Category Archives: Loving Life

Are you a Networking Rock-Star at Conferences?


It is officially conference season!

I don’t know how YOU feel about conferences, but they always put me a little on edge. I mean, going to the right conferences and meeting the right people is an incredible way to SPEED UP SALES.  But all of those people you have to talk to? And get to know? And approach in an appropriate manner?

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It’s exhausting!

Here is one simple thing that I like to keep in mind when I am attending conferences. It helps me a lot and I hope it will help you, too.

People Like To Be Included

They may not look like it. They may not act like it. But, fundamentally, they like to be included. Even if they turn an invitation down, they like to be asked!

Here’s how to use this to your advantage at your next conference.

Continue reading Are you a Networking Rock-Star at Conferences?

When cold calls SIMMER!

When cold calls SIMMER!

This article is nearly 3 years old, but it is an all-time favorite!


Wow! Did I have SOME FUN this week! 

I was doing my cold calls. (Ugh, you think, COLD CALLS – So do I, by the way!)

But, I am always looking for creative ways to make my cold calls instantly WARM (like throwing them in the Microwave for thirty seconds – DING!)

I sort of surprised myself with this one.

Before I made one of my calls, I checked my contact out on LinkedIn.

Guess what! 

My key prospect contact is directly related to one of my rabid fans!

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So, what did I do? 

I reached out to my rabid fan BY PHONE – (PLEASE stop hiding behind emails. It SO doesn’t work –  it makes you feel like you’ve actually done something. You haven’t.)

I told her — “Carol, I am reaching out to ABC Company and I see you are directly related to Amanda who I’d really like to talk with.”

Carol called me right back!

She was so excited! She said “Yes! Amanda SHOULD be talking with you. In fact, her boss is even better. I am going to call them and make an introduction personally.”

Then, came the surprise – Carol went one better

Carol went on to tell me all about what the company was dealing with and why they needed to talk with me so badly.

Then, she said, “After you talk with them, call me right back. I will follow up and make sure they know why they should buy. Besides, you should be talking with Amanda’s boss – who happens to love me.”

Here’s something EVEN cooler. 

Carol is a prospect!

She hasn’t even bought our product yet. But, she was so tickled to get my request for her help that she told me that she had committed to buy and mapped out her own company’s budgeting process.

Carol and I are now partners! 

What a win!

If you could have ALL of your cold calls simmer like this, wouldn’t you LOVE doing them?

Tell me about YOUR awesome-sauce strategies. I want to hear. Perhaps I will feature you in my cold-calling boot camps!

Love your life UP!

The Irreverent Sales Girl

Lighten up, Francis! (And do more business, too!)

Ever notice how SERIOUS you are about your business?

Have some fun and STAND OUT!

Ever notice how much you LOVE to do business with people who are fun?

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I got this Out Of Office message today and just HAD to share it with you:

Is it me you’re looking for?
’cause I wonder where you are
And I wonder what you do

Yes, Lionel Richie said it best.

I am on the road until the 11th and will have limited access to email. I will reply  you as soon as possible. And remember to have fun.”

Now, THAT is a guy I want to do business with!

How can you add more fun, personality, and plain old STAND-OUTNESS to your work?

It will make you look like a rock star and have people want to play with you. Which turns into money and friends. Both of which are good things.

Go out and…

Love ’em UP!

The Irreverent Sales Girl

Being Two-Headed In Sales – You Must Win Both Games

If you’re going to be truly great in sales, you are going to have to master the fine art of being two-headed about your work.

Let’s pause for a moment to let the 15-year-old boy in each of us have a good snicker – “She said two-headed, dude!”

Being Two-Headed In Sales

Back to our regular programming.

The thing about great salespeople is they have their head completely in the game.

But, they are playing two games simultaneously – each at 100%. 

Truly great salespeople are in it to win it! They are ambitious and strive to be #1 – no matter what. They are going to crack the code, find the secret sauce.

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Continue reading Being Two-Headed In Sales – You Must Win Both Games

Mirror, Mirror on the Wall. Who’s the greatest of them all?

An all-time favorite tip to being wildly successful in sales – on the phone – is “Sell to the Mirror”. 

Be the greatest YOU in the mirror!

When you are selling to a mirror, you sound like an actual human being – because you are relating to the person in the mirror as another human being.

You can see when you’re smiling – which comes through on the phone.

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You can see when you’re sitting or standing (prefer standing) in a confident manner – which comes through on the phone.

You can relax and be yourself – instead of all stiff and weird – and that comes through on the phone!

I urge you to get a full-length mirror (if you have an office set up for that) – or at least a small one on your desk. You will see gi-normous results!

And, if you happen to be in a setting where you are selling on an open floor – and this just doesn’t work for your office environment – print out the article below and take it to your manager!

When you sell into the mirror, it is much easier to Love ’em ALL UP! (Which comes through on the phone).

Now you can be the greatest salesperson of them all!

The Irreverent Sales Girl

Wonder why you’re not in the zone?

