Two Words

What are the Two Words That Always Deliver Sales Results?

All sales professionals know the power of using the right words at the right time. With that said, there are two words that consistently deliver results. Unfortunately, women tend to shy away from using these impactful words, instead defaulting to their more passive counterparts. What are these mysterious words? “Will” and “would,” as opposed to “can” and “could.” “Will” and …

Winning Edge

What is the Winning Edge to Ensure Career Success?

Regardless of your role, your attitude and willingness to work with others is worth 50% of your position. These two attributes contribute more to the perception of your co-workers, supervisors, and management than any other skill. They give you a winning edge for promotions and leadership opportunities. Attitude is prevalent in your every action. A positive, enthusiastic attitude encourages and …

Effective Voicemail

What are the Top Tips for Truly Effective Voicemail?

Voicemails are an integral component of sales success. They can be a powerful tool to connect, provide information, and build relational capital. However, not all sales people utilize voicemail effectively. I assert that some use it so poorly that it produces a negative, rather than a positive, result. Pointless, rambling, static voicemails ending with the incredibly hasty phone number are …

How Phone Calls Energize

What is Sales’ Unsung, Powerful Tool? Consider: The Phone

As salespeople, we are on the phone with clients and prospects every day. The ubiquity of this form of communication can obscure the phone call’s true value. Don’t take this powerful tool for granted! Freshen up your phone etiquette to maximize your sales potential. The Basics Your voice immediately sets you apart. Your client or prospect needs to clearly hear …

Sleeping Sideways Long-Term Insomnia

Do You Suffer From Long-Term Insomnia? Try Sleeping Sideways

Sleep is incredibly important to your health. Getting enough of it improves your immune system, lifts your mood, and can help prevent heart disease, just to name a few benefits. Getting too little sleep, however, increases your chance of accident and injury, makes you irritable, and, if chronic, can lead to some serious health conditions. If sleep comes easy for …

get to know co-workers

Top 4 Tips to Get to Know Your Co-Workers

I’m having a hard time getting to know my co-workers. They all have known each other for a long time and it’s hard to feel included in casual conversations. How do I get to know them better? – Mona in Tuscaloosa, AL  Answer: Getting to know your co-workers follows the same path of forging any new relationship. You start with …

Follow-Up Calls

How Can You Create Energized and Relevant Follow-Up?

The first step in maximizing the impact of your prospect follow-up is to know your objective. Take the ubiquitous follow-up call or email: Your objective should be more than just checking in; it should be to move the sale forward in a meaningful way. And while it goes without saying, I’m going to say it: Follow up in a timely …

#MeToo - Companies Must do Better

“Time’s Up” – How Companies Must Do Better Right Now

The #MeToo movement is changing dynamics in the workplace as the staggering scope of the problem has come to light. Companies need to reexamine their internal policies, encourage change in corporate culture, and address sexual assault, harassment, and discrimination claims more directly. In short, companies must do better. How can they do this? Here are key lessons to take from …

How to Handle Sales Rejection with Your Self-Esteem Still Intact

Self-esteem reflects a person’s attitude towards themselves. This evaluation may come from career success, relationships, lifestyle, appearance – or a combination thereof. We tend to feel good about ourselves when we achieve certain goals, and typically appreciate acknowledgement of others when we reach milestones. When you work in sales, you may base your success on how many sales you make …

Ask for the sale

How to Build a Relationship and Ask for the Sale

I’ve been building up a relationship with a potential client for months. We have really great conversations, but she hasn’t made a commitment. I’m getting impatient to make the sale, but I don’t want to harm the relationship I’ve worked so hard for. How can I get this client to actually buy – soon – without alienating her? – Coleen …

How to Deflect the Doubled-Edged Sword as a Working Mom

How to Deflect the Doubled-Edged Sword as a Working Mom

As women make gains in the workplace, there remains a dreadful hypocrisy against being a working mom that women face almost every day. It’s a double-edged sword. On one side, we navigate the path to be successful female leaders. On the other side, we must prevent our peers and managers from forming the perceptions that we prioritize our children over …