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Colleen Francis is driven by a passion for people—motivating them to reach for the highest standards of success. For over 15 years, she has studied the business habits of the top 20% of sales performers in organizations of all sizes and shapes-from Fortune 500 companies, to small- and medium—sized businesses. Through her company, Engage Selling Solutions, Colleen has condensed that winning formula into an internationally acclaimed sales-training approach, helping sales and marketing professionals everywhere achieve their maximum potential.
Distinguished by the Canadian Professional Sales Association as a Certified Sales Professional (C.S.P.), Colleen thrives on challenging conventional assumptions about the winning edge needed to stimulate profits, grow new markets and sustain a loyal customer base. Her savvy, no–nonsense approach to sales is rooted in the belief that there really isn't a single magic formula to success. Rather, her researched, field–tested approach is about emulating the winning ways of those top–20% achievers. Colleen helps find ways to consistently apply a common–sense process for working with, listening to, and tending to the needs of customers.
Ask any of Colleen's clients about why they call on her services—again and again—and you're likely to hear a common refrain: she inspires results! Her refreshing candour, her genuine, sincere message, and the personal experiences she relates as a top–ranked sales executive—all are inspiring motivators for sales and marketing professionals who strive to get to the top…and stay there. Just as important, Colleen is unwavering in her commitment to sales–training that makes a lasting and meaningful impact on the corporate bottom—line. That's why her services are regularly sought by leading private- and public-sector organizations across North America. These include Canada Post, Corel, JDSUniphase, Eastern Financial, Ajilon, Clarica Life Assurance, the Government of Canada, Bell, and Skyline.
Presentation Topics
- Selling Innovation™; Sell More, Work Less, Make More Money
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 In today's market, these sales techniques are not only sorely out of date, nine times out of ten, they're woefully unsuccessful.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 Behaviours 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.
How to Successfully Achieve Buy-in
The Power to Influence - Develop an influential communication style
Why do we need to influence others? Having influence over others isn't about pressuring, trapping or duping someone into doing what we want. Being a successful influencer simply means developing trusted, long-term relationships, both in our personal lives, and with our customers, colleagues, employees and managers.
Whether you're asking your boss for a raise, encouraging others to support your latest project, negotiating the best deal for services delivered or trying to get your customers to buy a new product, your influence skills are at work. Your success or failure will depend on how well you can use those skills to influence those around you.
Combining her high-energy delivery, a passionate belief in focusing on results, and her personal experiences as one of North America's top ranked sales executives, Colleen provides her audiences with The 8 Essential Behaviours, to increase influence, and realize consistently rewarding results.
"True influence occurs when others buy into your ideas, thoughts and opinions not because they were forced, tricked or manipulated into saying 'yes,' but because they actually want to," Colleen says. "That's why today's most successful influencers use their skills not for their benefit at the expense of others, but rather to create true win-win situations that fuel their success, and the success of those around them."
In today's marketplace, the real question isn't why we need to influence. It's how we can master the skills needed to create mutually beneficial win-win situations throughout our careers.
Customer Loyalty: Turning Customer Service Into Customer Success
Customer loyalty used to be something sales people could take for granted. People shopped at the same stores, bought from the same merchants, worked at the same company and chose the same products for one simple reason: because they always had.
Today, the picture is very different. With the advent of the impersonal Internet, the explosion of large retailers and an overriding emphasis on the bottom line, loyalty is often the last thing people think of when it comes to making a buying decision — and the first thing to go when they find a lower price.
Through her savvy, no-nonsense approach to sales, Colleen shares with her audiences the Engaging for Customer Success Model to transform satisfied customers, into loyal customers. Combining refreshing candour, an infectious sense of humour and an unwavering emphasis on results, Colleen provides the essential tools, to immediately improve customer service results, provide lasting customer success and permanently raise the bottom line.
"You may feel like you have the most satisfied customers in the world," Colleen says. "They may think you're fast enough, friendly enough, your quality is acceptable and your prices are reasonable. But no matter how happy they are, as soon as one of your competitors offers a better price, better terms or more options, even your most satisfied customer can suddenly be gone."
Each year, corporations worldwide lose as much as 10% of their customers due to service-related issues. What's worse, a full 67% of those customers who leave do so because they perceive that the company is indifferent to their needs.
In today's marketplace, success requires more than great products, good prices and efficient service. In order to be successful today, you must be able to ask — and answer — the fundamental question:
What are our customers saying about us behind our backs?
Is That Really Your Best Price? 4 Step To Negotiating For Profit
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 20% 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?
Testimonials
“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
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