With 30 years of sales training and consulting experience Joanne Black has definite points of view on selling – and specifically on client acquisition and retention. Some of her views are contrarian and she is not hesitant to express them. Author of No More Cold Calling The Breakthrough System That Will Leave Your Competition in the Dust, Joanne explains how your clients can be your biggest competitive advantage. She suggests having your clients advocate for you is your strongest form of client retention.
C.J. Hayden is a business coach, speaker, seminar leader, writer, and sought after media contact person. She has taught marketing at John F. Kennedy University, Mills College and for the U.S. Small Business Administration. She holds a Master Certified Coaching designation and is the author of “Get Clients Now!”
C.J. shares her insights into one-on-one presentations, how to know if they are working and some of the biggest mistakes sales people make during a sales presentation. She shares ideas on how to personalize your presentation and the types of questions that can use to help advance the sales process. She wraps up the podcast by drilling down on when to ask for the sale and what to do to conclude the sales presentation successfully.
Colleen Francis is the founder of Engage Selling Solutions and a recognized sales expert. Our interview today focuses on the very important component of the sales cycle - referrals.
She speaks to the advantages of referred leads versus cold calling, supporting her position with hard numbers. Addressing topics of why sales reps don't ask for referrals, when and how to ask for a referrals. Colleen shares some specific tips on asking for referrals that actually works, why the concept of reciprocity is so valuable and professional ways to acknowledge the referral. Hear about her ‘Advocacy Program’ to manage your referral network more efficiently.
With 30 years of sales training and consulting experience Joanne Black has definite points of view on selling – and specifically on client acquisition and retention. Some of her views are contrarian and she is not hesitant to express them. Author of No More Cold Calling The Breakthrough System That Will Leave Your Competition in the Dust, Joanne explains how your clients can be your biggest competitive advantage. She suggests having your clients advocate for you is your strongest form of client retention.
C.J. Hayden is a business coach, speaker, seminar leader, writer, and sought after media contact person. She has taught marketing at John F. Kennedy University, Mills College and for the U.S. Small Business Administration. She holds a Master Certified Coaching designation and is the author of “Get Clients Now!”
Colleen Francis is the founder of Engage Selling Solutions and a recognized sales expert. Our interview today focuses on the very important component of the sales cycle - referrals.
