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Sales Stories & Insight
Learn How to Sell More
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Last Updated Thursday, April 5, 2007 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

April 5, 2007


Generating, Converting Leads

A number of successful lead generation and conversion strategies were recently outlined in a 221-page report.
read story from MortgageDaily.com




Crafting an Irresistible Offer

Developing an offer that clients cannot resist is a matter of considering three elements that, when communicated succinctly, tempts the client to promptly purchase the product or service, according to a new sales and marketing book.
read story from MortgageDaily.com




Massive Subprime Layoffs Continue

WMC Mortgage may have cut a significant portion of its sales force while Fremont General Corp., which is exiting the subprime mortgage business, has begun laying off some of its thousands of subprime employees.
read story from MortgageDaily.com




Borrower is King

Finding success in the mortgage business takes a down-to-earth approach and the mind set to see each client as a referral source, according to a new mortgage marketing and sales book.
read story from MortgageDaily.com




3 Second Sale

Four questions cross the minds of potential buyers every time a salesperson approaches. And how the salesperson responds determines whether or not the prospect will buy.
read story from MortgageDaily.com




The Perfect Niche

Expert mortgage originators are able to identify, analyze and exploit market niches.
read story from MortgageDaily.com




April 4, 2007


Ethical Dilemma?

While salespeople can sometimes get a bad rap for the line of work they are in, most are ethical and maintain a high degree of integrity.

Savvy Selling columnist Michelle Nichol's latest podcast at BusinessWeek.com is an interview with business ethics consultant, Frank Bucaro. Nichols undercovers Bucaro’s strategies for achieving success while maintaining integrity.

read story from BusinessWeek.com




Can I Help You?

Successful sales people see themselves as consultants, according to one sales training expert. This makes sense in the way that the customer can trust you if you can let them know you are “in their corner” to help them to find the best solution for their particular need.

“They do not approach their customers with hat in hand, hoping for a sale,” Brian Tracy tells readers at the Naperville Sun. “They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal.”

read story from the Naperville Sun




Work Smarter Not Harder

Face time is the most important time spent when it comes to sales and closing. Needless to say, the more time you can spend “selling” the more deals you can close.

There is a CRM program that helps salespeople do just that by automating the mundane tasks of documenting expense reports, mileage logs, and call reports.

Charles Cohon shares with readers at destinationCRM.com the details on how to “start capturing richly detailed data now, or keep fighting a battle of wills that lets another year of data fade away unremembered and unrecorded.”

read story from DestinationCRM.com




April 3, 2007


Take It to the Next Level

To get the attention of your prospect you better first get an understanding of their business and how your product or service benefits them and their bottom line. This is true especially of high level executives who value their time as a commodity.

Jeff Thull, sales book author shares with readers at destinationCRM.com how to get the valuable attention of those all-important executives that make the final decisions.

read story from DestinationCRM.com




March 30 , 2007


Lead Management

Nothing sells better than a client testimonial. Salesforce.com has a new lead management system that integrates with loan origination systems and E-LOAN is singing its praises.

"Being proactive helps us close deals faster and also ensures our customers are receiving timely and accurate service," Jay Shah, E-LOAN chief information officer said. "We anticipate these improvements will enable us to support a greater number of customers as our business grows, without having to add more resources or sacrifice the quality of our customer communications. We have Salesforce to thank for that."




Homebuilding Sales Management

A lead management software developer is getting kudos from homebuilders for its front office sales solution. Sales Simplicity offers homebuilders a sales, CRM, and internet lead management software system which is reportedly being used by five of the top 200 builders.

"Simplicity automates the sales and options-selection processes and it can be accessed entirely over the Web, even with just a dial-up connection. In addition to automation of the sales process, Sales Simplicity offers dynamic reports on total home price, disposition of deposited funds, new-home-options transaction history, lot and mortgage selection tracking, demographic analysis, and four different security levels."
read story from Broadcast Newsroom




March 29 , 2007


Listen To This

If you listen to today’s sales trainers and authors you will most likely hear them say that selling today is about listening, not talking.

A new sales book, Got Sales? written by Leann McGookey Gardner, “shows how to apply The 90-10-90 Rule: when one is selling, the buyer should be speaking 90% of the time, and of the 10% of the time the salesperson is speaking, 90% of that 10% should be spent asking questions.”

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
 

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