Three Steps to Take Now to Move From Surviving to Thriving In this episode, I talk about three steps to take now to go from surviving to thriving in your business. It’s so important for you to have that mindset right now. The goal of this episode is not to minimize the impact of COVID-19 by any means. Instead, to send love to all those people who have been affected healthwise and financially. And, to send gratitude to all of our first responders, nurses, and doctors helping save a lot of lives.  Part One of ‘Three Steps to Take Now to Move From Surviving to Thriving’ Over the past couple of weeks, there has been a couple of comparisons between who's doing well and who's not. It seems like people are split down the middle like either people have given up or stopped in their businesses or some of them are thriving. But right now, those businesses that had to shut down, who did pivot, are ready to come back and are going to come back with higher revenue. “Pay attention to your thoughts.” — Ursula Mentjes (05:49-05:51) It's essential to pay attention to your thoughts, your beliefs, and what your narrative is right now. What's the story that's running for you about what's happening? Because when you tune into that, that's where you can make that shift. And for those of you who are doing well right now, but you haven't permitted yourself to thrive yet, this is for you. If you feel like you've been hanging on trying to get through this, move out of that thinking. Part Two of ‘Three Steps to Take Now to Move From Surviving to Thriving’ There are three steps to move from surviving to thriving right now.  Decide You decide how you are going to move forward. You choose how you're going to move through the pandemic, it's up to you. Like every other goal that manifested in your personal and business life, you make the decision first.  Shift Stop feeling sorry for yourself. Stop listening to everybody else's narrative. Stop watching everybody else's path. As a business owner, you can use power affirmations like, "No matter what, my business is not only going to survive, we are going to thrive." Once you make that decision, you'll notice that some limiting beliefs will show up.  Move After deciding to shift, you have to get moving. Figure out what's not right about those limiting beliefs and start to look at what is possible.   “COVID-19 has given us an opportunity to make major shifts in our business.” —  Ursula Mentjes (17:28-17:31) What does your business look like? Who are you working with? Have you changed your packages? Because the truth is, the pandemic has given us all an opportunity to make significant shifts in our business and let go of the things we no longer wanted to do anyway. Start to confront your limiting beliefs.  Next Steps Are you tired of not getting the sales results that you desire?  Do you wish that selling could be fun and easy? If you haven't been to a sales camp yet, it's a great experience that will allow you to be anyone anywhere in the world. Learn more here: https://www.salescoachnow.com/sales-camp/ GIVEAWAY ALERT Receive My One Great Goal Digital Book, My One Great Goal Digital Workbook, and Access To My One Great Goal Virtual Event by completing an online review of my "Double Your Sales Now" Podcast:  go to this link here - www.salescoachnow.com/giveaway/.

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EP125: Three Steps to Take Now to Move From Surviving to Thriving

From Recessions to Pandemics Why Serial Entrepreneurs Thrive with Laura Neubauer “Our challenge from a psychological perspective is accepting the new normal.” — Ursula Mentjes (09:15-19:23) Whatever is happening in the world right now and its massive impact on the marketplace, do you realize how big the opportunities are for you right now? You have a chance to see where the market is going and to be on the leading edge of that so that you can come back stronger. In this week's episode, you'll learn about why serial entrepreneurs thrive from recession to pandemic with Laura Neubauer. Introduction Laura Neubauer is a serial entrepreneur. Her expertise is in transportation and logistics with a reputation in delivering an extraordinary client experience. Her exceptional business acumen coupled with her grit and entrepreneurial spirit grew her previous company “Deliver It” into a multi-million-dollar company within its first couple of years. Laura has successfully exited from Deliver-it.   Laura is a consultant for many companies because of her creative solutions and “out of the box” business concepts. As a speaker, her no BS attitude brings a new and exciting atmosphere to the business environment.  Today, Laura is the CEO of Kaleidoscope Media Services. She consults companies and individuals to build e-learning platforms for business scalability and success.   Part One of ‘From Recessions to Pandemics Why Serial Entrepreneurs Thrive with Laura Neubauer’ Before the pandemic, people used to walk free through the airports without thinking of any virus outbreak. Just like when 9/11 happened, things were never the same after that. Some people take a little bit longer to grieve through certain things changing because, as humans, we don't love change. Part of our challenge right now from a psychological perspective is to get into the space of accepting the new normal. During the Great Depression and the Great Recession, there was a vast money exchange that happened. And those who were paying attention and watching for the opportunities were the people that became multi-millionaires during that time. Part Two of ‘From Recessions to Pandemics Why Serial Entrepreneurs Thrive with Laura Neubauer’ With everything that's happening right now, it's essential to look at the trends of what's going to be temporary and what's going to be the permanent changes. Some companies are going to be downsizing left and right because a lot of them have transitioned to remote jobs.  If you have a business that you've been traveling to see clients and they've been paying you to travel, then that's not going to occur anymore because they're used to the zoom calls. They're used to working with you a different way right now. And you must learn how to adapt and change, so you have extra offerings for them to make.   “Focus on the relationship and delivering high-quality service.” —  Ursula Mentjes    There's a percentage of the population who has even more money right now than they did a month ago, which is fascinating. That may not be true for everyone, but the point is that there's money out there. When you're clear on what you want to create, the way always shows up.  This is the time for business leaders like you to focus more on the relationship and deliver high-quality service. Eventually, your clients are going to feel like they're part of your family. At the same time, this is also a time to reset your goals and recommit to your goals again. Reward yourself for not only surviving this pandemic but thriving or making some of those steps forward. More About Laura Neubauer:  Laura Neubauer is also the creator of ETEENPRENEUR, the leading community that provides teen entrepreneurs with online education and peer support.  Laura has been recognized as Orange County’s “Entrepreneur to Watch”, California’s “Business Woman of The Year”. And her previous company Deliver-It has been recognized as one of Inc’s fastest-growing companies in America.  Laura’s success is based on integrity, strong relationships, and the passion to see other people succeed.   She is a past president of both NAWBO (National Association of Women Business Owners) Orange County and NAWBO California You can get in touch with her here: www.KaleidoscopeMediaServices.com   About Ursula Mentjes: 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/. NEXT STEPS - A GIVEAWAY ALERT! Receive my One Great Goal Digital Book, My One Great Goal Digital Workbook, and Access To My One Great Goal Virtual Event by completing an online review of my "Double Your Sales Now" Podcast:  go to this link here - www.salescoachnow.com/giveaway/.

