Topics: qualify, selling, sales, prospect, closing, persuasion, influence
It’s Tuesday and I’m meeting with an executive for a large equipment organization. It’s an interesting conversation, as it’s indicated the sales force is very busy with customers wanting equipment, managers are even asking for more bodies to handle the volume of calls and customers. Sound like a […]
Topics: trust seals, conversion improving online, increase online sales, 3rd party website verification
Internet fraud is on a tremendous increase, and now legitimate online business are paying for it. Despite your honesty, todays online shopper is smarter, and increasingly cautious. They realize that a website without credentials, support, and security can put them at risk.
And you […]
Topics: cold calling, sales, selling, how to sell, sales training, leads, prospecting, lead generation
Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics - before I ever began learning it myself and […]
Topics: cold calling, sales, selling, how to sell, sales training, leads, prospecting, lead generation
With so many companies paying commissions as a percentage of gross margin, it’s tempting to quote full price - or at least a very high price - when writing proposals. You’ll certainly make the biggest commission this way, but the question begs: […]
Topics: cold calling, sales, selling, how to sell, sales training, leads, prospecting, lead generation
Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.
I once heard Donald Trump say, “In […]
Topics: online business, business sales, product online, cross promoting, joint venturing
One. When your online business has made it’s first sale why not follow-up with the new customer. You could also follow-up with a “thank you” email and don’t forget to include an advertisement for the other products you sell. You should always follow-up every few […]
Topics: sales, sales performance, customer satisfaction, HR research
Have you ever thought of your sales staff as customers? Henry Ford thought of his employees as customers for his cars. He wanted to pay them enough and charge the buyers so little that his employees could afford to buy the cars that they made. I think we […]
Topics: Trade shows, event planning, Trade Show Training, Event marketing, Joyce McKee, Lets Talk Trade Show
It is the beginning of a new year, and the trade show world is full of ideas and plans for achieving success.
There may be turmoil in the stock market, rising prices of consumer goods, politics in the news […]
Topics: sales, marketing, likability
Everyone has their own little idiosyncrasies, like counting steps or washing their hands or trying to memorize pi to the 10,000th decimal point. At least I think they do, don’t they? And, even though I’ve never admitted this before, I too have my own idiosyncrasies.
From the time I was a little boy […]
Keywords: Mortgage, Mortgage Professional, Mortgage Marketing, Loan Officer, Mortgage Broker, Mortgage Business
It doesn’t matter whether you’re using business cards, fliers, door hangers, reports, postcards, newspaper/yellow page advertising, direct mail, or a call-capture system…all of your marketing efforts should be designed with a single purpose and objective…identify and capture the information of new mortgage prospects.
The easiest […]
Keywords: gold calling software, sales, prospects, business owner, sales professional, contact management
The greatest cry and need of sales people and sales organizations that I know of is leads and prospects. Too often, the word is, “I have no one to go see or to call.” Or, “I need more leads!” Have […]
Topics: sales training, cold call reluctance, cold calling, cold calling training, cold calling methods
Who likes to make cold calls, you might ask? The short answer is that there are probably few who relish the activity and fewer yet who are good at it.
I think we’ve all run into someone in our professional lives who seems […]
Topics: effective networking, getting referrals, networking tips, networking advice, networking methods
Networking. Maybe one of the most overused and misunderstood words in the business lexicon. Certainly it’s one of the most common - and possibly among the most effective - means of marketing yourself. Although it can be personally labor intensive, networking is generally cost effective. […]
Keywords: Mortgage, Mortgage Professional, Mortgage Marketing, Loan Officer, Mortgage Broker, Mortgage Business
You do have a mortgage website…you do have a page on your company’s website…or maybe you bought a subset template page on a master mortgage website…you do have an email address that does lend credibility to your mortgage business…and, all and all, you have […]
Keywords: Mortgage, Mortgage Professional, Mortgage Marketing, Loan Officer, Mortgage Broker, Mortgage Business
Have you ever wondered why someone would purchase one television brand over another? Or why they would purchase one car manufacturer’s vehicle over another?
And closer to home, why a mortgage prospect would pick one Mortgage Professional to work with on a loan versus another? […]