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Sales Insights from
Reporter Paula Parisot

send Paula your comments & links for possible publication



November 23, 2005

It’s well known that people buy from people they like, and people like people that are passionate and enthusiastic. Therefore, learning how to be an enthusiastic person could help you sell more

Laura Laaman, sales and customer sales trainer and speaker tells her readers at Bizjournals.com that enthusiasm is an important component of your sales plan and "For success in sales, never curb your enthusiasm." Laaman suggests smiling more every day to encourage enthusiasm in your daily life.

She also reminds us that what we say and how we think of ourselves plays a major role in our self-esteem and overall character.

"What you say to yourself and others has a huge impact on how people perceive you. The average person has more than 10,000 random thoughts per day," Laaman writes. "Sadly, more than half are negative."

read article from American City Business Journals .

November 22, 2005

Fear of rejection, change, and the unknown are common factors that hinder sales performance, that's the bad news. The good news is that you can overcome any one of these issues by becoming well informed about your product and clients, the industry you work in, and accepting change.

Barbara Mednick, Star Tribune Sales and Marketing reporter shares with readers advice from sales experts on how to combat your fears and revamp your sales strategies with today’s new rules.

"While you may have been a successful salesperson for many years, you have to keep in mind that products change, people change and markets change," says Marlys Tamte, The Prosper Group, Inc., Minneapolis.

read story from the Minneapolis Star Tribune .

November 21, 2005

Sales without a great attitude could hinder how great a salesperson could be. As Barry Farber, author of The 12 Cliches of Selling, points out to readers at Entrepreneur.com, "The biggest mistake people make when selling is lack of enthusiasm."

Farber outlines the five common sales mistakes that salespeople make and what you need to do stay out of those traps.

Not making enough calls tops Farber's list of mistakes along with not connecting with the right decision-maker and also not listening. More calls equals more activity, more connections, Farber says. Ask the questions necessary to ensure you speak to the decision-maker or get them in on the meeting, he advises, and don't be so excited about your product that you talk more than you listen.

Time management falls into the fourth slot for mistakes followed by not recovering quickly enough from rejection and setbacks. "The secret to dealing with setbacks is finding the positive after a negative encounter. Let that "No" motivate you to figure out a different approach so you'll get a "Yes."

read story from Entrepreneur magazine .

Certain times of the year seem to be easier for salespeople than others and with the holidays right around the corner anxiety could play a role in decreasing sales -- if you aren't prepared.

Business reporter Mary Jacobs shares with readers at the Dallas Morning News ideas to keep you on track through the holiday season. Jacobs reminds readers that there are a limited number of selling days in December but that doesn't mean you have to be write the last half of the month as "hopeless."

Jacob talks with two sales CEOs about how they deal with the holiday sales rush and how some corporations may be more willing to make that deal before the end of the year. "Before sitting down to Thanksgiving dinner, both advise, salespeople should have a plan in place for December."

This timely article offers great ideas to help you celebrate your holiday and still make that sales quota.

read story from the Dallas Morning News .

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 .

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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