Jay Conners

Evaluate Your Customer

When a customer walks into your office, don't sell them the first product that comes to mind. Sit them down and evaluate their needs, than sell them the products that meet their needs. I once worked with a guy in the banking industry, who was one of th... Read >

Presenting Your Product

We all know the expression "you only get one chance to make a first impression," well it holds true when it comes to presenting your product to your customer. For starters, the last thing you want to do when a customer walks into your office is present... Read >

Relax Your Customer

One of the most important skills a doctor can posses, is that of a bed side manner. In the same sense, it is important that sales people posses the same type of skill, to be able to put their customer at ease. Relaxing your customer is important to any... Read >

Shopping for a Mortgage, Avoid Three Common Mistakes

Buying a home or refinancing one is perhaps the largest financial transaction you will ever make in your life, so you want to be sure to avoid any mistakes that may cost you in the long run. When you are deciding on a mortgage, you certainly don't want... Read >

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first thing you need before you can get anywhere, is an application. I spent years working in the mortgage industry, and my goal was to close one loan per week. Monday through Friday I would find myself ... Read >

Mortgage Leads, You Get What You Pay for

There are many mortgage lead companies out there to choose from. Each with their own individual way of obtaining leads to sell to loan officers. But remember, you get what you pay for. Lead companies sell their leads in a variety of ways. Some allow yo... Read >

Prospecting Your Customer

When you establish a relationship with a customer, you want that relationship to have many levels, not just one layer from one sale. We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This doesn't mean that once we get a sale... Read >

Paint a Picture With Your Words

Depending on what you sell, it is not always easy to get your point across, so it is very important to paint a picture with your words to give your customer a visual of your product, or a visual of themselves using your product. When you are meeting so... Read >

How to Get Your Customer talking

Before we can sell our products to our prospective customers, we must first get to know them and their needs. The best way to do this is to get them talking. When you approach a prospective customer, it can be a challenge to get the customers attention... Read >

A Great Way to Advertise

One of the key essentials when it comes to making you and your business successful is advertising. Unfortunately most of us cannot afford to advertise during the super bowl with commercials, or place digital signs along Times Square. Beyond the mail... Read >

Sell With an Attitude

When selling a product or giving a sales presentation, you always want to convey a positive, upbeat attitude at all times. This will send a crystal clear message to your audience that you believe in the product you sell, and that they should also. It i... Read >

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact. For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals f... Read >

Building an Action Plan

Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You may as well be going into your workday blind. This is why it is so very important to have an action plan. An action... Read >

Selling For Keeps

When you are in sales and you come across a customer, you don't want to think of that customer as someone you can only make one sale to, you want to think of them as someone you can make several sales to. I can remember not to long ago when I was in Ba... Read >

Giving Referrals to Get Referrals

One of the best ways to get a referral is to give a referral. When you give someone a referral, they are forever grateful and will feel obligated to return the favor. Before you can go ahead and give someone a referral, you must know them and know thei... Read >