Shift Your Mindset About Speaking

When you shift the way you think about speaking, your whole view of speaking will transform. This means changing every single negative thought you have. Thoughts like, “I’m not good enough, I’ll never be a successful speaker, or she/he has what it takes and I don’t.” These thoughts were made by you.

Ask yourself, “What are the thoughts I’m creating right now?” Are you thinking about ways to become a speaker or are you thinking of reasons why you’ll never be able to be a speaker?

Studies show the mind is like a programming machine. Whatever thoughts the mind hears over and over again believes it to be true. We can turn any negative thought into a positive and powerful thought.

You have within yourself the ability to change your thoughts and by doing that, you can achieve everything you want to achieve. You can be the speaker you’ve always wanted to be!

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/.

Your Thoughts are Key to Closing More Sales!

The power of shifting the way we think is a principle that has been taught for decades by many well-known spiritual leaders. And, if you walk into any book store, you’ll see bookshelves lined with books about positive thinking. People are hungry to be free from negative thinking and want to be excited by what’s possible, yet learning how to apply this principle to their lives still eludes many.

In the course of the day we’re receiving thousands and thousands of thoughts. Many of the thoughts we have keep us playing small in life and from going after the things we want. It may seem as if we have no control over the thousands of thoughts that come into our mind. But, the truth is, we do have a say in what we think.

Consider that as human beings we are always in an ongoing conversation with ourselves. Notice the conversation you’re having with yourself when you’re sitting across from a client. As you get present to your own internal voice, you will see you are a person driven by that ongoing conversation. You’re driven by a little voice in your head that never shuts up. That voice in your head tells you who you are and what you can and can't do.

The voice never disappears; however, it doesn’t have to stop you. The voice that tells you, “you can’t do this” or “I’m not good at this stuff,” is made up by you. You’ve had those thoughts for so long, you actually believe they’re real. These repetitive thoughts become your negative beliefs. Here are some negative beliefs that may sound familiar to you.

I’m not good enough. I don’t have what it takes. Something is wrong with me. I’ll never succeed. I don’t like to sell. What if I fail?

I don’t know enough. Who will want what I offer? I’m a failure. I’m too disorganized. I’m not worth it. I can’t do this.

Are these negative beliefs real or did you make them up? How have they stopped you from taking action in the past and today?

Ask yourself, “What are the thoughts I’m creating right now?” Are you thinking about new ways to bring in business or are you thinking of reasons why you’re not bringing in enough business? Are you thinking of all the ways you help your clients or are you thinking you’re never going to be as successful as other entrepreneurs?

Studies have shown the mind is like a programming machine. And, whatever thought the mind hears over and over again believes it to be true. If that’s the case, why not change the negative belief to a positive belief? We can turn any negative thought we have into positive and powerful thoughts.

Here are some examples of how easily you can change some negative beliefs.

“They’ll think my fees are too high.” Your fear about charging higher fees has more to do with your own self worth than what people think. If you know in your heart you bring value to your clients, you’re worth it. To help you see your worth, make a list of everything you provide and all the benefits your clients get from working with you. Then read the list over so you can see the value you bring. If you believe you’re worth it, they will to!

“It’s hard for me to ask for referrals.” Often a thought like this will have an underlying belief such as “people don’t want to help me,” “people aren’t happy with my services,” or “I’m afraid I’ll appear too pushy.” How do you know they don’t want to help you, aren’t happy with your service, or will think you’re too pushy? We tend to get a rejection or two and conclude that people will not help us. Before you ask for the referral, say to yourself, “I did a good job for my client! They want to help me. I’m going to ask for a referral without being attached to a result.”

“Public speaking scares me to death.” Will you die if you speak in public? Is that really true? I haven’t seen it happen once, yet. What’s the really worst thing that could happen? Your presentation might bore some people. Could you handle that? With a little practice, don’t you think you’d improve? Of course you could. To ease your fear of speaking, you can build up your confidence by giving small presentations at your local library or your local community center.
Now, the more you say these thoughts to yourself and to others, they become real. Negative thoughts like “It’s hard for me to ask for referrals.” “I’m not good at managing my time.” “Public speaking scares me.” Every limiting thought becomes a self-fulfilling prophecy. It’s true because you say it’s true. And, if you don’t question your thoughts, they will continue to control your destiny. You can change those thoughts.

The thoughts you have are the key to achieving everything you want in your life and business. You have within yourself the ability to change your thoughts and by doing that, you can achieve everything you need to bring in sales beyond your wildest dreams! When you start shifting your thinking, you’ll easily start attracting new clients and bringing in new business.

