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How to Successfully Sell

Review of "You Call That Selling"

August 17, 2006


photo of Paula Parisot
Paula Parisot

Focused goals and a drive to continually improve are two of the most important qualities of a successful salesperson, according to the latest sales book reviewed by MortgageDaily.com.

Tim Connor, a certified speaking professional, sales trainer and motivational speaker shares the do's and don'ts of achieving sales success in You Call That Selling: 91 Dumb Things Salespeople Say And Do To Sabotage Their Success -- Plus 91 Smart Things To Do Instead.

Seven chapters of the 147-page paperback book contain tips on how to maintain the positive attitude necessary for effective selling, prospecting and sales presentations. Overcoming objections, closing, time and territory management, record keeping and follow-up practices are also discussed in an easy-to-follow format that concludes with a skills and attitude assessment, and plan outline.

Connor, the founder of Master Speakers International, suggests that to sell more, a salesperson needs to learn to "do less wrong or do more right" and provides the techniques and strategies that when applied, he says, can increase sales in less time with less rejection and disappointment.

Connor says to focus on "what you want, not what you don't want." In other words, time is wasted when the focus is on the problem not the solution.

"Most sales winners in life are grateful for their blessings, focus on what they want, have, and can do," he explains. "By the same token, most losers focus on what is missing, where they are not, and on what they can't do."

Another time waster in sales is presenting to the wrong person, Connor says. "I do suggest you keep in mind that every time you present to a non-decision maker, you lose an important ingredient in the sales process: CONTROL."

And in a profession where there is so much competition it's important to continue to learn. "Over the years, one common denominator I have observed in successful salespeople is their willingness to invest in the continued improvement of their skills, attitudes, and philosophy."

The more you know, the easier it becomes to be a resource to the client as well.

Connor suggests writing a newsletter; keeping clients informed of industry trends, forecasts and other relevant news. Staying in touch and top of mind is as easy as sending a greeting card, conducting seminars or sending them referrals.

"Selling is not only about closing the current prospect on a particular product or service that solves one of their pressing problems, needs, or desires," Connor concludes. "It is about building a trusting relationship and partnership with them by becoming a resource and helping them solve their ongoing problems, or satisfying their continuing and evolving needs and desires."

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.

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