Colleen’s Blog

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.

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!

Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits.

It goes without saying, but the more interesting you are, the more clients and prospects will want to engage with you. To be clear, being interesting doesn’t simply mean having the best stories on a Monday morning after a busy weekend. And, don't think you need to start jumping out of airplanes or start setting world records either.

Not hearing back from prospects? Waiting by your phone, hoping it will ring? Being ghosted by prospects can be frustrating, but here's what you can do about it.

This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?

Want to make your offer impossible to refuse? Here's how to quadruple your value.

I've been thinking a lot about the state of sales, especially its state in the future. Here are some of my predictions and musings.

It goes without saying, but sales can be one of the most stressful professions out there, period. Your sales team is constantly feeling the pressure of hitting targets, keeping clients happy, ensuring the delivery of what was promised, and the list goes on. There can, as a result, be a natural tendency for sales professionals to "oversell" in an attempt to close more deals and hit their targets.

Did you just do a double take? Don't close sales...isn't that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition.