Jul 3, 2018

Honesty Sells with Colleen Francis #223

Colleen Francis is the Founder and President of Engage Selling Solutions and the author of Nonstop Sales Boom and Honesty Sells. Colleen is a successful sales leader for over 20 years, well versed on the challenges of selling in today’s market. She is a Certified Sales Professional (C.S.P.) and an inductee into the Speaking Hall of Fame.  In this episode we discuss the necessity of honest selling and advice on how sellers can build trust with transparency.

What Makes for Honesty Sells

1. Trust is built on honoring your word in all you do. Keeping promises matters.
2. Prove honesty through voice mail e.g., promise you will call them back at a set time, then do it
3. If you made a promise and have no news, make the call and share you have no news
4. Customer experience is the key differentiator
5. Have a culture of honesty in your organization. It will spread to your client interactions.
6. Always apologize when you make an error. Coddle them with kindness. Own it.
7. The top performers (upper 10%) have a culture of honesty.
8. Don’t over promise and under deliver
9. Don’t under promise and over deliver
10. Honor your word

Take Action Advice

Make sure you’re creating an open transparent organization, both inside a team and outside of the team. Next make sure the sales team starts telling customers exactly what they are going to do, then doing it. Meet your committments!

How To Find Colleen Francis

• Website: www.engageselling.com
• Twitter: https://twitter.com/EngageColleen
• Facebook: https://www.facebook.com/EngageSelling
• LinkedIn: https://www.linkedin.com/in/colleenfrancis

Books Mentioned 

Nonstop Sales Boom and Honesty Sells. 

Consultative Selling

Here are some previous episodes on the power of honest selling.

• The Transparency Sale with Todd Caponi #221
• How To Sell With The Socratic Method with Roger Breisch #214
• How to be a Sales Sherpa with the Hyperconnected David Fisher
• How To Sell Hardware, Software and All Things IT with Mike Slowik #181
• How To Generate Leads with Relationship Selling with Michael Ross
• Four Skills You Need For Sales Success – HEAT
• The Perfect Close with James Muir #132
• How to Sell to the Obvious with Stephen Schiffman
• Educate While You Negotiate with Jeanette Nyden #85
• Why Can’t I Get a Degree in Sales with Professor Shawn Green #80

 

 

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