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Paula Parisot's
Blog Column
photo of Paula Parisot


January 13, 2006

Got Confidence?

By using positive words and imagery you can build the confidence needed to close that big sale. Practice using words like "successful" and "confident" in your self-talk, picture the sales meeting going smoothly and positively, and expect the sale.

A confident salesperson will most likely sell more than one who is not. And having that kind of confidence that successful people have could be just a few words and ideas away according to Dr. Rosabeth Moss Kanter, Harvard business professor and author of Confidence: How Winning Streaks and Losing Streaks Begin and End.

Columnist Sally Koslow shares with readers at Reader's Digest great ideas on how to boost your confidence.

"Negative feedback undermines anyone's belief in his or her ability to succeed," Sally Koslow points out in her column. "But if you can hold on to a winning attitude, you'll make a greater effort and also create positive momentum."

read story from Reader's Digest .

January 11, 2006

Selling Your Story

Taking the time to develop an "elevator speech" as motivational/sales speaker Michael Angelo Caruso says, can improve your chances of developing prospects. It's a 15-second commercial that tells people what you really do. Instead of saying I'm a loan officer, you might say, "I help people realize the American dream of homeownership by offering financial solutions."

Much like the "elevator speech" creates an image for people to see (instead of a job title), stories can do the same thing but on a much more detailed and persuasive level.

According to an article on MontanaNews.com, research has shown storytelling to be "the most powerful persuasion method ever seen."

read story from the Montana News Association .

Total Value Proposition

How you spend your time defending your products and services can reflect in your sales volume. Spend it wisely.

Remember that part of the value you offer your customers is your time and knowledge of the industry and how your products can benefit them, says sales coach Shamus Brown.

Brown reminds readers at SalesVault.com to respect their value as a salesperson and to get a commitment from the prospect so they know that their time isn't being completely wasted.

"You only have so much time in a day, so use it well," Brown says. "If you chase every deal that comes your way, you are losing real sales that you could have gone out and looked for."

read story from Sales Vault .

Partner or Adversary?

When we make a purchase we act in our own interest and hope we are making the right decision, based on our knowledge of the product/service. If we don't know, we might call someone who works in that field to get some advice or take them with us, because we feel better knowing that someone is in our corner, helping us make the right decision.

This is what a salesperson should be to his customers, that person in the corner, looking out for OUR best interests.

Ronnie Laiken, president and COO, Coldwell Banker Residential Brokerage in New Jersey and Rockland County, New York shares with readers at RISMedia the reasons behind the success at his company.

It's not location, location, location, he says, it's consumer, consumer, consumer. "Once this mindset becomes deeply embedded into one's culture, then the behavioral consequences become automatic."

You cannot attain long-term success without first being in your customer's corner.

read story from RISMedia .

January 9, 2006

First and Lasting Impressions

In sales, first impressions should be positive lasting ones if you are looking for long-term success. There are a few important factors to remember when meeting with a prospect(s) for the first time, including a prompt arrival, an enthusiastic attitude, and a thorough understanding of what your prospect does in his or her business.

Robert Bly, author of Magnetic Selling, shares with readers at SellingPower.com his tips for making a good impression at that first sales meeting.

Bly lays out the rules for success beginning with "Silence is Golden." He explains that nervousness tends to display itself with a lot of unnecessary chatter. Act confidently, he says, ask what their needs are before telling them what you have to offer, and don’t hang around longer than needed.

"Hanging around gives the impression that your time," he explains, "which you’re trying to sell to the prospect for a hefty price, is not valuable."

read story at Selling Power .

buy "How to Beat the 80/20 Rule"

How to Be Part of 20% Doing 80% of Sales

Recognizing the right attributes, developing the right style and formulating the right plan are among the many sales success ideas discussed in one book -- which emphasizes that each salesperson should focus on his or her unique strengths.

Most salespeople have heard of the 80/20 rule in selling. For those who haven't, its based on the premise that 80 percent of sales is done by the just 20 percent of salespeople. In other words, top performers are bringing the bulk of the business while the rest bring in far less.

Alan Rigg, sales trainer and author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It 2nd Edition, explains that the top four critical attributes for superior selling performance include sales drive, emotional toughness, reasoning ability, and service drive. Without these attributes a salesperson would lack the passion, perseverance, analytical ability, and customer service that is necessary to succeed.

These attributes, in varying degrees, coupled with the correct selling style could be the formula for sales success. For example, a consultative selling style would necessitate all of the aforementioned attributes but puts reasoning ability first and foremost, "as the basis of this selling style is the ability to ask excellent questions and rapidly abstract conclusions from the answers," the book explains.

read all of Paula's story at MortgageDaily.com
(subscription required)

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 12, 2006

Salesman Calls Customer 'Scumbag'

A two-minute voice message left by a salesman for a window and siding company offers sales people a perfect example of how to fail in selling.
read story from wis10 news .

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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