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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.
- Use Testimonials to Attract Prospects and Win Sales - by Submitted on Jun 30, 2009 from Kendra LeeIn today’s economy you need every advantage in your sales kit. Prospects are scrutinizing all requests for their time and each purchase decision. You want to pass their piercing investigation but the sales tools you’ve used in recent years aren’t cutting it. You need something more, and ...
Views: 1113 - Follow Up Sales Effectiveness - by Submitted on Mar 10, 2008 from Patricia WeberFollow up in sales is critical. On a recent podcast I talked about how the sales process includes a certain degree of timing. Particularly critical is the timing between a salesperson’s follow-up and a prospect’s pain point to want, not just need, what you sell. Unless you have a crystal ball to ...
Views: 1112 - Increasing Short and Long Term Profits - by Submitted on Mar 23, 2005 from Charlie Cook"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing my marketing materials, or ...
Views: 1112 - Manage Stress To Boost Productivity - by Submitted on Jun 20, 2008 from Michael BeckWe live in a time when it seems like we're regularly put into situations that cause us stress. Sometimes we feel a little stress for a short time and sometimes we feel a lot of stress for a long time. The fact is that when we feel stress, especially for extended periods of time, not only does ...
Views: 1112 - Sales Prospecting - The Quickest Way to Win New Business Part 2 - by Submitted on Jun 09, 2011 from Peter O'DonoghueWe are looking at the quickest ways to win new business by careful sales prospecting. The reality is there is no quicker way to develop a list of target clients than to revisit your past successes, the companies involved and target their competitors and their Industry. An Example: A ...
Views: 1112 - Refer-ability Tips to make you Great - by Submitted on Apr 08, 2013 from Andrew HortonThe few tips I will share with you in this article, are not earth shattering and going to leave you with one of your “WOW” moments in life. They are very simple, but when done consistently make you referable and unfortunately when neglected will keep you trapped in average. So the question you ...
Views: 1111 - Six Questions You Absolutely Need the Answers to for Sales Success - by Submitted on May 28, 2011 from Mike SchultzEver know anyone who you knew could do something but still didn’t do it? We know a lot of people who could succeed in sales – they have the knowledge, they have the skills, and they know the process, but they don’t actually succeed because something else is holding them back. Our most ...
Views: 1111 - The Importance of Goal Development - by Submitted on Aug 09, 2011 from Henry OkwoAs the economy continues to regain strength, sales managers are still struggling to get the most out of their current sales staff especially after the many cutbacks of resources during the recession. After research of over 1000 sales reps over a 2 year period, only slightly more than half of the ...
Views: 1111 - Insurance Sales: Aren't You Selling Money At A Discount? - by Submitted on Nov 02, 2007 from Cheryl ClausenAren't you selling your service rather than a product? So what are you doing marketing products? Stop trying to market or sell products and start increasing your sales. Dan Kennedy talks about the technique of selling money at a discount. And that’s exactly what you should ...
Views: 1110 - The 2 Biggest Mistakes Salespeople Make And How To Avoid Making Them - by Submitted on Oct 23, 2007 from Jim MeisenheimerHere's a sales tip, especially for new salespeople. Here are the 2 biggest mistakes most salespeople make. 1. Thinking you’ve got the right stuff from the get go! Once you think you’ve got it, you’ve had it! Don't be too quick to be full of yourself. And remember - you probably don't know ...
Views: 1110 - What Santa Knows About Marketing - by Submitted on Dec 20, 2004 from Charlie CookWhat's that ringing sound you hear at this time of year? It's the sound of store registers ringing up the sales generated by Santa Claus. Just because he's old, overweight, long haired, unshaven and dresses funny, don't overlook his marketing success. Santa is a marketing expert and you can ...
Views: 1110 - From Birdseed to Seed Money - by Submitted on Apr 20, 2010 from Anne WarfieldBirdseed. Imagine if in 1981 someone asked you how much money you could make selling birdseed. Seems to be a limited market doesn’t' it? I mean imagine the retail space you need to rent and the amount per square foot you would need to generate in order to make it profitable. The only way it ...
