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Everyday, people from all over the world send me their selling challenges.
This one just came in from Julie in Atlanta, Georgia:

“Ari, I’m not a typical salesperson. I’m easy-going, I focus on client needs, and I do my best not to exert any sales pressure. But I still end up getting stuck in the cat-and-mouse sales game, and I don’t understand why. I call a prospect, and, if they don’t say ‘no’ right away, we have a pleasant conversation. They lead me to believe that they’re interested in my service, but the next thing I know I find myself back in the ‘chasing’ game. Please help!”

I was just perusing some of the recent articles posted at an ezine site when I came across the title: “What to Look For in A Good DUI Attorney.”

DUI means “driving under the influence,” as you may know, and if you’re nabbed doing this, getting competent counsel is certainly advisable.

But I was surprised to see that the author isn’t an attorney, himself. In fact, I couldn’t find a biography related to him at all, and his articles range across topical areas.

What makes your company different?

Why should people buy from your company? What is it about your company that sets you apart from your competitors? Prospective customers need to see reasons why your company is better. Yet, most companies don’t have a clear answer to the question, What is it that makes us unique in the marketplace?

Your company’s Unique Selling Proposition, often called your USP, answers that question. It is a statement of the key attributes that make your company different from, and better than, your competition. You can find these differences in any aspect of your business. You may have the lowest price, or the highest quality raw materials, or the most advanced manufacturing process, or the fastest delivery. Anything that tells the customer that your product is superior can be part of your USP.

Heard of Squidoo? I’ve only been using it a few weeks, but the website has major buzz and justifiably so. The site is an incredible marketing tool. Basically it’s a web page builder… You can build what they call lenses which are simply web pages. Your lense can be about any topic you choose. It could be a professional bio, an article about insurance, maybe you want to review an annuity product or you simply want to show off pictures of your grandkids or pets.

Sales presentations become so much more compelling at the point when you have identified and agreed all your prospects requirements, and have tailored your presentation so that it illustrates how you can completely satisfy their agreed requirements. If you can then add your unique strengths to what the prospect is looking for, your proposal becomes stronger and much more persuasive.

Here are ten suggestions that help improve the effectiveness of any presentation:

1. Find out in advance how much time you’ll have and plan that your presentation will take approximately 75% of the allocated time. This leaves sufficient time for questions and through handling of any objections that you may encounter.

In selling any product or service, advertising almost always guarantees quick sales and instant recall among potential customers. This is an effective marketing tool tested and proven for thousands of years now. This is also true in the field of real estate.

When selling your home through FSBO, it really pays to advertise. Advertising is an essential part of the home selling process thus, it should never be ignored. Homeowners should utilize as many advertising tools as much as possible to be able to reach a wider audience. Place advertisements in the newspapers, newsletters, local radio and television stations as well as on the internet through the web listing sites. Another option is to distribute flyers in public places within your neighborhood and schedule open houses. No need to spend so much because a small budget will go a long way in making the people aware of your home for sale.

Most insurance agents know the basics of selling mortgage protection plans. Generally the choice is term insurance that will pay a future benefit in the event of the death or disability of a mortgage payer. It is simple and an easy need to be understood by the prospect.

How do you convert a possible $600 to $1,000 commission to a larger payday and one where the result is not a transaction but a client relationship is developed? How do you make jump to big time sales from this basic insurance need sale? Here is a tried and true system which never fails.
Explain to the client that there are three ways to protect against the mortgage in the event of death. Each has different expenses and each has different benefits. Start with plan one.

Annual percentage rate can be defined as the effective interest rate on the loan or the actual cost of credit to the customer. APR is usually determined as an annual percentage of the amount of credit granted while taking into account the one time fees. APRs seldom have any effect over the monthly mortgage payments since different lenders have different methods of calculating APRs.

Annual percentage rate provides an estimate to the borrower regarding the total annual payment including the interest that has to be paid to the lender. APR is calculated through complex mathematical equations. Expenses that are considered during these calculations include discount points accumulated during closing, loan origination fees, mortgage insurance premiums, documentation fees, underwriting fees and any prepaid interest if levied. Several lenders consider these calculations as confusing.

There’s a wonderful way to step into the world of the person you’re cold calling. Just focus on their everyday problems. Start by talking about their issues, not your solutions. And make it specific and compelling to them.

Don’t go into a sales pitch, which is what you would do if you were operating out of the old traditional cold calling mindset. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment.

All that matters is the person you’ve called and the problems they may be having that, down the road, the two of you may decide you can help solve.

The Federal Housing Administration (FHA) was established in the year 1934 with the objective of providing feasible housing solutions low and middle-income families making it possible for them to realize their dreams of owning a home. The prime objective of introducing FHA insured mortgage loans is to protect borrowers from predatory mortgage lenders and protect lenders from loan defaulters.

However, FHA does not provide any loans to the borrowers. On the contrary, the loans are insured by the FHA under which borrowers can obtain mortgage loans from any FHA-approved lender at competitive rates.