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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 Boring Killing You. 5 Steps To A Better Sales Presentation - by Submitted on Jan 26, 2010 from Robert WeeseWell that’s an hour of my life that was painful. No I didn’t have a dentist appointment or spend 60 minutes on the treadmill. I attended a webinar that would put an ADHD sufferer to sleep. Come on business people, are you not getting this? If you can’t create energy or excitement when you ...
Views: 1008(1 vote) - Making the Best Sales of Your Life: Who Will You Invite to the Party? - by Submitted on Aug 25, 2011 from Matt VassarNot long ago, I was planning a party with my friends. We wanted a big party, something boisterous, something people would talk about. So, we set out to create a guest list and invite as many people as possible. Then we got to one particular person. There was a pause. Then finally, my friend ...
Views: 847(1 vote) - Methods to Stop Your the Fear of Cold Calling - by Submitted on May 27, 2011 from Archie J. JohnsonMany of us truly don't like cold calling. It’s one of the most dreaded of all sales process, to cause the most denial. But you can find fantastic methods to think in a different way about cold calling. We are able to take away the unfavorable experience that’s typical for both caller and ...
Views: 1352(1 vote) - My Perception Is Your Reality - by Submitted on Mar 04, 2010 from Susan EnnsProspects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? ...
Views: 1972(2 votes) - Negotiation Skills Top 10 Tips - by Submitted on Jan 30, 2012 from Harri Saar10 Rules Of Negotiation: 1. Don't negotiate Sell to the problem. They make a decision based if they are willing to pay x amount of money for that solution. 2. Don't negotiate with yourself We all have tendency to lose a bit of a confidence. Ex: what is the other guy thinking? What ...
Views: 8208(1 vote) - Opening the lines of Communication - by Submitted on Oct 26, 2010 from Bill SayersCommunication is a key for the success of any sales person or leader. How you keep your customers, colleagues and staff informed will determine how easily you get things done. Communication comes in many ways. I just had a call with a colleague and he said: It was interesting what was said at ...
Views: 934(1 vote) - Overcoming Buyers Reluctance to Increase Your Sales - by Submitted on Jun 29, 2010 from TJ PhilpottIn order to increase your sales online it is important to overcome any resistance a customer may have towards making a purchase. Being it is impractical to address these concerns on an individual basis it seems targeting the most common factors is the best approach. It appears the typical buying ...
Views: 1910(1 vote) - Peter Fogel's "Effective Story Telling Tips & Tactics That'll Make You a More Persuasive Speaker!" (Part One) - by Submitted on Dec 18, 2010 from Peter FogelPerhaps you've been there yourself. You are listening to a speaker drone on with facts and figures… and figures and facts. At that moment your eyes are rolling towards the back of your head. As I always say - audiences will forgive a lot of things from you -- but they will never forgive a ...
Views: 2741(3 votes) - Peter Fogel's "More Effective Story Telling Tips & Tactics That'll Make You a More Persuasive Speaker!" (Part Two) - by Submitted on Dec 18, 2010 from Peter FogelWelcome back to Storytelling Tips and Tactics. As I mentioned in my previous article… specificity sells and makes a story more personal! When it comes to effective story telling give your audience a place to envision by telling them the specific location of your joke or story. For instance, ...
Views: 3530(5 votes) - Practice The Seven Secrets Of Sales Success - by Submitted on Oct 18, 2007 from Brian TracyPractice the Seven Secrets of Sales Success Excerpted from Brian Tracy’s Be A Sales Superstar, published by Berrett-Koehler There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these ...
Views: 1385(2 votes) - Professional Sales Training – Managing Leads to Generate New Sales - by Submitted on Mar 03, 2010 from Kate TammemagiMany Sales Professionals are very comfortable maintaining long term relationships and developing repeat business from existing clients. However, it is the goal of every Company to retain existing business and to develop new clients and new sales. This involves identifying a pool of sales leads, ...
