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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.
- Gap Analysis - by Submitted on Apr 23, 2009 from John AOVIdentify the Real Need of the Prospect As a salesperson, you are in the business of gap analysis. You are a "problem detective." Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product ...
Views: 1089 - Trust is the Lubricant, which will help you achieve Greatness - by Submitted on Feb 04, 2013 from Andrew HortonYour parents give you your name when you come into the world, but it is up to you what sort of name you present to the people around you throughout the rest of your life. As you know it takes years to build your reputation, but if you allow your guard down, one small discretion can destroy it ...
Views: 1089(1 vote) - The Key to Sales Success - by Submitted on Apr 28, 2009 from John AOVLearn to Listen Well A vital key to sales success is listening. The ability to listen well is absolutely indispensable for success in all human relationships. The ability to be a good listener in a sales conversation is the foundation of the new model of selling. It leads to easier sales, ...
Views: 1087 - The Magnificent Seven Reasons Why People Buy - by Submitted on Feb 26, 2008 from Nance RosenSeven great motivators called "why-to-buys" make your products, services and brands extremely compelling to any audience. Communicate that one or more of these "why-to-buys" are at the core of your solution or recommendation. You'll immediately amplify your audience's interest and reduce their ...
Views: 1087 - Ax the Acronyms - by Submitted on Jul 27, 2007 from Don McNamara CMCLet’s face it, selling is a communications business. How well you express your ideas and thoughts to prospects and customers is what ultimately determines success or failure in selling. If you are, or have been fortunate enough to be a member of a public speaking group, you have learned one of ...
Views: 1086 - Sales Tip – 5 Step Prospecting - by Submitted on Jun 06, 2007 from Tom KellyAre you tired of cold calling? What would it mean to your overall sales if you were getting in front of highly qualified, favorably introduced clients on a regular basis? If you are ready to increase your effectiveness as a sales person, use the following 5 Step Prospecting method to increase ...
Views: 1086 - Selling a Higher Price in a B-B Environment - by Submitted on Feb 27, 2007 from Mark HunterEven the most sales savvy among us have had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about it never makes for an easy conversation. When discussing a price increase in a business-to-business environment, it is ...
Views: 1086 - Have You Prepared for Success in Sales? - by Submitted on Mar 30, 2005 from Jim KleinMy wife and I watched the movie Ray a couple of weeks agowhen it came out on DVD. In the movie Jaime Foxx plays thelegendary singer Ray Charles. I was amazed at how Jaime hadcaptured the essence of Ray Charles. Many times throughoutthe movie I wondered if it was Jaime Foxx or Ray Charles I was ...
Views: 1085 - Product versus Service - by Submitted on May 12, 2011 from Bill SayersDuring my 25-years in corporate sales life I sold both products and services. Sales people who inform me that they sell a service and that is more difficult than selling a product and it is a different sale, constantly approach me. I ask them how their business is going and they usually say – ...
Views: 1085 - Why Your March Sales Suck - by Submitted on Dec 14, 2009 from Kelley RobertsonJournal entry: December 10, 2009 “My calendar is full and my sales are on track. Looks like I’ll end the year ahead of target. This means my boss will finally stop bugging me to get my sales on track. After several years of developing my client base, I’m making headway. That means I can finally ...
Views: 1085(2 votes) - Barrier of Entry - by Submitted on May 27, 2009 from Dirk ZellerSelling in the new millennium has moved away from transactional based selling to relational based, or values based, selling. For many years, real estate Agents could focus on “doing the deal” – get the consumers into the home and the loan, and move on. Consumers are looking for more than the ...
Views: 1084 - What's Your Value to Prospects? - by Submitted on Jun 28, 2011 from Kendra LeeAs sellers, we know that one of the keys to opening doors with new prospects lies in positioning our solutions as something different from the competition. In fact, sales and marketing departments spend a significant amount of time trying to determine exactly what their company's unique selling ...
Views: 1084 - Addressing Differentiation: Can You Turn Today’s Tough Economy In To Your Best Year? - by Submitted on Aug 05, 2008 from Anne WarfieldGetting clients and building your base through referrals is essential in the insurance field. Yet, it is harder than ever to be able to do just that. Clients guard their time and seem more reluctant than ever to release their friend’s names even if you have done a fabulous job for them. As ...
Views: 1083 - Managing Stress - by Submitted on Apr 28, 2008 from Praveen ShermanStress is common in the workplaces today and these tensions can carry over into other aspects of life. A key reason for this is the pressure of our competitive, success-oriented age. There are pressures to perform, to meet deadlines, to do well, to perform better than the competition, to get a ...
Views: 1083 - Top Salespeople Secret #3 During A Down Economy: Renew, Renew, Renew - by Submitted on May 02, 2008 from Patricia WeberYou can be a salesperson who is a thermometer or a thermostat during a down economy. You can gain control of your beliefs and actions if you are more like a thermostat. And that is what these top seven secrets depend on: you being more like a thermostat. Secret one in quick review, “Step away ...
