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Sales Stories & Insight
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Last Updated Tuesday, August 23, 2006 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

August 23, 2006

Strategic Selling

There is no question that today’s selling environment is one that is focused on relationship building.

Business coach Jonathon Farrington shares with readers of Best Syndication how to take on the three key roles in relationship building he believes will lead to sales success. “Our research shows that a consultative salesperson needs to fulfill three basic roles, that of business consultant, long-term ally and strategic orchestrator.”

read story from Best Syndication.

August 22, 2006

How to Be a Top Sales Rep

The most important characteristic in sales is enthusiasm, according to a book reviewed by MortgageDaily.com which was written by a veteran salesman and author who spent time originating residential loans.

read story from MortgageDaily.com.

August 18, 2006

Prepare to Interview

Preparation is key to success! Here is more advice for the hiring process and how to make sure you get the right salespeople for your company. Laura Laaman, sales trainer and speaker shares with readers at BizJournals tips on hiring diamonds in the rough.

“Taking the time to create a qualifications checklist will help you write your advertisement for the job,” Laaman writes. “Having your list of qualifications will also help you rate the strengths and weaknesses of the applicants you'll be meeting with.”

read story from BizJournals.

August 17, 2006

Don't Listen Too Hard

In a sales era that seems centered on the importance of listening it is also wise to remember that you need to balance it with that of also probing for the “right” information you need to be hearing.

Jerry Stapleton, founder of Stapleton Resources LLC, a Waukesha-based sales force effectiveness practice, shares with readers at Small Business Times a practical example of how just “listening” to a client can cost you the sale.

read story from Small Business Times.

August 17, 2006

Sales Management and Hiring

If you are in sales management you might know the hiring process can be tricky. There are certain applicants that at first glance seem to fit the mold; enthusiastic, eager to learn and a great education. But, in the long run, do they really have what it takes to succeed selling your company’s product?

Tom Richard, sales trainer and columnist takes a look at what matters most to be a successful salesperson – confidence, and how to get it. Richard shares with readers at the Toledo Free Press some interesting thoughts to ponder when hiring your sales team.

read story from Toledo Free Press.

August 17, 2006

How to Successfully Sell

Focused goals and a drive to continually improve are two of the most important qualities of a successful salesperson, according to the latest sales book reviewed by MortgageDaily.com.

read story from MortgageDaily.com.

August 15, 2006

Tips to Double Sales

Becoming a resource to your clients, persistence and understanding where your market is can double sales volume, sales trainer Chet Holmes tells readers of American Chronicle.

“As I always say, there's no one that you can't get to as long as you constantly market to them, especially after they say they're not interested,” Holmes writes. “People will not only begin to respect your perseverance, they will actually begin to feel obligated.”

read story from American Chronicle.

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

News By: MortgageDaily.com

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