“Don’t feel like you have to work harder, learn how to articulate your value instead” Elona Lopari
Selling is all about identifying a need that another person has and filling that gap with your product or service. If you never offered your solution to the person’s
problem, then that person would continue to struggle in that particular area. That would not serve either parties, you or them.

I remember my beginning experiences and the anxiety of having to “sell”. I had so much fear and limiting beliefs around “selling” it was paralyzing. I would tell myself that I'm not a good salesperson and that I've never sold a thing in my life.

This was the conversation that I was having with myself when I started my business even though I had such an extensive background selling in the corporate world. Building sales teams that were serving with a higher vision and mission was something I enjoyed many years prior.

I graduated with a business management and finance degree and selling was only taught to me in theory and not in practice prior to that. It wasn’t until I practiced the skill of communicating with others, listening with intention, finding the gap in their wants and needs that I learned and practiced the skill of selling in my own business while also increasing my confidence towards it.

​We really need to shift the perception and perspective on how we actually think and go about sales. Before I go into some of the important points that I want to share with you in this chapter regarding sales, I want to make some principal connections from the prior chapters on how all these concepts are interconnected in the day to day business operations. In the prior chapter I wrote about branding which is all about visibility and exposure.
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However, just staying open to learning and trusting that every experience in bringing new gifts to the surface is important. After all, even that experience could be something that maybe along your journey, you are going to utilize for something else. You are also going to help someone else down the line overcome similar challenges. So just staying very open and knowing that everything is a learning experience and you either win or you learn is a great mindset to have as an entrepreneur.

​There is no life experience that ever goes to waste. You can always say that you take something valuable from it, and after all you just get more insightful information which will help you make better informed decisions the next time around.

“The school of life requires that you learn from the negative experiences and lean on the leverage you get from the positive ones to serve you in your future journey of growth”.On the contrary, staying closed off and not investing or not moving forward is a sure way to keep your world small and never realizing your full potential. A lot of people do use their past bad experiences to stop them from moving forward to the next level out of fear.

This will surely not open you up to new opportunities for growth and prosperity. You should trust your intuition when it is so strong and intentionally pulling you in a certain direction which you should always go for. After all, who is anyone to say that something is not going to work out for you, right?
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Here are 10 Steps in developing a “Success Mindset” in order to succeed in any area of yourlife from personal, relationships, professional career or business.

Step # 1 . Come up with a VISION beyond your current circumstances. “Without a vision, people perish.” Having a vision for where you want to be is the beginning of all success. Everything starts in our mind first, then it gets realized.

Step # 2 . Come up with reasons WHY you must and how will that make you feel. The reasons “WHY” must come first and then the “HOW”. You need to have a compelling reason beyond yourself in order to be able to follow through on the hard times that will come in the achievement of your dream.

Step # 3 . Visualize your success daily. See yourself and the vision already realized and feel all the positive feelings as if it’s already happened. The key to this step is coming up with a consistent discipline to visualize daily while it might be in the morning or before you go to sleep. The Universe aligns forces to bring about what you desire through signs and people that will show up in your life that will help you realize your ultimate vision.

Step # 4. Write down your vision/goals through a Vision Board or journaling as if you are grateful for your goals and as if they have already happened. You can also take gratefulness walks as if you already have what you want and are giving thanks for it. This way you are wiring your subconscious with what you want so the Universe can bring it about in reality.

Step # 5 . Watch the language you use in order to achieve your goals. Come up with daily affirmations that empower you. Make it a consistent discipline to repeat these daily affirmations so that you start believing them as true. This is another effective way of rewiring your brain and planting the seeds for what you are after.

Step # 6 . Come up with an anchor that reminds you of the identity of the person that you want to show up as. We stay very aligned with the identity that we define for ourselves, so come up with a strong character that resonates with you and give it a funny name and you can call on it when you need to.

Step # 7 Come up with incantations. Say out loud with intensity who you are and what you want to achieve so you can fill your subconscious mind with the belief and certainty that you need to follow through on your goals.

Step # 8 Pay attention to life and trust your intuition as to what lessons or signs is trying to teach you. Life is always happening for you and not to you. Learn how to step back and ask better questions such as what can I learn from this or what is this trying to tell me.

Step # 9 Develop the mindset of “I either Win or I learn”. Developing the mindset that there are no failures only lessons will help you get wiser and more resilient towards your journey to meeting your goals. Learning to extract the lessons and applying them to your life next time is the building blocks to achieving more.

Step # 10 Come up with daily practice of stillness and meditation. Learn how to access your inner intuition by staying still and having quiet time. This is where your brilliant ideas and clarity on next steps will give birth. Reflection time is crucial to piece information that you are gathering during the day into what the next actions should be.

