Short Sales

Symbiotic! A ideal word to describe this popular trend! One man’s need and other one’s profits, someone’s proclivity to sell off, others require of a dependable rest place. The trend that was prevalent in the 90s is back but again and it’s looming all over.

Just to put more light over the problem and clarify what is it all about, one might opportunity upon thinking on somewhat these lines. The fact is that when sales proceeds are unable to fend off the mortgage amount that 1 is not able to pay back to the lender (Short Sales), with the help/consent of the lender 1 can opt for short sales to pay off the debt. It’s a peaceful process that is in fact enforced by law which states that mortgage lenders are below legal obligations to assist the borrower to settle any dispute that might surface.ce.

Unarguably the best component of a bay area brief sale is that it helps the borrower spend off the debt in a quick manner. In the hindsight it helps the lender and also the buyer as normally the short sale quotes a price that is nicely beneath the prevailing rate.

If hardship is the buzzword in your life and the scenario doesn’t appear to get any better, this idea is an ideal option to bail your self out. There are numerous options available that might qualify below hardship as illness, relocation or job loss and so on.

The lender might look at various perspectives in the process prior to giving a go ahead for a brief sale. The cause being, that usually this kind of sale proves better for lender as the maintenance price of the premises may dig too deep a hole in the lenders pocket. Forgiving a portion of the loan and allowing the premise in question to be sold at a lower quantity therefore proves to be a better choice but it may not be the case always. This is purely at the discrepancy of the lender.

Whilst purchasing the same 1 has to maintain in mind that the purchasing pattern in a brief sale is not precisely a extremely smooth process. All the cards are held by the lender, the current owner is shoved aside and the lender tends to make all the decisions. If the lender is some big bank then 1 may have to wait for fairly some time before a positive response may be solicited. 1 ought to tread cautiously as these waters are still murky to an extent and the whole procedure may finish up being a tiring one.

If you are looking for buying through a brief sale, it’s quite likely that you will end up finding 1 without a lot difficulty. In reality in many regions since borrowers are defaulting one in each seven sales is in reality a brief sale. Numerous consultation businesses are also hoarding up in the procedure to help you take the essential decision. One may appear at all the sides prior to charting out a answer.

Sales Training Books

Books Sales Professionals might like to Read

While developing out new website for Sales Training Consultants, we thought it would be a good idea to provide a reading list for sales people wanting to develop their sales skills and knowledge. So, here it is, divided into various sub-categories for ease of use:

Selling Skills

* Getting Into Your Customer’s Head: 8 Secret Roles of Selling Your Competitors Don’t Know, Kevin Davis. New York: Random House, 1996. (ISBN 0-8129-2628-5)
* Stop Selling and Start Partnering, Larry Wilson
* Changing the Game, Larry Wilson. New York: Simon and Schuster, 1987.
* SPIN Selling, Rackham, Neil. New York: McGraw Hill, 1988.
* Solution Selling by Michael T. Bosworth (Irwin Publishing, 1995).
* Samurai Selling: The Ancient Art of Service in Sales by Chuck Laughlin, Karen Sage and Marc Bockmon (St. Martin’s, 1993).
* The 25 Sales Habits of Highly Successful Salespeople , by Stephan Schiffman (Adams Publishing, 1994).
* The AMA Handbook of Successful Selling, by Bob Kimball (NTC Publishing Group, 1993).
* The Selling Bible: For People in the Business of Selling, by John L. Lawton (Council Oaks Distribution, 1995)
* Closing Tactics, Andoni Lizardi
* Negotiate to Close, Gary Karass
* Ziglar on Selling, Zig Ziglar. Nashville, TN: Ziglar Corporation, 1991.
* The Sales Strategist: 6 Breakthrough Strategies to Win New Business, Warren Kurzrock. New York: Irwin Publishing, 1996. ISBN: 0-7863-0738-2.
* Selling to VITO: the Very Important Top Officer, Anthony Parinello, Massachusetts, Bob Adams, 1994.
* Selling to the Top, David A. Peoples. New York, John Wiley & Sons, 1994.
* Sales Reengineering From the Outside In, Mark Blessington and Bill O’Connell (McGraw Hill, 1995).
* Strategic Selling, Stephen Heiman and Robert Miller.
* Conceptual Selling, Stephan Heiman and Robert Miller. Berkeley, CA: Miller Heiman, 1987.
* Selling the invisible, Harry Beckworth
* Cracking New Accounts: Tips and Techniques for Opening and Closing the Sales in Half the Time, Terry L. Booton (Probus, 1994).
* Guerilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, Jay Conrad Levinson, Orvel Ray Wilson and Bill Gallagher (Houghton Mifflin, 1992).

