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.

In my community, there is a very big named sales trainer who came out during a presentation recently and said, "Your job as a sales rep is to push your value proposition hard and often enough until the customer either buys or walks."

You know and I know that content is king when it comes to B2B selling. Therefore, it doesn't surprise me that a recent study from Curata shows that 71% of companies are investing in content for their marketing and sales teams in order to attract new customers.

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!

I'm doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.

A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.

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.

I think it's fair to say that our buyers are busier than ever before because we're in a virtual employment situation. In fact, studies are showing that this is the first time in our lifetime that we've had more job openings than people looking for work.

Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?

We're in Q4! This can bring feelings of anxiety for many salespeople, especially if they're behind target. Don't worry! There's still time to end the year on target..or even exceed it!