Colleen’s Blog

I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you attract and retain more customers.

It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t).

Are you pushing the sale too hard with your prospects and clients? Look, we all know sales is about persistence. Sometimes though, sellers don't know when to slow down on that persistence and actually repel the client away.

When it comes to objections, there is no reason you should be unprepared to handle them. Think about it, there are generally only a few objections that you're going to hear:

Beginning another phase of recruiting or simply want to increase your hiring success? There are certain things that should be automatic red flags. If they pop up while you're interviewing someone, it's a telltale sign that you should probably steer clear from them. Let's take a look at a few warning signs.

Are you clear on your prospecting? You're probably familiar with the saying "always be closing."

Sure, you've probably read numerous articles online dedicated to helping you make more sales. You've probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused. Yet, paying attention to your health and well-being is one of the most important habits you can instil to maximize your results.

How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask? Well, there's a big difference between the way mediocre or poor performers interact with their buyers compared to how top performers do. Average salespeople view and regard their prospects as one of two things: 1. superior to them or 2. inferior to them. Let me explain.

It's a common scenario, and it kills proposals.

A bad apple spoils the bunch? Not so fast. I often hear one of these familiar whines: "Colleen, it's different around here..." "Colleen, what you need to know about our market is..." "Colleen, it's unique here..."