“Why is your life so hard?” Shirley MacLaine asks her granddaughter in the movie Carolina. “Makes me think you’re living somebody else’s instead.”

Made me think of you.    

Are you in the zone in your life, your business, your sales?

Does it all seem like a great, big struggle?

I invite you to look.

Are you living somebody else’s dream? Somebody else’s version of what a salesperson should look like? Somebody else’s idea of what your life should look like?

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Try going off-script for a day or two. It takes a bit more thinking, and maybe even uncomfortable choices, but it’s the fastest way to the zone and to the success you know you deserve.

Love your bad self UP!

The Irreverent Sales Girl

Wide Open Spaces – and other things you might not know about being a top producer

Didja ever notice how your best ideas come to you in the shower? Or while you’re at the gym? Or on a really long hike?

Didja ever notice how awesome it feels when you look at your day’s schedule tomorrow and there is NOTHING there?

Didja ever notice that time management experts don’t really talk about that stuff?

Wide Open Spaces Release Natural Genius

I have been a top performer and producer for many, many years and I have had the profound privilege to know some of the most innovative and important people of our time. These are CEOs of Fortune 1000 companies, world-renowned experts in their fields of science and math and marketing, business leaders who change the way people live their lives with the products and services they bring to market.

And they all have one thing in common. They work hard. There is no doubt about that. And they are very, very focused on mastery of their craft. To be sure.

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But, they also have another very important thing in common.

They have wide open spaces in their schedules.

Wide open spaces that allow their natural genius to fly free. To lead them to the right answers, to explore the book in front of them,  or meet the person on the plane next to them.

I believe that our brains do not work in a linear fashion. I believe there is no such thing as control and we fool ourselves when we try to exert control as a way to get where we want to go.

I believe we are all blessed with natural genius and it is a joy when it is let loose upon the world.

Look at the greats! Every one of them had some part of their schedule that they gave over to wide open spaces. Edison with his “lights out, doors closed” quiet time. Churchill with his morning “constitutionals”. Leaders who schedule themselves three weeks non-stop on the road and one week completely off!

The list goes on and on.

As an example, one of my friends – ex-CEO of one of the most successful tech firms ever – told me that when he has a really tricky problem to solve or  a big deal to land – he goes to the ski slopes for the day.

Can you break the addiction of control and linear thinking to allow your true greatness to shine through?

Love your natural genius UP!

The Irreverent Sales Girl

Use this word to slay your fiercest competitor – The Status Quo!

This word will leave the Status Quo shaking in it’s boots!

I have been selling for about a million years. Day in and day out. I have read nearly everything I can get my hands on and I have heard many of the super pros speak.

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And yet, I had never heard this one.

The pure and simple question that unlocks doors and allows you full access.


Three little letters.

My good friend, President of Dialogue Consulting, revealed this secret to me and I was amazed! She is notorious for turning unprofitable businesses to profitable! And it’s no wonder. She is phenomenal. And this is one of her most powerful tools in her tool kit. The question…

Continue reading Use this word to slay your fiercest competitor – The Status Quo!

Stop, Drop, And Roll – Dealing with an Objection

I was listening to this OUTRAGEOUSLY AWESOME webinar replayStopDropRoll with Jeb Blount (Sales Gravy) and Nancy Bleeke (Sales Pro Insider) today and I had to stop the action to come write this article.

Because it WILL make you BETTER and FAST!

WHAT TO DO WITH AN OBJECTION (hint: you learned it in kindergarten – when you are on fire).

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook:


STOP: Talking. When you run into an objection. LISTEN.

DROP: Drop your assumptions and your ego. Become unattached to your own agenda. Get interested in THEIRS.

ROLL: (Keep control of the conversation).
Acknowledge their input. It can look like this: “My understanding of what you just said is this:…..” or ask for more information, “Oh. Let’s stop the conversation for a minute…that is very interesting…can you tell me more about that…” The idea is: Keep it interactive.

But, as Eddie Murphy said…Don’t go home and try to tell my jokes. They aren’t funny coming from you.

I encourage you to invest the time and learn from Nancy herself:

Go out and…

Love ’em UP!

The Irreverent Sales Girl

Vampires Can’t – Neither Can You. Get Invited In.

VampireI was recently talking with a friend of mine who does phone sales and she told me that her company says they are NOT ALLOWED to ask the prospect on the other end of the line if it is a good time to talk.


She tells me her team is getting clobbered and is truly underperforming and that the job is demoralizing (I think she’ll be leaving soon), but her management INSISTS that they should never ask this question.

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So, it’s time for the Vampire article.

Yes. Indeed.

In the time-honored tradition of Vampire-lore, it is well-known that Vampires cannot cross the threshold into your home, until they get invited in. The barrier is considered “sacred” and “holy”.

It is the SAME THING with your prospect’s time! You MUST be invited in before you are allowed to start selling – or you will be left bleeding out of your eyes (the sales equivalent is BEING SHUT DOWN and demoralized).

What does this look like?

Continue reading Vampires Can’t – Neither Can You. Get Invited In.