EP124: From Recessions to Pandemics Why Serial Entrepreneurs Thrive with Laura Neubauer

Optimizing Networking for Exponential Success with Amy Evans Things like selling, relationships, and referrals all go together for someone to have exponential success in networking. To spark some inspiration, we're going to discover another success story of an entrepreneur and how she has achieved her revenue goals through networking.  Here's a question that you're probably trying to figure out as well, how has networking changed since the pandemic? In this week's episode, you'll learn about: Optimizing networking for exponential success and the right way to do it. Part One of ‘Optimizing Networking for Exponential Success with Amy Evans’ Amy Evans is an entrepreneur who is passionate about helping women step into their power and their agency in business and relationships.  She is the founder of AlignWomen, a leadership and networking organization for professional women. She is also the President of Colibri Insurance Services, a boutique insurance agency that simplifies employee benefits for employers in Southern California.  She is an enthusiastic speaker and social media user, and you can find her regularly engaging on a variety of topics, including legislative issues, agency management, social media strategies, women's issues, empowerment, communication, and relationships. “COVID-19 has shifted many selling techniques except its core components.” — Ursula Mentjes (16:45-16:49) For such a long time, Amy didn't know that she was a salesperson, so she had to do some digging to figure it out. She has worked administrative jobs during her early twenties.  She also worked for a company that did online marketing and eventually landed some clients from the city of Las Vegas. She ended up flying to Atlanta and sold Coca-Cola.  That was just the beginning of her beautiful journey. She left the company and started looking for her next career. And somewhere along the way, it occurred to her that sales were probably the right place for her to look at.  Then, she also worked for a national insurance agency for two and a half years to learn the back end of how it's like to work as an insurance broker. After that, she left to start her agency. That's how Colibri Insurance Services started. Salespeople are usually focused on personal development because there's a direct correlation between getting out of your way and making more sales. This is the reason why things like sales camps are super important. No matter how successful and developed you are in your sales career, it doesn't mean you don't need more tools, tips, or a fresh perspective.  This pandemic has shifted the tone of selling and how business owners show up. Whatever your limiting belief is, know that you can still succeed no matter what. Part Two of ‘Optimizing Networking for Exponential Success with Amy Evans’ Networking is about revenue generation to build your business. There are organizations whose primary purposes are lobbying or advocating for a particular industry or region.  It's essential to be cognizant of the organizations that you are a member of, whether these organizations veer more towards social and not towards business growth.  There's nothing wrong with networking mainly for social reasons, but we don't necessarily grow our business from that, although that's possible in different ways.    There's a time and place for every group. So, it's so important to have networking groups that make sense for you. “It's so important to have networking groups that make sense for you.” —  Ursula Mentjes (32:16-32:19) If you want to create exponential success with networking, be clear on who your dream team is and focus on building that, because of quality matters over quantity.  Networking is so much more than attending meetings and getting business cards. We've already built and maintained relationships with people who still can't help us produce the result that we want.    Instead, intentionally building a relationship with a handful of people who fit the profile will produce incredible results.    Tune in to the full episode to learn more. About Amy Evans Amy Evans is an entrepreneur who is passionate about helping women step into their power and their agency in business and relationships. She is the founder of AlignWomen, a leadership and networking organization for professional women. She is also the President of Colibri Insurance Services, a boutique insurance agency that simplifies employee benefits for employers in Southern California. She is an enthusiastic speaker and social media user and you can find her engaging regularly on a variety of topics including legislative issues, agency management, social media strategies, women’s issues, empowerment, communication, and relationships. Follow Amy on Social Channels: LinkedIn - https://www.linkedin.com/in/amyevans2 Facebook - https://www.facebook.com/pg/alignwomen Instagram - @alignwomen Twitter - @alignwomen President, Colibri Insurance Services Host, The AlignWomen Podcast About Ursula Mentjes: 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/. NEXT STEPS - A GIVEAWAY ALERT! Be one of the first 20 to receive My One Great Goal Digital Book, My One Great Goal Digital Workbook, and Access To My One Great Goal Virtual Event by completing an online review of my "Double Your Sales Now" Podcast:  go to this link here - www.salescoachnow.com/giveaway/.

