Professional Women

Hello All - Just a quick note on "Selling in a Down Economy".  I have a set of amazing Sales Coaching Clients who are "nervous" about the economy.  They are getting push back from their clients on purchasing goods and services.  The reason:  "Reduction in Spending" or perhaps they are hearing, "Work force Reduction", etc.  The news certainly confirms these findings!
 
TIP 1 - Let's remember why companies purchase goods and services in the FIRST place....to either SAVE THEM or MAKE THEM ($) money.  Most products and services - when cost justified using a ligitmate ROI ~ can show these companies how to save money and/or make money in any type of economy.  If for example work force reduction is the issue (remember things still have to get done).  Can your product and/or service support the "gap" in productivity or the length of time to market companies will may face with a workforce reduction?
 
TIP 2 - Don't let other "down and out" sales folks compromise your own motivation or sales efforts.  You may have to work harder, make more contacts, reduce your margins a little - however business is being done while you are worrying about getting it done!
 
TIP 3 - Get out and NETWORK ~ find new venues, go more often, contact customers and friends for referrals. 
 
TIP 4 - Go back to the basics!  Make sure you brush up on your SPIN selling techniques and have a defined Sales Process.  Keep records of your progress and make MORE CALLS!
 
TIP 5 - HANG in there - this too will pass!
 
See you next week!  Georgia Dudley, Founder Empowering Women Network, Inc.

Thank you ALL for taking time to respond to Empowering Women Network's 2008 Member Survey. 
The anniversary event was amazing and I appreciate all the kind words. (Audio for the event - click on EWN Radio). We have an exciting year ahead and will be using this valuable member information to plan for 2009, future events and new programs for the organization.  Georgia Dudley, EWN Founder
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Your Survey Results:
How often do you attend EWN Events?Number 1 Answer:  1+ per month
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In Gail Evans book "Play Like a Man Win Like a Woman", Chapter 6 "Six Things Men Can Do at Work That Women Can't" she lists those six things she believes men can do in the work place that women can not!  Let's take number one because it's been in the news this last week and addresses Hillary Clinton's tearful episode the day before the New Hampshire primary. Gail Evans writes - They Can Cry. You Can't.  She goes on to say "Men can get away with tears because it's unexpected. Men believe powerful people don't cry. If they do, they must have an excellent reason.  Women on the other hand are expected to cry.  And when we do, men think it's because we're giving in to a natural instinct or worse, they think we're using tears as a game prop, a tool to manipulate them into feeling guilty."  So the question is why did Hillary cry?  Whether Gails theory is true or not what is true is that perception is reality and in Hillary's case it seems that most of the men interviewed do indeed see her tears as manipulative.  I have watched that clip over and over again...and believe she was "feeling" what she was saying. Perhaps she's been trying to HOLD BACK those tears for a very long time because she's read Gail's book and knows it's something she shouldn't do? I wonder what Gail thinks? When you think about it the impact of that moment may have even given her an edge the next day and ultimately the WIN in New Hampshire.  What do you think?  Come back next week for #2....Georgia Dudley, Founder, Empowering Women Network, Inc.

Recently I had the opportunity to facilitate a session on Self Promotion for a group of EWN Corporate Members. During the discussion the topic of  "Self Confidence" was explored in detail. Feeling prepared "enough" for a meeting with peers or a board of directors was one of the things that caused strife in the hearts of some of these amazing professionals.  It seemed that no matter how prepared they were it was never quite enough and they were always concerned that they wouldn't have the answers they needed.  There were three TIPS the group shared with each other.  1) Give yourself a PEP talk prior to the meeting, 2) Turn the fear into excitement about the meeting and it's outcome, 3) Assure yourself that you are more prepared than the person or team you are presenting to about the topic. What other tips do you have you that you have found helps in these types of situtations?  We'd love to hear from YOU!