmations. Write it out and say it to yourself, “I will do a good job, “No matter what I may think, they will see me as the expert,” “They will like me.”
   

© 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.