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Paula Parisot's
Blog Column
photo of Paula Parisot

April 7, 2006

It Costs More NOT to Buy

What's the cost of not doing business with you? That's the question Jeff Thull, author of The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale as well as Mastering the Complex Sale, sets about answering in this article for MarketingProfs.com.

If you can prove that it would cost your customer more to not buy your product or service you could just guarantee yourself the sale.

read story from Marketing Profs .

The Mind of the Customer

Understanding the mind of the customer is key to selling to him or her. This is the topic of a new book written by Richard Hodge and Lou Schachter called The Mind of the Customer: How Great Companies Like UPS, Lexus, and Nokia Have Reinvented the Sales Process to Accelerate Their Customers' Success.

Business Know How shares with its readers an excerpt from the pair's new book that explains why it is so important to gain a thorough understanding of your customer's business.

read story from Business Know How .

You, Inc.

Becoming the top salesperson in your field begins with YOU. We all know that don't we? Here's the story of a real estate agent who has made it to the top using what he calls, You, Inc. to generate leads from everywhere.

RisMedia talks with Ralph Roberts, a Michigan Realtor who sells 500 plus homes a year.

read story from Ris Media .

April 5, 2006

Time Management Key to Success
10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count offers an in-depth look at the motivation behind effective time management as well as instruction on how to analyze what the salesperson wants to accomplish so they can develop a way to best organize priorities and manage time.
read book Paula's full book review at MortgageDaily.com
(subscription required)

Real-Life Success

General sales techniques that work are found in this "see it to believe it" article featuring a sales manager who transferred her sales skills from selling cars to managing salespeople at a large company.

Malcolm Fleschner shares Patti Reeser's success story with readers at SellingPower.com.

read story from Selling Power .

Quick - Think Fast
In sales we are often faced with many questions from the prospect. In order to react quickly and confidently there are certain topics we need to be prepared for. Roger Davies, CEO of Think on Your Feet International, shares with readers at SellingPower.com the three main points of "thinking on your feet," to effectively sell the prospect on buying your products or services.
read story from Selling Power .

What's In It for Me?
Effective selling takes a knack for explaining how the product or service benefits the buyer. Bill Repp, president of Organization Development Group, shares with readers at Courier News eight ideas on how to develop that knack so you can increase your sales.
read story from the Courier News .

Let's do Lunch

This should be more than just a phrase salespeople use, you really ought to go to lunch with prospective and current clients if you want to build long-term sales relationships.

One woman says she increased her sales 2000 percent -- that's right -- two thousand percent, once she learned the art of the business lunch. Robin Jay, author of The Art of the Business Lunch: Building Relationships between 12 and 2, shares with Molly Millett at the Pioneer Press the secrets to building lasting relationships while enjoying lunch at a fabulous restaurant.

read story from the Pioneer Press .

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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