I just learned I have a co-worker who is calling on one of my clients. How do I confront this situation of apparent client poaching? – Trish in Honolulu, HI Answer: First thing – don’t assume the worst. How did you learn about this? Was it from a trusted resource in a position to have first-hand knowledge, from an office …
I need ideas for my team to have some creative fun at work. Have you used anything in the past that worked well? – Tegan in Costa Mesa, California Answer: There is nothing like adding an element of creative fun to your work schedule to build teamwork, reframe your mindset, get your bodies moving, and re-energize. We all know the …
What is a successful sale? How do you increase your success rate? It’s all about matching your solution to a customer’s need, providing something they lack, or fulfilling a desire or want. As you work through the discovery process, you are identifying buyer motivation. The prospects with a need are actively seeking suppliers with the product or service that meets …
Ever since I graduated from college, I’ve felt less and less certain about what I’m doing with my life. I don’t know what kind of career I want, what kind of relationship I should be in, or how I want to live my life. It feels like a quarter-life crisis. How can I figure out who I am and what …
Our company sends out monthly email campaigns. Although they seem to be well received, our subscribers continue to drop off, and there does not appear to be any real sales benefit. What should we consider to improve the impact? – Jarvina in Las Cruces, NM Answer: Jarvina, there are three core steps you need to take regarding your email campaigns: …
Every day we are surrounded by negativity and naysayers. They may be bold and in-your-face or, more often, insidiously creeping into the cracks of our defenses. Naysayers exploit negativity to undermine and destabilize your purpose, goals, and aspirations. Negativity is a bitter seed which has been allowed to take root, and like any noxious weed, can quickly become invasive, producing …
Hi, I have been in dilemma for a year. I am from India and have been in a government job for 6 years. A long while back, I started realizing that there is no growth in this job – specifically, where learning is concerned. I have a passion for doing something different and of worth. I want to resign from …
When should I move in with my significant other? – Erin in King of Prussia, PA Answer: Erin, major life decisions should be made, whenever possible, from a position of tranquility. This means that you’ve had time to consider all of the things that will result and be impacted by the decision, and how your life could potentially change based …
I’ve had several clients ask to become friends on my personal social channels. While I use resources such as LinkedIn for client connections, I am concerned about blending my personal social media channels with work. My sales customers are my livelihood. Where should I draw the line? – Toni in Baltimore, Maryland Answer: Toni, building and maintaining relationships through social …
I’m entering my 30s, and I’m starting to feel the pressure to have children. My husband wants kids – soon – and I don’t know how long I’m going to keep putting it off. I want children, but I just don’t feel ready yet. Help! – Heather in Sherman Oaks, CA Answer: All big decisions should be approached with care, …
We have a long-term relationship with a well-known firm. Our sales representative does a great job, and the overall product and service quality are excellent. The problem is invoicing. We cannot get our invoices in a timely manner. We have complained about this issue and had meetings about it, and yet our invoices still show up months after the order …
While I was away on maternity leave, my replacement did an excellent job and everybody I work with loves her as a colleague. I’m worried I may be at risk of losing my job to her. Should I be concerned? Who should I talk to about my job security following maternity leave? – Rocio in Allentown, Pennsylvania Answer: How great …
My husband wants us to take a vacation without our young children. I’m having a hard time with this – I can’t imagine leaving my kids behind while we travel somewhere exciting. My parents always took us kids with them, and some of my happiest memories are of our family vacations. My friends are all encouraging me to do it, …
I haven’t talked to a prospect in several months and think I may have dropped the ball. What should I do? How can I pick up my fumble? – Maddie in Ponca City, Oklahoma Answer: Pick up the fumble and run with it. Reach out and check in with your client. Don’t apologize; just initiate your conversation where you left …
I’ve been job hunting for many months now, but so many of the jobs I’m interested in I’m not quite qualified for. There are always a few qualifications or experiences I don’t have. Should I apply for these jobs anyway? How can I stand out even though I’m under-qualified? – Fabiola in Vancouver, BC Answer: Fabiola, first, you should absolutely …
Acquiring the skill to effectively communicate with your internal team is a juggernaut for sale success. Every sales woman, including the one-woman consultant, works with a diverse group of individuals to accomplish desired client outcomes. How you interact with this village will help or hinder your sales efforts. In sales, we are so focused on our client relationships and communication …
My mom is struggling to make decisions since my father died. Do I make the decisions for her, or should I focus on giving her emotional support? – Ricki in Kirkland, Washington Answer: Lynn: Ricki, I am going through the same situation right now, so I totally get your dilemma. In my case, it may be a bit easier as …
My client has a new boss that has a relationship with a competing company. I don’t want to lose this client. How can I get in front of this and save my client from turning to the competitors? – Laura in Columbia, Missouri Answer: We all know how important client retention is for maintaining our sales and fostering strong business. …
I am interested in a position at a company where a friend of mine works. How should I initially reach out to my friend on the inside for some help to be considered for the role? Can I get my friend’s job referral? – Vanessa in San Mateo, California Answer: Amanda: Vanessa, how I would approach my friend depends on …
I am surrounded by critical and negative people. Friends and family alike. How do I say “no” and break down the barriers to find a happier place? – Gabriella in Milford, Connecticut Answer: Gabriella, do your friends and family seem negative because they are venting? Are you their safe sounding board? That may be one thing to consider. And while …