Colleen Stanley’s Sales EQ & IQ Blog

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June 22, 2017
I heard this phrase from Jimmy, one of my favorite clients. He was a top producer in financial printing sales and decided to change careers, moving into financial planning. This career move wasn’t easy, but Jimmy is an equally big success in this industry. When I asked Jimmy the key to his success, he smiled his big Irish smile and said, “You have to do your first year sometime. And I decided to do mine in the first year.”     Sage advice, but not all sales professionals heed it. We’ve... Read More
June 15, 2017
I grew up in a large family with seven siblings. This means that my parents were running a small office that never closed and they couldn’t fire the “employees.” Little did I know that my parents were great sales coaches. On a daily basis, they applied a coaching technique that I teach today: the consistent coaching question. The questions varied, depending on your age. The first consistent coaching question was, “Did you brush your teeth?” The next question was, “Did you do your chores?”... Read More
June 09, 2017
Getting referrals are one of the most powerful strategies for gaining access to new clients and decision makers.  When salespeople are referred into an account, there is increased credibility and trust, which accelerates the sales process. You can cite a bunch of statistics to build the case for referrals, but let’s just apply common sense: An introduction from a happy client to one of their colleagues is a heck of a lot easier than making multiple phone calls, sending emails or attending networking events.    But the... Read More
June 01, 2017
Congratulations! You’re a successful business owner that is growing your company, and you need to stop serving as the acting sales manager. Hiring a sales manager will be either the best or worst decision you make, depending on who you hire. There are key traits and competencies that make up a great sales manager. Here are few do’s and don’ts to consider when hiring your first one. DO hire a sales manager that likes systems and processes. In order to scale any business, there must be systems and... Read More
May 23, 2017
A member of your sales team meets with a great prospect that is open, interested and qualified to do business with your organization. She shares her frustrations about her existing vendor delivery of services and products.      The salesperson hears more about the prospect’s pain and becomes excited about the possibility of helping her. He shares several success stories about how his company has helped other clients.        The prospect likes what she hears and asks the salesperson to put something together. The... Read More
April 24, 2017
“Empathy” is the new buzzword in sales and business. It’s an emotional-intelligence skill and an essential skill in influencing people.   You really can’t engage in effective communication if you don’t care or know what another human being is thinking or feeling, which defines empathy.   Sales experts talk about the importance of stepping into a prospect’s shoes and seeing the world from their... Read More
April 18, 2017
Salespeople are taught to identify and set meetings with all the buying influences, which are called either the economic buyer, technical buyer or recommender, depending on which sales training course you took. It’s important to engage a company’s buyers. But be sure to include one more entity in your preparation: your buyer’s reptilian brain.  This buying influence doesn’t have a title or office, but often is responsible for... Read More
April 10, 2017
It’s easy to be the star of your own show today, with so many social-media tools at your fingertips. People can take pictures of themselves, shoot videos (like this one) and post their opinion on just about anything anywhere.  It’s great to build your personal brand. However, as you do so, make sure you don’t fall prey to social-media creep. I define it as something that is growing out of control. It just might affect your ability to sell and close business.  Take a look at a few areas where social-media creep can... Read More
April 04, 2017
It may be simpler than you think to achieve your sales quota. Just practice one of the principles that made Steve Jobs one of the great innovators of our time. “People think focus means saying yes to the thing you've got to focus on,” he said. “But that's not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully. I'm actually as proud of the things we haven't done as the things I have done. Innovation is saying no to 1,000 things.” Good selling is... Read More
March 17, 2017
You’re filling a position on your sales team. In poring over stacks of resumes, you notice that a lot of your candidates have changed jobs every two years. And you’ve heard about how people aren’t staying with companies. Many people will have as many as 13 jobs in their lifetime. So you start wondering if you should settle for a job hopper. Don’t do it. Forget about what you’ve read on the internet or in the paper, and apply common sense and just look around. Study your colleagues and peers that are... Read More