Colleen’s Blog

Did you know that closing a deal isn’t a true success unless you’ve asked the right questions? Today’s new, emerging economy requires proper closing techniques in order to close profitable business, build long-term relationships and to create a long-term competitive advantage. Many of the closing techniques that are currently in place leave the customer feeling used, manipulated or strong-armed. It seems as though the sales world is currently filled with salespeople who will say or do anything just to close the deal. The end result is a customer who doesn’t trust the salesperson or the business they represent, and in turn the customer loses faith in the company’s’ ability to solve their problems. It doesn’t stop there. The salesperson often begins to look at his or her client as too much work, or being ungrateful for they work that they do put in. As you can see, in such scenarios, nobody wins. Carl Young once said, “To ask the question is already half the solution to the problem.”

Looking for ways to amp up the energy of your sales team? There are steps you can take to create more energy and a more motivated sales team to generate greater results than you are already achieving. 1. Create excitement around the pipeline. 2. Rally around a simple, single concept. 3. Respect for the sales team.

Is your business experiencing wild swings in revenue? Contrary to popular belief, putting too much emphasis on closing business is actually counterproductive to increasing your revenues. Every time you close a sale you should be adding three to four more leads to your pipeline. When you’re concentrating too much on closing business it detracts focus from gaining new leads. Before long, you will have no new leads to close business with, and this is what causes swings in revenue or sales whiplash, as I like to call it! Don't worry, dear sellers, there are ways to avoid having this. Are you wondering how you can attain consistent revenue?

Hong Kong is the fastest moving city I have ever been in. People are on the go every minute of the day. Racing from one meal to the next, and one appointment after another from what appears to be 6 in the morning to 10 at night. Every restaurant we have been to,Escalator switching times (local or international), has been packed to the gills, the streets are teeming with people at all times of day, and the subway jam packed. The energy is intoxicating.

In a recent statistic released by Statisticbrain.com, last year there were approximately 5.134 billion Google searches performed each day. While they should be releasing their 2013 statistics at some point in the new year, there’s no doubt that the number has gone up. Seeing that statistic begs the following three questions:

A win has to be considered a win by both parties. When a seller is happy, and the buyer is are happy, you have a successful sale.