Quantum Revenue Expansion

Our limiting beliefs sometimes get in the way of us being successful. But there are many things that you can implement in your business to take it to the next level. In this week's episode, Ursula Mentjes, together with her special guest, Deborah Deras, talk about maximizing your potential.

Deborah Deras has one primary purpose of empowering leaders to achieve PEAK PERFORMANCE through mindset for success strategies. She is the CEO of Synergy Unlimited, a professional training, and development company. Some of her clients include J.P. Morgan, Macy's, NBC, General Electric, Verizon, New York Life, State Farm Insurance, Macy's, and Kaiser Permanente. 

She recently was the keynote speaker at a Marketing and Branding conference for Plastic Surgeons along with Kris Jenner. She’s really trying to Keep up with the Kardashians! She also teaches Social Media Marketing Strategy workshops for small business owners through the SBA at El Camino College, Long Beach City College, and Beverly Hills Chamber of Commerce. 

She has a Master's Degree in Education and a Bachelor's in Marketing, and when she is not speaking on Peak Performance workshops, she hosts a Podcast called Be A Paid Speaker Now and facilitates monthly workshops in Pasadena and Manhattan Beach on How to Use Speaking to Boost Your Revenue. 

Deborah is the co-author of a book entitled ​Confessions of an Adrenaline Addict​: How to Be Successful Without Compromising Your Health and Well-Being. Her new book on Align for Success is coming out in May of 2020.  

Today, she will share with us how to Align for Success. Please help me welcome back Top Latina Peak Performance Speaker, Deborah Deras​.

Part One of ‘Maximize Your Potential with Deborah Deras’

Are you an entrepreneur who wants to maximize your potential to push your team to have peak performance? Do you want to increase your productivity, creativity, and innovation? Are you ready to let go of your limiting belief that you should be a slave and exchange time for money?

Remember that everything you do should be based on your expertise and what you can deliver. You should be abundantly paid for your value. It's also essential to work with the right people to allow your divine talents, skills, and abilities to grow more. You get to do what you love and serve the world better if you're surrounded by the right support.

“It's not just about the revenue but the impact you make.” — Ursula Mentjes (16:35-16:39)

Your hard work shouldn't just be about money. It’s about the positive impact that you can make around you. Instead of waking up every morning thinking you have to hustle, also focus on how you can be in a place of alignment. That means you're attracting success instead of forcing it.

If your mindset is you always have to do more, you're compromising your immune system and all the systems of your body. You may end up feeling burned out. Take the time to slow down, meditate, and breathe. Then calm yourself down so you can focus and create.

Part Two of ‘Maximize Your Potential with Deborah Deras’

Align with the energetic vibration of freedom. You're going to be the magnetic frequency of what you desire. Which is freedom. You're going to attract that money because freedom knows freedom. Peace knows peace. Love knows love.

“Align with the energetic vibration of freedom and you're going to be the magnetic frequency of what you desire.” —  Ursula Mentjes (25:10-25:16)

There are certain things you can do to achieve more with less effort. Some people think less effort is horrible. What's wrong with less effort? Like it's a dirty word. People think if it's easy, then there's something wrong with it. There's nothing wrong with easy and grace. 

We've been socialized to believe we need to hustle. Actually, we need to align with our divine talents, skills, and abilities. We need to allow our purpose, which is our soul's contract, to be fulfilled. When you are doing that, you will be put in the right place at the right time. That's why you're here.

No longer will money or increasing sales be a struggle. It's just the alignment. How is your energy now? What are your behaviors now? Identify those, and that's how you have your new results. Take control of your mind, and don't let ego control you. The place of possibility that can only happen when we're connected and aligned for success.

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, “6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you’re interested in coming to Sales Camp, that’s her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

Sales Psychology: Ideas for Expanding Your Client Base by Understanding what Your Prospect is Thinking!

You’re sitting in a sales meeting and you are looking across the table at a potential client. In your brain, you wonder, “what are they thinking?” What is in their head? When your prospect isn't saying anything, we fill that space by talking. Often, we've talked ourselves right out of the sale without knowing.

Why don’t we give that prospect time to respond? Give them time to respond to objections and clarifying questions. These are classic buying signals. In this week's episode, Ursula Mentjes sheds some light on sales psychology and gives you ideas on how to expand your client base.

Part One of ‘Sales Psychology: Ideas for Expanding Your Client Base by Understanding what Your Prospect is Thinking!’

If your prospect isn't saying anything, they just want to know if this is right for them. You simply have to help them figure it out. Often, we make up stories about what they might be thinking. 

We have to give them time to think. When they're sitting across from you, most of the time they're not thinking about you. When they're out in the world, our prospects aren't thinking about us. They're thinking about themselves. They're thinking about their challenges in their business in life, their dreams, and their goals. 

