dear friends one day and she said, “Ursula, even though you are going through very difficult financial times right now, you don’t show it. In fact, you are grace under pressure.” Why was I able to maintain my composure in the midst of so much stress? I chose to shift my focus to what was coming, not what was. If I had focused on losing so much money, I would have lost my mind. Instead, within a year, without filing for bankruptcy, we paid off almost $100,000 in debt, mostly to investors due to real estate deals that had gone bad. Was it easy? No. But because I stayed focused on the future, and the money that I knew was coming, we slowly climbed our way out. Another thing that helped me stay focused on paying the money off came from Access Consciousness. They teach that instead of calling it “debt,” refer to it as “past expenditures.” Why? Because when you say past expenditures, it allows you to take responsibility for the money that you spend. YOU made the decisions or took the risks. It is not about blaming yourself; it is about accepting responsibility. When you take responsibility for creating past expenditures, you can take responsibility for creating money as well. Isn’t that powerful? So much about creating money is about responsibility and managing your thoughts. The way in which you focus on money creates or prevents it from getting to you. Which will you choose? Remember, money is trying to get to you. The question is, How are you blocking it? What do you need to shift to let it in? Expand Your Plan I have been speaking full-time since 2005. Everywhere I go, I share the principles of Selling with Intention, hoping that those who hear me will be inspired to take action and implement the principles that I teach so they can enjoy a fruitful sales career or profitable business. 53 | SavvyBizWomen Grow Your Sales By Making the Money Shift One of the biggest problems that I see over and over again is very small thinking. Most entrepreneurs and sales professionals do not ask for more than they “think” they can sell. The sales goals that we set are often tiny and not even worthy of all of the effort we are putting in. Recently, I was coaching a client and she shared with me that she didn’t feel good about the new package she had created. She couldn’t seem to connect the value with the price. So, I had her create a list of the top ten benefits that clients would receive when they purchase that package.I met with her after she completed the exercise, and as we were talking, I could still feel that she wasn’t excited about selling her package. Then, I had a hunch. Because I am learning to just gowith those hunches, I asked a bold question. “What if your package (the exact same package) was $5,000? How would you feel about it then?” I know this will sound crazy, but $5,000 was ten times MORE than what she was charging.Her entire face changed. She suddenly looked happier, lighter. And then she admitted that the new price, charging ten times more actually felt better. In an instant, she had expanded what was possible for her. She had expanded her plan, and suddenly had prices that were more in alignment with her value and the value she is bringing to her clients. Is this true for everyone? No. Sometimes people are overpriced. More times than not, though, I find that people, in the service industry especially, are underpriced. When they expand their pricing so it is in alignment with how they are showing up in the world, their sales dramatically increase. Expanding your plan doesn’t come without effort. It takes work to become great at what you do and to be able to solve your clients’ problems. However, the better you become, the more your sales plan can expand, and the more money you will make. The key is to have a sales goal that is worthy of you. Expanding your plan also relates to increasing your sales projections and effectively using a tool to track your sales pipeline.
SBW Issue 11 Jeneth Blackert
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