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Paula Parisot's
Blog Column
photo of Paula Parisot


January 20, 2006

Use Time Wisely

Prioritizing your sales schedule and tasks could be key to increasing sales, according to sales trainer and columnist Michelle Nichols.

After differentiating which tasks are of utmost importance, such as selling face-to-face, and which ones can sit on the sidelines for a bit, Nichols says to determine a way to multi-task or use synergistic ideas to get more done in the time you have available. One way to do this, she says, is to delegate or hire out the tasks you don't have time for and that can be done by someone else.

Nichols shares with readers at BusinessWeek a plan to get your sales time prioritized for maximum sales.

read story from Business Week .

Follow Up or Else

Follow-up: An essential component of the sales process that often gets overlooked, forgotten or avoided, usually due in part to the fear factor of rejection. (My definition, not Merriam-Webster's.)

Sales Trainer Kelley Robertson of Robertson Training Group shares with readers at Express TravelWorld his ideas on why salespeople don't follow-up why they need to, and why they shouldn't take it for granted that a customer would call them if they were ready to buy.

"You can easily differentiate yourself from your competition by making the effort to follow-up with your prospects and customers," Robertson says. "Don't take it for granted that they will call you. Be proactive and contact them."

read story from Express Travel World .

Don't Misuse Gift of Gab

In sales it pays to leave your personal opinions at the sales meeting door. You never know when a seemingly innocent comment can ruin your customer's opinion of you! And as we all know customers like to buy from those they like and trust. How often do you find yourself trusting a person you hardly know that doesn't share the same ideals as you?

Laura Laaman points out to readers at BizJournals.com that sometimes it's best to follow the advice our mothers gave us, "If you can't say anything nice, don't say anything at all."

Whether it's current events, politics, or religion, keep your thoughts to yourself if you want to keep the sale.
read story from Biz Journals .

January 18, 2006

Keeping Your Head Above Water

Sales experts will tell you that attitude affects your selling ability. If you are able to maintain a great attitude all the time you are likely to succeed in a sales career. The question is -- how do we access the part of us that allows us to be in a great mood even when faced with rejection, deadlines, and quotas?

Dale Carnegie training programs are a perfect example of how you can learn to access that part of you that needs some behavioral modification.

SellingPower.com editors review lessons Carnegie left as part of his legacy. The courage to keep moving on and to concentrate on the positive are just a couple of thoughts the article points out. Read on to learn how to get over worrying, how to sell your ideas, and how to keep your enthusiasm.

read story from Selling Power .

January 17, 2006

Selling to Women

review or buy Marketing to Women

Women can be deeply loyal customers but respond differently than men to various sales and marketing techniques. One book on the subject identifies these differences and discusses how to address them.

Marketing to women today takes a bit of finesse, a dependable post-sale process and a lot of integrity, according to Marketing To Women: How to Understand, Reach, and Increase Your Share of the World's Largest Market Segment.

Research reportedly showed that women put "more weight on warranties, guarantees, and customer support hot lines." The book also revealed that if a customer has a post-purchase complaint readily resolved, that customer would likely become a more loyal and satisfied customer than one who never had a complaint.

Personal interaction, the book's author Martha Barletta says, is an important component of a woman's sales experience on both the backend of the purchase and the initial contact with the salesperson. "Because of her predisposition toward people and relationships, she will find herself inclined to buy from the salesperson who is most successful at creating a rapport."

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

Relationship Building Blocks

Have you figured out how to boost your confidence should it be lagging? (If not, read the blog entry below) I hope so because there is evidence that confidence is the number one building block for customer engagement, according to Gallup research.

Benson Smith and Tony Rutigliano, Gallup research authors, share with readers at Gallup Management Journal the results of a study that tested the "emotional attachment" customers had with their salesperson.

Along with confidence the other three "emotional dimensions" the pair found to be key factors in building sales relationships are integrity, pride, and passion.

The authors remind that consistency with these traits and trust is important as well. "Our research has shown that trust has to be there all the time or there is no trust."

read story from Gallup Management Journal .

January 18, 2006

AppExchange Goes Live

Salesforce.com, which says its customers and partners were not put off by the recent network outage, went live Tuesday with AppExchange, an eBay-type site for business applications.
read story from developer pipeline .

January 16, 2006

Problems at Salesforce.com

On Dec. 20, Salesforce.com suffered a nearly 5 hour outage -- topping a list of issues facing the CRM, or customer relationship management, software firm.
read story from e-week news .

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)

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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