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Sales Insights from
Reporter Paula Parisot

send Paula your comments and links for possible publication



September 30, 2005

As a professional, you must know that a sales career is more than just a sit-down 9-to-5 job, to be successful you need to work smart and be persistent. In other words, you need to give it your all sometimes.

Sales “Diva” and trainer, Kim Duke, contributing writer at WebProNews.com, reminds us that sometimes we just have to open up and give our efforts a nitro boost. Duke recounts the life of Babe Didrikson Zaharias, famous female athlete, her strive for success, and how those lessons can be applied to your sales career.

"It's not just enough to swing at the ball. You've got to loosen your girdle and really let the ball have it."- Babe Didrikson Zaharias

read story from Web Pro News

Developing relationships with your sales customers that keep them coming back is key to a long-term successful sales career. And it can be just a question of making them feel good about their purchase with you. Whether it’s reassuring them that they made a smart decision or saving them money by suggesting a less expensive solution, you can make them feel good about doing business with you.

Forget the “customer is always right” philosophy if they are in a position to make a purchase from you that is wrong, says an article from the Northeast Pennsylvania Business Journal published at CIO Today.

Respect your customer, communicate, and add value to your customer relationships to keep them coming back, the article says. “The customer is always our partner in success.”

read story at CIO Today

September 29, 2005

There are many ways to ask for the sale. Apply a little logic and determine the set of closing questions necessary, and DO IT. That is what you are there for, right? And in some cases (let's hope many) the sale should be a laydown. If you play the role right, dress the part, do your homework, and know your product/service it should be a no-brainer when you meet with those who are in need of what you have.

Sales trainer, Mark Matteson, shares with readers at ContractorMag.com ideas on asking for the sale. Matteson gives a working example of how to lead the conversation and close the sale, simply and succinctly.

As Matteson points out, "In sales, if you can't or won't ask for the sale, you are just a nice conversationalist."

read story at Contractor Mag

September 28, 2005

In the past, getting personal with your sales customers was not a generally accepted practice. However, if you journey back in time you might find that the top salespeople, had, over a period of years, bonded with their best customers. Modern day selling now focuses on creating a trusting relationship with your clients from the get-go to help ensure they become loyal customers.

Sales trainer Dan Goldberg says he emphasizes adding that personal touch to help increase sales. "That personal touch, positioning and persistence (without being annoying) are key factors in closing sales or at the very least getting referrals or both."

Goldberg shares with readers at SalesVantage.com ideas to help you get personal with your business relationships.

read story from Sales Vantage

September 27, 2005

Listening, one of the most important fundamental factors in selling, is a skill that every sales person needs to master. Ian Widdop of Growth Partners tells readers at Bizcommunity.com that many sales are lost because the customer feels that the salesperson just didn't understand what they wanted. And that is the result of not really listening to the prospect.

Widdop shares some eye-opening advice on developing listening skills, such as summarizing the main points of what your prospect is saying and repeating it back to them to ensure you understand what they are saying; by including pertinent questions and feedback to reassure your prospect that you are listening; and remembering not to jump to conclusions -- let your prospect finish talking first.

read story from South Africa's BizCommunity

September 26, 2005

According to Ben Stein, famous actor, economist, lawyer, and writer, life is about selling; and whether you are selling an idea, a boat, an insurance policy, or a mortgage there are two things that a salesperson must do to be successful. One is to align yourself with your customer by stepping into their shoes and the other is to be a friend, Stein concludes.

One thing about friends, true friends, is that they always have one another's best interests at heart and this should be so for your relationships with customers in order for them to trust you and buy from you.

You could also learn from Stein's living example of how branding can play a big factor in one's success. Bueller? Bueller?

Stein shares some sound advice about how to sell anything with readers at the New York Times.

read story at The New York TImes

Being a good listener, having a genuine interest in filling the customer's need, and persistence are three factors that can be linked to increased sales, according to Michael Angelo Caruso, author of 5 Cool Ideas for Better Selling.

Caruso points out that top salespeople usually aren't concerned about the money they make, they are focused more on how to best fill their customer's need. Caruso says he teaches a certain sales technique that helps salespeople be persistant.

"Ask 'One More Question' to increase your earnings by 10 percent to 15 percent with upselling," he advises.

The Poughkeepsie Journal shares with its readers an excerpt of Caruso's book, due out in November.

read story at the Poughkeepsie Journal

Do you have what it takes to be a successful salesperson? To remain on top in your field? Sales book author and trainer Jeffrey Gitomer shares with readers at BizJournals.com the 12.5 common characteristics he feels are found in successful salespeople.

Gitomer says in his column "Sales Moves" that top performers are smart, computer literate, and have an interest in continually learning.

He is right. Sales professionals should keep up to date with current events and press releases related to their customers, done via the Internet will give you first-hand experience with the computer, and this will give you the information you need to "be smart," when meeting with your clients.

He also notes that success can be found with people who have a great attitude, a passion for what they are doing, and a sincere desire to help others.

Be certain you work within a sales field that can afford you the aforementioned ideals. Otherwise your attempts to develop a successful sales career could backfire.

read story at Biz Journals

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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