 Category :: Sales Articles |
Author :: Jay  |
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| Article Title :: Exclusive Mortgage Leads |
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| If you are a loan officer or mortgage broker on the market for exclusive mortgage leads, how do you know if that lead is really exclusive or not?
The true definition of an exclusive mortgage lead is defined as one that is sold in real time and sold to you only.
This sounds really good, but there is a small problem with that. Who is to say that this potential customer hasnÂ’t taken it upon themselves to contact other loan officers.
Unfortunately, this is the chance you take when you buy leads exclusively.
Typically, a potential customer who fills out an on-line form over the internet is using the internet to find a mortgage and a loan off (read full article) |
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| Category :: Sales Articles |
Author :: Jay |
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| Article Title :: Relax Your Customer |
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| Relax Your Customer
One of the most important skills a doctor can posses, is that of a bed side manner. In the same sense, it is important that sales people posses the same type of skill, to be able to put their customer at ease.
Relaxing your customer is important to any type of sales situation you may find yourself in. Remember, think of the customer as a guest in your house, you are the host, so you want to make them as comfortable as possible in your house. The more comfortable they are in your house, the easier it will be for them to talk to you.
In sales, trying to persuade someone we have never met before to buy our product can be very challengin (read full article) |
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| Category :: Sales Articles |
Author :: Craig Elias |
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| Article Title :: How To Sell More By Getting Motivated Buyers to Call You First |
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| How many sales opportunities have you lost to competitors who seemed to have the inside track? ItÂ’s likely the buyer purchased from their emotional favorite.
Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting with a buyer and becoming their ‘Emotional Favorite’. Success in sales requires three things: 1) A viable product that addresses a need 2) Credibility 3) Timing.
Some in sales claim in sales timing is everything; experienced sales professionals know timing is the ONLY thing.
There are a plethora of credib (read full article) |
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| Category :: Sales Articles |
Author :: Craig Elias |
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| Article Title :: How to Sell More by Preventing Motivated Buyers from Calling Your Competition - By: Craig Elias |
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| How may sales opportunities started out strong with the customer calling you first only to be lost to a competitor? What happened?
In a previous article "How to Sell More by Becoming a Buyers 'Emotional Favorite'", I discussed how to create a value-added relationship with buyers by leveraging your network to address ALL their needs. By creating value beyond what you sell and building a trusting relationship, you maximize the likelihood of the customer calling you first. Being called first gives you an edge over the competition, but it doesnÂ’t guarantee the sale.
Most ‘sure thing’ sales are lost because during your initial contact with the customer you (read full article) |
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| Category :: Sales Articles |
Author :: Jay |
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| Article Title :: Presenting Your Product |
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| We all know the expression “you only get one chance to make a first impression,” well it holds true when it comes to presenting your product to your customer.
For starters, the last thing you want to do when a customer walks into your office is present the first product that pops into your head.
Before you present a product to your customer, you must first find out exactly what it is your customer wants and needs.
The first thing you want to do is introduce yourself to your customer. Offer them a seat and make them feel as comfortable as possible.
Get to know your customer, talk about non-business subjects, this will take some of th (read full article) |
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| Category :: Sales Articles |
Author :: James Leong |
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| Article Title :: Get What You Want In Life With The Seven Powerful Principles of Persuasion |
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| "Persuasion is grounded in basic scientific practical and learnable principles." -- Harvard Business Review
Have you ever find it difficult to say no to your friends, colleagues and family members? Ever felt trapped into buying something you didnÂ’t really want or hoodwinked into saying yes? Time and again, people in every culture have developed certain predictable reactions to common situations in the persuasion process. It is because of these reactions to certain stimuli that make it possible to predict behavior and for that reason to persuade. Unfortunately it is also these same reactions that make it possible to manipulate or be manipulated by unscrupulous individuals. (read full article) |
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| Category :: Sales Articles |
Author :: John Di Lemme |
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| Article Title :: YOUR BEST FRIEND - THE PHONE |
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| We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you canÂ’t write the order until you have a product presentation scheduled. Finally, you can't have a presentation until you make the infamous CALL to schedule the appointment.
As you see, it all traces back to the initial phone call. In order to fulfill your WHY and achieve all of your ultimate outcomes in life, you must be UNSTOPPABLE ON THE PHONE! Right now you need to ask yourself a very important question.... “Am I the best I possibly could be on the phone?” Your answer will determine your results! On my training program, "Ten Secre (read full article) |
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| Category :: Sales Articles |
Author :: Jay |
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| Article Title :: Evaluate Your Customer |
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| Evaluate Your Customer
When a customer walks into your office, donÂ’t sell them the first product that comes to mind. Sit them down and evaluate their needs, than sell them the products that meet their needs.
I once worked with a guy in the banking industry, who was one of the best at explaining the benefits and features of our products, the only problem was, he was spending so much of his time explaining, but never selling anything.
He never sold anything because he never took the time to get to know what his customerÂ’s needs were, therefore he was attempting to sell them things that they didnÂ’t really need.
Nobody will buy thi (read full article) |
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| Category :: Sales Articles |
Author :: Jay |
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| Article Title :: Know Your product before You Sell It |
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| Know Your product before You Sell It
Product knowledge is by far the most important key ingredient to posses when it comes to selling your product.
Before you sell your product, make sure you know it inside and out, you wouldnÂ’t want to be caught without an answer if your prospect had a specific question.
Think about it, if you were interested in buying a product from someone and they couldnÂ’t answer your simplest of questions about the product, how much faith would you have in it? Probably none.
Here are a few tips on how to get to know your product better:
1. Brochures and Literature
Obtain as much writte (read full article) |
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| Category :: Sales Articles |
Author :: Tino Buntic |
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| Article Title :: Cold Calling May Be A Waste Of Time |
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| It is a fact of life for most new sales people; they get the dream sales job with unlimited earning potential and expect to earn so much money that they can now enjoy the fruits of their coming wealth. Everything seems perfect until they realize that before closing a sale and earning the big commission, they must first prospect for new customers (read, cold calls). Cold calling is hard to do. People hate to make cold calls and people hate being on the receiving end of them as well.
Prospecting is the most difficult part of the sales job. There are many ways to go about it but, for some reason, sales managers preach cold calling as the only way for young sales people to generate (read full article) |
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