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March 23, 2007
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.
story from the Toledo Free Press
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
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.
story from the American Chronicle
22 , 2007
What Time Do You Have?
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.
story from MSNBC
21 , 2007
You've Got Mail
you are making your sales calls on the World Wide Web
you might do well to heed some advice on e-mail etiquette
Jeffrey Gitomer shares with readers of BizJournals
how to integrate the use of e-mail with your sales process.
story from BizJournals.com
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.
story from SalesVantage.com
Tell the Truth
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.
story from Central Valley Business Times
20 , 2007
Cracks in your pipeline?
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.”
story from the San
Luis Obispo Tribune
19 , 2007
Afraid to Sell?
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
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
story from BusinessWeek.com
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
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.
by Paula Parisot
Email Paula at: PaulaParisot@CloserBlog.com
News By: MortgageDaily.com