Views: 802(2 votes) - Sales and Courtship: Making That Big Sale (or Winning Over the Woman/Man of Your Dreams) - by Submitted on Aug 26, 2011 from Matt VassarAlthough it's a bit embarrassing to admit, there was once a time when I was a little nervous around members of the female persuasion. Over the years, though, I learned a few tricks to picking up attractive women, and it seems that there is actually quite a bit of overlap between making a winning ...
Views: 1207(1 vote) - Sales Challenge. Why it's tougher to get and appointment. - by Submitted on Jun 09, 2011 from Joe NuckolsOnce upon a time there were tricks of the trade. If you have been in sales for anytime the lure and attraction of securing the best list of guaranteed questions with tie-downs has most likely been thrown at you. Today, if you rely on the ancient trades banter, you will not sell, you won't even ...
Views: 1413(1 vote) - Sales Legends Value Integrity - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do ...
Views: 1910(2 votes) - Sales Professionalism - by Submitted on Mar 01, 2016 from Tom HopkinsThe challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ... The ...
Views: 4854(2 votes) - Sales Terminology 101 - by Submitted on Sep 01, 2010 from Ken SundheimUpon beginning a search for a new sales professional or business development employee, there are sales related terms that you should be familiar with. Listed below, are 11 different terms that should help you in your resume search. Business Development - business development is just another ...
Views: 4354(1 vote) - Sales Without Borders: What Salespeople Can Learn From Borders Books' Demise - by Submitted on Sep 06, 2011 from Matt Vassar"Not one single investor, in the whole wide world, thought Borders had a real economic future," tweets George Mason University economist Tyler Cowen. It truly is remarkable that Borders mismanaged itself so badly that it not only went deeply in the red, but also got to the point where things ...
Views: 1517(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: 1214(1 vote) - Sorry. Despite what the “gurus” say, you still have to prospect in sales. - by Submitted on Mar 20, 2012 from Dave EisleyCongratulations! You’re a new salesperson. You have no contacts, little…if any…industry experience, and the clock is ticking. You’ll have a grace period for awhile while you are being trained, but at the end of the day you’ll have a number to hit. You better start filling that pipeline…and ...
Views: 1228(1 vote) - Spirituality Conflicts With My Career As A Salesman - by Submitted on May 16, 2009 from Stephen CraineSpirituality, religious beliefs, and a sales career can oppose each other and cause internal conflict. One of the people I recently coached had a clash of beliefs when he moved from a customer service job to a role in direct sales. His beliefs about using selling techniques to influence others ...
Views: 2053(1 vote) - STOP Overcoming Objections - by Submitted on Mar 04, 2012 from Dave EisleyIn almost every sales training seminar or book on selling ever written, there is inevitably a chapter on “overcoming objections.” They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I’m here to tell you that is a ...
Views: 1473(1 vote) - The 3 Biggest Mistakes People Make When Trying to Build Trust - by Submitted on Jun 25, 2012 from Robert ChenNo matter what you do, trust is the most important asset that you can have. It's crucial for business. It's required for relationships. It's the foundation for self-confidence. We all know in some way or form how to build trust but it is often easy to commit the following mistakes ...
Views: 1434(1 vote) - The Answer is in the Question - by Submitted on Mar 23, 2012 from Lisa SasevichThere's just nothing better than when a third party--who has nothing to gain--shares from the heart about the benefits they got from your work. Whether it's in written form or live at an event, a testimonial is social proof. It shows people that you have something great to teach. But too ...
Views: 1170(1 vote) - The Morality of Selling - by Submitted on Feb 23, 2011 from Lenann McGookey GardnerSo many Christian people learn that a career in business means starting in sales – a job that often carries a reputation for manipulation and dirty dealing. Is it possible for a principled, religious person to take a sales job and feel good about it? Is there a moral approach to selling? The ...
