Colleen’s Blog

When it comes to objections, there is no reason you should be unprepared to handle them. Think about it, there are generally only a few objections that you're going to hear:

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.

A bad apple spoils the bunch? Not so fast. I often hear one of these familiar whines: "Colleen, it's different around here..." "Colleen, what you need to know about our market is..." "Colleen, it's unique here..."

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

We all strive to be perfect. But, there's a problem with perfection. Interestingly enough, most of us know that it's an unrealistic ideal to live up to.

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

If you follow my work, you may be familiar with my belief that the most critical part of the sales process is between getting someone to say yes and when that order actually comes in. The shorter you can make this time period, the less likely you are to lose the sale.