Colleen Francis says top sales performers pay attention to the dialogue they have with their prospects. She provides tips on how to “share the love” in conversation by using softening statements, deploying echo techniques, creating space, and being honest but not brutal. Find out why you want to remove the word “I” from your conversation.

For over 15 years sales training expert Colleen Francis has studied the business habits of the top 10% of sales performers in organizations of all sizes and shapes-from Fortune 500 companies, to small- and medium—sized businesses. Her innovative, no–nonsense approach leverages the common business habits of these top 10%. New York–based Sales and Marketing Magazine rated her company Engage Selling Solutions as one of the top–five most effective sales–training organizations in the market today.