Views: 1109 - Sales Management Training: 8 Competencies of Top Sales Professionals - by Submitted on Sep 29, 2009 from Marc WeinerBeginning in the early 1980s, organizations and well-renowned establishments such as the Harvard Business School, The Gallup Organization, the Chally Group, the Xerox Corporation, among others, began studying outstanding salespeople to identify the competencies – also referred to as the vital ...
Views: 1109(1 vote) - ROMANCING THE CLONE - by Submitted on Aug 06, 2007 from Don McNamara CMCAs everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked ...
Views: 1108 - Two Steps to Improving Your Marketing Success - by Submitted on Jan 22, 2004 from Joel SussmanSince the human brain seems to be able to focus on only one thought at a time, it's difficult to evaluate an advertisingidea from the perspective of both a marketer and a customer. That's why it's necessary to use a two-step process when developing highly effective ads, sales letters, web pages, ...
Views: 1108 - Finding Your Ideal Place To Live - Part 1 - by Are you looking to bridge the gap between where you are living and where you really want to live? How can you make this move practical and enjoyable for yourself? My first suggestion is to write a few lists so that you can "see" your thoughts in writing. This is a practical solution to curb the ...
Views: 1107 - Influence With Honor ??The Cool Way To Get Agreement From People - by What makes people see things your way? Threaten them? By forcing them to do things your way? Sure, if you want a short term agreement that can backfire on you at some later date. You can threaten to fire people if they don?™t so what you ask. But if you want to build a long term relationship ...
Views: 1107 - Make Your Web Site Sell With These 3 Steps to Improve Your Web Site Marketing - by Submitted on Aug 12, 2006 from Charlie Cook"I'm getting zero conversion on my Web site (no ezine sign-ups). What can I do to improve my lead generation and income?" - Beth, from Chicago If you have a web site or are thinking of building one you want it to do two things. You want it to generate leads for your business and help you grow ...
Views: 1107 - Home Office Does Your Customer Really Care - by Submitted on Jan 26, 2010 from Robert WeeseMany business people, specifically those just starting out that previously worked out of a “bricks & mortar location are nervous about letting clients find out they wok from a home office. First they don’t know what to say when someone requests a meeting at their office and then there is ...
Views: 1105(1 vote) - How To Successfully Sell - by Submitted on Sep 23, 2010 from Anthony MoraWhat are the elements of a successful sales call? There are two, 1) know your information and your product or service, 2) understand the specific needs of each prospect you talk to, and address them. Nothing will lose you a sale quicker than sticking to a basic script while your prospect is ...
Views: 1105 - If You Live By Price - You Will Die By Price - by Submitted on Jul 06, 2008 from Alen MayerIf your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your ...
Views: 1105 - Magnum, P.I And Dirty Harry Take On Sales Professionals - by Submitted on Jun 26, 2007 from Al BorowskiYes, I know what you're thinking. Borowski’s lost his marbles. How could he possibly tie Thomas Magnum and Dirty Harry together with Sales Professionals? Let’s check out both characters. Dirty Harry Callahan, Clint Eastwood’s character in five highly successful films, portrayed a renegade ...
Views: 1105 - Sales Superstars: Nothing Happens Unless Someone Sells Something - by Submitted on Jun 03, 2009 from Mark TewartThe world as you know it exists because of sales. If someone, somewhere, somehow is not selling every single day, you wouldn’t have food to eat, a car to drive, or a house to live in. We can live a day without the skills of a lawyer, or even a doctor but you can’t live even one single day ...
Views: 1104 - So what can we do about Stress? - by Submitted on Jun 25, 2008 from Michael BeckIn my workshops, I'll ask participants for examples of stress-causing situations or events. They're always eager to offer real-life examples of stressful events. (Some examples may have already popped into your head as you read this.) But the reality is that there are no stressful situations! ...
Views: 1104 - What Makes a Successful Sales Person – 5 Attributes That Never Fail - by Submitted on Oct 11, 2011 from Linda FinkleIn today’s world every business and profession depends upon how well you can sell it. Whether you are appearing for an interview – where you sell your skills – or whether you are working in a business or organization you will find that you would be required at one time or other to sell ...
