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Sales Insights from
Reporter Paula Parisot

send Paula your comments and links for possible publication



October 20, 2005

We hear all the time what every expert thinks we should do to be successful in sales and the habits and traits we should display. Don't procrastinate, be creative, ask a closing question, be a leader, etc. But as salespeople do we know what NOT to do?

Bill Gallagher, PhD. along with co-authors Jay Conrad Levinson and Orvel Ray Wilson, share with readers at Guerrilla Marketing the top ten mistakes that salespeople make according to sales author Brian Azar and offer their assessment of how to avoid falling into the negative traps.

Along with the ten mistakes such as presumption of the client's needs, presenting your product too soon, and answering unasked questions, the article says that self-doubt is a big reason that salespeople fail.

"One of the most critical reasons salespeople aren't more successful is because they become discouraged," the authors write. "They began to doubt themselves and their products. Like many of us, they lose sight of their real purpose as a sales representative."

read story at Guerrilla Marketing

October 19, 2005

If you would like to develop some PMA before picking up the phone to make a business call, give yourself a real belly laugh. Think about something funny or how funny it would look to a stranger to see you laughing at nothing. If it doesn't work the first time, do it again. It will put a smile on your face and a likeable inflection in your voice for the person on the other end of the line to hear.

This is especially helpful when cold-calling.

When you see the words "cold-calling" does it make you cringe? Tammy Stanley, founder of Carpe Phonum, says there are certain steps a salesperson can take to overcome cold-calling anxiety. In her article "The Seven Most Costly Prospecting Mistakes Sales Professionals Make" Stanley points out the reasons that keep you from picking up the phone.

Spending too much time crafting the perfect pitch, waiting for the right time to call, and other ideas that lead to procrastination can cost you sales, Stanley explains to readers at SalesMastersWorld.

read story at Sales Masters World

Follow-up is an especially crucial element of the sales cycle. It assures the customer that you still care about them even after the deal is done and it gives you a chance to strengthen your sales relationship.

Mortgage industry speaker and author Dave Hershman shares with readers at MortgageDaily.com the ways in which attending a loan closing can facilitate referrals and repeat business. Your follow-up of the borrower's loan experience by attending the closing sets you apart from your competition, Hershman says, because 85 percent of your competing loan officers do not take the time to attend this very important part of the loan process.

Whether you are a loan originator or a car salesman, your presence at the time of delivery can make or break the customer's decision to buy from you again, or better yet refer their family and friends your way. Go that extra mile and be there for them; they will remember it next time they need your service or product.

read story at MortgageDaily.com
(subscription required)

October 17, 2005

The three C's to overcome sales failure according to sales trainer Laura Laaman include: Contact, connecting with the decision makers and their colleagues by making eye contact and giving a firm handshake; Compliment by saying something good about them, and Common ground, "find it with prospects and everyone else you meet," as reported in the Winchester County Business Journal.

Alex Philippidis reports on Laaman's visit to the Business Council of Westchester and the sales wisdom she imparted on the audience who heard from Laaman, author of "The Certifiable Salesperson" which she co-authored with sales trainer Tom Hopkins in 2003.

Philippidis summarizes helpful hints and ideas that Laaman offered the audience on how to improve your sales skills with "certifiable" behavior.

read story from the Westchester County Business Journal

Don’t like to cold call? You don’t need to if you work your prospects the right way, according to Harvey Mackay chairman of Mackay Envelope Corp.

Spending time getting to know your prospects could be time well spent when you are building meaningful professional and sales relationship. Mackay suggests building a network of customers and friends of which you can get referrals from or using the Internet to learn more about the prospect before approaching them for their business.

Mackay offers readers at TimesUnion.com some great ideas on how to whittle your way into the prospect’s life and avoid the tedious work of cold calling.

read story from the Times Union

October 14, 2005

Superior customer service, an important element of a successful sales career, can get a boost these days with new and improved Customer Relationship Management solutions that track and note individual preferences such as when to call the client and other personal information that allows the salesperson to custom tailor their professional relationships.

Weaving modern day technology into old-fashioned customer service and adapting to change, Allied Home mortgage has incorporated a new CRM system from Entellium to enable its loan reps to personalize their relationships with lead prospects.

Demir Barlas shares with readers an article featuring Allied's CIO David Langston on Line56.com.

read story at Line 56 E-Business Executive Daily

There are many ways to go about becoming successful in sales. The one common denominator is, whichever route you decide to take, whichever mentor you choose to follow, you must realize that it takes hard work and determination. You can work smarter not harder, but it still is "work."

You've read the books, attended the seminars, bought the motivational tapes...so what is holding you back?

Jeffrey Gitomer, sales trainer and author advises salespeople to ask themselves some eye-opener questions that could lead to the answers you need to motivate yourself into the top sales position at your company.

What exactly are you doing to become the best at what you do? He asks readers at BizJournals.com to evaluate their strategy and decide if they really are moving in the right direction for success.

read story at Biz Journals

Closing approaches will vary dependent on the type of client you are with. The "scared to change" client may need a gentle approach, while the "hurry up and get this over with" kind may need to see the contract first thing. After sizing up your prospect pick your approach.

Gerhard Gschwandtner, SellingPower.com publisher, shares with his readers "Six Ideas to Close More Sales," that can help you creatively close the sale.

One example Gschwandtner gives for a sales meeting that is going nowhere is to set out a brochure and attempt to leave, but before you do, ask the prospect, essentially what went wrong, thus opening the door to the real objective and giving you the chance to re-close the deal.

read story at Selling Power

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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