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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.
- C-Suite Selling Is Where You Will Win the Sale and Cross Sales - by Submitted on May 18, 2015 from Sam ManferThe reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale. So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate ...
Views: 1732 - Selling to C-Suite Executives Requires Having Their Backs - by Submitted on Apr 16, 2015 from Sam ManferSelling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ...
Views: 1959 - A Distinctive Way to Close on More Sales - by Submitted on Mar 20, 2015 from Lisa MininniIt has been estimated that 9 out of 10 sales training courses have no lasting impact after just three months. That’s really unfortunate since many business owners spend thousands of dollars on sales training each year. With a significantly high failure rate, that’s a major cut into your ...
Views: 1358 - Steps in the Sales Process - by Submitted on Feb 16, 2015 from Avril BettsSteps in the Sales Process 1. Know Your Product The first thing in any sales process is to know your product or service, and even better if you are an expert or authority on it. Knowing your product or service and being able to explain both the benefits and features exudes confidence and ...
Views: 1324(1 vote) - The Process of Networking to C-Levels and C-Suite Executives - by Submitted on Jan 28, 2015 from Sam ManferMost salespeople have never received a proper education in selling and therefore do not have processes and strategies to use when trying to access and develop relationships with C-Levels and C-Suite executives. In actuality, most learn by trial and error, and errors cause rejections and ...
Views: 1369 - Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates - by Submitted on Jan 05, 2015 from Sam Manfer“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show ...
Views: 1539 - Three Things that Define a Best Seller - by Submitted on Dec 05, 2014 from Kathleen GageBeing a best selling author has been made a lot easier with the advent of the Internet, a place where book enthusiasts from all over the world can converge and hunt for their favorite titles. The Internet's open accessibility, however, does not mean every writer that goes online marketing route ...
Views: 1219 - 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: 980 - Teleseminars - Turn Content Into Money Making Reports - by Submitted on Dec 04, 2014 from Kathleen GageThe benefits of hosting teleseminars are numerous. Value added for your market, multiple streams of revenue, increased visibility and increased market reach to name just a few of the many. In this article we will address a great way to generate revenue on the backend. What this means is after ...
Views: 1157 - Teleseminars - do you know which to offer your market? - by Submitted on Dec 04, 2014 from Kathleen GageMany people utilize teleseminars to market their products and services as well as sell on the backend. By far, teleseminars are one of the greatest tools available to accomplish both. Unfortunately, many people set about to launch a teleseminar without a solid plan in place. One of the first ...
Views: 1874 - Internet marketing - Why do people refuse to listen to the truth? - by Submitted on Dec 02, 2014 from Kathleen GageIf there's one thing that pushes my buttons more than just about anything it's the people who absolutely refuse to listen to what the truth is about Internet marketing and making money on the Internet. No matter how many times they hear the truth, read it or watch it on a video, for some reason ...
Views: 1688(1 vote) - How to Stand Apart From the Competition - by Submitted on Nov 21, 2014 from Richard GreeneWhat does it mean to stand out in a crowd? Is it just a matter of looking or acting different? That could be one way to stand out but you’ll never be a seven-figure earner if you look or act like a buffoon. Standing out in a crowd will get you noticed but standing apart in a crowd will make you ...
Views: 1653 - Complimentary Consultations: What They Are and What They Are Not - by Submitted on Nov 14, 2014 from Margie BeiswangerLet's start with what a complimentary consultation is not. It is not a place to give away free coaching, consulting, or services. In my business philosophy, a complimentary consultation is not a place for a 'hard sell' either. The purpose of a complimentary consultation, also referred ...
Views: 1110 - The Importance of Business Training - by Submitted on Aug 15, 2014 from Tracey FieberGreetings! Thank you, today, for the opportunity to share my thoughts on the importance of business training, workshops, hiring and handling business more conveniently which are critical aspects of growing any business. This I would like to shed light on the importance of Business ...
Views: 1164 - Stop Selling NOW! (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 1474 - Stop Selling NOW! (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 1495 - Stop Selling (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 1409 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1321 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1115 - Sales Management I / III – A Better Way to Motivate Sales People - by Submitted on Jun 03, 2014 from Sam ManferSales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move In the book Drive by Daniel ...
Views: 1265 - C-Level Selling: What’s in Your Solution Portfolio? - by Submitted on Apr 30, 2014 from Sam ManferYou sell products, services or both. But buyers don’t want things or services. What they really want are solutions to problems (stating it negatively) or desired results (stating it positively.) These solutions and desired results can sound abstract or intuitive when initially talking, but ...
