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 …
This past week, during a conversation with Terri Tinker at KNKX, I took the opportunity to share our recent Strategic Sales Queen press release. During the discussion, I jokingly made the comment, “You have to ask or you won’t get a yes.” Her reply struck an instant chord between us. Terri said, “I know exactly what you mean. My grandfather …
Why is it that talented, educated, and well-informed people are willing to consider and accept unpaid internships? Or, even worse, pay college tuition while they work for a company? Talk about adding insult to injury. Is it that everybody is doing it, so it’s okay? Or is it because your college advisor is promulgating this swill? Here’s the deal: it’s …
I’m struggling to receive returned calls. I follow up over and over. Calls, emails, and inmail on LinkedIn – nothing works. What am I missing? How do I get a call back? – Johanna in Brandon, Manitoba Answer: How do sales people improve the likelihood of receiving a returned call from their prospects? This is the million-dollar question. Seasoned professionals, …
I am considering branching out on my own. What unique obstacles do women starting their own business face? What should I know before getting started? – Nanea in Wailuku, Hawaii Answer: Nanea, fear and financing are the two of the biggest obstacles women face when starting their own business. While these may not appear unique, they are. Financing is pre-loaded …
I am so tired of hearing my friends say, “We should get together sometime,” and then they never call. How do I deal with these empty promises? – Felicia in Fort Smith, Arkansas Answer: Felicia, call them and set a date. There is no reason to be passive and wait for someone else to make the first move. Look at …
We have all developed standard messaging, processes, and steps to pursue and close sales. Even so, it’s vital that we take a step back every 10 weeks or so to re-tool and re-frame. Reconsider the content you’re sending out, the look and feel of the message, the methods of communication delivery, the ease for interaction with our clients and prospects, …
My clients never give me referrals. I’m doing great business with them with outstanding performance reviews. Why won’t they voluntarily recommend me? – Blessing in Huntsville, Alabama Answer: Blessing, this is a great question. As with asking for the sale, you must ask for the referral. This is a simple answer, but there is an art to asking for referrals. …
How can working moms find more balance and thrive in all parts of their lives? Here I am, a single working mom, and this question had me stumped. I’ve been doing the working mom juggling act a long time. And in many ways, the last couple of years have been easier. It sounds horrible to say, considering my husband died …
I was recently asked to work longer hours at my job despite the fact that I need to leave on time every day to pick up my kids from school. I feel like my company is trying to push me out as a working mom. How do I explain to my manager that I simply can’t stay longer than we …
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 …