These are challenging economic times and the “same ‘ole, same ‘ole” sales approaches are not working. This keynote is for those who are committed to do what it takes to improve results, regardless of the economy. Colleen explains the top seven sales concepts needed to win business in tough times, and gives actionable strategies to get through the ‘gloom and doom.’

Topics:

• 
  Define the traits of people who can sell and manage in a tough economy
• How to avoid delayed closings and get new business in the pipeline
• Creating a compelling business case at the “C” suite
• What to do when prospects and customers beat you up on price even though you deliver high value

Hiring is one of, if not the most difficult decisions for owners and managers. Leading and managing is getting things done through others. Studies suggest the wrong “hire” impact is 3-5 times the annual compensation of the position. Great managers and great leaders know how to “see” the real candidate & choose the best candidate based on competencies, not just on a “feels right” decision.

Objectives:

• 
  Define core competencies required for your specific sales position
• 
  How to uncover the ‘true’ candidate competencies, strengths and weaknesses quickly and easily
• 
  How and when assessments can help in determining the best fit
• 
  How to identify ‘sales hunters’ from ‘sales farmers’
• 
  How to spot sales call reluctance issues before you hire

Emotional intelligence has been studied and applied in the leadership world. Colleen Stanley is a leader in integrating these principles with consultative selling skills. Research shows that emotional intelligence is the greatest predictor of success. Skills such as delayed gratification, self-regard, empathy and self awareness play an important part in a salesperson’s personal and professional success. This keynote gets to the core of why many salespeople can’t crack major accounts, don’t call on the real decision maker, discount too soon, and don’t bounce back from setbacks. Emotional intelligence skills are the competitive edge for sales teams and sales managers.

Every salesperson knows referrals and introductions are one of the best ways to grow business. So why are some sales teams still experiencing empty sales pipelines and cyclical sales cycles? Colleen Stanley understands the referral business. 90% of her business is repeat and referral business. Learn how to build a ‘mini-sales team’ by practicing the key principles of generosity and reciprocity. Understand how to move from a vendor status to trusted advisor status with clients and colleagues. It’s not who you know….it’s who you contact and help. This is an excellent keynote for selling professionals and non-selling professionals.

Married to a career prosecutor, Colleen creates amazing paradigm shifts for the audience by comparing the persuasion skills needed in the profession of law to the same skills needed in the profession of sales.

Themes:

• 
  Seek the truth
• 
  Do the right thing
• 
  Look for evidence

Sales technique training is old, outdated and ineffective. The information age demands new selling skills –
critical thinking, testing data and synthesizing information. If your team is presenting solutions too soon, or
presenting the wrong solutions, this presentation is for you.

We live in a high tech, global world. Companies can communicate anywhere, anytime. Response time is quick and processes are increasingly efficient. However, high tech cannot replace high personal touch in building great organizations. Processes are efficient, relationship building is not. Using powerful lessons learned growing up on an Iowa farm, Colleen blends down-home principles of influence with strong business acumen. Her style and message motivate teams to:

• Take Risks: Show up, try and do your best. Strive for perfection, but don’t wait for perfection.
• Be the Real Deal: If prospects can’t believe the messenger, why should they believe the message?
• You Reap What You Sow: Attitude is the best seed to plant in an organization. Create cultures that manage results, not excuses.
• Help Others Get Their Crops In: Eliminate silos and help every department in the company achieve their objectives.