Are you the NEW NORMAL?

Are you the NEW NORMAL?


There is a new normal in sales, and to be successful, we must know that exactly that is. The old way was cold calls and calling 25 people a day. Now, it is more important to have quality contacts, and 1:1 conversations. Relationships are key! Clients find us now more than they used to. So, businesses must ensure that they have a credible, professional presence.

Colleen Francis was my guest on Corporate Conversations with Charmaine Radio, she  is driven by sales…and results. A successful sales professional for more than 20 years, Colleen has studied the habits of the top sales performers to complement conventional sales wisdom with proven sales strategies that get results in today’s tough economy. The reason Colleen’s clients call on her time and time again is that she gets results!
(you can listen to the show here: http://www.blogtalkradio.com/charmainehammond/2012/09/12/favorite-moments-and-guest-colleen-francis

  In Colleens’ blog she said it is important to rid ourselves of the sales trash. Cold calls are only about 3% of the business whereas 97% of the sales will come from relationships and continued contacts with clients.  The old sales scripts no longer work, we are in a different era. People want authenticity and relationships, and as Colleen says, credible, current and compelling testimonials.

Some key tips to sales from Colleen include:

- Call people who have been on your website and have signed up for your products or newsletters. Stay in touch with them. Keep the conversation going with them, build relationships.

- Remember it is a slow drip. Building relationships takes time. Most people give up just before the sale is made.  Hang in there.

- Decision makers appreciate rich content and value. Do case studies, content rich articles, let them know when you are in their community, remember them at holidays.

- Stay in touch every 30 days! Yes every 30 days. This can be through newsletters, email, calls, articles, seeding, etc.

With respect to the sales conversation, remember it is a two way conversation. Talk less. Ask a lot of questions to the client, Colleen suggests these questions:

- What are your objectives?

- What is the goal (e.g. of the training, the meeting, the event)?

- What do you hope will be different aft this?

- What do you want people to remember after the event?

Then explore the different ways that their needs can be accomplished. Many experts and business owners are too anxious to tell the client all they can do (without knowing what the client truly needs) and then the client feels “sold to.”



Colleen’s favorite question is to ask yourself (not the client) HOW IS THIS IMPROVING THE CLIENT’S SITUATION/CONDITION?  We must always add value for the client....what are the ways that you add value, stay in touch and build long lasting relationships with your clients?  What are you learning and finding works well in the new normal of sales?



Find out more about Colleen at www.engageselling.com


Listen to our radio interview at and Colleen's great tips about getting exceptional business testimonials:

http://www.blogtalkradio.com/charmainehammond/2012/09/12/favorite-moments-and-guest-colleen-francis

Serve Your Audience...it brings lasting results!

Well, I know firsthand that the work really begins after the book is written.... the day you open your boxes of books, hold them in your hand and say “now what?” I had the pleasure of interviewing Wendy Lipton-Dibner on my Your Book As a Business Radio Show and she shared a wealth of information to help authors, and aspiring authors. These tips will also benefit entrepreneurs and businesses who are selling products and services.

One way that authors can sell more books is to be speaking about their book and the concepts they have written about. This can include speaking in front of audiences at conventions, workplace events, and tradeshows, or, it can be through a video series. And remember, videos don’t have to be 90 minutes, they can be 90 seconds!

Wendy also stressed the importance of media, and how media can help you bring your message in front of your audience, and those who need to know you but don’t .... yet! Wendy recommended the services of RTIR with Bill and Steve Harrison.

Authors, here is a new way to think about selling your book. A few books sold to the right few people could result in thousands of sales down the road. So it is imperative that you write with the reader in mind, using their language, solving their problem, or sharing stories that they deeply connect with. One strategy is to lower your speaking fees if the client buys books for everyone. Think about who would benefit by being in front of your readers. For example, with my book On Toby’s Terms, and Toby The Pet Therapy Dog & His Hospital Friends- they are both about our dog Toby. So, this could include pet stores, vets, trainers, dog day cares, pet food manufacturers. Wendy encourages us to think realllllllly big. Manufacturers vs individual stores. This creates more extensive speaking opportunities for you as an author and speaker. They could offer book as people become new clients or through their individual stores. Or, watch the big companies to see what is going on in their world, their news. Use their issue or information in a tagline to promote to them.

Building relationships and serving your readers builds long lasting support, interest and sales for your book. And most importantly, stepping into action is what creates results! Time to buy a great pair of running shoes!

You can listen to Wendy share these tips at: http://www.blogtalkradio.com/your-book-as-a-business/2012/06/30/guest-wendy-lipton-dibner