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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.
- Being Aware of Unique Cultural Needs - by Submitted on Apr 22, 2009 from Tom HopkinsIf you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those ...
Views: 5103(1 vote) - How to Improve Decision Making For Both Logical Thinkers and Feelers Using Myers Briggs - by Submitted on Apr 10, 2012 from Liz CassidyA common cause of frustration in communicating with others is the difference between logical and values-based decision makers. Logical decision makers (like Mr Spock in the original Star Trek series) need sound reasoning to be the basis of their well thought through decisions. They remain ...
Views: 5028(2 votes) - ***How to Handle an Angry Client - by Submitted on Feb 24, 2009 from Tom HopkinsToo many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the ...
Views: 4885(2 votes) - ***Closing through the buyer's eyes - by Submitted on Mar 01, 2016 from Tom HopkinsSeveral years ago, I attended a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, "This man earned twice the national average in sales last year ..." The speaker's manner suggested that it was quite an achievement. But, it has been ...
Views: 4866(3 votes) - Building Quality Long Lasting Relationships - by Submitted on Jul 31, 2007 from Don McNamara CMCDon’t you get a little weary listening to all the experts trumpeting, then droning on-and-on that ‘it’s all about relationships’. It troubles me since no one has taken time to analyze what it takes in developing quality long-term relationships. It’s important because all of us in one degree or ...
Views: 4815(1 vote) - Listening for success: 11 tips to master the skill of listening - by Submitted on Dec 01, 2010 from Sean McCarthyBeing an effective listener is one of the most critical skills you can master in order to build meaningful relationships, advance your career, and build a successful business. Many people often believe they are great listeners, primarily because they have been doing it their entire life, but ...
Views: 4734(4 votes) - Engaging Customers - by Submitted on Sep 26, 2007 from Harlan GoergerEngaging Customers 3 methods to get people talking Step 1: Have you ever wondered why some people turn sales people and others down? To get past this resistance we need to understand that selling is all about communications, not your product. In this segment we will start with the ...
Views: 4682 - If You're Not Having Fun, You're Not Doing it Right! - by Submitted on Apr 30, 2009 from Jennifer AllanWho says that your career can’t be profitable and a heck of a lot of fun? Not me. In fact, as a real estate broker and trainer, I proclaim that the more fun you have selling real estate, the more real estate you will sell! Okay, sure, that sounds nice, Jennifer, but what do you mean exactly? ...
Views: 4658 - The Role of Adversity in Shaping a Sales Person’s Character - by Submitted on Feb 02, 2011 from Dave KahleI still remember the worst sales call I ever made. More than just remember it, I react to the memory. I get a queasy feeling in my stomach every time I think about it. It wasn’t just a bad sales call, it was a humiliating, embarrassing event. I don’t think I’ll ever forget it. That’s the ...
Views: 4633(1 vote) - 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: 4607(1 vote) - Job Interview Tips for Sales: What's Your Sales Style? - by Submitted on Aug 10, 2011 from Peggy McKeeAre you in a sales role? Or trying to get a better sales job? If so, what's your sales style? Do you even know what I mean by that? And if you do, can you communicate that to a recruiter or a hiring manager who's considering you for a new position? In my role as a medical sales recruiter, ...
Views: 4602 - Sales Interview Skill: "Sell Me This Pen" - by Submitted on Aug 10, 2011 from Peggy McKeeWhat's the most hated question in sales job interviews? Probably it's "Sell me this pen." And yet, it's the quintessential question. It's a role-playing exercise that's hugely popular with interviewers. Hiring managers can learn so much about you by how you answer it. There are a lot of ...
Views: 4568 - Everyone’s Favorite Subject – 3 Tips on How to Become a Better Communicator - by Submitted on Jul 17, 2009 from Roger SeipI believe that everyone reading this understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales, or any other profession, we are all in the PEOPLE BUSINESS. It’s been said that fully 85% of your success in life is directly related to your ability ...
Views: 4522(4 votes) - Cold Calling for Introverts - by Submitted on Sep 07, 2003 from Hal WarfieldIn her book, The Introvert Advantage, Marty Olsen Laney talks about the defining moment when she embraced the fact that she was an introvert. It came in the form of a statement, "Oh, there's nothing wrong with me, I'm just an introvert!" According to her research only 25% of people are ...
Views: 4492(1 vote) - Preparing For Recruitment Sales Calls - by Submitted on Aug 03, 2011 from Richard NavinThe recruitment industry is an incredibly tough and competitive sector, not only are there so many agencies competing against each other, consultants are also up against employers who do not use agencies, instead advertising directly. To succeed in recruitment consultants will need to excel in ...
Views: 4468 - Do You Know Your Minimum Selling Price - by Submitted on Jul 13, 2010 from Susan EnnsExperience has shown no matter where you set your minimum selling price, a sales representative sooner or later will ask you to lower it. The question is not whether you will be asked permission to discount; the question is when should you say yes. One of the best examples of this is ...
Views: 4441(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: 4396(1 vote) - A Career in Sales - What to Expect - by Submitted on Aug 10, 2010 from Ken SundheimSince it is my job to recruit sales professionals on a daily basis, I have a very firm grasp as to what a sales career consists of including: The daily tasks of a business development professional, what it takes to be successful in sales, the misconceptions that young people have about sales, ...
