Finally!

Hi Everyone,

The launch is finally complete and our new Lead-Up coaching programs are ready. You can view them all at www.engage-u.com.

Special pricing is in effect until December 1st.

Times are a changin' at Engage

Sorry its been a while since I last posted. Casey and I are busy working on our new coaching membership programs for the Lead-Up "Sell More Work Less" series. We will be back to regular postings next week I promise!

In the mean time check out our new entry level membership program at www.lead-up.com

Gold and Platinum membership programs are in the works as we speak!

Dedicated to increasing your sales,

Colleen

well...Murphy's Law has done it again and we have to postpone or launch. I am disappointed but I know that once we sort out the issues we will be back to you with a better more profitable program. Until then, I'll continue to answer questions from our readers....Here is another one!

Dear Colleen,

What advice would you give a new Sales Manager about instructing his sales staff who do not like to prospect, or maybe aren't sure about methods of prospecting? Any information would be appreciated. I am looking for particular methods or processes that I can train them in.

Thanks, Chris

Thanks for your question Chris,

I have never understood why sales people hesitate to prospect – because securing new customers is the lifeblood of successful selling. Sure, it’s more comfortable talking to clients you know, rather than prospects you don’t, but as a sales rep I always looked at is this way - I could prospect, or I could starve. Call me crazy. I would rather prospect than not eat (or lose my job due to low sales!).

Despite the fact that not all sales reps like prospecting, I've yet to meet a top sales professional for whom prospecting hasn't played a pivotal role in their success.

Here are some ideas that will work to train - and motivate - your sales staff:

1. Set a goal for the number of networking events that each rep must attend per month. To offer incentive, hold a contest where the first rep to close business from a particular event wins a prize - and always make sure that the company pays the bill for the registration.

2. Speaking of contests…have a contest for a month, quarter or year focused on new business development. Who ever secures the most number of new clients wins a cash prize, a few extra days off or a trip. For even better results, ask your team what they would like to win and personalize the prizes for each rep. They will buy into the contest more passionately if they are aiming for a prize they really want.

3. If your primary business focus is on new business and not repeat business consider paying your reps a slightly higher commission for bringing in new business than for selling to existing customers. Even as little as an additional 1% to 2% can inspire them to constantly be on the lookout for new business. If you do this, you will want to monitor existing account closely to ensure they are not being neglected, or abused.

4. Take a look at opt-in email lists. Set up a targeted email marketing and direct marketing campaigns to acquaint potential new customers with your company or products, then have your reps follow up with calls.

5. Ask your current customers for referrals. The key is to be as specific as possible. For example, don't just adopt a generic, "do you know anyone who" approach. Instead, make a list of all the companies or people you'd like to meet, approach any existing customers who might have a contact at those new prospects, and then simply ask: "Mr. Customer, I've been trying to get hold of the VP of Marketing at ABC Corporation - you don't happen to know them, do you?" If it's one of their business partners or associates, or even just a firm that's in the same industry or building, chances are your customer will know the person you want to meet, and will probably be only too happy to make the introduction.

6. Mix it up. Go for a walk or drive around your territory, and take a look at who is in the neighborhood. Then, try making some face-to-face cold calls. The change of perspective can be refreshing, and you never know when you will find business in the least likely of places. Have a contest to see who can some back to the office with the most new business cards. Sales reps generally thrive on competition and recognition. Be sure to publicly reward and praise those that do an extraordinary job.

7. Encourage your reps to make a habit of having lunch, coffee or breakfast with at least one new person each week. Share ideas, and give them any leads that might help them first.

These suggestions do work for every business and situation I've encountered. They key is to make prospecting a regular habit. Commit a set amount of time each day, every week towards meeting new people, and in the long run, you will be successful.

Dedicated to increasing your sales,


Colleen

Increase Your Total Shareholder Return

Recently, the American Society for Training an Development (ASTD) studied 2600 companies to determine the average spend on training and development. ASTD then looked at the relative success, of those companies based on Total shareholder return (TSR). Here is what they found:

Companies that spent more than the average on training and development delivered 45% more TSR than those who spent the average.

Companies that spent more than average on training and development delivered 86% more TSR to those who spent less than the average.

ROI in training has often been called elusive.....I think these stats speak for themselves.

