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||Thursday, 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
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.”
story from BizJournals.com
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.
story from MortgageDaily.com
The government plans to hit the road in an attempt to
engage banking executives in its massive campaign to
fight mortgage fraud.
story from MortgageDaily.com
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)
story from SellingPower.com
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.
story from ContractorMag.com
“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.
story from MyCustomer.com
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
story from Redmond Channel Partner Online
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.
story from BusinessKnowHow.com
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.
story from IncentiveMag.com
read hundreds more
sales stories in archived blog entries
Paula Parisot reports news and reviews sales books for MortgageDaily.com.
by Paula Parisot
Email Paula at: PaulaParisot@CloserBlog.com
News By: MortgageDaily.com