Business Acumen

* The One to One Future: Building Relationships One Customer at a Time, by Don Peppers and Martha Rogers (Doubleday, 1993).
* The Monster Under the Bed by Stan Davis & Jim Bodkin. (Simon and Schuster, 1994).
* Corporate Life Cycles: How and Why Corporations Grow and Die and What to Do about It by Izak Adiches. (Englewood Cliffs, NJ: Prentice Hall, 1990).
* The Little Black Book of Business Math, by Michael C. Thomsett. (New York: Anacom, 1988).
* The Art of War, by Sun-Tzu (Delacorte, 1989).
* The Goal, by Eliyahu M. Goldratt (North River Press, 1992).
* The E Myth: Why Most Small Businesses Don’t Work and What to Do About It by Michael E. Gerber (Harper-Business, 1990).
* The Popcorn Report: The Future of Your Company, Your World, Your Life by Faith Popcorn (Harper-Business, 1992).
* Finance and Accounting for Non-Financial Managers by William G. Droms, (Reading MA: Addison Wesley, 1990).
* The Vital Difference: Unleashing the Powers of Sustained Corporate Success, by Frederick G. Harmon and Garry Jacobs, (AMACOM, 1985).
* What They Don’t Teach You at Harvard Business School, Mark H. McCormack, (Bantam Books, 1984).
* Zap, the Power of Empowerment by Jeff Cox.
* Marketing, by Robert D. Hisrich (Barron’s Educational Series, 1990).
* Multi-Level Marketing: The Definitive Guide to America’s Top MLM Companies (Summit Group, 1993).
* Relationship Marketing: Successful Strategies for the Age of the Customer, by Regis McKenna (Addison Wesley, 1993).
* How to Drive Your Competition Crazy, Guy Kawasaki.
* The Ten-Day MBA : A Step-By-Step Guide to Mastering the Skills Taught in America’s Top Business Schools @amazon.com
* The Complete MBA For Dummies @amazon.com
* Financial Statements : A Step-By-Step Guide to Understanding and Creating Financial Reports @amazon.com
* Business Planning : 25 Keys to a Sound Business Plan (The New York Times Pocket MBA Series) @amazon.com
* Tracking & Controlling Costs : 25 Keys to Cost Management (The New York Times Pocket MBA Series) @amazon.com
* Forecasting Budgets @amazon.com

Strategic Sales Planning

* The Magic Lamp: Goal Setting for People Who Hate Setting Goals, Keith Ellis, Three Rivers Pr., 1998, ISBN: 060980166X.
* Achieving Individual and Team Goals, Terry R. Bacon, Thomas Doggett, International Learningwork, 1996, ISBN: 1577400135.
* The Agile Manager’s Guide to Goal-Setting and Achievement (The Agile Manager Series), Walter Wadsworth, Velocity Pub., 1998, ISBN: 0965919323.
* All About Goals and How to Achieve Them, Jack Ensign Addington, Devorss and Co (Txp), 1977, ISBN: 0875162371.
* 10 Minute Guide To Planning (10 Minute Guides), Edwin E. Bobrow, IDG Books Worldwide, 1997, ISBN: 0028618181.
* The Sales Strategist: 6 Breakthrough Strategies to Win New Business, Warren Kurzrock. New York: Irwin Publishing, 1996. (ISBN 0-7863-0738-2)
* Sales Reengineering From the Outside In, by Mark Blessington and Bill O’Connell (McGraw Hill, 1995).
* First Things First, Steven Covey, Roger Merrill and Rebecca R. Merrill (Simon & Schuster, 1994)
* Winning the Fight between You and Your Desk by Jeffrey J. Mayer (Harper Business, 1994)
* Strategic Selling, Heiman, Stephen and Miller, Robert.
* Conceptual Selling, Heiman, Stephen and Miller, Robert. Berkeley, CA: Miller Heiman, 1987.
* Successful Large Account Management, by Robert Miller
* Major Account Sales Strategies, by Neil Rackham. New York: McGraw Hill, 1989.
* Managing Major Accounts, Neil Rackham
* Stop Selling and Start Partnering, Larry Wilson
* Power of Consultative Selling, Bryce Webster
* Organizational Capability: Competing from the Inside Out, by Dave Ulrich and Dale Lake, (John Wiley and Sons, 1990).
* Getting to Yes: Negotiating Agreement without Giving In, Fisher and Uri.
* Cracking New Accounts: Tips and Techniques for Opening and Closing the Sales in Half the Time, by Terry L. Booton (Probus, 1994).
* Guerilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, by Jay Conrad Levinson, Orvel Ray Wilson, and Bill Gallagher (Houghton Mifflin, 1992).

