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

Mortgage News


Mortgage News

HOT Topics









site map

twitter linkedin
facebook google+

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

Lose the Ego in Sales

Book Review; No B.S. Sales Success

March 22, 2006


photo of Paula Parisot
Paula Parisot

review and buy No BS Sales Success

Achieving high levels of success in selling requires the ability to put aside one's ego while politely ignoring the word "no" and preparing for the worst in a positive way, according to one sales book that offers 15 unique sales strategies.

No B.S. Sales Success: The Ultimate No Holds Barred Kick Butt Take No Prisoners & Make Tons of Money Guide written by Dan Kennedy promises to offer the reader unheard of sales advice and thought provoking ideas for sales success.

The number one reason for failure in selling is ego, Kennedy writes.

"The person with an inflated ego or with very fragile self-esteem (the two are connected) perceives refusal as rejection," the book says. "When someone says no to such a person, he or she takes it personally."

When anyone rejects an offer or otherwise says "no," it rarely has anything to do with the individual salesperson, Kennedy explains. And because it isn't personal, an emotional response is not warranted. This allows for an impartial, open-minded sales process to occur.

Developing a "strong self-image bullet-proof against all unimportant criticism" can keep one's ego out of the way, allowing the salesperson to intently listen to the customer's objection and still be able to ignore the "no."

A common trait among successful people, Kennedy says, is a strong immunity to criticism. "They care little what people think; they care about what people buy," he says.

The customer may begin the sales process by saying "no" as an automatic defense mechanism, Kennedy explains. They may not fully understand the offer and are unwilling to admit it. Kennedy says to ignore the erroneous "nos" and be more interested in achieving positive results than in anything else.

"Keep making your case," he writes. "Keep probing for the real reason for reluctance or refusal." And respond only to real reasons for refusal.

"Using the positive power of negative preparation" as Kennedy puts it, can assist in making one's case. Make a list of everything that could go wrong, he advises, and develop positive responses to any objection the customer might have.

"Most successful coaches go into each game with more than one prepared game plan," Kennedy explains. "That's not negative thinking; that's the positive power of negative preparation at work."

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


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