Colleen Answers a Questions from a Subscriber

Good Morning Engage community! We are 5 day away from our product launch and I thought I would give you and I would take this time toi answer your questions. We start this week with a questions from Annie:

Dear Colleen,

I have been told by my manager that I need to ask questions during a sales call. He thinks my sales performance will improve if I send more time questioning and less time explaining our product to the customer. I am willing to give this a try because I have not been as successful as I would have liked so far. Specifically I have been told to ask more expanding and clarifying questions. I am not sure what he means by this, can you help?

Thanks, Annie

Dear Annie,

First, congratulations on wanting to try something new!

Your manager is on the right track. One of the most common mistakes sales people make is that, at the first sign that a customer has a problem we can solve, we stop asking questions and start pitching our product. Is mind, we have become a know- it- all. Do you like know-it-alls? Didn’t think so. Neither do I. What we should be doing instead is taking this as our cue to ask even more questions.

Expanding and clarifying questions are typically used to gather more information, once you've discovered an issue or problem that the customer wants to discuss. Learning how to use these questions effectively can make the difference between being an average performer, and a sales star.

Expanding questions encourage the customer to expand or elaborate on what they've already told you. Some sample expanding questions might include:

• Tell me more about that?
• Why are you interested in…?
• What have you done so far to try to solve the problem?
• How is that working for you? (made famous by Dr. Phil!)
• How long has this been going on?
• What impact has this had on your business/unit/group/department/etc?
• What will happen if you don’t solve this problem?
• How important is this project to you?

Clarifying questions, on the other hand, ask for more specific details, which can help you spell out or clarify a particular area of the problem or issue where you may not have all the information you need. For example, clarifying questions could include:

• What do you mean by…?
• What is important to you about…?
• When you say, “it’s costing you lots of money,” what do you mean by "lots"?

When you say morale is bad, what do you mean by "bad"?

Good luck - and happy asking!

Colleen

Our free teleseminar last week was a huge success! Steven and I have been overwhelmed by your requests for additional information and products on the Honesty Sells program. We have answered your call for help!

For a limited time, a special Honest Sells product is being offered. It includes:

• a copy of our honesty sells e-book,
• the honesty sells CD
• and Steven's book Honesty works

If you were to buy these products separately, you would pay over $175. But, we are offering the Honesty Sells bundle for only $77. You are saving 55% on this bundled purchase!

Buy the Honesty Sells package now on our secure server

We have already had an overwhelming response to our Honesty Sells books and web class CD and I know you will receive profitable ideas from all the resources we are offering. You will receive valuable ideas to:

• eliminate repetitive issues and time wasted in sales presentations;
• determine an accurate view of a client or prospect's perspective all issues,
• compel your prospects and clients to be honest with you;
• get the information you need to sell and service customers effectively;
• ensure clients, prospects and internal resources do what they say they will do;
• offer and receive feedback without being defensive;
• troubleshoot problems before a project either fails or you're unable to close a sale;
• resolve personality differences and create more successful relations-even with people who are difficult to work with;
• help you sell more, in less time, at a higher profit by giving you back the time, energy and money that's otherwise wasted on sales breakdowns.

Buy the Honesty Sells bundle now on our secure server

This offer - with the recordings and Honesty works Book - is only available for the next 11 days so don't delay. Once we launch the new Lead-up Gold package on September 22nd, it will be gone

To learn more about Steven Gaffney visit www.stevengaffney.com

To learn more about Colleen Francis visit www.engageselling.com

Dedicated to increasing your sales,

Colleen Francis

We are only 11 days away from launching our new Lead-up Gold program and I though it was time to let you in on a secret special offer. As you know we are launching the new Lead-up Gold coaching program that includes:

1. A weekly sales coaching email from Sales expert Colleen Francis,

2. Access to our exclusive website for enhanced content

3. Quarterly teleconference for me to answer your questions.

4. Monthly CD sales tip or interview recording from me,

5. A physical newsletter mailed to you from me including ideas from the sales field, statistics, and business tips from me and other experts,

6. Quarterly call in times for members to get 10 minutes of 1:1 coaching with me exclusively on a first come first serve basis.

And, if you can believe it, if you order before December 31st, you will also receive 1 copy of the complete 2006 Webinar series on CD. That is a $800 value, just for being one of the first people in the program.

