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Strategic Sales

Review of "25 Sales Strategies That Will Boost Your Sales" Part II

July 25, 2005

By PAULA PARISOT


photo of Paula Parisot
Paula Parisot
review or buy 25 Sales Strategies

Once a relationship has been established with a prospect, observations by the salesperson should affect how the sales process is moved to a close.

Strategies used by top sales performers to maximize sales efforts and improve closing ratios are outlined in 25 Sales Strategies That Will Boost Your Sales Today!

In this second of a three-part series, strategies 9 through 16 are discussed.

Writer Stephan Schiffman says the ninth strategy on the list of 25 is about knowing how to "develop interdependent relationships" between the salesperson and the customer. "Your goal is a relationship in which you and the customer depend on each other in a partnership relationship," Schiffman explains.

That being said, the book says the 10th strategy is the ability to also "know when not to be dependent." "If you are not taking responsibility for the relationship with your customer, then you're not doing your job as a salesperson," the book states.

The 11th strategy says to "Consider Yourself to Be a Messenger of Change." In essence, it explains that with vast product knowledge and a deep faith in the benefits of the product, one can effectively apply it to the needs of a customer and smoothly "change" what the customer was doing prior to the sales call.

"Evaluate Effectively:" the 12th strategy reminds that successful salespeople, the book says, will spend time on those issues that can be changed and that are relevant to the tasks at hand.

Number 13 on the list is simply, "Observe." Schiffman, a corporate sales trainer, explains that in his experience "superior salespeople are superior observers." He adds that part of observing includes finding new ways to reach out to potential customers and create new markets.

Knowing how to "ask the right questions" is the 14th strategy on Schiffman's list. Asking the correct questions is key to determining how one's product would fit the needs of the customer. The book suggests asking questions about the past, present, and future while focusing on moving the sale forward with positive inquiries and not making any assumptions.

Strategy number 15, the book says, is "Always Try to Move the Sale to the Next Step." Always close the meeting with an appointment for the next to keep the sale moving forward.

"Understand the Underlying Purposes of the Stories You Hear" is the 16th strategy used by top performers, the book says. Analyzing what the customer shares in the form of stories can offer valuable insight when fitting the products to their needs.

For example, when a loan applicant recounts a nightmare they had with a collections company or a neighbor and a question of property lines, consider it a sign that they might need a debt consolidation loan, or a new survey to avoid future problems.

Schiffman suggests to take notes during these story times and "then ask yourself: What's this person trying to tell me, and how can I use what I've learned to help this person…?"


Paula Parisot is a MortgageDaily.com feature reporter and a blogger at CloserBlog.com who has also worked in the mortgage industry.

Email Paula at: [email protected]


Mortgage Industry Books
Read about books reviewed by MortgageDaily.com reporters. Book subjects include mortgage banking, loan originating and selling.




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