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And it won't be the
last.
However, as I've taught
more classes and spoken to more groups, I realize it is the place that people
get stuck most often.
Everyone wants to
increase their sales, but they don't know how. And they want it to be easy. The
second that it becomes difficult, they back off. Often, it is at that very point
when if they just would have pushed a little harder and kept going, they would
have reached their sales stretch goal.
Believe me, I know it's
not always easy, but it can be. My desire is that it becomes easy for you. But
we might need to help you shift a few of your old beliefs and fears so it can
become easier.
Grab a pen and a piece
of paper and let's dig in!
The 5 Steps:
#1: Shift Your
Belief. One of my clients recently pointed out that what she loved
about taking our 60-Day Sales Success Intensive was that we combined quantum
physics and spirituality with real sales strategies. She thought that approach
was really unique because most training companies are doing one or the other.
The truth is, you need both. Most people don't understand that. Sure, you can
work really hard physically and make things happen. But, if you don't want to do
that anymore, then you may choose to incorporate the science and spiritual
aspects of selling.
When you have
both, I believe that things can become "easy." However, you have to practice
both on an ongoing basis for it to get "easy." The first step to take is to
shift your belief about what you think about sales people and selling. Why?
Because whatever you believe about those topics directly impacts how you sell to
others. For example, if you believe sales people are pushy, you will do
everything you can to not appear pushy. After you become aware of that belief
and release it, you allow yourself to sell from a place of confidence.
To change a belief,
simply become aware of it, notice its positive and negative impact, and then
decide to release it and come from a new feeling of confidence and problem
solving. This will take time and practice to achieve, but keep going!
#2: Set a Quantum
Goal. A Quantum Goal is really a stretch goal that you believe is
possible at some level. The challenge for most people is that they either set a
sales goal that is too small or one that is too large.
Yes, it is possible to
set a sales goal too low. Why? Because if the sales goal is totally out of
alignment with you (your other lifestyle goals may require a much larger sales
goal), you will struggle because you are asking for too little, but internally
you are secretly wishing for more. Sound familiar?
The shift to make here
is to ask for a sales goal that is worthy of you; the sales goal that you
secretly ask for when no one is around! Napoleon Hill teaches us that we
wouldn't even have the desire in our hearts if the opportunity wasn't already
there.
The other challenge
might be asking for a sales goal that is too large. I know that sounds
contradictory to what I teach, but remember that I said the sales goal can be a
stretch for you, but it needs to be believable at some level. "Believable"
means that you can break down the overall sales goal into smaller parts and see
where the business will come from. When you can do that, you know that the goal
is achievable.
Now, let me be clear.
Once you have set the goal it doesn't mean you don't have to do anything.
However, I don't want you to do EVERYTHING either. For example, attending every
networking meeting in the county with a look of desperation on your face will
not allow your sales goal to easily show up. Focusing on your sales goal first
thing in the morning and asking, "What is the fastest and easiest way to reach
this goal," and then listening for the answer will allow you to get there.
#3: Be Accountable
and Supported. Who holds you accountable? As entrepreneurs, it is
easy to become lone rangers and spend our time alone. But that doesn't bring us
the results we desire.
Seth Godin
wrote an incredible book, "Tribes." In it, he talks about the importance of
finding YOUR people and building a community. In your own tribe, you are the
leader and you support and encourage your clients as well as your team. But to
be able to do what you do, you must have support and encouragement as well. So
seek out mentors and coaches to support you on your journey.
In my own
experience, I have made the most progress in my business and life when I have
invested in my coaches or Mastermind groups. Investing in support isn't for
everyone, but I highly recommend it. When I see groups that offer free
membership or support, they don't always make the large advances that others do
when they are paying to be coached and to be part of a community. Find your
tribe and the support you need.
#4: Be Open to
Receive. Once you've set your Quantum Sales Goal, you've broken it
down so you know how it can come to you and you have the support you need. Then
it is time to evaluate your relationship with money.
Is it easy for
you to receive money or do you find yourself discounting your products or
services when you don't need to? Do you find it difficult to ask for the sale
when the time comes? If you have answered yes to any of these questions, you are
not alone. Most people have a lot of fear surrounding asking for money and
limiting beliefs around how much money they deserve, etc.
As you continue
on your journey, evaluate your fears and beliefs and question them. Are they
true or is your ego just trying to keep you safe? The more you question them,
the easier it will be to keep going and keep asking for the money you deserve
and the life you are living. After all, don't you want to be able to give back
and live a great life at the same time? When entrepreneurs and sales
professionals have a lot of money, they give back to the organizations they care
most about-in addition to living a great life. Decide now that you are ready to
receive!
#5: Make a
Commitment to Yourself...and Your Target Clients.If I have become
clear on anything during my journey as a sales professional and an entrepreneur,
it is that this isn't about me. This journey isn't about me. It is about the
clients that I am here to serve. The same is true for you.
Your product or service
isn't about YOU. It's about the clients who need what you offer. I'm not saying
that YOU aren't going to grow tremendously through this journey, because you
will! But what I am saying is that when you take the focus off of yourself and
you put it on those who you can help and make a difference for, then the fear
tends to disappear. You move into the "flow" and suddenly your sales goals just
start to happen!
Now that you've seen the
five steps, I think you might still be missing something. Most people are. I
was. The last thing I want you to do is to detach. Release. Relax. Let go.
Focus on your monthly Quantum Sales Goal one time in the morning and then just
let go. Forget about it. Instead, focus on the intentional and inspired ideas
that come to you. Then take those steps.
Your Quantum Sales Goal is waiting for you to write it down. Grab your pen!
Your Quantum Sales Goal is waiting for you to write it down. Grab your pen!
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Sales Expert Ursula Mentjes will transform the way you think about selling so you can reach your goals with less anxiety and less effort! The Founder of Sales Coach Now, Co-Founder of Top Sales Call, as well as an inspirational speaker, bestselling author of Selling with Intention and One Great Goal and a Certified Sales Coach – Ursula specializes in Neuro-Linguistic Programming to help clients double and triple their sales FAST. Ursula also serves as President of NAWBO-CA. www.salescoachnow.com
