You may have heard that patience is a virtue. Not only is this a good antidote for everyday life, it is especially true in professional sales, as patience can pay big dividends towards closing the sale. This is not the same thing as letting a sale cool down and drop off your radar. Rather, it’s an integral component of every …
I am a female entrepreneur. What factors are important to consider when moving to a new city? – Martha in Port Orford, Oregon Answer: Martha, this is a complex question and deserves a comprehensive guide for consideration. However, I will touch on key components to review. The number one factor is the fit for your business. Does the city have …
The ink is barely dry from my mom’s divorce and she’s already started dating. I am worried that she needs a break and time to regain her balance and focus on her life. Should my mom be dating right after divorce? Am I just projecting my fears or are these real concerns I should discuss with her? – Marcie in …
Recently I had a conversation about work with a friend that gave me pause. During our discussion, we came to the topic of the changing dynamics in the workplace in light of the #MeToo movement. My friend, let’s call her Nancy, said something that initially left me bereft of a response. Nancy felt that the movement was creating a negative …
What can you say to someone who is 63+ and not able to secure a new role in doing what I do best – supporting execs. I’ve worked for 2 consulting firms 30+ years of experience and have been unemployed since October 2017. I get a few interviews, but none have turned into an offer. Am I on the secret …
Whether you’re new to sales or have been at it for some time, it’s important to get back to the basics from time to time. This enables you to refresh and revisit your skills and get reenergized for the day-to-day. So, what do I consider sales basics? At the core, this is what I identify as the foundation of all …
Here’s the secret to advancing your profession and learning invaluable career skills: sales training. Sales training teaches women key attributes needed to overcome obstacles and achieve our objectives. It’s a game changer, even for those who aren’t in a sales position. Core sales training covers conflict, negotiation, relationships, presentation, persuasion, and the ask. Each of these are foundational building blocks …
Lynn, how have sales changed with #MeToo? What should I do differently? – Aimee in Owings Mills, Maryland Answer: Best practices for sales professionals have not changed with #MeToo. Sales is about serving your customers in an ethical and responsible way, and there is no room for inappropriate and egregious behavior in a sales person’s repertoire. Successful sales people build …
Is it true that new college graduates are likely to have more employers during their careers than our parents did? And if so, how long should I stay in a job to look like a good bet for future employers before jumping to a new gig for an improvement in pay or opportunity? – Gemma in Joplin, Missouri Answer: The …
I’ve had a really bad start to the new year. My car died, I missed the company New Year’s party because of food poisoning, and my nemesis won a coveted position. I feel defeated and bummed out, like I already need a second chance or do-over. How do I get my mojo back? – Nina in Frederiksted, Virgin Islands Answer: …
I love the sales webinars you provide, and think they would work well for our own sales strategy. BTW, what is the technology platform you use for your sales webinars? Tips to execute? – Calen in Sioux Falls, South Dakota Answer: Calen, webinars are an excellent content strategy to reach your prospects. We currently use GoToMeeting for our webinars. We …
What should I be doing to stay aware of new job opportunities, and how can that be done without upsetting my current employer? What about posting to job sites? How do I tell my boss I am open to something else without alarming her? – Shannon in Toms River, New Jersey Answer: Shannon, starting with your own company, make it …
Today I was in a bike accident. I was riding my bicycle in the city where I live, and a car hit me. I brushed if off at the time, but I’m bruised and have a warped bike. Lynn, what do you do if you forgot to get a person’s insurance information after they hit you with their car? Is this …
We all want to create a workplace culture and environment with the cornerstones of respect and appreciation. Doing so delivers lasting benefits of boosted performance, productivity, and engagement. Building upon this foundation includes actively mentoring, nurturing, adjusting, and critiquing your team for growth. Delivering timely constructive criticism is a crucial skill for true leaders. Navigating these situations when faced with …
Our sales funnel does not provide enough qualified prospects. Do I go out and find them on my own, or should I address this through management? – Yamila in Cheyenne, Wyoming Answer: Yamila, how are you defining “qualified prospects”? Are you defining “qualified” as giving you an immediate response? Today, in many industries, the sales cycle is longer than ever. …
I recently found out that a male co-worker in the same position makes considerably more than I do. What should I do? Talk to my boss? Talk to HR? Do I just shut up? What are the rules? – Michelle in Hopkinton, New Hampshire Answer: To receive equal pay, you need to tap into your power and then leverage it …
In the last few years since I moved out, I feel like my relationship with my mother has become strained. We don’t talk like we used to, and it feels like I’m always the one reaching out to her. I miss how close we used to be. How can we rekindle our relationship? – Louise in Calgary, Alberta Answer: Our …
One of my colleagues told me I come across as a flirt. I was horrified. She’s a real pro and I respect her. Still, our styles are very different. I have numerous male clients. How do I act friendly without being flirty when building rapport? – Becky in Smyrna, Delaware Answer: It’s all about the signals you give off. There’s …
I just started my first job after graduating with my degree. What are the biggest mistakes or misconceptions I should avoid when managing this first position? – Harmony in Springdale, Newfoundland Answer: Harmony, what a great question. Here is my take on the top three mistakes or misconceptions you want to avoid. These three pitfalls are common in first jobs. …
Yesterday I struck up a casual conversation with another person in the checkout line. Somehow the conversation turned to an ugly anti-feminist rant by this hostile stranger. I kept my mouth shut, but I was filled with rage. I noticed she paid with a credit card, which women could not even have until feminists fought for and won the right …