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. If you're stuck in your business or frustrated you're not bringing in more sales, please stop suffering and call me. There is a solution! I will walk you through a step-by-step process that will give you clarity about the direction of your business, create a 180-degree turn around in your thinking about sales, and move you forward quickly. I will personally give you my one-on-one breakthrough strategies that fit you and your business. Click here to learn more.

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/.

Give Yourself a Break…Cuz You’re the Boss!

I’m the first to say that it’s important to invest in yourself to grow your business. As a solo business owner, I’m always interested in learning new ways to grow my business and help my clients. I know that by learning the latest products and cutting edge information, I have more to offer my clients.

However, recently I noticed I was spending more time outside my office attending workshops than working on my business. I would return from a workshop filled with new ideas. I’d create another long “to do” list to add to my previous “to do” list, not sure when I’d get to all of it. There seemed so much to do and so little time to do it. I realized it was time to put the brakes on, slow down, and take a step back.

I was so busy doing, doing, doing, I wasn’t making the time to absorb and implement everything I’ve learned. Nor was I taking the time “to stop to smell the roses.” Sound familiar to you? You find yourself with all these great ideas, yet pulled in so many different directions that it begins to feel overwhelming.

One of the advantages of being a business owner is that you get to design your business the way you want it. So it’s time to give yourself a break, cuz you’re the boss! Here’s 5 ways to get started.

1. Ask yourself, “Which of these tasks is going to move me closer to my goals?”
   
   You’ve got a number of projects you’re trying to finish. You can’t possibly do everything you need to do. Some things are just not going to get done.
   
   Then make a list of all the things you have to do. Prioritize all the items, listing the most important on top down to the least important at the bottom.
   
   Now you can start working on the most important realizing you probably won’t get to the bottom. And, that’s okay because they can’t be very important or they would have been listed at the top.
2. Take a deep breath, stop what you’re doing and step away.
   
   There are times when work can seem so overwhelming. You feel like everything is coming at you at once. You’re not sure what pile to start on first.
   
   Even if it’s only for a few minutes, step away from your desk, and do something different. When you return, you’ll feel calmer and more focused.
3. Make your weekends your own private time to take care of yourself.
   
   Often on Sunday afternoons, I’ll go up to my office, open up my computer and start working. I’ll tell myself I’m doing this so I can be ahead of my workload except there’s always the next thing to do.
   
   This past Sunday, I did things differently. I decided I was not going to work. Instead, I sat out on my terrace and immersed myself in a great fiction book I’ve been dying to read. What a great feeling to read something totally unrelated to work, and I can’t wait to read the next chapter!
4. Block out time on your calendar to nurture your mind and soul.
   
   For me it’s working out at the gym 3 times a week. For you, it could be taking a walk, jogging in the neighborhood, practicing yoga, journaling your thoughts each morning, meditating daily, or reading a good juicy book.
   
   Even if it’s only for a few minutes, give yourself “special time.” You’ll find yourself more relaxed and focused when you return to your office.
5. As you start to plan next year’s business and personal goals, make sure to block off vacation time and write those dates in your calendar now.
   
   Your vacation time with your family is a priority, and sometimes we forget that. Rob and I have already decided where and when we’re taking next year’s vacation. And, we plan on taking more vacations too.

As a solo entrepreneur, you have to consciously make the time to enjoy life and smell the roses. If you don’t do that for yourself, no one else is going to! And, doing that has to be a priority.
By taking my own advice, something pretty amazing happened! I got 2 new sales without being at my computer. Also, the phone started ringing with people interested in working with me. Of course, I had all my systems in place that made this all the more easy.

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. If you’re stuck in your business or frustrated you’re not bringing in more sales, please stop suffering and call me. There is a solution! I will walk you through a step-by-step process that will give you clarity about the direction of your business, create a 180-degree turn around in your thinking about sales, and move you forward quickly. I will personally give you my one-on-one breakthrough strategies that fit you and your business. Click here to learn more.

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/.

5 Steps to Attracting More Sales Beyond Your Wildest Dreams

As entrepreneurs and business owners, we all have dreams of closing sales beyond our wildest dreams, signing up lots of clients, and making more money than we ever thought possible. Unfortunately, it doesn’t always happen as quickly as we’d like it to.

Many entrepreneurs and business owners come to me frustrated with their lack of sales, hoping to learn specific sales skills to turn around their businesses. They hope by learning new selling techniques, their sales will quickly grow and their businesses will flourish.

