Colleen’s Blog

When we're making a sale, we're asking someone to make a change—a change in business, strategy, software, people, or products. However, more importantly, change is difficult. If you start thinking about selling as managing a change management process, it really helps you to speed up sales and set yourself apart from the competition. Why? Because your buyers, indeed, don't like change. They're scared of change and making the wrong decision.

Home fitness is all the craze these days. You know, those big, bulky machines that supposedly deliver amazing results or those 90 day programs that make you fit and healthy? Don't worry, I'm not about to bash anything that can increase your fitness, health and overall well-being.

I want to build on the tips that I discussed with you last week about the sellers that you should not hire. Something that remains true is that we want to hire sellers who are well connected and back in the day, that meant that we hired sellers for their Rolodex.

Last week, we talked about being nice, staying focused and getting to work and I mentioned that being nice was so important because people do business with people that are motivated, successful and happy. One of the ways that we can show that in our business is to be confident.

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.

Home fitness is all the craze these days. You know, those big, bulky machines that supposedly deliver amazing results or certain 90 day programs that make you fit and healthy? Don't worry, I'm not about to bash anything that can increase your fitness, health and overall well-being. The fitness machines and programs are not my issue. In fact, if you eat right, work hard and stay committed, you probably will get into great shape. My issue is with the people who buy these machines/programs, and then leave them to collect dust. You can have greatest fitness program or gym pass in the world, but if you don't use it, the results won't come. 

It bothers me. No, it drives me crazy. What, you ask? Picture this, a sales organization delivers great service and great results. In fact, their client base is absolutely thrilled with the entire process of working with this particular organization. Yet, the organization does nothing to leverage this success. Their prospects don't know about it, perhaps individuals within this organization don't even know about the great work they've done in the past!