How to Get Past “Let me think about it”!
Turning stalls into sales.

Date: June 24th, 2008
Time: 12:00 pm - 1:30 pm Eastern

It's the old put off - indecisive behavior - "think about it." Why do we hear it so often? While many prospects think it's the easiest way to get rid of you so they can focus on more immediate priorities in most cases salespeople have a problem asking prospects to make a decision during sales presentations - largely because we don't want to hear "no". So, we permit prospects to drag us through the purgatory of alternating hope and despair. And even though 95% of prospects who "think about it" never result in any business, human nature compels us to hang on in hopes that, this time, things will finally go our way.

The end result: we waste valuable resources waiting for a sale that isn't going to happen. It takes forever to get a prospect who is "thinking about it" to finally say "no," which means we are wasting valuable time and selling resources. The "slow no" gives us a false sense of security and creates an artificially inflated forecast.

True, we must learn how to respond to prospects who always want to "think it over." Even better though, this month we will learn how to stop the indecisiveness from occurring in the first place.

Time Management: “Don’t Count Time, Make Time Count”

Date: July 21st, 2008
Time: 4:00 pm - 5:30 pm Eastern

In this program you will learn how to use time profitably from a sales pro who runs her own ventures successfully. Colleen’s staff and clients have dubbed her “freakishly productive” because she routinely gets 1 month worth of work completed in a week. Be warned, Colleen does NOT deal in clichéd, glib, pabulum solutions for time management or eye rolling techniques that you may have heard in the past. Colleen will take on cell phones, PDA’s faxes, emails, phone calls, meetings, and every form of communication device that pervade our business. You will learn when to embrace these tools, and when (and how) to give them the boot. With a fresh take on “time is money” Colleen will show you how to maximize your days by using a disciplined productivity strategy that will allow you to spend more time with clients, and prospective clients, bringing in more business.

How to Convert Loss and Stalls into Profitable Closed Sales

Date: August 26th, 2008
Time: 12:00 pm - 1:30 pm Eastern

Did you ever notice that the most excited prospect, the one who loves your product the most and can find nothing wrong with it, is also the prospect who doesn't have the power to say yes? Hesitation and questions about your product can come only from real decision makers. Why? Because hesitation, caution, questions and objections are a natural response from any serious buyer about to engage in a substantial investment. Despite the fact that hesitation is a natural part of the buyer's decision-making process, most sales people don't recognize why it happens and in turn react poorly when it does. We need to ask ourselves: if all serious decision makers have questions before making a major purchase and questions are a natural response from serious buyers, what is the best way to address them?

Account Management: 6 Steps to Manage Existing Clients for Maximum Profit

Date: September 25th, 2008
Time: 4:00 pm - 5:30 pm Eastern

Your current accounts are your most important sales asset and managing them correctly can easily increase your sales and profitably. The most recent studies show that repeat sales are up to 15 times more profitable than new sales. Your current accounts are only as valuable as the quality of relationship you have, with quality judged by your client’s perception of your relationship with them. To sell more to the customers on your list you must transition your thinking from “customer list” or “account management “ to “building a relationship with my customer”. Join us in September to learn the 6 steps to building long lasting, loyal and profitable client accounts.

Handling Angry Customers
Turning customer service nightmares into sales suite dreams!

Date: October 28th, 2008
Time: 12:00 pm - 1:30 pm Eastern

Each year, corporations worldwide lose as much as 10% of their customers due to service-related issues. What’s worse, a full 67% of those customers who leave do so because they perceive that the company is indifferent to their needs. In today's marketplace, success requires more than great products, good prices and efficient service. When you customer is mad, it will cost you a sale, future referrals and ongoing loyalty. What’s worse, left unresolved an upset customer is more likely to tell their friends about the situation and of course magnify the issue just like the proverbial “fish story”. Top sales professionals know how to convert customer service nightmares into sales sweet dreams mastering: (1) how not to argue and still win your point; (2) being successful and not necessarily right (3) active listening skills (4) the art of adapting to their customer's personality style and (5) always remembering that an uncertain customer remains angry. You can convert your unhappy customers to profitable relationship by following these rules.

9 Ways to Up-sell and Cross-sell to Your Customers:
Increase your average order size by up to 50%!

Date: November 24th, 2008
Time: 4:00 pm - 5:30 pm Eastern

It’s always easier to sell more to existing customers. In fact, surveys show that most clients want to be told about additional products or services that might suit their needs or about new items that were not offered in the past. It’s the way of demonstrating that you are aware of their needs and care about their satisfaction. When you cross-sell, you offer the customer a product or service related to whatever they are already buying. It can be as simple as the waiter asking if you want a salad to go with your main course. Up-selling positions your higher priced products in a good/better/best progression allowing the customer to make a choice on what to buy. Remember that no one likes to be sold, but they LOVE to buy! Both methods of encouraging clients to spend a little more can dramatically boost your sales. In November we will explore the 9 best ideas for cross selling and up selling your clients, and increasing your profits!

