Colleen Francis

There’s a reason “I can save you time, I can save you money” makes prospects tune out. And this small fix that makes them believe you instead. Don’t … [Read more...] about You’re Using Proof Too Late in the Sale

It’s part of the human condition to be tempted to choose short-term safety instead of long-term benefit. It’s why even the most successful sellers … [Read more...] about Stop Avoiding the Hard Questions!

Here’s a behavior I see all the time: a prospect asks for a proposal, and the rep races to send it the same day. Usually that’s the worst move you … … [Read more...] about It’s OK to Say No to Your Clients

Most deal reviews are built on hope. And hope is not a plan. Here’s the one habit that lets you pivot when a deal goes sideways, instead of … [Read more...] about Planning for Chaos in Your Deal Reviews

Trust isn’t built over time alone. It’s built through behavior. What are you doing to build trust? Don’t forget to check out last week’s tip: How to … [Read more...] about The Fastest Way to Earn Trust

Buyers struggle to buy what they can’t quantify. Here’s how to translate abstract value into business impact. Don’t forget to check out last week’s … [Read more...] about How to Make Intangible Value Tangible