Some of my clients quickly apply the sales skills I teach, reaching extraordinary levels of success, while other clients reach minimal sales success. Why was this happening for some and not for the others? Both groups had the same level of experience, yet the level of success was significantly different.

At first, I was puzzled, frustrated, and saddened I could not make a difference for all my clients. Over time, it became clear I could share all my sales knowledge and show my clients everything I knew about sales; however, it was up to them to make it happen. I realized it took more than just learning the right sales skills; it took shifting the mindset.

A crucial key to unlocking unlimited abundance in business and life starts with shifting our inner mindset. Unfortunately, many people work really hard getting minimal sales results because of their mindset. On one hand, they want to break through their barriers. On the other hand, they allow their emotions to keep them from making the changes necessary to expand their businesses.
You can learn all the skills, techniques, and strategies; however, without a positive inner mindset, your financial success is limited. If you want to create an abundance of sales and clients coming to you, it starts with shifting your mindset.

When you shift your inner mindset, you make the decision to rewrite the way you think. By changing the way you think, you’re changing the direction of your life. You’re now becoming the author of your life. Then you’ll begin to attract everything you want with ease.

As a coach and mentor, I am always learning from my clients. I saw in my own business how I would reach a certain level of success and then stop. I knew deep in my heart I could achieve much more, yet I was afraid of taking the leap. So I started studying with the experts, taking personal growth workshops, and reading more self-growth books than I can keep count.

As I made these internal changes to my thinking, something magical began to happen. I began to appreciate what I have, started “being” in my business rather than “doing,” and let go of the worry. I’m now taking bigger steps in my business and following my purpose.  New opportunities are coming my way and it’s because I’m letting go of the fear.

From the journey I’ve taken and I’m happily still on, I saw there was a process I followed that opened me up to receiving abundance in my business. I’ve taken what I’ve learned and created 5 key steps to follow that will change how you are being in your business and help you easily attract an abundance of everything you want.

1. Shifting the Mindset. You must first believe you can. As soon as you have a doubt, fear, or worry, those feelings take away from believing. Your thoughts, emotions, and actions must be congruent with your belief so that the universe can give you what you want. Your thoughts and feelings create your reality.
2. The Power of Choice. You get to choose the direction you want your life to go. Through the power of choice, you decide how you want to create your life to be. What occurs in your life is not by accident. It’s a result of the choices you’ve made. Are you choosing to live your life powerfully or are you blaming others? Are you choosing to take responsibility for the growth of your business or are you blaming circumstances?
3. 100% Responsible. Responsibility starts with being accountable for every aspect of your life. When you can recognize, acknowledge, and own that you are responsible for your life, you experience a new level of freedom, power and ease in your life. When you’re being responsible, you’re no longer at the affect of any circumstances that come your way. There’s no complaining or blaming others. You know that the buck stops with you.
4. Moving Beyond What’s Stopping You. What have you been putting up with, tolerating, or trying to change? Whatever you put up with drains your energy and keeps you stuck in the same place. Do you make excuses for not going forward in your business? What’s the excuse really covering up? It’s probably an underlying fear that you’re holding onto. When you make the decision to move past where you’re stopped, all tolerations, excuses and fears will lose their power over you.
5. Letting Go of the Past. Are you letting past experiences keep you from moving forward? Some of our past experiences keep us from appreciating what we have in the present because we believe it will happen again. These experiences affect how we communicate, relate to others, grow our business, and even stop us from going after all the things we really want. By letting go of the past, you’re free to attract anything you want in your life and your business. You now have a blank slate from which to create anything and everything!

I believe by applying these steps to your business, you’ll begin to experience a shift in how you sell and interact with clients. You’re now becoming a master of the inner game of sales. I invite you to follow these steps to opening your mind to unlimited sales success. (I’m so certain that this is the pathway to creating your sales success that I’m currently creating a revolutionary new sales program that will change your mindset about selling forever…more details to come!)

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/.

When You Open Your Heart, the Clients Will Come

In a teleseries I led one of the topics that made the biggest impact for the group was how to powerfully share their personal story with their audience.

As I thought about this topic, I realized sharing your personal story is not only for when you speak to an audience, it has the same powerful impact when you're meeting with a prospect or a client. When you're willing to open up your heart and reveal who you really are to people, they feel instantly connected to you.

We all have a personal story to tell about our journey through life. Many of us had to deal with challenges at different times in our lives. Your personal story has made you who you are today. The people who inspire me the most are the ones who freely share their personal story of struggle and victory with us.

