Colleen’s Blog

Price discounts can be a touchy subject for people. Some sales leaders will never give a price discount, and others will go as far offering a discount to the client before it is even requested. It's true, if you MUST give a discount, you should always be asking for something in return. However, before you even think about providing a client with a discount, try and come up with an alternative solution instead. Consider the following alternatives you can offer the client before automatically handing them a price discount.

My big sales message from this trip so far is a personal one. Just when you think you don’t need to learn anything….think again!

Traveling is always a great way to observe business behaviors. How are customers treated? What practices enhance or erode your experience? Here are this winners and losers from the last few weeks:

So what does all this have to do with sales? The most successful sellers plan ahead and always have a Plan B. They know in advance who to go to at the first sign of trouble, and have sorted out their options well in advance of needing them. Planning ahead goes beyond motioning your sales pipeline

While occasionally everyone will encounter a grumpy gate agent, rude flight attendant, or long delay, the vast majority of complaints I hear are 100% preventable. In other words, passengers are complaining about situations they created!

Are you continuously dealing with prospects who are saying "No" to you or your products? I know, it can get frustrating. You may even find yourself more frustrated with your own inability to react to the rejection in a productive manner. A blank, disappointed stare or a quick exit from the room are a couple of common reactions that I've seen time and time again. There's good news, not only is there a better (and less awkward) reaction to handling rejections, but there's also a chance to close the sale at a later time if you play your cards right.

This past weekend Chris and I enjoyed a fabulous dinner with friends at the Savoy. I love their sister restaurant Metropolitan and had high hopes. But, I also expected to be disappointed. I secretly worried it was going to be like seeing the movie version of your favorite book. Never as good as the original.