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Sales Insights from
Reporter Paula Parisot

send Paula your comments and links for possible publication



August 3, 2005

review or buy 25 Sales Strategies

Knowing which sales strategies that successful salespeople use most can be a helpful guide when developing your sales plan. Stephan Schiffman, author of The 25 Sales Strategies That Will Boost Your Sales Today! takes his 25 years of experience in sales training and consulting and encapsulates the top 25 strategies he has seen work in various sales fields.

Developing disciplined routines that include certain strategies such as a built-in system to show customer's your gratitude, follow-through, and prospecting are just a few of the ways Schiffman suggests can increase your sales and keep you focused on your career.

The review of The 25 Sales Strategies That Will Boost Your Sales Today! concludes with part three on MortgageDaily.com.

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

"When you are always thinking, 'What else could I give them?', you will be gaining miles on your competitor." Steve Chandler, author of The Joy of Selling is quoted as saying. Which takes us back to the same selling philosophy that successful people often say is a part of their strategy, "keep the customer's best interests at heart."

Make sure you build your sales career in a field that offers real benefit to your customers so you can genuinely keep your clients best interests in mind, they will sense this and trust you; if they don't trust you they won't buy anything from you.

And when you are in a slump, look for new ideas or take old ideas and put a new spin on them. The Joy of Selling offers 51 sales ideas to keep you on your toes according to SellingPower.com; who shares three of Chandler's ideas with its readers

Chandler suggests letting your customers experience your product or services; put it in their hands, "get them hooked," he says. He also suggests resolve in your practices, don't TRY, DO IT! And forget the scripted harsh closing lines and ask genuine questions, keeping in mind that everyone responds differently to sales situations.

read story at Selling Power

August 1, 2005

Setting up an appointment with a customer can be an easy task, getting them to follow through with the meeting is sometimes the hard part. Sales trainer and author Jeffrey Gitomer shares in his column "Sales Moves" on bizjournals.com his idea on how to get your customers to commit to a conference call meeting.

Gitomer points out that the calls can be recorded which will lend to accuracy in details to all involved, shared information, and ability to focus on the discussion at hand while eliminating any miscommunication.

He adds that listening to the call afterward will allow you to evaluate your performance as a presenter, a tip he often mentions when discussing how to sharpen your speaking skills.

read story from bizjournals

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

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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