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    Free Essay
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    Mortgage leads junk vs. real time

     

    If you are a loan officer or mortgage broker and you are on the market for mortgage leads, you may want to research the companies you are considering to determine exactly what kind of leads you will be receiving. Not to mention, where they are coming from. A junk lead is classified as a lead that is old or recycled by many loan officers and many lead companies. It may come cheap, but chances are, it won’t be worth the two dollars you spent on it. A real time lead is a lead that is considered fresh. Meaning, you will receive it on the same day the applicant fills out the on-line form. If the lead is any older than a day, it can hardly be considered real time. When researching mortgage lead companies, be sure to find out where the mortgage lead company is obtaining their leads from. If they obtain them from web sites they own and operate themselves, where they are directing potential clients to fill out on-line forms, you can safely assume that you will be receiving fresh, real time leads. If the customer service rep for the mortgage lead company you are considering starts dodging your questions, than you can safely assume that the leads are not fresh. This is not to say that the lead company does not have good leads to offer, but it would be wise on your part to find out exactly where the leads are coming from to be sure you are getting the best quality leads for your money. In the end, it all depends on what you are looking for. Quality or quantity. Quantity will most likely get you hang ups and answers such as “ I closed that loan weeks ago,” or “I filled out that application months ago.” If you are tired of these scenarios, you should definitely consider going with quality mortgage leads, otherwise known as real time mortgage leads, it just might be worth your while. Best of luck.

         
    Mortgage leads proceed with caution

     

    If you are a loan officer or mortgage broker, you have more than likely dealt with mortgage lead companies in the past. If you are one of the ones that have invested money in lead companies in the past, than you fall into one of two categories. Those that have lost money to lead companies, and those that are going to loose money to lead companies. Loan officers have every reason to be skeptical of lead companies. However, if you are considering taking a shot with a mortgage lead company, here are a few things to keep in mind. For starters, take your time, and do as much research as you can. Remember, you work hard for your money, so make sure those hard earned dollars will result in a return on your investment. Speak with someone in the customer service department of the lead company you are considering. Find out where and how they obtain their leads. If they do not use their own web sites to obtain their leads, than move onto the next company. If they are not using their own sites, than most likely they are buying them from a third party, and selling them second hand. So you can be sure that they have passed through the hands of many other loan officers. Find out how they sell the lead and how it is delivered. Is it sold exclusively, or non exclusively? Can you cherry pick the lead, or is it a real time, streamline process? Either way works. It just depends on your style, preference, and most important, your time. In the end, it is the quality of the lead that makes the difference. It just may be worth your while to spend a few extra bucks on a lead to ensure you are getting good quality. Also, keep in mind, when speaking with someone in customer service, the quality of the service you receive, can be a good indicator of the quality of the lead you receive.

         
    Mortgage leads real time quality

     

    If you are a loan officer or mortgage broker and you are considering purchasing leads, you may want to consider “real time” mortgage leads. If you have been frustrated with mortgage lead companies in the past, it may have been because you were receiving recycled leads, or better put, “junk leads.” Junk leads go round and round from lead company to lead company. Bought in bulk for cheap, than sold to unassuming loan officers at a profit. For this reason alone, you should give serious consideration to real time leads, because real time leads are delivered within seconds of the prospect submitting the on line form, and you can be sure the lead is of good quality. Before you go and commit to a lead company, be sure to do some research on the company. Call the lead company and speak with someone in customer service. You want to be sure you are getting your money’s worth, so find out how the lead provider obtains their mortgage leads. If they are not obtaining their leads through sites they own and operate on their own, than the leads are not fresh, and you need to move onto the next lead company. Remember, you work hard for your money, so if the lead company you are considering cannot give you answers to your questions, than most likely they can’t provide you with good quality leads.

