April 9, 2008
Be a Standout Salesperson
Using creativity you can still thrive in this stalled economy. Becoming a standout salesperson just requires discipline, mental and emotional stamina, according to Jeff Thull.
Thull shares with readers at Inc.com the discoveries he's made from listening to sales professionals around the world after his recent tour.
read story from Inc.com
Don't Tell a Lie
Handling objections takes finesse and you never ever want to overcome those objections with a lie because sooner or later you will get caught. Use tact and honesty, otherwise you will lose the credibility you have already built.
Andy Preston shares with readers at MyCustomer.com tales of common mistakes salespeople make when trying to overcome objections.
read story from MyCustomer.com
April 8, 2008
Can It
Some sales experts would tell you to can the canned speech and not use a script because it doesn't allow for the flexibility necessary in a unique sales conversation. Others would perhaps tell you to use a script to keep you on track. Whichever way you go, remember to prepare for questions outside of your script so you aren't taken by surprise.
Christine Comaford-Lynch shares with readers at BusinessWeek.com reasons people buy and provides a sample script to use as a guide to developing your own.
read story from BusinessWeek
Eyes Wide Shut
Who is looking after your clients? That's the question Tom Ninness asks readers at Real Estate Finance Forum.
Ninness, a mortgage broker and creator of The 90-Day Journey, a sales guide for loan originators helps you determine whether or not your clients could just be satisfied and likely to find themselves on the prospect list of a competitor.
read story from Real Estate Finance Forum
April 7, 2008
Time Spent Wisely
The more time you spend in front of your customers, the more sales you will make. That's a fact, Jack. So be sure to spend less time on admin duties and more with actual selling.
Christine Neuberger, shares with readers at SellingPower, ideas on how to double up on your productivity from time management expert Dr. Donald E. Wetmore.
read story from SellingPower
Creative Selling
Taking a fresh look at what you have to offer can help you open up a whole new stream of prospects. Just as educating renters on the possibility of owning a home for the same monthly payment can create a new market of homebuyers, educating any certain group of people about how your product can solve a problem for them can increase your market greatly.
Jill Konrath shares with readers at SalesVantage an inspiring story of how you can create your own market you just have to be creative and listen well.
read story from SalesVantage
April 4, 2008
Sage SalesLogix v7.2 Receives CRM Excellence Award
Sage SalesLogix v7.2 has received the 2008 CRM Excellence Award from the Technology Marketing Corporation's Customer Interaction Solutions. The award was based in part on customer Mortgage Lenders of America's four-month, 304 percent return on investment to Sage SalesLogix.
April 2, 2008
KISS
There is a lot to be said for the "keep it simple stupid" method when it comes to sales. The process in and of itself is often made too complicated by salespeople further confusing the buyer when the time comes to offer solutions.
Tessa Stow, Sales Conversations columnist, shares with readers at Real Estate Finance Forum ideas on how to keep it simple to close more deals.
read story from Real Estate Finance Forum
April 7, 2008
Time Spent Wisely
The more time you spend in front of your customers, the more sales you will make. That's a fact, Jack. So be sure to spend less time on admin duties and more with actual selling.
Christine Neuberger, shares with readers at SellingPower, ideas on how to double up on your productivity from time management expert Dr. Donald E. Wetmore.
read story from SellingPower
Creative Selling
Taking a fresh look at what you have to offer can help you open up a whole new stream of prospects. Just as educating renters on the possibility of owning a home for the same monthly payment can create a new market of homebuyers, educating any certain group of people about how your product can solve a problem for them can increase your market greatly.
Jill Konrath shares with readers at SalesVantage an inspiring story of how you can create your own market you just have to be creative and listen well.
read story from SalesVantage
| 
