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Paula Parisot's
Blog Column
photo of Paula Parisot


February 14, 2006

Schmooze Me, Can I have Your Attention?

If you want to increase your sales relationships, add schmoozing to your list of "to-dos." However, make sure you know how to schmooze correctly before trying it out on your clients.

John Yantis, Business writer for the East Valley Tribune, takes an inside look at schmoozing with some of today's great schmoozers.

Schmoozing is an art and an unselfish one at that, according to Richard Abraham, author of Mr. Shmooze: The Art and Science of Selling Through Relationships. "It surprises people to learn that selling is not about manipulating or talking or even persuading," he says in the article. "It's about giving. So in its purest form, schmoozing is simply making people's lives better."

Be careful not to confuse schmoozing with selling, Yantis warns. "Those who schmooze just long enough to spring their business on somebody often turn prospects off."

read story from the East Valley Tribune .

Let Your Client Close the Deal

Hard selling may be a thing of the past. As business becomes more competitive, relationship building is playing a bigger part of the sales success quotient. This leads us to consultative selling, not aggressive pushy behavior but focused listening with a problem-solving appeal.

The Guerrilla Consultant, Michael McLaughlin, shares with readers the upside of consultative selling and the downside of traditional selling.

For success in selling, McLaughlin advises, stop trying to "close" the deal before you have the chance to sell the idea.

"The simplest -- and most natural -- approach to closing a consulting sale is to let the client close it for you," McLaughlin says. "Consultants who force action on a sale before the client is ready to buy risk distracting attention from the most important sales activity: helping the client embrace a proposed outcome."

read story from The Guerrilla Consultant .

February 13, 2006

Climbing the Sales Ladder

Nothing sells a success story better than the tangible results it creates. Once you know how to sell and the joy that can be found in it, you can sell anything (to the right market.)

Jeffrey Gitomer knows this first-hand and shares his secrets to climbing that ladder of success with readers at BizJournals.

He says it began with a realization that he was good at selling, that he needed to love what he sold and believe in the product. That's when one thing led to another; he began giving free speeches at trade shows and organizations that he belonged to, and then he began writing. Writing led to more speeches, which is now his product.

read story from Business Journals .

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

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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