“The fastest way to build rapport with your clients is to make them feel you genuinely care for them.” — Ursula Mentjes (20:12-20:44)

The reality is that nine out of ten people are prospects. They're not going to call us most of the time. They've got tons of stuff going on in their lives. Be prepared to create the space for them to think further. You should have three goals in mind: get a definite yes or definite no, or a next step on the calendar. If you're not getting those three things, then there's something that you got to tweak a little bit. 

Psychology is defined as the science of mind and behavior. What are people thinking about? How are they acting during the sales process? In sales, we have to understand how prospects are thinking and feeling. Otherwise, we're not going to be able to help them. It can be so easy to get in our heads and get stuck in that sales process and start to talk a lot. We need to take time to pull back and give our prospects the gift of silence.

Your job as a sales professional or entrepreneur is to guide them to the best decision. The first thing that they're thinking about is whether or not they like you. We tend to make a first impression about somebody, and that impression lasts for a long time unless we change it.

Think about the first impression that you're making. How do you hope that people see you? Are you showing the best version of you? That most confident version of you? Give them the best opportunity to decide how they feel about you. If they don't like you, they're not going to trust you.

If you can make your client feel like you're someone who's confident about resolving issues or meeting needs, they’ll want to accept your offer. They're going to think that your offer is a perfect fit for them.

Part Two of ‘Sales Psychology: Ideas for Expanding Your Client Base by Understanding what Your Prospect is Thinking!’

Let's say you've made it to the second level. You've established a connection with your client. The next thing you need to help them figure out is if they're willing to make an investment for whatever you're offering. To build rapport faster and better, you have to care. You have to care about the product or service that you're selling and how it's going to help them.

If you don't care and you're just transactional, you won't last long in the sales industry. Or even as an entrepreneur. It's tough when you don't care about what you're selling. People will always feel it whether someone genuinely cares for them or not.

You can show your client how much you care by first listening to the details of their message. You can make recommendations about things that they don't know about. Give them multiple options to choose from. Repeat the essential points of what they said, if possible. Ensure both of you are on the same page. In the world of psychology, it's called active listening. 

“You must be confident that you can solve your prospect's problem.” —  Ursula Mentjes (23:29-23:32)

Most of the time, salespeople tend to jump in and talk continuously. They aren’t asking open-ended questions. Be an active listener, back off and give them space. You must be confident that you can solve your prospect's problem. If you don't think you can solve their problem, you're wasting time. Think about your happy clients, either in this company or a past one. Think about people who ask for your advice in your industry. You've got to pull from that to grow your confidence. 

People buy confidence. Your prospects buy confidence. You buy confidence from someone else because you believe that they can solve your problem or meet your needs. Exude confidence but not in an arrogant way. The way you talk and your body language reflects your level of confidence.

How to Connect

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, “6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you’re interested in coming to Sales Camp, that’s her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

If you want to succeed as an entrepreneur, don't let your limiting beliefs stop you from achieving great things. And if you're ready to crush your goals, keep reading and learn from the experts. In this week's episode, Ursula Mentjes, together with her special guest, Ernie Silvers, talks about the reasons why small businesses fail and what you can do to succeed.

Part One of ‘Why Small Businesses Fail and What You Can Do to Succeed with Ernie Silvers’

Many small businesses fail because they're in it for the wrong reasons. They're not focused on growing the business and providing service. They don't know what they want to be when they grow up. They don't know what kind of job they want. So, they end up creating a job, not a company. Sometimes they see the business as an extension of their ATM. So, if you cannot separate your life from your company, you're going to fail. The company has to be a separate entity.

“Many small businesses fail because they're in it for the wrong reason.” — Ernie Silvers 

Ernie is the MBA Programs Director at the Jack H. Brown College of Business and Public Administration at California State University, San Bernardino, CA (CSUSB). Ernie has been teaching undergraduate and graduate-level courses in the Entrepreneurship, Management, and Marketing departments since 2014. 

Ernie regularly teaches Small Business Management, Organizational Behavior, Administrative Communications, Marketing Principles, as well as Leadership and Ethics. As a professional, Ernie has more than 30-years of diverse managerial experience in executive management, operations management, manufacturing, sales and marketing, human resources, and logistics. The bulk of his career has been spent in the automotive aftermarket, which is a 63-billion-dollar global industry.  

Part Two of ‘Why Small Businesses Fail and What You Can Do to Succeed with Ernie Silvers’

If you're in business because you need money, that's the worst reason, because you only see people as a paycheck. You can't serve somebody whom you consider a thing and not a person. Money has to be a result of what you do, not the reason you do it. You want to help people. You want to provide a service. You want to bring value and money as a result of providing excellent value.

