Colleen’s Blog

Could your sales team be forgetting about this crucial step?

It occurs in just about every business and it’s happening a lot now: the dreaded call from a buyer who says they need to renegotiate the terms of an agreement you have with them.

When it comes to sales success, consistency is key!

This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself.

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer. And that puts you at risk of landing fewer deals. The more objections a buyer has, the more likely it is you have a fact-finding mission on your hands.

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming. Even with everything difficult that is happening in the world right now, there’s some good news on the business front.

Have you ever stopped and ask yourself what the return on investment is for your clients who work with you?

“We didn’t see it coming.” That’s what an exasperated client of mine said to me recently when they lost not one, but two big accounts due to unforeseen internal changes within each customer’s organization.

I've been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn't see it coming.

Imagine you're preparing a delicious meal and you're short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones. You can shake them together but soon they'll separate.