Colleen’s Blog

Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace. Most salespeople that we poll tell us that they spend up to 40% of their day just managing email correspondence between clients and internal partners. If this sounds about right for you as well, imagine the number of sales you're missing out on! It's time to realign your mindset. Email does not close business for you. You close sales based on your personal relationships. Stop working so hard behind your computer and go meet customers in person, or pick up the phone and call them. In order to increase productivity (and sales) you must learn to manage your email inbox. <-- Click To Tweet Here are 5 tips for staying on top of your emails:

Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, by following this methodology, they end up scaring away the prospect anyway. If you avoid discussing pricing options until the very last moment, you make it too easy for the prospect to ignore you. They may love everything about you and what you have to offer, but if the amount they see in writing is not something they’re comfortable with, chances are they will simply avoid discussion rather than initiating it. In their mind, it’s much easier to ignore you than to reach out to you for a chance at a better price. Remember, your buyers fear rejection too! When this scenario unfolds, you lose complete control over the sales process and you make it very difficult for yourself to recover from it.