Do you know what it takes for a new entrepreneur to be successful? Focus, passion, and commitment. You have to be committed no matter what you're doing. You have to focus and you have to know what you're doing. It's like if you're driving a car, you have to look out the windshield. If you're looking out the side windows, you're going to crash your vehicle. You have to stay focused on what you're doing, and you have to do what you're passionate about. If you're not excited, why do it? If you can't have fun doing something, then why would you waste your time doing it?

“Money has to be a result of what you do, not the reason you do it.” —  Ernie Silvers 

Many people will try to put you down and tell you that you're not going to make it. Success is not a straight line. It's all over the place. You have to understand that there's going to be ups and downs. You will experience failures along the way before you become successful. You need to be around people who will encourage you to keep going. 

You can either create your imposter syndrome, or you can let somebody else create it for you. Imposter syndrome can be defined as a collection of feelings of inadequacy that persist despite evident success. Sometimes you let other people's high expectations put pressure on you. As a result, you fear failure because you want to meet their unrealistic expectations of you.

Learn More About Ernie Silvers

Ernie is the President and CEO of Egge Machine Company, Inc. located in Santa Fe Springs, CA. Egge is a manufacturer and global distributor of internal engine components for vintage engine applications. 

As an entrepreneur, Ernie is the driving force behind Silvers Connection, a growing consulting practice focused on connecting people and businesses with opportunities for growth and profitability through lean concepts, process improvement, education, and training. Silvers Connection specialized in leading mid-sized, small and family-owned businesses through the development and implementation of operating systems to maximize efficiency and sustain profitability. 

Ernie is a U.S. Navy veteran who served six years as an aviation electrician on C-130A aircraft, stationed at NAS North Island, San Diego, CA. 

Ernie earned a master’s degree in Business Administration from the University of Redlands, Redlands, CA. Ernie is also an active member of Toastmasters – Inland Empire chapter. 

Connect with Ernie on LinkedIn www.linkedin.com/in/erniesilvers 

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, "6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you're interested in coming to Sales Camp, that's her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

5 Intentional Habits To Double Sales In 2020

The process of selling and scaling is overwhelming. The reality that many entrepreneurs need to face is there's no easy way to take your business to the next level. It takes considerable effort. If you're struggling to grow your business, there is light at the end of the tunnel. In this week's episode, Ursula Mentjes talks about implementing five intentional sales habits to double your sales.

Part One of ‘Double Sales – Actionable Strategies (2020) by Implementing 5 Intentional Sales Habits)

What matters most is what you do every single day and what your team does every single day over time. That makes the most significant difference. We think it's big things that we have to do to get to the next level, but consider this: what if you make some small shifts to take things to the next level?

“Close the sale confidently and consistently.” — Ursula Mentjes (26:32-26:35)

You're 95% more likely to achieve your goals by working with a coach and getting support. If you want to make this year better than the previous ones, don't be someone who is standing on the sidelines. It’s tempting to do things faster without considering how you can change your habits first. As a business owner, you want to see your sales team landing multiple deals. This time, instead of doing it as an appointed task, do it as a habit. If you're a parent, no matter how busy life gets, it has become part of your daily routine to drop your kids off at school, drive your car, get your coffee, or open your email. 

You may have a lot of things in your to-do list for the day, but sometimes it doesn't serve you because you're not getting the things done that are going to take your business to the next level.

Some of the successful athletes today have achieved great things, not because they're just doing their thing once in a while. They get to the top because they have habits in place, and they do something every single day with consistency. Habits will determine your rise to the level of your goals. Create a system in your company that someone on your team can do over and over again. For example, onboarding. How do you onboard a new client or a new customer? You do it the same way every time.

Part Two of ‘Double Sales – Actionable Strategies (2020) by Implementing 5 Intentional Sales Habits)

Create a sales stretch goal and overbook your sales funnel. Sometimes people want to triple or quadruple their sales goal. That's up to you. Start digging into your sales habits. You got to start with a clear plan. Because then you can create the habits that service that plan. So, first and foremost, what is your sales stretch goal? Also, ask yourself how many appointments do you need every month to reach your sales stretch goal?