Customer Focus

* Discipline of Market Leaders, Treachy, Michael and Wiersema, (Addison Wesley, 1995)
* Brain Power: Learn to Improve Your Thinking Skills , Karl Albrecht. Prentice Hall, 1987.
* Seven Habits of Highly Effective People. Stephen R. Covey. New York: Simon & Schuster, 1990.
* Raving Fans: A Revolutionary Approach to Customer Service , Ken Blanchard and Sheldon Bowles. New York, William Morrow & Co., 1993. ISBN 0-688-12316-3.
* Stop Selling and Start Partnering, Larry Wilson & Hersch Wilson.
* One-to-One Marketing, Martha Rodgers and Don Peppers.
* The Customer Driven Company: Moving from Talk to Action , Richard C. Whiteley. Addison Wesley, Reading, MA, 1991. ISBN 0-201-57090-4.
* Customer Centered Growth: 5 Strategies for Building Competitive Advantage, Dianne Hessen and Richard Whitely. Addison Wesley, Reading, MA, 1996. ISBN: 0-201-47967-2.
* Getting Into Your Customer’s Head: 8 Secret Roles of Selling Your Competitors Don’t Know , Kevin Davis. New York, Random House, 1996. ISBN 0-8129-2628-5.
* Changing the Game, Larry Wilson, New York, Simon & Schuster, 1987.
* Solution Selling, Michael T. Bosworth. Irwin Publishing, 1995.
* Customer Visits: Building a Better Market Focus , Edward F. McQuarrie, Sage Pubns., 1998, ISBN: 0761908838.
* Customer Focus: A Strategy for Success, Roger Langevin, Bill Christopher, Crisp Pubns., 1998, ISBN: 1560524855.
* The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market , Michael Treacy, Frederik D. Wiersema, Perseus Pr., 1997, ISBN: 0201407191.
* Implementing Quality With a Customer Focus , David N. Griffiths, Quality Resources, 1991, ISBN: 0873891104.

End User Effectiveness

* All Consumers Are Not Created Equal, Garth Hallberg. John Wiley & Sons, 1996. 320 pages.
* Real Time, Regis McKenna. Harvard Business School Press, 1998.
* Enterprise One to One, Don Peppers and Martha Rogers, Ph.D. Currency Doubleday, 1997.
* Keeping the Edge, Dick Schaaf. Dutton, 1995.
* Customer-Centered Growth, Richard Whiteley and Diane Hessan. Addison-Wesley, 1996.
* Strategic Customer Alliances : How to Win, Manage, and Develop Key Accounts @amazon.com
* Key Accounts Are Different : Sales Solutions for Key Account Managers @amazon.com
* Account Management (Building Service Management Program) @amazon.com
* Successful Large Account Management by Tad Tuleja(Contributor), et al @amazon.com
* Key Account Management: The Route to Key Supplier Status by Peter Cheverton @amazon.com
* Key Account Management: Maximizing Profitability from Major Customers by John Rock @amazon.com