         
    Mortgage leads the approach to more sales

     

    If you are a loan officer or mortgage broker that is in the market for mortgage leads, your salesmanship has a lot to do with the end results of the mortgage leads you receive. If you are dealing with a good reputable mortgage lead provider that delivers good quality leads, than you are off to a good start. But your approach to the customer can have a lot to do with the end result of the mortgage lead. For instance, once you receive a lead, call the person immediately. Don’t let the lead sit around on your desk for a day, let alone an hour. Especially if you are buying your lead’s non exclusively. Most mortgage lead companies will sell their non exclusive leads up to four to five times. So by waiting to make contact with your potential customer, you are allowing your competition to get a jump on you. Also, don’t be discouraged by an obstacle. If a potential customer gets cold feet and shows disinterest, don’t give up. Place yourself in the customer’s shoes. Buying or refinancing a home is a huge financial deal in the life of your customer. Most likely the largest financial transaction they will ever make. For this reason, it is very important that they find a comfort level with you. In the beginning of the conversation, do most of the talking. Remember you are the expert. Say something to this effect in your opening statement: Hello Mrs. Jones, My name is Jon Smith and I work for XYZ mortgage company. I’m calling in reference to the on-line application you posted by way of the internet, and I have some great products I believe you may be interested in. Would you mind if I took a few minutes to go over them with you? Nine times out of ten they will happily agree to listen because you have taken the pressure off of them. Whatever happens, never give up just because you are faced with one objection. There are other avenues for you to go down. Send them an e-mail with a brief description of your products, or send them out a mailer explaining the benefits of the products and services you have to offer. And, don’t forget your business cards. Do everything in your power to get your products in front of them either verbally or through mailers, and you can be sure your closure ratio will go up.

         
    Mortgage leads where to begin

     

    If you are considering investing your hard earned money with a mortgage lead company, or you are switching lead companies because you have gone through the pain of seeing your money go down the drain, here is a good place to begin. Before you take that leap of faith with a lead company, take a step back and reexamine exactly what it is you are looking for from a lead company. You should be looking for the exact same thing that you would expect from any other reputable company that you deal with. And that would be good quality service. Before you invest your money, research the company, most of the research can be done right there on their web site. Read the FAQ’s, read about their return policy, read about how they acquire their leads, etc. Once you have read all there is to read about their company, give them a call and speak with someone in their customer service department. Ask as many questions you feel to be appropriate, and verify everything you have read with them. You should be able to get a good read on the company from the customer service representative about what their company has to offer. And make sure their answers to your questions are matching up to what their site implies. Lead generation will be something you definitely want to research. It is crucial for you to find out where exactly the lead companies obtain their leads from. Do they own and operate their own sites to obtain their leads? Or are they buying their leads from other lead companies and recycling them? Remember, as with just about everything else, the better the quality of the product, the better your chances of success with it. The same holds true for mortgage leads. Also, consider the pricing that is involved. Make sure you compare companies, and will you be getting what you paid for? You don’t want to be spending twenty-five dollars on a lead that has already been sold five to seven times. Check out their return policy. Is it fair? Will they refund your money if the contact information is bad? Will they return your lead if the person on the lead is not responding to your calls? Will they return your lead if the customer says something to the effect of, “ I took care of that months ago.” There is a lot to consider, so before you invest your hard earned money, take the time to do your research. One more thing . . . Before investing, call the lead company to make sure someone answers the phone, if you have to leave a message, make sure they return your call. Than, e-mail them and make sure you get a response, if not move on. If they are unresponsive now, you can bet they will be unresponsive when you have an issue with the lead. You have worked very hard for your money, so before you invest it with a lead company, make sure you do enough research where you know that whatever company you decide to go with, you will be getting the best return on your investment. Good luck. This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.

         
    Mortgage leads you get what you pay for

     

    Mortgage Leads, You Get What You Pay for There are many mortgage lead companies out there to choose from. Each with their own individual way of obtaining leads to sell to loan officers. But remember, you get what you pay for. Lead companies sell their leads in a variety of ways. Some allow you to cherry pick, some allow you to set up a filter, and some only sell in bulk. The pricing on leads from company to company varies also, as you’ll see, it depends on what you are buying. Some lead companies buy their leads from other companies and sell them in bulk, or recycle them at a profit. Some lead companies sell their leads “fresh” or “real time,” meaning the lead is brand new. Approximately ten minutes old by the time it reaches you. When you are buying leads that have been recycled, you will most likely get a lot of them. Lets suppose you have one hundred dollars to spend on recycled leads. This will get you about fifty leads at two dollars a piece. This is a lot of leads to work with. However, the quality of the leads will leave a lot to be desired. You will also find that you wasted not only your money but your time as well. Calling fifty people takes a while. Now, if you decide to buy “real time” leads, that same one hundred dollars will get you any where from five to eight leads, but remember, these leads are fresh, they are hot off the press, so your chances of closing a few loans are much better than if you bought recycled leads. Remember. You get what you pay for. Also, when you are buying leads, it is important for you to know where the leads are coming from. Have you ever had the painful experience of calling someone, and having them say to you; You are the twentieth person to call me this week. Or, I applied for that months ago, I closed the loan last week. I was a loan officer for a number of years and I know the feeling. When you hear responses like the ones you heard in the above paragraph, it should be an indication to you that the leads you bought have been recycled. Most likely they have been passed around from lead company to lead company. When you are doing your research for a good lead company, make sure you talk to a representative from that company, and find out where the leads are coming from. If the representative can’t give you a clear answer than move on. The best lead companies to deal with are the ones that own and operate their own sites where prospects can come on and fill out on-line applications. This way you know exactly where the lead is coming from, and you don’t have to worry about being the tenth person to buy the same lead. If you decide to buy leads from a lead company, make sure you do your research. Research is the key. You have worked hard for your money, so make sure the leads you buy give you a good return on your investment. This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.

