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Sales Stories & Insight
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Last Updated Thursday, July 23, 2006 03:10 PM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

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.”

read story from Toledo Free Press .

July 20, 2006

Talking Credibility
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.

read 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.

read 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.

read 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.

read 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.

read Paula's story from MortgageDaily.com.
(subscription required)

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 into sales.

read 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.

“The 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 encounters.”

read 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.

“Companies 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.”

read 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 your time.

Laaman 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.

read 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.

read 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.

read story from SalesVantage.com.

Sales Stamina

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 and energized.

read 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.

read 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.

read 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.

articles by Paula Parisot

Email Paula at: PaulaParisot@CloserBlog.com

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