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Colleen's Articles

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  • “I have to take your proposal to my manager!”
    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. Make sure you are calling the highest relevant decision maker, not just the highest decision maker. Try the Colleen’s plans to bring the true decision maker to the table.
  • Your Price Is Too High
    In the following article Colleen Francis has tried to narrate how to grip the most universal sales objection that sales professionals overcome i.e. “Your price is too high!” In order to tackle or overcome the situation, Colleen provides five steps, to ease price objection from both new and established clients. According to Colleen price is the only objection that sales people in every industry, sector of the economy encountered with.
  • To Thine Own Self Be True: Five steps for dealing with angry customers
    As a sale professional, what you do need to understand is how to handle angry customers whenever they inevitably come into your life. Sales people will have at least one difficult customer during their career. Colleen Francis from Engage Selling has given us five positive ways to deal with angry customers “Dealing with customers”.
  • Throwing away the sales script
    The article written by Colleen Francis is all about Cold Calling. Colleen brief’s the article by saying that cold calling is likely an important part of how you’re expected to find new leads and turn them into customers. Colleen provides certain points that help to master in Cold Calling and also bring in the new leads and new customers.
  • The Real Trouble with Assumptions
    How assumptions effects in business or sales? In business and sales, this can present a significant problem in the way we interact and communicate with clients and potentials. Assumptions can cloud the path to honest communication. Without honest communication, an organization cannot understand the true needs of its clients. The trouble with assumptions—arriving at conclusions based on ....http://www.engageselling.com
  • The key to acknowledgement
    As a sales professional what you do need to understand is how to acknowledge the customers when they inevitably come to your life. You can acknowledge the customer by showing praise or giving gifts. Colleen Francis from Engage Selling has provided us with eight positive ways in order to “acknowledge the customers…” http://www.engage-selling.com
  • The good karma of being nice:
    In the following article Colleen Francis has tried to narrate how to improve your sales performance in any kind of organization is this: be nice to people. Colleen provides three tips to keep in mind be consistent, be prompt, be thoughtful. Colleen says by investing a little in the power of being nice—listening compassionately to others and tending to their needs—you can make an amazing difference in your life and in the lives of others. To know more….http://www.engageselling.com
  • The art of letter writing- Don’t underestimate the power of "from me to you"
    This article of Colleen Francis describes the art of letter writing (handwritten letters). She says that we doesn’t want to write letters because letters writing take more time to compose and mailing them can be time consuming. She says that the letters express your feelings but the most compelling email message or phone call can’t match that kind of attention-grabbing power. She says that tries this letter writing art in your business and sees the amazing results in your business.
  • The amazing power of testimonials
    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.
  • Ten things you absolutely need to know about prospecting

    In this article Colleen Francis describes the ten key points that you need to know about prospecting of sales in business:

    It’s not a part-time job

    It’s not about short-term goals

    It’s a discipline

    It takes more than you think to get it right

    Never lose sight of what needs to be done

    Fulfill your commitments

    Do the work in right time

    Be choosy

    Increase your sales skills

    It’s how you take charge of your success
  • Rethinking the sales process
    As a sales professional what you need to understand is how to rethink the sales process. In this article Colleen descript how Fred helped her in business when she was failing miserably. Colleen discovered that when you’re financially strapped you develop into an emotional wreck. According to Colleen, successful in sales doesn’t hinge on following a process or a technique. It’s all about having the right mindset and persevering. Colleen says that success leaves clues
  • Ready Set Change
    Have you ever thought of participating in some favorite pastimes, like vacations? For many sales professionals Vacations is a big event. And if you find in your business or sales professions that you are lacking the energy and the enthusiasm, then here are the six ideas from www.engagedselling.com to recharge you batteries and keep enjoying all aspects of your lives while continuing to work . Here are some ‘best practice’ ideas …… /
  • Price, Price, Price!!!
    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 ……
  • Price isn’t the problem
    In this article Colleen Francis describes that high prices doesn’t matter in the market if you serve the best services and quality to your customers. She says that price can determine who you are and who your customers will be. She says that a low-pricing strategy can also have an adverse influence on who you do business with. She says that the focus on value and benefits Top-ranked sales performers focus on the value of what they are selling and how it can best meet the needs of the customer.
  • Passion is no ordinary word-Channelling the sales professional in every entrepreneur
    Passion is no ordinary word-Channelling the sales professional in every entrepreneur

    In this article Colleen Frabcis describes the Channels of sales professional in every entrepreneur. According to her all sales people are entrepreneurs. She says that good sales skills, passion, confidence, risk and important sales advice are the compulsory things in every business.
    In the behind of a successful business have their products, services and ideas know how to channel their passion.
  • Overcoming Customer Objections
    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, To know more visit …. http://www.engageselling.com
  • No Free Gifts!And Other Negotiation Advice Designed to Keep Your Value High and Your Customers Happy
    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...
  • Negotiation Preparation = Negotiation Success
    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…
  • Keep in Touch!
    Have you ever lost contact with a client and wondered why? In the following article Colleen Francis has tried to narrate how to keep in touch with your clients. Colleen provides some basic rules of etiquette and 7 habits that sales person should incorporate in his regime. According to Colleen Francis staying in contact with clients is an vital part of sales success.
  • Is what you imagine really what you notice
    How assumptions effect in business or sales? To keep own assumptions in check is a simple skill to acquire, but in order to maintain it consistent at work it takes a lot of efforts. Colleen Francis from Engage Selling suggests that the most confident salespeople are interested in blame game rather than finding solutions. People think they are always right but we have demonstrated that halftime they are wrong about what they are convinced they are true
  • Getting Inside the VORTEX
    Your customer list is your most important sales asset. If you are a sales rep, take note repeat sales are up to 15 times more profitable than new sales. If you are a business owner – this statistic should excite you. You can’t build a personal relationship without regular communication. Here are engage selling’s 6 VORTEX components…
  • Get More Referrals Now
    This article following article narrate a face- to- face interview between Colleen and Clayton (the representative of salesopedia). The conversation leads to focus how referrals help to reduce your selling time and cost of sales. Colleen throws a beam of light on different strategies related to referral which helps you to sell more products in a limited period of time. http://www.engageselling.com
  • Get Disciplined!
    Through this article Collen Francis tries to narrate how to get disciplined !
    According to Colleen discipline is the most challenging skills to master among majority of sales professionals today. Lack of discipline can effect the prospect for new business. Collen Francis from Engageseling narrates how to learn from your successes - and your failures.
  • Five simple things you can do every day to improve your bottom line
    Five simple things you can do every day to improve your bottom line

    In this article Colleen Francis gives the five selling rules to improve your sales. That rules are:

    • Pick up the phone (good communications skills),

    • Go to a networking event

    • Send an email (keep in touch to your customers)

    • Rekindle

    • Call a satisfied customer

    She says that if follows above five rules in our business we can improve our bottom line.
  • Don’t Get Down – Get Better!
    Your first meeting goes wrong. Then don’t let negative emotions come out n your way of success. Do something proactive to change your perception and help alleviate the stress you’re experiencing. Colleen Francis from Engage Selling has given us five positive ways to deal with these “Character Building Days”.
  • Break open the voicemail clamshell
    In this article Colleen Francis describes that how we can get positive results in sales by Voicemails. She says that nobody likes voicemail. But she describes three-step strategy to break open the voicemail clamshell.
    1. Leave a short, purposeful message that requires no action by the person you are calling.
    2. Leave a short, purposeful follow-up that fully meets the commitment you made earlier.
    3. Leave one final, purposeful message that takes ownership of why that person hasn’t called back yet
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