Colleen’s Blog

A couple of weeks ago, the Engage Selling Facebook page hosted one of my Facebook Lives. During that video, we talked about pushing through to the end of the year and making sure that you either hit your goals or exceed past them.

You’ve probably achieved a degree of success by doing the right things from the comfort of your office. If you’re taking the right steps directly from your office, well done! The good news is, if you’re maximizing your efficiency during your work hours in the office, you can expect to achieve great sales results! The better news? You can actually achieve even greater success by periodically stepping outside the boundaries of your office.

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

It goes without saying, but the more interesting you are, the more clients and prospects will want to engage with you. To be clear, being interesting doesn’t simply mean having the best stories on a Monday morning after a busy weekend. And, don't think you need to start jumping out of airplanes or start setting world records either.

It's time to forget about the idea of an "ideal buyer." That's right, forget about it. Times have changed.

Want to know two things that never go together when it comes to salespeople? Low confidence and high sales results. Seriously, have you ever seen a sales rep who sulks in the corner all day, talks about how tough it is to make sales, lacks overall self-esteem but simultaneously still manages to be the top performer in the company? Suffice to say that's a rhetorical question. It simply doesn't happen. Methods and strategies are great, but are you focusing enough on your sales team's confidence level?

Home fitness is all the craze these days. You know, those big, bulky machines that supposedly deliver amazing results or those 90 day programs that make you fit and healthy? Don't worry, I'm not about to bash anything that can increase your fitness, health and overall well-being.

It goes without saying, but sales can be one of the most stressful professions out there, period. Your sales team is constantly feeling the pressure of hitting targets, keeping clients happy, ensuring the delivery of what was promised, and the list goes on. There can, as a result, be a natural tendency for sales professionals to "oversell" in an attempt to close more deals and hit their targets.

If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople.

This common error costs more sales than most sales leaders are willing to admit. Here's the thing, you could possess the most talented sales team in the world, equipped with sales reps who know how to ask the right questions, overcome objections, negotiate effectively and it will still do you no good if these reps don't ask for the sale. Why then, are so many sales leaders being nonchalant about the fear of asking for the sale? This doesn't have to be a matter of intimidation!