Expert Author: Colleen Francis | Category: Sales Being effective at prospecting requires that you maintain a steady pace with your sales calls. That's how you ensure your sales funnel remains large enough so that you meet your sales targets year after year (and remember, that funnel has to be three times the value of your targets). In making those calls to new leads and prospects, sales people often complain to me that when they are intercepted by someone's voicemail, it too often becomes a black hole.
Expert Author: Colleen Francis | Category: Sales "Is it possible that what we’re selling is just priced too high?" I hear that question a lot when troubleshooting sales issues for clients during my seminars and coaching sessions. Plus it’s worth noting that it’s a question that tends to turn up again and again like a bad penny particularly in challenging economic times. My answer is always the same: price isn’t the problem.
Expert Author: Colleen Francis | Category: Marketing Colleen Francis through this article focuses on the amazing power of testimonials. According to Colleen testimonials are an absolutely vital part of the formula for success. Colleen has provided certain steps that provide a picture that show how testimonials play a vital part in the business. The real power of testimonials comes from the fact that they’re not polished...they’re authentic and from the heart.
Expert Author: Colleen Francis | Category: Business As a sales trainer, I spend a lot of time in front of crowds, and sharing stories is an important part of what I do. When I’m speaking with people, I don’t just share with them my success stories. I talk about the mistakes that I’ve made along the way, too - like, for example, the time when I was a rookie in sales and tried to build a rapport with a customer by commenting on the lovely desktop photo of that person’s two sons...only to find out that the boys were actually girls.
Expert Author: Colleen Francis | Category: Sales This article following article narrate a face-to-face interview between Colleen and Dan Walker(host of Sales Rep Radio). The conversation leads a weekly podcast offering tips, best practices and expert advice for sales professionals across North America and around the world. Colleen throws a beam of light encouraging all sales reps to really focus on the prospecting part of their business,
What will happen if you do not reach an agreement with your client? A good sales person must prepare for negotiation before meeting his client for closing the sales agreement. Negotiation is the art and science of reaching an agreement that meets your and your client's goals. Prepare yourself before playing for your goal. Just go through engage selling's 9 areas of planning to consider before you start a negotiation...
Cut in the price is the key factor, which steals your loyal clients. Competitors opt the price reduction policy, which takes away your valuable customers to whom you have been offering the best of your services. But Colleen has rightly explained under the 6 steps that how a sales representative can overcome such situations when his client says, that he is being offered the same product at a very competitive price. In the above article...
Nothing is worse then Price negotiation for closing a sales deal. Even after your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that your price is fair, if your prospect is still pushing for a discount, try some of these best practice ideas submitted from engage clients for finishing the discount questions, like providing a free shipping, payment terms, payments with credit cards, free electronic copies and...
Influencers cannot buy, they can only recommend. A decision maker is the only person that can say yes. Decision makers own their budgets. It seems easier to deal with influencers rather than decision makers. To sell effectively, call the highest level of decision maker that is relevant to your product or service offering.
Have you ever thought of that Why good Sales people at times unable to close a sales deal. Building a trust with your client is the most prominent factor. There are basic eight mistakes, which have been brought in light by Colleen in her new article. Trust, Fear, Tricks, Sole product focus and few more mistakes which a good sales person makes closing a sales deal.
Your product price is too high or it's too expensive. This is the dreaded pricing question which most of the sales representatives face from their clients. How to deal with such upfront questions is a challenging task. Give an early estimate for such questions by keeping all the options ready. Do your brainstorm to prepare yourself to answer similar question if they arise in future.
Is your price too high-or not high enough? Here we are with a two-step formula for handling these kinds of objections. Don't be afraid of objections, you can use silence to effectively handle almost any objection. Whenever a client tells you your price is too high, just take a deep breath and be quiet. Ask them questions before answering to their objections. Here we are providing you the list of right questions and some responses you can use to answer a client's objection. Try out these steps to hold success in your hands...
Expert Author: Colleen Francis | Category: Sales Many companies invest far too much time in looking for new customers, rather than making their existing customers happy. Over the years it has been seen that existing customer is less expensive than acquiring a new customer. There are four most important steps for increasing sales results, revenues and exceeding in sales targets.
These tips and techniques will help professional sales people fuel their success...
Voice mail is becoming an emerging area for sales professionals for making their sales and high commissions. There are few important things, which sales professional must keep before leaving a voice mail. "Following these steps have resulted an increase in sales call success by 80 per cent as said by Jerry Everett, On Conference Then If you have decided that you want to leave a voicemail message, try these three-steps process...
Expert Author: Colleen Francis | Category: Sales I never cease to be amazed at how many sales people focus on themselves rather than on what their customer actually wants to buy. Are you selling to Marketing VPs in the textile industry or Chief Technology Officers in the aerospace industry? The answer to this question defines your product, whether it's a tradeshow booth, retirement-planning system, clothing line or human resource staffing service. If your solution will help a prospect accomplish something or achieve their sales targets, then you will be much more likely to grab their attention. If your solution...
Expert Author: Colleen Francis | Category: Marketing It's much easier and more profitable to keep an existing customer than it is to land a new one. Research tells us that most North American companies lose half of their customers every five years. Four of the best practices used by some of the top firms in the country to increase their customer retention rates and maximize their profits are Measure your current status, confirm the criteria for success, know your customer's requirements and ask them questions related to your products and services.
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