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Sales Insights from
Reporter Paula Parisot

send Paula your comments & links for possible publication



November 4, 2005

Explaining what sales job you do to other people should be an easy enough task, but as some sales experts point out, most salespeople haven’t sat down and intelligently and creatively put their job into a 30-second commercial, as Jeffrey Gitomer, sales trainer and book author calls it.

Or condensed in an "elevator pitch" as sales consultant and columnist Michelle Nichols refers to as your one sentence job description that should encompass what you do for your clients. Nichols gives a colorful explanation of how and why to develop your elevator pitch.

Nichols shares with readers at BusinessWeek Online the secrets to a successful one-liner that can help you find sales leads anywhere, including the elevator.

read article from Business Week .

What a better way to learn which sales techniques can help you achieve victory than to read about it in a true success story. Ed Schultek, former vice-president of sales for PepsiCo reveals his secret to sales success to Litchfield County Times reporter Abigail Leab Martin.

Schulteck is a soft spoken man, Martin’s article says, who displays passion for what he does, listens more than he talks, and deciphers his customers needs before offering his products.

"...it is the art of matching what they need and what you have that makes selling exciting," Schultek quips. "I have never looked at it as just a transaction. It is deeper than that."

read story from the Litchfield County Times .

Ratnesh Mathur, director of Geniekids, a program designed to uplift the self-esteem of children, addresses the use of affirmations for readers at the Deccan Herald.

Mathur discusses research that offers amazing results of how product labels affect buying decisions and self "labels" can affect our self-esteem. Mathur reveals how to overcome those labels that are dragging us down and what to do to bring ourselves up to a brilliant level using the words that capture sales success.

In psychology it is called the Pygmalion effect," Mathur explains. "Simply put -- people believe in labels you put on them and actually try to prove the label true!"

read story from the Deccan Herald .

November 2, 2005

Your sales career might have begun as a way to make big money, or maybe you wanted the freedom to work independently, or it could be that a friend worked there and got you a much needed job to pay the bills. Whatever the reason you are in sales, what really matters now is, why you are in sales right now.

What is your sales philosophy? Are you for the customer or are you for YOU?

Tom Reilly, sales trainer and author of Value Added Selling, says that the sales philosophy you embrace will help you employ the correct attitude for sales success.

For example, if you believe that "Professional selling is really about making a difference, not just a deal," Reilly says, than you will naturally focus on making a difference for the customer.

"One of the simple truths of sales is that if you focus on making a difference for customers, versus just making deals, you will have all the deals you can handle," Reilly tells readers at Industrial Distribution. "Profit follows performance. As you seek ways to provide meaningful value that have an impact on the customer's world, you benefit, naturally, by your success."

read story from Industrial Distribution .

Take a successful business transaction, repeat it over and over again and it will ensure you much sales success. Sounds great, but how do you do that?

Business Success columnist Don Maruska shares with readers at San Luis Obispo Tribune an outline of how to profile your ideal customers to give you a more thorough understanding what it is that led them to buy from you in the first place, and how to repeat that success with new prospects.

Understanding your customers buying intentions, the nitty-gritty of who, what, why, and when can help you focus on the steps to take to find those ideal customers that are responsible for those positive sales experiences, according to Maruska.

read story from the San Luis Obispo Tribune .

Three things that sales book author Jack Perry says can hinder your sales career are resisting change, procrastination, and workplace distractions. In his book, Jack, You're Fired! 66 Ways To Keep Your Job As A Sales Professional, Perry outlines the behaviors that can lead to destruction and how to recognize if you have fallen prey to their ways.

The ability to adapt to a changing sales environment is crucial, he says, to keep one's career alive.

"Change will always bring winners and doers to the front of the line," the book's author Jack Perry writes, "and send the losers packing -- Seek new opportunity at all turns. Embrace change."

Perry's other suggestions for sales success including why to remain flexible with your clients and how to recognize if you are procrastinating can be found in Part Two of my review at MortgageDaily.com.

read Paula's story at MortgageDaily.com
(subscription required)

October 31, 2005

We all want to feel as if the person who is selling us something is in our corner, helping us make the smart buying decision. We buy from people we like and trust. We want to know that our buying situation is unique, so we want to be treated special.

Therefore, diversified selling strategies are necessary to address the needs of those prospects that have varying wants and personalities.

Renee Houston Zemanski of SellingPower.com shares with readers the advice of international speaker, author, and president of Allen and Associates Consulting on how to diversify your sales strategies.

"The bottom line to communicating with diversity: Make changes, challenges and trends work within your ever-changing marketplace," Allen advises. "Be aware that every single person is different. Embrace those differences and enjoy the process of connecting with different people."

read story from Selling Power .

One of the greatest sales tools to use is the satisfied customer testimonial. Being able to show your prospect evidence of your good work by offering a show of reference is a priceless tool and easy enough to do. But, the solicitation of a past customer for those valuable letters of recommendation can be a delicate situation.

Business columnist Karen E. Klein shares with readers at BusinessWeekOnline expert tips to requesting a written testimonial from your current clients. The experts offer practical ideas, from hiring a third party to conduct customer satisfaction surveys to exchanging references with those clients who are in business as well.

read story from Business Week .

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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