Negotiation Skills

* Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and Bill Ury (Viking Penguin, 1991).
* Getting Past No, Bill Ury (Viking Penguin, 1993)
* The Tao of Negotiation by Joel Edelman and Mary Beth Crain (Harper Business, 1993).
* How to Out-Negotiate Anyone (Even a Car Dealer) by Leo Reilly (Adams Publishing, 1993).
* Major Account Sales Strategies, by Neil Rackham (McGraw Hill, 1989).
* The Complete Negotiator, Gerard Nierenberger, (Berley Books, 1986).
* The Negotiation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation @amazon.com
* Deal Power: 6 Foolproof Steps to Making Deals of Any Size by Marc Diener @amazon.com
* The Power of Negotiating: Strategies for Success by Mike R. Stark @amazon.com
* The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success by Deborah M. Kolb, Judith Williams @amazon.com

Channel Partner Effectiveness

* The channel advantage, Lawrence Friedman and Timothy Furey
* Market-Based Management: Strategies for Growing Customer Value and Profitability, 2nd edition, (Prentice Hall, 2000) – Roger Best – Part III Tactical Marketing Strategies Chapter 9
* Make Your Dealers Your Partners Harvard Business Review, March-April 1996, pp. 89-96.
* Rethinking Distribution: Adaptive Channels Harvard Business Review, July-August 1996, pp. 112-120. (Englewood Cliffs, NJ: Prentice Hall, 1990).
* The Sales Rep Navigator: How to Find the Perfect Sales Rep or Distributor for Your Business, @amazon.com
* How to Market Your Product Through Distributor sales Networks, @amazon.com
* Planning Telephone Sales: Handbook for Distributor Management, @amazon.com
* The Channel Advantage : Going to Market With Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit @amazon.com
* Channel Champions: How leading companies build new strategies to serve customers @amazon.com

Computer Skills

* Lotus Notes for Dummies, @amazon.com
* PowerPoint for Dummies, @amazon.com
* Excel for Dummies, @amazon.com
* Word for Dummies @amazon.com

Falling Fowers, Yard Sales, And The Diploma In The Box

How would you describe life? What is it? In a short little book of the Bible written by the Apostle James we find the answer. “Life is but a vapor. It’s here for a moment and then it’s gone.” Another of the Apostles described our lives in much the same way saying, “All flesh is as grass and all the glory of man as the flower of the grass. The grass withers and the flower falls away.” In two short passages of Scripture we are given an extremely sobering and important reminder.

The inspired words of the Apostles should remind us that so many of the things that steal away our time, energy, effort, and finances won’t matter much in the end. The things that keep so many people awake at night suffering from anxiety induced insomnia are all temporary.

Our lives are vapor.

You and I are as grass. The achievements that currently seem so incredibly important to most of us in this age, just like a dying flower will wilt away into nothingness.

Regardless of how much we exercise and how carefully we monitor what we eat, the mortal and corruptible bodies we are currently wearing will eventually begin to wear out, break down, get sick, and die. There is no avoiding it. Do some research. Check out the death statistics yourself. They are startling! Surprisingly enough, one hundred out of every one hundred people die.

Think about the thousands upon thousands of diplomas proudly displayed in offices around the globe. We spend a fortune in student loans paying for that diploma and a tenth of our lifetime working for it in the hope that it might help us land a better paying job. But have you ever thought about where that diploma is going to eventually end up?

One day your diploma, along with your framed employee of the decade certificate are going to find their way into a cardboard box in someone’s garage or attic. Eventually your children or grandchildren are going to have a yard sale to free up some space for extra storage. Your plaque and diploma will find their way out onto the driveway in the ninety-nine cent box on top of a folding table.

The neighbor from across the street will wander over to pick through the loot. When she sees the diploma and employee of the decade certificate in their shiny frames she is going to be overjoyed. As she lifts them from the ninety-nine cent box your grandson will walk over to ask if she needs any help. They will haggle over the price for a minute or two before she walks away with a smile on her face carrying the two prizes she purchased for a total of fifty cents!

Immediately after making her way back across the street she will grab a screw driver to pry open the back of each frame. She will pull out the diploma, crumple it up, and toss it in the trash followed immediately by the cherished employee of the decade certificate. She will then run to her computer to print out a picture of her dog and one of her cat, put them in the frames and hang them on her bathroom wall.

