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Insights from Paula Parisot
photo of Paula Parisot
Paula Parisot

Sales Wire
December 30, 2005

Bottom Line Sales Advice

Whenever you read bundled sales advice, you invariably see a common thread in the fact that your clients have to know that you are serving them in their own best interest and that they are able to trust you.

Kevin McDonald, VP of Alvaka Networks, shares with readers the no-nonsense approach to developing a successful sales career. McDonald maintains, like many sales experts, the basis of long-term and successful sales relationships is coined with a genuine interest in your customer's business success.

"In asking Alvaka's most successful customers what caused them to buy," McDonald tells readers at ChannelWeb.com, "they almost universally respond, "You were believable and showed genuine concern for our success.'"

read story from Channel WEB .

Unique Selling Ideas

Time to add some new sales techniques to your repertoire for next year. Adapting to change is an essential factor in a successful sales career, experts have said, and developing new ideas to spruce up an old sales plan might be just what you need.

Three selling ideas are shared by Realtors on Realtor.org that have proven effective at boosting sales. By using a unique branding idea and a new breed of canine, one Realtor has increased his sales an untold amount.

Another agent has created a library of sorts to lend his knowledge resources to clients, this shows his clients he cares about their interests and keeps him on their minds.

And to avoid that pesky mistake of talking too much, one Realtor has learned how to stay quiet and still make that sale.

read story from REALTOR Magazine .

December 29, 2005

Sales 101

If you are new to sales you may be learning by doing, going to seminars, or in-house training; regardless of the source there are basic Sales 101 training tips found in the San Francisco Chronicle that can help boost your closing skills and sales volume.

And, if you are a seasoned pro, it doesn't hurt to review closing guidelines provided by AllBusiness.com. The article reminds to start closing from the beginning; explain how your product/service offers them a solution; and recognize when a customer is ready to commit by the questions they ask or the comments they have, such as, "does it come in any other color?" or "When would it be available for delivery?"

Read on for more examples of practical closing techniques and a list of mistakes that some salespeople should avoid.

read story from the San Francisco Chronicle .

December 28, 2005

Selling Fear or Trust?

There are two factors that play into our reasoning. We take action for one of two basic reasons, either out of fear or for pleasure. In sales, some people use fear to sell. By infusing the fear of failure -- should the client not buy your product it could be the end of the world -- you take the chance of playing on unstable emotions.

However, if you can show your customer how "happy" they could be with your products, it takes on a whole new positive outlook. What kind of salesperson do you want to be?

An article at Analyst Equity written by Louis Columbus takes a hard look at the different styles of selling and what works for long-term success.

read article from Analyst Equity .

Developing a Sales Plan for 2006

We've talked about how important it is to take the time to write out an appropriate sales plan for next year. Experts say goals and achievements are followed and attained more often by those who write them down than by those who do not develop a written plan.

To create a sales plan, Doug Smith, speaker, author and sales trainer says, "a well thought out game plan will keep you focused and on track all year." Smith suggests that you perceive yourself as the CEO of your own company when developing your sales plan, making it more of a "business plan."

Smith shares with readers of Focus Publications Tips Tools & Tricks of the Trade a detailed example of how to develop a mortgage loan originator's business plan for 2006.

read story from Tips Tools & Tricks of the Trade .

What Your Customers Want

Simple steps in marketing can improve your sales by ensuring repeat business, according to small business consultant Paul Tulenko. Tulenko relates to readers of the Journal Gazette the reasons customers remain loyal to certain salespeople.

He explains that usually customers don't have product complaints, "they complain about arrogant salespeople, delays in getting service, people not listening to them, poor or dirty parking facilities, no help with heavy or awkward purchases and not help when they return defective products."

If you can keep these ideas in mind when developing your new sales plan for 2006, your sales goals could surely be easier to reach, and hopefully surpassed.

read Scripps Howard News Service story .

Simple Steps for Sales Success

Traditionally, our goals include achievement of production and monetary goals. And these are important. But more important is addressing the activities that will help you achieve your production success. All goals are achieved one step at a time. You must start with the activities that will help you to achieve your monetary goals.

When was the last time you read a book solely designed to help you develop your business or hone a particular skill? When was the last time you spent a day in a class learning something that would help you succeed, rather than obtaining continuing education credits mandated by your state government?

The point is that you can identify all your monetary and production goals, but the exercise will not have any meaning. It is the actions you take to achieve these goals that is of primary importance. Next year is a new year. Time is not a renewable resource. Every year you waste, you will not get back. It is time you start changing the foundation if you want to change the results. The time to start planning is now

read entire story at MortgageDaily.com
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Paula Parisot reports news and reviews sales books for MortgageDaily.com.

articles by Paula Parisot

Email Paula at: PaulaParisot@CloserBlog.com

News By: MortgageDaily.com

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