|
|
| Sales Training Information |
|
|
Theres a Referral for Everyone
I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically did not like each other, and spent most of the day avoiding one another. Here are their stories. The first loan officer whose work habits I am going to tell you about is Mike. Mike was a creature of habit. He was always the first one in the office every morning, where he would drink his cup of coffee and read his newspaper cover to cover. Mike never left the office, he never did cold calling at night like the rest of us, he never sent out mailers, in fact, Mike never did any thing except deliver excellent customer service, and work his tale off for his customers. Mike was also a student of the mortgage industry. He learned everything there was to know about it. He read countless magazines, and numerous articles. He attended seminars at night, and he knew all the niche programs of every lender our company dealt with. Mikes excellent customer service along with his excellent knowledge of the industry put him in a position to help people in all kinds of financial situations. A lot of these people were in desperate need of financial help. Mike was always capable of finding them a lender and a program to fit their financial needs, while being compassionate the entire time. Mike treated these people with such kindness and dignity that he not only made their holiday card list, they talked him up to anyone that would listen. Mikes inflow of referrals came from at least one hundred of his previous customers that he had helped in a time where the largest financial decision they would ever make was at stake. These people referred family and friends to Mike because of the way he treated them, and the hard work he did for them. The bottom line is, they trusted him, and they liked him, so they referred to him. The other guy . . . The other guy I worked with was a guy named Joe. As I stated earlier, Joe and Mike were polar opposites. Joe would come hustling into the office every morning approximately five minutes after the office opened. He made a grand entrance and said good morning to everyone in the office. Joe was usually coming from breakfast with a client, or coming in from one of his many networking events. You see, that was Joe's angle, he networked. Joe attended every networking event under the sun. The chambers, the lions clubs, the rotary clubs, you name it and he was there. Joe had really put his time in at these organizations, and he had really paid his dues. He took the time to get to know the other members of the business community. He not only got to know them, he got to know about their business as well. This way he could refer business to them. From these groups alone, Joe continued to receive his own steady flow of referrals. These two scenarios are only two of the many ways you can keep referrals coming in. And, as you can see, different people use different techniques. In these two cases, the loan officers used what worked best for them. Find out what works best for you, and stick with it! Good luck! This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact. Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
Prospecting and Cold Calling Presented by Dancing Elephants - dBusinessNews Triangle (press release)
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the processionary caterpillar syndrome? Five Tips To Increase Your Sales 1. You could end your ad copy with a discounted price. Just list your regular price and then offer a discounted price off the order 'right now'. You could also offer a rebate that takes effect instantly. For example, you could say, "Instead of paying $99, you could order now and get an instant rebate of $20 - you only pay $79!" Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. Dont Close Your Eyes Or Let Deaf Ears Fall Upon You To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business. Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. Sneaky Sales Tactics The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature, your competition seems to think of it too and get it to market. Small Business Computer Consulting Freeloaders? and How to Avoid Them If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders. Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? Using the Consultative Approach to Gaining Sales What do we mean by a consultative approach? How Pareto?s Principle Impacts Your Sales Success Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas: How to Achieve Sales Goals by Focusing on Activities When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals. Failed Salespeople Share Similar Traits We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales," "I'm not pushy enough," "I hate cold calling," "I can't take the rejection," or "My manager is a jerk"-you are heading down the wrong path. Growing Sales Through Creating Connections Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Three Types of Salespeople "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart. Sales Tips from Sales Masters 11 Proven Sales Strategies to Help You Close The Deal There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different strategies so they can choose the one they prefer depending on different situations. Sales and the Law of Attraction I'm about to challenge your belief system, or at least I'm going to try. Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
