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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.
- Is Your Leadership Effective? - by Submitted on May 14, 2008 from Michael BeckIn many ways, good leadership is hard to define. It can't be directly measured. There's no leadership "score" or report card. In fact often the measure of leadership is qualitative rather than quantitative - although quantitative results always follow. So, the questions remains, how can you tell ...
Views: 1137 - Pick at the Scab - by Submitted on Oct 05, 2009 from Kelley RobertsonSales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t probe deep enough into the size and scope of the problem. I remember hearing a great phrase from another sales trainer. He suggested that sales ...
Views: 1137(2 votes) - Salespeople Debut of Confidence - by Submitted on Nov 17, 2008 from Patricia WeberIf you sell and want inspiration from Broadway, The Sound of Music by Rodgers and Hammerstein has just the song to sing along for sales confidence. One of the songs in the play which debuted on Broadway on November 16th, 1959 is I Have Confidence. By doing a review of just six phrases in the ...
Views: 1137 - What's Next - Selling The Intangibles - by Submitted on Nov 12, 2008 from Jim MeisenheimerIt's been one week since we elected a new president. It doesn't matter if you are a Democrat or a Republican, change is coming to town. So what are we in for? Take a look at these headlines from the Wall Street Journal last week. That's right these headlines were all in last week's ...
Views: 1137 - Sales Prospecting - The Quickest Way to Find New Business - Part 1 - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhen sales people are prospecting we very often overlook the easy solutions. Where ethically acceptable to do so, the quickest way to get new business appointments meetings is to contact the competition of your existing clients. Example 1: My business was recently emailed by a search ...
Views: 1136 - Laugh Your Way to Closing the Sale - by Submitted on Jun 06, 2011 from Peter O'DonoghueEveryone can probably remember a cartoon or television show that makes them laugh every time they think about it. And every time we think about it, it makes us laugh again and we tell all of our friends that they have go to watch it as soon as they get a chance. This kind of Humour, you ...
Views: 1135 - The Sales Motivation Secrets You Must Know! - by Submitted on Jun 06, 2011 from Peter O'DonoghueIt does not matter if you are salesperson of the year or if you are in the first week of your sales career, you will definitely come across a period of time where you will encounter a steady stream of 'No Thanks' During these challenging times it is very easy, despite the salespersons amazing ...
Views: 1135 - Increase Your Sales with Actionable Emails - by Submitted on Nov 20, 2009 from Kendra LeeI hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales. Sure, you carefully word your email, expanding your questions to ...
Views: 1134(4 votes) - 4 Myths That Sink Most Sales Presenters - by Submitted on Aug 23, 2011 from Milly SonnemanWhy do clients say ‘yes’ to working with you? Find out the 4 myths that sink most sales presenters…right now. What’s the secret reason why clients love to work with you? Is it because you have the best logic, the most evidence and the most detailed timeline? Is it because you talk so much ...
Views: 1134(1 vote) - Selling Is Not Politics: Going Negative In Sales Can - by Submitted on Sep 11, 2008 from Patricia WeberPolitical mud-slinging attack campaigns are an approach that isn’t often found in selling. Some salespeople get fearful and defensive as soon as competition is mentioned. Others, those who usually win against the competition, know a productive approach. Commercial ads, like Apple’s Mac versus ...
Views: 1134 - The Little Secret To Close 57% More Sales - by Submitted on Aug 26, 2011 from Milly SonnemanReady to impress your clients and look like a pro at the whiteboard?. In this short article, you’ll find out the biggest little secret to jumpstart your sales success. More and more sales professionals, educators and business leaders are using a whiteboard. Turns out, it is the fastest way to ...
Views: 1134 - Vinyl Decals the cost effective solution for your marketing campaigns - by Submitted on Mar 18, 2011 from Simon WilliamsNo company can reach anywhere in the market full of competition without doing well on marketing and advertising fronts. Even if you consider normal life anywhere in the world even in a five minute walk a person comes across many advertisements, billboards, hoarding. Print media and electronic ...
