What to Do When People Doubt Your Expertise

A conversation with Raven Hoffman and Vanessa Bohns

Raven Hoffman, like a lot of us, is trying to figure out how to better persuade others. She works in the construction industry as a senior estimator at a tile and stone contractor.

Construction is one of the most male-dominated industries in the world. Raven has been in it for 20 years, thriving and with no plans to leave. But she’s been struggling with a new important part of her job: selling people she hasn’t met before on doing business with her and her company. Conversations and meetings she’s initiated haven’t consistently forged the sorts of trusting relationships that lead to contracts. But Raven is determined to become more persuasive with ...

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