Views: 1104 - How to Organize Your Marketing - by Submitted on Jan 28, 2005 from Charlie Cook"I hate sales pitches!" You may have felt this way yourself or heard others say it. If it's such a common response, what's the best way to organize your marketing to attract new clients and customers? While getting all aspects of your marketing right can be complicated, the simple truth is that ...
Views: 1103 - The Best Time to Sell At The Whiteboard - by Submitted on Aug 19, 2011 from Milly SonnemanUnless you’ve been in the distant wilds and away from business presenting for some time, you are familiar with selling at a whiteboard. Discover what most experts won’t tell you: the very best times to appeal to you audience and sell more with less effort. Today’s PowerPoint saturated ...
Views: 1103 - Advertising Campaigns That Get Results - by Submitted on Aug 07, 2005 from Charlie Cook"Advertising doesn't work." I hear it from my clients all the time. One client was about to file for bankruptcy because she wasn't getting a good response to her radio ads, and the cost was killing her. But she knew her target market was listening; she knew she needed to get her name out there ...
Views: 1102(1 vote) - Characteristics of Great Sales Negotiators - by Submitted on May 15, 2007 from Kelley RobertsonVirtually everyone in sales is required to negotiate. After conducting hundreds of workshop and working with thousands of people during the last decade, I have discovered that most sales people are not as effective at negotiating as they could be. However, I do come across great sales ...
Views: 1101 - Sales Training - Daily Recovery Important for Introverts - by Submitted on Oct 14, 2008 from Patricia WeberWhile autos can go a day or sometimes more before a fill up is required, introverts who sell will discover accelerated sales results with a daily routine centered on three areas: release techniques, comfortable marketing activities and targeting those activities to identified prospects. One ...
Views: 1101 - Closing and the Circle of Fear - by Submitted on Jun 12, 2007 from Niall DevittWe always try to talk to or interview individual sales people before we deliver in house sales training. As part of this discussion the salesperson is asked about the areas of their selling that they feel they need help with. At this stage we must have talked to nearly one thousand salespeople ...
Views: 1100 - Increase Targeted Traffic To Your Web Site For Free - by Submitted on Feb 12, 2007 from Mark KruschOne of the best ways for you to increase targeted traffic to your website when you don't want to spend a lot of money is to join some free traffic exchanges and start surfing. (Most traffic exchanges also have a paid program, but we will be focusing on just the free aspect in this article.) Your ...
Views: 1100 - Finding Your Sales Style - by Submitted on Mar 16, 2011 from Andrew McCombeIf there is one thing most new business owners are scared of, it is the prospect of selling. You hear it over and over – the phrase ‘I’m not a sales person.’ The truth is, we are all sales people. The only difference is that we do not all have the same sales style. If trying to sell the ...
Views: 1099 - Deliberate Role of Call Centers to Progress sales and Build Customer Loyalty - by Submitted on Feb 22, 2012 from Shane ReidThere are certain times when customer oriented industries face a major constraint in building the economy. At that period of time, it becomes evitable that the call centers either reduce their manpower or steps back from the main operations. Call center outsourcing industries need to emphasize ...
Views: 1098 - The Truth About Sales Presenting - by Submitted on Aug 26, 2011 from Milly SonnemanFar too often a generic sales presentation is the be-all and end-all for a busy sales team. A single presentation is supposed to work in any situation for any audience. But, let’s face it…does this really work? How can one sales presentation do the heavy lifting for every situation and every ...
Views: 1095 - 9 Sales Practices to Master - by Submitted on Jul 20, 2012 from Anika DavisYou may not realize it, most of us are into sales, even if it’s not really part of your title or job specification. Remember that even if you’re not selling goods or services, you still have to sell yourself and your ideas. Here are more tips and reminders on how to succeed in sales. 1. ...
Views: 1094 - Crazy Like a Fox, Persuasive Like a Weasel - by Submitted on Jul 09, 2006 from Danek KausIn earlier articles we wrote about the power of using hidden commands in normal conversation to increase sales, convince others to do something or to accept your ideas. This is often done by separating out a simple command or suggestion by pausing, stating the command in a different tone of ...