Views: 1083 - How My Coaching Program Changed My Life - by Submitted on Jul 10, 2007 from Ellen BessoWhen I took my coaching training, I had spent many years on my own self-growth as I simultaneously assisted others with life challenges. I thought I was pretty self-actualized. I gave myself permission to do most everything that appealed to me, including moving across the country at age 40 and ...
Views: 1082 - 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: 1082 - What are You Doing to Change the Game? - by Submitted on May 12, 2011 from Bill SayersAre you still playing your sales game the same way you did three years ago? Are you doing the same things you have done for years? Are you struggling and can't figure out why? Are you having the same success you enjoyed in the past? What are you doing to change your "Game"? Why Change? I was ...
Views: 1082 - Stop the Slaughter of Innocent Copy! - by Submitted on Feb 27, 2007 from Karon Thackstonby Karon Thackston © 2007, All Rights Reserved It's one of the worst things to ever happen in the search engine copywriting field: the discovery of keyword density. I won't venture off into a discussion about whether keyword density is still a valid measure of search engine optimized (SEO) ...
Views: 1081 - The Power of Questions - by Submitted on Jul 23, 2007 from Kelley RobertsonParticipants in my sales training workshops often ask how they can better control the sales process. Most people spend the majority of their time talking about their product or service believing that telling is selling. Although they may have been trained to do this, it is an ineffective ...
Views: 1081 - Why Can't I Hire The Right Sales People? - by Submitted on Dec 28, 2007 from Lee SalzA disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program. Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will ...
Views: 1081 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 1080 - Why Does Turnover Take Place? - by Submitted on May 22, 2008 from Michael BeckEver work in a company where the prospects of advancement or expansion of responsibilities were nonexistent? Someplace where you knew that you weren’t going anywhere? Stay very long? That’s my point. Without an opportunity for growth, learning, expansion of responsibility, and increase in ...
Views: 1080 - Winnie the Pooh™ and You…at the Tradeshow? - by Submitted on Feb 27, 2007 from Susan FriedmannAt first glance, there’s no connection between Disney’s Winnie the Pooh and tradeshows. The same is true of Piglet, Tigger, and the rest of the gang. What could this cuddly group of childhood favorites possibly teach us about exhibiting? Surprisingly, quite a bit. There are some very strong ...
Views: 1079 - It's Not in The Budget - by Submitted on Jan 13, 2010 from Eric Slife“It’s not in the budget.” Sound familiar? This is probably the number one objection most salespeople have experienced the last two years, and it’s not a smoke screen. What do you do when your prospects tighten their purse strings? The primary reason sales people encounter this objection ...
Views: 1078(1 vote) - More Timely Tips for Unlocking Great Sales in Today’s Tough Economy - by Submitted on Sep 30, 2010 from Nancy BleekeWe all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days. 1. Give something of value ...
Views: 1078 - What My Teenagers Taught Me About Marketing "Stuff" - by Submitted on Aug 16, 2005 from Charlie CookMy kids taught me a lot about marketing communication when they were teenagers. My son had me playing 20 questions. When I asked what he'd done at school or out with his friends the night before, I'd get one of two classic teenage responses; "Stuff" or "Nothing". I'd have to pepper him with ...
Views: 1078 - 8 Essentials Of Buying A Camcorder Online - by Submitted on Oct 21, 2007 from Arthur RaiseThe market today is flooded with options and even when you want to purchase a camcorder you can be confused by the number of brands and configurations. When you want to but a camcorder, think about what you intend to use the camcorder for and how extensive your use will be. Don’t just buy the ...
Views: 1076 - Integrity In Sales - Consultative Sales - by Submitted on Nov 08, 2007 from Louis JordanIntegrity in sales starts when you look someone in the eye, shake their hand and introduce yourself. If you start off the relationship by being disingenuous about your position why would anyone want to buy from you? Since the early 90's the word "consultant" has become the buzz-word for sales ...
Views: 1076 - Successful Selling and the Theory of Relativity - by Submitted on Feb 26, 2008 from Lee SalzAlbert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant's ...
Views: 1076 - The Changing of the Guard: Four Key Exhibiting Strategies for Generation Y - by Submitted on Nov 09, 2005 from Susan FriedmannSurvey the crowd at any trade show, and one trend immediately makes itself apparent. Attendees are getting younger. The infamous Baby Boomers are preparing for retirement, and Gen X’ers have moved into upper management positions. Now we’re exhibiting for Generation Y. The members of Generation ...
Views: 1076 - The Rules of Selling - by Submitted on Apr 15, 2009 from Kelley RobertsonWe live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I believe that success in sales follows a basic set of rules. Fill the pipeline. Many people experience tremendous peaks and valleys in their ...
Views: 1076 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 1075 - Don’t Waste My Time! - by Submitted on Jun 30, 2005 from Kelley RobertsonDon’t Waste My Time! Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual’s are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent ...
