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Sales Stories & Insight
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Last Updated Thursday, December 7, 2006 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

December 14, 2006

Ask Before You Leap

Once you finally get that “hot” prospect on the phone, it’s important to maximize your efforts and get as much information as possible about what the topic of discussion will be once you meet.

Linda Richardson shares with readers at SalesVantage.com how asking an “agenda question” before meeting with your client can help you better prepare ahead of time.

read story from SalesVantage.com.

Increase Sales with Technology

Weaving customer relationship management (CRM) systems into the sales process should help increase sales, create time management efficiency and enhance your sales relationships. If it creates more problems than it solves, you need to reconsider the technology you are using.

John Aiello shares with readers at E-Commerce Times the inside scoop on getting the most out of CRM solutions.

read story from E-Commerce Times.

December 7, 2006

Focus on the Positive

Certain mistakes made in selling can be costly to you and your career. Let’s learn from those mistakes and then focus on what we need to do to improve our sales.

Al Simon, president Sandler Sales Institute shares with readers at Gwinnett Business Journal what he believes are the three most common mistakes salespeople make.

Differentiate yourself from the competition, he says, don’t give away your expertise, and be sure to earn your customer’s trust.

read story from Gwinnett Business Journal.

Solution-Selling is Out, Results-Selling is In

Yesterday’s solution-selling is today’s results-selling, according to an article posted on AmericanVentureMagazine.com. Richard Hodge and Lou Schachter share with readers the “Death of the Old-Style Salesman” and how to avoid that kind of fate in your sales career.

Solution-selling (results-selling) requires not only an analysis of the company’s current situation, but also that you educate yourself on the history of the company, its business intricacies and its future goals.
(Free registration required to view entire article.)

read story from the AmericanVentureMagazine.com.

read hundreds more sales stories in archived blog entries

  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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