Get me a woman

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Gender & Sales, Sales Research, Sales Skills

Some of you may be wondering why my blog is called “Sell like a woman”. First, Sell like a woman is not a feminist manifesto nor is it a male bashing exercise.

The creation of the title was inspired by an increasing body of research overseas showing that woman are often outperforming men when it comes to achieving real and sustainable results in sales and effective sustainable client relationships.

This led me to begin my research project and the book I am now writing, also called “Sell Like A Woman”. I have always been curious about women and their success in sales …

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What is good selling?

By / / Attitudes & Behaviours, Sales Assessments, Sales Coaching, Sales Pioneer, Sales Research, Sales Skills

Like many people, I have always been curious about what makes “great sales performance”. This is a perplexing question that has been asked and attempted to be answered by many people over the years.

Also, are great sales people born? (most people believe this to be true – but it’s not). What does it take to be an elite sales performer, and can anyone learn how to sell well?

Many people have looked for one magic quality, one key ingredient that distinguished top performing sales people from all others- a magic ingredient with which only the special are anointed.

Here are some of …

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The huge cost of hesitation

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Emotional Intelligence, Neuroscience in Sales, Prospecting, Resilience, Sales Research, Sales Skills, Self Development, Self Promotion

I knew that being hesitant in the sales arena was a no-no, but I didn’t know just how much business it could cost.

From my experience, hesitating sales people miss out on about 15 new sales opportunities a month. People who do not hesitate to prospect or make contact with customers are five times more productive than their hesitant colleagues.

I find that most people in business hesitate to make contact with prospective buyers on a regular consistent basis, often leaving prospecting to chance. It is one of the biggest issues facing most businesses when it comes to making sales and staying …

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Professional Visitor or Professional Sales Person?

By / / Attitudes & Behaviours, Call Reluctance, Prospecting, Sales Coaching, Sales Results, Sales Skills, Sales Training

I am seeing a lot of time wasted by sales staff aimlessly chatting with clients.

How often are you left with the feeling that your sales people are seeing clients, but beyond the “hello” and general chat, nothing of substance is happening?

I call it the phenomenon of “professional visitation”.

Often the cause can be isolated to a sales person’s reticence to ask the “hard questions”. Preferring to operate at a more superficial level, there is little chance the sales person will ever become involved in negotiating their way through customer demands and price issues.

Contact time with customers should always be productive. It …

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