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Paula Parisot's
Blog Column
photo of Paula Parisot

S A L E S
W I R E




February 10, 2006


Enjoy the Job, Sell More


Finding pleasure in selling is one key to mastering the sales process, according to one sales book. Of the many ways to accomplish this, the book says, making the realization that "selling makes the world go round" is step one. Step two is to act like the successful salesperson one hopes to become until it becomes reality.

The Joy of Selling takes an in-depth look at the psychological factors involved in selling and how to overcome the emotional obstacles that most salespeople find detrimental to their career.

For example, author Steve Chandler points out that people are conditioned to communicate with their brain in "trying" terms which leads to just that -- trying, not succeeding.

"If I tell myself that I am going to try to make some sales calls on the phone this morning before going to lunch," Chandler writes, "my brain hears it as a completely different communication than if I say I am going to make four calls before lunch."

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


February 9, 2006


Time's Up


Time management is essential to sales success considering that most research reports that salespeople spend the least amount of their day in front of the client. Like money, spend your time wisely for optimal results.

Barbara Mednick, business columnist for the Star Tribune, shares with readers an overview of time management tips from two busy executives.

The advice given addresses priority issues, communicating with key decision makers, and keeping a time log to boost your performance.

Another tip for success that Kevin Fratzke, vice president, iSeries Solutions, MSI Systems Integrators shares is to take a time management course and create a time management plan that suits your career.

read story from the Star Tribune .


February 8, 2006


Remember Your Customers


Hold on to your sales relationships if you want to work smarter, not harder. Transform your clients into your salespeople by creating a buzz about your brand and how you handle their business. Take customer service one step further and do something unusual they will remember like sending a memorable (personalized) card on their birthday or clip an informative article that relates to their business and mail it to them with a little note to let them know you are still thinking of them.

Sales coach Tom Hopkins shares with readers at Entrepreneur.com the ways to keep your customers from feeling ignored.

Hopkins reminds salespeople to always follow-up with a thank-you and continue to remind them you are waiting for their business when they are ready to buy again.

read story from Entrepreneur magazine
.


February 7, 2006


Are you listening?


Making sure that you are listening not just hearing could be the key to increasing your sales. When you block out the white noise, the self-talk, and other inner distractions you can really listen to your prospect and decipher what he or she is needs from your product.

Dave Kurlan, author of Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, shares with readers at SalesVantage.com the importance of intense listening.

Kurlan says salespeople must learn to clear their minds, avoid using a script, and stop giving presentations.

"They must instead ask questions that will cause their prospect to tell them about issues, symptoms, problems, frustrations and dissatisfaction," he says.

read story from Sales Vantage .


February 6, 2006


Negotiating a Bargain


When customers begin negotiating price this might tell you one of two things, you didn't build enough value into the proposal or they are a true bargain hunter at heart. Either way, there are solutions to this dilemma that can help you close the sale while keeping your pricing intact.

Colleen Francis, president of Engage Selling Solutions, shares with readers at DailyIndia.com five steps to negotiating the sales.

Francis says, first you need to be in the correct frame of mind and that includes the belief that your product is worth every penny you are asking for it. You cannot truly expect your customer to pay full price if you don't believe the value exists.

The second and third steps involve holding firm on your stand. Do not give in too quickly. Fourthly, Francis says to take the prospect's mind off of the bottom line and make a concession that does not involve lowering your price or damaging your profit. Lastly, if you must give in to the ferocious bargain hunter, find out exactly why the discount is so important to them.

read story at Daily India .

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 .


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 .


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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