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Writing a book is a great marketing strategy because you can document your framework and
put it out there for the world to experience. It is a great brand builder. It’s also certainly going to lead to clients because there’s a lot of people that buy a book first to get value upfront and get a feel for your expertise, knowledge and also get to know you better. After they have related to you in that way, then they might take the next step in investing in your offers. So that was an example of a big project. Map that out and then decide what the right approach is to go about its completion. Ask the following question, how can I make time on my calendar to dissect this? How do I time block it? Am I the one that’s going to work on it? Do I want to delegate parts or completely delegate this project out? Depending on your budget and time you can make that decision accordingly.
Another example that I can use is Mondays being my planning and strategy day in my company where I don’t take any appointments at all. I just work on my calendars and proper planning for the future vision/mission. I assess where my time is going and plan out on purpose. I clean out my calendar every three months or on a quarterly basis. Clean out your calendar and agenda and rebuild it again. What happens in this process is that you notice that you have outgrown some things that are no longer important and need to add new things that will take on greater priority.
If you are looking to write a book as a great marketing strategy in your business, lets connect https://api.leadconnectorhq.com/widget/appointment/elonabookingcalendar/30minfreestrategycall

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You as the founder create the culture in your business and your team follows. Culture is created starting with just one person at a time and that's usually the solopreneur.
Unintentionally you have created a culture as an entrepreneur in the way that you operate within your own values in your business, your vision, your mission. But of course when you bring other team members in your business family, the culture evolves out of the day to day interactions, the mindset that arises, the way that you treat your team, the way that you speak to them, the way that you carry on and align them with your overall vision/mission of the bigger impact that your company is trying to make out there in the world.

That is what creates a culture. So culture is really built one person at a time, just like anything else in business. I will say that as you build your business one client at a time while setting the foundation in place, it is the same with culture. As the CEO, you need to be the one that goes first in building the foundational skills and experience that you need, so that you know exactly who to bring on board that drives the right priorities for your company forward. The next thing to consider is the understanding of what are those priorities that you need to have in place in order to lead people towards?

What are the outcomes of their positions? What is the structure of those positions? What are the roles and responsibilities that those positions will fill? How does all of it connect to your company initiatives?As the entrepreneur, you are the one that needs to go first, just like any good leader who always leads by example, you need to be able to understand how to brainstorm and guide your team. However in order to do that, you need the experience and the education so that you can be an effective leader who brings wisdom to the table while always being open to learning.Business owners always ask the question of when and who I should hire for my business.

To schedule a strategy call in seeing how I can help you craft a personalized culture productivity plan schedule here: https://api.leadconnectorhq.com/widget/appointment/elonabookingcalendar/30minfreestrategycall

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I also want to share some statistics that apply to online marketing that I think might be helpful to know. These might be helpful in connecting a lot of your activities or actions that you're taking in your day to day operations in your business.
These might also take a lot of frustration out of some of the things that you might be doing that might not be working for you. So at all times, only 3% of your audience is ready to buy at one time or another and the timing just might not be right for them. 20% of the people that you reach out to, especially virtually, will respond back to your messaging, content and to your overall marketing efforts online.
So if you are within those percentages, you actually are doing a pretty darn good job. It used to take 7 to 12 exposures to you and your brand before someone purchased something from you and now it is even higher because of all the content creation going on. When you connect with others in person these exposures drop to less than half. It takes less time and exposure to build a meaningful relationship in person vs.virtually.
As I said before, these percentages have gone up because right now we're living in different economic conditions where people need more certainty before they commit and buy from you. People have probably also have had negative experiences purchasing a similar product or service before. So they do need to warm up to you in order to build the know, like and trust factor which is so important.
Out of sight out of mind so that’s why you do have to nurture, nurture, nurture at all times. And this is true, by the way, with your offers as well. Some people might think; well, I am serving, serving, serving, I'm giving value, especially with content. And I'm creating value driven content, I'm helping, I'm teaching, inspiring, I'm educating.
You feel that you are fulfilling all those major purposes with your content, but you might not get a lot of traction for your work. That's because we also need to do the same with our offers. People need to see our offer many times before purchase.
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​I want to offer you some new insights in regards to shifting your thinking regarding selling so that you could grow your company with ease. I have learned throughout my experience that selling is really about serving your audience at the highest level. The only way that it won’t feel icky for you is to do it in the most authentic way you possibly can. In my experience, I have learned that if I never offered my solution to the problem that the person had in front of me, I would have done them a disservice. I would have been so selfish because I know that deep in my heart I could help them, but because of my own negative chatter I held back. 

The other important part to consider is to always remember that you must believe in what you do. If you believe in what you do, then selling is all a transfer of the energy of service. Getting a mentor to help you align your messaging, your business model, the systems that you need to implement for the impact that you want to make is crucial to your success. Once we really understand the impact that we want to make and we have a solution that we believe in and have helped so many people with, then your job becomes about being obsessed in reaching those people that you can help. You must also know in your heart that you have a solution to their problem.

So how selfish would it be if the person is sitting right in front of you, and you just don't offer it because you have the noise in your mind that is blocking you from serving the other person at the highest level?!

