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July 23, 2006
Work For You, Not Your Boss
When treating a sales career like it is your own business you naturally create personal motivators that can inspire you to reach your goals.
Tom Richard, sales trainer, tells readers at the Toledo
Free Press that there is no one that can motivate
you to do your best but YOU.
“The pressure to succeed must be your pressure, not the pressure that comes from trying to meet somebody else's quota or impress the boss.”
story from Toledo Free Press .
July 20, 2006
Building credibility is more than just displaying your
knowledge; it’s how you communicate with your customers.
Sales trainer Art Sobczak shares with readers at Business
know-how the art of being believable.
Vague statements such as “Our company is the best out
there” leaves your customer wondering why. Sobczak explains
how to increase your credibility by toning up your vocabulary.
story from Business know-how.
July 19, 2006
To increase closing ratios it is important that you
spend time with qualified prospects. Edward Golod, sales
professional and speaker, shares with readers at Adotas
his system for sales success that begins with the three
“P”s in prospecting: pre-call planning, positioning
and prospecting effectively.
story from Adotas.
July 13, 2006
Common Sales Mistakes
Learning from other people’s mistakes is a lot
better than making your own. Tom Hopkins, sales trainer
and “Business Coach” for Entreprenuer.com
shares with readers the top ten common mistakes salespeople
make and how to avoid those pitfalls.
story from Entreprenuer.com.
July 12, 2006
Absolute Factors in Selling
Building sales skills takes knowledge and time to develop
the good habits necessary to consistently be successful
in sales. Bill Blades shares with readers at MyIDAccess.com
the “Five Absolutes for Success.”
Blades explains the importance of expanding your knowledge
base and constant learning, great communication skills
and positive creativity, and how value-based selling
fits into the whole sales process.
story from MyIDAccess.com.
July 7, 2006
Sales, Step By Step
There are eight steps to successful selling, according
to one book author who says he has spent more than two
decades as a sales trainer, consultant and entrepreneur.
Paula's story from MortgageDaily.com.
July 5, 2006
Quit Your Whining
Sales trainer Jeffrey Gitomer, is at it again with his
direct approach, "no pity for you" explanations
on how to increase your sales volume. He discusses with
readers at Bizjournals.com the most common
complaints salespeople have and how to turn those objections
story from Philadelphia Business Journals.
Trust and Uniqueness Count
Showing that you are trustworthy and the ability to
differentiate yourself from the competition are two
important factors that prospects consider before buying
from you, according to an article at AMEInfo.
challenge for the sales people is to train and win
both competitions -the personal relationship and the
value differentiation - in each sales and consulting
meeting with new prospects and existing customers,
be it in written communication or in face-to-face
story from AME Info .
Scrap the 80/20 Rule?
It’s time for the 80/20 rule to take a hike, according
to one sales educator and author, Keith Rosen. Rosen
shares with readers at Qualified Remodeler
the reasons why you shouldn’t use the outdated
rule in your sales management decisions.
continue to surrender to this belief and rather than
challenge it, they work around it,” Rosen writes.
“This toxic myth has become so engrained that
their entire recruiting strategy has been developed
around this core principle.”
story from QualifiedRemodeler.com.
Time IS Money
Better management of your time can equal more sales,
which equals more cash. Laura Laaman shares with readers
at Bizjournals.com four ways to better manage
suggests that writing everything down and prioritizing
tasks can help you accomplish more. She also says
to keep your work-space free of clutter to better
focus on the tasks at hand and avoid procrastinating.
story from Milwaukee Business Journals.
Update Your Close
Traditional closing techniques may not be suitable for
every selling situation, according to Clint Witchalls,
in an article posted on ITWeek. Witchalls reviews
a few popular closing methods and explains why they
may be inappropriate for high-end selling situations.
story from ITWeek.
Stay Up to Date to Succeed
Changing with the times and constant learning will help
you close sales, says sales trainer and consultant Dave
Stein. Stein shares with readers at SalesVantage.com
some practical ideas that can help you stay focused
on the principles of selling.
story from SalesVantage.com.
Sales burn out can wreak havoc on your production numbers.
It’s important to maintain a certain energy level
if you want to consistently succeed in sales. Barry
Farber, sales trainer and author of The 12 Clichés
of Selling shares with readers at Entreprenuer.com
six simple ideas to help keep your sales career refreshed
story from Entreprenuer.com.
Build relationships, Not Just Sales
Building customer relationships, not selling, is what
has increased business for one tech company. Mike Dionne,
sales executive for Altera Corp. shares his story with
readers of BusinessWeek Online of how he pushed
aside the aggressive salesman in himself and discovered
that “empathy” was the best characteristic
to display for increased sales.
story from BusinessWeek Online.
Ask the Right Questions
Knowing what questions to ask your prospect during the
sales process is one of the most important skills to
master for success. Sales author Sharon Drew Morgen
shares with readers at WebProNews practical
real-life situations and script scenarios of how to
save the sale when it looks like all might be lost.
story from WebProNews.
Qualify to Quantify
When you are scouting for the best prospects to offer
your products or services to, there are a few main points
to consider. Jeff Hardesty, president of sales training
company JDH Group shares with readers at SalesVantage.com
the secrets to best qualifying prospects to increase
your closing ratios.
read story from SalesVantage.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