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Last Updated Monday, February 5, 2007 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

February 11, 2007

Success is Your Own Fault

Forget the emphasis on a positive attitude, it’s about what gets done, according to Larry Winget author of It’s Called WORK for a Reason: Your Success is Your Own Damn Fault. Winget shares in a BusinessWeek podcast with Michelle Nichols, what he calls simple ideas for selling.

“Never blame the customer… if your sales career is not going well, it is your fault,” he says. “Don’t whine about how bad things are, get off your butt, get on the phone, go knock on some doors and see customers.”

Listen in…
read story from Businessweek.com

February 9, 2007

Using Lead Generation Companies

If you are getting prospects from a lead generation company, you are trusting that they are qualifying the right clients for you --to maximize your lead-buying dollars. To ensure the lead company is addressing your particular needs, there are some questions you need to ask upfront.

Matt Wise, president of Q Interactive shares with readers at Performance Insider five questions you need to ask of your current or potential lead-providing partners.

For example, Wise suggests you ask if they are using the right targeting model for your particular product/service, check that the opt-in is by confirmed consent, make sure you own 100 percent of the consumer data and that it is validated and filtered effectively. Wise discusses these issues and other insightful advice on choosing a lead company.
read story from Performance Insider

February 7, 2007

Guaranteed Results

The "puppy dog" close is one that I have always favored. Get your amazing product into their hands and how can they possibly live without it? Plus, you take away their fear of making a bad choice by offering that customer a guarantee that if they don’t feel it meets their needs, they can indeed return it. (This is assuming you sell a commodity that allows for a return or refund.)

One company that found the trial-offer to be a success is Salesforce.com, but they also found out that you cannot be a success while on autopilot, as reported in an article on BPM Today. You still need follow-up and customer service support.
read story from BPM Today

February 5, 2007

Believe It and Achieve It

The psychological aspect of selling is a popular topic, although seemingly understated, according to some sales experts. We all learn the facts and figures to present to the customer along with the closing techniques and other skill sets, but what about our belief in the product? To continue a sales career with passion and enthusiasm when faced with enormous amounts of rejection, you need a lot of faith. You cannot successful sell what you don’t believe in.

Jeffrey Gitomer shares with readers at Portland Business Journal the importance of belief and attitude in regards to a successful sales career.

read story from the Porland Business Journal

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

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

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