01st September 2005
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...
01st September 2005
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...
31st August 2005
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...
31st August 2005
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...
28th August 2005
If you happen to be shopping around for a mortgage, it is very important that you first take the necessary time to do your homework.
When I say homework, I am talking about research. There are so many loan programs out there that it is easy to get lost...
26th August 2005
I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically didn't like each other, and spent m...
26th August 2005
Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers.
They were able to do this because they spent years building their book of...
25th August 2005
If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.
Why is it that when a doctor recom...
24th August 2005
Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times.
Making a sale doesn't happen by accident or by luck, the sale is made because the person ...
24th August 2005
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.
This way you can ensure having their business forever.
When working as a b...
22nd August 2005
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.
When we recei...
19th August 2005
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.
One ...
19th August 2005
When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.
Wouldn't it be nice if every morning you walked into your office and had a referral sitting there waiting for...
19th August 2005
I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.
You would...
17th August 2005
When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well.
Your body language consists of many key in...