Views: 994(1 vote) - The Other Four Letter word for Success - by Submitted on Feb 05, 2013 from Andrew HortonWhether you have the word Salesperson on your business card or not, I am certain that you were involved in a number of sales conversations today, without even being aware you were selling or trying to sell something. Maybe you tried to influence a work college to see your point of view or you ...
Views: 1250(2 votes) - The Pop Psychologists and Motivational Experts Have It All Wrong: True Tips to Visualizing Success - by Submitted on Jul 08, 2011 from Matt VassarHow many times have you heard business gurus telling you to visualize success if you want to achieve it? I can't count the number of pieces of literature I've opened on subjects totally unrelated to psychology with a section in the book telling me to "program my subconscious" by "visualizing ...
Views: 1339(1 vote) - 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: 1599(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: 805(1 vote) - The Value of Good Customer Service - by Submitted on May 12, 2011 from Tom HopkinsOne of the biggest challenges facing any business is keeping in balance. In many businesses, more emphasis is put on getting new business than serving existing clients. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. Poor ...
Views: 3568(2 votes) - Top 5 Factors to Consider When Crafting a Lead Generation Strategy - by Submitted on Nov 06, 2012 from Jam DwadeCreating a winning lead generation strategy is a key step to achieving your growth goals. As we know, attracting new customers to your business is a pretty daunting task. Doing it sans a well-documented, solid strategy will make the task even a lot more harder. Knowing your goals and ...
Views: 3283(1 vote) - 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: 863(1 vote) - Two Types Of Salespeople - by Submitted on Nov 09, 2010 from Jim MeisenheimerActually "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. In fact, there are two different types of salespeople and they are very easy to spot. The first ...
Views: 1035(1 vote) - Uncover The Twitter Training System - by Submitted on Feb 11, 2011 from Trevor PoulsonDo you want to want to earn big money with very minimal effort and enjoying at the same time? Sounds interesting, right? Well, it is. Earning big money, nowadays, is very hard to do. However, with the right system you can do the same and enjoy while doing so. Just how will you do that? This is ...
Views: 902(1 vote) - Understanding Questions - by Submitted on Mar 01, 2016 from Tom HopkinsChampion sales professionals know that the best mode of operation is to ask questions and to listen to the answers. Although nearly all children ask questions, somewhere along the road of life, we stop asking - or, we ask fewer questions. Some of us even get to the point in life where we feel ...
Views: 3230(1 vote) - What Does Guitar Playing and Sales Have in Common - by Submitted on Jan 27, 2010 from Robert WeeseMy wife and I had a few friends over the other night. My friend Jerry saw one of my guitars sitting in the corner and asked if he could play it. We players are very respectful of other people’s property and would never dream of just picking up the guitar and playing without permission. I ...
Views: 737(1 vote) - What’s The Story With Sales Storyboards? - by Submitted on Aug 26, 2011 from Milly SonnemanIn the last couple years, you’ve been hearing this word more often. Storyboard your sales presentation. Storyboard your video. Storyboard your whiteboard. Storyboard your sales pitch. Hey, everyone is talking about it… What’s the story? First, let’s clear up the ‘name’ confusion. Some ...
Views: 4102(1 vote) - Whiteboard Story Selling—Revealed - by Submitted on Oct 16, 2011 from Milly SonnemanWhether you’re a CEO or a full-time entrepreneur of a small business, you’ve got a story to tell. A new product. A powerful invention. A transformation. But how can you get other people to listen? It’s tough to win attention, isn’t it? Most professionals agree that changing the way people ...
Views: 1458(1 vote) - Why Do Customers Need You? - by Submitted on Feb 13, 2011 from Paul KiewietHow do you answer that question? If your customers don’t need you, you’re not relevant. No need means no customers. No customers mean no sales. No sales means no business. It’s as simple as that! How do you make yourself indispensable to your clients? You work at it. You focus ...