Views: 1016 - C-Level Selling: Sales Questions That Engage Prospects - by Submitted on Mar 24, 2014 from Sam ManferLet’s say you’re a C-Level executive or a staff manager doing your job and someone comes into your office. Who would you rather sit opposite: (1) a detective trying to interrogate you about what you’re doing, or how you’re doing your business or (2) an interested person (maybe a friend) asking ...
Views: 1619 - C-Level Sales Training - Cross Selling - The Fastest and Easiest Sales - by Submitted on Nov 21, 2013 from Sam ManferCross selling is the fastest and easiest way to generate more revenues and at higher profits. Cross sales are also the easiest sales. They have a 3 times higher closing ratio than selling any of your products to a new customer. So do you have a cross selling process operating in your ...
Views: 1576 - The Secret to Making More Sales - by Submitted on Jan 12, 2014 from Rana Kordahi -Limitlessminds Training and CoachingHave you ever wondered why it's always the same people who are making the sales? While you know your pitch quite well, have studied the product inside out and attend every sales training invented? Throughout my career in sales I have observed many successful and unsuccessful sales people and let ...
Views: 1412(1 vote) - Sharp: Strategies for Optimal Thinking and Behavior - by Submitted on Oct 24, 2013 from John Johnson“Can you recommend some CD’s on hypnosis that I can listen to, because I want to be smarter?” Alan asked me (name changed to protect the so-called innocent). I've never been asked this before, not until now. It’s not for me to pass judgment on any inquiries. No matter how unique they may be. For ...
Views: 1048(1 vote) - Sure-fire Ways to Build a Successful Sales Force - Part 1: Be Data Savy - by Submitted on Sep 23, 2013 from Casey FitzGeraldIn this new four-part series of articles, we’re going to look at the steps you can take in your own business today to build a sales force that can help you steadily grow your presence in the marketplace in the years ahead. To keep things simple and easy to read, the seven points we are ...
Views: 1036 - 7 Effective Tips to Increase Sales - by Submitted on Aug 21, 2013 from Martin PoldmaIncreasing sales is vital to the success of all businesses and we can always do more to better promote our products to our customers. At the end of the day, it all comes down to having great products, that truly help out our clients. However, in addition to that, we must also have effective ...
Views: 1005 - Your spiral pipeline in three steps: (2) Participate post-sale - by Submitted on Aug 19, 2013 from Casey FitzGeraldIt’s time to reframe how we think about closed business. That’s the key to the second of three steps you need to take to build your spiral pipeline for sales and prospecting. This step involves participating post-sale: staying on the ground and being available even after the sale is closed. ...
Views: 1119 - The Easiest Way to Get Your First Information Product Done! - by Submitted on Jul 29, 2013 from Lisa SasevichWouldn’t it be amazing to be able to make money and a difference all around the world, 24/7, regardless of time zone, while you were awake, asleep, working, playing or doing whatever you wanted to do? Of course it would! That’s why so many heart-centered entrepreneurs are adding information ...
Views: 1144(1 vote) - How to Manage Complex Sales - by Submitted on Jul 16, 2013 from Doug DvorakEveryone involved in selling will face situations involving many complexities including objections that can be quite often difficult to overcome. The key is making certain you are fully prepared to handle any type of situation that may arise. Your potential clients will have many needs, ...
Views: 1309 - What Really Motivates Sales People? - by Submitted on Jul 12, 2013 from Doug DvorakBeing in a leadership position on your sales team can be one of the biggest challenges you will face in your professional career. You will not only need to know how to find sales success and manage a team, but you will need to be able to find a way to motivate your members as well. Proper ...
Views: 1166 - 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: 1148 - 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: 1043(1 vote) - Creating Sales Training for Simple Selling Processes - by Submitted on Jun 21, 2013 from Kelly LunttuIf there are no sales, despite having everything else – there is no business. So, companies continuously try to ensure that their salespeople are outstanding and have the proficiency needed to effectively execute each step in the selling process. To a larger extent, success in sales depends ...
Views: 921 - 3 Ways to Assume the Throne and Own Your Category - by Submitted on Jun 14, 2013 from Lisa SasevichAt one point or another, most of us have experienced that feeling of wanting to be “discovered” for our area of expertise. We secretly hope that someday, someone is going to recognize our brilliance and tell the world about it. I have felt that way too. For decades, I secretly waited for that ...
