Selling

Business Communication, Networking, Selling

The Words We Choose are so Important

The words we choose are so important. I met her at a networking event. I mean I intentionally (and quickly!) sought her out after the program ended, because she’d told us she offered a service that very much interested me. I wanted to talk with this woman! Of course, I assumed she’d want to talk with me too. That’s what we’re there for, after all. And I made it abundantly clear that I was eager to know more about what she offers. So, you can imagine my surprise when she said, “What I do with my prospects is set up a Zoom meeting, so if you’ll give me your email address …” as she turned away. Ewwwww. Who wants to be a “prospect”? I certainly don’t

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photos of letter cubes spelling "words"
Business Communication, Selling

The Keys to Successful Selling

When I was at a consulting firm, we always suggested our clients consider their guiding values about work and about selling. Those are the deep beliefs that we may not even articulate often, but they’re part of our world view, and probably have been since childhood. Examining my own guiding values about selling, I concluded that I came by my reluctance naturally. I grew up hearing negative messages about sales. My dad used to call himself, with tongue only slightly in cheek, a public servant. I can remember his stories about guys coming into his office pushing some gizmo or other. Trying to persuade him that their big idea was just the thing he needed. Let’s just say his accounts were … not complimentary. His dad, on the other hand, was (get this) a classic traveling salesman.

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Grandpa at work
Business Communication, Selling

Selling Your Work, Selling Yourself

How self-confident are you? Apparently, I’m part of Confidence Culture - which is what a handful of British academics, culture analysts and authors are calling the obsession with women’s self-confidence. “Confidence,” they say, “is both a culture and cult.” They point to books and programs about women and confidence as evidence of this obsession. Though their list of books did not include mine, I was in good company when I wrote Show Up and Shine: Simple Steps to Boost Your Confidence and Charisma. So what's all the fuss ...

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salesman at desk with computer and phone