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Sales Insights from
Reporter Paula Parisot

send Paula your comments and links for possible publication



August 18, 2005

It may seem obvious and redundant to discuss this...but when you imagine yourself in a long-term sales career, the word "procrastination" should never come to mind. Taking action, the proper steps to follow, and customer appreciation is imperative to a successful sales career. And even though most of us realize this, it's important to remember to follow those words of wisdom on a daily basis.

Jay Conners of mortgage lead company CallProspect.com has spent 15 years in the banking and mortgage industry as a loan officer and sales manager. He explains how procrastination can help you lose business as your competitors pick up your slack.

Conners, a contributing writer at BusinessKnowHow.com tells readers, "the next time you receive a lead, act on it immediately, let your customer know that you are happy to work with them, speak clearly and avoid interruptions, and watch your sales productivity increase!"

read article at Call Prospect

Selling your product sometimes takes more than setting an appointment and asking closing questions. Depending on your position in a sales career you might have to sell your ideas to employees, vendors, upper management, etc. The steps you need to take to sell in general are spelled out by Bill Warner, managing partner of Paladin and Associates, an executive advisory firm.

Warner explains that offering a great product just isn't enough. He advises establishing a relationship with potential buyers, "become partners with them." Make sure, if you are selling to "channel partners" that there is proper training for when the product meets with the consumer, he says.

"Selling involves approaching the whole distribution channel as well as other stakeholders in the market landscape," Warner concludes in his article on Local Tech Wire.com.

read story at Local Tech Wire

August 17, 2005

There's more than one way to clean-up your pipeline, and deciding which leads to put the hammer down on and which ones to kick to the curb might be as simple as jotting down a few notes.

According to Tony Parinello, executive sales coach for Entrepreneur.com, there are four categories to put your sales contacts in and figuring out which category they fit in can help you decide what your next step in the sales process will be.

The Approver, or the top executive at the company, the Decision-Maker, the Influencer, and the Recommender all have their important roles in your sales process. Parinello advises taking the level you are currently at, in any given deal, to the next level to get some action.

Parinello shares with readers at TheStreet.com ideas and a scripted example of how to "kick-start" your stalled sales deals.

read story at TheStreet.com

August 16, 2005

Speaking ability is an enormous part of the successful sales career equation. Your persuasion level is built on how well and confidently you can speak to your audience whether it is one on one communication or to an audience of potential clients. Developing superior speaking skills takes an understanding of how the audience sees and hears you -- but above all else, it takes practice, practice, and more practice.

Carol Burke, regional vice president for Communispond, Inc. shares with readers at SalesVantage.com the techniques used to improve presentation skills and help you become a "star speaker," which includes planning out a clear and focused outline, showing enthusiasm when you speak, and how to connect with your audience and keep their attention.

"At Communispond we teach the 4x4 rule, which says that there should be no more than four bullets per visual and no more than four words per bullet," Burke explains.

read story from SalesVantage

review or buy Discover Your Sales Strengths

Not many of us said as children when we grew up we wanted to be a salesperson, we didn’t learn "sales" so to speak as we grew up, we learned business or biology, or engineering; so how do we know we chose the right sales field or role when we accepted that sales position?

One new sales book has set out to help you determine if you are in the right field of sales for YOU. The Gallup Organization and authors Benson Smith and Tony Rutigliano have spent 25 years studying what strengths and talents successful salespeople possess and which type of sales positions they work best in.Along with the book, the Gallup Organization offers a StrengthFinders.com profile that can help you determine your strengths and talents and how that analysis can help you increase your sales.

Along with the book, the Gallup Organization offers a StrengthFinders.com profile that can help you determine your strengths and talents and how that analysis can help you increase your sales.

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

August 15, 2005

Persuading your customers to take action might be easier than you think. It just takes a bit of planning, a little bit of investigating, and an ability to see through your customer's eyes.

As Laura Laaman discusses in her column Sell More on Bizjournals.com, persuasion is not "pushing" a customer into buying, it's more of helping them see how your product/service will improve the current situation and help them do what they do better.

Pointing out how your product/service is beneficial with imagery forces your customer to visualize how it will benefit them to make that purchase.

Laaman gives great practical examples on how to incorporate "persuasion" into your sales plan, to help you do what you do even better.

read story at BizJournals

August 12, 2005

Handling sales over the phone is not much different than when meeting in person. You still need to capture the customer's attention, listen and determine their needs, and then fit the need to your solution whether you are selling them on the idea of coming into the office to speak with you or you are booking them a hotel room.

Doug Kennedy, hotel sales trainer, consultant and author shares his advice with readers at Hotel News Resource on how to captivate the attention of today's busy customers while also taking the necessary steps to closing the sale.

"A clear charismatic opening will grab the attention of your caller early on," Kennedy says, "and make them want to engage while listening to you."

Other ways Kennedy explains to help make the sale include asking direct questions, recapping the conversation, and using vivid imagery.

read story from the Hotel News Resource

Belief in your product and sales ability has got to be at the top of the list for ways to succeed in a sales career. You cannot fake belief and get away with it. In fact, sales expert Jeffrey Gitomer notes in his book, The Sales Bible: The Ultimate Resource, not only once but twice that belief in oneself and the product or service you offer is a rule to follow for sales success.

Of the 39.5 rules Gitomer lists, number two says to believe in yourself -- "If you don't think you can do it," he writes, "who will?" And rule number eight states "Believe in your company and product…Your conviction is evident to a buyer and manifests itself in your sales numbers."

Business columnist Shannon Belew for the Huntsville Times also believes that conviction and product belief are the main reasons for sales success. Belew shares with readers a friend's experience with "sales fright" and the good reasons for overcoming her fears.

read article from the Huntsville Times

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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