Make the fastest progress by booking Business Strategy Session to work with you on your business and train your leaders and teams. Just reply to this message and put "private" in the subject line. Let me know a little about you or your business and what you'd like to work on, and I'll get my team to send you the necessary details.

​Book me to give expert advice on your TV/Radio/Podcast show, or hire me as a speaker to educate, inspire and transform your audience at your next company or industry event. Do send me your event info, and once I hear from you, my team will send you back the contract and fee info.
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You have two modes in which your brain operates, the default mode and the direct mode. When your thoughts drift, it's when you're on autopilot, and it's when you go through your day without even thinking. The direct mode is the mode where you are present in the moment. In this mode, we're controlling our thoughts. You have a choice to either repeat what you're doing, or you're going to evolve.

As mentioned above, the autopilot, the two modes in your brain, happen where the things are set to default, and then there is your ability to choose what you are going to think about deliberately. When you realize it, embrace that being a deliberate thinker is a skill, and I want you to master that. I want you to practice doing a mindset reset. It's not an event; it's a process because the negative and limiting beliefs are already set to your default.

Those are encoded in the default Network in your brain, and so it's going to be a process that you need to repeat. You know you want to make changes in your life, but then immediately you start catastrophizing, you start worrying about all the reasons why it's not going to happen. This is so common, and the reason why it's common is that somebody in your past trained you to think this way. If you had many bad things that had happened, you've trained yourself to assume and predict that bad things will always happen to you.

There will be bad things happening in life, but if you constantly allow your mind to default, thinking that bad things will happen, thinking that you're out of shape, or thinking that you're a loser. If negative thinking becomes your default mode of thinking, it is called the default mode network. The default mode network is a series of neurons in your brain that has automated certain things. 

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Marketing yourself Authentically!
I know marketing is one of those things that a lot of business owners or entrepreneurs don't like to do, they want to delegate it out, they just want to work on their area of genius, which is the service or the product that they offer. I would like to challenge you that in this chapter and show you that marketing can actually be a lot of fun. When we market ourselves organically, in a nutshell, we are really nurturing relationships. So in my experience, what I found in growing my own business and working with small and big Fortune 500 corporations over many years is that marketing is all about nurturing relationships with your audience.


So building the nurture sequence so that these relationships can have the proper time to prosper is how you build your know, like and trust factor through the visibility and the exposure of what you do while you are also nurturing those relationships in a very authentic and genuine way. I believe that in today's marketing and online world, the reason why a lot of entrepreneurs resist the whole idea of marketing themselves is because we see, unfortunately, a lot of examples where marketing is done in a non authentic and genuine way. 
Have you ever have received spam messages in your mailbox or inbox from random people that have skipped the relationship building phase and that you don't know, like or trust yet and as soon as they connect with you, they're actually offering you their service? So that is one of the main reasons why a lot of times when we hear about marketing and sales, we have this bad taste in our mouth. And we also all have been through it at one point or another. That’s the perfect example of marketing that feels icky. As a result, we feel sold to and no one wants to feel sold to.
At this point in time, right now we are really picking this up intuitively as a collective, and raising our defense mechanisms because marketing is done so non authentically, that we all shy away from marketing ourselves in those ways as well. 
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95% of everything you do is a result of your habits whether they’re helpful or hurtful. How long does it take to develop a habit? It can be of any length from a single second to several years. Emotions that accompany the decision to begin acting in a particular way are attached to the pain you would feel if you don’t change. When the doctor says that if you don't get your weight down and improve your physical condition, you're in danger of a dying at an early age; psychologists refer to this as a significant emotional experience.
They may create a habitual behavior pattern which may endure for the rest of a person's life. For example, putting your hand on a hot stove or catching a live electrical wire will give you an intense and immediate pain or shock experience in a split second but for the rest of your life you will have a habit of not putting your hand on a hot stove.
According to the experts, it takes 21 days to break or form a habit pattern of medium complexity. Simple habits such as getting up earlier at a specific time, exercising each morning before you start, listening to podcasts in your car, going to bed at a certain hour, being punctual for appointments, planning every day in advance or completing your task before you start something.
These are the habits of medium complexity that can be quite easily developed in 14 to 21 days to practice. Proven methodology has been determined for new habit development which is very much like a recipe. You can use it to develop any habit you desire over time you will find it easier to incorporate. You must decide on the behavior which is required. For example, if you decide to arise early and exercise each morning, set your clock or a specific time and when the alarm goes off, immediately get up.
Never allow an exception to your new habit pattern during the formative stages. Don’t make excuses or rationalization. If you decide to get up at 6 each morning, discipline yourself to get up at 6 a.m. every single morning. Tell others that you're going to begin practicing a particular behavior. It’s amazing how much more disciplined and determined you will become when you know that others are watching you to see if you have the willpower to follow through on your resolution. Visualize yourself performing or behaving in a particular way in a particular situation.
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