Colleen is driven by a passion for sales - and results. A successful sales professional for over 15 years, she understands the challenges of selling in today’s market and how traditional sales techniques from decades ago often fall short.

Colleen has studied the habits of the top 10% of sales performers from organizations of all sizes and shapes - from Fortune 500 companies to small businesses. She has complemented conventional wisdom of the sales process with these proven techniques for a sales approach that gets results today.

Colleen’s no-nonsense, field-tested approach is proven to build lasting and measurable success for sales teams. Clients report that she has helped them increase voice mail call-backs by 80%, reduce discounting by up to 80%, decrease customer defection rates by up to 95% and make sales cycles 30% faster. That’s why Sales and Marketing Magazine calls her “one of the Top Five most effective” sales trainers in the market today.

Leveraging her experience in selling in today’s market, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom lines. Colleen uses this experience to create a clearly defined plan for her clients success, including relevant, concrete steps can be applied immediately. That’s why her services are regularly sought by leading private and public sector organizations across North America like RBC, Adecco, Bell, Dow Chemical, HelmsBriscoe, Corel and many others.

In Pursuit of More!  Applying lessons of the top 10% to the sales process - from cold call to repeat customer.
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 In today’s market, these sales techniques are not only sorely out of date, nine times out of ten, they’re woefully unsuccessful.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 Behaviors 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?

Get Results:

• Achieve consistent optimal sales performance with The 3 Key Selling Behaviors.
• Replace what used to work, with The 7 Sales Imperatives of the top 10% 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.
  

 Where’s the Profit in That?  Negotiation to maximize profit while preserving the best of customer relationships
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 10% 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 10% 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!
  

Profiting from the Vortex! Turn customer success into a permanent increase in profits without sacrificing new business development
The client database is a sales person’s most valuable asset and managing it correctly can dramatically increase sales and profitably. Yet, current contacts are only as valuable as the quality of relationship with the customer – the quality judged by that customer’s perception of the relationship with them. To sell more to current clients requires a transformation from thinking, from “client list” or “client management” to “building a relationship with my client”.

To achieve this, one question must be clearly answered: Why would my client buy from me again given all the other choices, including the choice to do nothing?

In the program Profiting from the Vortex, Colleen’s reveals her system for leveraging the contact base profitably –proven with her many clients in today’s tough market. Be warned, Colleen does not deal in cliché, glib, or eye rolling techniques for account management – those techniques from the past that leave organizations looking and sounding like everyone else, including their competition! Instead, let Colleen share the 6 steps to building long lasting, loyal and profitable client relationships.

Get Results:

• Create loyalty (and more sales) with 10 attention-getting tactics that get inside the client’s mind and stay there.
• Discover why the worst experience for a customer is the same experience they can get somewhere else, and how to be set apart from the competition, forever.
• Learn how to be heard above the 8000 marketing and sales messages clients hear each day by delivering the right unique sales message, and the most profitable medium, at the right time.
• Have contacts begging to communicate with them up to 200 times a year
• Reduce sales cycles by up to 50% by employing an engaging follow-up system that is easy to implement and easy for contacts to respond to.
• Increase profits 15X by increasing repeat sales.

“I am looking forward to our sales team working with Colleen on an on-going basis because I feel that it's important to reinforce what we learned in her seminar. Consistency is the key. Sales skills need to be practiced constantly, in order to become habit. Our targets are aggressive this year; Colleen gave us the tools to get there."
Cummings Mitchell

“I was extremely impressed with Colleen's presentation. Because of her enthusiasm and breadth of experience, she could engage and teach sales executives and sales professionals alike. The entire audience was actively participating and learning from her experiences and innovative sales techniques."
Anna Communications

“Colleen Francis was great, very energetic and knowledgeable. She adjusted quickly and used specific industries, and encouraged audience participation.”
St Mary's Cement

“I just wanted to take a moment to thank-you for the very informative and refreshing sales strategies you presented. I gained some new knowledge, and was reminded of a few things I had forgotten over time. I think virtually any business could benefit from your common-sense approach to sales.”
Orion Software                                                                                                                                      

Human Resources and Staffing
• ACSESS
• Adecco
• Eagle Professional Resources Inc.
• excelHR / altisHR
• The People Bank
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Financial Services
• Eastern Financial Florida Credit Union
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• Conference Board of Canada
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• Canadian Gift and Tableware Association
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