Articles By Colleen Francis

Nine ways to re-align your sales tactics

Study after study has told us that only about 20 per cent of all sales people are top performers, meaning they regularly close at least half of their qualified prospects. Similarly, about 20

Published on: July 14th, 2004 Colleen Francis

Building Rapport: Style before Substance

Over 90 per cent of a sales dialogue is interpreted through non-verbal communication. This includes facial expressions, physiology, and body language or positioning. But it also includes your tone of voice, and such

Published on: May 12th, 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: April 14th, 2004 Colleen Francis

The Fine Line Between Persistence – and Stalking!

In sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once

Published on: March 10th, 2004 Colleen Francis

Keeping your customers

In the downturn, preserving your profits means preserving your customers. Just try these client-retention tacticsFinding new customers is never a simple feat. In a recession, the task becomes downright nasty. But don't let

Published on: January 21st, 2004 Colleen Francis

Don’t let your product knowledge kill sales

In this age of technology-rich products and services, the following statement may come as a bit of a shock: the most technically proficient salespeople are, too often, bad salespeople. Sure, you want your

Published on: October 29th, 2003 Colleen Francis

Old sales techniques die-hard

This past summer I was shopping for a new car. The sales rep we had was friendly helpful and treated us with respect, until after the test drive.Here is how the conversation went:Salesman:

Published on: October 8th, 2003 Colleen Francis