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Paula Parisot's
Blog Column
photo of Paula Parisot


March 10, 2006

A Spin on Testimonials

Testimonials have to be the best way to show your prospect that your products work for others just like them.

Senior Editor Tom Williams shares with readers at WaterTechOnline.com a fantastic idea that salesman David Grant has integrated into his sales plan. Grant has built in a 30-minute follow-up that includes getting a testimonial photo with the customer’s family he has sold his water system to, making his own "PR" book to show new prospects.

read story from Water Technology .

The Sales Process and Networking

Building sales relationships and networking are essential for sales success. As sales trainer Jim Meisenheimer (www.meisenheimer.com) says, "networking is one letter away from not working," and you cannot afford to miss out on what it can offer you in terms of prospecting.

Scott Larkin, veteran salesman shares his ideas on networking and the other important aspects of the sales process with readers at Amonline.com. Larkin also includes a sample outline of how to create your own sales plan.

read story from Automatic Merchandiser .

March 8, 2006

More Sales: Enter Dear John/Jane

If you want to free up your precious time to devote it to your more promising clients you need to know who to get rid of and how to do the deed. Your timewasters are costing you sales! Learn how to gently let go of those who are keeping you down.

Patricia Schaefer shares with readers at BusinessKnowHow.com the secrets to "dumping your clients" so that you are able to concentrate on the customers that make your life easier.

A sales "relationship should be based on a 'win-win' or mutual value premise: providing a valuable service in exchange for compensation, usually in the form of payment," Schaefer says.

read story from business know how .

March 6, 2006

Quickly Reach 6 Figures Selling

A sales veteran has written a training and reference manual for loan originators designed to help them skip the rigors of on-the-job-training and begin making money right away.
read Paula's story from MortgageDaily.com
(subscription required)

Selling Style and the Process

If your selling approach doesn't seem to be working it might be time to try another or at least consider implementing other ideas to freshen-up your sales process. Certain sales processes work differently for varying personalities, it is not a one-style-fits-all sales world.

David Beck, writer and a bank president shares with readers at MySA.com, San Antonio Express, a review of The New Solution Selling by Keith Eades and how a successful selling process could work for anyone.

read story from the Express-News .

Selling with Passion

Selling a product you are passionate about allows you to maintain your enthusiasm, a key ingredient to becoming a top salesperson. You would look forward to learning more about your product and be able to educate your customer about its features and benefits, and being seen as an expert is also valuable in the sales game.

Business Writer Donna Callea shares with readers at Daytona Beach News-Journal Online how passion has taken a few salesmen to the top of the sales ladder.

read story from the Daytona Beach Journal .

Sharpen Your Talents

Selling is a skill that is multi-faceted. If you are a successful salesperson, you are a very talented person -- fact. Marketing Your Services: For People Who Hate to Sell author Dr. Rick Crandall has broken the sales process down into five areas.

Crandall shares with readers at SalesVantage.com the five elements of selling that you need to master for sales success.

Building relationships -- Prove your worthiness and keep your customer's best interests at heart.

Analyze customer needs -- Develop a repeatable process to analyze customer situations.

Know your customer's business -- Keep researching, keep up-to-date.

Be creative with your solutions.

Help your customer do what they do better.

Get your customers to see you as a valuable partner and you will have a customer for life.

read story from Sales Vantage .

Brand New You

If you are looking to make a good impression there are a few rules to follow to ensure this goal is met -- and you can do it. Presentation coach and author of 10 Simple Secrets of the World's Greatest Business Communicators Carmine Gallo spills the beans on the secrets of making a lasting and powerful impression on your customers.

Gallo says great presenters have passion, exude confidence, dress appropriately and continually educate themselves to stay current.

“Remember that if people like you -- and feel good about you -- they are more likely to invest in you, your service, or your project,” Gallo tells readers at BusinessWeek Online. ȁSo whether you are speaking to an audience of one or 1,000, think about how you project the brand of you.”

read story from Business Week .

Putting the Spin on Selling

Thorough research in sales success and its results are very compelling when it comes to figuring out what we might be doing “wrong.” Spin Selling author Neil Rackham shares with readers at business.telegraph.com the results from more than four decades of sales research and the lessons that were borne from its results.

Rackham found that successful salespeople ask smart questions and listen more than they talk. "In the past we were told not to give the customer time to talk, and to sell off a script. But it is better to ask questions to get the customer to talk," he says.

Rackham outlines the questions you need to ask your customer and yourself in order to complete a successful sale.
read story from the Business Telegraph .

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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