Views: 1119(1 vote) - Why Internet Marketers MUST Evolve - by Submitted on Nov 30, 2012 from TJ PhilpottIn order for internet marketers to be able to earn a long term income they must be willing to evolve with any changes they encounter! It's very easy to get comfortable with the way you're marketing your business or even the products you offer but changes will and do occur that you'll need to ...
Views: 934(1 vote) - 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: 767(1 vote) - Winning In The Big League – Sales Legends - by Submitted on Jan 20, 2010 from Terrie AndersonYou are a professional sales person, you generally reach on or about target, and life is good. Have you ever wondered just how some people become a sales legend? What secret do they have that is not common knowledge? Why do the same people win the competitions and make club year after year, ...
Views: 2141(1 vote) - World Class Sales Skills Are Not Enough - by Submitted on Aug 26, 2011 from Milly SonnemanIn B2B sales, the writing is on the wall. World-class sales skills are critical, but just not enough to guarantee your success. Find out the top 7 tips to get ahead. Discover what it really takes to engage busy clients in a real-time conversation. More and more sales professionals are ...
Views: 936(2 votes) - “Top 10 ways to increase sales in 2010” – Part 1 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s 2010! And in honor of the new decade I thought we could start of the year with a top 10 list. We look at the first 5 on our top 10 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new ...
Views: 1018(1 vote) - “Top 10 ways to increase sales in 2010” – Part 2 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s time to finish building our “Top 10 List” for 2010. This time we look at items 6 though 10. If you missed the first 5 ways to increase sales in 2010 be sure to visit the article archive (http://www.engageselling.com/articles/article-top-ways-to-increase-sales-in-the-new-year.shtml). ...
Views: 810(1 vote) - ***Getting People to Buy - by Submitted on Mar 01, 2016 from Tom HopkinsWhat do people want when they come into your place of business or contact you? What makes them choose your product over someone else’s? The specific answer to those questions can only come from your satisfied clients. However, I can address the general answers to help you get started on ...
Views: 5810(4 votes) - 5 Crucial Signs to Improve Your Lead Generation Efforts - by Submitted on Aug 15, 2012 from Jam DwadeStaying competitive and productive is vital to your business growth. That is why reevaluating the lead generation program of your business from time to time is very important. Is it working effectively? Are your telemarketing strategies still driving desired results? These are just some of ...
Views: 1611(3 votes) - 6 Proven Lead Generation Strategies that Really Work - by Submitted on Sep 11, 2012 from Jam DwadeWith today’s business scene rife with new competition, it has become more challenging to generate new sales leads for your business. A well-conceived, strategic plan is necessary to push the sales needle forward and help you create a steady flow of prospects coming your way. Below are six of ...
Views: 1709(3 votes) - "Sorry, What's Your Name Again?" Six Steps to Relieve the Most Common Memory Worry - by Submitted on Jul 16, 2009 from Roger SeipIf you live in fear of forgetting prospects' names, sometimes within mere seconds of being introduced to them, you're not alone. Surveys show that 83% of the population worries about their inability to recall people's names. Ironically, while most of us hate having our names forgotten or ...
Views: 2514(5 votes) - Appointment Setting Cold Calling Scripts to Grow Your Small Business Sales - by Submitted on Mar 08, 2009 from Stephen CraineAppointment setting cold calling scripts will help you to make sales appointments that will benefit your small business by using a sales appointment process as a base for your call. If you are making sales appointments for your business now and getting it wrong, it’s costing you time and money, ...
Views: 13464(2 votes) - Hate Selling? Start a Movement Instead. - by Submitted on Feb 28, 2010 from Suzanne EvansI recently hosted an event in New York and a woman signed up for one of my programs. We'll call her Sally. About a week after we met, I had a call with her and she said, "I thought it was just wonderful how you did that entire day and you didn't sell anything." I said, "Sally, you're in my ...
Views: 676(2 votes)