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Paula Parisot's
Blog Column
photo of Paula Parisot


January 6, 2006

Smart Sales Moves

Understanding why your customers/clients buy into your ideas, products, and/or services is even more important than knowing "how to sell," according to renowned sales trainer Jeffrey Gitomer.

In his column "Sales Moves" on Bizjournals.com Gitomer shares with readers the reasons why one purchaser buys, and why she doesn't.

Honesty topped the purchaser's list of how a salesperson should conduct business, along with offering insightful advice and ideas, showing a genuine interest in and understanding the customer's business. Other smart moves included being friendly, remembering the small details, and being accountable for your words and actions.

Gitomer also shares the "dumb" moves all salespeople should avoid.

read story from biz journals .

January 5, 2006

Rules of Goal Setting

Setting goals for the New Year can help you go further in your sales career. Experts say those who write their goals down with specific objectives on how to reach them are more inclined to achieve success in attaining those goals.

And I believe it.

Written goals and objectives keep you focused and help you get into a routine that helps you succeed.

Barbara Mednick, marketing PR consultant and columnist, shares with readers at StarTribune.com the guidelines for setting and recording your goals for 2006.

Mednick says to first define what success means to you, limit your number of goals, and link your goals to the strategies that can help you reach that which you aspire.

read story from the Star Tribune .

Confidently Speaking

Being able to confidently speak to prospects and clients can be an important factor when it comes to getting them to trust you and ultimately buy your products or services. And if you feel you weren't a born speaker, don't worry, you can learn how to become a great speaker.

Carmine Gallo, presentation coach and author of 10 Simple Secrets of the World's Greatest Business Communicators, shares with readers at BusinessWeek how anyone can talk their self into being a fantastic speaker.

Many of today's great communicators, Gallo explains, have overcome various challenges to get where they are today, including dyslexia and learning a new language.

"If you hope to win over your audience," Gallo says, "you need to win yourself over first."

read story from Business Week .

January 4, 2006

Client Retention Techniques

Client retention is an essential component of long-term sales success. You can build retention techniques right into your sales cycle to ensure your clients are treated properly and in turn, seek your assistance the next time they need your products or services.

John Boe, sales trainer, shares with readers at Healthy, Wealthy, 'n' Wise the tips for retention success and the benefits they bring to your sales career.

"Successful salespeople 'go the extra mile' when providing service and turn the customers they serve into advocates to help them promote their business," Boe says.

Build a relationship, communicate effectively, Boe explains, and remember that the little things make a big difference.

read story from Healthy Wealthy nWise LLC .

January 3, 2006

Value-Based Selling

Value-based selling has been a hot topic over the last few years and has been touted as a great sales method to use for selling success. Selling value is a better way to show product worthiness than to lower price, experts have said.

However, an argument to value-based selling has recently been stirred by Rick Farrell, VP of Selling Dynamics, a national sales and development training company in an article on destinationCRM.com. Farrell says that value-based selling is outdated and needs to be replaced with a method that includes more listening and questioning of the customer.

"The salesperson who can define the problem most effectively by asking questions that get the customer to talk about the value gap is the salesperson who will consistently outperform the salesperson with the best solutions," Farrell explains.

Farrell also offers examples of great questions for qualifying, and the questions that will get your customer to open up to you.

read story from destination CRM .


Follow-up contact provides provide pivotal moments in your sales process that help determine your success in sales, so the methods for following up should be timely, appropriate, and informative.

Who do you follow up with? In an excerpt from Selling For Dummies, 2nd Edition, posted on AllBusiness, the rules are explained for following up and the five types of contact you need to make.

The article also reviews the top ten concerns clients have about your follow-up procedures and what is important to them when you make that contact.

"By making follow-up and service a regular part of your day, you can efficiently address all these customer concerns and maintain an edge over your competitor who may not be as determined to follow up as you are," the excerpt explains.

read story from AllBusiness Champions of Small Business .

Big Texas Closer

The biggest mortgage sales person in Texas, who does business in a not-so-big town, says niche programs have played a lead role in her success.

Phebe Ellis of PrimeWest Mortgage Corp. was recently named the Top Producer of the Texas Mortgage Bankers Association for her volume of $27.9 million in the first three quarters of the year.

TMBA honored the PrimeWest senior vice president at the 55th Annual Educational Seminar and Marketplace it recently held in Dallas. Ellis closed about $2 million and $5 million more than the second and third top-producing individuals, respectively.

Ellis attributed her success to "working for a great company and having an excellent team": the processor, closers and underwriters who help her on a daily basis.Additionally, the award, "displayed proudly, ... has definitely helped" at the office and with referrals, she indicated.

read full story at MortgageDaily.com
(subscription required)

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
(subscription required)

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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