Colleen’s Blog

When I started selling decades ago, we were told that we wanted to be the trusted advisor or partner of our customer. To this day, I still hear people saying that. However, it's an outdated cliché.

You cannot grow your business with a particular client if you're relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.

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: