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.

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



3 Second Sale

Review of The Irresistible Offer

April 5, 2007

By PAULA PARISOT


photo of Paula Parisot
Paula Parisot

Four questions cross the minds of potential buyers every time a salesperson approaches. And how the salesperson responds determines whether or not the prospect will buy.

In the first review of The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less, the steps to creating an irresistible offer were outlined. This review covers how to sell oneself in three seconds or less.

Author Mark Joyner analyzed the process potential buyers go through when sizing up the salesperson and the offer.

The buyer's first question the offer; what exactly is this salesperson trying to sell?

Joyner advises salespeople to get to the point right away and "you'll quickly sort through prospects who aren't right for what you're selling and find the ones who are."

Those qualified prospects then want to know how much this deal will cost. Not only in monetary terms but also in time, the book says.

Be sure to use the prospect's time wisely so as not to waste it with outdated sales techniques, and make it easy for them to buy, Joyner says.

"If you can lower the cost of dealing with you by not requiring so much emotional energy, perhaps that will make your offer more irresistible?"

Every prospect wants to know, "What's in it for me?" They would like to know the benefits of working with the salesperson. Joyner suggests that people are more likely to buy from someone who is genuine, honest and stable, so be sure to display those characteristics.

And being genuine and honest will help with the last question prospects have on their mind, "Why should I believe you?" A money-back guarantee might help but the prospect needs to see that they can trust the person from whom they are buying.

review and buy book

Joyner advised developing a personal Touchstone.

"When people first meet you, various pieces of information come together to form a mimetic expression of one idea: you," he said.

He advised salespeople to have impeccable grooming habits, a friendly smile, confident posture and to be sure the first few words spoken are something disarming and friendly.

"Remember the first sale you make is yourself," he wrote. "Before your customers will buy a product from you, they need to be sold on you as a salesman."

Related:

Crafting an Irresistible Offer
Developing an offer that clients cannot resist is a matter of considering three elements that, when communicated succinctly, tempts the client to promptly purchase the product or service, according to a new sales and marketing book.


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]


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





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