“Small daily actions are the key to long-term results.” —  Ursula Mentjes (21:56-22:01)

Focus only on your top 20% of prospects and activity. Those are your favorite customers. Or your favorite clients, the ones who pay you on time. They're the easiest to work with. They love you, they appreciate you, they appreciate your product, and they appreciate your service. From there, think about the top 20% of activities that bring them in. What are you doing on a monthly basis in terms of marketing and selling that's really working? Is it networking, or speaking from the stage? What are the crucial things you do that bring them in? Take daily and consistent action tied to your sales stretch goal. This is so important because if it doesn't happen every day, it's not a habit. It's not moving you forward. If it's not on your calendar intentionally, it's not going to happen. Break your schedule down and look at how you manage your time to make sure that it's on your calendar. Your time management will be the make or break of hitting your goals. Take daily and consistent actions tied to your sales stretch goal. Track your activities and measure results daily. Then close the sale confidently and consistently.

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, “6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you’re interested in coming to Sales Camp, that’s her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

Scale Your Business with Rebekah Hall

It's normal for entrepreneurs to feel stuck in the process of growing their business. But sometimes it takes a new set of eyes to help you find ways to re-energize and get back on track. You don't need to be in the business for decades to earn up to seven figures. There are proper strategies to take your business to the next level. In this week's episode, Ursula Mentjes and her special guest Rebekah Hall talk about how you can scale your business.

Part One of ‘Scale Your Business with Rebekah Hall’

Rebekah Hall is a veteran business coach who has more than ten years of experience working with over 2,500 companies. She's the former director of organizational development and leadership coaching for a $100 million tech company in Arizona, and her specialty areas include operation systems, sales, marketing strategies, product development, leadership, revenue modeling, and management of an aircraft.

“Don’t be afraid to change because you might gain something better.” — Rebekah Hall (15:02-15:14)

Scaling is an essential part of the business. It's the act of building a solid foundation for your business to grow. Just like a tree with a good root system, scaling helps to grow tall and branch out. Do you ever wonder what the easiest way to achieve success is? There's no shortcut to success, but your attitude determines your altitude. You will succeed in the business world by not letting your fears, doubts, and limiting beliefs hold you back. Always move forward no matter what happens.

Part Two of ‘Scale Your Business with Rebekah Hall’

Be coachable, and don't be afraid to ask questions when you're not sure of something. Have the courage and confidence to do things you've never done before, even if it feels uncomfortable. Sometimes people are okay with the norm and being comfortable, even though they don't get the results they want. Be willing to change things up and get a little bit uncomfortable to get what you want.

“We forget that the things we do every day are the things that make the biggest difference.” —  Ursula Mentjes (14:34-14:38)

Do you know how critical marketing is to business? It's the engine of business. The more you want your business to grow, the more time it will require. Nobody wakes up with a significant amount of money in their bank account instantly. You're going to have to dig in and build some systems. Just like losing weight, it takes consistency and a lot of hard work. One of the reasons that people struggle with systems is because they don't understand what a system is. 

If you're new in the business, time management is essential. How do you spend your time? Start looking at every area of your business that needs your attention and make it work. As you strive to be more prominent, you must put different systems in place that will support a more significant foundation.

More About Rebekah Hall

Rebekah is a veteran business coach with over 10 years of experience and has worked with over 2500 companies.  She is the former Director of Organizational Development and Leadership Coaching for a $100 million dollar tech company in Arizona.  Her specialty areas are operations, systems, sales, marketing strategies, product development, leadership, revenue modeling, and even management of private aircraft.

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, “6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you’re interested in coming to Sales Camp, her two-day live course, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

How to Get More Sales with Actionable Steps

“There’s no one-size-fits-all sales strategy.” — Ursula Mentjes (05:38-05:46)

Businesses want to maximize their profits, but many entrepreneurs struggle to increase sales. How can you take your purchases to the next level? There are specific tips, mindset shifts, tools, and strategies that you need to put into action to double your sales. In this week's episode, Ursula Mentjes talks about how you can get more deals with actionable steps.

Part One of ‘How to Get More Sales with Actionable Steps’

If you feel like you're pushing in your business, you're probably off track. It shouldn't feel like an uphill battle. Selling shouldn't feel onerous. But it doesn't mean that it's going to be comfortable all the time. Once you've set your sales goal for the year, I want you to notice what ideas start to show up regarding how to get there.

“Sales is a phenomenal part of every business out there.” — Ursula Mentjes (14:24-14:33)

There are specific marketing and sales techniques that work for some businesses that might not work for you. But play with different approaches. Notice the ideas that are popping in. Come up with a list of 50 ways to reach your sales goals. That'll open up the possibilities of what you could be doing to bring in more sales. Once you write that question down, you'll be surprised at what starts to show up. Identify which ideas stand out for you, and come up with your top five ways to grow your business. Once you have that, you’ll be clear about what you can do next.

Part Two of ‘How to Get More Sales with Actionable Steps’

Strategic partnerships happen over time. It's about developing a relationship with someone. Not just about one or two referral situations. If you had two to four strong referral partners, other companies, your company could double. If you're a business owner, you want to find other businesses that share the same target market. When you partner together, you market together. All of a sudden, there's all this potential, all these potential prospects that are in their business..

