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




Selling Sins

FEAR Selling author Paul Borgese discusses 7 deadly selling sins

June 2, 2005

By PAULA PARISOT


Understanding why people don't buy instead of focusing on how "to sell" might be the key to a successful sales career, according to a new e-book that includes studies of more than 14,000 sales calls, buyer interviews, and a series of 27 surveys conducted over a three-year period.

FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects' Deep-Seated Emotional Needs is the latest edition to the Business of FEAR book series written by sales trainer and consultant Paul Borgese, cofounder and executive director of The Sales Career Training Institute.

"The first thing you must do if you want to be successful in sales is understand why people don't buy," Borgese said in a recent press release. "In other words, you have to understand what their fears are."

Borgese emphasized that "people" skills play a much more important role in a successful sales career rather than the traditional "technical business skills."

Borgese has released a 47-page excerpt of the e-book called The 7 Deadly Sins of Selling, which he equates to the early Christian teachings; pride, sloth, gluttony, lust, anger, greed, and envy -- all the "wrong things" to do when selling.

The book offers practical solutions to the barriers salespeople encounter on a daily basis including the trappings of the 7 deadly sins.

The first of these "sins" is pride. "Pride" can get in the way of a sale, Borgese said, when too much time is spent on developing a "flashy presentation" and not enough time is spent on understanding the client's needs.

"Sloth" is defined as "the avoidance of physical or mental work," according to the excerpt. Borgese said that a salesperson shouldn't "blindly" follow a sales strategy; a personal strategy, what works for you, must be implemented for sales success.

Borgese said that a salesperson needs to be aggressive, but added that a relationship must be built slowly to gain trust and also to avoid "gluttony" -- trying to sell too much too soon.

"Lust" as defined by the book is "an excessive desire to gratify the senses." In other words, Borgese said, "Sell based on prospect-centered relevant benefits and fears instead of cutesy, flashy ad campaigns.

"Anger," which can often lead to failure, the book said, affects attitude; and a positive attitude is necessary for long-term sales success.

"Greed" is easily recognized by others and can affect relationships with prospective clients when trying to sell them on the product or service without regard to whether or not it fills their needs or solves their problem. "Stop thinking of yourself as a salesperson," Borgese said. "You are a trusted advisor."

Sales "envy" is defined by the book as "blindly following the masses instead of leading through differentiation." Borgese explains that one person's method of success may not be right for another and that the strategies taught do not always apply to everyone.

A salesperson can only follow general guidelines and then use what works for them. "In order to sound credible in front of your prospect -- which is one of the keys to FEAR Selling," the author concluded, "you must find your own voice."


Paula Parisot is a freelance writer for MortgageDaily.com. In addition to 4 years' journalism experience at other news publications, Paula has 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