Our company distributes the leads that come in to the sales reps. A disturbing pattern has emerged. Our sales manager gives the best leads – multi-million-dollar opportunities – to the male sales reps. The women reps get the leftover one-offs. Do I point this out to our manager or go right to HR? How should I handle this uneven distribution …
I have a co-worker who seems to have a problem with me. She tells me the work I do is bad, doesn’t include me in conversations, and keeps saying I’m in the wrong field. I’ve told my supervisor, but he just tells me to ignore her. I’m still having a very hard time working with her and her negative attitude. …
The holidays are just around the corner, and I’m stressed about the political conversations that will certainly come up. My family has very strong political opinions, and they’re very different from my own. I hate engaging in these conversations and would rather avoid them altogether. How can I politely tune my family out when politics come up? – Andi in …
This past month, as I was preparing for an all-day event, I made the time to revisit my elevator pitch and overall approach. We all need to reassess our messaging on a regular basis. Things change and it’s important for us to pivot, not only to remain pertinent, but to freshen our personal brand. What is new and how can …
My sales job requires a lot of extra hours, at night and on weekends. I can’t keep up without overworking. I feel like I’m doing all the work. How do I approach management to get some balance back in my life? – Martina in Corpus Christi, Texas Answer: Finding balance by integrating our work and personal lives is crucial to …
My co-worker sent me an email I found disrespectful, but when I pointed that out, he said I was being too sensitive. I have to work with him on a daily basis. How do I navigate this situation? – Leslie in Jackson, MS Answer: There are two parts to tackle here: the email communication and a crucial conversation. First we …
Every successful sales career includes the important component of navigating and managing client relations when remittance for goods or services is past due. The prosperity and continuity of your organization is dependent upon receiving timely payments. Sales professionals embody the roles of both offense and defense, whether closing the sale or collecting for your good work. For those of you …
We are a small business and send out a regular monthly newsletter to our clients and prospects. We have seeded our list with several team members’ personal and professional email addresses. However, we find that our company newsletters end up in our team members’ spam folders – both the personal and professional email addresses. We are worried this is impacting …
There is nothing more important than actually doing what you say you will do. In sales, this is the gold standard of demonstrating your credibility, reliability, and trustworthiness. For relationship sales, each of these traits are invaluable. When you do what you say you will do, you earn the confidence and good will of your clients and prospects. It’s Leadership …
I’ve always loved pets, and have a cat and dog. My boyfriend of 2 years wants to move in with me… but he’s allergic to animals. I can’t imagine giving up my furry babies. How can we live together despite his allergies? – Janie in Norfolk, NE Answer: Janie, I’m so glad to hear your commitment to your pets loud …
I was recently hired for a sales position at a company I’ve always wanted to work for. I hope that this job can eventually lead to other positions within this company. The problem is, I’m not sure how well suited I am for sales. I’m very shy and naturally introverted, and the thought of selling to various clients terrifies me. …
Can an introvert be an effective leader? – Leslie in Grants Pass, OR Answer: Yes, of course introverts can be and are effective leaders. Personality types do not define capable leaders. Compelling leadership is born out of our beliefs, behaviors, and actions. There are four core components I believe are essential to be an effective leader: the ability to create …
My job is mundane and I’m struggling to find purpose in my life. What are your ideas? – Roberta in Loveland, CO Answer: I know that having a mundane job can really seem soul-crushing and cause you to feel lost. Sometimes, your job may feel so mundane that you can’t think of anything that would make it more interesting. Other …
Introspection is a powerful tool. For sales professionals, introspection can be an opportunity to clarify our beliefs and values. It’s a chance to re-energize our purpose and worthy intent for our prospects and clients. Are Your Intentions Worthy? Worthy intent is the core foundation of relationship sales. It’s about actively demonstrating our desire to genuinely connect with our customers. It’s …
What do I do if I have a potential buyer who keeps asking the same questions? It seems like every time we speak, he repeats the same questions, and I give him the best answers I can. I don’t know whether he just can’t remember or what, but I’m at my wit’s end – he has all the literature, and …
My boss is wrong but thinks he’s right. How do I tackle this? – Johnnita in Norfolk, VA Answer: Before you tackle this dilemma, you’ll first need to evaluate the situation. Is your boss actually wrong, or is it a matter of perspective? Let’s start by examining whether your boss is truly incorrect, or if there’s something you haven’t yet …
I’m single – and happily so – but it seems that no one else can understand how I’m content without a partner. Family members are constantly asking when I’ll get a boyfriend, and friends try to set me up on dates or get me to use dating apps. How can I make it clear to my family and friends that …
What are some of the most successful marketing strategies that you have used to generate liquidation sales? I’m so stuck and my boss has me feeling some type of way as if hiring me was a mistake. I want to excel, I know I am great at recruiting potential customers, and my customer service skills are pretty good, too. I …
Your article on negativity and naysayers helped me recently when confronted with a tough case at work. Thank you! I’m curious how you developed the pause, frame, and affirm technique. – Kathie in Alexandria, Virginia Answer: Kathie, I’m so glad to hear the article made a difference for your work situation. Declaring your independence from negativity and naysayers is based …
I’ve been dating my boyfriend for almost a year, and I’m ready for him to meet my family. The problem is, my boyfriend works in construction, and I’m in a family of lawyers and doctors. I worry they’ll look down on him, or worse, won’t think we should even be together. How should I handle this so everyone gets along …