Kelly's Blog Page

Technobabble and Women

• May 25th, 2010
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The Situation
Just when life couldn’t get any busier, Kelly’s laptop quit working. So she was off to the computer store to buy a new machine.
She barely got out the words, ‘I’m looking for a laptop’ when the eager sales associate began spewing out THOUSANDS of technical specifications for every laptop in the store!
Kelly’s head hurt. She staggered to her car, mumbling, ‘Thanks for ALL the information – ’

What to Say When Something Sucks

• May 25th, 2010
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The Situation:
Your fingers peel wrapping paper off the gift faster than snow melts in the spring. As you rip into the box, you tremble with anticipation. Then your heart stops. The gift is a homemade lime-green scarf-and-hat set. YUCK. Excitedly, your best friend asks, ‘So, do you like it?’

How to Ask for Help

• May 25th, 2010
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The Situation
The pressure is mounting at work and maybe even at home. Your ‘To Do’ list is overwhelming and you need help!

Communication Action Tip
Step One: Don’t use the word ‘Help’.

Be aware that the word ‘help’ can make others nervous. It can imply neediness. People may fear that you want more than they can [...]

Make-the-Sale Anxiety: Recognize the 5 Symptoms and Build Your Immunity

• May 20th, 2010
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The sales doctor is in! Professionals have been contacting me in record numbers with anxiety over the need to make a sale. The new economy has shaken up more than revenues.

It’s a different world today. Buyers want evidence – and lots of it – to justify why a purchase will be a wise investment. The knee-jerk reaction from sales representatives is to oversell. Too many of them are slipping into some nasty habits, which creates discomfort for everyone. Make-the-Sale Anxiety is quickly turning into an epidemic. Read the warning signs [ - ]

Women Buy Brands: What Do You Sell Her?

• May 20th, 2010
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Women buy brands. The days of simply selling a woman a product or service are over. Markets are far too crowded. To make a positive impact, today’s seller must develop a brand that’s meaningful to a woman. It’s the only way to stand out from the competition. It’s also the only way to gain access to the world’s largest buying market: women. [ - ]

Motivate Your Sales Force to Sell to Women in Four Easy Steps

• May 20th, 2010
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What! Not all of your sales force wants to sell to the emerging female decision-making demographic? Have you tried to motivate them with mind-blowing statistics? You could mention that women make and/or influence approximately 80 percent of all buying decisions.

Still no one’s budging? Okay, how about this: Globally women spend an estimated $19 trillion each year. Still nothing? This calls for a plan. It’s time to use four easy steps to motivate staff to sell to women. [ - ]

Never Be Oversold Again

• May 20th, 2010
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‘How did I spend double what I had budgeted?’ Is that scenario familiar? Today, more than ever, many women find themselves up against sellers determined to squeeze every penny out of their wallets. The reason is very simple. Worldwide, women now make up the largest buying group in existence.

Female Buyers, Beware: Many companies are working overtime to [ - ]

Fuel Your Sales – Even When Gas Prices Are High

• May 20th, 2010
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We’re all affected by high fuel prices. Every time a car rolls up to the pump, the new economic reality takes an even bigger bite out of our collective wallets. The ripple effect has some buyers thinking long and hard before making buying decisions.

In turn, many companies and independent sellers are ringing alarm bells instead of ringing up sales. Fear-based thoughts – such as declining profits and potential downsizing – dominate these sellers’ every move. Regrettably, many professionals don’t recognize that they’re in the driver’s seat. The ability to be successful is within their control. [ - ]

Five Must-Have Selling Techniques for Women

• May 20th, 2010
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No doubt about it, a woman’s selling style is radically different from a man’s. We have a unique set of values, communication traits, and behaviors – characteristics a woman must express when selling, if she wants to feel comfortable and confident.

Unfortunately, far too many women sell in a style that works better for men. This isn’t terribly unlike building an igloo in the Sahara; as soon as you lay the foundation for a great structure things dissolve before your very eyes. No matter how hard you struggle, the pieces never seem to come together. To avoid watching your sales dreams evaporate into thin air, take heed of the following techniques: [ - ]

Recession Selling: Four Things to Know About Selling to Men

• May 20th, 2010
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Several men have surprised me in the past few weeks, and it wasn’t with flowers and chocolates. Actually, it was what they said that made me gasp for air – they were discussing their new ‘cautious’ approach to buying goods and services.

These encounters led me to recognize a few key things about the buying behavior of men in our current economy: [ - ]