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What Differentiates You?

What really makes you different than the competition? I am not talking about ‘service’ or price…but what really makes you stand out from the rest?

What’s On Top of Your Mind?

If you’re doing it right, you go into every sales call with a clear idea of your goal, your prospect’s needs, and the strategies you’re going to use to connect the dots.  

Always Keep Improving 

Always keep improving sounds funny for someone who makes a living presenting to large audiences, right? But part of my life plan is to always keep improving.  

Make Room for Success

My friend hadn’t made room for the possibility that she would actually reach her goal and so now she was struggling with the end result – success! Sometimes we keep our head down, so focused on the immediate goal that we fail to pat ourselves on the back at the milestones (or allow others to toot our horn!).  

Questions to always ask in an interview

Whether on an interview for a new job, going for a promotion, or pitching services to a new client, you should be interviewing them as much as they are you!  

T.A.L.K. it out

I’ve developed a technique called the T.A.L.K. Model. It’s how to have a real, meaningful conversation with a prospect or client so you can figure out how you can help them. Talk to them, really talk.

Every day interviews

Indeed, as we work toward goals we have planned, we need to think of everyone we encounter as an interview. Everyone is a prospect, after all! 

My Sales Story

I thought I was born to be a college professor. I went to grad school, got a Ph.D. in Communication and then taught courses in public speaking, interpersonal communication, leadership – you name it. Then how the heck did I end up being the First Lady of Sales?

ASK: Ask to Offer

One of the best skills you can develop is how to give someone options in order to get a YES. We all like to have options. No one likes to be told what they like, what they don’t, what they want, what they will do, what they won’t. We like choices.  

LISTEN: Recognizing Areas of Need

All your hard work has paid off, your network is immense, your client base is diverse, your staff is happy and hardworking, and most importantly, profits are substantial. Business is booming! Now is definitely not the time to get comfortable!

LOOK: Hey By The Way Sales

Have you ever noticed how some of the best sales relationships happen organically? There is something so satisfying and exciting about developing a new client when you weren’t even looking!

PLAN: Getting Real About Setting Goals

Recently, my friend attended a seminar about goal setting. Naturally, it included the idea of having S.M.A.R.T. goals (more about that in a bit), but also how to refine those so you don’t get burnt out, overwhelmed or stuck in a rut. 

Power vs Influence

Recently my friend was in an argument with her teenager. My friend was tired and used the dreaded phrase, “Because I said so!” In that split second, my friend was using her power and not her influence.

Reframing No

Hearing ’no’ is not the worst thing in the world. What might feel like rejection could actually be the opening of a door. It’s all about how you perceive the situation. If you take a moment to view the opportunities, there may be great things in the mix. Remember there is always a win-win to be had if you keep your eyes open to possibilities. Besides that, negativity will rarely bring you satisfaction or bring about the change you’re looking for.   
You have to be intentional to make this happen. Make self-care Sunday a must! It’s a priority for your over-all success. 

Self-care Sunday

We all find rest in a different way. And yet, we all see how important it is to take time to care for ourselves. It is nearly impossible to give your best to your clients, team members and family when your battery is on empty.  

You have to be intentional to make this happen. Make self-care Sunday a must! It’s a priority for your over-all success. 

The Sales Ick Factor

Sales doesn’t have to be icky! That high-pressure, impersonal way of selling something is not the way sales should be. In fact, that shouldn’t be considered sales at all. That’s bullying. It’s an intimidating method used to close a deal that doesn’t actually take into account what the other person even needs.

Getting Into The Trenches 

Being strategic is important, but you can’t lose sight of what the day-to-day business is. What really makes your company run and work. Sometimes it’s time to get into the trenches with your team to figure out what’s working…and what’s not!

Friends and Allies: Asking Others for Help 

If a friend needed help you wouldn’t think twice about helping right?! So why do you have such a hard time asking when you need some help! Here’s how to ask your friends and allies for a helping hand.

Hearing vs. Listening

Hearing and listening aren’t the same thing! So how do you listen instead of just hearing…here are some tips to keep your ears open and stop the chatter.

Your Own ROI

Are you taking the value of your time into account? The ROI of your own time and effort is critical – here’s how to prioritize your ROI! 

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