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Sales Insights from
Reporter Paula Parisot

send Paula your comments and links for possible publication



July 28, 2005

A lot has been said about the correlation of sales and emotions; and the significance it plays when meeting with customers. What about when you are writing a proposal? How do these factors come in to play when there are just words written on paper for the customer to read?

Alan Rigg, sales consultant and author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It, discusses with readers at Studio Matrix Business Network ways to avoid writing a "Boilerplate Bomb."

Rigg explains that the best sales proposals are "lean, highly focused, customer-specific documents" and supply text "that invokes emotion and provides compelling reasons to support a buying decision." He outlines the nine parts of the proposal, that when written correctly can maximize your sales efforts and increase sales.

read story from Studio Matrix

People can tell when you aren't really listening to them. And it's not hard to hear someone who is talking to you but can you really listen? Learning to listen is a skill and a necessary one when you are a sales person. Remember the 80/20 rule, listen 80% of the time and do the talking only 20% of the time.

Body language can let your customer know you are listening, leaning in, occasionally looking them in the eye, an agreeing nod, and taking notes are a few easy ways to show you are intently listening to what your customers have to say to you.

SellingPower.com's Christine Neuberger talked with sales trainer and consultant Thomas Wood-Young about the art of listening and how it can help you stand out from the competition. Wood-Young explains that some salespeople are not trusted when they don't listen well enough and shares some insight on how to "unlock" the customer with masterful listening skills.

read story at SellingPower.com

July 27, 2005

For years, sales experts have said that attitude and state of mind can greatly affect how successful a salesperson can be.

And according to an extensive research study defined by Amy Garvey of the National Association of Payment Professionals and sales agent for Business Payment Systems, it appears that they are right.

Being happy instills a sense of emotional and professional trust in those you do business with, according to the findings.

The study, led by researcher Bryan A. Strange of University College London's Institute of Cognitive Neuroscience and Institute of Neurology in London determined that whether captured on your smiling face or in the tone of your voice, potential customers will be more apt to buy from you if you have an upbeat happy personality.

Garvey shares the details of the study with readers at greensheet.com, and how it can help you in your sales career.

read story from The Green Sheet

July 25, 2005

review or buy 25 Sales Strategies

Certain strategies are necessary components of a long-term successful sales career. Stephan Schiffman, corporate sales trainer and book author says that in his experience of working with 9,000 companies and almost a half million sales people he been able to distinguish what the top 25 sales strategies are, as he has outlined in his book The 25 Sales Strategies That Will Boost Your Sales Today!

Schiffman notes the importance of developing interdependent relationships or partnerships with your clients while also keeping an open eye and ear to understand what the customer is telling you. Your customer doesn't tell you stories for the entertainment, he says, listen to what they are telling you and analyze what need they are trying to express through their tale.

Part two of a three-part series gives readers at MortgageDaily.com eight more strategies to add to their sales plan.

read Paula's book review at MortgageDaily.com
(subscription required)

July 22, 2005

Sales experts contend that there is not such thing as a "natural born sales person," that the art of selling is one that can be learned. And if this is so, then what are the most important aspects you need to know to master this art?

Smart Moves columnist Chris Penttila has collected the best advice from the top sales executives, trainers, and sales book authors from across the country to share with readers at Entrepreneur.com including how to write a sales letter; to what not to do on a cold call -- like ask for the sale.

Penttila has gathered great practical examples of how to apply the sales skills as well as and how use your time most effectively; including how to give a sales presentation in 5 minutes or less.

read story at Entrepreneur.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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