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Sales Insights from
Reporter Paula Parisot

send Paula your comments & links for possible publication



November 10, 2005

There are many ideas on how to become a great salesperson and one thing that all experts can agree on is that everyone has the potential to achieve this status as long as they have the ability to learn.

Shah N. Khan, contributing writer for MyIDAccess.com and marketing consultant shares his ideas of what it takes to be a successful salesperson.

Khan quips a KASH formula for success from an unknown individual.

  • K for knowledge of the product and familiarity with the basic principles of selling and marketing techniques.

  • A for attitude. Perseverance and positive approach.

  • S for skills. Mastering presentation techniques, polishing up sales talk and using psychological appeal.

  • H for habits. Punctuality and prospecting, obtaining leads and references.

read story from My ID Access .

Laughter is good for the soul -- and selling! Using humor to connect with your prospects and clients is a great way to build rapport providing you use it wisely. Be careful not to tell jokes that could be considered off-color. However, light-hearted non-sensical fun can be appreciated by everyone.

"Nothing melts a person's defenses like laughter, and when your prospects' defenses are down," says SellingPower.com writer Vic Marcus, "they're more apt to buy."

Humor will help your prospect relax, Marcus points out, therefore, they will better retain what information you are giving them and be more inclined to trust you as well.

read story from Selling Power .

November 9, 2005

Not all of your prospects are ready to buy your products when you approach them but wouldn’t it be nice if there were? A successful communication plan can help you solve that problem of wasting time with prospects at the wrong time, according to sales and marketing consultants Barbara Bix and Melissa Josephson Edwards.

The pair share with readers at MarketingProfs.com how an effective communications can "leverage salespeople's time and speed up the sales process by anticipating and getting prospective customers the information they need to move to the next level -- wherever they are in the buying process."

Bix and Josephson Edwards offer a practical example of how to put your plan into place to achieve maximum results for your efforts.

read story from Marketing Professionals .

November 8, 2005

Cold calling made fun? Well, at least more interesting. Ari Galper, founder of the program Unlock The Cold Calling Game, says his ideas make cold calling painless and simple. I think he is on to something.

Galper shares with readers at Sales Masters World several practical examples of how to start an effective conversation when cold-calling your prospects. Instead of offering your product details he suggests inquiring whether or not the prospect is in the market by addressing their needs first.

One example he offers is for an advertising salesperson, the conversation might begin with, “Maybe you can help me out for a second,” Galper scripts. “I’m just calling to see if your company is open to new ideas of generating leads for your business.”

read story from Sales Masters World .

November 7, 2005

Selling to women in today's world takes a different approach than what the old sales mindset is used to. Women don't like aggressive salespeople. They want to be sold on value, benefits, and convenience. And you definitely need to gain their trust before they will buy from you.

Martha Barletta, author of Marketing To Women: How to Understand, Reach, and Increase Your Share of the World's Largest Market Segment, says that yesterday's frazzled housewife has blossomed into a contemporary sophisticated woman, who along with her sisters are responsible for 85% of consumer buying decisions.

In a review of the book at MortgageDaily.com, Barletta points out the differences between marketing to men and women and how to capture a women's attention using news, safety benefits, and emotion.

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

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 .

Paula Parisot reports news and reviews sales books for MortgageDaily.com.

articles by Paula Parisot

Email Paula at: PaulaParisot@CloserBlog.com

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