EP123: Optimizing Networking for Exponential Success with Amy Evans

Speaking Industry Expert Talks About The COVID-19 Impacts, Challenges, and Opportunities with Angela Cox In this week’s episode, you’ll learn about: What the speaking industry experts say about the COVID-19 impacts, challenges, and opportunities  How you can be a high-paid public speaker Angela Cox founded Midwest Speakers Bureau in 1998. She enjoys learning about your needs so she can provide creative options and help you find a speaker. When possible, Angela attends speakers' presentations so she can feel the audience's response. It's that response that helps her connect clients with the perfect speaker. Angela practices her listening skills at home with her two sons, Grant and Derek, who have given Angela many good stories of her own to share. Part One of ‘Speaking Industry Expert Talks About The COVID-19 Impacts, Challenges, and Opportunities with Angela Cox’ Asking for help when you need help is a great reminder for all of us, especially during this pandemic, being more isolated than we've ever been. As entrepreneurs, sometimes we forget to ask for help. And asking for help with referrals right now is really powerful. “Flexibility is our special word for 2020.” — Ursula Mentjes (21:01-21:04) In the last couple of years, many businesses have been at the top of the game. Multiple leads come in every day, but now with the conferences being shut down, we're having to go back and build more of those relationships. Before this pandemic, we were so busy that we weren't taking the time to really build a relationship with our clients because a lot of us got into that place of complacency Part Two of ‘Speaking Industry Expert Talks About The COVID-19 Impacts, Challenges, and Opportunities with Angela Cox’ Entrepreneurs need to learn how to market creatively according to the new normal. And because there is no certainty how long this is going to last, some speakers are discounting their rates by thirty percent. Some companies have switched to virtual activities due to social distancing. Perhaps keep the attendance smaller so that it's more manageable.  “There's such an art to storytelling.” —  Ursula Mentjes (26:55-26:56) Angela Cox offers a piece of valuable advice on how you can be a high-paid public speaker. Since most people are on quarantine right now, this is a perfect time to prepare yourself.  First, be an expert in the topic that you're most passionate about. You must be comfortable in your niche.  Second, make sure you update your marketing materials by adding new testimonials and adding new client list videos. Like right now, a lot of speakers have updated their presentations by talking about challenging times or leading in chaos. Your marketing materials must be timely and relevant.  Third, you must be comfortable with your presentation and take the time to make it perfect. Some speakers attend comedy classes so they can get the right timing on their jokes.  There's beauty in being a public speaker since this is where you learn the art of storytelling. Your personal story can change someone's life that even after a couple of days or their struggling times, they will remember what you said, and it will help them in ways you can't imagine. Next Steps - GIVEAWAY ALERT Be one of the first 20 to receive My One Great Goal Digital Book, My One Great Goal Digital Workbook, and Access to My One Great Goal Virtual Event by completing an online review of my "Double Your Sales Now" Podcast:  go to this link here - www.salescoachnow.com/giveaway/.  

EP122: Speaking Industry Expert Talks About The COVID-19 Impacts, Challenges, and Opportunities with Angela Cox

Jessica Martin, the owner of Martin Management and co-owner of Martin Dental, a thriving dental office in Eau Claire, Wisconsin, loves sharing ways to help dental offices decrease patient anxiety and make the dental experience positive for every patient.  She uses her background in psychology to get to the real reasons why patients feel anxious or fear at the dentist and have created tools for dental offices to remove some of the most common barriers to dental care. Jessica is a speaker, trainer, and consultant and is on a mission to make dentistry better! Part One of ‘How Dental Offices Are Decreasing Patient Anxiety’ When Jessica and her husband launched their first dentistry business, it led to a realization that most people don't really like going to the dentist. Thus, it led Jessica to use her background in psychology, which makes it easier for her to deal with kids effectively, particularly those with autism, ADHD, and behavioral issues.  About five years ago, she started putting some new techniques and strategies in place for her patients to really see how that could impact their experience. Now there's an ongoing expansion, hiring a new doctor, and building a new office. Her new mission is to share those strategies with other dental offices. “This is a great time to build power partner relationships.” — Ursula Mentjes  In the beginning, she had limiting beliefs in the dental practice because there are many competitors out there that made it hard to stand out. But when you believe in something, you can convince other people to believe in it. But when you're in that space of doubt, it's hard to fake it. You have to figure out ways to truly be confident in what you're serving people with for them to believe it.   It's about networking and building connections with people that could turn them into becoming patients. The rewarding part of building a business relationship with people is when they provide valuable feedback. It's essential in any relationship that you're there to serve the other person.  And then, once you can provide some value to them, they're going to help you in return. This way, it feels more authentic and easier to convert people from an acquaintance to a patient. Moments like this make it more about them than yourself. Jessica Martin used two main sales strategies to switch from being desperate to have a prosperous business.   Creating a niche or finding a way to differentiate   Any business can do that. You just have to really find what's going to resonate with you and the people that you want to attract.     Networking   Find people who want to help you grow your business. Build genuine relationships with people where there's an authentic concern for one another's businesses. The best thing about building power relationships is you get to collaborate with people whom you have shared values with, and they typically attract the same people that you would want to attract for your business. Part Two of ‘How Dental Offices Are Decreasing Patient Anxiety’ You must find ways to spot dental anxiety, but unfortunately, not everybody is great at reading people. Some people can look at others and naturally tell they're anxious for some reason. The teams must have cohesion in every interaction to ensure they're identifying it accurately because some people are good at hiding their anxiety. There's a lot of things they can do once they know that the person might be anxious. Someone might come in feeling cold, and a blanket is going to be a great way to help them feel more comfortable. “Be willing to challenge your beliefs about what's not possible.” —  Ursula Mentjes  Be willing to challenge your beliefs about what's not possible and to keep doing the work. And then you've taken that same viewpoint into that same belief, work ethic, and focus into your consulting practice. But underneath that, the reminder for everyone is that it doesn't have to be hard. Once you get clarity, the next steps show up, and then you have to be willing to take them even if they're uncomfortable. About Jessica Martin Jessica Martin, the owner of Martin Management and co-owner of Martin Dental, a thriving dental office in Eau Claire, Wisconsin, loves sharing ways to help dental offices decrease patient anxiety and make the dental experience positive for every patient. She uses her background in psychology to get to the real reasons why patients feel anxious or fear at the dentist and has created tools for dental offices to remove some of the most common barriers to dental care.  Jessica is a speaker, trainer, and consultant and is on a mission to make dentistry better!  In the past, Jessica attended Ursula’s Sales Coach Now events and was driven to hit her 7-figure goal in her consulting business. You can visit her website at https://www.martindentalec.com. About Ursula Mentjes 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.  Next Steps  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/.