Views: 1253(1 vote) - Sales Presentation - Why Did yours Fail - by Submitted on Jun 12, 2013 from kuza biasharaSales presentations are a part and parcel of businesses. Even if you don’t make a presentation in the beginning, you will have to do it once you are stable. In order to compel customers into buying your offerings, you have to ensure that the sales presentation is compelling as well as ...
Views: 911 - Sales Training – Objections are never a Bad Thing - by Submitted on May 29, 2013 from Andrew HortonHave you explained your value proposition? Any sales professional, who views objections as bad things, is missing the point. Objections are just your customer or prospects way of telling you that they do not completely understand and appreciate the value both you and your product or service ...
Views: 970 - Sales Training – Ideas for closing sales - by Submitted on May 29, 2013 from Andrew HortonKnow what you sell and the value you bring There is no substitute for completely knowing your value proposition and what it is you really sell. This understanding is crucial to effortlessly closing virtually any sale. When you are clear on what you sell, communicating this to your qualified ...
Views: 1124 - The Importance of Key Performance Indicators (KPIs) in Measuring Sales Success - by Submitted on May 27, 2013 from Casey FitzGeraldToo often when looking at a sales team’s success, managersonly look at the actual sales (the closing of the business). Of course, this is important—but the sale is a lagging indicator. If you have no sales closing today, it indicates that your team has not been performing well for months. By the ...
Views: 1117 - How to Create Amazing Experiences for Your Ideal Clients - by Submitted on May 24, 2013 from Lisa SasevichPeople often ask me, “Lisa, how is it that you create this amazing three-day event, you give, give, give; you teach, teach, teach and so many of the people who attend want to stay on and work with you further? How do you do it?” One of our secrets is that we create an experience at our live ...
Views: 1098 - Three Secrets to Success in Selling - by Submitted on May 21, 2013 from Andrew HortonThe three secrets to sales success are simple – “PREPARATION, Preparation, preparation”. I believe that the more prepared you are before any sales call, the more likely you will be able to, help your customers and prospects, understand their specific needs, see how your product or service can ...
Views: 961 - Tell Me about Your Weakness - by Submitted on May 26, 2013 from Niall CassidyOne of the most difficult questions in job interviews is: tell me about your weakness. Most people find it a very uncomfortable question to answer, because it may affect their image in front of their potential employers. After all, no employer wants to hire a worker who is careless, lazy, ...
Views: 1436 - Pump Up Your Persuasive Powers - by Submitted on May 15, 2013 from Arnold SanowPump up Your Persuasive Powers! Arnold Sanow – www.arnoldsanow.com The art of persuasion is the ability to gain trust. It’s cultivated when someone believes you’re honestly communicating with them, and that you understand their needs. This is influenced by a complex combination of factors, ...
Views: 1846 - The Best Sales Experts Never Close. They Open. - by Submitted on May 14, 2013 from Dallas HardcastleTruth, how many times have you read that the world’s most successful sales people are the best closers? Have you ever read about the ‘twenty-three power closes’? Or perhaps the ‘ABC (Always Be Closing) method’? Ok, here’s my one question...do you like to be closed? Really, can you ...
Views: 982 - C-Level Selling for Closing Sales and Passing Legislation - by Submitted on May 13, 2013 from Sam ManferPresident Obama could learn from a C-Level selling expert. He’s having issues persuading senators and congress people to support gun control, immigration reform, budgets, debt ceilings and more. These are powerful people, just like the ones sales people encounter or try to encounter in their ...
Views: 1447 - 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: 935 - Meet Your Clients Where They Are...and Beyond - by Submitted on May 09, 2013 from Lisa SasevichYour clients are in different places geographically, financially, and in their mindset. So when you’re looking for ways to meet them where they’re at, you have to be thinking about all three. For example, we know that not everyone is going to be able to show up in Las Vegas next Thursday for ...
Views: 1206 - Gate-Keepers are the Key to Your Sales Success - by Submitted on May 08, 2013 from Andrew HortonAchieving success in sales is all about knowing who actually wields the hammer when it comes to making buying decisions. In some cases it is the purchasing manager, but in essence he or she may only be following purchasing specifications handed down from someone higher up the food chain. So if ...
Views: 964 - 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: 1005(2 votes)