Judy Hoberman, author of Selling in A Skirt – The Secrets Women Don’t Know They Know About Sales (And What Men Should Know, Too), her company, Selling in A Skirt, helps women become successful in business and the gender differences in sales.
Five Steps to Accomplishing Your Goals:
Visualize It: Seeing a goal is more powerful than simply setting a mental image. Post photos, quotes, and stories to keep you inspired.
Inform Others: Share your goals with friends and family. It helps you hold yourself accountable and overcome potential setbacks.
Put it on the Calendar: Put a date and your goal on the calendar.
Sales and Marketing are different activities.
Marketing + Sales = Success
For optimal results, both need to work together. You need marketing in sales and sales in marketing. If you don’t do any marketing, no one is going to show up.
Why do people not like to sell? Why do you not like to sell?
Everybody is a sales person. You’re selling the idea of a project, dinner to your family, opportunities to do better.
Know, Like, Trust, Try, Buy, Repeat, Refer.
If you really want to build a relationship with someone, ask them questions. When you ask prospects questions, they feel as if you are actually interested in them.
For Men, asking questions means:
For Women, this means:
“He who asks is a fool for five minutes, but he who does not ask remains a fool forever.” – Chinese Proverb
5 Types of Questions:
Sales is nothing more than relationship marketing – If you don’t have a relationship with someone, they are more likely to trust someone they Know, Like, and Trust.
Do you know your target? It cannot be everyone. Concerns, solutions, etc. A niche market is a group of people with specific needs or interests. When you identify your niche market, your sales will soar, because you become the expert in your field, and everyone will gravitate towards you.
How is already in your space that complements you and you are not competing against? Strategic partners can work with you.
Listen to what your customers really want instead of trying to figure out what they want. Listen with the intent to listen, and not the intent to speak. Actively listen. Be present where you are.
TRUST is the number one rule in sales. It’s what relationships depend upon. Trust is not something you can buy, you have to earn it. Once you have a network of people who trust you, the possibilities are endless.
If you don’t follow up, no one will do business with you.
The Report For Women: Look for articles that interest your prospects, send them the link, and tell them you thought of them.
As we go on through our journey,
In 24 months, I am ….
In 12 months, I am ….
In 6 months, I am ….
Describe it in detail, so that if someone else read these statements, they could almost see it, feel, smell, touch, etc.