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Paula Parisot's
Blog Column
photo of Paula Parisot

March 23, 2006

Lose the Ego in Sales

Achieving high levels of success in selling requires the ability to put aside one's ego while politely ignoring the word "no" and preparing for the worst in a positive way, according to one sales book that offers 15 unique sales strategies.

No B.S. Sales Success: The Ultimate No Holds Barred Kick Butt Take No Prisoners & Make Tons of Money Guide written by Dan Kennedy promises to offer the reader unheard of sales advice and thought provoking ideas for sales success.

The number one reason for failure in selling is ego, Kennedy writes.

"The person with an inflated ego or with very fragile self-esteem (the two are connected) perceives refusal as rejection," the book says. "When someone says no to such a person, he or she takes it personally."

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

A Clear Eye for the Selling Guy

Genuinely caring about your customer will go along way in a competitive environment. If you can honestly show (they know when you are lying) that you care about helping your customer's business grow and prosper, you are likely to win that account for the long-term.

Tom Asacker, consultant and author of A Clear Eye For Branding, shares with readers of his blog A Clear Eye, sales lessons and a story of how one salesman got the deal by showing that he really did care.

read story from A Clear Eye .

5 Decisions Customers Make

Research has shown that for any major purchase there are five buying decisions a person needs to make, according to Duane Sparks founder of The Sales Board. Sparks shares with readers at Focus Publications those five decisions your customers will make when dealing with you.

  1. Do they "buy" you?
  2. Do they "buy" your company?
  3. What does your company do?
  4. What is it known for?
  5. Is it a good match for them?

read story from Focus Publications .

Honestly Selling

Honesty and selling should go hand in hand if you want to succeed in a long-term sales career. Allan Drury shares with readers of The Journal News one man's journey from new car salesman to general manager of a Honda Subaru dealership and takes a close look at the value of honesty and the serious "dos and don'ts" of selling.

"Be honest about your products, services, prices, delivery dates and everything else," Drury says. "Customers know when salespeople are lying."

read story from The Journal News .

March 20, 2006

Do You Really KNOW Your Clients?

Knowing your clients is the key to success, according to a panel of business leaders, sales trainers, and consultants. That is what writers David Shepp and Allan Drury of The Journal News found at a recent panel discussion sponsored by the newspaper's editorial department.

Shepp and Drury said the panelists agreed that knowing the customer and striving to meet their needs was essential for success.

One business leader, Fran Reinstein, director of marketing for Devon Resources LLC, a residential and commercial mortgage company in New City said, "I've seen people that are phenomenally successful at it because they believe in their customer. It's really about focusing on your customer and thinking customer all the time," Reinstein said.

read story from The Journal News .

Don't Waste Your Time

Do you spend your waking hours wisely? Time management is one of the most important skills a salesperson needs to master to become successful.

Dave Kahle, sales consultant and author of 10 Secrets of Time Management for Salespeople, shares with readers at SalesVantage.com the four biggest time wasters for salespeople and what you can do about avoiding them.

read story from Sales Vantage .

Git Movin'

Jeffrey Gitomer, sales trainer and author has some great ideas on how to motivate yourself into having the best sales year ever. Gitomer shares with readers of BizJournals.com four secrets to getting where you want to go in sales, including meeting your monthly quota by the second week of the month, branding yourself, waking earlier, and writing your thoughts down.

"The more you write down, the less you will have on your mind -- and the easier it will be for you to create new ideas," Gitomer says.
read story from American City Business Journals .

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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