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




Sell More by Composing Compelling Questions

Second review of "The Sales Bible"

June 23, 2005

By PAULA PARISOT


Read: Sales Commandments
Previous review of The Sales Bible



photo of Paula Parisot
Paula Parisot

review and buy The Sales Bible

Awareness of "buying signals" may be key in developing a successful sales career, according to one sales training book. These signals often appear in the form of questions, signaling a customer's interest in what is being offered, the book explained.

Questions about availability, prices, features and options are just a few examples of "buying signals" Jeffrey Gitomer, motivational speaker, sales trainer and author, gives in his book, The Sales Bible. The ability to recognize those signals could strengthen sales skills and result in increased sales.

Asking for references, company information, or wanting something repeated are all ways of conveying the customer's interest in buying, Gitomer explained. And how the questions are answered is just as important as recognizing the signals.

"When a prospect asks me a 'yes' or 'no' question, I never answer 'yes' or 'no'," the sales guru said. "When a prospect asks me any question, I try to answer in the form of a question -- or ask a question at the end of my answer."

He added that this puts the salesperson in control of the meeting and leads to the possibility of closing the sale.

For the loan originator an example of this method could play out like this. "Could we close in about three weeks?" the borrower asks. Avoid yes or no. And instead of answering, "We can usually close within 3 or 4 weeks," a better answer would be the question, "Do you want to close in three weeks?" A positive response could then be followed up with a confirmation of "when is the best time to have the appraiser come out?" (This would also open up dialogue that addresses any concerns the customer might have regarding the timing of the closing and head off any objections they have down the road.)

Gitomer said the secret to mastering the "perfect question formation and delivery" is to practice using the three steps of the "magic process." The first step is to recognize the buying signals and the second is the ability to create an immediate response question. Regarding step number three Gitomer said, "Delivering the response soft and smooth is the mark of the master professional salesperson," adding, "And usually the one who makes the sale."


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]



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