Oprah Winfrey has openly shared about the struggles and abuse she overcame growing up to become one of the most powerful women in the world. We listen to her story and what she’s accomplished, and we’re inspired to follow our dreams.

Sometimes we cover up our story because we want others to think we have it all handled. But most of us have had to overcome something along the way. In fact, the challenges we’ve had to deal with make us the person we are today.

When you’re willing to share the struggles and challenges you’ve faced, people are quickly drawn to you because you’re being authentic. They can easily relate to you because they see you’ve had similar challenges.

One of the most powerful assets you can use to attract more clients is sharing your personal story. When you share your personal story about how you overcame your challenges, you provide them with inspiration that THEY can do it too!

The easiest and fastest way to draw people to you is when you authentically share yourself. Start your talk by sharing a personal story of how you became who you are today. When you share something personal about yourself, they feel more connected to you. You’re showing them you’re no different than they are. They can relate to you more quickly through your story and that’s going to draw them to you.

Show your vulnerability by speaking about your struggles, how you overcame your challenges, and the life lessons you learned. We’ve all had to deal with personal and professional challenges in the course of our lives. When we hear true stories of courage and victory, we’re inspired and believe we can go after the things we want too.

They listen to your story and what you’ve overcome, and say to themselves “If she or he did that, so can I!” I’ve had many people come up to me after I’ve shared my personal story of overcoming breast cancer and how it changed my life, and tell me how it’s inspired them.

Tell your story vividly and specifically. As you tell your story, speak in the present tense. Share your story as if it’s happening right now in the present moment. Convey excitement and enthusiasm using gestures, facial expressions, and inflection as you describe your story. What leaves the strongest impression is how you look and sound. People will walk away remembering what they’ve seen and heard.

I saw Suze Orman, the financial guru, speak at a conference. As soon as she walked on stage, she connected with the audience. She was down to earth, funny, and knowledgeable. She shared how she grew up in a poor Chicago neighborhood, worked as a waitress for several years making only $400 a month. She shared her personal story with such authenticity. She had everyone sitting on the edge of the seats listening to every word she said. And, after she spoke, there was a long line of people waiting to buy her products.

I invite you to start writing your personal story now, and start sharing it with others.

Remember it is...Your Story!

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/.

Bring Back the Passion: Create a Vision that Lights You Up

It’s the beginning of a new year. And with every new year, there’s an opportunity to make a fresh start. It’s time to put what happened or didn’t happen last year to rest, and create a new vision for 2010 that lights you up and brings back the passion.

How do you know you’ve lost your passion and it’s time to create a new vision? If you’ve had any of the following thoughts, then it’s time.

1. You know there’s more you could be doing in your business and your life, but you’re not sure what it is or the steps to take.
2. The day goes by and you didn’t accomplish what you intended to.
3. You have difficulty getting motivated in the morning.
4. You’re concerned about money.
5. The number of clients and sales has dwindled down or stopped.
6. You worry about the economy.
7. The passion you had for your business has disappeared.

So how are you going to bring back the passion and get excited again about your business? It starts with being honest with yourself and taking a realistic look at what you want your life and your business to look like. Here are 9 steps to help you create a vision that lights you up again:

1. Take some quiet time and begin to journal how you’d like your life to look. If you were living your life exactly the way you want it, what would it look like? Don’t hold back—let your mind run freely. This is the beginning of creating your vision. Remember this is about you, so give yourself the time to do this.
2. Your vision should include all areas of your life (Business, Relationships, Well-Being, Finances, Physical Space, Spirituality, and FUN).
3. Write your vision as specifically and vividly as you can. How much money do you want to make, how many clients do you want to have, how many hours do you plan to work, how many vacations will you take, where do you live, where do you work, how do you feel emotionally when you get up in the morning, what does your physical space look like? The more clearly you articulate the way you want your life and business to be, the more quickly it will come to you.
4. Now that you have a vision of what you want your life to look like, write down the action steps to make this vision real. The action steps are key to fulfilling your vision. You can have an amazing vision of what you want, but without being in action, it’s just another good idea. For each action step, write a due date to complete the action step.
5. Create your own Vision Board. Look through magazines and cut out colorful and bold photos, pictures of people, words, numbers that reflect your vision. Display them on a large board so you can see it every day. Every day you’ll see the Vision Board of your new life. This will motivate you to keep your vision alive.
6. Design you own Personal Dream Movie. You can create your own online inspirational movie of what you want your business and life to look like using inspirational words, photos, and music. Seeing your vision of the dreams you want to achieve played out in a movie is an amazing and powerful experience. Throughout the day you can motivate yourself by playing your movie, share with others, post on your website, and even on YouTube. A couple of sites that I found to help you create your movie are http://www.mindmovies.com/ and http://www.animoto.com/.
7. Share your vision with other people. Don’t keep it a secret. Let others know what your vision is. There’s no more playing small for you! It’s time to step out and let others know what your intention is. As you share with others, you’ll feel more and more excited about what you’ve created and it becomes real for you. You’re declaring to the world what you’re committed to accomplishing.
8. Speak it as though it’s happening now. “I am living in a beautiful house by the ocean.” “I am making $$ dollars.” “I wake up each day excited by what’s possible.” As you say these words aloud, you’ll begin to believe it and visualize yourself having it come into your life.
9. Create your own Mastermind Group to support you in fulfilling your vision. Find people like you who have the same level of commitment. Meet once or twice a month by phone or face-to-face. You can brainstorm with one another, give advice, share new ideas and hold each other accountable. I’m in a Mastermind Group because I know it’s the only way I can be sure to fulfill on my vision.

