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Sales Stories & Insight
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Last Updated Thursday, May 31, 2007 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

May 31, 2007

What’s the Question?

Selling is not about telling. It’s about finding out the prospect’s needs and filling it with a product your company offers. It’s about asking questions.

And all you need is a magic question, says Hal Becker, sales author and trainer. Becker shares with readers at The Business Journal the importance of asking questions and how to develop your own “magic question.”

read story from BizJournals.com

May 30, 2007

Choose the Right Customers

Salespeople could increase their sales volume by dumping time-consuming clients with little hope of a sale and focusing on those who inspire and energize, according to a new sales and marketing book.

read story from MortgageDaily.com

May 29, 2007

Fraud Inc.

The government plans to hit the road in an attempt to engage banking executives in its massive campaign to fight mortgage fraud.

read story from MortgageDaily.com

What's the Big Secret?

It’s no secret these days that the secret to success is truly believing that you can succeed. Dale Carnegie knew this many years ago when he wrote about the principles of attaining success.

Carnegie’s thoughts for success are summarized on SellingPower.com. Concentrate on the positive and forget the negative, he says.

(Free Registration required)

read story from SellingPower.com

Close that sale

We can all hope that our sales presentation is so good that the prospect will close themselves and ask, “Where do I sign?” But, that’s not usually the case – you have to ask for that sale. And closing that sale can be intimidating at times, for some.

Adams Hudson shares with readers at ContractorMag.com ways to overcome the fear of asking for the sale.

read story from ContractorMag.com

May 25, 2007

Great Advice

“If you focus less on one way presentations and more on two way conversations, then customers will tell you what they want,” says Jim Goodnight CEO SAS Institute in an interview with Stuart Lauchlan, news and analysis editor of MyCustomer.com.

Goodnight shares more great advice for salespeople with Lauchlan, including the aspect that it’s the salespeople that create the unique long-term relationships for success.

read story from MyCustomer.com

Avoid Sand Traps

Who knew that learning the game of golf could increase sales? It has made such an impact that some colleges and universities are offering business-oriented instruction in the sport.

Some executives make their best decisions on the course, according to Anne Stuart. Stuart shares with readers at Redmond Channel Partner Online the reasons why you should learn to golf and some great tee-time tips and on how to integrate the sport with your sales process.

read story from Redmond Channel Partner Online

May 24, 2007

Turn The Tide

Transforming customers into loyal repeat business takes one bad turn…If a customer lodges a complaint this is your opportunity to really win them over.

As John Mehrmann explains at BusinessKnowHow.com a bad experience can actually be good. If the customer is taking the time to complain, then take the time to make it right and gain a customer for life.

read story from BusinessKnowHow.com

Just Do It

You can know your product inside and out, be organized, punctual and well groomed, but if you have sales call reluctance, none of the other stuff matters. Taking action is what matters.

Manage Smarter offers an excerpt from George W. Dudley and Dr. John F. Tanner’s new book The Hard Truth About Soft Selling. The pair takes an in-depth scientific look at how sales call reluctance can ruin a sales career.

read story from IncentiveMag.com

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

News By: MortgageDaily.com

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