Colleen’s Blog

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer. And that puts you at risk of landing fewer deals. The more objections a buyer has, the more likely it is you have a fact-finding mission on your hands.

We're a couple of months into the year and maybe you're behind. Maybe January and February didn't start out as strongly as you would like. It's not the end of the world. In fact, being behind the first quarter of the year is probably the best time to be behind. However, more importantly, you have to do something about it.

You’ve been increasing your prospecting efforts and as a result, orders and sales are beginning to flood in. Your hard work is beginning to pay off and you’ll never have to spend time prospecting again...right? Wrong! Too many salespeople become complacent after a successful period of prospecting. They begin to slow down with their prospecting activities because they’re too busy celebrating current victories instead of focusing on securing future achievements. In short, they forget all about the hard work that allowed them to achieve success in the first place. Don’t get caught in this trap!

Have you noticed the number of personable business owners who can’t manage to get their sales results to a level that they are happy with? They understand their industry and are likable as well, yet their prospects always seem to brush them aside for their competitors. Does this sound familiar? Many salespeople today seem to believe that the influx of new communication technologies that have arrived over the past 5-10 years are insignificant and meaningless to their selling. Nothing could be further from the truth. Too many salespeople still rely on their smile, firm handshake or charm to get them more sales. Chances are, they aren’t happy with their results.

Do you find yourself using sales lines you heard in Hollywood films like Tommy Boy or The Boiler Room? If so, it may be time to consider a new route. Chances are those movies were not made to demonstrate solid sales techniques to the audience! They will do little to no good in building proper rapport with prospective clients. Consumers want to buy from people they like and that they trust. Let's take a look at four key principles needed to build high trust relationships.