Colleen’s Blog

A lot of work in the sales process focuses on handling objections. I'm going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.

Your sales team needs to know how to pivot. Anyone can memorize a sales script - but it's an essential skill for salespeople to be able to handle all elements of a real-world conversation, including those dreaded objections. An unexpected answer, question or concern is no grounds for a sales rep to lose their composure. Their expectation should be to carry right on the with the conversation and pivot with another question. No, a "deer in the headlights" look does not bode well with instilling confidence in a buyer's mind.

Our team spends a lot of time working with our clients on compelling value propositions and client testimonials. There are two ways to use client testimonials that are often overlooked that I think are some of the most powerful uses of this type of content.

I’ve noticed something about sales managers, companies and even salespeople. They tend to overcomplicate the selling process. Could members of your sales team be falling victim to this trap? There are only four things that you need to do in every single sales process, so keep it simple.

You’ve heard it before. The dreaded “Let me think about it” objection is never something a salesperson wants to hear. Salespeople struggle with this objection because they don’t want to be “pushy” or “aggressive.” As a result, they usually thank the prospect for their time and move on. The worst part? They often never hear from the prospect again. The trick with this objection is determining whether or not it’s a real objection. Many prospects throw out the dreaded phrase because they want to get rid of you, while others really do need time to think. How can you tell them apart? Here is a highly effective technique you can use to uncover the real hesitation while giving you essential information so you can close the business.