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Sales Insights from
Reporter Paula Parisot

send Paula your comments & links for possible publication



November 18, 2005

Sometimes you have to step outside of your comfort zone to make changes that will improve your life. Sometimes those changes are as simple as cleaning off your desk or rearranging your workspace but sometimes you need to take a deep breath and jump. If you want something badly enough, you will take the leap, the question is "do you want it?"

Colleen Stanley tells readers at BizWomen.com that now is a good time to "Take the double-dog dare for improvement. Stanley says to take action, ask tougher questions of your prospects, set a goal that scares you, call on a prospect that intimidates you, and dump those prospects that are wasting space in your pipeline. Give them one last shot she says and then move on.

"Get honest with yourself and with prospects by asking a "cleaning" question: ‘George, we have been conversing for six months and have not made any progress towards a solution,' Stanley explains. ‘Is it fair to assume this problem is not a priority to fix at this time?' Say good-bye to indecision and hello to opportunity."

read article from the Denver Business Journal .

Selling and psychology go hand in hand; understanding what makes people buy is key to increasing your sales. Robert V. Levine, a psychologist from California State University, spent time as a car salesman to get an inside look at how salespeople "hook" their prey and then wrote a book called The Power of Persuasion.

Willow Lawson shares with readers at Psychology Today Levine's observations of how salespeople led buyers into the sale by connecting with their prospects by using "common ties" or by asking choice questions.

Using phrases that assume the buyer will purchase the vehicle also seemed to work. After the test drive, the article said, the salesperson would put the pressure on.

"Would you like to have the stereo installed today, or come back Thursday?" they would ask. "Put the car in the sold line, Mike," he might call out. At this point, few customers object."

read story from Psychology Today .

November 16, 2005

Learning how to become one of the top 20% sales performers is possible if you know how to play by the rules.

Alan Rigg, author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It, shares with readers at About.com the ins and outs of dealing with the 80/20 rules and the secrets to discovering whether or not you should stick with sales and what it is that you can do to propel yourself up into the top 20% if you do.

Rigg developed assessment tests you can take for yourself to see how you fit into the wonderful world of sales.

read story from About .

Warming up to cold calls could just be a matter of understanding and little bit of practice. Remember to put a smile in your voice, to be original, and don't forget to create a 30-second pitch that rolls off your tongue without hesitation.

Paul Kaihla of Business 2.0 interviews some top execs to find out their secrets to cold-calling success which include calling at unconventional times such as before 9 a.m. and after 5 p.m. to avoid the phone screeners and reach your target prospect effectively and developing creative conversation to attract and engage the "gatekeepers," and finding something in common with whom you are calling.

Kaihla also discusses the advantage of trying out the prospect's products or visiting one of their stores before giving them a call to obtain "inside information."

read article from Business 2.0 .

November 14, 2005

People buy from people they like and trust, sales experts say. It makes sense then to understand how to relate to people in just the way to get your clients to like and trust you.

Business communication coach Deborah Micek explores this topic for readers at the Business Owner's Blog. Micek explains that both verbal and more importantly non-verbal cues are an important element of developing relationships with your prospects.

"Using the right words is critical to whether the doorway to communication gets opened, or closed," Micek writes. "But it doesn't stop there. Studies have been conducted that reveal how ‘words' constitute a mere 7% of the communication process."

read article from Business Owner's Blog .

Getting more done with the least amount of effort, or multi-tasking can help increase productivity and your sales. This is also called using maximum synergy. It's the act of taking a basic step and getting more than just one result from it -- maximizing efforts.

Dave Hershman, mortgage industry author, speaker, and trainer explains the use of this process in his book More Income With Less Stress: Maximum Synergy Marketing, Sales and Leadership.

An interesting example given in my review on MortgageDaily.com is the act of purchasing a gift for your clients. Why not get the gift from someone who can reciprocate the business? For example, instead of using the local florist or winery for your gift purchases (how often do they give you business?) use someone within your field of sales who can send you referrals.

This would also differentiate you from your competition. A good suggestion Hershman offers is a home appliance warranty.

How many people tell others about the bouquet they received at their loan closing? But an unusual gift would help with your promotion as well as increase the value of your product/services.

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

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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