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Sales Insights from
Reporter Paula Parisot

send Paula your comments and links for possible publication



September 16, 2005

What does it take to be a "great" salesperson? We have heard many answers to this question but usually there are only a few common sense factors at the top of the list and they may vary depending on the type of sales field you are in.

Jeffrey Gitomer, sales trainer and author, says in his column "Sales Moves" at Bizjournals.com that similar characteristics could be found in all top sales performers including "deep belief, ability to build relationships, ability to self-start and ability to maintain a positive attitude."

Kim Duke, sales trainer, gives a "bird’s eye view" of what it takes to succeed in sales in her column "Are You a Chicken?" Duke shares with readers at WebProNews.com her advice of setting fear aside to take control of your career and get the edge on your competition by being determined, creative, and a risk taker.

read story at Biz Journals

read story at Web Pro News

September 14, 2005

Remembering to fill your customer's emotional needs can help boost sales and build long-term business relationships. Certain skills and behaviors need to take the front seat when we apply relationship-based selling techniques: such as listening, posing the right questions, and showing sincere empathy for your customer's situation.

Richard Abraham, author of Mr. Shmooze: The Art and Science of Selling Through Relationships, explains to readers at BusinessWeek.com that relationships really are the base for good salesmanship.

"In a world of increasing globalization, commoditization, and technology," he says, "the only differentiation is often the service provider himself."

Abraham suggests that successful salespeople never stop "giving" of themselves to maintain that relationship.

read Business Week story

September 13, 2005

With all of today's competition you could easily bankrupt your company (and your bank account) by using price-based selling techniques. You can only lower prices so much before your profit margin begins slipping. The alternative is value-based selling. Sell the value of your product/service so much that price isn't even an issue.

Jill Konrath, author of Selling to Big Companies shares her ideas on how to add value to your sales plan in her column "How to Create Stronger Value Propositions" for readers at MarketingProfs.com.

Konrath explains how using "explicit" details and statistics to engage your customer in the value-based selling process can help increase your sales.

read story at Marketing Profs

September 12, 2005

Just as sales book author and speaker Stephan Schiffman says there are 25 common sales habits that top producers display, another sales trainer has found some common threads leading to success that are held by the top 10 percent of sales professionals.

"The Streetfighter Sales Coach" Joe Guertin shares with readers at SalesVantage.com in his column, "The Business of Selling," what he has found to be the rules that successful salespeople follow to ensure outstanding sales performance.

"Professional salespeople should create an annual Business Plan that details their goals for the year, steps necessary to achieve those goals," Guertin says. "Plus a ‘reinvestment' statement estimating revenue that will be put back into their business to feed its growth."

Guertin advises this reinvestment to be spent on items that enhance a professional image such as business attire, "skill-building, your health and wellness, client lunches, etc.

read story at Sales Vantage

Asking the right questions of your customer can show three things; one, you have done your homework; two, you seek to be more of a "consultant" than a salesperson; and lastly, you are concerned with their situation and want to help them. This approach negates the "pushy salesperson" stereotype almost immediately.

Crafting the necessary questions is the first step towards making the sale.

Maureen O' Grady Condon, president of Condon Communications, a firm that describes itself as "a writing and editing firm that gives businesses the words they need to sell their products" offers readers at MetroWest Daily News the guidelines on how to effectively engineer the key questions required to help the customer understand that they need your product/service.

read story at Metro West Daily News

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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