Voicemail Basics
More and more sales reps are complaining to me that they are getting stuck, can’t get through, can’t make direct contact and can’t get a return call. And, if I …
What Kind of Sales Person are You? How to Increase Sales in a Slow Economy
Not long ago, a client of mine asked me how he could identify a successful sales person, and what kinds of sales people he should try to avoid. This question …
What Makes A Successful Negotiator? Five Steps To Negotiating Like An Expert
My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing …
What Your Clients Really Want: The Key is Acknowledgement
A powerful driving force in all customers and sales people is the desire to make a difference. We want to see that our lives count and we need to feel …
Why Creating Great Content Needs to be One of Your Top Goals
In today’s market, you and your organization are more than sales professionals: you’re subject experts who can offer something of value to customers and prospects. That is why it’s so …
Why Even Good Sales People Don’t Close. The Top 8 mistakes that could be stopping you from sealing the deal
In my coaching practice, I work one-on-one with sales people to help them close more business, faster and increase their profit margins. Over the past few years, I’ve been able …
Why the Bottom Line Isn’t – How to Get Ahead of the Competition – and Stay There!
Recently, I’ve been coaching a number of clients who work in highly competitive industries. It’s not uncommon for these clients to have upwards of 30 direct competitors apiece – and …
Why Traditional Sales Processes Reduce Sales Results
Why salespeople lie to their clients Ask most people to describe a salesperson, and likely as not, you’ll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," …
Will Your Ship Come in Today?
When I am working with private coaching clients I note that ninety-nine times out of a hundred, a lack of consistent revenues is caused by a lack of consistent prospecting. …
You Like Me – You Really Like Me! 6 Ways To Increase Your Referrals and Make More Sales
“Colleen – how can I get more referrals?” This is the most common question I get when conducting prospecting workshops. My most common answer is: "What have you done to …
You’re Falling Short. Now – What do You Do About It
Only 20% of all sales people are top performers, which means that they regularly close at least half of their qualified prospects. At the other end of the spectrum, about …