Views: 1075 - Sales Training Tip - Most Sales Come Down to Price - Right? - by Submitted on Jun 05, 2011 from Peter O'DonoghueI was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ...
Views: 1075 - The Best Key To Unlocking Door To Opportunities - by Submitted on Oct 03, 2005 from Abel ChengI have a friend who is a sales professional and he is very successful in his field. I asked him about the secret to his meteoric success. If you are selling products that everybody needs, apparently everyone is your prospect. This is what happens to my friend. Everybody he sees is his potential ...
Views: 1075 - The Little Known Secret To Sell My House Fast In Any Market - by Submitted on Oct 18, 2010 from Adam AyerDid you just ask yourself, "Where can I sell my house fast?" but you are puzzled on how to move forward in hard markets like Brooklyn, NY or California? If so, keep reading. In this article, I am going to give you a few solutions with their pros and cons. By the end of this page, you will be ...
Views: 1075(5 votes) - Preparing for the Interview - by Submitted on Sep 05, 2011 from Nick CassellsGoing for that all important sales interview can be really awe-inspiring. The way you sell yourself in an interview will obviously be a good gauge as to how you can sell yourself in the field. So how can you make sure those last minute nerves don’t stop you giving your optimum performance and ...
Views: 1074 - Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3 - by Submitted on Jun 03, 2011 from Peter O'DonoghueIt's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not ...
Views: 1074 - What Every Sales Manager Ought To Know About Sales Leadership - by Submitted on Jan 13, 2011 from Ralph BurnsIn this episode we are going to teach you about enthusiasm as a sales manager. And what every sales manager ought to know, but nobody will tell you about sales management. On our continuing series on motivational profiles in your sales people, what we talk about today what we talk about will ...
Views: 1074 - Sales Through Storytelling: Story Tell, Story Sell! - by Submitted on Aug 21, 2006 from Craig HarrisonNothing succeeds like success! And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not? The secret is in how you share your successes. Learn to tell thirty-second "success stories." During sales calls a quick-hitting story can make or reinforce a point in ...
Views: 1073 - Screw The Recession - by Submitted on Oct 07, 2008 from Jim MeisenheimerYesterday I was talking to a sales person, Griff Neighbors, who I've known for more than 10 years. He said Jim, "I took your advice and have a white board in my office. On the whiteboard I wrote, Screw The Recession." This got me thinking about what's going on in our country, especially ...
Views: 1073 - 3 Sales Lessons I Learned from a Raccoon - by Submitted on Dec 14, 2009 from Kelley RobertsonFrom the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those of us in the profession know that selling can be intimidating. Cold calls. Objections. Frustration. Rejection. ...
Views: 1072(1 vote) - 5 Breakthrough Marketing Ideas - by Submitted on Feb 21, 2005 from Charlie CookDo you ever get frustrated with your marketing? Are you putting in a lot of effort but not getting the results you want? Don't you wish you could just hit a switch and get a better response from your mailings, sales calls and web site? You hear a lot about breakthroughs; is it all hype, or can ...
Views: 1072 - A Lesson From “The Apprentice” That Can Make You A Master - by Submitted on Apr 27, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I have to admit, I was curious. When I saw previews of a new show called “The Apprentice,” it made me want to at least watch the premiere to see what was going on. Immediately, I was hooked. The whole idea of candidates - from all walks of life, not ...
Views: 1072(1 vote) - How To Sell Your CFO On Sales Training - by Submitted on Oct 31, 2007 from Jeff HardestyWhen in Rome… Do as the Romans Do Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they ...
Views: 1072 - Marketing Tricks or Treats - by Submitted on Oct 25, 2005 from Charlie CookIf you live in the U.S., at the end of October you'll be preparing for a stream of young children to come to your door on Halloween. One by one or in groups of friends, they'll ring the bell and shout, "Trick or Treat". To avoid having them actually play a trick on us, you bribe these ...
Views: 1072 - Sales Lessons From A Cruise - by Submitted on Feb 23, 2009 from Jim MeisenheimerSales lessons can be discovered anywhere including a 10 day cruise to the Caribbean. Bernadette, my wife, and I drove from our home in Lakewood Ranch Florida to Fort Lauderdale the day before ship was to leave port. We stayed at the Marriott Renaissance Hotel just minutes from the Port Of ...
Views: 1072 - Shorten Sales Cycles By Capitalizing On Trigger Events - by Submitted on Jul 14, 2008 from Craig EliasJed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he's not getting very far. "People tell me to call back in two months, four months, six months, when they will be looking at this problem" he says, perplexed. ...
Views: 1072 - The Myths of Selling - by Submitted on Apr 16, 2007 from Kelley RobertsonFor more than a decade I have the opportunity to interact with thousands of salespeople and I have discovered a few myths that many of them have fallen prey to. Here are just a few. 1. Buyers are liars. I’m constantly amazed how many salespeople use this expression. Do people mislead ...
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