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Paula Parisot's
Blog Column
photo of Paula Parisot

April 19, 2006

Brainstorm New Sales Ideas

Thinking outside of the box can help increase sales according to sales writer John Graham. Graham shares with readers at SellingPower.com six ideas that get you thinking about new and fresh ways to bolster sales.

Graham says to "push the envelope" and to "think the unthinkable" when it comes to prospecting, with unusual ideas to get their attention. "Once you break out of your traditional thought patterns," Graham writes, "you'll be more likely to generate ideas that will give you a whole new (profitable) approach to selling."

read story from Selling Power .

To Buy or Not To Buy And Why

Understanding why customers don't buy is equally important as understanding shy they do. Jeff Thull, author of The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale and Mastering the Complex Sale (2003), shares with readers at MarketingProfs.com research results intended to answer the questions of why customers do and don't buy and why.

"While interviewing our clients' customers in the area of differentiation," Thull reveals, "we frequently received feedback that they seriously considered the solution presented and eventually bought from the account manager who appeared to "really know what he was doing" or "had the most thorough approach" or "asked the questions we hadn't considered."

read story from Marketing Profs .

Managing Salespeople

Selling oneself as a good manager and positively motivating salespeople can be done with a few simple techniques, according to an article at AllBusiness.com. Begin by recognizing that the salespeople are the VIPs of business, and by supporting their efforts.

As their coach, it is your job to help them set goals, to encourage them to give their opinions, to listen to them, give feedback, the article says. Offer them training and opportunities for growth and never use pressure tactics, or risk losing your employees to the stress and distrust.

"It is essential for your employees to trust you," the article explains. "That means if you say you'll do something, do it."

read story from All Business .

Change Your Mindset for Success

Success begins with a certain mindset, according to Bob Corcoran of Corcoran Consulting. By changing negative attitudes you can become a better salesperson, he says.

Your attitude can make or break you, he tells readers at RISMedia.

Corcoran says to relax, listen and connect with the client. "My clients often think if they just improve their closing skills, they'll be more effective. But the truth is, they're working so hard at proving how great they are, they end up turning off prospects because they fail to connect."

read story from RIS Media .

April 14, 2006

1 of 4 Will Get You More
There are four areas of major importance for all prospective customers, and salespeople who can isolate the single most-important area will be able to gain their trust and increase sales.
read Paula's full book review at MortgageDaily.com
(subscription required)

The Rainmakers

Research has shown that there are common characteristics, traits, skills and behaviors exhibited by super salespeople. Peter Gilber, managing director of HR Chally, a sales research consultancy, shares with readers at BizCommunity.com the key ingredients that make up what he calls "Rainmakers" and the seven motives that drive them.

read story from Biz Community Daily Ad Industry News .

Super Sales Coach

If you are in sales management this is a great article about coaching your sales employees. Pizza Marketing Quarterly reviews the book Selling is Everyone's Business: What It Takes to Create a Great Salesperson written by Adam Shaivitz and Steve Johnson and includes six tips for becoming a super sales coach.

read story from Pizza Marketing Quarterly .

Trust = Sales

Building trust equals more and easily acquired sales, according to James Watson, business writer for MaineToday. "We want our clients to feel that when they deal with us, they needn't look any further for the right solution," Watson says. "We want to be trusted."

Watson shares with readers practical ideas on how to build the trust needed to ensure you get the sale.

read story from Blethen Maine Newspapers Inc. .

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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