Remember, also, until January 15th we are not even increasing the price. The price is staying at $25 per month On January 15th its going up to at least $29 per month... I haven't quite decided yet.

So stay tuned and join us September 22 for our kick off teleconference and Lead-Up Gold coaching launch!

Free Gifts for the New Lead-Up Gold Program

Casey and I are getting ready for the launch of the New Lead-Up Gold coaching program Sept 22. Our new Gold program offers significant benefit to sales professionals worldwide - helping everyone to make more money by working less!

For a limited time, (until January 15th) the price of the new Gold program will stay the same as it is today - $25 per month. After January the price is going up.

Today, we are announcing that there is an even greater benefit to joining before January 15th - Bonus Gifts! The first gift we are revealing is a free copy of Honesty Sells. This is a value of $47. Stay tuned to this blog for a new announcement each week.

Learn more about Honesty Sells and how to use it to boost sales by joining "Honesty Sells" authors Colleen Francis and Steve Gaffney on September 17th at 1 pm EST for a free teleseminar. The ideas presented from Honesty Sells will demonstrate how an optimum model of sales behavior - one that is used by the top 10 percent of sales performers everywhere - can help you build an open, honest and profitable relationship with your customers.You can find the details and sign up here:http://www.engageselling.com/invitationteleseminar_060907-newsletter.shtml

If you are in no way interested in our coaching program...but would like to own a copy of the book, you can buy it in our store for the special introductory price of $20

Honesty Sells Teleseminar

Successful salespeople all use a range of different styles and techniques, but they also all share one key thing in common: they know that honest communication is the single most important secret to increasing sales, and commissions. By focusing their efforts on creating a positive customer experience based on openness and trust, these top performers can almost always rely on an extraordinary level of repeat sales. Nine times out of ten, their customers would simply never even think of looking elsewhere when they need to reorder. As we all know, it's far easier--and far more profitable- to keep repeat business, than it is to land a whole new account.

So what's the "secret" to establishing and maintaining credibility in the eyes of your clients?

Open and honest communication.

Learn more about open and honest communication and how to use it to boost sales by joining "Honesty Sells" authors Colleen Francis and Steve Gaffney on September 17th at 1 pm EST for a free teleseminar. The ideas presented from Honesty Sells will demonstrate how an optimum model of sales behavior - one that is used by the top 10 percent of sales performers everywhere - can help you build an open, honest and profitable relationship with your customers.

You can find the details and sign up here:

http://www.engageselling.com/invitationteleseminar_060907-newsletter.shtml

You Asked for it.....

We promised on August 14th there would be some exciting news at Engage....And its August 14. Today is the day that we start the launch of our enhanced Lead-up coaching product. Lead-up Gold.

Lead up Gold will will be ready September 22 so be sure to watch this blog continuously as we will be announcing special events - such as 2 free teleseminars on September 7th and 22nd, and free bonus offers.

A lucky Engage participant will also win the whole package free for 1 year on the 22nd! - so be sure to join us on that teleseminar. It is free! Just email us at casey@engageselling.com for the call-in details.

To give you same background:

In 2005 we launched our first ever annually coaching program, Lead-up. Lead-up has been a huge success for our clients. Their results our soaring.

For example, Raj from Yahoo says that:

"Literally 30 minutes after my first teleconference with Colleen I was on the phone applying concepts and strategies I learned that enabled me to effectively move forward a deal accounting for 57% of my quota for the entire sales quarter. Here's the best part: This was during my first month on the job."

I love hearing these success stories because it means we are making people happy, successful, and wealthy!

One message we receive from our clients is that they want more. More training, more ideas, more profits, more time. So this year, we are giving it to you. Lead-up will now give you more Engage, and more Colleen!

Currently our Lead-up program gives you a weekly sales coaching email from me, access to our exclusive website for enhanced content and a quarterly teleconference for me to answer your questions.

This year - in addition to everything above - we are adding:

1. A monthly CD sales tip or interview recording from me,

2. A physical newsletter mailed to you from me including ideas from the sales field, statistics, and business tips from me and other experts, AND

3. Quarterly call in times for members to get 10 minutes of 1:1 coaching with me exclusively on a first come first serve basis.

And, if you can believe it, until January 15th we are not increasing the price at all! The price is staying at $25 per month for now. On January 15th its going up to at least $29 per month... I haven't quite decided yet. I hope you consider joining us.