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Insights from Paula Parisot
photo of Paula Parisot
Paula Parisot

Sales Wire
December 16, 2005

Even successful sales people experience times when they don't feel comfortable scouting for new prospects. And as Colleen Stanley's article on Denver Bizwomen.com states, 80 percent of new salespeople quit their jobs within the first year due to "insufficient prospecting activity," according to the authors of Psychology of Sales Call Reluctance.

Stanley reviews a few of the 12 types of sales call reluctance that George Dudley and Shannon Goodson have identified in their book including; stage fright, referral aversion, role rejection, the issues of social self-consciousness, and those who are always waiting for the perfect time to call on a prospect.

read story from the Denver Business Journal .

We can learn a lot from the young people in our lives -- including how to sell -- by listening to how they approach their prospects when they want to go outside to play, when they want a new toy, or just to stay up past bedtime. Over time children will find your weak spot and know just how to manipulate you to get what they want.

Now, during the holidays, when the wish list is at an all time high you could get a lesson in sales from by studying the proposals sent to Santa from children around the world. Michelle Nichols, sales trainer and columnist at BusinessWeek Online points out the strategies these kids use to sell Santa on the idea of filling their wish lists.

Nichols found five common sales strategies these natural-born saleskids use to lure Santa into bringing them what they want. Read on to find out how to apply them in your sales process.

read article from Business Week .

December 15, 2005

How you handle customer complaints could help increase your future sales volume or, unfortunately, decrease it if not handled at all. Sales trainers have said that it is worth the effort to follow-up on a sale (even if the customer is found to be dissatisfied) because it gives you that chance to redeem yourself, should they need anything to rectify the situation.

According to an article on NewsFactor Network, "Transforming Complaints into Customer Loyalty," when customers are dissatisfied 96 percent of them don't complain, and 63 percent of those unhappy customers will not seek your services or products again.

The article explains the best ways to turn your customer's unpleasant experience into future sales for you.

read story from Newsfactor Magazine .

Entrepreneur Prepares to Thrive as His Industry Slows

When the mortgage industry heads for a lull, one successful entrepreneur sees it as an opportunity to fine tune his sales teams, add innovative technology, and create an increasing presence while most competitors might sink back to a mere existence.

Honesty and creative innovation have played a major role for David Black in developing a multimillion dollar company that has stood the test of time.

Having earned his degree in Mathematics from the University of Vermont, Black's entrepreneurial spirit and experience as a mortgage underwriter led him to open First New England Mortgage in 1987. "I was twenty-seven years old," he told MortgageDaily.com. "Then, the big joke was that if after a year I wasn't successful, I'd still be employable."

Black, now 44, has five First New England Mortgage offices around the country and projected sales revenue of $8 million for 2005.

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

December 14, 2005

Addressing some of the top concerns of salespeople for readers at BizJournals.com, Jeffrey Gitomer, examines the top three complaints that salespeople have, why people buy, and how to have a sales career you can love.

Gitomer, a sales trainer and author of The Sales Bible and Customer Satisfaction is Worthless, Customer Loyalty is Priceless, advises that successful salespeople focus on value, not price.

He also suggests that finding a sales career with the right product can boost your odds of succeeding. "If you love what you do, your sales days will never be workdays -- they'll be holidays. If you love what you do, the belief system you have in your product will deepen."

read article from Biz Journals .

Only twelve more selling days left this year! If you plan on using them up by dodging your potential prospects and existing clients then read no further.

Conversely, if you would like to take advantage of this time that most salespeople find too chaotic to work through, I suggest you continue on to read an interesting article written by DEI Sales Trainer Susan Fleming.

Now is the perfect time to make a good first impression or a lasting one by being the salesperson that advances during a slow time of the year.

Offering an early Christmas or Hanukkah gift is a great way to get your products in the door, Fleming asks readers of the Kansas City Star, "why not make December the month you offer a free 'trial' program, deliver a complimentary training program, or drop off a sample or loaner of some new product?"

Read on for more great ideas.

read story from The Kansas City Star .

December 13, 2005

Helping take the shiver out of your cold calls, two marketing/sales experts share working advice on what to say and how to focus on your prospects without scaring them off.

Hank Stroll, publisher of B2B e-newsletters and Meryl K. Evans, content writer for InternetVIZ.com offer the secrets of warming up to cold prospects with readers at MarketingProfs.com.

Just one of the many strategies suggested would be to ask if you could come out to meet them with the premise of learning more about them and what their company does.

Christine Tursky, marketing manager at Southtech Systems tells Stroll and Evans, "Customers feel less defensive because you're not trying to sell to them, and they agree almost every time," she says. "I also got an added bonus of uncovering more leads by walking around on-site and talking to people."

read story from Marketing Professionals .

What do buyers look for in a salesperson? Understanding what buyers want and why they buy is just as, if not more, important than knowing how to sell.

Jeff Thull, CEO of Prime Resource Group, sheds some light on what a professional salesperson should have to offer their clients. Thull discusses the five sales principles that define a great salesperson for readers at SalesVantage.com.

Good sales professionals diagnose the problem, Thull explains, and ask more about the customer’s existing situation than spending time telling their own stories. They will let the customer set the pace, help calculate the cost of the problem, and never let their client buy more than they really need.

read story from Sales Vantage .

December 12, 2005

Sometimes you just have to come out and ask what is keeping your prospect from purchasing your product or service. That, along with the ability to dissect the real objection could win you the sale in minutes flat.

Dale Dauten, author of The Laughing Warriors: How to Enjoy Killing the Status Quo, shares with readers at The Arizona Daily Star a story of how this can really happen.

Dauten tells of a salesman who walked into the meeting without the full technological understanding of the product, but who had the understanding of how to listen and address the issues that really mattered.

read story from the The Arizona Daily Star .

Whether you are in retail sales or B2B sales it would serve you well to begin adding certain leading questions to your prospect inquisitions. We have all heard the experts say not to ask a "yes" or "no" question, which could drive you to a dead end. So, what questions should you ask?

Business columnist John Eckberg shares with readers at The Enquirer the advice of two sales trainers, Steve Mulch of Veritas Training Group and Ken Hartung, executive director of the Sales Centre at Ohio University.

Mulch recommends dropping the phrase "Can I help you?" from your spiel and adding "something that may get a smile from the customer: 'Have you found anything that you just can't live without?'"

And Hartung reminds us to revolve the experience around the customer.

"When a customer starts to understand that you're not there to sell them but to help them make the best possible decision they can make that day, you will look different in their eyes," Mulch said.

read story from the Cincinnati Enquirer .

Simple Steps for Sales Success

Traditionally, our goals include achievement of production and monetary goals. And these are important. But more important is addressing the activities that will help you achieve your production success. All goals are achieved one step at a time. You must start with the activities that will help you to achieve your monetary goals.

When was the last time you read a book solely designed to help you develop your business or hone a particular skill? When was the last time you spent a day in a class learning something that would help you succeed, rather than obtaining continuing education credits mandated by your state government?

The point is that you can identify all your monetary and production goals, but the exercise will not have any meaning. It is the actions you take to achieve these goals that is of primary importance. Next year is a new year. Time is not a renewable resource. Every year you waste, you will not get back. It is time you start changing the foundation if you want to change the results. The time to start planning is now

read entire story 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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