“Referral partners can be a profoundly impactful way to grow your business.” — Ursula Mentjes (17:23-17:29)

Another strategy to consider is networking. This may not work for everyone. But it's a low-cost way to grow your business. You could afford to get out there, and that could be a great way to get started. Do it to help others improve their business and have them help you grow yours too.

Lastly, marketing experts will agree that doing a podcast show is also useful. People can listen to it everywhere. It's growing faster as a marketing platform than video. Things are happening faster and faster when it comes to technology. It's a powerful way to connect with possible prospects and clients all over the world. Back in the early years, it was impossible to achieve hosting a podcast as a small business. Only big companies could afford it. Now, we have these conversations all the time. It's going to keep growing and changing.

How To Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, “6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you’re interested in coming to Sales Camp, that’s her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

How to Write a Book About Your Life with Arlene Gale

“When we create space for people to be heard, they will buy anything because we’re listening.” — Ursula Mentjes (18:23-18:27)

Why do you want to write a book? There are many things to consider. Do you want to be a speaker? How about a life coach or a one-on-one coach? Will you focus on workshops? Figuring out why you want to write is a form of self-reflection. That impacts the content of your book. In this week's episode, Ursula Mentjes has a special guest, Arlene Gale, who tells you how to write a book about your life.

Part One of ‘How to Write a Book About Your Life with Arlene Gale’

Arlene Gale is "The Book Writing Business Coach." Through her step-by-step writing programs. Arlene helps professionals write and market top-quality books for leveraging their business expertise and growing business profits. Arlene has written hundreds of books, earning her clients millions of dollars in new business. She can duplicate these results with people who have been in business for a long time and have a lot of content. She is equally comfortable with those who are starting their own business and need to create branding and content to showcase their expertise.

“Selling is about listening, relationships and connecting.” — Arlene Gale (17:15-17:19)

When you first launched your business, you probably had fears about selling your packages and services. One of Catherine’s biggest struggles was when she started as a writer, charging by the hour. She quickly realized she should be selling her general expertise as a package service. Stop selling an hourly rate as much as possible. Catherine goes above and beyond when serving people. In business, if you have an area of expertise, but you're not willing to claim the expert title, then you have more of a hobby. She had to learn to sell her expertise to write hundreds of books. Books have earned clients millions of dollars in new business. That was the key to success, breaking out of the minimum wage hourly rate.

Thinking about charging a higher hourly rate? It is about selling your years of expertise, your years of results, and the knowledge that you have. There are many things that we're capable of doing, but don't like doing. Make a list of things you love to do. If you love something and you have a passion for it, then that's going to be one price, and if you don't want to do it, then it's going to be another price. You have to realize that not everybody is going to be your client. Not every project is going to be one that you want to do, and that's okay. Permit yourself to back off.

Have you ever wondered how long it took for others to charge what they're worth? The reality in business is most people take several decades to become an “overnight sensation.” Some people want to write their own book because they want to make a positive impact on the world. That shows self-reflection, personal ethics and core values. It's not always about money. When you chase your passion versus chasing instead of money, you become more confident. People see that and it comes off as service as opposed to sales. People resonate with that differently. Some say that if you follow your passion, the money will follow. That's not always true for everybody. Many artists are following their passion but not charging their worth. 

Increase your prices and match them with your competence. The more you charge, the more serious clients you get. It can eliminate the people who want you to do everything for them. When finding your client, it's also about how you communicate. If you don't know how to find your client, you're never going to be able to do business with them. Have a laser focus. Sell a package that's appropriate for the client. You have to meet them where they are. 

Part Two of ‘How to Write a Book About Your Life with Arlene Gale’

When you struggle in sales, you want to be heard. You want to be respected, to be perceived as an expert. Selling is about listening, relationships and connecting. It's not always about you throwing up your expertise onto someone else's lap. It's about listening, serving, and providing what you can. Use your knowledge to provide help for others. Shifting from talking to listening will get your business moving. It's not about sales, it's about service.

Serving is also about charging what you’re worth. There's a difference between greed and providing for your family. You have God-given talents that should be used to make a positive impact in the world. It's the system that we're in for better or worse. There's no shame in success. But first, you have to find your worth. Not knowing everything is ok. You don’t have to tell someone everything to get them to buy from you. It's about listening and creating space for people to share how they're struggling, and what kind of help they need. When we create that space, people will buy anything because we're listening.