Views: 1094 - Determining Visitor Types - by Submitted on Aug 26, 2004 from Susan FriedmannThe trade show floor is full of different types of people with different agendas. Some people have specific goals for attending the show; others do not. As an exhibitor your observation and questioning skills will be your key to determining who may be a viable sales prospect. Familiarize ...
Views: 1094 - How to Lose a Prospect’s Attention Quickly and Easily - by Submitted on Jan 01, 2009 from Kelley RobertsonWhen you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect with them. If you fail to achieve this they will quickly tune you out. Here are several things you can do to lose your prospect’s attention in the ...
Views: 1094(3 votes) - 7 Crucial Reasons Why You Need to Market Yourself as an Expert Starting TODAY - by Submitted on Mar 13, 2007 from Nancy MarmolejoWith the phenomenal rise of media outlets such as cable TV, online networks, blogs, podcasts, and more, never before has the demand for quality information been higher. From magazine publishers to bloggers, expert opinion is needed to provide valuable content for listeners, readers, and web ...
Views: 1093 - The Magic of Masterful Closing - by Submitted on Nov 02, 2009 from Diane HelbigI’m always amazed to hear people talk about master closers. It’s as if their skills are most significant at the END of the cycle. This seems to me to be rather misleading. Are we saying that it doesn’t matter how you handle the prior steps as long as you have some magic at the end? I believe ...
Views: 1093 - The Real True Secret To Closing Sales - by Submitted on Mar 19, 2008 from Jim KleinHaving a great closing technique doesn't guarantee you'll close sales. Closing the sale begins before you walk in the door. You can learn every closing technique there is, however, each one will be more effective if you've taken the time to qualify and present properly. If you get to the end ...
Views: 1093 - Career Sales Training: Tell Me A Sales Story - by Submitted on Feb 01, 2008 from Cheryl ClausenYou love a good story, I love a good story, everyone loves a good story. Stories are how we learn and how we remember things. Stories simplify the complicated and support our beliefs. And stories are one of the most powerful tools you can use in a sales conversation if you know how to tell a ...
Views: 1092 - Dealing with Distractions - by Submitted on Oct 23, 2006 from Kelley RobertsonIn today’s business world it is not uncommon for many sales people to work from a home office. At first this may seem like a great opportunity, however, it does create some unique challenges. One of the biggest obstacles is the number of distractions that can take us away from our work and ...
Views: 1092 - Masterful Reprimands – The Best Sales Management Training - by Submitted on Sep 30, 2010 from Ralph BurnsAs effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it…”Masterful Reprimands”. Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the ...
Views: 1092 - Sales Training Vs Sales Motivation - by Submitted on Jul 12, 2008 from Michael PedoneMany sales people go to sales seminars with hopes of removing the struggles that can come along within a sales position. The optimistic outlook of finally learning that one "magical phrase" or technique that will eliminate all objections and close every sale is a powerful lure to a hungry sales ...
Views: 1092(2 votes) - Finding Profits in a Downturn Economy - by Submitted on Aug 06, 2012 from Anne WarfieldSharks hunt for prey by finding movement in the water or blood. In today's economy you can often find people mistakenly adopt a "shark" sales mentality. They feel they need to circle out there and surround customers by getting to them first. First smell of blood in the water and they go for ...
Views: 1091 - The Minute That Makes a Great Salesperson - by Submitted on Jun 06, 2011 from Peter O'DonoghueWhat can you say about a minute? That is what can you say about a minute other than it being 60 seconds. Well, what you decide to do with that minute can have a profound effect on your sales career. If you want to be successful, which I'm sure you do, then you must realise that every ...
Views: 1091 - The Power Of Liz - by Submitted on Apr 14, 2008 from Harlan GoergerI would like you to do something for me. Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you. But if you ...
Views: 1090 - 5 Secrets to Exercising Authority - by Submitted on Aug 21, 2007 from Mike BrooksIf you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose ...
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