The 20 Mistakes that are costing you sales
The top 10% of sales people constantly look for ways to remain at the top of their game and effectively eliminate their competition. Loosing a sale now and then can offer reminders and or specific insights into how to further improve your chances on closing your next deal. Consider every loss a lesson. Learn from each one and you will soon be in the top 1% (not merely the top 10%)
Recovering from a missed opportunity: When the mistake is yours!
How do you recover from a missed opportunity that is a result of timing, i.e., customer asked for a detailed quote when you are over scheduled?
Got Implementation?
Thanks to everyone you again for attending our Race to the Finish web class series. Those that did attend have reported to me that they are already putting the strategies into practice! …
Focus on your most important investment – your time
No matter how wealthy, talented or successful we become, time is the one thing we can never get enough of. The top 10% of performers are acutely aware of the …
Take the Sales Quiz!
Test your sales knowledge with this Sales Quiz. Just answer the topical sales question below and have Colleen give you her answer! Which activity is most likely to improve …
Prospect decides to complete the project internally. Do we still follow up?
Be a resource, not a sales person and follow up.
Thank you Gifts? Or Sales bribes?
If you are concerned about perceptions, learn how to test the waters. Start small – maybe just with a thank-you card. There are many gifts you can send clients at all price points, 0 – $$$. And gifts you can send in all situations; from those that readily accept gifts to government organizations who can barely accept a coffee on you. Here are my top 10 rules for making sure you don’t cross the line.
Race to the Finish – Achieving Your 2010 Sales Goals!
Wow! I knew that many would be interested in sharing the challenges to meeting their sales goals for 2010… But I am impressed and inspired by the response I’ve received …
Stop Making these Mistakes
I’ve had had it with sellers calling my office house who use terribly outdated, manipulative, boring, trite or insulting sales techniques. It’s especially maddening when their gross sales negligence happens in the …
For Sales Managers…6 Coaching Tips to Help Your Reps Break Out of a Slump
Paul had suddenly been experiencing major problems in his telesales career because many customers would not call him back. He estimated that up to 90 percent of customers were ignoring …
The Trust Return on Investment? What’s that?
If you are like most organizations, your marketing budget has been squeezed and squeezed as customers become tighter with their spending and competitors become more and more fierce. This means …
Getting to the Finish Line
Well! You can sure tell its September. Sales teams are meeting with me from Grand Forks to Phoenix and even Winnipeg this month. And while I have been fortunate to …
