Lorraine Ferguson

Our Unique Challenges

• Perception of Sales• Being considered• Leadership questions of our

capability• We question our capability• Having to “prove” ourselves• Seen as equal to men, as

credible• Being treated with respect

Women let their lack of confidence be a roadblock to

taking risks.

It Shows Up As…

• Difficulty taking credit • Accepting wishy-washy and pushback• Letting people off the hook • Happy ears, and eagerness to please• Rely on product knowledge to prove themselves worthy of the role• Self-doubts of equal status• We let the buyer control the process!

Mindset:To Be Respected —

Respect Yourself and Your Profession

• Break the Pattern• Set Ground Rules• Help the Buyer Identify a Reason to Buy• Discuss Money Early• Understand Decision Process• Develop the Solution Together• Put on Your “Worry Face”

Adopt a Selling Process Fit for Woman

Know Where You Are Headed

• What does success look like?

• Don’t go it alone• Manage Your Behaviors,

Not the Results

“I am totally unapologetic about being an ambitious

woman, and you should be too.”

Shinjini Das,Author, Entrepreneur, TV personality