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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.
story from BusinessWeek.com
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
story from SalesVantage.com
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.
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.
story from Incentivemag.com
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
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,
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
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.”
story from Inc.com
read hundreds more
sales stories in archived blog entries
Paula Parisot reports news and reviews sales books for MortgageDaily.com.
by Paula Parisot
Email Paula at: PaulaParisot@CloserBlog.com
News By: MortgageDaily.com