“Don’t write a book until you have a marketing plan.” —  Arlene Gale (26:45-26:48)

One of the best sales strategies to move your company forward is to have a clear marketing plan. Be clear about your programs and why you're the best choice. Many people can help you write a book so you can say you're a published author. To say you're a published author and build a business, you don't need 10 or 20 books. If you aren’t writing about your life or your business, you're writing the wrong book. This is about developing your foundational marketing plan. If you try and sell the book after it's written, it's too late. If you wait, it's too late. Create your marketing plan upfront as it impacts the content of your book. 

Many are curious about how long it takes to write a book. The best practice is not writing your book until you have a marketing plan. You have to answer all of the important questions. If you don't, your content is not going to be precise. Your book is not going to be sellable. Your book will not build your business.

Arlene Gale offers a wide range of services, including an online 4-week self-paced Book Writing Program for $497, a 12-week online hands-on coaching program for $1,997, to small group in-person workshops, and one-on-one coaching. All of these and more can be found on BookWritingBusiness.com.

More Information About Arlene Gale

Arlene Gale, The Book Writing Business Coach, has helped 100s of clients in a variety of industries earn millions of dollars in business from enhanced business & written communication strategies (especially in writing the right business-building books). Her podcast "Mindset Meets Mastery with Arlene Gale” is available on all podcast channels and is reaching international audiences. Arlene is a multi-international/national award-winning author, #1 Best Seller & business award winner. She helps clients duplicate these results. Arlene has also written book proposals earning clients traditional publishing contracts and written thousands of magazine feature articles, proposals & award applications. Arlene has a proven track record of speaking on business strategies internationally.  Grab Bonus Bits of Business Insight for free here. https://arlenegale.com/

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, “6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you’re interested in coming to Sales Camp, that’s her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

Common Sales Objections with Ursula Mentjes

“An Objection Is A Buying Signal.”— Ursula Mentjes (08:47-08:49)

My goal is to help sales professionals and entrepreneurs understand that selling is a skill. It's a skill that anyone can learn. It's like any other skill that you learn. And once you know it and you're aware of what it takes to sell, then you have that knowledge forever. In this week's episode, Ursula Mentjes talks about common sales objections.

Part One of ‘Common Sales Objections’

I sincerely hope that your sales are coming in. If things aren't moving as fast as you'd like, today's the day to shift that. We're going to talk about common sales objections and how to handle them. How do I handle sales objections? I get this question a lot. I’m never pushy. I don't want them to think that I'm being greedy. Surely, we've all been there. We're going to help you shift that. There are strategies to recognize that these common sales objections are buying signals.

Let’s talk about some of the most common sales objections that you'll run into or are already running into. I'll share actionable steps. I’ll share stories about objections. Back in the day when I was selling technical training consulting, everyone wanted to say no at the forefront. I can teach strategy all day long. But if you have a belief that's limiting you, it's tough to grow your sales. I can help you with the mindset pieces first. Then, I’ll take you through sales strategies to double or triple your sales.

“It’s okay to let that objection sink in and ask a very thoughtful question back.” — Ursula Mentjes (09:37-09:45)

Many of you know my sales background. I was an accidental sales professional. I wanted to go to law school. I had graduated with a liberal arts degree in psychology and communication. I was a bit lost and thought I wanted to go to law school. But I needed money to pay for it and got my first job in outside sales. I was selling technical training and consulting. I was the least technical person on the planet at that time. I learned that selling is a skill. It wasn't about being the most knowledgeable when it came to technology. It was more about developing a relationship with the prospect to figure out if I could help them or not. Could I help with their technical training problem?

To all the introverts out there, selling is for you because selling is more about listening than it is about talking.

I'm an ambivert so I'm a little bit extroverted, a little bit introvert depending on the situation. Most people would say I'm an introvert, but I still can talk a lot. I have a podcast. For our extroverts who listen, I know it can be difficult to pull back. I want to encourage you to remember that selling isn't telling. Selling is asking questions. When it comes to objections, you can ask questions back to make sure you clarify what the objection is. If you've been in sales long enough, you've had objections, right? If you've gotten enough no's and you've gotten enough objections to know that it's part of the process. 

I want you to even recognize that as I mentioned before, an objection is a buying signal. Think about that for a second. When someone's objecting, they're saying, “but what about this?” They haven't said no yet. They're still interested in buying your product or service. It's important for you to keep going and to learn more. I find that a lot of times objections will derail a sale. They can shut a sales professional or entrepreneur down. We all know as humans we need clarification. Often, we have questions, we want to know more. So, when someone objects, it's okay.

