Join us on Facebook
What's Happening
more>>
No thanks for donors; restaurant tidbits; and ‘common sense’ for PG&E
Food & Wine
more >>
‘The best food is food you don’t cook yourself’
Columnist, Blogs & Reports
more >>
Jay Rooke
Know Pain, Know Gain
Jay Rooke

Don’t be such a… man

“Today more than ever we are in the business of building relationships and learning to gain the trust of our prospects through vulnerability and empathy. And who can do that more naturally and without having to think twice about it? Women.” If you’re not enlisting your feminine side, you’re leaving sales on the table. That was the main takeaway from an insightful conversation with Julia Andrews, a 20+ year sales veteran who has launched a program entitled “The Art of Feminine Selling.” Whether you’re a business owner (and by the way, you are ALWAYS selling), or a salesperson by title, Julia provided some compelling strategies on how to incorporate more feminine attributes into your sales style. This made sense to me – if you could allow yourself to show up more fully in sales conversations, it should increase your conversion rates. The inspiration for Julia’s work matches my 10+ years of experience in sales, which is that most sales trainings were developed by men, for men, which often translates to a more competitive, zero-sum game approach to sales. Most people know that that approach is outdated, but they get stuck figuring out how to adapt. Here are some tips from Julia to get you started on adopting a more balanced selling style. Pay attention to your (and your prospects’) feelings. Imagine that. How novel. A good indicator that your sales style isn’t working for you or your prospects is if you don’t feel good when you sell. If you don’t feel good, you can’t access the creative side of your brain to come up with solutions for your prospect, deftly handle objections and most of all, pick up on what your prospect is feeling. One of the primary reasons prospects buy (especially with higher ticket items) is that they feel that the salesperson understood them. Let go of the script and pay attention to what’s in front of you during the sales call.    Learn your authentic selling style. You be you. Selling styles are like personalities – own your own, and don’t adopt someone else’s. In Julia’s words, this is all about aligning with what feels authentic for you. You can’t fake sincerity; it’s going to be tough for your prospect to trust you if she can’t find the “real” you.  Moreover, while you’re busy being disliked for who you’re not, you also prevent the prospect from liking you for who you are. Be vulnerable and share. As Julia says, this doesn’t mean lying down and crying, but most salesmen have a fear of looking weak and they go into sales meetings with an exaggerated offense/defense mindset.   “Being vulnerable is sharing with someone and having empathy. If people are investing in you and what you do, then there's going to be an emotional sale at the end of the day. So you have to be comfortable going there with your prospects so that they know that they're taken care of. And let me tell you something – women do not budge if they don't feel safe... And women do not want to feel that they're not safe. So if you're not willing to open up your door and really go there with them, why would they do that with you?” If you’d like to listen to the full conversation, check out JayRooke.com/podcast. To learn more about Julia’s eight-week course – The Art of Feminine Selling for yourself or your organization – go to JayRooke.com/feminine.            
Continue Story...
Under the Sun: Deputy Eric Smith, school resource officer Under the Sun: Deputy Eric Smith, school resource officer

How do the students at Sonoma Valley  High relate to the “cop on campus”?  I get different reactions.... Continue

SV Hospital confronts ‘destructive’ social media comments  SV Hospital confronts ‘destructive’ social media comments 

A recent rash of social media attacks against Sonoma Valley Hospital are untrue and destructive, according... Continue


• Long delays on Arnold Dr. starting Wednesday
• Red, white and rock
• Where in Sonoma?
• County’s first emergency evac drill: Cavedale Road
• Sonoma City Council says no to internment camps
• Council must allow donor recognition on city property
• SUPPORT THE SUN!
• Sonoma man dies in solo car crash
• Meet the Sun’s summer intern
• A ‘jazz church’ set in a Sonoma Valley barn
Letters & Opinion
more >>
SUN Columnist & Blogs
more >>
Public Citizen - Larry Barnett
Before It's Too Late - Eric Gullotta
Progressive Majority Coalition - Ben Boyce
Snark Infested Waters - Bob Edwards
Board Walk - Susan Gorin
Nonprofit Matters - Dr. B.J. Bischoff
What's Up With That? - Katy Byrne
Connecting the Dots - Fred Allebach
Voices of the New Majority - Loretta Carr
Creative Arts - Deb Carlen, Editor
Sun In-Depth Report - Kelsey Maddox
Under the Sun: Interviews -
Rude Awakenings - Catherine Sevenau
Taxpertise - Bonnie Lee
Conversations on Aging - Priscilla Essert
Keep An Open Mind - Dan de la Torre
@SuperSonoma - Socorro Shiels
Know Pain, Know Gain - Jay Rooke
Find What You're looking For

Archives

Events & Entertainment
more>>
A film with an uncertain ending
What We're Following
more>>
Stories of interest from around the Web
Bordeaux winemakers (begrudgingly) embrace Rose to appeal to younger drinkers
> The Telegraph - August 21st, 2019
A brief history of the wiffle ball 
> Smithsonian - August 21st, 2019
Can you name the Top 9 Cowbell Songs of Rock (besides Fear the Reaper)?
> Ultimateclassicrock.com - August 18th, 2019
The 2020 election will be an ugly, divisive slugfest... but not as bad as 1860
> The Conversation - August 10th, 2019
In defense of political hypocrisy
> Quillette - August 9th, 2019
If violent video games incite aggression, what does Candy Crush do? 
> Journal of Unintended Consequences - August 9th, 2019
Why the County won’t officially dedicate Glen Ellen’s ‘Jim Berkland Bridge’
> Kenwood Press - August 7th, 2019
Sonoma County winery sues after NY distributor rejects “smoke tainted wines”
> The Drinks Business - August 5th, 2019
Inside the Winery Wedding Industrial Complex
> Vinepair.com - July 30th, 2019
Is a farm stay with rescue animals your idea of the perfect vacation? 
> Modern Farmer - July 29th, 2019
:PG&E wants ratepayers to share cost of future lawsuits; here’s what the local bigwigs are saying
> North Bay Bohemian - July 29th, 2019
‘It’s a Thing’ is no longer a thing
> Journal of Unintended Consequences - July 25th, 2019
New York mayor defies bomb threat, goes to gym
> New York Post - July 25th, 2019
Why ‘being funny’ is NYPD’s social media strategy
> Motherboard - July 25th, 2019
Cannabis dispensary proposed for Kenwood shopping center
> Kenwood Press - July 25th, 2019
House member accused of ‘jowl-shaming’ Robert Mueller
> Journal of Unintended Consequences - July 24th, 2019
Once endangered crocodiles are thriving — by a Florida nuclear power plant
> Smithsonian - July 24th, 2019
SF Mayor is manuevering to delay Homeless Commission
> 48 Hills - July 23rd, 2019
Facebook will pay $5.5 billion fine in pennies, says angry Zuckerburg 
> Journal of Unintended Consequences - July 16th, 2019
Wear black or white on a hot day? Here’s the data
> Wired - July 10th, 2019
More Following Stories...
Link to Live Crime Map
Do NOT follow this link or you will be banned from the site!