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Paula Parisot's
Blog Column
photo of Paula Parisot

April 28, 2006

Shootin' Under Par

Determination plays a major role in succeeding in any career especially in sales where resiliency is needed to get through the slow times. But, it is the drive within that keeps one going, and it is that drive that will get you where you need to go, if you want it bad enough.

Jeffrey Gitomer shares with readers at Bizjournals.com the story of one man’s determination to be a golf champion and how you can apply the same tactics to your sales career -- to become a sales champion!

read story from Biz Journals .

Multi-tasking Sales
Building value in your service and creating trusting relationships should go hand in hand, says Mike Schultz, founder of marketing services firm Wellesley Hills Group. Schultz shares with readers at MarketingProfs.com how to win over friends, influence prospects and increase your sales at the same time.
read story from Marketing Profs .

April 26, 2006

The Mind of the Customer

Great selling begins with understanding how the customer’s mind works. Sarah Boehle interviews Lou Schachter, co-author of In The Mind of the Customer: How Great Companies Like UPS, Lexus and Nokia have Reinvented the Sales Process to Accelerate Their Customers’ Success (Richard Hodge and Lou Schachter) and shares with readers at TrainingMag.com how to apply this sales approach to their own sales process.

By shifting from the salesperson's perspective, or selling cycle, to the customer's perspective, or buying cycle, a salesperson can align her actions with the needs of her customer," Schachter tells Boehle. "It's not about selling. It's about helping your customer buy. And to do that, you have to understand why they buy and how they buy."

read story from Training Mag .

Common Threads
You can learn how to sell, and you can be good at it if you sell a product you truly believe in and have the confidence to show it to your customers. Jerry Gleeson and Tara Weiss of the Gannett News Service share with readers at Asbury Park Press what real salespeople find as the common threads that great salespeople sew.
read story from Gannet News Service .

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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