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/.

8 Easy Steps to Eliminate the Non-Serious Buyer (Once and For All)

A client was disappointed she hadn’t brought in any new clients in several weeks. She was frustrated she had set up 8 appointments and hadn’t closed one. She had set high expectations and was upset with the results. We’ve all been there, so we know how it feels to anticipate closing business and then it doesn’t happen.

As she and I discussed the situation, several things started to open up. Although she had scheduled 8 appointments, early on 2 of the people had cancelled and 2 didn’t want to spend the money. These 4 people were non-serious buyers. The good news was the other 4 were definitely interested.

In fact, one of the people she met liked her authentic sales style so much that she was invited to attend a party where she could network with many more potential clients. She may not have closed the sale on the first appointment as she had hoped; however, she gained much more. She still had the possibility of closing this sale and an opportunity to meet many more potential clients.

It’s unlikely you will close most of your sales on the first appointment. There is an emotional process that people go through when making a buying decision. People do business with who they get to know, like and trust. You have to be patient and willing to nurture the business relationship.

To guide the customer through the sales process and create a long-lasting business relationship begins by authentically communicating, being genuinely interested in the other person, and giving up any attachment you have to the outcome.

As we reviewed her appointments, we looked to see what was missing that could be put in for the next time. She thought the problem was she didn’t know how to close the sale. That wasn’t the problem. What was missing was doing the preparation work before the sales meeting to eliminate non-serious buyers. If she had done the preparation work, those 4 non-serious buyers would have been eliminated early on.

If you want to be well prepared for your sales appointment and close sales faster, I have 8 steps to follow that will move the sales appointment to a sales close.

1. Set specific and realistic goals of what you want to accomplish.
2. Go in with the intention of closing the sale, but let go of any attachment to the outcome (and how it should look).
3. Send a letter or email before the meeting outlining what will be covered at the meeting.
4. Call to confirm the meeting. At that time ask qualifying questions to uncover their budget, make sure you’re meeting with the decision maker, and find out how long they’ve been looking.
5. Make a list for yourself of anticipated questions and responses.
6. Make a list for yourself of anticipated objections and responses.
7. Practice your presentation out loud.
8. Practice your responses to the questions and objections.

Golden opportunities are all around us. Sometimes they’re hidden from our view because we think things should look a certain way and when they don’t, we’re disappointed. I invite you to let go of how it should look and turn every challenge into a golden opportunity.

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/.

Build A Powerful Referral Network and They Will Come

As solo business owners, we sometimes feel like “Lone Rangers” on our own, trying to figure out ways to bring in more clients. A business owner’s survival and growth depends largely on bringing in new clients. Who wants to be alone on the range, single-handedly trying to figure out how to bring in clients and expand business? That takes tremendous energy, hard work and producing average results.

Instead of operating on your own, there are ways to creating a sales force of people happy to refer business to you. Think about how big companies increase their sales. They have large sales forces out there selling their products. The sales people are educated about the product, calling on prospects, and paid commissions based on the number of accounts they bring in. One of the differences between a big company and you is that YOU are the “one”. You are your sales force, that is, if you operate as a “Lone Ranger.”

An effective way of creating your sales force, is through your referral network. A referral network is a group of people who already know you, understand your business, and can refer people interested in buying your product or service. With a powerful referral network, an unlimited flow of quality prospects start coming to you quickly and effortlessly. You never have to cold-call again! This is the easiest and most effective way to establish an ongoing stream of warm leads.