“All flesh is as grass and all the glory of man as the flower of the grass. The grass withers and the flower falls away.”

James Flanders is a musical artist, writer, audio blogger, and full-time student of Scripture. You can find some of his music on sites like CDBaby and Rhapsody. Dozens of his audios can be found on YouTube and his main site “The Path Of Grace.”

Sales Jokes Can Improve Performance

In their preliminary assessment of the company’s staff and general work environment the research group identified a lack of humour in the work place as being a likely factor behind the poor sales record of the sales team. They proposed a radical idea and that was that management encourage the telling of a few good sales jokes during the course of the following month to determine whether a happier work environment resulted and whether this in turn led to greater productivity and most importantly sales targets being reached.

Each member of the sales team as well as those in administration and management were provided with a selected number of sales jokes and other funny anecdotes. Each person was asked to tell at least one joke each week. They were to record how they felt when they told the sales jokes or stories and also the reaction they received form the other staff listening to them.

At the end of one month the productivity levels across all sections of the company had improved. The sales team had achieved the highest sales figures in more than 18 months and this was during a relatively tough economic cycle. By telling one of two sales jokes during the course of the working day the sales team had become much happier, each person in the sales team felt that they were more confident and had developed a much stronger bond with the other members in the team. The team worked much more cooperatively and helped one another out in achieving sales targets.

In the administration area of the company staff were also happier and keen to come to work. They felt that their jobs were less monotonous and were keen to ensure that their work was checked thoroughly and any invoices went out on time. This impacted on the cash flow of the company because with invoices going out sooner, payments were received quicker and there was no requirement to rely on overdraft facilities to fund purchase and other operational costs.

At a management level there was a much better relationship cultivated between managers and staff. Whereas before managers had felt isolated and disliked by staff simply by adding a touch of humour through some good sales jokes, management and staff related much better.

The mood therefore not only improved in the sales area but by the simple telling of a few funny sales jokes those staff in administration and management were also uplifted and became much more enthusiastic and friendly and as a result the company turned its operations around and produced a large profit at the end of the financial year.

If you are looking to improve your sales figures and profitability then consider your work environment and do not be afraid to encourage humour in the office. You will reap rewards in more ways than one!

Clothes To Wear In Door-to-door Sales

When you work as a door-to-door salesperson, making a good first impressions is absolutely crucial! Nothing can be more devastating to your spirit than getting the door slammed in your face over and over again. In fact every rejection you get at the door makes you perform worse at the next one. Making it a negative spiral.

First things first. You gotta where the right clothes. People tend to buy from eighter people that are similar to them, or people they look up to. That means you can’t wear ugly and dirty clothes. Would you have let somebody into your house that looked like an bum? Certainly not, and so wouldn’t your prospects eighter. On the other end, dress to nice, and you would just look plain silly. The key is to wear clothes that are as neutral as possible. For a male salesperson a clean pair of jeans (with no holes in them), and a shirt works perfectly. Having tried a lot of different colours over the years, different shades of dark blue tend to work very well. As for shoes, it’s important that they are waterproof. The moment you are wet on your feet, that salesday is basicly over. Making a trail of water from wet socks on your prospects living room floor won’t give you any sales.

If you have worked a lot as a salesperson, you will probably be aware of the fact that it is a smart move to “mirror” your prospects. That simply means that you try to talk and act in the same way as them. If they talk slowly, you talk slowty etc. But, when you walk up to a new door, you know absolutely nothing about the person behind it. Therefore you have to act in a way that *most* people like. In my experice that means talking with a pleasant and calm voice. Use a relaxed body language and hold eye contact at all times! People who don’t make eye contact sends out a signal to other people that they eighter have low self-esteem or are trying to hide something. Not exacly the recipe of a successful salesperson.

You should also rehears and learn your opening lines so that you know them by heart. It is also of uttermost importance that any objections you get in this early phase of the sales pitch is answered in a rapid way with no hesitation. So before you even go out selling, you should sit down with a piece of paper and write down every possible objection you might encounter and replies on how to solve them. Don’t give out to much information about your service or product at the door. Your goal should at all times be getting inside the house where you could give a full sales presentation.