How To Turn Your Sales Aspirations Into Your Reality

Leave a Comment / sales mindset / By Nancy Carter

While goals are actionable and measurable with specific time frames, aspirations are the things that you want – like financial security and losing weight.

When you think about your aspirations, it’s your time to daydream to be able to think about all the things you want and only admit in your wildest, craziest dreams. You’re not looking to produce any tangible results. You’re just daydreaming.

A goal is something that you plan to accomplish within a specific period of time. Goals are concrete.

Aspirations are a strong desire to achieve something. They are more abstract and less measurable. read more

How and Why to Set Sales Goals

2 Comments / sales goals / By Nancy Carter

What type of goals should you be setting to be successful in your sales?

I believe that the reason that so many sales women don’t set goals is because they aren’t sure what goals to set. Or know what to do with these goals once they set them.

Everyone says set goals, right? But what does that, or should that really mean? Let’s pick it apart and break it down.

There are three types of goals we’re going to talk about. Long-term goals, mid-term goals, and short-term goals.

First long-term goals.

By long-term I mean five years or more in the future. Maybe a new home you want to buy, or helping your kids while they’re in college… Moving up the ladder in your company. Long-term goals give you something to strive for and add meaning to your life. They’re necessary for self improvement. To read more

3 Reasons You Are Struggling To Reach Your Sales Goals And How To Fix It.

3 Comments / sales mindset / By Nancy Carter

3 Reasons Why You Are Not Reaching Your Sales Goals

We all want it… Freedom, security, and well – being, right?

You probably started your career in sales so that you could have all three.

Freedom to spend time with your family doing the things that you want to do.

The security of knowing that you can pay your bills today and plan for the future.

Well-being – physical well-being and mental well-being. Living life as stress-free and drama-free as possible.

So why does it feel so hard sometimes? From my years of experience in coaching women in sales, people usually come to me for help after they have tried it on their own. The Wishful Thinker Stage in the Sales Transformation Roadmap. Where you believe you know what works, until it doesn’t, and you become anxious, defeated, and uninspired.

Or when you’ve kind of figured it out and had some success, making $40,000 to $60,000 a year. But you know there’s more and you want to scale. My job is to create highly confident, empowered sales women.

So today I thought I’d share with you three reasons why you were struggling to reach your sales goals… And how to fix it.

Reason 1. You don’t feel like you own your day, or your time.

For read more

How To Use Listening Intelligence To Increase Your Sales

Leave a Comment / sales strategies / By Nancy Carter

Increase Your Sales With Listening Intelligence — Your Listening Intelligence

We’ve talked about how important listening is in sales, and you know I like to study Neuroscience in sales – more specifically behavioral neuroscience and how the brain affects buying behavior.

Today we are going to put the two together as we look about the four listening styles or listening preferences to see

how to increase your listening intelligence.

You probably already know that two people can listen to the same thing and hear two different things. Just like you have your own personal communication style, you also have your own listening style – you’re listening filters. What you focus on and what you filter out during the sales conversation with a prospect.

How read more

Your Sales Negotiation Style — free self assessment quiz!

2 Comments / sales negotiation / By Nancy Carter

Carrie Fisher said, “Everything is negotiable. Whether or not the negotiation is easy is another thing”.

My motto when it comes to sales negotiation is

You’re either selling or you’re being sold.

Have you ever had that happen to you? Where literally five minutes into your sales presentation, your prospect went right from talking about who they are and what they need into what they can do for you. What the heck? Who called who to set the appointment? Attempted hijack.

What is your sales negotiation style?

How comfortable are you with negotiating? Remember, there is no room for meekness in sales. Don’t be the one being sold to in your sales presentations.

Before read more

A Story of Sales Mindset and Perspective – What Salespeople Can Learn From a Bicycle Ride

Leave a Comment / sales motivation / By Nancy Carter

Last week I took some well-deserved time off to re-energize.

Usually I would go to New Jersey to visit my family, but that obviously was not in the cards this year. I was able to go to my daughter’s house, where we cooked, ate well, and watched movies all weekend.

We also got to go on a bicycle ride that I’ve wanted to do since she moved there last October. Twenty minutes into the ride, we stopped before coasting down a hill. I looked down the hill suspiciously. I was sure I would be walking up that hill on the way home.

So we rode and talked and drove on for another 15 minutes before we turned around read more

How to Use Non Verbal Communication Skills to Increase Your Sales

2 Comments / Sales Communication Skills / By Nancy Carter

**Body Language or Non Verbal Communication Skills in Sales**

Let’s focus on the top nonverbal communication skills and the eight types of body language that you can use in sales to see what your clients or potential clients are saying to you.

Obviously this works best with this face-to-face meeting, but it also works with a virtual video meeting, like Zoom and FaceTime. As long as you can see them.

Non Verbal Communication Skill Number One — Eye Contact.

When you are reviewing a physical written proposal with someone, and you have two or three suggestions, place them side-by-side on a table in front of your prospect and watch your customer’s eyes. They will linger longer on what they like.

Their eyes may dilate when read more

The Introvert’s Edge to Networking by Matthew Pollard book review

Leave a Comment / Business Networking / By Nancy Carter

Disclaimer: I received a copy of the book from HarperCollins Leadership. But that doesn’t change the fact that I think it’s terrific! Please read my DISCLOSURE for more info.

Are you an introvert who HATES networking?

Networking can be one of the biggest drivers of career or small business success.

Yet, for most introverts, they’d rather get a root canal than network – face-to-face or even digitally.

That’s why I’m so excited to tell you about a new book, and I feel it’s important enough for you that I take the time and write my first official book review, from the point of view of someone in the “sales trenches”, like you and me. Someone selling to end users every day.

The read more