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.
Salesforce Admin Certification & Your Career
Being a Salesforce certified professional is of course both important and rewarding if you want to pursue a career in cloud computing. Studies have revealed that most companies insist on at least a basic level certification for all job ... Views: 978
Testimonials and case studies attesting to the power of your work are great ways to prove your credibility, so that your ideal clients feel confident about investing in themselves through working with you.
But what if you’re just starting out in a new field or niche and you don’t have that ... Views: 1435
When it comes to presentations, be they in front of live audiences or virtually via powerful tools like teleseminars or webinars, people often worry the most about the last 15 minutes, when it's time to make an Irresistible Offer or invitation to work with you or come in for a consult. But if ... Views: 1433
Everybody’s talking about the need to be leveraged, but most people aren’t making the distinction between leveraged selling and leveraged delivery. Therefore, they’re missing half of the picture.
Leveraged selling means you’re selling to more than one person at a time. You do that when you ... Views: 2018
People ask me a lot of questions, so I thought it would be useful to gather a few of the most important ones together and answer them here in one place.
These questions are important because their answers can save you from making costly missteps as well as dramatically boost your sales and ... Views: 1599
It almost goes without saying that, as entrepreneurs, we want to put our best foot forward. However, in our quest for excellence, it's very easy to get stuck in a cycle of perfecting and perfecting - our logo, our copy, our offer, our talk - to the point where, six months later, we still haven't ... Views: 1620
Your buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs ... Views: 2043
I always knew in my heart that I had an awesome gift - just as you do. Just as we all do.
For years I secretly hoped that someone would recognize it and discover me. Maybe they would offer me a chance to speak on a big stage or, better yet, a TV show; something that would allow me to get my ... Views: 1572
One of the beauties of hosting a live or virtual event is the opportunity to raise money for causes you care about while making money and a difference with your great work.
I started doing this myself several years ago, and what began as an experiment has become a cherished business ... Views: 1666
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The Niche Test - by sales, business development, digital products, entrepreneur
Contributed by Eben Pagan
Over the past 15 years, I've built more than a dozen online businesses, all of which used digital products (ebooks, DVDs, MP3s, online Membership Sites, etc.) to deliver my teaching.
In the process of building these products, I've discovered a set of critical ... Views: 1860
Being a heart-centred entrepreneur that really has a big call to change lives, it can be pretty difficult to 'sell' what you have and so, unfortunately, this tends to mean that
You get trapped taking the side road doing something you do not completely believe in because it pays the ... Views: 1531
A telesummit is primarily a list-building event, where a host interviews a collection of experts on a specific topic over a designated period of time, while a virtual audience tunes in for free.
While most telesummits end up being a huge win-win-win for the listeners, the guest experts and ... Views: 1906
I have a special treat, as I’m pulling today’s article directly out of my 12-point Speak-to-Sell Signature Talk Formula.
This is #10, which is addressing the top three objections your ideal clients are likely to have to investing in your product, program or service. You can also call these ... Views: 1568
Years ago, I heard Zig Ziglar say, “It is your attitude … more than your aptitude … that will determine your altitude.” When he said it, a lot of people saw it as a bit of fluff from a mere "motivational speaker." After all, Zig was a salesman. What did he know?
Apparently quite a bit. The ... Views: 2029
On average you have a total of five seconds to make a good impression when you meet individuals. Consider how quickly that five seconds goes by especially when you’re talking to a new prospect, on an interview, or meeting your date for the first time!
Talk about pressure!
Would having a ... Views: 1695
The 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: 2043
Selling 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: 2306
It 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: 1598
Steps 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: 1652
Most 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: 1662
“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: 1834
Being 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: 1378
By 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: 1205
The 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: 1365
Many 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: 2552
If 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: 1995
What 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: 1878
Let'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: 1275
Greetings!
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: 1388
When 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: 1780
When 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: 1788
When 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: 1736
Sales 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: 1591
Sales 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: 1368
Sales 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: 1510
You 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: 1228
Let’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: 1899
Cross 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: 1805
Have 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: 1583
“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: 1197
In 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: 1164
Increasing 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: 1090
It’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: 1249
Wouldn’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: 1355
Everyone 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: 1479
Being 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: 1314
Every 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: 1303
Understanding 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: 1174