home subscribe advertise reprints e-mail help RSS about us LOG IN

Mortgage News

 

Mortgage News

HOT Topics

production

servicing

compliance

legal

fraud

secondary

jobs

appraisal

site map

www.loan-academy.com/
twitter linkedin
facebook google+
Search:

Mortgage News

News by Subject
Complete list of specialty news sections.

Purchase Subscription
Subscribe to MortgageDaily.com and get immediate access to all news, statistics and archives.

Mortgage Advertising
Reach mortgage executives, loan originators and other people tied to mortgage industry.

Consumer Mortgage News
Free mortgage news for prospective borrowers.

Mortgage Newsletter
Free e-mail newsletter with the latest headlines from MortgageDaily.com.

Mortgage News Reprints
Put entire MortgageDaily.com stories in your online or printed newsletter or publication.

Mortgage Feedget RSS code
Condensed MortgageDaily.com stories free on your Web site or for your RSS reader.

News Archives
Archive of MortgageDaily.com stories by month going back to 1999.

Press Releases
Reports and announcements from MortgageDaily.com.

Mortgage Statistics
Data and statistics for real estate finance.

Mortgage Directories
Directories of lenders, branch operators and mortgage service providers.

Mortgage Graphs
Directories of lenders, branch operators and mortgage service providers.

Stories For Salespeople
Loan originator and broker news and stories. Advice about improving mortgage loan originations. Insights to and profiles of mega-producers.
sales stories | sales books | originator newsletter




5 Sales Secrets

Review of 5 Cool Ideas book

March 1, 2006

By PAULA PARISOT


photo of Paula Parisot
Paula Parisot

Review or Buy:
5 Cool Ideas For Better Working, Living & Feeling
By MICHAEL ANGELO CARUSO

Succeeding in sales takes a certain amount of resiliency, enthusiasm and conviction. A successful salesperson will learn to accept rejection as a temporary setback rather than develop call reluctance; maintain a constant level of enthusiasm despite outside distraction; and remain determined to meet personal and professional goals.

Michael Angelo Caruso, corporate and personal motivational coach, offers ideas in his book 5 Cool Ideas For Better Working, Living & Feeling to overcome common obstacles people face that keep them from realizing success.

Regarding stronger sales, it's important to remember not to take rejection personally, the prospect is rejecting the idea, not "you."

Caruso says, "It's never "no," it's "no for now." He says to view the "non-purchase" as an opportunity to uncover the objection and challenge its validity, but to be prepared for any objection that arises.

"In my sales training seminars, I teach sellers to have an answer to every conceivable objection," Caruso writes. "By thinking five moves ahead, sellers can use objections to move the prospect closer toward an affirmative decision."

Maintaining enthusiasm during the sales process can come easily to those who have happiness in their lives. Caruso suggests to be happy one needs to say "so long to negative people." Spend time with people who are happy, and manage stress by putting a time limit on it.

"Impose deadlines on stress," Caruso writes. "Be proactive about stress by refusing to let it linger." For example, he says, if "someone yells at you, convince yourself that your anger need only be present until the person's words dissipate."

Other ways to maintain happiness include helping others by volunteering, taking responsibility for "your" happiness and self-acceptance.

"The key to accepting yourself is to be comfortable in any given situation without being held hostage by the need for self-improvement," Caruso says.

Keys to remaining focused on one's goals are to stay organized, and set a "power hour" that allows time for personal management. "The first hour of the day sets the tone for the rest of the day," Caruso says. "This is your time to program yourself for success and get motivated for all you need to do."

Caruso suggests using this time to exercise the mind and body, eat sensibly and avoid negative news reports.


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

e-mail Paula at: [email protected]


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




SUBSCRIBERS: Edit Subscription | Subscription Help | or call 214.521.1300

Subscribe Contact Us Site Map

Copyright © 2017 Mortgage Daily, D a l l a s
Subsribers Only:

AMC directory

ARM indexes

mortgage company directory

mortgage regulations

net branch directory

p r i c i n g engine directory

wholesale lender directory

More Mortgage News Resources (full site map):

advertising news

appraisal news

bank news

biggest lenders

commercial mortgage news

corporate mortgage news

credit news

FHA news

financial regulation news

foreclosure news

GSE news

jumbo mortgage news

interest rates

loan modification news

loan originator survey

LOS Newsletter

MBS

mortgage associations

mortgage-backed securities

mortgage books

mortgage brokers

mortgage compliance

mortgage conferences

mortgage directories

mortgage education

mortgage employment

mortgage employment index

mortgage executives

mortgage fraud

mortgage fraud blog

mortgage fraud local news

Mortgage Fraud Index

Mortgage Graveyard

mortgage insurance news

mortgage lawsuits

mortgage leads

mortgage lender ranking

mortgage licenses

mortgage litigation

Mortgage Litigation Index

Mortgage Market Index

mortgage mergers

mortgage news

mortgage politics

mortgage press releases

mortgage production

mortgage public relations

mortgage rates

mortgage servicing

mortgage statistics

mortgage technology

mortgage video

mortgage Webinars

net branch

net branch directory

nonprime news

origination news

originator tools

real estate news

refinance news

reverse mortgage news

secondary marketing

social media

servicing news

subprime news

wholesale lenders