Colleen’s Blog

This week, I want to examine the ideal client. Because, far too often, we have a superficial picture of what the ideal client looks like.

Sure, you've probably read numerous articles online dedicated to helping you make more sales. You've probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused. Yet, paying attention to your health and well-being is one of the most important habits you can instil to maximize your results.

Could your organization be giving into certain stereotypes? There are a limitless amount of companies out there seeking to cater to certain generations.

It’s important to keep finding things to remain positive about while in a crisis. To that end, I’ve talked about why it’s important to keep moving during tough times. It is equally important, however, to safeguard the way you think. Never lose your ability to be objective, anticipate, and adapt to change.

In every sales territory and in every organization, there's a hidden danger—one that has the potential to be lethal if left unchecked. It emerges only when "the unexpected" occurs. That's usually something big and potentially destabilizing. It could take the form of a sudden severe weather event, a change in management, a shift in organizational priorities in your client's company, or even a downturn in one or more sectors of the economy.

There's a truth about price objections that you need to be familiar with.

I want to share with you a concerning trend involving your prospects’ trust and what you can do to fix it.  We are indeed seeing issues involving trust from buyers right now. Who can blame them? It's an incredibly volatile marketplace and it's going to continue this way for some time. However, it’s important for us to recognize that buyers currently lack trust not necessarily because they lack trust in you, but because they lack trust in themselves.

Building trust with clients should be at the forefront of every organization's thinking and planning.

How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask? Well, there's a big difference between the way mediocre or poor performers interact with their buyers compared to how top performers do. Average salespeople view and regard their prospects as one of two things: 1. superior to them or 2. inferior to them. Let me explain.

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!”  I’ve been hearing that whine a lot from sellers. Most recently, it was from a client of mine, saying: “I’ve been supplying my long-time customer with free donuts and baseball hats every month for the last 20 years and now they’ve suddenly moved to the competition!”