Views: 1134 - Are You Worth Another $100,000 per Year? - by Submitted on Jul 28, 2005 from Jacques WerthAre You Worth Another $100,000 per Year? By Jacques Werth, President High Probability® Selling ©All rights reserved. Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do ...
Views: 1133(1 vote) - Reimbursements: Selling is Helping - by Submitted on Jul 10, 2011 from Craig FerreiraBased on surveys and group panels, a trend has occurred where practice owners continue to sign on with insurance companies offering lousy reimbursements, based on the rationalization, “If I don’t do it somebody else will”. That’s putting a nail in the coffin of your budget every time you tie ...
Views: 1133 - Are You Marketing or Selling? - by Submitted on Mar 14, 2007 from John MehrmannOnce upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the ...
Views: 1132 - Online Sales Training - Is it Right For You? - by Submitted on Jun 06, 2011 from Peter O'DonoghueOnline Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, there is set to be massive increase in adoption in 2009/2010. Many ...
Views: 1132 - Would You Buy a Small Bag of Magic Sales Fairy Dust? - by Submitted on Nov 21, 2012 from Chris MurrayI have a friend who refers to the expectations of some sales people and their managers as requiring 'magic sales fairy dust'. The phrase has always made me smile. However, the reason most of those expectations exist is due to the fact that we all live in an age of the 'quick fix'. It's ...
Views: 1132 - A Persuasion Reminder:The Four important Elements in Negotiations - by Submitted on Nov 30, 2009 from stephanie stephanieWhat is negotiation? Before I’m going to give you the highlight of this article, let us first define and understand what negotiation is. Negotiation is a process where two parties come together to have a mutual agreeable decisions. The negotiation that I’m talking here is the negotiation in ...
Views: 1131(1 vote) - Optimizing Online Catalog Copy for the Search Engines - by Submitted on May 18, 2004 from Karon Thackston© 2004 http://www.marketingwords.com It only makes sense. You have an e-commerce catalog site. You want lots of visitors to come to your site and buy. The best (and most cost-effective) way to do that is with great search engine placement. However, search engines are text machines, and most ...
Views: 1131 - Build Rapport Quickly And Drive Up Your Closing Ratios! - by Submitted on Jun 27, 2008 from Michael BeckProduct knowledge is important in selling insurance. Understanding how to uncover your prospect’s needs and then determining which product will best address those needs is critical. But as we’ve heard before, people buy from people they like. People buy Benefits, not Features … and they’re more ...
Views: 1129 - Attracting New Business on a Shoestring Budget - by Submitted on Apr 16, 2004 from Kelley RobertsonIn a recent marketing workshop I attended, I discovered that most business owners rely on just two or three strategies to attract new business. Even well-established companies tend to rely on one or two strategies. However, there is a multitude of ways to drive new business to your door. Here ...
Views: 1128(1 vote) - How To Close More Sales More Often - by Submitted on Mar 14, 2008 from Jim KleinI'm going to share two sales closing tips that will help you close more sales. One will show you how to eliminate the fear of closing. The other, how allowing your fear to prevent you from closing is costing you sales. Sales Closing Tip #1: Write Down and Practice What You're Going to ...
Views: 1128 - Sales Training – Salespeople Add Four Stars To Your Own Movie Premier - by Submitted on Nov 17, 2008 from Patricia WeberWhat can salespeople learn from Ben Hur and Mickey Mouse? Both the movie and the cartoon premiered on November 18th in different years. In the debut, the first public appearance or the introduction, salespeople hold at least four stars, four ideas, to better engage their prospects in making that ...
Views: 1128 - Selling In A Recession - by Submitted on Oct 30, 2008 from Jim MeisenheimerWhat does selling in a recession have to do with the Tampa Bay Rays? Keep reading! The Tampa Bay Devil Rays are going to the World Series this year. Last year their record was 66-96 and they finished in 5th Pl. This year their record was 97-65 and they finished 1st Place in the AL Eastern ...
