5 Signs You Are Failing As A Sales Consultant


Welcome to five signs you are failing as a salesperson is Jane Gardner and welcome. We’re going to be talking about some things that you may be doing that you don’t know about that are showing up as signs that you’re failing other than reduced revenue for yourself.

So let’s go ahead and talk.

What  if you find yourself begging for the sale rather than making it a win win for your client and you.

Your client has too many objections to buying then you can overcome.

You keep destroying your credibility with potential prospects by your behavior and you’re not sure what the behavior is that is causing this problem.

Or you’re losing more clients then you keep and you wonder what’s the problem.

Some people are a mystery to you so you don’t even try to contact them as a potential clients.

Well I’m Jane Gardner and I wanted to talk to you about you.

You may be the person who is turning them off

Or you may not understand who they are!

In 2014, I went and had a life affirming moment when I went to a Consulting Resource  Group workshop  on your personality development and I did assessments there.  I got a training as an Associate to recognize and adapt to other people’s personality.  In CRG, we like to  call it Personal Style as well as recognizing we all have different  Buying and Selling styles.

So,  for example:

You repeatedly ask for   for the sale and you can’t seem to get your client to buy.

Then maybe you should find out what your client really wants and whether you  actually having the solution!

If you’re busy trying to sell something to your prospect and they don’t seem to be interested.

Do they really want what you have or are you just using them and figuring out their prospects so they’re on my list so I’m going to try and sell to them?

Well,  if you’re in a conversation with a potential prospect and you knew their buying style,  you could adapt your selling style to have more success with that person.

Your client has too many objections to buying then you can overcome.

If you know what type of buying style the client has then you can adapt how you sell for a better relationship.

Maybe you’re just not giving them the information that they want or the style of selling that they like.

For example,  I like to go in as a buyer and do some research on what I’m buying  taking my Consumer Reports when I go into a store knowing exactly which one I want.

Of course usually it’s not there!  So,  the salesperson has to tell me what the benefits of their model is to that I were looking for because my model wasn’t there.

If you are thinking that people all buy the same then you are mistaken and you have to change that idea because there are at least twenty two (22)  selling styles as well as 22 buying styles in terms of your personality and your Personal Style and your Buying and Selling style so you have to be aware of these kind of things.

If you keep destroying your credibility with potential prospects and  they don’t believe you after a couple of calls.  Then you have to ask yourself  “How  important is your credibility?”

Remember that you have to be consistent in what you’re saying and what you’re doing and how you’re behaving and sometimes your buying or selling style may turn off people.

People have different ways of buying and selling.

If you’re losing more clients than you keep in a relationship once you get them then you have to ask yourself “What have you done wrong?”

You have to understand who your customers really are and what they really want from you.

You have to understand that there are different personalities and Personal Styles out there.  Maybe one person wants to be stroked and complimented on being such a wonderful customer whereas another customer  may want to just to know what’s going on.

So you have to be aware of the different customer buying styles so you know how to keep them all happy.

Some people are a mystery to you so you avoid them as potential clients.

For example,  I don’t like loud salespeople and I know why but you may not know that I don’t like loud salespersons.

If you approach me and you yell at me and say I’m wonderful. I’m most likely to be frightened by that as well. I don’t particularly like to be hard sold.

So you have to be aware that there are different styles of people out there and personalities.   Somebody might be frightened off by who you are. But what you have to do is realize that even though some people may be a mystery to you and they may not be people that you want as a client,  it is a myth that you should only work with clients that you like because you can.

Knowing your person’s personal style and their personality. You can find out how to work with anyone.  It is true!

That you can work with anyone.

I promise.

So, if you’re wondering why I’m talking about all this is just one idea on why you might be failing as a sales person and how you can improve your relationship with customers. And I have developed an offer for you that is based on looking at:

  • what your personality is
  • what your selling style is

because there are all these 22 different selling styles

so if you know what your selling style is and the person that you meet, you know their buying style then  by various techniques of trainings that I would go through then you will be more successful as a sales person.

You can be able to build a deeper relationship with your customer.

So the secret is who you are affects how you sell.

As well as who you are affects how you buy.

The secret is that your potential clients personality also affects how they buy and your personality affects how you sell.

So, you need to be able to adapt to how they buy.

Everybody makes choices in their life and they make buying decisions differently.

Knowing how a person buys is a secret to selling to more prospects.

As well,  knowing what is your selling style and how it may or may not be turning off a prospect will help you to make more sales.

So if you want to make more successful sales;

I have an offer for you and it’s an inaugural beta offer called “You and Your Sales Style.”  You can sign up there to get more free trainings about your sales style.


IQ is OUT and Emotional Intelligence is IN for Leaders

One of the secrets to being an effective leader is to be able to listen to what others are saying and respect their opinon.

Too many times, leadership is not “taught in schools” as being an empathetic, respectful listener but as a driven, “my way or the highway” leader whose word is final no matter what the situation requires.

What’s Your Emotional Intelligence?

5 Questions to Help You Figure It Out

Do you want to know your emotional intelligence? There are thorough assessments you can complete online to determine your EI level, but here are just five questions that can help you get a basic idea.

What Are Your Values?

Name a handful of values that are the most important to you. These should be the core values that guide your decision-making, the things you strive for in life.

Actually, this is a trick question. Ask yourself this: How long did it take for you to think of your core values? Are you still wondering what they are?