Building a referral network begins with educating people you already know, your clients, colleagues, friends and people you meet. You want to clearly articulate what you do, who your ideal client is, how your product or service helps your clients, and what’s unique about working with you. Once these people are educated about your product, they become your own “sales force”. But just like any sales force, it helps to motivate them to sell by giving them something special as a thank you.

Consider offering a referral fee or a special gift to those people who refer business to you. People will be motivated to refer business to you, if they’re rewarded for it. I know, as a sales person, what motivated me the most to bring in those sales was the commission check I received at the end of the month. And, I still love receiving those checks. I’ve been referring business to a colleague, and I’m delighted when I receive a thank you note and check from him. It’s an incentive to think of other people who can benefit from his service.

By organizing a healthy referral network, you’re going to be able to rely on other people out in the world, all educated about the merits of your product or service, willing to become your marketing machine.

Here are six steps to follow that will help you set up a powerful referral network:

1. Change Your Mindset: Some people hesitate when it comes to asking for referral business. They have thoughts like “They won’t want to help me,” or “How do I even ask?” Before you project these fears, step back and consider. If a customer’s satisfied with you, they’re delighted to help you out. Also, people in your personal and professional circle who believe in you, want to help you grow.
2. Be Proactive: A satisfied customer is happy to help you but don’t expect them to offer. Rather than waiting for them to offer referrals, ask, because more than likely, they don’t think to offer. Occasionally, they may say to you “I told my friend about you.” It’s really great when that happens, but don’t rely on it. As a business owner, it’s your responsibility to ask.
3. Write What You Want to Say: To help you gain confidence, write the words you want to say. Then practice saying it aloud until you’re comfortable with it. We all feel uncomfortable doing something new. It’s just like going to the health club and working out. You have to use that muscle over and over again in order to build strength. It’s the same thing with asking for referrals.
4. When to Ask a Client: The best time to ask a client for a referral is immediately after you’ve received a compliment, and/or once the sale is closed. Once your client utters the words, “I’m happy working with you. I really have enjoyed this.” That’s your cue to ask if there’s anyone else they know who would benefit in the same way from your services. Don’t wait for them to get back to you with the names because they probably won’t. Set up another time to follow up with them for the referrals’ names and phone numbers.
5. Referrals Fees: Establish a referral program whereby people receive a referral fee or special gift for the people they refer to you. Let your referral network know in advance what they can expect in return for their referrals. Create a referral program you can send to your referral network and post on your website. Giving referrals works both ways. If people refer business to you, tell them you will do the same for them.
6. Keep Track: Once the steady flow of referrals starts coming in, it’s time to start managing all these leads in an organized manner. There are several software programs designed to you help track your business and referrals. Outlook, ACT and Goldmine are several software programs to check out.

ASSIGNMENT:

• Write a clear and compelling message of what you do, who your ideal client is, how your product or service helps your clients, and what’s unique about working with you.
• Practice saying it aloud until you comfortable saying the words.
• Start calling the people in your personal and professional circle, educate them about what you do, and invite them to be part of your “Referral Network.”
• Ask a colleague or friend to role play being the client and practice “asking for a referral.”
• Create a “referral fee or special gift” program you can start offering to your clients, colleagues, friends, and people you meet.

© 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 Creating a Wealth-Conscious Mentality?

Do you find yourself feeling worried or concerned at times with everything that’s going on? Unless you’re living on a remote island, it’s nearly impossible not to be somewhat affected by what’s going on in the world. But the good news is, it doesn’t have to stay that way.

This is when creating a positive mindset makes all the difference if you are to succeed in your business. When I speak about the mindset, I’m talking about the thoughts and beliefs you have about yourself as a business owner or entrepreneur. Now, more than ever, it’s important to create a positive mindset, and stop believing everything you’re hearing or reading.

In fact, I recommend you reduce the amount of time you watch TV or read a newspaper. Believe me, you won’t miss anything. The people around you will fill you in on what’s happening and that’s all you need to know.

I know it’s easy to get sucked into what they’re saying. It takes a conscious effort on your part to keep yourself focused and positive. It’s easy to blame others when things aren’t coming your way. But doing that increases the chances of attracting more of the same.

Did you know that more millionaires are created during difficult economic times than any other time? That’s right, even during a recession, millions of people continue to make money.
How do people make money during challenging economic times? They have created a wealth-conscious mentality for building wealth. Their thoughts and feelings match their actions, and that leads to results.

