Colleen’s Blog

What's the easiest way to lose control of the sales process? I'm sure you've noticed, many 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 and trying to come to a solution. In their mind, it’s much easier to ignore you than to reach out to you for a chance at a better price. Your buyer fears 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.

Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain. Every time you close a sale you should be adding three to four more leads to your pipeline. When you’re concentrating too much on closing business it detracts focus from gaining new leads. Before long, you will have no new leads to close business with, and this is what causes swings in revenue or sales whiplash...as I like to call it! Don't worry, dear sellers, there are ways to avoid this. Are you wondering how you can attain consistent revenue?