People with high emotional intelligence know their core values well. These values are always at the forefront of their mind. If you struggled to consider yours, you may need a little boost to your EI. Self-awareness is one of the cornerstones of EI and improving your EI can help you become more self-aware.

Do You Recognize Your Emotions as You Experience Them?

In other words, could you tell someone what emotional state you’re in while you’re in it? Can you identify which emotions are driving your behavior? Or do you get overcome and upset and only later discover the emotions behind what you were feeling?

Answer this question as honestly and objectively as possible. People with high EI can identify their emotions as they feel them. They know how to regulate and control, and thus handle emotions in an appropriate way. If you don’t feel that you can, you could stand to improve your emotional intelligence.

Do Your Emotions Have a Strong Impact on How You Behave?

Are you generally in control of your emotions, or are you led by them? Consider a time recently when you’ve felt a strong emotion. Did you do or say anything rash? Or, in spite of what you were feeling, were you able to handle the situation calmly and appropriately?

Emotional intelligence gives you control over your emotions and provides coping mechanisms to help you deal with them.

Are You Curious about People?

Are you generally interested in other people, and especially people you don’t know? People who are emotionally intelligent are good listeners and strongly empathetic. They take a sincere interest in other people. If this sounds like you, you probably have a high level of emotional intelligence.

Can You “Read” People?

Can you understand the emotions and motivations behind the things people do or say? Most people aren’t truly self-aware, and this comes through in the way that they communicate. They may communicate through subtle phrases or body language hints, and they may not even be aware that they’re doing it.

If you’re emotionally intelligent, you can read these signals and understand the emotions behind them. This makes you an excellent communicator and empathetic person.

These five questions are far from thorough, but hopefully they’ve given you some idea of where you stand in terms of emotional intelligence. Remember that EI is something you can learn and improve. Let this be a starting point for nurturing your emotional intelligence.

In the corporate world there is an awakening that emotional intelligence may be more important to assess than I.Q.

The ability to identify emotions (in yourself and others), to understand their powerful effect, and to use that information to guide thinking and behavior, can greatly increase the chances of successfully achieving your goals. from  15 Signs You’re Emotionally Intelligent (Without Even Realizing It)

Even in the teenage years, there is recognition that emotional intelligence should be a critical skill that everyone should have for their relationships in work, play and family.

Emily Greener was on #Shoptalkradio talking about  co-founding of I Am That Girl, an organization that works with mostly girls (but also boys) to teach them emotional intelligence and how to interact in positive ways. With chapters around the world, they are empowering young women to become leaders in their communities from How to Teach Girls to Lead – #SHOPTALKradio .

Whether the corporate, educational, governmental or your world, emotional intelligence is becoming a priority skill for a Leader.

Get this Emotional Intelligence Checklist to train to become a leader and 5 Tips to Improve Your Emotional Intelligence  for your success!


Why your Personality is Cuter than a Kitten on the Internet


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Have you found that when you are on social media that your interactions are not interactions.

You are doing a lot of Facebook posts, tweets and there’s nothing. People  are using a profile of a cat instead of their face.

If you see me on the web, for example, @janegardnerbiz on tweeter, excuse me, twitter. You know what I look like whether you like it or not!

I just thought this would be cute as kittens are cute. Watching a kitten you can do it for hours. When it comes with interacting with you, you have to be human.

So, please first,  please put your profile on Facebook and get your face out there. It may not be the face that one person may not want to look at but others might.

With spammers out there,  you never know if a profile  is a real person out there.

Having a picture of a cat as your Facebook profile, you know a cat can’t post,  YET!

This wasn’t what I was going to talk about.

I was talking about your personality and how being interactive and being on video and not being shy, you  really can get people to know like and trust you.

You know me a little bit now because I am on video.
You don’t want to be a kitten profile, you want to be human because people don’t interact with kittens, they only interact with their own kitten.
You can make them laugh, cry, angry. You can talk to them more if you have a personality.

If you are having trouble connecting with others and no one seems to be engaging with you, try getting on camera and doing video.

At least put a profile on Facebook with a photo of you and see how that helps.

People want to get to know you, they want to like you and they want to trust you.

The only way they are going to do this is if you show yourself as a person and have the personality that they can connect with.

So why don’t you do three steps.

3 Steps to becoming human on the internet!

1. Get yourself on camera. Do a video. You can do Facebook video. You can get your webcam out.

2. You can tell stories about yourself. You can tell stories about your business. You can just talk to people about your business even if you are like me and talking to the camera. Talk as if you are talking to them in person.

3? What was it?

3. You have to be open about problems you are having either with your business or in your life because you want them to be able to relate to you. So, they say “hey he has the same problems as I do so maybe he’ll be able to help me with the solutions as he is doing much better!”

3? (No, sorry 4th) Its all about understanding other people which requires some training to listen to other people and see what they are trying to tell you but not really telling you. 

Get on camera. Its lot more fun than a kitten to watch me being silly.

The reason I did this video is to tell you about the report I have about influence.

How you can be an influencer in your business?

How you can be seen as an expert and get people to know, like and trust you?

You can go to http://jgtips.com/expert  and you’ll get a optin on “Some Thoughts on Influence” and audios to start thinking about how you can start to be seen as an influencer.

You can go to http://jgtips.com/influence to see my offer on becoming an influencer in your industry!

It was just the kittens that got to me.