Self Improvement Site
On The Internet! Take the Self Improvement Tour
On The Internet! Take the Self Improvement Tour
Sales Training Articles
.jpg "Matthew G. Sikich II"){kind=small}
Matthew G. Sikich II is The Official SelfGrowth.com Guide to "Sales Training". You can find complete information on Matthew G. Sikich II and his products by visiting The 5 Buying Habits.
- Sales Training - Persuasive Words that Sell - by Submitted on Jun 18, 2008 from Alvin DayThere are many elements to making the sale including a captivating opener, good communication and presentation skills, and strong closing tactics. Perhaps one of the most crucial factors in making the sale is your power to persuade. Persuasion should be apparent all of the elements mentioned ...
Views: 1529 - Leads360 Secret Shopper Results - by Submitted on Jan 12, 2011 from Joel AndersonInternet leads have become an essential element of doing business for insurance companies in this day and age. However, despite working hard and spending considerable amounts of money on marketing to pull in these leads, most insurance companies don’t do enough of the basic legwork to ensure ...
Views: 1527 - Are you an introvert or an extrovert? - by Submitted on Mar 19, 2013 from Alen MayerAre you a sales introvert or a sales extrovert? In your sales role, which activities do you prefer? Where do you focus your attention? How do you recharge? Every salesperson tends toward one of two preferences: introversion and extroversion. There is the distinction of these preferences ...
Views: 1523 - Make the Sale and Avoid Frustration with Open Ended Questions - by Submitted on Aug 08, 2011 from Don TalbertHow many of you know that effective selling is about asking questions? Many people believe that selling is about "explaining" to the prospect, why he or she needs their product or service. Show and tell, features and benefits: these are phrases which come to mind. Well, it's really neither -- ...
Views: 1518 - Become an Expert at Handling Price Objections - by Submitted on Sep 10, 2009 from Alen MayerThe best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to ...
Views: 1517 - Stand Up - by Submitted on Apr 10, 2012 from Patrick MorinStand up PATRICK MORIN It was just after Christmas. I was cold calling in the office with my coworker, Rob. It wasn’t going well for either of us, but I was in a good mood anyway because I loved what I was doing. I turned to Rob and said, “Don’t we have the best jobs in the world?” He put ...
Views: 1513 - Are You Using These Techniques to Set Yourself Apart From Other Salespeople? - by Submitted on Jul 13, 2011 from Matt VassarWhat is the number one success-killer that good salespeople make? They set out to do the exact same thing as every other salesperson, except perhaps a little bit better. The problem is that if you set out to be exactly like everybody else, but a little bit better, then you'll experience the ...
Views: 1512(1 vote) - How You Can Make Your Sales Soar: A Technique Inspired By Silly Facebook Games - by Submitted on Sep 11, 2011 from Matt VassarIf you've spent any amount of time on Facebook, you've probably seen your friends' pages littered with achievements that they've earned in various Facebook games. You've likely been invited by friends to play such games. Perhaps you have even played one of these games yourself. The most ...
Views: 1507(1 vote) - Sales Effectiveness: Overcoming Objections - by Submitted on Aug 24, 2012 from stephanie fletcherIn any selling situation, it is likely that you will need to overcome a buyer’s obstacles before a buying decision is made. Often, the way we “handle” objections turns the buyer off. Resolving objections effectively is a process that involves careful, sensitive listening and positive, factual ...
Views: 1506 - Tips For Effective Customer Service - by Submitted on Mar 15, 2012 from Gagan ModiCustomer service plays a crucial role in expanding business. Happy customers are loyal customers. Satisfied customers are worth a billion dollar publicity campaign. Similarly, unsatisfied customers can tarnish the business reputation with their negative feedback. It is necessary for every ...
Views: 1506 - Do It Yourself Fundraising: How to Get Money for Your Nonprofit - by Submitted on Jan 29, 2007 from Marc PitmanI often get asked by start-up nonprofits how to raise money. The panic of making budget seems to make raising money impossible without knowing someone rich and famous like Bill Gates or Warren Buffet. But fundraising isn’t impossible. It can an incredibly exciting adventure. Here is a simple ...
Views: 1504 - Positive Self-Talk. The Keys to Staying Motivated - by Submitted on Jul 10, 2013 from Doug DvorakEvery business owner realizes the key to maintaining sales is having salespeople who are highly motivated and goal oriented. When management has the ability to motivate their sales force effectively, it creates a highly charged and positive atmosphere. They can do this through there own methods, ...
