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Sales Insights from
Reporter Paula Parisot


send Paula your comments and links for possible publication

 

 

October 7, 2005


Follow-up and long-term contact with clients are both important functions and should be a routine part of any sales plan. However, there should be nothing routine about how your clients see it. Make it personal and stagger the calls, emails, or notes you send to let them know you are thinking of them.

Michelle Nichols, sales trainer and columnist for BusinessWeekOnline offers readers ideas to use for that follow-up in "A Hands-On Guide to Staying in Touch." Nichols emphasizes that your follow-up plan should be tailored to your client, focused on active clients, and be an on-going form of communication.

And to keep track of it all, Nichols, gives the scoop on the latest CRM tools that can organize your efforts and make your follow-up job a little easier.

read story at Business Week


October 6, 2005


Successful salespeople do, according to many experts, display the similar behaviors, habits, and characteristics. There appears to be a certain set of traits that propel these sales dynamos into the top performer positions.

Kelley Robertson, president of the Robertson Training Group and author of Stop, Ask & Listen - Prove sales techniques to turn browsers into buyers, shares with readers at BusinessKnowHow.com the top ten characteristics that successful salespeople possess, beginning with persistence.

"The most successful people in any industry have learned to face the obstacles that get in their way," Robertson says. "They look for new solutions. They are tenacious. They refuse to give up."

read story at Business Know How


October 5, 2005


The ability to be empathetic is an important characteristic to display when gaining trust from a potential client. Your ability to relate to their situation or problem is key to them opening up to you with real objections, presenting an opportunity for you to solve the problem and close the sale.

Sharing a story of how you helped another client overcome a similar obstacle can put you in the position of understanding what is holding your prospect back, according to Keith Eades, coauthor of The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates, and Scripts for Effective Sales Execution.

Eades shares with readers at SellingPower.com the five different categories of response and the actions to take that can help you uncover pertinent information and close the sale.

read story at Selling Power
(free subscription required)


Part of a successful sales plan includes obtaining and working the referrals from satisfied customers.

Close the sale, remind your customer that most of your clients have been referred to you by other smart customers just like them, and ask if they know anyone else who could benefit from your great service/product.

Sounds easy enough to remember doesn't it? But, according to Jeff Blackman Business writer for Naples Daily News, the number one reason that salespeople don't capitalize on referrals is that they FORGET to ask for them.

Blackman spells out a referral tactic that could help you "REMEMBER" to get those referrals allowing you to work smarter, not harder to increase your sales volume.

read story at Naples Daily News
(free subscription required)


October 4, 2005


Most sales experts would agree that getting a jump on the day by beginning it earlier than usual is a great way to stretch productivity. Even one hour earlier can be a tremendous boost, according to sales trainer Laura Laaman. In her BizJournals.com column "Sell More" Laaman declares, "The early bird gets the sale -- so get moving."

By beginning your work day just one hour early, Laaman points out that you will save time on your travel by beating rush hour and you can reach those decision-makers who also arrive early and don't have a screener intercepting their phone calls.

You will also have that magical quiet time that allows you to be able to think clearly and plan out the strategy of your day.

read story at Biz Journals


October 3, 2005


"Fake it till you make it," says one M.D. who teaches the "chemistry of method acting," which can help improve sales according to Barbara Mednick, sales and marketing writer for Star Tribune.

To inspire yourself and your mood, before you go into that next meeting or give that next presentation, her article advises you to: begin the day with a 15-second belly laugh, realize your power to develop an upbeat chemistry, wear and surround yourself with bright colors and maintain a posture that is confident and forward.

"You must be the master of your own inspiration (chemistry) and know how to call it forth at the hour announced," Anderson tells Mednick. "This is the secret of the art of becoming a successful salesperson."

read story from the Star Tribune


PMA, positive mental attitude is a necessary trait for one who plans on succeeding in sales, most experts would agree. You've seen the signs of encouragement "Success is 98% attitude, 2% determination."

According to Tom Reilly, professional speaker and author of Simple Psychology: Simple Living in a Complicated World, "Negativism compounds the obstacles salespeople face." So, how is it that one can remain positive on a consistent basis?

Reilly explains to readers at Industrial Distribution that PMA is really just a question of choice. How we choose to respond to any situation determines how we navigate through it, either positively or negatively.

By focusing on life's opportunities instead of its obstacles you can create a daily PMA that will follow you into a successful sales career.

read story at Industrial Distribution

 
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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