121: How Dental Offices Are Decreasing Patient Anxiety with Jessica Martin

Leadership Strategies for the "New Normal" with Patti Cotton “Always be ready to serve people.” — Ursula Mentjes  During this pandemic, you probably have been wasting a lot of time worrying when, in fact, you could be out there selling and helping people. If you take the step today to break all your limiting beliefs and make things happen, you'll realize that you have so much to offer to the world. In this week's episode, Ursula Mentjes welcomes Patti Cotton as her special guest to talk about leadership strategies for the “new normal.” Patti Cotton, founder, and CEO of Cotton Group is a leader and strategist whose background includes more than 25 years of multicultural leadership experience around the globe in the worlds of diplomatic relations and corporate and non- profit arenas. Through her signature 360 ̊ Leadership brand, Patti works with key decision-makers and their executive teams to boost performance through developing exceptional leadership and aligning culture with strategic vision and direction.   Patti specializes in the following: talent development for emerging and experienced leadership; emotional intelligence skills for individuals and teams; high trust in teams; critical communications and conflict management; and culture alignment throughout the organization. She does this through providing consulting, 360° feedback for right fit and performance, executive leadership and group coaching, facilitation and training, and retreats. Her clients call her at key transitional points such as anticipating business expansion; negotiating or realigning culture due to a merger or acquisition; effective management of a multi-generational, multi-cultural workforce; developing talent for succession planning; and onboarding new leadership. A partial client roster can be found on her website: www.PattiCotton.com. Patti is a guest lecturer at universities for leadership and culture and advanced coaching methodologies. She is an author and a Fortune 500 speaker and is a contributor to the weekly business column, "Women, Money, and Mindset" for the Southern California News Group publications. She has been recognized by Inland Empire magazine as one of the most influential women in the region. She is a three-time recipient of The U.S. President's Lifetime Achievement Award for Volunteer Service. Part One of ‘Leadership Strategies for the "New Normal" with Patti Cotton’ Every one of you has this amazing pizza in your hands. And it is up to all of us to be out there offering. If people say no, it's okay because there's going to be some people who not only take a piece but come back for more. And we have to be ready to serve those people. When you're fully committed to serving others, your energy is going to draw people who need you, and at the same time, remembering that it's not about you, it's whether or not they want the help. “Your price should align with the level of your service.” — Ursula Mentjes  In case you're wondering if you should be selling even during the height of the recession, the answer is absolutely yes. You have to open the window. The money can't get to you if you don't open the window. However, if your pricing isn't in alignment with you, you're sending out an energy that feels off. It's not about selling to somebody. It's about helping them and being recognized so that you can continue to help other people.    Is there something that you're holding on to one of your gifts that if you get out there and offer, it will help somebody and change their life? If you could just put your stinking thinking aside, you'll find more opportunities to help and lead others where they're meant to go. This belief that nobody has any money right now or you don't want to take away from people who've lost jobs or who genuinely feel like they're struggling. It's not true. Many people are taking this time to invest in themselves. They're buying a lot of things. And they're still selling because they're coming from that place of service.  But until there's that financial exchange, you can't serve people. If it's not priced directly, then you're not serving them anyway because they're not going to be told there isn't enough skin in the game to make it worth their while to do so. Picture it like this. You're helping them to invest in a brighter future so that they can roll forward, survive, and lead to recovery.   Part Two of ‘Leadership Strategies for the "New Normal" with Patti Cotton’   What are the top two strategies Patti Cotton is using now to keep selling?    Number one, if you've got a strategic plan of any kind, or some sort of a year plan, whatever that is out the window right now, it's all about what you can do in the immediate. What's your 30, 60, or 90-day plan? Now, that's not new. But think of it this way. Think of the newness being that you're setting a direction and not a destination. You don't know where we're going to wind up.  Number two, if you wind up somewhere, it's going to shift again. So, think about setting a definite direction to help you. Maybe you pick a theme. Perhaps the theme is short term wins to fund the mortgage or maybe develop your thought leadership, but choose a theme and a direction and have a short-term plan. Because as you do this and you have things that you could do every day to work toward that, you're going to get there, and you're going to have a sense of control.   Here's the deal. Structure breeds predictability. Predictability lower stress. If you can help lower someone's stress, you're going to think not from the fight or flight part of your brain. You're going to come up here to the executive brain and do your best creative thinking, your reasoning, your analytical thinking, and your innovation. So, if you can get somewhere in the next 90 days, that helps you not only stay afloat but lead forward. Your inner agility has to rise up to the occasion in ways it never has before. How agile are you with change? When we get back to the way things were or once this is all over, forget it. There is no once this is all over. There are iterations going forward. It's as though you are the captain of a ship, and the waves come in different ways and so forth.  You're still heading toward that direction that you want to head toward. But you're going to have to roll with the waves. So, if you find that your language and your thinking reflect that you're just waiting until this is over, forget it. It's time for some action. No more time for paralysis. No more time for inaction. It's time to get going in. The way you're going to do that is with baby steps forward and use your plan. “We need human connection right now.” —  Ursula Mentjes (23:01-23:03)   Right now, what we need is a human connection. Contact your current clients, your former clients, your potential clients, and come with a spirit of service and ask them, what do you need right now? Get the pulse on what they need. Put aside the "Oh, I have these products and services right here!" even if that doesn't fit. You still have your products and services, but what can you shift to be able to team up with them? So many people get bombarded with emails and different offers. But sometimes, you just need to do such things without the intention of selling. Instead, do it with the purpose of helping. If you can do video calls, let them see you and look into their eyes. We need human connection right now. People are becoming very isolated, remote workers, even up to the President. They've figured out how to do the systems, but they haven't figured out how to get that connection. And you can be that for them. So, whenever possible, give them a call. It is not the new normal that's going to happen, or that is evolving. It is the next normal. In other words, change is here to stay. Human beings love safety, and they love security, but you will need to become very comfortable with continuous change. Our potential is limitless. We are being provided now with shifting landscapes that will allow us to grow our potential in ways that we could never have dreamed of before because people are going to have to adapt and shift.  Gone are the days when you had to write five emails, and maybe one or three out of ten will respond. This is time to get deep and connective because that's the one constant that people will seek in a world of change. About Ursula Mentjes 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.  Next Steps: Join our Sales Coach Now University Facebook Group https://www.facebook.com/groups/scnuniversity/ Please leave a podcast review and then go to https://www.salescoachnow.com/giveaway/ for a free gift. 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 