         
    Mortgage loan lead

     

    If you are a loan officer or mortgage broker looking to purchase mortgage loan leads, you may be considering what type of mortgage loan lead to purchase, and which company to purchase them from. There are a few different types of leads to choose from and literally hundreds of lead companies to buy them from. A few different types of the mortgage loan leads you can purchase would be “real time” leads, which are only seconds old by the time you receive them. There are also the old or recycled leads which you can receive relatively cheap and usually in bulk. Be careful with the recycled leads because you can guarantee that they have been through many loan officers before they have reached your desk, so don’t be expecting much on the quality end of these leads. Than there is the live transfer lead where the prospect is transferred to you from a representative of the lead company once they have made contact. Just make sure you are available to take the call. Once you have decided which type of lead is best for you, it comes time to decide on which lead company to invest in. My suggestion to you would be to call and speak with someone in customer service. Get a feel for how they obtain their leads and how they deliver them, as well as gathering information on their return policy. If you are unable to reach anyone in customer service, or they are not clear on their answers to your questions, than it is time to move onto the next lead company. Remember, you work hard for your money, and if you feel as though the quality of the customer service is not good or meeting your expectations, than most likely the quality of the leads will not be good or live up to your expectations.

         
    Mortgage refinance leads

     

    If you are a loan officer or mortgage broker and you are on the market for refinance leads, you definitely want to buy them fresh or in “real time.” Here are a few suggestions for deciding which mortgage lead company you would like to go with. Like I mentioned in the above paragraph, you want your refinance leads to be fresh. It is pointless to buy a refinance lead that is weeks or months old. The person has more than likely refinanced already. Don’t you just love it when you call someone about a mortgage and they tell you they closed on it last week or last month. Check out mortgage lead company’s web sites and read them thoroughly and call and speak with someone in their customer service department. Find out how the lead company obtains their leads. You want to make sure the mortgage lead company is obtaining their leads through sites they own and operate. If the mortgage lead company is not generating leads on their own, than they are purchasing them from a third party and recycling them. These leads are basically junk. The problem here is that you don’t know how many times that third party sold the leads to other mortgage lead companies. When researching mortgage lead companies, customer service says a lot. If you are not happy with customer service or not satisfied with the answers to your questions, than it is more than likely you will not be happy with the leads. Also, look for companies that have low minimum deposits and ones without any commitments. Such as having to buy a certain amount of leads and extra fees for filters. And of course, it never hurts to ask for a free lead.

         
    Mortgage sales overcoming objections

     

    As a loan officer, it is important to keep your pipeline full at all times. For this reason, it goes without saying, that you should be taking as many applications as you can throughout the week. Obtaining leads to be turned into applications can be obtained in a variety of ways. Such as, networking, customer referrals, family, friends, mortgage lead providers, etc. Another method, probably the most dreaded in every sales force, but also very necessary to keep app’s coming in is cold calling. We all know the feeling of rejection over the telephone, but it is very important to maintain your persistence and overcome these obstacles. I completely understand that there is no way to overcome the objection of a customer hanging up on you. My only advice would be to not dwell on it, or take it personally, just move onto the next call. Keep in mind, for a lot of people, purchasing or refinancing a home is a huge financial undertaking in a person’s life. Perhaps the biggest, so be understanding if they seem defensive or get cold feet. I’m sure you are familiar with hearing “I’m no longer interested,” or “I just closed on my loan last week.” For starters, don’t even give the customer the opportunity to give you an objection. Remember, you are the expert, so you do the talking. Your opening line should be something like this: Hello Mrs. Jones, my name is Susie Smith and I understand that you are interested in a mortgage. I have some great products that I believe would fit your needs and budget. If you don’t mind, I would like to take just a few moments to go over them with you. This approach immediately takes the pressure off of the customer, and nine times out of ten they will be willing to listen. Remember, it is all in the approach and the tone of your voice, smile when you talk, it will reflect in your voice. And be nice, relax your customer, make them comfortable, and you are half way there.

