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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.
- Taking Your Sales Performance Up-a-Notch - by Submitted on Jul 18, 2003 from Dave Kahle"Selling is more difficult now that it was just a couple of years ago." Most of the participants in my sales seminars nod solemnly when I make that statement. And then they begin to fidget in their seats when I follow that up with this: "And it will be more difficult next year than it is today." ...
Views: 1366(1 vote) - Sales Process Defined - by Submitted on Nov 13, 2008 from Bill CampbellWe all have heard that as small business owners, we are all sales people. This is no doubt a fact when owning and operating a small business. As with any operational function, there should be some type of process or step by step way of doing it. Following a process, with repetition and practice, ...
Views: 1365 - Using Neuro Linguistic Programming Techniques to Get Better Sales Results - by Submitted on Apr 18, 2017 from Linda CattelanWe're all in sales whether we want to believe it or not. When was the last time you had to sell your boss or colleagues on an idea you had, or put together a proposal to increase your project budget? When was the last time you had to convince your kids to do something they should have been doing ...
Views: 1365 - State of the Sales Nation: One Simple Tip for Drastically Refining Your Sales Pipeline in 2013 - by Submitted on Jun 24, 2013 from Casey FitzGeraldUnderstanding that no two sales pipelines are exactly the same, there’s a general flow that most follow. Typically, pipeline models start with some forms of discovery, prequalification, and qualification, before they move on to stages like solution design, customer evaluation, and proposal ...
Views: 1364(1 vote) - Sales Skills: Separating the Boys and Girls From the Men and Women - by Submitted on Oct 07, 2010 from Ken SundheimWhen it comes to sales and the business development sector, regardless of industry, there are certain traits, skills and astutely acquired business knowledge that sales professionals who make it to the executive level (those who progress as well) have as opposed to the salesmen and saleswomen ...
Views: 1362(2 votes) - “Super Verbs” Really Move Your Copy - by Submitted on Dec 08, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com Run or hustle? Eat or devour? Move or scurry? You can boost the power of your copy by boosting the quality of verbs you use. Verbs show action, and the way you describe that action can have a dramatic bearing on your readers. Why would you want to ...
Views: 1361 - A Scrapbook of Cold Calls - by Submitted on Feb 12, 2012 from Patrick MorinThere are moments in our lives that, because of some emotional connection, we remember more than others. For most of us these include our wedding day, graduation or the birth of a child. For me, mixed in with all of these monumental events, is a cold-call message left on my voicemail when we ...
Views: 1359(1 vote) - Bring Your Sales into the New Millennium - Fast, Easy and Right Now! - by Submitted on Mar 16, 2010 from Jason RosadoOne of the most powerful things you can do in your business is to ask a lot of great questions. This will empower employees, foster growth, increase the quality of decision making, improve relationships and take you and your business to a new level of effectiveness. What it will also do for ...
Views: 1359(8 votes) - Turn On Your Selling MOJO In 4 Easy Steps - by Submitted on Oct 16, 2011 from Milly SonnemanAre your sales presentations falling flat? Do you have exceptional products, services and trainings…but no one ever seems to ‘get it’ and you don’t know why? If so, you’ll love these 5 easy steps. Many experienced and new sales presenters struggle with speaking the language of their ...
Views: 1359 - Quick…When I Say Salesmen What Comes to Mind? - by Submitted on Aug 13, 2009 from Dennis KelleyWhen I ask most people that question the typical responses are a wrinkle of their nose and words like, pushy, intrusive, won’t take no for an answer, an interruption, and even rude. It is a reaction born from experience and stereotypes. Just think of the last time you interacted with someone ...
Views: 1357(2 votes) - Can you answer the seemingly easy sales question - Why should I use you? - by Submitted on Jun 01, 2011 from Peter O'DonoghueLast year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits ...
Views: 1356 - Effective Managers Stand Up And Go First - by Submitted on Jan 20, 2008 from Nicki WeissI recently conducted an ad hoc survey in which I asked a number of salespeople what they thought about the managers in their company. While many said they like their immediate manager, and other managers in the firm, they reported that, in general, all managers are too busy doing other things ...