Views: 1128 - Mine Proposals for Hidden Gems of Opportunity - by Submitted on Jun 30, 2009 from Kendra LeeWith the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities. When I’m working with a ...
Views: 1127 - Top 10 Tips for Effective Sales - by Submitted on Feb 24, 2009 from Adrian MillerWe’re all crossing our fingers these days and hoping for a better economic environment. It’s been more than a little scary for many of us. However, even during these tough times, effective salespeople are acquiring new customers and making sales. How? Here are the top ten tips for effective ...
Views: 1127 - Sales Tips to help you Secure Long Lasting Sales Relationships - by Submitted on Oct 09, 2012 from Andrew HortonThe first step towards developing long term relationships with people who you have qualified as perfect prospects for your product or service, is to think long term. Do not try to make a sale, focusing on a single transaction. Take a long term view of the value proposition you offer and work to ...
Views: 1125 - Cold Calling Perfection: Are You Hearing This? - by Submitted on Jun 28, 2011 from Kendra LeeIn email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails. You can quickly see where you need to make adjustments to grab your ...
Views: 1124 - Sales Myth or Reality: You Be the Judge - by Let’s challenge a few myths. You know what myths are. Lately we are seeing the changeover of “Hi, I’m with the IRS and I’m here to help you,?from myth to reality. Okay so it won’t take over night. Another business myth is that confident statement spoken by a customer, “My check is in the ...
Views: 1124 - Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers - by Submitted on Jul 02, 2006 from Craig HarrisonDOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM). Traditionally a secretary, ...
Views: 1123 - Selling Is All About The Whys - by Submitted on Aug 16, 2008 from Tessa StoweSelling is all about the whys. There are some very important whys that you want answered and there are some very important whys your prospect wants answered. If you focus on these whys, selling will become a lot easier for you plus it will be easier for your prospects to buy from you. So what ...
Views: 1123 - Why You Should Ignore That Whiteboard - by Submitted on Aug 19, 2011 from Milly SonnemanWhen you’re giving sales presentations and training your salespeople to win at the game of selling, it pays to use the whiteboard. Discover 7 reasons to ignore whiteboard presenting…that could be holding you back. Let’s explore why you should ignore that glossy board hanging on the ...
Views: 1123(1 vote) - The Secret To Unlock Easier and Faster Sales - by Submitted on Aug 26, 2011 from Milly SonnemanRecognize the big fears and daunting problems your audience faces. Address these audience fears head on…if you want to move people into action. Learn the secret key to unlock bigger, easier and faster sales. You know your product and service inside and out. You already are deeply familiar ...
Views: 1122(1 vote) - Overcoming Adversity in Sales - by Do you wish you could close sales faster? Are there times when you dream of landing a huge multimillion-dollar account? After you lose a client do you ever think, “I wish I could keep my clients forever?” And at the beginning of every month when your commission feels like zero, do you wonder, ...
Views: 1121 - The Power of Referrals - by Submitted on Nov 29, 2012 from Casey FitzGeraldAt a recent conference, I was presenting at a session with sales managers and business owners, and the topic of referrals came up. The sales leaders in the room expressed frustration that their team wasn’t asking for referrals, despite the fact that everyone on the team knew that the quality of ...
Views: 1121 - To Catch a Bigger Fish... - by Submitted on Apr 20, 2010 from Anne Warfield..to set up the right net in the right way. Imagine that you are looking at putting in a new deck. You call a company and the sales person comes out and talks to you all about the decks they build, the quality they offer and the way they can get the deck done. You decide to have them build ...
Views: 1121 - The Voice of Customer Service - by Submitted on Jul 02, 2006 from Craig HarrisonCustomer relationship management tools abound, yet let's hear it for old technology. Your voice is the most multifaceted customer service tool in your toolkit. Your voice can convey concern, care and compassion. It can alternately convey boredom, neglect or contempt. Your challenge: to insure ...
Views: 1120 - Inflate Your Sales With Balloon Replicas - by Whether you know the term or not, you’ve probably seen “inflatables” many times before. These are the gigantic balloons that are shaped like company logos, mascots, characters or symbols. They hold some real power when it comes to promotion and almost always increase sales when used. ...
