Get Engaged. Get Results!
Colleen delivers a no-nonsense, field-tested approach to sales and service that is proven to build lasting and measurable
environments of success for sales team and individuals. Teams that work with Colleen report that she has helped them reduce
discounting by up to 80%, decrease customer defection rates by up to 95% and make sales cycles 30% faster.
Using her unique Selling Innovation™ process, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom lines. Businesses of all size call on Colleen because of her insight built on the experience as a top-ranked sales professional who has been in the trenches of day-to-day sales and marketing. Colleen uses this experience to create a clearly defined plan for her clients success, including relevant, concrete steps you can apply immediately with your sales force.
Clients Learn How to:
- Close more deals with less discounting
- Turn difficult prospects into profitable customers
- Use Selling Innovation™ to develop loyal successful customers relationships
- Communicate with true and lasting influence
Sales teams will also learn how to accelerate sales results by developing their "uncomfort zone" and adopting key behaviors for transforming satisfied clients into loyal customers. Colleen focuses sales professionals to re-align their sales tactics to emulate the top 20% of sales professionals by taking advantage of the fine line between persistence and stalking to get past voice mail, e-mail, receptionists and other gatekeepers and increasing call back from voice mail by 80% and increasing sales productivity the "dollarized" value of each and every client — up to a 50% increase — by and building an exceptional team that sells consistently — and profitably.
Selling Innovation™:
Sell More, Work Less, Make More Money
Overly aggressive or persistent cold calling. Too-polished PowerPoint presentations and corporate brochures. Insincere,
over-inflated or manipulative closing tricks and tactics.
These approaches only serve to pit buyer and vendor against each other. They do not build a lasting rapport between you and your customers. In today's market, these sales techniques are not only sorely out of date, nine times out of ten, they're woefully unsuccessful.
With her internationally acclaimed training approach and no-holds-barred focus on results, Colleen demonstrates The 7 Sales Imperatives for enhancing sales performance and outlines 3 Key Behaviours that lead to consistently flawless sales results. With the strategies and tactics Colleen presents, you'll learn how to sell more, in less time, at a higher profit.
"Being successful in sales today means first letting go of all of those old, faithful, 'tried and true' ideas that used to work, but now only get between you, and making the sale," Colleen says. "Once those stale, outdated tactics have been eliminated from your repertoire, you can begin to build an honest, imaginative and results-oriented approach to sales that will ensure your customers' satisfaction — and your success!"
In the past, flashy, forced tactics worked only because neither customers nor sales people knew the difference. Instead, today's savvy buyers are looking to develop trusted, long-term relationships with their suppliers, by demanding a new approach to sales that opens the lines of communication, builds trust and loyalty, ensures consistent success and answers that all-important question:
How much fun are you to buy from?
Inspiring Results
- Achieve consistent optimal sales performance with The 3 Key Selling Behaviours
- Replace what used to work, with The 7 Sales Imperatives of the top 20% of sales performers.
- Increase profitability by discounting 80% less often.
- Reduce sales cycles by up to 30%.
- Build a more honest, enduring relationship with customers, and colleagues and executive team.
- Use your "uncomfort zone" to increase sales and success.
- Increase your average order size by up to 50%.
- Learn what your customers really think of you.
- Use the fine line between persistence and stalking to achieve an instant 80% increase in call-back ratios.
- Discover why — and when — it pays to take a risk.
- Sell more, in less time, at a higher profit.
Customer Service
Customer Loyalty: Turning Customer Service Into Customer Success
Customer loyalty used to be something sales people could take for granted. People shopped at the same stores, bought
from the same merchants, worked at the same company and chose the same products for one simple reason: because they
always had.
Today, the picture is very different. With the advent of the impersonal Internet, the explosion of large retailers and an overriding emphasis on the bottom line, loyalty is often the last thing people think of when it comes to making a buying decision — and the first thing to go when they find a lower price.
Through her savvy, no-nonsense approach to sales, Colleen shares with her audiences the Engaging for Customer Success Model to transform satisfied customers, into loyal customers. Combining refreshing candour, an infectious sense of humour and an unwavering emphasis on results, Colleen provides the essential tools, to immediately improve customer service results, provide lasting customer success and permanently raise the bottom line.
"You may feel like you have the most satisfied customers in the world," Colleen says. "They may think you're fast enough, friendly enough, your quality is acceptable and your prices are reasonable. But no matter how happy they are, as soon as one of your competitors offers a better price, better terms or more options, even your most satisfied customer can suddenly be gone."
Each year, corporations worldwide lose as much as 10% of their customers due to service-related issues. What's worse, a full 67% of those customers who leave do so because they perceive that the company is indifferent to their needs.
In today's marketplace, success requires more than great products, good prices and efficient service. In order to be successful today, you must be able to ask — and answer — the fundamental question:
What are our customers saying about us behind our backs?
Inspiring Results
- Inspire loyalty among customers, colleagues and managers by creating environments of customer service success.
- Reduce customer defection rates and increase profitability by a minimum of 25%.
- Learn what today's "top 20%" of performers do to succeed.
- Use your "uncomfort zone" to accelerate customer service and success.
- Turn difficult customers into profitable customers. Become a life-giver, not a "life sucker."
- Train your customers to provide unsolicited referrals to your business.
- Become honest, passionate and excited about what you do.
- Use questions not answers to get the customer on your side.
Negotiation
Is That Really Your Best Price? 4 Step To Negotiating For Profit
To those who love it, negotiation isn't just business. It's a sport. If you have customers who like to negotiate,
then you'd better be ready, willing — and able — to play.
Nothing frustrates negotiators more than a sales person who caves in and drops their price on the first round. If a client asks for a discount and you immediately say yes, they walk away thinking two things: that the price must have been overly inflated in the first place, and that they should ask for an even bigger discount the next time!
With her dynamic presentation style, wealth of front line sales experience and unwavering focus on getting results, Colleen shares her guaranteed method for maximizing your results each time you negotiate Through her unique 4-Step Process you'll learn how to keep your price firm, your customers loyal — and permanently increase your bottom line.
"Sales experts agree that the top 20% of sales people never cave in on the first round," Colleen says. "Whether you're discussing price, delivery, additional product features or other concerns a prospect may have, mastering the art of negotiation will help ensure your success and increase profits at every stage of the sales process."
In today's highly competitive marketplace, negotiation is no longer something that only real estate agents, market vendors and car salesmen need to worry about. To succeed today, every salesperson needs to know how to negotiate without giving in, how to be firm without losing a potential customer, and how to answer the question on every customers mind:
Is that really your best price?
Inspiring Results
- Become a Master of Engage Selling's 4-Step Negotiating for Profit Process.
- Understand why your prospect is asking for a better price — and what to do about it.
- How using the secrets of the top 20% of all negotiators to negotiate mutually rewarding, profitable outcomes can dramatically improve the bottom line for both you and your customers.
- How to start every negotiation from a position of power.
- How to Close 80% of negotiations without dropping your price.
- How to be firm, without appearing inflexible.
- Find your "walk away" point — and stick to it.
- Learn how to control the language to control the negotiation.
- Understand why you Always let them see you sweat!
These Programs Are Offered As A Key Note, Half Day, Full Day Or Multiple Day Programs