Colleen Francis
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Article
The Truth, the Whole Truth, and Nothing But the Truth
Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest."nnnThose of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable reputation. Unfortunately, the fact of the matter is, people who sell for a living do so in an environment tha
September 27, 2006
Article
9 Steps to Building a Profitable Customer Relationship
Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience:nnLove what you sell, the company you work for and the customers you serve.nIf you are truly passionate about these three things, your willingness to help your customers solve their problems will shine through. Customers will
August 14, 2006
Article
Snap Out of It! 13 Tips for Breaking out of a Slump, and Getting Back on Track
Sales people who have a poor start at the beginning of a year, often find themselves struggling for the rest of the year to catch up. The good news is, whatever you're experiencing, we've all been there at least once. The bad news is, most of us don't know exactly how to snap out of a slump, and start making sales.nnFirst - don't panic! If you're in panic mode, you can't be creative, and creativity is exactly what you need right now. Besides, just as dogs can smell fear in hu
March 31, 2006
Article
The Fine Line Between Persistence â and Stalking!
In sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and "C" list prospects, how can you make sure those follow-up calls have the greatest possible impact?nnThis week, let's go back to the science of sales, and dissect a typical opening cal
February 28, 2006
Article
Top 3 Fatal Sales Mistakes: What Not to Do to Succeed in Sales!
TOP 3 FATAL SALES MISTAKES: WHAT NOT TO DO TO SUCCEED IN SALES!nnOver the past few weeks, I've found myself on the receiving end of a series of particularly heinous sales techniques - all of which were aimed at getting through a gatekeeper to a decision maker, and all of which ended disastrously for the sales reps involved.nnI firmly believe that, to improve our skills and the relationships we have with our prospects and clients, it's just as important to know what not to do
December 7, 2005
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