Views: 1501 - The Seven Steps Needed to Make Your Next Sale - by Submitted on May 05, 2007 from Roy ChitwoodThere are five buying decisions all prospects make before they purchase a product or service. Central in their decision making process is the question: "What will it do for me?" A salesperson should imagine this question emblazoned across the forehead of every prospect because it is this ...
Views: 1501 - Stand Out In Any Crowd With World-Class Whiteboard Skills - by Submitted on Oct 16, 2011 from Milly SonnemanStanding out in business presenting is a sure-fire way to get to the top. But it won’t happen if you’re relying on slick slides that don’t tell a powerful visual story. More presenters these days are realizing the truth: poorly designed slides are not working. The slides that worked last ...
Views: 1500 - Use Consultative Selling Techniques to Combat Economic Uncertainty - by Submitted on May 25, 2012 from Steve EungblutWith the public and commercial sectors of Western markets dealing with an on-going lack of assurance, cuts in investments, and strong competition, a lot of B2B sales people are now working in conditions more demanding than ever before. These demanding circumstances have made the sales cycle ...
Views: 1500(2 votes) - Ideas to Make Your Sales Training More Worthwhile - by Submitted on Jul 13, 2012 from David AlexanderGoing through good sales training courses is necessary if you are serious about a sales career. This field is very competitive and without an excellent sales training program to polish your skills, you are likely to end up with empty hands and score zero in career advancement. On the other hand, ...
Views: 1499 - Practice the ABC Method - by Submitted on Apr 26, 2009 from John AOV"The first law of success is concentration - to bend all the energies to one point, and to go directly to that point, looking neither to the right or to the left." –William Mathews The more thought you invest in planning and setting priorities before you begin, the more important things you ...
Views: 1499 - Your Target Audience – Who Are They & What Do They Want? - by Submitted on Feb 10, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com It still amazes me. When I write copy for a company, I always ask about their target audience. I have to know who I’m writing to in order to create a message that will bring a response. But about half the time, the client is absolutely stumped about ...
Views: 1499(1 vote) - How To Deliver Your Worst Elevator Pitch - by Submitted on Jul 31, 2008 from Paul YatesHave you ever been to a networking event and asked someone, much to your regret what they do, and half an hour later you are still standing there nodding your head feigning interest and wondering why you even bothered getting out of bed? It has happened to us all…but the trick is not to ...
Views: 1498 - How to make bold marketing statements with rollup banners - by Submitted on Aug 13, 2011 from Simon WilliamsWith a rollup banner, you are able to walk into any corporate boardroom with a lot of confidence and get the attention of your audience. This enables you to make a powerful statement and set the backdrop for a win-win dialogue. A good rollup banner will effectively convey your business vision ...
Views: 1497 - Recruiter shares how salespeople can succeed in new economy - by Submitted on Sep 30, 2010 from Ann Zaslow RethaberFOR IMMEDIATE RELEASE Media Contact: Ann E. Zaslow-Rethaber (888) 866-7276 www.iscjobs.com Recruiter shares how salespeople can succeed in new economy “The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ...
Views: 1493(4 votes) - Get the Power of Word-of-Mouth Working for You: Build a Referral Program for Long-Term Sales Success - by Submitted on Jul 16, 2010 from Colleen FrancisBuilding great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as ...
Views: 1492 - Greatest Sales Strategy Ever - by Submitted on Jan 29, 2008 from Jon GordonAs a student of people and ideas I had to admit that what two guys are doing in a Northeast Florida Starbucks is absolutely genius. The other day as I tried to pay for my green tea at my local Starbucks the cashier said, “Don’t worry about it sir. Those guys over there are paying for it ...
Views: 1492 - The Business Linchpin - by Submitted on Mar 02, 2012 from Mark BowserIs there a linchpin that could start a domino effect that could devastate your business? Or, is there a tipping point that could start an avalanche of success like a runaway snowball? Interesting questions, but is there an answer? My wife and I love to watch the hit TV show Castle. ...
Views: 1491 - Change Your Bad Habits Into Good Ones! - by Submitted on Oct 19, 2010 from Nancy DrewAll of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them! You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer ...
Views: 1490 - Methods to Stop Your the Fear of Cold Calling - by Submitted on May 27, 2011 from Archie J. JohnsonMany of us truly don't like cold calling. It’s one of the most dreaded of all sales process, to cause the most denial. But you can find fantastic methods to think in a different way about cold calling. We are able to take away the unfavorable experience that’s typical for both caller and ...