Views: 4362(2 votes) - Effective Listening - by Submitted on Oct 03, 2017 from Hotels Etc.comAll too often we are far more enthusiastic about talking than we are listening. Yet it is so vital if we are to communicate effectively. Most break downs in relationships are caused because people talk at each other without really making contact. Unless someone hears what has been said ...
Views: 4349 - ***Unbeatable Cold Calling Techniques for Telemarketing and Out Going Call Centers - by Submitted on May 16, 2011 from Sam ManferInterest and credibility are the keys to successful cold calling and outgoing phone selling. With cold calling, you have to develop interest within the first 7 seconds. When the prospect first answers, this is not the time to tell who you are or where you're from. You may think this ...
Views: 4293 - Heating Up Cold Calls: 21 Tools for Tremendous Telephone Techniques - by Submitted on Mar 24, 2003 from Stephen LibmanOK, let's heat up the cold-calling debate. Is everyone a salesman? Yes! Do most people have to make cold calls at some point? Yes! Do most people hate to make cold calls? Yes! So, you have two choices; either hire someone (a professional telemarketer) or do it yourself. If you have the budget ...
Views: 4174(2 votes) - Questioning Skills for Salespeople - by Communication skills are the defining attribute of a top sales person. There are five parts to great communication skills. Listening, Questioning, Body Language, Speaking, and Interpreting. In the next few issues of the Executive Sales Tips Newsletter, we will explore each of these topics. This ...
Views: 4154 - Selling to VITO (Very Important Top Officer) - by Submitted on Mar 01, 2009 from David RiklanVITO is the Very Important Top Officer, the person with the ultimate veto power...the person who cares most about the top, middle, and bottom line, and the person who is most interested in what you and your ideas and solutions can do for the entire enterprise. VITO is the person you need to sell ...
Views: 4148 - Transactional to Consultative Selling - by Submitted on Jan 21, 2009 from Michael GalanteThermaSys Heat Transfer used to sell engine radiators to the likes of General Motors, Caterpillar, and John Deere. Now, they provide “assemblies” that include the radiator, fan assembly, plastic shroud and even the mounting bolts. A few years ago, they partnered with their customers ...
Views: 4144 - 7 Essential Credibility Skills - by Submitted on Jun 08, 2010 from Eric MulfordYou want the best way to penetrate the marketplace with your goods/services. Capturing the market share and making boat loads of money in the process. You hear all the hype about the latest approach to getting your message out to the masses. But there is one place that you can focus your ...
Views: 4064(13 votes) - GETTING R.E.A.L. ABOUT ASKING FOR MONEY - by Submitted on Dec 02, 2004 from Marc PitmanAsking people for money is one of the most exciting things in the world. Most of us aren’t fortunate enough to earn a living working on something we love. What we do as fundraisers is help show people ways they can take their hard earned money and invest it into something they value. I like to ...
Views: 4055 - Building Sales Skills with SINALOA: Safety In Numbers And Law Of Averages - by Submitted on Nov 09, 2008 from Warren TatersallMany years ago I was sitting in a big hall, with a lot of people, listening to a famous speaker, salesman, and marketer named Larry Thompson. He said that there is a little state in Mexico called Sinaloa and that before we left that room we would lock that into our brain and never forget it. I ...
Views: 4047(1 vote) - How to Succeed: Tips for a Pharmaceutical Representative to Maximize FACE Time With a Physician - by Submitted on Oct 26, 2014 from Winifred BraggPhysicians, like many others, are extremely busy and they simply do not have time to waste. A pharmaceutical representative must provide valuable information when meeting with a doctor face to face. If a doctor allows you time to meet with him, you need to maximize your face time with him. That ...
Views: 4040(1 vote) - ***Question and Answer – Straight Commission - by Submitted on Aug 29, 2011 from Dave KahleQ. We are intent on revising our decades-old sales compensation plan. Management is divided. One half favors straight commission, and the other doesn’t. What are your thoughts? A. In my work as a sales consultant, I am routinely involved in helping my clients revise their sales compensation ...
Views: 4016(2 votes) - ***Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales - by Submitted on Jul 28, 2010 from Sam ManferMost people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling. If I’m a C-Level executive decision maker, a ...
Views: 4003(4 votes) - The Importance of Sales Training - by Submitted on Sep 06, 2011 from Linda KesterWhen I started in leasing my training consisted of being given a phone book & told to make calls. I remember calling a copier vendor and he asked if we paid points. I put him on hold, turned to the guy next to me and said “What are points?” It was a brutal beginning and my lack of quick results ...
Views: 3974 - ***Seven Steps to Getting Referrals - by Submitted on Mar 01, 2016 from Tom HopkinsThe easiest lead to close is a referred lead. Unfortunately, not many mortgage brokers have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you ...
Views: 3960(3 votes) - ***Sales Management - 7 Selling Tips on Handling Price, Price, Price - by Submitted on Jul 12, 2010 from Sam ManferPrice is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, ...
