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Sales Stories & Insight
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Last Updated Tuesday, October 24, 2006 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

October 24, 2006

Sales Sense

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.

read 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!

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.

read 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 prospects.

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 impression.

read 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 sales manager.

read 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 current clients.

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 writes.

read 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.

articles by Paula Parisot

Email Paula at: PaulaParisot@CloserBlog.com

News By: MortgageDaily.com

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