         
    Needs based selling

     

    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 have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling somebody something they didn’t need? First of all, imagine how long it must have taken to pull off a sale like that, I doubt the Eskimo jumped at the chance, it must have taken a lot of persuasion on the part of the sales person. Second of all, the Eskimo doesn’t need ice cubes, so why would anyone waste their time selling them to an Eskimo. Okay, enough about the selling of ice cubes, I think you get the point. This brings us to the title of the article “Needs-based Selling.” Sell your customer only the things that they need, you will find it to be a much easier sale, and you won’t spend a whole lot of your time selling it. If somebody told me that they sold a heater to an Eskimo, I would be very impressed, because this person chose their target market wisely, and then sold his customer something that they need and can use. If I were an ice cube salesman, my target market would be supermarkets, convenience stores, and liquor stores, because they buy bags of ice in bulk to distribute amongst their paying customers. Why on earth would I waste my time selling my ice cubes to Eskimos? “Needs-based Selling” is selling people the things that they need and can make their lives more convenient. Get to know your customer before you start selling them your products, get to know as much as you about them. In my early twenties I was in the market for a new car. When I went to the dealership, the salesman asked me a few probing questions, such as, how old I was, If I lived in the area, and wether or not I was married. After gathering this information, he started taking me in the direction of the jeeps and sports cars. Because he found out almost immediately that I was young and single, he did not walk in the direction of the mini vans. The next time you have a customer in front of you, take a little bit of time to get to know them and their needs. Once you have accomplished this, offer your customer the products you believe they will need and can use. If they need it, they most likely will buy it.

         
    Negotiating the myths and realities

     

