Selling Archives - Catherine Johns

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.

Catherine Johns | Jun 22, 2022

Business Communication, Marketing, Selling

Do They Want What You Do?

Every time you open your mouth in a meeting, on a phone call, or on a virtual platform, what you say and how you say it will shape the way people perceive you. And that perception will set the stage for your success. Or not. It may not be as self-evident to you.

Catherine Johns | Jun 15, 2022

photo of woman bowing on stage after a concert

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 ...

Catherine Johns | Mar 23, 2022