The Phone Lady's Blog

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phone sales

Ignorance Shatters Sales Skills

By Mary Jane Copps | May 13, 2023
woman talking on the phone

In case you’d like to listen to this blog post, you can enjoy my audio version (I start at the 14 second mark.). – listen here. This past week I answered a call from an unfamiliar number in Ontario. There was a cheerful woman at … Read more

Coaching Tips for Call Reluctance

By Mary Jane Copps | February 11, 2023
woman talking on the phone

Over the past 35 years, I’ve spent a lot of time reading resumes and interviewing candidates to fill proactive calling positions. It’s something my clients still ask me to do. And what was true in 1987 is still true today. Finding the right people is … Read more

Coaching Tips for Phone Anxiety

By Mary Jane Copps | January 29, 2023

Both making and taking phone calls require skills. Whether you are managing a team responsible for these tasks, or you’re coaching yourself, you need to be able to distinguish between phone phobia/fear and phone anxiety. According to Harvard Health Publishing, a phobia is a persistent, … Read more

Coaching Tips for Phone Phobia

By Mary Jane Copps | January 14, 2023
young woman working at desk looking at phone

Picking up the phone to contact and speak with customers or prospects is not “old-fashioned”. There are teams dedicated to this activity in industries that range from pharmaceuticals to finance, and from janitorial to consulting. Managing these teams, and producing the desired results (or exceeding … Read more

The Importance of Pause

By Mary Jane Copps | December 18, 2022
woman having a phone conversation

It was January 2006 when I officially launched “The Phone Lady” brand. At that time, about 80% of my work was with sales teams, giving them the skills and confidence to pick up the phone and inspire great conversations. This work soon began to include … Read more

Are You Distinguished?

By Mary Jane Copps | December 2, 2022
man talking on the phone

Between messages relating to Black Friday and Cyber Monday, my inbox has been very crowded. What have I done with all these emails? Likely the same thing as most of you. I put checkmarks in the little left-hand boxes and hit delete. Most of the … Read more

Is This Missing From Your Conversations?

By Mary Jane Copps | September 25, 2022
man talking on the phone

Recently, while working with a team of experienced salespeople on a new outbound campaign to CEOs, I realized something was missing. But I struggled to find the right words to describe this “something”. By listening to the calls, I knew that everyone was including all … Read more

Sales Tip #1 – Follow the Calendar

By Mary Jane Copps | July 15, 2022
man talking on the phone while using his laptop

Forty years ago this month I made the decision to launch my own business. As a naïve 20-something there was so much I had to learn. The biggest lesson, and the most life-changing, was that I had to learn how to sell. When I look … Read more

Phone Coach Tip #1 – Use Your Voice

By Mary Jane Copps | May 7, 2022

This spring has been busy. Steady demand for business communication skills has found me clicking from webinar to webinar, delivering 30-minute, one-hour and sometimes half-day sessions on both sales and customer service. In addition, I’ve enjoyed enlightening, inspiring and productive hours as a coach to … Read more

Top Three Sales Skills and How To Practice Them

By Mary Jane Copps | April 24, 2021
woman talking on the phone

How do we become really good at something? Whether it is baking or golf or Minecraft, we all improve our skills by doing, by practicing. The same is true of sales. And we don’t need a special time or place to practice our sales skills. … Read more

Strengthen Your Sales Process: Your Discovery Call

By Mary Jane Copps | February 13, 2021
man talking on the phone

Recently a dear friend and colleague approached me looking for some sales advice. She was concerned about a potential client’s reaction – or lack of reaction – to a proposal she’d sent. She believed it was exactly what the potential client wanted, and needed. So … Read more

Who’s On What?

By Mary Jane Copps | February 23, 2020
texting

My dad was a great lover of comedy. Born in 1920, he grew up in the era of vaudeville and silent movies (where the piano player sat below the screen at the theatre and played the soundtrack!). I loved it when he shared these memories … Read more

How Persistence Builds Trust

By Mary Jane Copps | January 11, 2020
sales manager speaking on the phone

Persistence remains a challenging topic for the business owners, entrepreneurs and salespeople who work with me. For some reason, persistence and pestering get intertwined and while the two words may start with the same letter, they are not at all alike. The word persistence comes … Read more

A Hockey Legend’s Inspiration

By Mary Jane Copps | December 7, 2019
making a sales call

In our house, CBC Radio is on most of the time. Sometimes I listen intently, sometimes bits of information enter my consciousness while I’m focused on other things. This is what happened on November 28. The Current was on and a panel was discussing the … Read more

To Listen and Learn … Press Mute

By Mary Jane Copps | October 5, 2019
phone conversation in office

It doesn’t seem to matter how many projects I do as The Phone Lady, I still get incredibly excited when I’m on a discovery call with a new client. As they start sharing their challenges with me, my brain shifts into high gear and I’m … Read more

The #1 Reason I LOVE Phone Calls

By Mary Jane Copps | September 22, 2019

A few months ago an executive approached me about working with her sales team and we arranged to meet. She came to my office and we had a wide-ranging conversation about many aspects of her business and the specifics of the problems she wanted to … Read more

Coaching Yourself Through Setbacks

By Mary Jane Copps | February 17, 2019

In a recent workshop, a participant asked, “How can I stay focused and positive during difficult times, when no one is answering their phones or conversations aren’t resulting in booked appointments?” While I’m by no means an expert on creating optimism and enthusiasm, a recent setback taught me … Read more

What’s With “Talking Over”?