Views: 1356 - Sales Training - Measure the Internal Drive - by Submitted on Sep 23, 2011 from Henry OkwoWe have all watched a sports game and noticed an athlete that may not be as naturally gifted as others, but he had a burning desire and drive to succeed. You noticed that they never gave up on any plays and contested at every possible opportunity. The internal drive to succeed is crucial is ...
Views: 1356 - How the Masters Seduce Their Customers with Word Power to Make Millions! - by Submitted on Mar 22, 2007 from Don PriceIt’s amazing just how powerful words are and how little we recognize their enormous power to influence us. Scientific research, over and over again, validates the power of words to seduce our every action. In the minds of children words can surface in later years, bringing with them ...
Views: 1355 - 4 Ways to Get Out of a Sales Slump! - by Submitted on Apr 08, 2011 from Mike BrooksLet's face it - every now and then sales don't seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what's important is that we keep control of our ...
Views: 1354 - The Competitive Landscape - by Submitted on Mar 14, 2012 from Patrick Morin“If you know your [competitors] and know yourself, you will not be imperiled in a hundred [engagements].” That was Sun Tzu, a Chinese General and author of the oft quote, “The Art of War”. There are lots of “intelligences” being trumpeted on various best seller lists, academic halls, and ...
Views: 1354 - Using the Marketing "Free Offer" - by Submitted on Apr 06, 2011 from Emma TylorWhat are you currently offering your potential clients for free? Do you have at least one irresistible offer that will make your ideal clients feel like they need to sign up (i.e. opt in) right away so that they can access this great information? If not, then you are doing your business a ...
Views: 1354 - Why Are the Best Sales Producers the Best? - by Submitted on Mar 02, 2012 from Mark BowserIt is not an accident that the top producers in the world of selling are at the top. It is also true that there are no born sales champions. Yes, some people have more talent then others. But, success in selling comes down to some basic fundamentals. Fundamentals, if taken action on consistently ...
Views: 1353 - Do you LOVE to HELP people get what they want? - by Submitted on Apr 11, 2013 from Andrew HortonIf you want to excel at sales, you can no longer afford to blunder blindly into meetings with your customers and prospects, where you sit with your feet braced firmly against the desk. Maintaining a one sided perspective, where you are looking to get as much as possible from every individual ...
Views: 1352 - How do you change the behavior of an experienced salesperson? - by Submitted on Jul 22, 2003 from Dave KahleEvery client I deal with, in one way or another, eventually asks that question. The words may be different, but the question is the same. In this turn-of-the-century economic environment, it's a universal question. If you haven't confronted the issue yet, it's only a matter of time before you ...
Views: 1352(1 vote) - Supplier Evaluation Takes More Than a Pulse and a Price - by Submitted on Nov 10, 2009 from Robert MenardThe issue of supplier evaluation has caused some misunderstanding in purchasing circles. A coherent supplier management strategy requires this best practice so let’s clarify some of the major points that make an evaluation program a success. Is supplier evaluation the same as ...
Views: 1352 - Go For The NO in Sales - by Submitted on Aug 18, 2010 from liz wendlingGO FOR THE “NO” IN SALES By: Liz Wendling How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ...
Views: 1351(1 vote) - Everything I Needed To Learn About Training I Learned In Kindergarten - by Submitted on Jul 18, 2008 from Adrian MillerSome experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a ...
Views: 1345 - The 4 Areas of Essential Sales Skills - by Submitted on Jul 09, 2011 from Todd CohenFor an organization to sustain continued growth and success, sales must occur at a continuous rate. If there is a sales culture within an organization, then it is more likely to find success over a long period of time. A company where every individual has the necessary skills to understand and ...
Views: 1344(1 vote) - Click for Success! - by Submitted on Mar 23, 2005 from Nicholas DixonBeing online for the last five or so years has made merealized that many persons are seeking a magic button to success.What is even more interesting is that they really believe thatit exist. I have never encountered anything of such nature, theachievements of so many are owed to hard ...
