128: Melinda Chen on Making Big Sales with Your Heart
Melinda Chen is a sales coach, helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading over 20 books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in the Americas, Europe and Asia, covering a wide range of industries. She is inspired to help women take control of their lives by going for big clients, closing important deals and dramatically expanding their business.
Playing Small Moment
Melinda went through many struggles when she first started selling. She was fresh out of college and working with people that had been in the industry for years. Melinda was nervous while attending a networking event and she even made up cards for talking points. Melinda was getting treated like she was the new kid on the block, so to avoid attending these events she began cold calling. Melinda learned she didn’t have to take things so personally and that the reason they treated her that way was because she was the new kid.
The Wake Up Call
Melinda was the queen of the cold calls, but she wasn’t reaching her sales goals. On a rainy night, while still at the office, she ran into one of the senior executives. He asked her how things were going, and she explained her process. The executive told her it was taking the same amount of time for his sales. He told her not to waste her time going after the small clients and to go for the larger ones instead.
Style of Leadership
Working with a lot of female entrepreneurs, Melinda learned demonstrating things is far more teachable than telling.
What Are You Excited About?
Heart of Sales is a 5-week program where Melinda shows people how to sell step-by-step.
Melinda listens and empathizes with her clients.
Book to Develop Leadership
How to Win Friends & Influence People by Dale Carnegie
Advice For Younger Self
Be authentic, don’t care too much about what others think.
“Life begins at the end of your comfort zone.” ~Neale Donald Walsch