How can you create your own wealth-conscious mentality? It’s simple if you follow these 5 easy steps:

1. Focus on Creating More
   Focus on creating wealth instead of losing money. Remember the more you think you’re losing money, the more you will lose money. Think in terms of words such as “more, plenty of, and abundance.” For example, I am making more money, I have an abundance of clients, I am attracting more opportunities, and there is plenty more where that came from!
2. Choose Your Life
   When you choose your life just the way it is and the way it isn’t, you’re no longer resisting what you have. By letting go of the resistance, it unblocks your energy flow and allows new energy to come to you. During my illness, I chose to live and that gave me freedom and power to do something about it. I then got into action and designed a plan to heal myself. I found the right doctors, joined a support group, and surrounded myself with supportive and loving people. And, met and married the man of my dreams!
3. Take Responsibility
   Although we may say we know we’re responsible for our lives, we don’t always want to be accountable for taking responsibility. When you take responsibility for your actions, you give up any reasons, excuses, or justifications not to do something. As the well-know author, Brian Tracey, says, “The mark of excellent people is that they refuse to make excuses, blame others, or complain about their situations. Instead they say ‘I am responsible’ over and over again.”
4. Move Beyond Your Fears
   There are two types of fear. The first fear is a real fear. When someone is about to push you out of an airplane—now that’s real fear! The second fear is imagined fear. When you think something bad is going to happen that hasn’t happened yet. We all experience imagined fear from time to time in our lives—it’s part of being human. Fear of not being good enough, fear of failing, or fear of succeeding. These are not real fears although you may have the same bodily sensations as real fear. However, remember, fear can be an acronym for...False Evidence Appearing Real. What there is to do is notice the fear, distinguish it’s not a real fear and get into action!
5. Believe in Yourself
   When you believe in yourself, you have the power to move through any obstacle because at the core you believe in who you are. Nothing will stand in the way of you achieving what you want. You have created a solid foundation of who you are and feel secure within yourself. The key steps to believing in yourself start with loving who you are, accepting yourself and others just as they are, appreciating your accomplishments, and being grateful for all that you have in your life. Sound simple? Yes, it is and you’ll start seeing a change as soon as you start practicing the steps.

Assignment:

1. Write your own sentence for each of the words I mention…more, plenty of, and abundance. (For example: More sales are coming my way. There is plenty of money. I am attracting an abundance of clients.) Read this list daily. When you first get up in the morning and before you close your eyes at night.
2. If there’s someone or something in your life you’ve been resisting or putting up with, stop resisting and accept as is. Remember what you resist…persists. As you stop resisting and let go, start to notice what opens up for you.
3. Take an area of your life where you’ve been blaming or complaining about something, and change that by taking responsibility for it. (For example: My business is slow because of the economy. Change that to: I’m going to increase my networking and reach out to more people.)
4. Take on one thing in your life that you’ve been afraid to take on and do it today! You’ll see when you take action, the fear of doing it is much greater than after you take action.
5. Make a list of at least 10 areas of your life that you are grateful for. Then ask someone close to you to do the exercise too and share what you wrote with one another.

© 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 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.

Is Your Authenticity Shining Through?

Imagine you’re sitting across from the prospect, you’ve just presented your services and you’re unsure what to do next. You end up leaving the meeting not knowing what the next steps are. Sadly, you realize you spent more time during the meeting in your head wondering what to say than learning what’s important to the prospect. You leave discouraged and believe you don’t have what it takes to sell. If this has ever happened to you, you’re not alone.

Many people believe there’s a certain way they have to sell if they’re going to be successful. They’re stopped before they even get started because they believe they’re lacking a special style.

The truth is, we’ve been selling ourselves since we were very young. When you were in school and making new friends, you were selling yourself. When you were looking for a job, you were selling yourself. What helped you make new friends and get that job was your authentic style. It’s the same in business. What helps you close sales are the innate qualities you already have.

None of us was born to sell. Successful people learn sales skills and techniques that help close the sale. Most importantly, successful people work at creating the relationship with the client right from the start by being authentic.

The key to authentic selling is to sell from your heart. When you sell from your heart, you’re not following a canned script. Nor are you trying to copy anyone else’s style. You’re being genuinely interested in the other person by asking the right questions and listening keenly to what’s being said.

Have you ever noticed how much more you enjoy a conversation when you feel heard and listened to? Well, that’s what you’re doing when you’re authentically selling. You’re allowing the prospect to do most of the talking. When you follow these steps you’re creating a long-lasting relationship that leads to getting the business. You’re showing you want to learn as much as you can about him or her to see how you can help.

