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Last Updated Tuesday, September 20, 2006 07:11 PM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

September 18, 2006

Six Steps to Networking Success

Networking can be a great resource for salespeople, if done correctly. The Best Practices China has some great tips on how to get the most out of your networking affairs and the six steps to follow for success.

And don't forget the follow-up after teh event. "Why send the follow-up email? Because now he A) remembers you, and B) has you in his email system. When you send your proposal, invitation or product info, it will have a lot more impact," the article advises.

read story from Best Practices China.

September 18, 2006

Ease the Anxiety

Thinking of selling as sharing information can help ease the stress and anxiety, according to business writer Elizabeth Pratt.

Pratt shares with readers at Times-Standardher column “Business Sense” in which she discusses the remedy for the fear of selling.

“Take the long-term perspective of “developing” your customers for a lifetime,” Pratt writes. “Understand that there will be rejection along the way, but in the end you will have committed customers. And always remember what your mother said, ‘Just be yourself.’”

read story from Times-Standard.

September 17, 2006

The Building Blocks of Relationships

The core of every successful sales career includes long-term customer relationships. Today’s selling style requires a skill in building these relationships for retention and referrals.

Tom Hopkins, sales trainer and columnist for Entrepreneur.com shares with readers ways to build lasting and lucrative relationships with your customers.

read story from Entrepreneur.com.

September 17, 2006

Keep'em Listening

What’s in it for your customer should be the theme of every sales presentation you give if you want to be successful. Presentations must be geared towards the listener or you will lose more than just their attention -- it could cost you the sale.

Holding the listener’s attention requires a well-thought planned presentation that grabs their attention from the beginning and closes with a bang.

Carmen Gallo shares with readers at BusinessWeek Online the secrets to preparing a presentation that will capture the attention of your audience.

read story from BusinessWeek Online.

September 15, 2006

Presentation Makes the Sale

Successful sales professionals believe they can be top producers, are experts in listening and possess excellent presentation skills, according to a sales book written by a Certified Speaking Professional.

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

September 11, 2006

Play Nice!

Don’t mistake confidence for arrogance and come off as a snob if you want to increase sales. People don’t want to be treated in a condescending way and it shows.

Retail reporter Marina Strauss shares with readers of The Globe and Mail a story of how one retailer increased their sales just by addressing the attitudes of those who greeted their customers.

read story from The Globe and Mail.

September 11, 2006

Put People First

Seeing your sales career as being in the “people business” can help you establish better quality relationships, according to Tom Hopkins, noted sales trainer.

“You’re in the people business, and learning to make people feel important and cared about will help you make both the initial sale and long-term sales over the course of time,” Hopkins advises readers at Entrepreneur.com.

read story from Entrepreneur.com.

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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