Views: 1119 - The Power Of Self-Development - by Submitted on Oct 22, 2007 from Kelley RobertsonSelf-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development. “Let’s start with what seems to be an obvious question…why is self-development so important?” Business is more competitive and challenging than ...
Views: 1119 - Give Your Sales Team A Routine Checkup - by Submitted on Mar 09, 2012 from Marco GiuntaThe sales world is ever changing. And, the truth is that many of us are probably guilty of paying more attention to our car's maintainance than to the "shape and condition" of the relationships that we take part in every day. Because of how jam packed our lives are, in general, who has time ...
Views: 1118 - How Well Do You Know the Consumers of Tomorrow? - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe sales world is changing and you should be aware of the impact of the changing tastes of consumers and how it can effect your business. Do you know what makes a millennial tick? The Millennials: Other wise known as the Generation Y, the Echo Boomers and the Net Generation, they are ...
Views: 1118 - Case In Point: Getting Your List To Respond - by © 2002http://www.ktamarketing.com
We all wish we could have ultra-responsive mailing lists, don’t we? The dream of most marketers is to send out their ezine and sit back to watch a flood of orders come in. After all, while we always DO want to provide good, solid information for our readers, ...
Views: 1116 - The Benefits Of Sales Leadership Training - by Submitted on Mar 30, 2010 from Menno SpijkstraThe Benefits and Advantages of Sales Leadership Training. It is widely accepted and recognized that the staff or employees have to be trained some new skills in order to prevent being stagnant. A situation like this not just regresses the person’s development, but also the company’s, too. In ...
Views: 1116(4 votes) - Eliminate The Negatives - by Submitted on Sep 11, 2008 from Michael BeckStop reading the newspaper! Everyone acknowledges that the newspaper is mostly filled with negativity – murder, fire, war, disasters, etc. Stop feeding yourself with it! Believe me, you can’t help but be informed about major stories one way or another. We are bombarded. There is no need to go ...
Views: 1115 - Promoting Sales and Its Copywriting Aspect - by Submitted on Apr 01, 2012 from Ricardo LumbardoSince the time Internet marketing made its appearance in the market, copywriting has been one of the most potent tools from sales promotion on the web. No entrepreneur or business manager can afford to overlook the importance of SEO copywriting for search engine optimization. Objectives ...
Views: 1115 - Six Simple Strategies Guaranteed To Multiply Your Profits And Skyrocket Your Sales - by Submitted on Oct 26, 2004 from sam webb1. The More You Tell The More You Sell Contrary to what many believe, through the teachings of traditional marketing, you should explain what you sell in detail. People want and need to know everything they can about a product before they purchase. Just think about when you are buying a ...
Views: 1115 - Don’t Answer Objections, Isolate Them! - by Submitted on Oct 15, 2007 from Mike BrooksMost sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them ...
Views: 1114 - Sales Performance Boost For Top Salespeople – Part Two - by Submitted on Feb 11, 2008 from Patricia WeberMy husband was stuck in our home elevator for 75 minutes. The inside elevator door latch had no hinge for him to grab and my attempts to remove the outside door hinges failed. A community police officer couldn’t budge them off either. And the eight firemen, who repeated all the same steps and ...
Views: 1114 - What are the elements of a good sales letter? - by Submitted on Mar 22, 2011 from Helen DowlingThinking about sending out a sales letter to your contacts this year? Before you do, stop and put in place some things that will prevent you from making some of the basic mistakes that sales letters tend to have in them. 1. Being too short One of the biggest mistakes sales letters include ...
Views: 1114 - Understanding the New Sales Process - by Submitted on Jan 09, 2013 from Casey FitzGeraldWelcome to a new year! One that I think demands a new understanding of how we sell, and how buyers are buying. In recent years, buyers in the sales process have become increasingly educated, and with that, the sales process has undergone a transformation. In order for your team to be ...
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