Colleen’s Blog

Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, by following this methodology, they end up scaring away the prospect anyway. If you avoid discussing pricing options until the very last moment, you make it too easy for the prospect to ignore you. They may love everything about you and what you have to offer, but if the amount they see in writing is not something they’re comfortable with, chances are they will simply avoid discussion rather than initiating it. In their mind, it’s much easier to ignore you than to reach out to you for a chance at a better price. Remember, your buyers fear rejection too! When this scenario unfolds, you lose complete control over the sales process and you make it very difficult for yourself to recover from it.

You've heard the saying variety is the spice of life before. So, just like many other things in life, keep the word variety in mind when it comes to your sales if you want see greater results. If you’re only using one or two pipeline streams to create more success with your prospecting, you are likely either currently experiencing or will experience less than impressive sales results. Why? Because the goal of efficient salespeople is to fill their sales funnels with the right prospects using multiple pipeline streams. In today’s market, your buyers have access to information anywhere, anytime and on any form of media they desire. In fact, they are often gathering information about you in places you would rather they avoid, especially if you have little to no presence in those spaces. Therefore, you must be ubiquitous! It’s critical that you retain control of all pieces of information about you and your business by embracing all forms of prospecting tools and media. You need to continue using the traditional and direct prospecting tools that you’re used to but you must also begin using indirect tools such as social media and publishing to your advantage. By doing so, you also expand your presence in the market.

Did you just do a double take? Stop trying to 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. Closing is something you do to a person. While it may just be a term, the language is completely one-sided. It implies that you are going entirely for the win regardless of what’s right for the customer. Salespeople who approach prospects with this kind of self benefiting mentality are almost never successful in their long term endeavors. Depending on their abilities and experience, they may in fact convince the prospect to do business with them, but long term, mutually beneficial relationships are rarely ever fostered. This breed of selling creates the "pushy" and "aggressive" stigma that clouds our entire industry. It puts everyone, including well-wishing, value focused salespeople at a clear disadvantage with prospects. You want to instill a win-win mindset in your team. Your business hasn't truly won unless your clients are gaining incredible value by working with you. Sales closing techniques that have amusing terms or names are often methods that you should not be using. For example: