home full stories advertise newsletter RSS about us
 
HOT Topics Sales Tools Fundings
 
 
Home
Back to home page.

Archives
Archive of CloserBlog.com dating back to 2005.

Search
Search CloserBlog.com.

Mortgage News
Mortgage news for the mortgage industry.

Mortgage Newsletter
Free e-mail newsletter with the latest headlines from MortgageDaily.com.

get RSS codeMortgage RSS Feed
Condensed MortgageDaily.com stories free on your Web site or for your RSS reader.

Sell More
Stories about how to sell more.

Sales Book Reviews
Read the latest book reviews from MortgageDaily.com.

Mortgage Broker News
Read the latest mortgage news for brokers.

Mortgage Leads
Mortgage loan leads for originators, brokers and loan officers. News about loan lead companies and mortgage lead generation techniques.

Mortgage Education
Read stories about mortgage education.

Mortgage Licensing
Read news about mortgage licensing.

Mortgage Rates
Keep up with the latest news about mortgage rates.

Advertise
Advertise with CloserBlog.com or affiliated websites.

 

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



Copyright © 2012 MortgageDaily.com
MortgageDaily.com Subscribers Only:

AMC directory

ARM indexes

mortgage company directory

mortgage regulations

net branch directory

pricing engine directory

wholesale lender directory

More Mortgage News Resources (MortgageDaily.com full site map):

advertising news

appraisal news

bank news

biggest lenders

commercial mortgage news

corporate mortgage news

credit news

FHA news

financial regulation news

foreclosure news

free mortgage news

GSE news

jumbo mortgage news

interest rates

loan modification news

loan officer compensation rule

loan originator compensation rule

MBS

mortgage associations

mortgage-backed securities

mortgage books

mortgage brokers

mortgage compliance

mortgage conferences

mortgage directories

mortgage education

mortgage employment

mortgage employment index

mortgage executives

mortgage fraud

mortgage fraud blog

Mortgage Fraud Index

Mortgage Graveyard

mortgage insurance news

mortgage lawsuits

mortgage leads

mortgage lender ranking

mortgage licenses

mortgage litigation

Mortgage Litigation Index

Mortgage Market Index

mortgage mergers

mortgage news

mortgage politics

mortgage press releases

mortgage production

mortgage public relations

mortgage rates

mortgage servicing

mortgage statistics

mortgage technology

mortgage video

mortgage Webinars

net branch

net branch directory

nonprime news

origination news

originator tools

sales blog

reverse mortgage news

secondary marketing

servicing news

subprime news

wholesale lenders

wireless mortgage news