By Mary Jane Copps | January 5, 2019
talking on the phone

We’ve all had this happen on the phone – the other person talks over us as we start or finish a thought. Doesn’t it make you crazy? Speaking for myself … it gets under my skin very quickly. Why does talking over happen? What does … Read more

The Death of Spontaneity

By Mary Jane Copps | October 28, 2018

If you’re not reaching clients or prospects on the phone, don’t take it personally. It’s part of a larger societal shift that is phasing out our relationship with spontaneous phone calls. This was clarified for me recently in a conversation with Jeff Brookhouser, President & … Read more

Our #1 Responsibility as Entrepreneurs & Salespeople

By Mary Jane Copps | September 22, 2018

Whenever I work with entrepreneurs I ask them: “What is your first and most important responsibility?” The popular answer is “make money”, and of course this is vital. But at the top of the priority list is … letting your target market know you exist. … Read more

The #1 Way to Increase Success With Customers & Prospects

By Mary Jane Copps | September 9, 2018
successful phone conversation

A quote floated past me on Twitter last week and took my breath away for a moment. It captured a bit of wisdom that I believe deeply. I quickly wrote it down and used it as the starting point for a workshop the next day. … Read more

What I’m Using: Refract.ai

By Mary Jane Copps | July 7, 2018

As a tool for improving phone conversations, artificial intelligence was sitting in a distant corner of my priority list, until Krystal Hobbs introduced me to Jim Brown who interviewed me on his podcast Sales Tuners which was heard by Richard Smith of Refract.ai who called … Read more

Walking Your Talk … On The Phone

By Mary Jane Copps | March 17, 2018

Twitter colleague Dimitra Chronopoulos often shares her phone success with me, something I truly appreciate. In her last post, she also included a question, one that I often get asked but have never included here. So … today’s the today! Here’s Dimitra’s post: Had 3 … Read more

A Lesson From The Front Row

By Mary Jane Copps | March 11, 2018

She was one of the last arrivals to the workshop and ended up sitting in the front row. In the crowded space, I could almost reach out and touch her. For 90 minutes I was aware of her furrowed brow and how, when others laughed … Read more

It’s 2018 – Stop Selling Like It’s 1989!

By Mary Jane Copps | January 28, 2018

Miserable winter weather recently had me juggling my schedule, allowing me to spend the day in my office. It turned into one of those awesome days of zipping through email, checking items off a to-do list, and generally feeling fabulously efficient. So when my phone … Read more

Teaching by Example

By Mary Jane Copps | January 20, 2018

A recent Twitter conversation with Janet MacDonald  of @mycampusgps  has reminded me of a question I frequently get asked, and how the answer relates directly to providing teenagers with the support and confidence they need to talk on the phone. I often get asked, “Why … Read more

7 Ways to Reach Potential Sponsors With A New Idea

By Mary Jane Copps | January 7, 2018

On June 22, for the first time, Halifax will join a world-wide community in celebrating Social Media Day (originally launched in 2010 by Mashable to recognize and honour the impact of social media on global communication) with a full-day conference focused on learning, sharing and … Read more

The Phone Lady’s Best Advice in 2017

By Mary Jane Copps | December 17, 2017

If all goes according to plan, as this blog post is published I’ll be hanging out with my grandchildren in California. Lucky me! In fact I’ve had very little to do with the creation of this post because, for quite some time, I’ve had an … Read more

Fewer Words, More Conversation

By Mary Jane Copps | March 5, 2017

The most important outcome of speaking with a prospect – or existing client – is learning more about them. Our ability to serve is directly connected to how much we understand their needs, challenges and goals. Yet many times we end a phone conversation without … Read more

Focused Calls: As Easy As 1-2-3-4

By Mary Jane Copps | February 26, 2017

Losing control of a phone conversation is a challenge that often comes up in my coaching sessions and workshops. As a conversation expands, one or both parties bounce from topic to topic and the call ends without essential information being shared or the most crucial … Read more

Why it’s completely normal for a phone call to fill you with dread (and how to get over it). Read the stats and Mary Jane's advice.
How to revive a retro technology called the telephone that can still work wonders in these modern times. Find out.

Phone Phobia Hits the News

Phone phobia, or telephobia, has been getting a lot of attention in the news recently. See what Mary Jane has to say about it...
This Hour Has 22 Minutes
22 Minutes correspondent, Brandon Hackett, figures out which end is up on this thing called a telephone, with help from The Phone Lady. Watch Telephone Lessons for Millennials.
The Wall Street Journal.
Banks Curtail Employee Use of Voice Mail: Voice mail is viewed as an expensive vestige of a bygone era. See what The Phone Lady has to say.