Views: 3947(40 votes) - A Persuasive Technique to Get Others to Accept Your Point of View - by Submitted on Nov 02, 2009 from stephanie stephanieThere are a lot of persuasive techniques that will and can help you how to persuade people and get what you want. One of these techniques is to get others to accept your point of view. Talking about the point of view or opinion of others is really not that easy specially when both of you does ...
Views: 3947 - ***Engaging C-Level Executives in Productive Conversations - by Submitted on Jul 22, 2011 from Sam ManferHere’s a common situation. You finally get a meeting with a senior or C-Level person. After the pleasantries you start telling how your product or service will be good for his company and/or better than the competitions’ stuff. He’s attentive for a few minutes. But you’re so focused on ...
Views: 3918 - Use the 80/20 Rule to Boost Your Sales Performance - by Submitted on Dec 23, 2009 from Peggy McKee80% of you won’t agree with this. 20% will: 100% – 20% = Failure for a medical sales rep How can that be? If you are a field-based medical sales, laboratory sales, medical device sales, or pharmaceutical sales rep, don’t you always have more tasks to accomplish than time to do ...
Views: 3838(1 vote) - 12 Ways to Sell Against an Entrenched Competitor - by Submitted on Apr 08, 2011 from Mark S A SmithWhen you sell into an established market, if you're going to grow your share, you'll have to take business away from your competitor. Dislodging an entrenched vendor isn't easy, but it is possible and I'm going to show you how! Try these tactics next time you hear, "We're happy with our ...
Views: 3828(3 votes) - 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: 3811(2 votes) - Low Cost Order Management with Open Source Software - by Submitted on Sep 18, 2009 from Ricky BrackenManage customer orders for your retail and restaurant business Traditional order management solutions require merchants to lock themselves into a proprietary vendor controlled order management solution. These proprietary systems are expensive, difficult to implement and lack the flexibility ...
Views: 3805(2 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: 3794(5 votes) - How Easily Do You Connect With Others? 3 Steps to Making Connections in the Workplace - by Submitted on May 28, 2010 from Ann HalloranWhen you meet someone for the first time in a business setting, you may only have one chance to make a connection that lasts. So how can you make the most of the opportunity? Here are three steps to help you make a good impression and build strong business relationships. Use these to make better ...
Views: 3783(1 vote) - ***C-Level Sales Training Tip 16 – Conquer Executive Intimidation – Eliminate Sabotaging Self Doubt - by Submitted on Feb 12, 2010 from Sam ManferIntimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mean C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too ...
Views: 3782(4 votes) - “You Can Always Sell More, If You Have Strong Competitive Awareness” - by Submitted on Jul 11, 2011 from Jim PanceroHow high is your competitive awareness? On a scale of one to 10…with 10 being strongest…pick a number you feel most represents your current level of competitive awareness. Most experienced sales professionals identify their competitive awareness level as around a seven to nine…what’s your ...
Views: 3773 - Definition: Sales Training Products - by Submitted on Apr 21, 2008 from Shelly WalkerProper sales training is crucial for the success of any business! The efficiency of your sales depends on various interrelated factors such as the efficiency and the skills of your business members, the ability of your company to create and explore new sales opportunities, as well as the ability ...
Views: 3771 - Effective Listening - by Submitted on Oct 03, 2017 from Hotels Etc.comAll too often we are far more enthusiastic about talking than we are listening. Yet it is so vital if we are to communicate effectively. Most break downs in relationships are caused because people talk at each other without really making contact. Unless someone hears what has been said ...
Views: 3764(1 vote) - The 3 Fastest Ways to Close More Sales - by Submitted on Apr 23, 2009 from John AOVEvery person who’s ever tried to close a sale has been through it. Every person who’s ever tried to close a sale has been through it. You’ve talked to a good prospect three or four times. You think they are ready to buy. But just when you think you’ll be able to close the sale, it stalls. How ...
Views: 3763 - Effective Communication Skills for the Pharmaceutical Sales Professional - by Submitted on Sep 19, 2011 from Stacey HankeEight Steps to Impact and Influence Communicating meaningfully is becoming more difficult than ever before. While technology has created an ever increasing number of ways to communicate, many people are now insulated and protected. Consequently we’re losing the skills and abilities to ...
Views: 3716 - Motivation Techniques and Sales Team Training on How to Motivate Employees Using Free Web Resources - by Submitted on Jul 19, 2009 from Stephen CraineMotivation techniques are often omitted from sales team training. Practical sales skills training is easier to present, and doesn’t require the same research and preparation time. Many sales managers and small business sales directors just don’t have the time to focus on how to motivate ...
Views: 3709(1 vote) - How to “Cold Call” door to door without any difficulty - by Submitted on Aug 30, 2010 from Nabil GulamaniIt was a hot sunny day in the middle of July. I started my early day selling door to door Direct Marketing services to businesses in my local neighborhood. For all of you that are sales people that do door to door selling, I am sure you have an idea of what it feels like being rejected ...
Views: 3705 - What to Do When You Can’t Keep Your Delivery Commitment - by Submitted on Apr 03, 2011 from Mark S A SmithI had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew ...
Views: 3698(3 votes)