Colleen’s Blog

Recently, I've been working with a lot of financial selling professionals. This particular group was whining to me that they used to ask for referrals all the time, but they were terrible. They got referrals from people that they didn't want to do business with, who weren't a good fit, etc. At that point, they had just given up and thought that referrals don't work.

Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, " Hey, I don't need this much. This will be too expensive. This company doesn't understand my needs. I'm just going to walk away."

It's fall, which always means a lot of travel for me, and this year is no exception. We threw in a vacation for good measure, and as I'm writing this post I am sitting in my first ever southern hemisphere destination, Sao Paulo. As always, travel is a great way to observe the buying and selling behaviors of the global community. Here are 4 lessons I have learned in the last 12 weeks:

I've been spending a lot of time talking about reducing labor in sales. In fact, we had a blog post about it a few weeks ago as well as a Facebook Live video.