Part Two of ‘Common Sales Objections’

One of the top objections that people get is money. Let's say you're having a phenomenal conversation, or at least you think so in your head, and your prospect seems interested. They're agreeing with everything. They’re saying, yes, I want your service or I want your product. This sounds phenomenal and we've all been there. You get to the end of that conversation, then hear “I wasn't expecting to pay that much, or, that's a little more than I was thinking, or, that's way outside of our budget.” Don’t assume that’s an objection. What if it's just a statement? What if they're just thinking out loud?

What if they like to speak out loud? I'm a verbal processor. Ask people that know me or spend time around me. We spend enough time around me. You'll hear me talking about things out loud that make no sense at all. People are wondering who I'm talking to, but I have to say things out loud to verbally process. It's one of the reasons I'm a coach. It's one of the reasons I hire coaches because I understand the power of saying things out loud and verbally processing. It's okay if your price point is higher than the others. It's okay if your price point is more than they expected. You still don’t know. Think about that for a second. Even if they make that statement about money, it's not a no.

It only becomes a no if you agree with them or you tell them that you understand. Then it is done. It's over, but you derailed it. They didn't derail it. Stop at that moment and let them keep talking. What I learned early on in the sales process is that selling was so much more about psychology than it was about strategy. It was more about listening and creating space. It was about creating solutions and trying to get to the end result. Sometimes when someone starts giving you an objection, it's also okay to not say anything. They'll keep talking. In sales, silence is a gift, especially when you're getting to the close. They'll fill the silence and they'll tell you exactly what they want. Then your job is to present how they can figure it out.

If it's money, you can offer payment plans. Look at a car dealership. They understand this is a large expense. There's going to be financing. We're programmed to already know that. When we're buying other items, whether they're expensive or something we need a payment plan with, that's okay. That's still our choice to make that decision. Give people space to make their own decisions when it comes to money. If someone wants what you have, they'll find the money for it. They'll figure out how to pay for it because you know what they want. Think about it. Think about the cool stuff that you have, whether it's a service or a product. Think about all this stuff and how the money showed up for that.

“Your prospect needs to think through what you’ve presented to them. Give them that moment.” —  Ursula Mentjes (13:17-13:26)

You're selling from a place of authenticity and integrity. You're going to do what's best for that client. Asking your clients what would they like to know to not need to shop around? What kind of answer would take that doubt away? Sales objections are buying signals. There's no reason for you to be afraid of them. There's no reason for you not to keep digging. Remember, selling isn't telling. Selling is asking great questions and giving people the space to think.

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, “6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you’re interested in coming to Sales Camp, that’s her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

Selling the Invisible: Five Steps To Sell What You Cannot See 

“The truth is if you sell a service, you’re solving a problem for someone.” — Ursula Mentjes (04:21-04:26)

Many entrepreneurs are struggling to sell their intangible services. Some are uncertain about what sales strategy they can use. But there's a simple process that makes sales conversations with clients more comfortable. In this week's episode, Ursula Mentjes talks about the five steps to sell your services. She has a sales mindset with real-world strategies to help you get to the next level in your business.

Part One of ‘Selling the Invisible: Four Keys to Selling Services’

Harry Beckwith wrote a book called Selling The Invisible in 1999. He called it in his tagline, "A Field Guide To Modern Marketing." It's about how you can take your service-based business and make it even better than you can imagine. He focused on the quality of the service and how to market that service. However, many business owners are struggling to take their business to the next level. Let go of limiting beliefs that are getting in your way. A business owner can have any number of limiting beliefs that are preventing you from scaling your profits.

Let's dig into what we work on at Sales Coach Now. One of the things I hear from many of our new clients is they're not sure if I can help them because they're different. What does that mean? What do you mean when you say you're different? And they'll say, "well, I sell a service." And so, it's intangible, and you may think it's different. The truth is 80%, or more of our clients sell services. We do have many clients who sell products, but many of the people we work with are selling services. I'm selling a service, so I understand what it's like to sell the intangible. To sell something that you cannot see. You can't see Sales Camp, which is our two-day course until you experience it. But when I'm talking about it, it's intangible.

“You’ve got to put yourself aside and come from a place of service.” — Ursula Mentjes (08:40-08:44)

In my early twenties, I grew an office from $0 to an annual run rate of $1,000,000.00 in the tech training arena. I sold technical training services. I built several different branches for the company. And by the time I was 27 years old, I was a president of a 20 million+ dollar company. I'm sharing it with you to show that I understand services. I know how to sell them, and there's much confusion about how to have a sales conversation.

One of my commitments to this industry is to shift the way people think about selling. The way people think about sales professionals because we've gotten a bad rap.

Well, first, we're sales professionals. If we can't sell our products or services, how can we train someone else to do it? If taking money from a prospect is terrible, then we have forgotten why we're in business and how we can help people. If you're selling a service, you are solving a problem for somebody. You're helping them make a change in their business and their life. Like something is going to get better if they buy your service. And when you believe that at a deep level, other people will feel that as well.

