Colleen’s Blog

Here are a three mistakes I see companies make in building their sales practice

Testimonials are a powerful component in your sales arsenal. But why are they so effective? The answers are in the lessons taught by legendary businessman W. Clement Stone—a skilled salesperson who built what would one day become a multi-billion dollar empire, selling fire-insurance policies door-to-door during the toughest years of the Great Depression.

I always love to promote business with excellent sales practices. This time kudos goes to www.savvyselections.ca

A new network of outstanding global consulting practices, Summit Global Network™ (SGN), is providing outstanding results to hundreds of clients in dozens of countries. Founder Alan Weiss, PhD notes, “We’ve formed a coalition of longstanding, highly respected consulting practices with offices in over a dozen countries to bring the best practices of the entire body to bear on the individual client needs of any one member.”

Price is the single most common objection encountered by salespeople, but it doesn’t have to be a deal killer. Here are five field-tested ways you can skillfully handle price objections.

Building great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as well when those satisfied customers tell their friends and colleagues about you. Referrals have a unique capability in that they have the potential to generate new clients for you without you having to seek out those clients first.