When you are qualifying a prospect or finding the problems as I call it, you want to probe deep inside to find the logical and emotional reasons why they want what you are offering. I have also seen this form of questioning put in a different way, when you're selling to businesses; you want to uncover the business and the personal pain. I will c

There are several ways to get the leads that you need to become successful. Franchise consultant leads can help you by supplying you with a list of qualified leads to choose from every day. It is hard to get the information that you want on your own but if you enlist the help of an experienced franchise consultant you can have all the leads deliver

I am witnessing an alarming trend. More and more loan officers are relying on email as their primary and sometimes their only way to communicate with their prospects. Don't get me wrong. Email is great. I love email. It's free, fast, and you don't have to play phone tag. With a client whose loan is already being processed, email and a few pho

How many times during your work day do you experience fear? Maybe it's fear of making calls, qualifying, asking for the sale or fear of asking for referrals. The dictionary defines fear as: a distressing emotion aroused by impending danger, evil, pain, etc., whether the threat is real or imagined; the feeling or condition of being afraid.

Have you ever believed when somebody told you that in order to succeed you must think outside the box? What is that box in the first place? What does it mean to think outside the box? Basically, experts contend that in every organization, whether it is a business, an institution, or just a group of friends, they are all confined in "boxes." This

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 way to do th

While certain companies may find a receptionist more than enough to answer the phone, other companies may require significantly extensive call management. Any company that finds its phones ringing off the hook may want to consider hiring external call centers to handle their incoming as well as their outgoing calls. Hiring a call center can do

Did you know that you can earn residual income from other peoples work? It is legal, ethical and most importantly, it is true. Each and every time one of the people to whom you delegate the responsibility to moving a product does indeed close a sale, you stand to profit from that transaction without having to lift a finger. Imagine how much money y

'Touch points' can be defined as those customer contacts that are critical to your sales process and sales cycle. An easy way to determine these touch points is to map out, flow chart or whiteboard your sales process from first customer contact through completed sale to ongoing follow up. Some sales cycles can take many months and may invo

By the time you finish reading this article, you will have learned how to present your product or service properly. Before I talk about the right way to present, let's first talk about the wrong way. One of the most common mistakes sales people make when presenting their product or service is to use a generic presentation. They design and us

I am frequently asked about questions that may be asked at a sales rep job interview. Everyone wants to know "How can I ace my job interview? In this article we are going to look at tips on how to present yourself in the first interview, how to answer interview questions, how to prepare for your interview, how to behave during the interview, que

There are many strategies you can use to promote and sell your products to the market. But the challenge lies in choosing the best method for your particular product and service to be recognized and sold. The first thing you should realize that the kind of promotional method you should conduct is highly dependent on the industry you are in. Tak

I'm sure you'll agree, establishing rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to yourself "I will never buy anything from that person"

Sell value and not price. It seems like a simple concept, so easy to understand. Yet accomplishing it can be elusive especially if we overlook one thing. Do you know the value of what you sell? It may not be what you think it is. There's only one way to determine your product's true value. Without that information, your value-based sales approac

Fixing the selling price can be based upon a value basis or a cost plus basis with either basis subject to modification according to market conditions. Not exactly scientific and true in all cases but the most profitable businesses tend to be managed by accountants while the best sales growth companies have a sales oriented manager at the helm.