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Paula Parisot's
Blog Column
photo of Paula Parisot


March 2, 2006

5 Sales Secrets

Succeeding in sales takes a certain amount of resiliency, enthusiasm and conviction.

A successful salesperson will learn to accept rejection as a temporary setback rather than develop call reluctance; maintain a constant level of enthusiasm despite outside distraction; and remain determined to meet personal and professional goals.

Michael Angelo Caruso, corporate and personal motivational coach, offers ideas in his book 5 Cool Ideas For Better Working, Living & Feeling to overcome common obstacles people face that keep them from realizing success.

Regarding stronger sales, it's important to remember not to take rejection personally, the prospect is rejecting the idea, not "you." Caruso says, "It's never "no," it's "no for now." He says to view the "non-purchase" as an opportunity to uncover the objection and challenge its validity, but to be prepared for any objection that arises.

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

March 1, 2006

See the Big Picture

Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling, had some words of wisdom to impart on readers at Snohomish County Business Journal. A reader asked Gitomer how long it took him to attain sales success and Gitomer obliged his question by sharing what factors have played an important role in his professional and personal successes.

Gitomer says salespeople need to see the big picture in order to take the necessary steps that lead to success. One such step is to set yourself apart from the competition, whether it is by using an unusual business card or a unique concept of branding.

Another important rule in general that Gitomer discusses is the love of what you are doing. If you are in a sales position that you truly enjoy it will resonate through your work and allow you the enthusiasm to work through every day with a smile.

read story from the Snohomish County Business Journal .

Lessons that stand the test of time

People buy from people they like, right? Right! So the question remains: How do I get John Doe to like me? Hopefully, this isn't a question you need to ask yourself on a daily basis. But for some pointers, author of Get Clients NOW! C.J. Hayden takes a look at Dale Carnegie's lessons from How to Win Friends and Influence People, written in 1936.

The six ideas that Carnegie offers in his book have stood the test of time and are shared by Hayden with readers at Healthy, Wealthy-n-Wise are:

  1. Become genuinely interested in other people.
  2. Smile.
  3. Remember that a person's name is to that person the sweetest and most important sound in any language.
  4. Be a good listener. Encourage others to talk about themselves.
  5. Talk in terms of the other person's interests.
  6. Make the other person feel important -- and do it sincerely.

read story from Healthy, Wealthy n Wise .

Prime Selling Time

Finding the time to make sales calls can seem impossible on some days, but it is necessary if you plan to excel in your sales career. Prioritizing and scheduling are two important tasks that cannot be ignored or you might spiral out of control while putting out fires all day.

Doug Smith, author and sales trainer, shares with readers at Focus Publications the importance of spending 20-40 percent of your business week selling.

Smith says certain hours are prime for selling, and for the mortgage industry it is between 10 a.m. and 3 p.m. Pay attention to your industry and you're likely to determine your prime selling hours as well.

read story from Tips Tools & Tricks of the Trade .

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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