    : We have all been there at some stage in our business lives – the dreaded negotiation with your most awkward client. He regularly screws you to the floor each year on price and everything else you have to offer! Pretty quickly you see every negotiation as a battle and all your self confidence goes. There are a lot of myths surrounding negotiating which don’t help if you are faced with handling such a situation for the first time. But as with many myths, there is usually a very different reality. Myth: It can be a daunting ordeal You mention to your trusted partner or member of staff that you are off to negotiate next year’s big contract. What do they say? “Good luck!” The majority of people think that negotiating is a dirty and tough task, a necessary evil. Reality: Not if you plan As with all things in life, we fear the unknown, especially if we are unprepared. The reality of negotiating is that with adequate preparation comes confidence. Before your meeting sit down and ask yourself the following questions: 1. What do you want out of this negotiation? 2. What is your lowest, acceptable and best price? 3. What are you prepared to ‘give away’ if necessary? 4. What do you know about the other company’s position in the deal? 5. If you don’t know much, what questions can you ask to improve your understanding? 6. Thorough preparation is a great confidence booster. See the negotiation as a presentation and plan your approach and questions before hand. Myth: Negotiators are born There is such a mystic surrounding negotiation and the skills needed to be good at it, that most people think you either have it at birth or you don’t! Reality: Negotiators can be made Like any skill in business, negotiation skills can be learnt and put into practice. There are lots of books, tapes and seminars you can attend on this subject. Negotiation is a structured process and once you understand how it all works the task becomes easier. But as with any new skill you have to practice, practice, practice and this is where most people fall down. Having acquired a new skill you have put in the training but it can be done! Myth: To strike a deal you have to concede on price The perception is that many negotiations end up with one of the parties always having to concede on price just to secure the deal. Reality: There are other items you can concede on The reality in any negotiation is that price is not always the deciding factor. There is usually something else that the other party wants in addition to, or instead of, a lower price. It could be that they need the product or service quickly and may be prepared to pay a premium for a fast delivery. They may want the product changed slightly to meet their specifications. They may like some on-site support for implementation. In your research and questioning it’s up to you to find out what they really want. Dig deep and find it because every part of the deal is negotiable, not just the price. Once you have hit upon it, before conceding on price, throw it into the pot. Remember, this could be something which means very little to you but a lot to them. Myth: If their first offer is what you want, say yes After your sales pitch your client comes back and immediately offers exactly what you wanted. Wow, what a great outcome! He’s got what he wants and so do you. Deal done! Reality: Always counter the first offer If you accept immediately there are two problems: 1. Your customer will think he has had a bad deal, “He accepted straight away! I could have had a much better deal. I’m sure I went in too high.” With these thoughts going through his mind he won’t feel totally happy with the deal and the chance of cancellation or no future business is higher 2. It’s likely that this your customer’s opening bid. Opening bids are usually on the low side and used as a starting point. Accepting now, even if it’s what you were looking for, could mean you throwing away a higher price There are instances where the customer will say “I don’t negotiate. This is the price I’m prepared to pay.” He has set the rules, so as long as you are happy with the price, go for it! Myth: Negotiating is a competition with only one winner If you have a competitive streak this is how you will see a negotiation – something to win or lose. Non-competitive people who believe this myth automatically lower their defences and quickly cave in to the ‘stronger’ player. Reality: There should be two winners Negotiation is not a competition. The ideal outcome should be win-win, where both sides feel they achieved something out of the whole process – one got a sale at a price he wanted and the other got a purchase at a price he wanted. Win-win outcomes leave the door open for building strong relationships which will lead to more business in the future. Win-lose outcomes mean that one side will be reluctant to deal again. If, by your very nature, you are a competitive person, temper this and accept the reality that the negotiation process has to have two winners, not just you! Myth: If you walk away, that’s it You have found the perfect product but you don’t get the price or deal you are looking for. However, you are afraid about loosing the opportunity so you decide to go for it anyway, at any price. Reality: Opportunities often come around again Accepting a deal through fear is not a position you want to be in. You will always have a nagging doubt that you paid too much or gave away something which you should not have. Be strong enough to walk away from a deal if it’s not what you are after. You have to learn to detach yourself from the underlying deal and avoid getting emotionally involved with the product or service. Just concentrate on getting the best result. Being emotionally detached means you can walk away with no doubts. You may find that a few days later the seller will be back banging on your door with another offer. Remember that opportunities always pop up and walking away is not a failure! So take a fresh look at negotiating. Are you clinging onto old myths about how negotiating should be done? Accept that the reality can be very different!

         
    Negotiation skills you need to know

     

    : One of the most important negotiation skills you can develop is to get in the habit of finding the other side's deadline. Time is of the essence. It even says as much on most business and real estate contracts. What does this mean in negotiating? It means that whoever controls or understands the elements of time involved in a negotiation has the better position. Many years ago I was looking at a truck for sale. I asked the owner why he was selling (always a good idea). He told me that the IRS was coming after him and he needed to sell the truck by the weekend (It was Tuesday). When do you think you would be able to negotiate the best price on the truck? Maybe right now, but certainly on Friday if the truck is still available. On Friday he would be desperate to get what he could from the truck before it was seized by the IRS. Using Deadlines As A Negotiation Tool This guy wasn't using good negotiation skills. He gave away too much information. More specifically, he gave away his deadline. One of the most important things to understand in negotiating is deadlines. The two things to remember about them are: 1. Don't give away your deadline(s), and 2. Find the other side's deadline(s). Find out whatever you can about any relevant deadlines. Sometimes there isn't a clear deadline, or there are several deadlines for different parts of the negotiation. Whatever the case, the more information you can gather about those deadlines, the better. How do you use that information once you have it? The crudest method is to simply delay and wait until the last moment to negotiate. This only works if the other side doesn't walk away, and if your own deadline permits it. It also requires that there are not others who can take your place (as is clearly the case with a truck for sale - it might not be there Friday). A bit of sophistication is required to use this information effectively. You may want to start by identifying what is most important to you in the negotiation. For example, if you are buying an apartment building, is the price or the terms the crucial element for you? Let's assume that price is most important to you. When you wrote the offer, you put some price on it, but you have inspections and other contingencies that allow for everything to be renegotiated. The process of inspections and negotiations ties up the property, so your competition is excluded for the moment. Then you learn that owner really wants to sell by the start of the school year, because he will be moving with his children. Work on everything else in the negotiations except the price. Have inspections done, agree on what will be included with the property, etc. As the seller's "deadline" approaches, he will be getting anxious to close the deal. Then you let him know you're ready to close quickly. Of course, you'll need the price adjusted due to the results of the inspections. At this point the seller has the choice of throwing away the whole deal. This means starting over, and not moving when he wanted to. Alternately, he can be happy that he got what he wants most - a quick close. This means giving you your price. This points up the importance of getting information on the other's deadline, but also the importance of not revealing your own. When I was a real estate agent I heard the story of a man who sold his property for a large profit. He had to pay $80,000 in capital gains taxes unless he rolled the money into another property, as a "title 31 exchange." He had 60 days to close on the new property. Imagine the abuse he would open himself to if, with ten days to go, the seller learned of his deadline and the cost of the buyer missing it. He could threaten to delay closing unless the buyer paid $10,000 extra for some old coin-operated washing machines, for example. Overpay by a few thousand, or lose $80,000. What do you think he would do? For an everyday example of using deadlines, try buying your next car towards the end of the month. Many times there are quotas that dealerships want to meet for the month, and bonuses that salesmen get for monthly volume. Saying "I'll think about it and return on Thursday," (or whatever day is the first of the next month) can have them dropping the price fast. It's always good to practice your negotiation skills.

