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October 24, 2006
Sensing a sale? Chances are good you are picking up on subtle closing clues. Body language, questions, stated requirements should they buy, all these little clues adding up to a big fat, “YES, sign me up.”
Jeffrey Gitomer, sales trainer, author and columnist
shares with readers at BizJournals the tips
to tackling five other senses; sense of reason, opportunity,
risk, confidence, and desire to win for others.
story from BizJournals.
Keys to the Gatekeeper's Heart
It’s typical in the sales world to think of the gatekeeper (receptionist/secretary/assistant) of an organization as an obstacle. But don’t forget, they talk to your prospect on a daily basis and in most cases can have some sort of influence on them, where you are concerned.
The moment a rude remark passes your lips, the gatekeeper is telling their boss -- your potential client. Strike one!
AZCentral.com’s Carol Wissman shares with readers
on "The Joy of Selling" author Steve Chandler’s
story of how he didn’t bypass the gatekeeper but became
friends with her only to score a big sale.
Trust and relationship building skills are the keys to “getting passed the gatekeeper.”
read story from AZCentral.com.
Sell the Experience
Selling what you believe in is imperative to success,
but customer service is equally important. Here is a
great story of how one woman is teaching her sales associates
how to generate sales by excelling in customer service
and passing on her passion for fashion.
Impressive that the associates must learn to size the
customer by eye, learn what colors would look best on
them and what accessories best fit together. They don’t
just sell the product -- they sell the customer style.
Jaclyn Giovis, reporter for Sun-Sentinel.com
shares the success story of boutique owner Kim Bolufé.
story from the Sun-Sentinel.
October 23, 2006
Warming Up Cold Calling
Effective cold calling doesn’t require a frigid personality.
In fact, one cold calling sales trainer encourages salespeople
to use a bit of humor when talking to gatekeepers and
Marcia Heroux Pounds, business columnist for the Sun-Sentenial.com
interviews Bernie Cronin, who teaches a "Cold Call Boot
Camp" at the Sandler Sales Institute in Pompano Beach.
Cronin has an interesting take on how to make that first
story from the Sun-Sentinel.
October 16, 2006
Taking sales skills to new heights by soaring into management
can be a good fit for any successful sales person, as
long as you address the changes you need to make before
taking the leap.
Dirk Beveridge, president and CEO of 4th Generation
Systems, a sales, marketing and leadership development
firm shares with readers at Industrial Distribution
how anyone can develop what it takes to be a successful
story from the Industrial Distribution.
Get Those Referrals
Referral sales are the most time-efficient and often
easiest sales of all. Sales reps should have a procedure
in place to confidently obtain referrals from their
Noble Sprayberry of The Dallas Morning News
shares with readers at The Columbus Dispatch advice
from sales experts on the importance of referrals in
a cooling economy.
Where do you begin? “Crafting a relationship with a
client that can lead to referrals often hinges on a
basic business principal: Do a good job,” Sprayberry
story from the The Columbus Dispatch.
read hundreds more
sales stories in archived blog entries
Paula Parisot reports news and reviews sales books for MortgageDaily.com.
by Paula Parisot
Email Paula at: PaulaParisot@CloserBlog.com
News By: MortgageDaily.com