Articles By Colleen Francis

Voice mail strategies for sales success

It seems as though everyone these days is struggling with voice mail…Except for a few smart clients of mine who have mastered our voice mail strategies!Instead of losing to voice mail these sales

Published on: July 7th, 2008 Colleen Francis

How responsible can we be in sales?

If you've ever doubted how responsible we are for what's happening in our personal and work lives - and how much power we have to change the things we don't like - then

Published on: August 17th, 2005 Colleen Francis

The right way to be wrong

Having worked with thousands of sales people from a wide range of industries and organizations, I've uncovered a critical ""missing link"" to delivering difficult sales messages and answering difficult questions or objections effectively:

Published on: July 13th, 2005 Colleen Francis

The fine line between being honest, and being brutal

Have you ever been in a conversation with someone who just drones on and on about their opinions, without once stopping to listen to what you might have to say? I don't know

Published on: June 8th, 2005 Colleen Francis

Filling up the sales funnel

Many sales reps and managers complain that they can't create a consistent flow of revenues or commissions month after month. Instead of a nice, straight line increasing consistently over time like an upwards

Published on: May 4th, 2005 Colleen Francis

What makes a successful negotiator?

Last week, I submitted the first two steps to take to become a successful negotiator.The following will be the remaining three step process to help you maximize your results each time you negotiate.

Published on: March 16th, 2005 Colleen Francis

What makes a successful negotiator?

My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing a ""deal"" with

Published on: March 9th, 2005 Colleen Francis

What kind of sales person are you?

Success in sales depends on creating a positive customer experience. How can you make yourself more likeable, and create a more positive experience for your customers? Here's eight steps to try:-Be empathetic and

Published on: February 16th, 2005 Colleen Francis

What kind of sales person are you?

Not long ago, a client of mine asked me how he could identify a successful sales person, and what kinds of sales people he should try to avoid. This question has since come

Published on: February 9th, 2005 Colleen Francis

The gatekeepers

What's the difference between the Great Wall of China and voice mail?One is a highly complex piece of engineering, designed to keep hordes of people out, and out of reach. The other is

Published on: January 12th, 2005 Colleen Francis

The "puppy dog close" and other old tricks

When it comes to closing, there's one very good reason why the "oldest tricks in the book" almost never work: Because outdated closing techniques are, by definition, out of date. Everyone — including

Published on: December 8th, 2004 Colleen Francis

Getting by with a little help from your friends

There are many mysteries in life, but this much is clear: nothing can help you get by like a little help from your friends. This is just as true in sales as it

Published on: November 10th, 2004 Colleen Francis

The best laid (compensation) plans

By Colleen Francis They say choice is good. Obviously, they have never put together a sales commission plan. In one way, commission plans are the hammer of the sales manager's motivational toolkit –

Published on: October 13th, 2004 Colleen Francis

Score more business by re-aligning your sales tactics

A client asked me recently whether sales results can be improved - and sales targets met - even in what some call a ""soft economy."" The answer is an unqualified yes. But first,

Published on: September 1st, 2004 Colleen Francis

Avoid zero sales growth

Entrepreneurs and executives alike increasingly want to know how they can sell more, in less time, at a greater profit. With that in mind, what is the single best thing you can do

Published on: August 4th, 2004 Colleen Francis