Is Pain the Only Motivation for Customers?

December 21, 2009

Image by Getty Images via Daylife

We often hear, “look for the pain point” in learning to sell. Is that always the magic to getting the sale? Skip Anderson, of Selling to Consumers is not so sure.
He has written a smart little article reminding us there are other reasons consumers buy.
Looking for More Than Pain [...]

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Loan Modification, Debt Settlement for Homeowners

December 17, 2009

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Whether you are in the mortgage or the debt settlement business–loan modification leads are a good bet for prospects. If you think about it loan modification implies a crushing debt problem. Assuming that a homeowner is holding one of the largest debt burdens an average customer will encounter, a loan [...]

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Loan Modification Leads

December 15, 2009

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The Obama Administration seems to be tired of having the mortgage crisis hanging around their neck. They want these troubled mortgage loans modified and borrowers back on their feet towards recovery. At least that is the message being sent by Treasury Departments’ three man “SWAT Teams” being deployed to [...]

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Staying Motivated Despite Sales Rejection

December 10, 2009

Image by David Reber’s Hammer Photography via Flickr

Face it selling is hard work. On a good day you are plowing through lots of No’s to get to a Yes or two. How do you stay motivated and fight through all these sales rejections.
Learning to Process Rejection
The first thing that will help you to stay motivated [...]

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The Government Helping Consumers Out of Debt

December 8, 2009

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It seems like there was a lot of talk of the government helping consumers out of their debt problems. The premise was that this would jump start the teetering economy. Did it happen?
I’m kinda asking the question out loud and hoping for your input. I am not really seeing it.
Loan Modifications
It seems that [...]

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You Should Buy Trust Agents by Chris Brogan

December 2, 2009

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So much of our sales start on the Web in one way or another these days. I can’t remember the last time I used the Yellow Pages, read a paper newspaper, or took a cold call seriously. More and more of our customers are like me–they use the Web for everything. [...]

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New York Times Blogger Gets Debt Relief Solicitation

November 30, 2009

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This is an interesting article, written by a New York Times writer, on her personal experience with debt settlement solicitation. Her reaction is to be suspicious of the upfront fees that the debt relief counselor requested for their services.
She turns it into a story about the upcoming FTC TSR/Debt Relief public forum, with [...]

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Listening Sells. Really Stop Talking and Sell.

November 25, 2009

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Sales people talk too much. And it may be impacting our sales conversion. When we are talking to a customer they are likely to be full of questions. After all if they knew everything about our products and services they probably would have already purchased.
In no industries is this premise [...]

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Debt Settlement Telemarketing Sales Scripts

November 24, 2009

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There are few things harder to do than service people that are in trouble with their debt. They are confused, scared, and stressed. They have been harassed, badgered, and intimidated. They are suspicious, timid, and unresponsive.
Building trust and educating these consumer are key to your success as a debt settlement counselor. Here are [...]

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Opening Statements to Get the Sales Conversation Going

November 23, 2009

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I stumbled into a great website and resource for improving your sales process: JustSell.com. Certainly, check out the entire site. I particularly liked this article on Opening Statements.
In this article the author talks about a framework for creating an effective opening statement:
1. Creating immediate interest and energy
2. What are you selling, clearly and [...]

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