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

1 Comment / sales mindset / By
3 Reasons Why You Are Not Reaching Your Sales Goals
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.

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Your Sales Negotiation Style — free self assessment quiz!

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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

1 Comment / sales motivation / By

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
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

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.

The Introvert’s Edge to Networking

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

Your Sales Communication Style (with free quiz!)

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Discovering Your Sales Communication Style

This week I want you to think a little differently and twist the focus of this article from your client to you, at least for a minute.

Way back in episode 22 of the Sales Made Simple Podcast, I talked about selling to different personality types.  Today, I’d you to think about what your sales personality type is. More specifically your sales communication style, and how it relates to how you sell.

Be sure to take the quiz to learn your own Sales Communication Style!

Are you a Director, a Socializer, a Thinker or a Relator, or a combination of some or all of the sales communication styles?

If you learn what your personal sales communication style is, you can learn how to use it to relate better to your prospects. Even if your read more

Why (and How) to use a Daily Sales Planner

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Why you should use a daily sales planner

Even though I have a great sales CRM platform available to me, I still like putting a pen to a pad (or planner) on the first day of every month. Writing down my monthly sales goals, including my monthly sales target, my weekly sales target, the times I will schedule the necessary appointments each day, and the “top prospects” of the month.

By defining my sales objectives and creating those weekly and monthly sales targets on the first day of every month, I am setting myself up for a successful month.

Once you decide on what your sales targets are, you will be able to decide the steps and strategy to get there.

I also plan in a time at the end of each week to assess how the week went. Did you hit your sales target for the week?  

What read more

How To Make Your Sales CRM Work For You

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Let’s be honest with each other here. There are two types of salespeople: those that feel that a CRM (Customer Relationship Management System) is a way for your company to keep track of what you’re doing – am I right?

And there are those of us that understand that while the first answer may be true, you can adopt the mindset of “I’m going to take this and use it and make it work for me”.

Just like we all know ,if we go out in public, we are probably on camera, but we go out anyway, and know we may have an extra protection that comes with security monitoring public areas — that’s read more