The Phone Lady's Blog

Inspire Conversation

sales strategy

How Are You Selling?

By Mary Jane Copps | April 23, 2022
woman and man talking

One of the biggest privileges I have as The Phone Lady is listening to my clients’ conversations. It’s amazing to be trusted with such an intimate task. This allows me to fully customize my training and coaching, and supports my ability to produce desired results … Read more

Humility: The Foundation of Storyfinding

By Mary Jane Copps | April 9, 2022

When I sat down in September 2021 and planned out how I would write about and share the skills of storyfinding, humility wasn’t even on the list. I added it about six weeks ago and, much to my disappointment, I can’t remember what inspired this … Read more

Exploring Expectations

By Mary Jane Copps | March 25, 2022

Creating excellence demands that we explore expectations – our own and those of our prospects, clients and customers. We come to every conversation and meeting with some level of expectation. Recognizing this – and setting these aside – is a life-long, necessary practice. Without this … Read more

Exposing Every Expectation

By Mary Jane Copps | March 20, 2022
business lunch

Expectations are ever-present. From the moment we begin each day, we bring our own expectations to each experience and task. Even as I write this, I am influenced by my expectation that it will be completed within the hour. Our prospects and clients also have … Read more

Tales About Trust

By Mary Jane Copps | March 13, 2022

Inspiring the trust of others is not a small task. It’s something quite … monumental, that moment when another human being gifts you their trust. Trust is essential to the successful growth and longevity of our businesses and yet most of us don’t give this … Read more

3 Steps to Prepare for Storyfinding

By Mary Jane Copps | October 9, 2021

One specific spring day in 1980 was my biggest teacher in terms of preparation. Along with hundreds of other students, I’m in John P. Robarts Research Library (one of my very favourite places) at the University of Toronto. It’s one of those crunch times – … Read more

Sales Communication That Inspires Conversation

By Mary Jane Copps | August 14, 2021
woman working at desk

When you make sales calls, to prospects, referrals or existing customers, you likely have an outcome in mind. Perhaps you believe it will be an immediate sale. Or maybe you are aiming to strengthen and expand an existing relationship. Or maybe you want to begin … Read more

Top Sales Skill #4 … and How to Practice It

By Mary Jane Copps | May 22, 2021
woman working on laptop

When it comes to things I’ve done to build my business, I’ve certainly spent a lot of time doing the wrong things. Some of them have been things that are perfect for other businesses but not right for me. Building online courses is top of … 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

4 Reasons to Connect with Clients and Ideal Prospects … Now!

By Mary Jane Copps | May 3, 2020
man talking on the phone

In mid-January, while doing errands early on a Saturday morning, I listened to a radio interview with a family living in lockdown in Wuhan, China. While they were well organized and optimistic, the strain was clear in their voices. At the time, I was foolish … Read more

7 Ways to Showcase Your Persistence

By Mary Jane Copps | January 18, 2020

To reach your financial goal, build your business and create consistent revenue, you must embrace persistence. In last week’s post, I used a couple of different dictionaries to create a simple comparison between persistence and pestering and shared with you the value of continuing to reach … 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

7 Questions to Maximize Your 77 Days

By Mary Jane Copps | September 1, 2019
planning

Welcome to September! While it does have that “fresh start” feeling, it’s important to recognize that, for most of us (depending on your work week and upcoming vacation days), there are approximately 77 days until year-end. January has that “I have a whole year” feeling; … Read more

What Will You Do With Your 100 Days?

By Mary Jane Copps | July 28, 2019

Are you responsible for meeting a revenue goal this year? Well, depending on your vacation plans for the rest of this summer, and allowing for Thanksgiving and Christmas, you have about 100 days left in 2019 to reach that goal. I’m not saying this to … Read more

“Best Time” Statistics Support Procrastination

By Mary Jane Copps | April 28, 2019
alarm clock on desk

In 2009, when I decided to experiment with something called “blogging”, all the pundits said I shouldn’t post on a Sunday. Sunday, apparently, was the worst possible day; no one opened and read blogs on Sunday. But, for a variety of reasons, it worked for … Read more

What’s With Persistence?

By Mary Jane Copps | December 9, 2018

When I stand in front of a group of entrepreneurs or salespeople and talk about persistence, almost everyone squirms in their seat. The discomfort around following up, making multiple calls and connections, is almost universal. Why? I think it’s about semantics, the words we use … Read more

Think BIG for Client Retention

By Mary Jane Copps | August 27, 2017

Recently an entrepreneur I coach was feeling defeated by the loss of a long-time corporate client in Montreal. Persistent phone follow up had resulted in receiving an impersonal email saying the firm’s current focus was working with Quebec-based trainers. But she knew her work was … Read more

In this episode of the Sales Reinvented podcast, Mary Jane shares how a good story is crafted, what makes a great storyteller, and even tells one of her favorite stories.
Listen to this podcast discussing why trends in customer service calls, how to make sales calls more effectively and more.
CBCs-The-Current
CRTC has recently taken new steps to fight fraud calls and phone scams. Read (and listen) to what Mary Jane has to say about this problem.
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.