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Sales Insights from
Reporter Paula Parisot

send Paula your comments and links for possible publication



September 9, 2005

Researching and understanding the industry in which your customer's business thrives is an important factor in being able to sell to them. You need to address every issue they will be faced with in order to anticipate any objections they might have and knowingly offer a solution.

"By incorporating powerful industry intelligence into your sales cycle, you are better able to provide solutions, not just sell to, prospects and clients," Bobby Martin, president and of Raleigh-based First Research tells readers at LocalTechWire.com.

Martin shares with readers the "solution selling" approach used by Microsoft's inside salespeople to engage their customers from the get-go.

read story from Local Tech Wire

September 8, 2005

Increasing your sales with referrals is the optimum way to grow your pipeline. Referral business -- that casual third party introduction is the fast-track lane to building a solid customer base. Now, what's the best way to to obtain these precious leads of gold?

A "proven process for generating referrals," according to an article on the Arizona Business Gazette at azcentral.com, includes your long-term commitment to "maintain an astounding level of customer service," which they say will create a buzz among your customers and their acquaintances. Next, they say, is to ask for referrals and then follow-up as soon as possible, while the lead is still hot.

The article also shares great ideas on how to ask for those referrals and the best way to track the leads as they move through your sales cycle.

read story from AZ Central

The ability to determining what type of "buyer" you are working with can assist you in closing the deal or walking away when the time spent/money earned ratio tips in the foot dragger's favor.

Harvey Mackay, author of Pushing the Envelope, shares with readers at Evansville Business Journal the framework in analyzing what type of customers you have and the necessary footwork to be able to dance with them.

Mackay has great ideas for dealing with the four types of buyers he has found to kick the tires. For the "circle the wagons" type of buyer Mackay suggests offering a money-back guarantee, send samples, or offer a demonstration. And for the "turtle in the shell" type, who is afraid of salespeople, he suggests a non-threatening, adversarial approach to close the deal.

read story at the Courier Press

September 7, 2005

The notion that people buy experiences; that they follow their emotions by feeling whether a purchase would make their life better has been an interesting shift in attention for sales trainers. Offering a positive experience during the sales process can help you stand out from the competition and give your customers something to remember.

"The more powerful the positive emotional experience, the more memorable the interaction becomes, and the more likely a person will make a purchase and return in the future," Rik, a business instructor and Janel, owner of Positively Outrageous Results tell readers at Saipan Tribune.

The pair shares great working examples of how "creating emotional bonds" can increase sales and keep your customers coming back.

read story at Saipan Tribune

September 6, 2005

The mind is a powerful influence when it comes to buying, according to recent studies. But, how about the mind's influence when it comes to selling? Can the power of the mind help you sell more?

It can, says sales trainer and columnist Laura Laaman. Laaman tells readers at Bizjournals.com that visualization techniques can help you walk out of that next meeting with the sale in hand.

"You can use programmed visualization by spending just a few minutes before each sales meeting imagining yourself walking out with an order," she explains. "This is a huge step toward making more -- and bigger -- sales happen."

read story at Biz Journals

In sales, there are multitudes of techniques with multiple variations as well.

Take your sales presentations for instance; one sales coach may say one thing while the other "expert" says another.

"Toss the script" might be advice you would hear from some sales trainers and corporate presentation coach Carmine Gallo, author of 10 Simple Secrets of the World's Greatest Communicators. "Tossing the script allows you to make that all important eye contact with your listeners," Gallo says.

However, SCORE business counselor Jerry Chautin recommends scripting your presentation for optimum results. Chautin tells readers at the HeraldTribune.com, "...scripting your sales presentation and using visuals enhances confidence and can increase your closings, whether you're a seasoned salesperson or a neophyte."

Should we or shouldn't we? How about a compromise? Try memorizing the key points and then adlibbing as you present them. If you memorize the entire script it might cause brain freeze if someone interrupts you in the middle of it with a complex question. Hmmmm...where was I?

read story from the Herald Tribune

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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