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Sales Stories & Insight
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Last Updated Friday, March 23, 2007 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

March 23 , 2007

What's Your Name?

Remembering someone’s name shows that you respect them and most people are impressed by your attention to detail. There are a lot of memory techniques out there and here’s one that might work for you.

Tom Richard, sales trainer, shares with readers at Toledo Free Press how using mental pictures can help you remember more people’s names.
read story from the Toledo Free Press

Look Who's Talking

A successful salesperson doesn’t need to “act” like a salesperson. This is said a lot when it comes to consultative selling, or soft selling. But, one sales dynamo swears by it.

Tessa Stowe has proved to her company that being a “facilitator” not a salesperson can and does work. Stowe says she simply talks to her clients, not sells them.
read story from the American Chronicle

March 22 , 2007

What Time Do You Have?

Increase sales by managing your time more effectively; how’s that for a simple increase on ROI? Spend more time selling, make more money. Farm out those tasks that are imbibing your face-to-face sales time.

Ray Silverstein, sales columnist for Entrepreneur.com shares with readers easy simple tips to incorporate into your day that will help you manage your time efficiently.
read story from MSNBC

March 21 , 2007

You've Got Mail

If you are making your sales calls on the World Wide Web you might do well to heed some advice on e-mail etiquette for salespeople.

Jeffrey Gitomer shares with readers of BizJournals how to integrate the use of e-mail with your sales process.
read story from BizJournals.com

Silence is Golden

Talk too much and you might talk yourself out of a sale. Sometimes a client has already made up their mind to buy from you before you walk in the door. Only give the information necessary, when necessary.

Jim Kasper, veteran salesman, shares with readers of SalesVantage.com a case study that is a great example of how loose lips sink ships.
read story from SalesVantage.com

To Tell the Truth

Slightly more than half of 53,586 salespeople were found to exaggerate when they are selling, according to a study conducted by two Baylor University marketing professors.

These salespeople hope to sell more by “growing hair” on their presentations, the professors noted. The article on Central Valley Business Times includes an audio link of a more in-depth interview of Prof. Jeff Tanner for those who would like to hear what these professors believe works in selling – truthfully, it’s honesty.
read story from Central Valley Business Times

March 20 , 2007

Cracks in your pipeline?

Hopefully you are converting the majority of your qualified prospects. But what if you could close a higher percentage?

Don Maruska, business coach and columnist, for the San Luis Obispo Tribune shares with readers how to patch up the leaks in your pipeline. “Analyze your sales pipeline from start to finish,” Maruska advises. “There’s gold in those leaky pipes.”
read story from the San Luis Obispo Tribune

March 19 , 2007

Afraid to Sell?

A lot has been said about “fear” when it comes to sales. Usually it boils down to fear of rejection. How does the ego get over that fear? First and foremost, I recommend personally removing yourself from the situation. If a customer rejects your offer, they are rejecting your offer, not you. You’re a good person, they just don’t see the need for what you are selling at the time, that’s all.

Michelle Nichols addresses these types of sales fears in her Savvy Selling column at BusinessWeek.com. Nichols also offers great advice on how to combat those fears.
read story from BusinessWeek.com

The Sales Mindset

Creating the right sales mindset is an important step in selling. Instead of seeing it as a step-by-step process, Jerry Stapleton sees it as more of a frame of mind.

Stapleton, sales columnist shares with readers at Small Business Times the questions you need to ask your prospects in order to complete the sales process – with an order.
read story from the Small Business Times

read hundreds more sales stories in archived blog entries

  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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