         
    Negotiation tips for newbies

     

    Experienced negotiators are a hard thing to find these days. Although it’s not easy to become a professional negotiator since it requires knowledge and experience, anyone can be a better negotiator in every field of our lives. Some rules must be adapted in order to succeed that. Do not try to be pleasant. It’s true that most people want to be pleasant and popular but this is not appropriate in negotiation process. During the negotiations you will have to say “No” many times and displease your “opponent”. If you can’t accept that then let someone else do that job. Stay focused. Chit chat is the last thing you need. Remain on your primary goals you have set and do not let the conversation go beyond that. Don’t be the one who talks more. The more you talk the more your opponent will know. You have to be prepared before the procedure. Learn everything for the other side, their financial status, older negotiation results, other deals they have done, the arguments you expect they could possibly develop. Where the negotiations take place? This is critical. There is a debate on that. Some people believe that negotiating in your base will make you feel better and more comfortable during the process. Some other think that negotiating in your “opponent’s” base can provide you valuable information for who he could be and what can you except. The third view specifies the need of a neutral place. All could be right or wrong. Go for the higher offer. If you plan to sell your house 100.000$ you will not start the offer from 100.000$.You have to start from more. In that way you will have more space for shifts. You have to set these goals before the beginning of the negotiations. Focus on your strong arguments and on the other side’s week arguments. Doing this, you will have the upper hand and you will gain more in the outcome of the negotiation. Do not let happen the opposite! If not you will loose more than you expected in the first place. Avoid the early concessions. Try to be the last who give up. You should expect your opponent negotiator to make the first move. Don’t accept the first offer. The first offer is not the last, almost never. You will get a better one if you insist. Try the “salami” tactic. Don’t ask for the whole thing but a tiny piece. Since there is not going to be an objection from the other side then you can ask for another tiny piece. This tactic is popular in diplomacy between countries but it can be adapted to individuals too. Don’t be impatient. If the deal is very important, be prepared for long and tiring negotiation process. If you are in hurry to close it you will have to give more in order to do that. Do not accept no always as an answer. It’s been proved that no can be transformed to yes with the appropriate arguments. It’s not a personal matter. The other negotiator is a human too. There is no need to take it personal and get angry if it’s not going as you wanted to be. You can be a tough negotiator without being hostile. Avoid the big lies. You won’t be believable. You can twist around but lying will lead to dead end.

         
    New xbox 360 sales tactic

     

