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Paula Parisot's
Blog Column
photo of Paula Parisot

May 7, 2006

Feeling the Sale
Studies are popping up left and right that validate the theory that emotions play a big role in a customer’s buying decisions. Andy Raskin, assistant managing editor at CNNMoney.com shares with readers studies conducted by Stanford marketing professor Baba Shiv since 1999 that keeps proving over and over again that emotions are at the center of most decisions.
read Business 2.0 story .

Sharing Best Practices
I have a saying that goes, “Solutions to the problems in life can be found in the stories we share.” A great example of this can be found in an article written by Betsy Cummings. Cummings shares with readers at Sales & Marketing Management the way one company’s salespeople have learned from one another by blogging about their sales experiences and sharing what works to close the deal.
read story at Sales & Marketing Management .

To CRM or Not to CRM?

If you use CRM in your sales process you probably know by now if it helps you increase your business. If you don’t use it and are contemplating adding it to your sales cycle here is an article in destinationCRM.com that could give you an idea if it is worth the investment.

Jim Dickie of CSO Insights research firm discusses a recent study of how CRM programs impacted sales for various sales executives.

read story at Destination CRM .

Shining Through

Barry Farber shares with readers at Entreprenuer.com the five top traits buyers look for in a good salesperson. Focusing on the customer, following through, having the right knowledge, an understanding of the customer’s problems and going above and beyond top the list that Farber has been compiling over the last 15 years.
read article at Entreprenuer.com

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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