120: Leadership Strategies for the "New Normal" with Patti Cotton

Cold Calling Techniques That Really Work with Jody Weinberg “Now is the time to be reaching out to your customers.” — Ursula Mentjes  Some people in the business world see cold calling as a stumbling block while others perceive it as a stepping stone. Was there a moment when you doubled your sales for the first time, or you got enough clients? What did you believe about cold calling and selling at that point? It's time to smash some myths so you can step out of your limiting belief. In this week's episode, Ursula Mentjes talks about the cold calling techniques that work for her special guest, Jodi Weinberg.  Jody Weinberg is the founder and CEO of J. Teleconnections, a company that generates leads and sets appointments for B2B professional services. Part One of ‘Cold Calling Techniques That Really Work with Jody Weinberg’ Is it fun to pick up the phone and call? Not really! But is it fun to see your clients winning? Absolutely. Even though technology has changed a lot, many successful sales still happen through a simple telephone call without any video at all. There are many tools out there where you can find things about a person, and they do answer once you call them. You've got to be very savvy and professional instead of being just a typical telemarketing operation. “Be positive. Don't stop making the calls.” — Ursula Mentjes  Some people out there think that regular cold calling is dead, and nobody does cold calling anymore because that's a thing of the past. In fact, if you're not using technology, you're falling behind the times. The truth is, businesses could ultimately be winning a lot more accounts if they knew and understood the art of calling. It's about capturing their interest, getting them intrigued enough, and qualifying them to make sure that nobody's time is being wasted. Part Two of ‘Cold Calling Techniques That Really Work with Jody Weinberg’ The truth is not so many people are picking up the phones. And some companies even have to do a blast or drip marketing for a couple of clients to see who's interested out there. Typically, they are getting a forty percent open rate from our e-mails. But the thing is, you can't hide behind those. You still have to pick up the phone and dial. “It's all about being professionally persistent.” —  Jody Weinberg (24:40-24:42) You can't stop prospecting even during the pandemic. Cold calling is about prospecting and making appointments. Work closely to create a process with your customers. You don't want a bunch of people hanging up on you for sure, but you have to remain professionally persistent. Stay intentional and focused because there's never just one person that makes the decision. If you want to work with someone with over twenty years of experience in getting clients sales meetings with hard to reach decision-makers and increase your gross revenue, you may contact Jody Weinberg. About Ursula Mentjes 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.  Next Steps - 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   