Part Two of ‘Selling the Invisible: Four Keys to Selling Services’

You know what? If people think I'm pushy. The truth is you've got to put yourself aside and come from a place of service. Say to yourself, "I'm here to solve a problem." If I can help this person or if I can help this business, that's great. If I can't, that's okay too. I can refer them instead. Make sure you have that conversation with yourself before you step in front of a prospect. And the next step on the calendar is to connect with them.

“Statistically, we are told you need to follow up more than 5x to close a sale.” —  Ursula Mentjes (11:34-11:40)

Companies will rise to the occasion because they believe in your product or service. So, I wanted to end on that note that you should not discount your services. Don't start to cave on pricing. If someone says you're the highest price, then say thank you. Tell them, thank you for letting me know, and I would love to solve your problem. Like, bring it back to them. You're there to serve. You can dig deeper to learn what services they are comparing. You can ask, "are you comparing me to or my company to some very similar services, or are you getting a lot less in the service?" It's essential to make sure you understand what services they are comparing. And you can help advise through that process as well.

How to Get Involved

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. 

Discover how to transform limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients with my free pdf, "6 Secrets to Doubling Your Sales! www.salescoachnow.com/gift 

Also, Ursula would love to partner with you at your next event, conference, or sales training session. If you're interested in coming to Sales Camp, that's her two-day live course then, you may find out more information here: https://www.salescoachnow.com/sales-camp/.

The Art of Selling Yourself, Collaborating and Becoming an Author of Influence with Brian K Wright and Ursula Mentjes

“Successful Entrepreneurs Have Mastered the Art of Being Consistent.” — Ursula Mentjes (05:30-05:38)

In this episode, Brian K Wright joins Ursula Mentjes on Double Your Sales Now podcast to talk about the art of selling yourself, collaborating, and becoming an author of influence. 

Brian K Wright is the host of Success Profiles Radio and publisher of Success Profiles Magazine. Over the last seven years, Brian has interviewed world-class achievers such as Darren Hardy, Jack Canfield, Loral Langemeier, Kevin Harrington, Sharon Lechter, Chris Powell, Dan Lok, and many more.

With the lessons he has learned from these achievers, and through his own experience, he seeks to educate, motivate, and inspire others to become a higher version of themselves. He is the author of three books, including the recently released "Success Profiles: Conversations With High Achievers."

Part One of ‘The Art of Selling Yourself, Collaborating and Becoming an Author of Influence’

When it comes to becoming an influencer in the space, you need to build relationships, and that involves collaborating effectively. There are so many ways to play together, like highlighting someone in your newsletter. Many people don't understand that collaboration is happening around the world. It's one thing to attend events because you're interested in connecting with the speakers. It's another thing to participate in events and do business with the CEO's right after. Open your eyes to the possibilities to serve others.  

Continuously evaluate how you can maximize value.  You want to set both parties up for a prosperous, long-term collaboration. And, this is where many businesses fall short.  Collaborating is simply a way of thinking about your current relationships in a different way and looking to the outside to form new connections to drive significant results.  

“If you have an event coming up, that’s a great way to collaborate with someone.” — Brian K Wright (16:59-17:37)

Imagine expanding your customer base just by making one meaningful connection. You can become a person of influence when you have the right offer and know how to sell yourself. And, by attending events, you can build an instant human connection quicker than you could over the phone or online. 

Part Two of ‘The Art of Selling Yourself, Collaborating and Becoming an Author of Influence’

If you've been through something, chances are someone else has been through that too. Or might be going through it now. And if you're wondering, should I write my book or create this video? The longer you put off writing your book or creating something, the longer that someone who needs you doesn't get to experience what you offer.

"Successful and wealthy people are those who are always creating something." — Brian K Wright (24:03-24:11)

Successful entrepreneurs understand that challenges are lessons and opportunities to connect more with others. Sharing those stories opens up the floodgates to other opportunities. So, go out there and sell yourself, collaborate, and become an author of influence. The possibilities are endless.

How to Get Involved

Brian K Wright is hosting a virtual summit on January 29-30 called Authorpreneur Live. This event will help people write, market, and leverage their books to create more opportunities in their businesses. You may register for FREE by clicking HERE

Ursula Mentjes is the founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach who specializes in NLP to help her clients double and triple their sales. Sales Coach Now delivers a unique approach to sales training and coaching designed for ultimate retention and achievement. Discover how to transform limiting beliefs, make powerful shifts with intention and authentically serve (sell) your clients with my free pdf, "6 Secrets to Doubling Your Sales!" www.salescoachnow.com/gift