Colleen’s Blog

We've talked repeatedly, especially this year, the importance and value of your relationships. At the end of every presentation, call, meeting, or strategy session, the fundamental pillar behind whether or not you create great sales and a thriving organization comes down to your ability to create, maintain and grow your relationships.

It's one of the questions I receive the most often...how can a salesperson overcome those dreaded pricing objections? It's interesting that this comes up so often, because it seems to me that more often than not, most salespeople are looking at pricing objections from the wrong perspective. In fact, these common objections often have nothing at all to do with price! Let me explain.

In my community, there is a very big named sales trainer who came out during a presentation recently and said, "Your job as a sales rep is to push your value proposition hard and often enough until the customer either buys or walks."

You only have a few seconds to make a positive first impression on someone. Let’s face it - within moments of meeting another person we have often already determined whether or not we want to work with them. Here are, what I believe to be, extremely simple steps to creating trust in meeting someone new:

You know and I know that content is king when it comes to B2B selling. Therefore, it doesn't surprise me that a recent study from Curata shows that 71% of companies are investing in content for their marketing and sales teams in order to attract new customers.

Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown some types of customers as it is to say that you have some customers that you should have never brought on in the first place. You know who they are!

I'm doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.

I am thrilled to announce that I have been named one of LinkedIn's Top Voices for 2018. This is a yearly list LinkedIn curates recognizing their most engaging creators. You can view the full list here.

A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.