    In a statement that surprised gamers and non-gamers alike, Peter Moore of Microsoft Xbox, endorsed Nintendo's new Wii console. Speculations circulated whether this statement by Moore was a genuine praise or a calculated move designed to offset the launch of Sony PlayStation 3. Moore even referred to himself as a big fan of the Nintendo console. He suggested that for the price of a PS3, gamers would be able to get a new Xbox 360 plus a Nintendo Wii, with some leftover for a few games. It can be recalled that Sony pegged the price of their new PlayStation at $499-$599, a price the company claimed to be fit for a Blu-ray console. This move by Microsoft seemed to be another tactic to push the Xbox 360 sales higher with the imminent release of the PS3 at its heels. Peter Moore was downplaying the viability of the PS3 by pointing out the only disadvantage of the new Sony console: its price. But Moore's reason was not only consumer concern. Moore's statement also implied that Microsoft do not see Nintendo as direct threat and competitor. Perhaps he thought that having Nintendo's support would clearly buoy Microsoft's sales. Moore was right to do so in this case, since ugly numbers were cropping up in sales reviews of the Microsoft consoles. The marketing and research firm, NPD Group supplied numbers and reports that indicated that the prized console of Microsoft lagged behind the PS2 in terms of hardware sales. Launched half a decade ago, Sony's PlayStation 2 still lets its presence be felt at the game console market. The five-year old Sony console even managed to exceed the sales of the then-brand new Xbox 360 especially in the month of May. The next-gen console sold only 221,000 units; 11,000 units less than the PS2 sales. Though Microsoft retaliated quickly by revamping shipment processes and adding a third manufacturer for its console, it wasn't enough to draw considerable margin between their sales and that of PS2. But even if the move didn't suffice, it somewhat improved Xbox 360 console sales. Succeeding sales reviews showed that the sales of the console picked up; the influx of consoles ensuring amply supply and brisk sales. But the PS3 was touted to be a bigger threat. It didn't help either that Sony's processing systems have improved since the release of the PS2. Clearly, it became imperative for Microsoft to beef up its marketing operation to ensure their new console's top position within the next-gen hierarchy. In conclusion, Microsoft's marketing plan included Peter Moore banking on Sony's overly-inflated ego that expected gaming fans to shell out big bucks for the PS3. Moore targeted the rival console's price when he made that statement about Xbox 360 and the Wii console. He also hoped to draw in Nintendo fans over to the Microsoft side by actively endorsing the Wii. If Nintendo approves Moore's tactic, the next-gen console battle will be a two versus one fight. Another tell-tale sign of Microsoft and Moore's pricing attack at Sony's new console was the reported price slash for Xbox 360 consoles during the holidays. The price slash was clearly planned to coincide with Sony's PS3 launch. However, the affirmation if Peter Moore's tactic worked still rests on gamers' shoulders.

         
    One of the best sales techniques around

     

    We hear all the time about all sorts of techniques for closing people in sales situations, and other approaches that are designed for us salespeople to gain more business with our customers and prospects, too. While some of these approaches can be useful, there's just no substitute for what’s considered one the best sales techniques around. That being: Building great rapport with your customers and prospects, and having them feel you're 100% committed to helping them attain their needs, wants, and desires . But this is not how many salespeople are doing it in their own businesses right now, is it? Frequently people will get into sales because they see it as a way to make big money. But they then fall into the routine of being forceful in their sales approaches, trying to move the customer in the direction that's best for the salesperson. The unfortunate reality is these salespeople don't realize their customers can see what they're up to. Somehow these salespeople feel they're not telegraphing what they're doing in any way that can be detected by the customer or prospect they're working with. With this in mind, just once I'd like to be in a clothing store and hear a salesperson say to the customer, "You know, that doesn't look very good on you at all." Any salesperson that would tell me this would instantly raise their level of credibility! Yet there are a great many salespeople out there trying to steer their prospects towards doing deals that may not be the best ones for the prospects, but they're the best ones for the salespeople instead. And once your prospect picks up on this behavior, your relationship with the person is sunk. Now you've become just someone who “sells” to them, but they know now that they can't trust your judgment and opinion. They have to determine whether or not the product or service will work for them completely independent of anything you now say to them. The type of salesperson we all want to work with is someone we like who we feel has their number one priority being serving our best needs. When we both like someone and feel they're committed to serving our best interests, we naturally just feel ourselves wanting to work with them. The same applies for you, too, in your own business. As an example, do you think if you were the one looking to buy or lease product or service that you could sense if the rep you were working with had your best interests in mind above their own? If your answer to this is "Yes," don't you think the same applies with your own customers and prospects, too? Don't you think they can sense if you're serving their best interests or looking out for your own commission? Sometimes, for whatever reason, we don't feel our customers and prospects share our same intuitive qualities in this arena. And it can cost us big time, too, if we haven't already become the kind of salesperson who always puts their needs before our own. Make sure you're adept at developing great rapport with your customers and prospects, and make sure they always understand that serving their best interests is constantly your number one priority. Once you've mastered this in your own business, people will sense that you're the best choice they could ever make when it's time for them to buy. Best of luck to you out in the field

         
     
         
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