Views: 1490(1 vote) - Recruiting, Selecting and Hiring Top Sales Performers - by Submitted on Oct 08, 2007 from Don McNamara CMCWithout question the most vital skills in sales management are recruiting, selecting and hiring the best sales representatives. If your goal is hire top sales performers, then you will want to read on. Recruiting Superb sales managers know the value of a solid plan to do the upfront work ...
Views: 1490 - Are Your Listening Ears On - by Submitted on Nov 17, 2007 from Diane HelbigAnyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked to put theirs on all the time. Interestingly, we forget that rule as adults. What ears do you listen with? To your co-workers, clients, prospects, family, friends? When it ...
Views: 1489 - That Which We Resists Persists - by Submitted on Dec 05, 2014 from Kathleen GageBy now just about everyone has heard of how powerful our thoughts, words and beliefs are. Yet, for some unknown reason people subject themselves to listening to and talking about how bad things currently are with the economy. Over and over we hear how absolutely terrible things are. The fact is ...
Views: 1488 - 7 Things to Do to Prepare for Your First Sales Call - by Submitted on May 29, 2009 from Jim MeisenheimerWhenever you have a sales call scheduled with a new sales prospect - treat it like a golden opportunity. Because in fact this first sales call, could be a golden opportunity for you. What if your new sales prospect has the potential to become your largest customer. What would the lifetime ...
Views: 1487 - Six Steps to Reinventing Enrollment - by Submitted on Jan 12, 2011 from Joel AndersonSix Steps to Reinventing Enrollment During the recent economic downturn, for-profit educational institutions have experienced a dramatic rise in enrollment as people return to school seeking new skills and education. This boom has meant grand new opportunities for schools in this sector. ...
Views: 1487 - Striking While the Iron is Hot - by Submitted on Jan 12, 2011 from Joel AndersonStriking While the Iron is Hot When it comes to converting leads, there’s no more important factor than simple speed. Leads almost always close with the first company that contacts them. And speed to contact isn’t just about getting to a lead first, leads are 22 times more likely to convert ...
Views: 1486 - Three big challenges every executive struggles with to meet targets and how you can solve them - by Submitted on May 31, 2012 from Casey FitzGeraldAs a VP of sales, you’re constantly on the lookout for that winning edge to help you and your organization consistently achieve and even surpass your revenue targets. Success in sales is everything. Among executives, it is the most important thing that we are all measured on. Therefore, ...
Views: 1486 - 7 Keys To Boost Sales With Your Whiteboard Presentation Skills - by Submitted on Aug 23, 2011 from Milly SonnemanHere we are at ‘back to school’ time for children…and for sales teams. If you haven’t picked up a whiteboard marker and started to practice, now is the time. Here are 7 ways to prepare fast. Give a set of markers to a child and you’ll watch their eyes light up. Do the same to a subject matter ...
Views: 1484(1 vote) - Sales Prospecting Techniques - Discover How to Use YouTube to Generate B2B New Business Sales Leads - by Submitted on Jun 09, 2011 from Peter O'DonoghueHave you ever thought of using YouTube as an effective sales prospecting tool? You might think that YouTube is for teenagers to share videos of dancing parrots and car crashes but you would be wrong. There are huge opportunities for professional sales people and business people to get exposure ...
Views: 1484 - Business Acumen And Modern Day Selling - by Submitted on Mar 27, 2012 from Ioventures IncNowadays, customers get the majority of their product and application data from the Internet. This means that selling has become more difficult for sales professionals, who now have to add value to the business of every customer and work with the selling firm to attain shared objectives. Toss ...
Views: 1483 - Data First - by Submitted on Apr 03, 2011 from Joel AndersonIn his popular 2003 book Moneyball: The Art of Winning an Unfair Game, author Michael Lewis details the way Oakland A’s GM Billy Beane cleverly managed to field a consistently excellent team despite spending half of what big-market teams like the Yankees and Red Sox were spending. His approach ...
Views: 1483 - #4. Engage your sales math - by Submitted on Apr 22, 2010 from Colleen FrancisFive great ways to send your sales skyrocketing in 2010 So far in this five-article series, I’ve focused on what you can do at the front-end of your sales cycle to help generate the great results that you’re looking for in your organization. This entails fine-tuning your prospecting and ...
