Men are from Mars. Women are from Venus.

By / / Attitudes & Behaviours, Brain Science, Communication, Emotional Intelligence, Gender & Sales, Neuroscience in Sales, Sales Relationships, Sales Research, Sales Skills, Self Development

Last week I explained that my blog is called Sell Like A Woman because there is an increasing body of research overseas showing that woman are often outperforming men in achieving sustainable results in sales and client relationships. And I promised you I would start to highlight, from my research, what successful sales women do especially well. So here is your first snippet.

Men are from Mars. Women are from Venus.

I asked 50 highly successful sales women across a wide variety of industries about the differences between male and female sales people.

There was a uniform feeling among all the women interviewed …

Men are from Mars. Women are from Venus. Read Post »

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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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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How not to make a prospecting call

By / / Call Reluctance, Communication, Emotional Intelligence, Prospecting, Sales Skills

I was working from home when the phone rang. No sooner had I finished getting the greeting out of my mouth than the distant monologue began.

I somehow worked out that the woman on the other end of the line was calling from a charity. At the 30-second mark I interrupted her and asked her what the purpose of her call was, but she did not respond and just kept going. Sound familiar?

At the one-minute mark I again interrupted, and asked her what the purpose of the call was. Guess what she said? “I’m getting to it love!” She wasn’t rude …

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It’s all about the relationship – don’t they get it?

By / / Collaboration, Communication, Customer Service, Emotional Intelligence, Sales Relationships, Sales Skills, Sales Strategy

I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships – personal and professional. Due to the growth spurts of my 2 boys I often find my daily walk includes a stop at a well known bakery and our newly adopted local fruit shop. This is where my story about the power of substantial relationships has its anchor point.

For the past year I have been trying to find a new greengrocer. You see my old green grocer, Sam retired last year after 44 years in the same shop much to …

It’s all about the relationship – don’t they get it? Read Post »

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