Colleen’s Blog

This week, I had the pleasure of addressing 400 top Financial Services professionals at a national sales conference in Las Vegas. In fact, the image embedded to this blog post is the "backstage" view I had before the audience starting piling into the room. Here are the top 10 points from my keynote, they're the strategies that work today:

I've had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind.

If you're in sales, you know the age-old mentality towards marketing. They're often looked at as the "bad guys." They're not the enemy.

I've said it before and I'll say it again. Cold calling is nothing more than desperation selling.

Your sales team needs to know how to pivot. Anyone can memorize a sales script - but it's an essential skill for salespeople to be able to handle all elements of a real-world conversation, including those dreaded objections. An unexpected answer, question or concern is no grounds for a sales rep to lose their composure. Their expectation should be to carry right on the with the conversation and pivot with another question. No, a "deer in the headlights" look does not bode well with instilling confidence in a buyer's mind.

Are you actively seeking referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect? It doesn't take a math genius to figure out that many salespeople are missing out on key opportunities to increase their sales and grow their businesses. I understand the intimidation factor, but the truth is in order to achieve and maintain any kind of success in sales, you have to push through the intimidation and ask for referrals anyway. They are such a powerful tool to grow your customer base, and not asking for them often enough is doing a huge disservice to yourself and your business.

Far too many companies out there simply aren't growing. They're stagnating - once exciting results have been relived quarter and quarter and year after year and they're itching to see greater revenue. Does this sound like you?

You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the way) and they're increasingly looking for peers. They want someone is equal to them and at the same level as them, even if they hold different titles from the person they're buying from. Here are two important steps you need to consider if you want to be perceived as a peer and build trust with your customers:

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you need to do before you proceed with interviews in order to ensure that you hire the right person and create the best team possible.

What's up with the recent increase in dishonest sellers this year? Seriously, how can anyone actually think beginning a relationship with dishonesty is going to pay off in the end? It boggles my mind!