Views: 1482(2 votes) - Audacity and Vigor - by Submitted on Jan 17, 2012 from Heidi McCarthyThe method of the enterprising is to plan with audacity and execute with vigor. Christian Nevell Bovee What a great thought to start the New Year with! Plan with Audacity (daring, boldness or courage) and execute with Vigor (energy, dynamism and vitality). We all know what to do at ...
Views: 1482 - Breaking the Voice Mail Barrier - by Submitted on Jul 20, 2009 from C.J. HaydenEven if you never place a cold call, you still have to reach people by phone. That customer who was so interested last month never called you back, and now you must call her. You call once, twice, three times, but you can't get her in person. How can you manage to close a sale if all you ever ...
Views: 1482(2 votes) - Review: The Step-by-Step Copywriting Course - by Submitted on May 03, 2005 from Karon ThackstonJill Whalen © 2005 http://www.highrankings.com/copywritingcourse I've spent the past couple of weeks reading Karon Thackston's copywriting course, and boy-oh-boy is it a winner! Karon spent five long months putting down on virtual paper everything that she's learned in her 20+ years as a ...
Views: 1480 - The Entrepreneurial Bright and Shiny Object Syndrome Exposed - by Submitted on Oct 17, 2016 from Susan FriesenWhat You Need to Know Before You Sign Up for Yet Another Program There’s an insidious travesty happening in the entrepreneurial world and I’ve stayed silent about it long enough. It’s time to expose what’s really happening to unsuspecting entrepreneurs and business owners when it comes ...
Views: 1479 - 3 Top Tips For Creating A Memorable Unique Selling Proposition - by Submitted on Jun 27, 2008 from Barbara GiamancoYou've been there. At a networking function someone asks you what your company does, and you freeze like a deer in the headlights. You haven't thought it through so what might roll off your tongue is a lengthy speech that says absolutely nothing. Worse yet, you might default to spitting out a ...
Views: 1478 - The Psychology of Selling: Telemarketing 1 - by Submitted on Sep 23, 2009 from Mark AnthonyThe key to higher sales is developing a presentation that taps into your prospect's psychological needs. Each phase of the sales process satisfies a need that moves your customer closer to the sale. In a telemarketing presentation, tapping into your prospect's psychological needs allows you to ...
Views: 1476(2 votes) - #1 In Sales Means Nothing - by Submitted on Aug 12, 2009 from Kevin BurnsThe sign in the front window of my local UPS Store reads. "#2 Store in Canada." I laugh every time I see it. It's too rare that you see a sign reading "#2" in anything. I get it though. Wayne and the staff at my UPS Store do a great job and give great service. They're always busy. Apparently ...
Views: 1475(1 vote) - 5 Keys to Doubling Your Networking Results - by Submitted on May 02, 2013 from Yoon CannonAre you frustrated with the results you’ve been seeing from traditional live networking events? Well, did you know if you run a strong online campaign that will help you convert more prospects who you meet offline? That way, the people you do meet face to face at live networking events have ...
Views: 1475(2 votes) - How to Handle the “I don’t have the Time” Objection - by Submitted on Jan 14, 2011 from Mike BrooksWelcome to the New Year! So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.” Because of the ...
Views: 1475 - Are Your Sales Slugging? See How the Power of the Second Person Can Double Your Sales! - by Submitted on Jul 22, 2011 from Matt VassarHow would you feel if I told you that there is one simple technique that has been scientifically proven to double your sales? It's so easy that anybody can do it, and when you do, you will see an immediate increase in your sales numbers. In fact, all you have to do is increase the use of one ...
Views: 1474(1 vote) - A FRESH LOOK AT ALUMNI RELATIONS: Revolutionize your Fundraising by Turning Your Development Effort On Its Head - by Submitted on Nov 09, 2004 from Marc PitmanHave you ever thought of your alumni relations activities as the preeminent part of your school’s advancement effort? Or do your colleague have an “I-suppose-it’s-important-but-I’m-not-really-sure-what-they-do” mentality about your staff? Far too often, alumni relations is seen as a second-class ...
Views: 1473(1 vote) - Business Coach NZ : New Zealand's Premier Business Consulting Company - by Submitted on May 07, 2012 from Joseph FraserOur Business Coach NZ is a business consulting company geared towards helping its clients with their specific business concerns by crafting strategic plans exclusive only to one particular client. Our Business Coach NZ understands that each business is unique. This particular Business ...
Views: 1473(2 votes)