Views: 1343 - Measuring a Pipeline in Percentages - by Submitted on May 13, 2013 from Casey FitzGeraldWelcome to “Stop Guessing! Sales Accuracy Redefined.” In this article series, we’ll revisit the concept of a sales pipeline and explain why it’s so important to create an objective percentage measurement for the pipeline instead of the subjective measurements too often used by sales teams. Read ...
Views: 1343 - Phone Selling Techniques - by Submitted on Jul 11, 2008 from Jim MeisenheimerHere are several easy and practical phone selling techniques you can use to increase your sales. First - do not underestimate the value and the role your telephone plays in your selling success. There are two options when it comes to recording your voicemail message. You can change your ...
Views: 1341 - Testing for More Profits - by Submitted on Oct 28, 2009 from Kathy JiamboiThe only way to know if one marketing medium is better than another is to test. Some businesses fall into the trap of doing what they have always done marketing and advertising-wise because it produces what they think are okay results. This is all well and good if you have in fact tested other ...
Views: 1341 - Subtle Emotion - The Key To Copy That Works - by Submitted on May 30, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.marketingwords.com Say the word "emotion" to a man, and he'll immediately jump out of his seat and run from the room! Utter the word "emotion" to a woman, and she begins to conjure up thoughts of romantic, long talks centered around feelings. However, speak ...
Views: 1340 - Building a sum even greater than its parts: Why it’s essential to create a cohesive sales team. - by Submitted on Apr 24, 2012 from Casey FitzGerald“Coming together is a beginning, staying together is progress and working together is success.” Henry Ford, one of the great industrialists of the 20th century, said that about the importance of teamwork and of how it applies to businesses of all sizes. Today’s economy is more diverse and ...
Views: 1338 - How to Build Business Relationships Fast - by Solid business relationships rarely occur instantly as a result of a short initial interaction between two parties. They take time to develop. Use the following strategies to speed up your ability to cultivate strong and lasting business relationships.
Remember and use people's names
If you ...
Views: 1338 - 5 Closing Questions You Must Be Asking - by Submitted on Apr 08, 2011 from Mike BrooksI get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I'm glad to see these requests because it means people understand the importance of identifying and then spending time with ...
Views: 1337(1 vote) - MLM Recruiting - How You Can Get Over Your Phone Anxiety - by Submitted on Feb 26, 2012 from John EngleHow To Get Over Your Fear of the Phone So many people I talk to have a fear of the phone, here is a secret..I used to too. In this quick blog post I am going to share how I overcame my anxiety and how you can as well. Whoa, Wait, Way Too Cool to Use the Phone! Ray, I have the latest ...
Views: 1337 - Triple Your Sales Results By Reversing the Way You Sell - by Submitted on Jun 02, 2009 from Paul GageEverybody has been taught to focus on closing. There are thousands of books written on the subject. Trying to close someone without getting to know who they are is a recipe for disaster. This scenario has affected so many sales people. They have studied and applied all the techniques on ...
Views: 1337 - Sales Success Stories to Effectively Close Your Sales - by Submitted on Oct 26, 2010 from David SteelA major problem that quality salespeople run into is that they are unable to close a sale, even if they have done a great job throughout the selling process. This is because these individuals do not have the proper sales force training, as this training will provide them with the skills that ...
Views: 1336 - What are Trigger Events and how to use them - by Submitted on Mar 03, 2009 from Alen MayerYour mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are ...
Views: 1335 - What the Top 20% Really Make - by Submitted on Jan 14, 2011 from Mike BrooksYou know how big I am on the 80/20 rule in sales. I see it in every company and industry I work in, and, as many of you know, I’ve dedicated myself to helping sales reps and companies elevate their skills and techniques, so they can start producing sales and income like the top 20% of sales ...
Views: 1335 - Sales Coaching: How Much Time Do You Spend Actively Selling? - by Submitted on Feb 19, 2008 from Cheryl ClausenProudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%. There are several reasons you actually spend so little time selling: administrative tasks, travel time, ...
