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Sales Stories & Insight
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Last Updated Thursday, February 2, 2007 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

February 2, 2007

Celebrate the Competition

Let them make you a better salesperson! Sound crazy? Think again.

Michelle Nichols, Savvy Selling columnist shares with readers at BusinessWeek.com four reasons to thank your competition. “Competitors help you define who you are to your customers,” Nichols writes. The rivalry can bring out your best and add energy to your selling efforts, she says.

Here are some great ways to look at the competition as your secret weapon.

read story from BusinessWeek.com

See the Signs

There are certain signs to watch for when giving your sales presentation. If the conversation takes a turn it might be time to switch gears.

Diana Habich, author of Sales By Design: Perspective, Proficiency and Process shares with readers at SalesVantage.com the warning signs of losing a deal and how to overcome them.

read story from SalesVantage.com

Proven Sales Techniques

The more you know about the customer the better your chances of selling your solution and closing the deal; listen intently, ask questions and confirm your findings to ensure you have a thorough understanding of what your customer needs. That is just one example of a proven skill set used by sales professionals, that hopefully become habit for you as you position yourself as a successful and trusted advisor to your clients.

Services-On-Tap, a lead generation company shares six more closing secrets from some of its own successful sales customers.

January 30, 2007

Value Vs. Price

Product price is a valuable negotiating tool, and when revealed at the wrong moment can do substantial damage to your sales progress.

Alan Rigg, author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It shares with readers at Incentive the dangers of discussing price before your customer is ready to hear it.

Rigg gives practical examples of what to ask the customer to build the appropriate value and cost comparison.
read story from Incentivemag.com

January 29, 2007

Listen and Focus

Listening -- one of the most important skills necessary for a successful selling career – is the primary tool used to keep you focused on the customer, and according to sales book author and columnist Barry Farber there are four elements to add to this tool to enhance the selling process.

Taking notes shows the customer that what they say is important to you, Farber tells readers at Entrepreneur.com. Always “dig deeper,” and make sure the customer understands what is being said, he adds. And don’t forget to practice, practice, practice.
read story from Entrepreneur.com

Break the Mold

Superior sales ability comes from being able to step into your customer’s shoes and see things from their perspective. Jeff Thull shares this insight with readers at Inc.com.

Exceptional sales professionals “do not think like salespeople”… “They are focused on understanding their customer's view, their world, and the unique requirements their customer may have.”
read story from Inc.com

read hundreds more sales stories in archived blog entries

  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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