Is there a magic bullet out there that will let mortgage sales people increase their volume? Odds are, no. But a pair of authors has turned to some of the great names in sales training to come up with some tips for sales professionals to thrive in today's economy.
"Every day every self-respecting salesperson is in the trenches, fighting for market share and trying to keep his existing client base," says Eric Taylor, coauthor along with David Riklan of Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales. "Often, all it takes is one good idea to give you a competitive advantage and repay your investment many times over.
Their first tip comes from Dale Carnegie Training, and it is dig for sales opportunities, rather than wait for leads. Dale Carnegie Training suggested creating a spreadsheet that has a list of your full range of products and services in the left column. On the top row list your existing accounts. Then simply fill in which products and services each client is using with an "A." Place a "B" in empty boxes that represent good selling opportunities for clients. Then call your clients to discuss with them how you can help fill these need areas.
Jeffrey Gitomer's tip: Know what it means to be a sales rock star. From Zig and Tom Ziglar, comes sell with integrity. They state long-term success is dependent on one's integrity.
Sharon Drew Morgen declares become a decision facilitator. "We must add another skill set and outcome to our jobs: By becoming decision facilitators, we can use our knowledge of our fields to be virtual GPS systems for the decision makers, guiding them along without bias to their ultimate destination."
Finally, Taylor and Riklan suggest evaluate how you communicate. "In sales, or in any activity, the level of your communication will often equate to the level of your success. It's critical to assess the clarity, likeability, and effectiveness of your messages."
Riklan adds "Remember, it's unlikely that sales skills alone will raise you to, and keep you continually at, the top of your game. Beyond mastering the craft of selling, you must embrace the continuing process of all-around self-improvement. You must continue to strive to reach championship levels of mastery of the fundamentals of life. All of the sophisticated and even simple sales tools at your disposal won't work if you don't commit to becoming a better you and having your own personal best year ever, as well as your best sales year ever."