Views: 1334 - Sales Tip – Power Questions – Your Key To Unlocking Your Sales Potential - by Submitted on Jun 25, 2007 from Tom KellyGood salespeople spend 20% of their time talking to customers, and the other 80% of their time listening to their customers. Great salespeople do this as well, but with a slight distinction - they ask better questions. Asking powerful questions of your customers can open up doors to new ...
Views: 1333 - Using “Glance & Grab” to Perk Up Your PowerPoint - by Submitted on Oct 08, 2011 from Stephanie ScottiYouTube videos satirize them. Bestsellers criticize them. And we all dread them. I’m talking about those dense, badly organized, put-you-to-sleep PowerPoint presentations. Why do people keep plodding down the typical tedious PowerPoint path? Here are a few possible reasons: That’s the ...
Views: 1329 - Why Would Anyone Want to Continue to Cold Call? - by Submitted on Jul 26, 2012 from Wendy WeissHave LinkedIn, Facebook, Twitter and Sales 2.0 finished off cold calling for good? Is cold calling finally dead? An email from a reader: Hi Wendy, Looking over the numbers my sales people generate I have noticed that dials to contacts has slowly decreased in the last 10 -15 years which ...
Views: 1328 - How To Write Persuasive Subject Lines - by Submitted on Oct 05, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com Three seconds and 40 characters. That's all you usually have to work with when trying to get and hold the attention of someone reading email. And, with user behavior changing so much in response to overwhelming amounts of spam, the ...
Views: 1327 - Job Number One How to unlock your powers to achieve greatness in selling - by Fear is and always has been the greatest enemy of mankind. It is the greatest obstacle to success in your life and your career. It is both subtle and devastating. It works on you, deep in your subconscious mind, causes you to see the world negatively instead of positively. To achieve great ...
Views: 1327(1 vote) - A Radical New Approach For Setting Sales Goals for Achieving Outrageous Results! - by Submitted on Dec 12, 2007 from Richard FentonEveryone has heard that it is important to set goals. We’re going to suggest a somewhat radical change to the way you currently set goals. And that radical change is this: Beginning right now… today… stop setting “YES” GOALS… in other words, goals that revolve around results and ...
Views: 1326 - Is Procrastination Holding You Back? - by Submitted on Jul 20, 2009 from C.J. HaydenWhen you look at your marketing to-do list, do many of the items on it look all too familiar? Have entries like "call Donna Sanchez" and "follow up with Floyd Corp." been copied from a previous week? Putting off unappealing tasks may be human nature, but for an entrepreneur, procrastination can ...
Views: 1326 - Sales Prospecting Techniques - Discover How To Find Out What People Want You to Sell Them - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Prospecting by Positioning Your Business Where Customers Seek You Out "What business are you in?" It sounds a bit strange at first but it has massive implications to your business. Many businesses and salespeople lose sight of the real reason they are in business, that is to solve problems ...
Views: 1326 - The Top Five Tips To Increased Sales Success - by Submitted on Jun 20, 2012 from Michael McIntyreI have been a sales trainer for more than twenty years and every year these two questions come up repeatedly: "What are the top things that I can do to make more sales?" or "How can I be successful in sales?" Rookie sales people always ask these questions, but nowadays in such a highly ...
Views: 1325 - The Value of Lead Prioritization - by Submitted on Sep 30, 2010 from Joel AndersonAll leads are not made the same. Anyone working in sales knows that the value of each individual lead can vary wildly depending on a number of different factors from the time of day to dozens of different pieces of demographic data. In the past, sales managers have been forced to effectively ...
Views: 1325 - How to Succeed in Affiliate Marketing - by Submitted on May 05, 2012 from john richardsInvesting in your own affiliate marketing company is the number one way to become a successful entrepreneur. An affiliate marketing agreement involves a merchant and an advertiser. The merchant's goal is obviously to generate sales, while the advertiser's role is to assist with the promotion of ...
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