119: Cold Calling Techniques That Really Work with Jody Weinberg

There’s a lot happening in the world today. But there is hope that 2020 can be your phenomenal breakthrough! In this week's episode, Ursula Mentjes welcomes her special guest, Travis Sims, as they discuss how you can double your sales this year through networking. There's going to be golden nuggets that you'll want to remember. Get ready to be uplifted, inspired, and refocused on your goals. Part One of ‘Double Your Sales This Year Through Networking with Travis Sims’ Every person in the sales industry has a limiting belief. One that held them back from fully understanding what this field has to offer. You probably got stuck in instances where only networking lifted you out of that hole. If networking is something you don't value in the business world, you could be missing a lot of global opportunities. Can you imagine how it can help your business to be more profitable? Especially if you're working within an environment where you share the same target market? “It's always good to have an association that can give you some referrals.” — Ursula Mentjes  Networking is about building the right relationships. It's about connecting with the right people. An opportunity to provide selfless service. Today's world is all about teamwork. If you can team up with other people, you will scale faster, which can also be called a dynamic collaboration.  One of the great opportunities in the marketplace when it comes to networking is a learning experience. It's just like hosting a networking event; people go and learn together. It creates an adventure together, a shared experience, a bonding moment. It gives people something to talk about and relate to. It encourages them to have a conversation after the event. Most of the time, when you attend a networking event, you walk away with a fistful of cards and minimal results from it. You attend all these events, and you do it over again.  It shouldn't end that way. The event itself should push you to take action. Introduce yourself to someone. Set an intentional time to get to know each other. It could be over coffee, over lunch. Set some appointments before you leave the event. It's about taking this one-time connection to a starting point for a relationship. Part Two of ‘Double Your Sales This Year Through Networking with Travis Sims’ When it comes to networking events, push yourself to do a lot of it. You have to remember that there's no one style fits all. This requires you to diversify. Whether you're starting a relationship point, an opportunity to develop a referral relationship, or the potential of being able to do business together. It's about making a difference in their lives. How you can help one another. The beautiful thing about networking is it allows you to leverage your time. Even very busy and successful people find time to network. It's a planned exercise. It's like going to the gym. List your activities and set time for each. Put it on your calendar intentionally. Not just out of nowhere. “Nothing beats the multiplying effect of referrals bringing new business directly to you.” —  Ursula Mentjes  Networking is not about selling. That's the biggest mistake that most people make. If you're attending an event, more people would sell something rather than buy something. If that's the case, that's already some disconnection. Networking is about developing relationships. It's about helping others. Networking is going to benefit your business in the long haul. Everyone wants to make more sales, and it is the path to do so. You want to make sure that it's more relational and less transactional. When you're networking, have a clear vision of who you need to meet. When you walk into the room, know precisely who everyone is. Know what profession they're in. Do your homework ahead of time. Prepare for the event. Publish the list of who's attending. Research that list. Know who you're going to meet beforehand. You can also even send them a message ahead of time. They'll remember that you before you even arrive at the networking event. I hope you find these networking strategies useful as you scale up your business! 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://ww.salescoachnow.com/sales-camp/. Travis Sims is the CEO of AGC Accelerated Global Connections the fastest growing business networking organization in the Twin Cities. Travis is a Networking Expert, Motivational Speaker, and Thought Leader committed to helping you become a better person, leader, and networker. For over 15 years Travis has been teaching & coaching the best business leadership minds across the country how to do networking, build networks, and create community. You can follow him on LinkedIn, Facebook, Instagram and Twitter. Disclaimer: This episode was recorded before the Coronavirus outbreak. Business owners are getting creative with online networking versus in-person events during this pandemic.

