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| Last
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Thursday, April 5, 2007 |
07:11
AM |
Texas
Time |
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Paula
Parisot's
Blog Column
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April
5, 2007
Generating, Converting Leads
A number of successful lead generation and conversion strategies were
recently outlined in a 221-page report.
read
story from MortgageDaily.com
Crafting
an Irresistible Offer
Developing
an offer that clients cannot resist is a matter of considering
three elements that, when communicated succinctly, tempts
the client to promptly purchase the product or service,
according to a new sales and marketing book.
read
story from MortgageDaily.com
Massive
Subprime Layoffs Continue
WMC
Mortgage may have cut a significant portion of its sales
force while Fremont General Corp., which is exiting
the subprime mortgage business, has begun laying off
some of its thousands of subprime employees.
read
story from MortgageDaily.com
Borrower
is King
Finding
success in the mortgage business takes a down-to-earth
approach and the mind set to see each client as a referral
source, according to a new mortgage marketing and sales
book.
read
story from MortgageDaily.com
3
Second Sale
Four
questions cross the minds of potential buyers every
time a salesperson approaches. And how the salesperson
responds determines whether or not the prospect will
buy.
read
story from MortgageDaily.com
The Perfect Niche
Expert mortgage
originators are able to identify, analyze and exploit market niches.
read
story from MortgageDaily.com
April
4, 2007
Ethical Dilemma?
While
salespeople can sometimes get a bad rap for the line
of work they are in, most are ethical and maintain a
high degree of integrity.
Savvy Selling columnist Michelle Nichol's latest podcast
at BusinessWeek.com is an interview with business
ethics consultant, Frank Bucaro. Nichols undercovers
Bucaro’s strategies for achieving success while maintaining
integrity.
read
story from BusinessWeek.com
Can
I Help You?
Successful
sales people see themselves as consultants, according
to one sales training expert. This makes sense in the
way that the customer can trust you if you can let them
know you are “in their corner” to help them to find
the best solution for their particular need.
“They do not approach their customers with hat in hand,
hoping for a sale,” Brian Tracy tells readers at the
Naperville Sun. “They approach their "clients"
with the attitude that they are consultants calling
on the prospect to help him or her solve a problem or
achieve a goal.”
read
story from the Naperville
Sun
Work
Smarter Not Harder
Face
time is the most important time spent when it comes
to sales and closing. Needless to say, the more time
you can spend “selling” the more deals you can close.
There is a CRM program that helps salespeople do just that by automating the mundane tasks of documenting expense reports, mileage logs, and call reports.
Charles Cohon shares with readers at destinationCRM.com
the details on how to “start capturing richly detailed
data now, or keep fighting a battle of wills that lets
another year of data fade away unremembered and unrecorded.”
read
story from DestinationCRM.com
April
3, 2007
Take It to the Next Level
To
get the attention of your prospect you better first
get an understanding of their business and how your
product or service benefits them and their bottom line.
This is true especially of high level executives who
value their time as a commodity.
Jeff Thull, sales book author shares with readers at
destinationCRM.com how to get the valuable
attention of those all-important executives that make
the final decisions.
read
story from DestinationCRM.com
March
30 , 2007
Lead Management
Nothing
sells better than a client testimonial. Salesforce.com
has a new lead management system that integrates with
loan origination systems and E-LOAN is singing its praises.
"Being proactive helps us close deals faster and also ensures our customers are receiving timely and accurate service," Jay Shah, E-LOAN chief information officer said. "We anticipate these improvements will enable us to support a greater number of customers as our business grows, without having to add more resources or sacrifice the quality of our customer communications. We have Salesforce to thank for that."
Homebuilding Sales Management
A lead management software developer is getting kudos from homebuilders for its front office sales solution. Sales Simplicity offers homebuilders a sales, CRM, and internet lead management software system which is reportedly being used by five of the top 200 builders.
"Simplicity automates the sales and options-selection processes and it can be accessed entirely over the Web, even with just a dial-up connection. In addition to automation of the sales process, Sales Simplicity offers dynamic reports on total home price, disposition of deposited funds, new-home-options transaction history, lot and mortgage selection tracking, demographic analysis, and four different security levels."
read
story from Broadcast Newsroom
March
29 , 2007
Listen To This
If
you listen to today’s sales trainers and authors you
will most likely hear them say that selling today is
about listening, not talking.
A new sales book, Got Sales? written by Leann McGookey
Gardner, “shows how to apply The 90-10-90 Rule: when
one is selling, the buyer should be speaking 90% of
the time, and of the 10% of the time the salesperson
is speaking, 90% of that 10% should be spent asking
questions.” |
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read hundreds more
sales stories in archived blog entries
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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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News By: MortgageDaily.com
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