Grab the Prospect’s Attention in 60 Seconds

As a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at the last networking event you attended? The prospect probably asked you, “What do you do?” You probably said something like this:

• I am a graphic designer and I design marketing materials.
• I am an account executive and I sell advertising space in magazines.

Now, these are typical responses that describe what you do. There’s nothing unique about these statements that sets you apart from the competition. If you want your prospects to sit up and listen, create a message that grabs their attention in the first 60 seconds. Creating a compelling sales message that addresses your prospects’ needs is both an opportunity to promote your services and a way to separate yourself from the rest. It will make the prospect want to know more about you.

Your selling statement must be vivid, specific, and easy to remember. Your main objective for your sales message is to get the prospect to say, “Wow, you’re exactly what I need! Can I have your card?” Better still, it will make them say, “I want to work with you! When can we talk?”

As you create your compelling sales message, consider two strong motivators that drive people to buy or take action. The motivators are “Pain” and “Gain.”

The first motivator is “Pain.” Pain is another way of avoiding or fixing a problem, concern, or predicament. When creating your compelling sales message, focus first on the pain you can alleviate because it appeals to the stronger of the two motivators.

Examples:

“I work with business owners who find it challenging to design their marketing materials.”

“I sell ad space to people who want to sell their product, but are afraid of putting their advertising dollars in the wrong publication.”

The use of verbs such as “challenged, frustrated, concerned, worried, stopped, and afraid” in the sales message addresses the prospect’s pain. The prospect wants to be relieved of pain as quickly as possible.

The second motivator is “Gain.” People are motivated to buy or take action in order to improve a situation. Saving money, making money, saving time, becoming more efficient, improving service are just a few examples.

Examples:

“I help business owners create marketing materials that stand out in the marketplace, attracting new clients with ease.”

“I help people make advertising decisions that save them money and bring them many sales.”

Expressing in positive words the ways you help people and the results they gain from working with you will motivate potential clients to find out more about your service.

ASSIGNMENT:

Using the motivators “Pain” and “Gain,” create a powerful and compelling sales message. Practice saying it until you have memorized it. Then start saying it at your next networking event or trade show. Keep in mind, your sales message will change over time and will need to be tailored slightly to your audience.

© 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.
   

© 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.

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.
  

© 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.

Is There a Story Stopping You?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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


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


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


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


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


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

ASSIGNMENT:

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


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


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


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

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

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

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

Are You Taking Risks or Playing Small?

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

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

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

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

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

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

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

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

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

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

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

Assignment:

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

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

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

9 Key Steps to Closing BIGGER Sales

A client recently called me with some very good news. She had been hired by a large company to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off.

I told her this didn’t happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step. Let’s take a look at the steps she followed that led to her business success.

1. Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
   
   
2. Ask for referrals. There’s “low-hanging fruit” right under your nose. If a client is satisfied with you, they’ll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
   
   
3. Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you’ve opened the door to getting the meeting. Don’t wait to say who referred you. Let the prospect know immediately who referred you.
   
   
4. Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
   
   
5. Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I’ve created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it’s a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
   
   
6. Practice your presentation. Practice what you’re going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask—especially asking for their business—finally, closing for next steps.
   
   
7. Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you’re meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You’ll find each one will pay more attention to what you say.
   
   
8. Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
   
   
9. Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.

© 2008. 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.