118: Double Your Sales This Year Through Networking with Travis Sims

Selling During Uncertain Times with Debbie Allen “It's definitely a time to innovate and restructure.” — Ursula Mentjes  Do you think it's okay to sell during uncertain times? What should you be saying or not saying? How can you give value without being too pushy? That's the million-dollar question right now. For those of us who had any limiting beliefs in this area or any fears around selling, it's lifted everything to a new level. In this week's episode, Ursula Mentjes talks about selling during uncertain times, together with her special guest, Debbie Allen.  Debbie has been a professional business speaker for over 25 years and has presented before thousands of people in 28 countries around the world. She is an award-winning entrepreneur, and bestselling author of 9 books, including her newest books, The Highly Paid Expert and Success Is Easy, published by Entrepreneur Press. Her expertise has been featured in dozens of publications, including a regularly featured expert with Entrepreneur Magazine. Additional media includes Forbes, Washington Post, and USA Today.  What makes Debbie Allen's mentoring unique is her' hands-on'​ personalized attention to her clients. Integrity, follow up, and commitment to excellence is her core business values. Debbie has built and sold six million-dollar companies in diverse industries and has been an entrepreneur since the age of 19. Today, she is known as The Market Positioning Expert, supporting her clients in developing brand domination around their unique expertise. Debbie works with small business owners, entrepreneurs, coaches, speakers, and experts in many different niche markets. Part One of ‘Selling During Uncertain Times with Debbie Allen’ It's more difficult for those in service-based businesses to innovate at this time. But this is not a time to lay down your business or team. Even though some companies are mandated to close. It feels like there's a crack in the universe right now. But we get to change things in our business that have been bugging us anyway. We can take this opportunity to brainstorm on what needs to change. It's definitely a time to innovate and restructure. People want to hear from you more than ever. They need a lifeline right now. There's never been a more critical time for every single one of us to show up.  When you're on an airplane, and there's turbulence, the first thing you do when that plane starts to shake is you look around. You look around to see what everybody's doing. If those people are panicking on the plane, who do you look to next? You look for flight attendants. A flight attendant could probably flip over a seat, hit the floor, stand up, still be smiling and say that everything's going to be okay. That is who we are right now as leaders. You have to be the flight attendant in your business because people are looking to you right now. So, stay calm, stay grounded. Do the self-care that you need to do to just stay in this space.   “Lead a Flight Attendant. Stay calm. Stay grounded.” — Debbie Allen Fear is holding back a lot of people more than anything else in the world today. When you watch the news too much, it adds to the fear. Instead, try to watch the news just for the sake of getting enough information and turn it off. Stay in your own world. There are so many mixed messages out there. All you're hearing is the negative topics. There's business on the internet right now. You can still sell online. You can still make opportunities. People are really hungry to learn right now. What special offers could you offer to land new prospects? If you have a program that can help them learn new skills, it would be absolutely perfect for you to jump on board. Part Two of ‘Selling During Uncertain Times with Debbie Allen’ As an entrepreneur, you must be resilient enough to handle things. Find something you can be grateful for every single day. Take a moment to appreciate where you are right now. Don't talk about the coronavirus all the time. People already hear enough of it.   Talk about your expertise or what your service is. It's too early to predict the outcome of this pandemic. Uncertain times is a great way to describe it. That's the way you want to serve. Challenge your thoughts. Permit yourself to pay attention to the forces that are coming across your mind.  Right now, there is an opportunity for every single person to reinvent themselves in their business. If you look back at when the most millionaires and probably billionaires were made, it was during the Great Recession, and right after that. It's also going to be after this. It's already happening. It's your chance to lead others in this new virtual realm. There are a lot of people that still have money. Some industries are doing better than they've ever done before. “Serve your clients at the highest level.” —  Ursula Mentjes (01:03:05-01:03:06) There's a big world out there. There's something else. Think differently. Think out of the box. Everyone who has a virtual program right now has the best chance of getting booked. Not everybody has that opportunity. That's the thing about social entrepreneurs, coaches, business experts, or whatever you do. You can always shift things and change on a dime. Be grateful that you could change it. You're the boss. You're in charge of your destiny. Start with your virtual class. Do it conversationally. Just be real. That's what people want right now. Show them your brilliance until they need what you want. It's making sure you can help them with precisely whatever they need help with. Don't assume that you can't help them with their big problems. Bring back new offers in a very limited time.   Make it easy for them and make sure you make them feel supported. Just make it simple and just do that over and over again, every day that you have a virtual class with somebody. You're going to create sales through these opportunities. We're not on vacation right now. Every time the economy crashes, or there's a downturn in your business, learn to see it as an opportunity. Everybody has a different limiting belief about something, and the next steps are probably going to be things you don't want to do. For instance, you don't want your business to go international because you think you need to get on a plane. So, that's floating around in your subconscious. But if you shift positively, you'll see yourself as an international expert who can conduct online classes both for-profit and fun.  What affirming statements are you holding on to during these uncertain times? Write them down, print them out, and put them in a frame in front of you. Once you see it daily, it starts to get into your subconscious, and you begin to act from a different place. Hopefully, after this pandemic, we're going to come back stronger than ever. About Ursula Mentjes: 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.  Transform your limiting beliefs, make powerful shifts with intention, and authentically serve (sell) your clients. APPLY for a business strategy call with Ursula Mentjes to help me improve my sales: www.salescoachnow.com/apply About Debbie Allen: Debbie Allen, Certified Speaking Professional, is ranked in the top 5% of business speakers worldwide. She has been a professional member of the National Speakers Association for 25 years and has presented before thousands of people in 28 countries around the world. Position your business for more success. APPLY for a business strategy call with Debbie Allen to help me improve my marketing so I may gain more high paying clients and make more income!  www.debbieallen.com/application  

