Back to home page.
Archive of CloserBlog.com dating back to 2005.
Mortgage news for the mortgage industry.
Free e-mail newsletter with the latest headlines from MortgageDaily.com.
Condensed MortgageDaily.com stories free on your Web site or for your RSS reader.
Stories about how to sell more.
Read the latest book reviews from MortgageDaily.com.
Read the latest mortgage news for brokers.
Mortgage loan leads for originators, brokers and loan officers. News about loan lead companies and mortgage lead generation techniques.
Read stories about mortgage education.
Read news about mortgage licensing.
Keep up with the latest news about mortgage rates.
Advertise with CloserBlog.com or affiliated websites.
February 5, 2007
Success is Your Own Fault
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
“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.”
story from Businessweek.com
Using Lead Generation Companies
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.
story from Performance Insider
"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.
story from BPM Today
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.
story from the Porland Business Journal
Celebrate the Competition
Let them make you a better salesperson! Sound crazy?
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,
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
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