Networking:
How to attend the right events to get the best leads
and turn them into profitable customers quickly.

Date: December 16th, 2008
Time: 12:00 pm - 1:30 pm Eastern

The fact is, if you're in sales, there's no avoiding networking. As salespeople, we've all been taught that networking is an effective way to meet new contacts and develop business. We're told to go to events, attend trade shows, and participate in business conferences and luncheons, all with the intention of meeting new prospects, engaging with existing customers and developing new sources of referrals. It's one thing to show up at an event. It's another thing entirely to emerge from it with a list of names, or the beginning of a series of potentially profitable relationships. In December we'll look at the answers to all your networking questions such as:

• What do I say when I get there?
• Should I ask for a card?
• When should I give them my card?
• How do I remember their name?
• What do I do when I get back to the office?
• How do I turn the conversation to business?
• How do I escape from a useless or annoying conversation?
• How do I enter into a conversation that’s already in progress?
• Who should I approach?
  

…and more to dissect what you can do before, during and after every networking opportunity, to ensure you maximize your time, your results - and your profits.

Ready Aim Fire!
2 Steps for Making and Setting Goals that will Put You in the Top 10%

Date: January 27th, 2009
Time: 1:00 pm - 2:30 pm Eastern

I have found that successful people have the same short list of “to do’s” on their desk and these “to do’s” are tied directly to their goals. Not surprisingly for top performers it’s these “to do’s” that get done first, because they are the highest profitability tasks. Colleen’s sales goal setting and achievement webinar will provide you with the templates required to set challenging goals and teach you the tactics for achieving them in two simple steps:

1. “AIM!” Assess your skills, yourself and set goals that will help you exceed your quota.
2. “FIRE!” Implement the right tactics everyday to make your goals a reality. Learn how to prioritize your goals, and what 2 behaviours you need to master to ensure the greatest year ever.

Referrals Rock!

Date: February 24th, 2009
Time: 4:00 pm - 5:30 pm Eastern

The closing ratio on referred leads is 4:1 while the closing ratio on cold leads is 75:1. Knowing that…why wouldn’t you want more referrals? Join this web class to learn the top 3 mistakes you can make when asking for referrals and the top 5 things you can do to ensure that you receive an endless supply of referred leads all year wrong. One Engage customer used a referral technique taught in the class as secured 21 referrals from one client alone! She was able to secure 18 meetings and close 9 of those referred leads. Now that is “Selling more while working less!”

The Do's and Don'ts of Presenting to Senior Decision Makers

Date: March 24th, 2008
Time: 1:00 pm - 2:30 pm Eastern

When it comes to presentations, the two questions I’m asked more than any other are: 1) how to present to senior decision makers; and 2) how to use PowerPoint™ or Presentations™ software effectively. During this class we’ll be looking at both of these critical areas in depth, starting with examining the DO’s and DON’Ts of presenting to true senior-level decision makers.

Snap Out of It!
13 Tips for Breaking out of a Slump, and Getting Back on Track

Date: April 21st, 2008
Time: 4:00 pm - 5:30 pm Eastern

Sales people who have a poor start at the beginning of a year, often find themselves struggling for the rest of the year to catch up. The good news is, whatever you’re experiencing, we’ve all been there at least once. The bad news is, most of us don’t know exactly how to snap out of a slump, and start making sales. Join us in April to learn 13 innovative yet simple ideas that work to get you out of the slump and back on track to making sales.

For Sales Managers Only:
Build a Sales Team Your Customers Love to Buy From

Date: May 19th, 2009
Time: 1:00 pm - 2:30 pm Eastern

When customers enjoy working with your team, you improve your chances of making a sale. Join us to discover seven skills that sales managers, executives and business owners should insist on developing in their sales teams to create a more positive customer experience.

Where's the Profit in That?:
Negotiation to Maximize Profit while Preserving the Best of Customer Relationships

Date: June 23rd, 2009
Time: 4:00 pm - 5:30 pm Eastern

To succeed in today's marketplace, every salesperson needs to know how to negotiate without giving in, and how to be firm without losing a potential customer while maximizing the revenue from each sale. Sales experts agree that the top 10% of sales people never cave in on the first round.

To those who love it, negotiation isn't just business, it's a sport. Whether you're dealing with price objections, a desire for additional product features, or other concerns a prospect may have, mastering the art of negotiation will help ensure your success by enhancing rather then eroding your customer relationships, and increase profits - at every stage of the sales process.

This month Colleen shares her guaranteed method for maximizing results during each negotiation. Through her unique 4-Step Process, you'll learn how to keep your price firm, your customers loyal, and permanently increase your bottom line.