Most people buy based on the K-L-T Factor. They first want to get to know you, they need to like you, and then trust you. Once you establish the K-L-T Factor with prospects, they’re ready to listen to what you have to say. The business relationship begins when you relax and allow your authenticity to shine through.

I remember early in my career how inauthentic I was with people. I was more concerned about how I was doing than learning about the prospect. I covered up my insecurities well. To everyone I looked as if I had everything handled. The truth is, I didn’t—far from it.

The turning point came when I became seriously ill. My life came to a screeching halt. It was then I slowed down and took an honest look at myself. For the first time in my life, I let my guard down and became real. Instead of listening to myself, I started listening to others. Rather than pushing and forcing things to happen, I began to listen to people with a genuine interest in them.

I let go of being pushy and aggressive. And within a short time I noticed a lot more business started coming to me easily. The sense of urgency and intensity I used to display disappeared and I started having fun.

Start to look for yourself to see where in your life or your business you’re pushing too hard and trying to force things to happen. Write down the areas where you've been inauthentic and covering it up. How is this impacting your life and your business? What are you committed to changing? Once you begin to make these changes and apply them in your business and life, you’ll feel more confident and relaxed because you’re being authentic.

All you need is to be genuine. Clients will be attracted to you when you become more interested then interesting. You’re allowing your authenticity to shine through!

© 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.

5 Easy Steps to Overcoming the REAL Objection

As you move through the sales process, the prospect begins to weigh the pros and cons of doing business with you. You’ve presented your product or service and it’s now time for them to make a buying decision. If the prospect decides to do business with you, they’re not only making a financial investment but they’re also saying they trust you’ll deliver what you said you would. At this stage in the meeting, they’re likely to ask questions and raise concerns. These questions and concerns are also known as objections.

Objections are a sign that the customer is interested, not the reverse. Very often they are opportunities to get nearer to closing the sale. Yet many business owners don’t see it this way. They’re uncertain how to respond to the objection, so they come across unsure or end up giving away too much. Sadly, due to lack of preparation, they end up losing the business.

When an objection is raised, it’s not necessarily a stop sign. The prospect may just be saying he or she has not been convinced yet and they want more information before making a buying decision. By making sure you know what the real objection is, you can then determine how to overcome it and prepare your response.

The most common objections used are:

• “I’m happy with my current vendor.”
• “I want to think about it.”
• “I never make quick decisions.”
• “Call me in several months.”
• “Your price is too high.”

These common objections listed above may sound familiar but often are a disguise for the truth. Many times the prospect will not tell you the true objection, for fear of hurting your feelings. When a prospect uses one of the objections listed above, what he or she really means is:

• “I don’t have the money.”
• “I think I can get a better deal elsewhere.”
• “I want to shop around.”
• “I don’t think I need your product.”
• “I have something else in mind.”
• “I don’t like, trust or have confidence in your product.”
• “I’m not impressed with your presentation.”
• “I think your price is too high.”

Here are 5 steps to uncover and overcome the REAL objections:

1. Listen carefully to the objection.
   Do you feel it is a valid objection or perhaps might be covering up the real objection? Try to find out by using this phrase: “Do you really mean…?” or “Usually when a client tells me that, my experience has shown me they may have a concern about the price. Is that true for you?”
   
   
2. Get the prospect to commit to the objection.
   Reword the objection as a question. Example: “In other words, if price weren’t an issue, would you be interested in working with me?” This gets the prospect to answer you directly and commit to the objection, so that you can begin to overcome it.
   
   
3. Determine whether it is the only stumbling block.
   Ask the prospect if the reason they’ve given is the only reason they’re not doing business with you. Example: “If I could resolve this issue, are there any other issues standing in the way of our doing business?”
   
   
4. Answer the objection to resolve the issue and get agreement.
   Use everything you have in your sales toolbox to answer the prospect’s objection. Show different cost options, prove benefits, present comparison charts, show testimonials, product knowledge, and believe in yourself.
   
   
5. Ask a closing question that confirms the sale.
   Make a non-pressuring statement that leads to the close. Example: “If I could…, would you be ready to go forward?” Or “If I check with my office and it’s a go, I’m assuming we have a deal. Is that right?” Using “if” when responding to an objection is a magical word. It takes the pressure off the prospect because you’re not asking them to commit.
   

ASSIGNMENT:

• Make a list of the most common objections you hear.
  
  
• Using the 5 steps, next to each objection write the step you plan to use to uncover and overcome the objection.
  
  
• Find a buddy, and practice saying your response to each objection. The more you practice, the more you’ll come across as confident and prepared to the prospect.
  

© 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.

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?

© 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.