117: Selling During Uncertain Times with Debbie Allen

Remember how you felt when you first launched your business? Somehow along the way, you lost sight of your purpose. You were left wondering how to take your business to the next level. Are you ready to make a huge quantum leap from six figures to seven figures? In this week's episode, Ursula Mentjes, together with her special guest, Jennifer Longmore, talk about how you can hit seven figures without selling your soul. Part One of ‘How to Hit 7 Figures Without Selling Your Soul with Jennifer Longmore’ Sales are the heartbeat of every business. But if you want to succeed in the sales industry, you must be willing to commit to your purpose and be in service. Then, let that purpose flow into your business. Has your business been operating for many years? What would you have done differently when you start your business? One of the biggest struggles of entrepreneurs is not having back up plans and not being consistent with strategy. “Surround yourself with people that are thinking bigger than you.” — Ursula Mentjes  Surround yourself with people that are thinking bigger than you. That is always expanding their consciousness. Today, there are many ways to sharpen your potential. Surround yourself with coaches and mentors who can help you smash your limiting beliefs. You cannot ask for people to invest in your business if you don't invest in yourself. Investing in yourself is just like meeting with your inner CEO. Aside from investing in yourself, if you're always giving to others and never allowing others to help you, then you will slow down client attraction. Your reservoir is empty. You can do all kinds of quick fixes to make yourself feel more energized. You need to be constantly looking to grow. If you can allow yourself to be the student, you offer way more value to your clients. You can set higher-priced packages that serve at a higher level.  Are you willing to take a stand for your dreams? Are you willing to be a steward for your business? Are you willing to accelerate your results, and have things be easy instead of hard? If yes, you must be willing to venture outside of your comfort zone. Part Two of ‘How to Hit 7 Figures Without Selling Your Soul with Jennifer Longmore’ Every successful person in the business world has used different tactics. Without a solid business foundation, all the tactics in the world don't matter. If you want to make six figures, you need to fix your relationship with money and focus on how many people you can help because the sales industry is about serving your clients. “You need core strategies for your business that will always be duplicated regardless of trends and tactics.” —  Ursula Mentjes  Making six figures is easy. It's only because we've decided that money has to be hard, that we have to work hard for our money, and we have to show everyone how hard we work to keep the money. That keeps us in the continuum of hardship. We can't see an opportunity when our brain is wired for things to be hard. If you're always around small thinkers, you're going to see things small. If you're around people that think it has to be difficult to succeed, that's how you’ll perceive it. You need to continually reset your thermometer to vibrate at the level that makes sense on where you want to go. Learn More About Jennifer Longmore Jennifer Longmore, founder of the premier training school for conscious entrepreneurs is a global authority on soul purpose, conscious business and the energy of money.  She is the acclaimed host of The 7 Figure Club podcast, a sought after media personality and speaker, and best selling author. For almost 20 years she has conducted over 30,000 life-changing soul purpose sessions, including the who's-who of actors, professional athletes, CEO's of leading companies, and other influential luminaries, and trained 1000’s of souls in her programs from over 100 countries. http://souljourneys.ca/money/ Next Steps: 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 

116: How to Hit 7 Figures Without Selling Your Soul with Jennifer Longmore

New Ways to Network During the Pandemic with Kelli Holmes “Seeking out your best potential power partners and building the right relationships with them is a great way to build your business network.” — Kelli Holmes It's a tough time for everybody on the planet. How are the companies addressing preparedness amid global pandemic? What resilient approach is required from the management to protect their employees, sustain operations and maintain relationships, even in the face of virus threats? What do business owners do in this time of change? In this week's episode, Ursula Mentjes welcomes her special guest Kelli Holmes as they talk about different ways to network during the pandemic. Part One of ‘New Ways to Network During the Pandemic with Kelli Holmes’ Kelli C. Holmes is an expert in teaching entrepreneurs how to grow their business in BIG ways. She does this by sharing how creating and leveraging meaningful business relationships can get business owners the results they are looking for.  She is the CEO and Founder of TEAM Referral Network and its sister company TEAM Franchise Corp. TEAM has opened hundreds of chapters with thousands of members, has sold multiple franchises in markets throughout the U.S. and has recently launched “Virtual TEAM” with chapters that meet online only. TEAM has been in business since 2002. She is the author of Cracking the Business Networking Code: “Grow Your Business Through Relationships and Referrals” and featured in best-sellers “Revving Up for Success” and “Elevate” a TEAM collaborative book project.  Kelli is a child of God, wife, Mom, CEO, Keynote Speaker, regular Radio/Webcast guest and travels the country teaching on networking and relationship marketing. “When you invest in a high level through a networking group, you want to do well to attract others because that reflects the values of your organization.” — Ursula Mentjes (32:19-32:30) There is a long string of opportunities that you can find in virtual networking. Even if that's something you're not used to, it's about learning to be comfortable with being uncomfortable. Take the time to investigate incredible opportunities for you to network online and seek out people who are potential power partners. Take advantage of the virtual meeting platforms that you can use for coaching sessions, or anything you think is going to be helpful in your networking process. Sometimes, you can even turn your competitors as great collaborators. Part Two of ‘New Ways to Network During the Pandemic with Kelli Holmes’ Moreover, you have to develop a good relationship and credibility when thinking about referring to the most important people in your life potentially to each other. If we listen to what the important people in our lives are saying, there are referral opportunities pouring out of their mouths. But we have to care enough to want to help them. And when you can become an invaluable resource to your clients, they're not going to leave you because even when your competitors are knocking on their doors. “There are tons of great groups that are phenomenal to network.” —  Ursula Mentjes (33:42-33:46) Power partners are those that are related to your business, you're not in competition with each other, but you share the same type of client. They also provide an endless source of referrals. And when you build that right power team, it can be done within an exclusive category networking organization. And so, seeking out your best potential power partners and building the right relationships with them is a great way to build your network, and develop your opportunity to grow your business that way. When you invest in a high level through a networking group, you want to do well to attract others because that reflects the values of your organization. Find a way to get involved because it's crucial for you to know what's happening in your community and how it relates to your business. 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/.

115: New Ways to Network During the Pandemic with Kelli Holmes

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/.

114: Maximize Your Potential with Deborah Deras

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/.

113: Sales Psychology: Expand Your Client Base by Understanding what Your Prospect is Thinking!

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/.

112: Why Small Businesses Fail and What You Can Do to Succeed with Ernie Silvers

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/.

5 Intentional Habits To Double Sales in 2020

Ready to double your sales? Join Award Winning Author + Sales Expert Ursula Mentjes and her guests as they share exactly what they did to double, triple and quadruple their sales in a short amount of time—so you can do the same!

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Double Your Sales Now!

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