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Sales Insights from
Reporter Paula Parisot


send Paula your comments & links for possible publication

 

 

December 2, 2005


The New Year is upon us; do you need to make some resolutions that involve increasing your sales volume? If so, Dave Hershman, author of Maximum Synergy Marketing, has some solid advice on how to refresh and revamp your sales skills in the coming year.

Hershman advises readers at MortgageDaily.com to set aside some time for introspection and determine exactly what areas in your sales plan needs improvement.

You need to find a way to differentiate yourself by developing a unique way to say "thank you " to your customers, Hershman says.

Networking can increase your sphere of influence, which Hershman says is also important, and develop a tailored marketing plan that helps you deliver the utmost value to your clients.

read story at MortgageDaily.com
(subscription required)


If you offer great service to your clients they should want to recommend you to their family and friends. Sometimes, it is just a matter of asking. Referrals give you an edge when calling a customer for the first time. It 's a strike of familiarity because you have helped a friend or relative of theirs in the past; they are more likely to trust you -- a crucial element of the sales process.

Louis Weiss, founder of WebFast Consulting shares with readers at Focus Publications, the "tricks of the trade " when it comes to asking for referrals.

"If a loan officer wants to be successful, they have to overcome their fear or reluctance to asking for referrals, " Weiss advises. "Keeping a long-term relationship going with past clients will maintain a solid business model with consistent income streams. "

read story from Tips Tools & Tricks of the Trade .


December 1, 2005


Most times the prospects you speak with have a thorough understanding of what you are selling them, other times they listen to you half-heartedly because you use language that is foreign to them -- and this could cost you the sale.

Carmine Gallo, author of 10 Simple Secrets of the World's Greatest Business Communicators, shares with readers at BusinessWeek.com the secrets to communicating your sales presentation in a concise and intelligent way.

"The world's greatest business communicators speak in clear terms that everyone understands," Gallo writes. "Whether you're talking to your boss, a prospect, or colleagues, your listeners want to easily grasp the message behind your service, product, company, or cause."

Read Gallo's column for an in-depth look at how to accomplish professional clarity and increase your sales.

read story from Business Week .


November 30, 2005


Obstacles are a common occurrence in most sales situations. Learning how to deal with them and even avoid them can help increase your sales.

Jeff Thull, author of The Prime Solution: Close the Value Gap, Increase Margins and Win the Complex Sale and Mastering the Complex Sale, shares with readers at MarketingProfs.com the common scenarios that invariably pop up at the most unwanted times.

Thull offers practical advice on what to do when you realize the prospect you have been in contact with isn’t the primary decision-maker; your competition got a jump on you with higher-level execs; and how to make your financial case so clear it gets translated to the checkbook holder (CFO) intact.

read story from Marketing Professionals .


Understanding the elements of listening could help you become a better listener, and in turn a better salesperson. When you know how to effectively listen your clients will sense this and trust you with more information, possibly the information you need to close the sale.

Jeffrey Gitomer, sales trainer and author, dissects the elements of listening for his readers at BizJournals.com.

Gitomer explains that who you are listening to determines what type of hearing and listening you do. For example, if you are listening to a teacher, a trainer, or a seminar leader, he says, you listen with the intent to learn.

And if you focus on listening to your client with the intent to respond it could result in interruptions, he further explains. The best way to listen to your client, he says, is to take notes.

read story at Business Journals .


November 29, 2005


Qualifying your prospects is a necessary step in the sales process if you want to ensure you aren't wasting your time selling to someone who doesn't need your product, or can't afford it, or is just plain going to misuse your time.

Peter Gilbert, sales and management consultant advises salespeople to qualify prospects with intense scrutiny to avoid mismanaging precious time.

Gilbert offers readers at BizCommunity.com four critical questions to ponder when qualifying your prospects.

  • "Is this a real opportunity?"

  • "Will we be competitive?"

  • "Can we win the deal?"

  • "Do we really want this deal?"

read story from Biz Community


November 28, 2005


Successful salespeople have a follow-up procedure built into their sales cycle. Sometimes a client just needs a phone call to remind them that you are still awaiting a decision. Also, using follow-up to maintain contact with your clients is an important aspect of sales. Ensuring that your client is satisfied with their purchase is worth the trouble because it shows you care about them, this increases trust, and keeps you on their mind when they or someone they know need your service or product.

Kelley Robertson, author of Stop, Ask & Listen – Proven Sales Techniques to turn Browsers Into Buyers and president of the Robertson Training Group, shares with readers at Business Know How, the reasons why some salespeople fail to follow-up, and how it can cost you the sale.

Reasons for not following-up, Robertson says, include not wanting to appear too aggressive, just plain forgetting, assuming the worst when a phone call is not returned, or simply not knowing how to implement a follow-up procedure.

read story from business know-how .


In sales, positioning can mean everything. Most sales experts agree that if you can position yourself as an expert, a valuable resource, and a trust-worthy adversary your sales relationships will grow.

Steve Adubato, communication and leadership coach and speaker shares with readers at The Star-Ledger a behind the scenes look at what successful salespeople do to retain their long-term sales relationships.

Like most relationships, action speaks louder than words, Adubato points out. Give 150 percent or lose out to the competitor who will.

"Selling shouldn't be an action, but rather a way of conducting yourself," Adubato explains. "Instead of running that meeting in your head, find ways to make yourself useful, and ironically you will have a much greater chance of hitting those lofty numbers."

read story from The Star-Ledger .

 
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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