Monthly Archives: August 2013

Stop Trying to Solve Your Prospects Problem!

In the last article, I wrote about the importance of asking questions and keeping the focus on your prospect rather than trying to impress them with you knowledge and all you can do to help them. The reason this is … Continue reading

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A Simple Way to Know if You’re Boring Your Prospects

The way to know if you’re boring your prospects is simple. Are you talking? Then you are likely boring them! A few articles back, I mentioned that there are three mistakes women make when approaching a prospect: 1) We build … Continue reading

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How to Know If Your Elevator Speech Is Effective

When I started my first business, this was my Elevator Speech: “I’m an Organizational Development Consultant. I do team building, hiring and selection and leadership development.” Yikes! Over the years, I did refine this to something much more effective (and … Continue reading

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Do You Dread When People Ask “What Do You Do?”

Instead of trying to be your prospects best friend, you want to position yourself as an expert. A likeable expert, but an expert just the same! So how do we do that? First thing is to nail down your Elevator … Continue reading

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Stop Trying to Be Your Prospects Friend

One problem women have in selling themselves is that they build too much commonality with a prospect. But if finding commonality helps us build rapport with someone – and people buy from someone they KNOW, LIKE and TRUST – then … Continue reading

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One Thing Women Do That Sabotages Their Sales Success

In the last couple of articles, I’ve been talking about how we approach prospects (part of the SKILLSET of sales) and whether we’re conveying the impression we want to be. There are three mistakes women make when approaching a prospect:

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Are You a Schlumpadink? I Was!!

A few years back, I was not exactly the “Impression of Increase” in my business.  I thought I had earned the right to be comfortable.  Then I got a HUGE wake-up call one day.  I share that in this video.

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Are You Creating the Right Impression With Your Prospect?

In order to sell your services effectively, the first skillset to master is the initial setup of any sales conversation. Sometimes we blow it right from the beginning and we don’t even know it because there is something very subtle … Continue reading

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If You Can Learn to Ride a Bike, You Can Sell

Like most things in business, selling is skillset you can (and must!) learn.  I would say the three areas where skills need to be built are: SKILLSET #1 – The setup SKILLSET #2 – The sales process SKILLSET #3 – … Continue reading

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