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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.
- 53 Ways to Use Testimonials - by Submitted on Feb 17, 2011 from Colleen FrancisUnsure how to use rave reviews in your business? Here are 53 ideas every business can implement to help your customers sell for you! In the biographies of all your team members. “Clients say the following about Colleen......” In the biographies of your management ...
Views: 889 - 6 Common Objections And How To Handle Them - by Submitted on Apr 10, 2008 from Alen MayerYou as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the ...
Views: 949 - 6 Keys to Communicating Your Value - by Submitted on Jun 07, 2011 from Mike Schultz“So, what do you do?” Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers. The answers are painful to ...
Views: 1241 - 6 Killer Tips To Get Promoted to Sales Management in 2011! - by Submitted on Jan 28, 2011 from Ralph BurnsOne of the things that we get asked the most about at the Sales Management Mastery Academy, especially by those members that are in sales but want to get promoted into sales management and move their career forward and start managing and supervising other sales people is, “How do I ...
Views: 996 - 6 Simple Rules Of Power Can Have Amazing Benefits For Your Life And Success! - by Submitted on Nov 18, 2010 from Jeff PrattLearning About 6 Simple Rules Of Power Can Have Amazing Benefits For Your Life And Success! here's one thing that differentiates happy and successful individuals from misfortunate, unsuccessful individuals. It's all in the attitude and personal power. We can't all of the time control the ...
Views: 1027 - 6 Steps To Closing A Sale - by Submitted on Apr 01, 2008 from Jim KleinWhen it comes to closing a sale do you really know how to close? Do you freeze up afraid to close or don't know what to say? Do you know how and when to close a sale or even if the prospect is interested in your product? Well, read on and I'll share with you six ways to overcome these common ...
Views: 1688 - 6 Strategies for Getting Past the Gatekeeper: Part 1 of 2 - by Submitted on Apr 06, 2012 from Justin McSharryAhh the dreaded gatekeeper. For most salespeople, gatekeepers just might be the most emotionally frustrating and professionally challenging of all sales encounters. They can say “no” but they can rarely say “yes” to a value-oriented relationship with you. While getting to the decision maker ...
Views: 2502 - 6 Strategies for Getting Past the Gatekeeper: Part 2 of 2 - by Submitted on Apr 06, 2012 from Justin McSharryGatekeepers, whether we love them or hate them, are a part of sales life. There is no magic pill as each gatekeeper is different and each situation demands a customized approach. In Part 1 of this series, I outlined the first three strategies for getting past the gatekeeper and mentioned two ...
Views: 1835 - 7 Crucial Reasons Why You Need to Market Yourself as an Expert Starting TODAY - by Submitted on Mar 13, 2007 from Nancy MarmolejoWith the phenomenal rise of media outlets such as cable TV, online networks, blogs, podcasts, and more, never before has the demand for quality information been higher. From magazine publishers to bloggers, expert opinion is needed to provide valuable content for listeners, readers, and web ...
Views: 1053 - 7 Differences When Selling to Companies - by Submitted on Aug 25, 2008 from Tessa StoweIf you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different. Selling to multiple buyers is the same as selling to single buyers in that ...
Views: 1131 - 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: 1310 - 7 Proven Methods To Motivate The “People” Salesperson - by Submitted on Dec 23, 2010 from Ralph BurnsWe have identified 5 separate sales rep motivational profiles. We have discussed a few in previous shows. As we continue on our motivational, leadership and coaching series on personality types and motivational profiles, today we are going to talk about the sales people that are primarily ...
Views: 2272 - 7 Skills for Ongoing Sales Success - by Submitted on Feb 27, 2010 from Vicky RossHow the skills learned in NLP can be incorporated and applied in business… When people hear NLP for the first time they tend to imagine some ‘new age’ fuzzy fluffy thing. NLP is a methodology. It is a group of skills and tools that we all use all of the time, just most of it is done ...
Views: 986 - 7 Steps To Cold Calling Follow Up - by Submitted on Jun 14, 2008 from Ari GalperLet’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you have to offer. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth of the ...
Views: 778 - 7 Things To Avoid When Building Customer Relationships - by Submitted on Jun 23, 2009 from Jim MeisenheimerWhenever you meet new sales prospects be sure to focus on establishing rapport and building relationships. Most salespeople overlook the importance of these two priorities early during the selling process. Instead of reaching for your sales brochures try reaching out to your sales ...
Views: 1230 - 7 Things to Do to Prepare for Your First Sales Call - by Submitted on May 29, 2009 from Jim MeisenheimerWhenever you have a sales call scheduled with a new sales prospect - treat it like a golden opportunity. Because in fact this first sales call, could be a golden opportunity for you. What if your new sales prospect has the potential to become your largest customer. What would the lifetime ...
Views: 1546 - 7 Tips To Boost Your Sales - by Submitted on Jun 11, 2008 from Brian TracyTip number 1: Get serious! Make a decision to go all the way to the top of your field. Make a decision today to join the top 10%. There is no one and nothing that can hold you back from being the best except yourself. Remember, it takes just as long to be great as to be mediocre. The time is ...
Views: 3020 - 7 Ways To Make Every Minute Of Your Working Day Count - by All of us have only 24 hours in a day and few of us want to spend all of them working.
So being able to manage your day effectively will determine not only your business success but also your quality of life.
Here are seven ways to make every minute as productive as possible.
1. Manage your ...
Views: 797 - 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: 1036 - 8 Habits Of Highly Successful Salespeople - by Submitted on Oct 24, 2007 from Daniel SitterThere are many skills and traits that help define successful salespeople. These traits are beneficial regardless of whether you sell products, services or your ideas. Developing these skills will benefit every entrepreneur and business owner who must deal with others to transact business. ...
Views: 2294 - 9 Sales Practices to Master - by Submitted on Jul 20, 2012 from Anika DavisYou may not realize it, most of us are into sales, even if it’s not really part of your title or job specification. Remember that even if you’re not selling goods or services, you still have to sell yourself and your ideas. Here are more tips and reminders on how to succeed in sales. 1. ...
Views: 1049 - 9 Steps to Building a Profitable Customer Relationship - by Submitted on Aug 14, 2006 from Casey FitzGeraldSuccess in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: Love what you sell, the company you ...
Views: 1254 - A "Crazy" New Way to Increase Sales -- from Zero - by Submitted on Feb 29, 2012 from Joe VitaleIn my new book, "Zero Limits," I talk about the unusual therapist who helped heal an entire hospital ward of mentally ill criminals -- without seeing any of them. I've since learned his method for healing, which involves "cleaning" yourself of all negativity in order to see change in ...
Views: 1218 - A Changing Insurance Market - by Submitted on Feb 15, 2011 from Joel AndersonA Changing Insurance Market In SELLING INSURANCE IN THE DIGITAL AGE, Christian Bieck identifies core changes in the way people shop for insurance. He closes with this: Unimaginable just a decade ago, the rise of the Internet, mobile phones, and social networking is changing how consumers ...
Views: 2075 - 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: 2014 - A Diversified Prospecting Approach Works Best - by Submitted on Nov 10, 2010 from Susan EnnsAs President of the Sales Professionals of Ottawa, I was lucky enough to moderate a panel discussion entitled “How To Hunt In Today’s Jungle”. Each panelist discussed the “how to’s” of lead generation in their field of expertise; telesales, social media, internet research, and print ...
Views: 1515 - A Gift for You from “G:” Twenty-five Life Lessons for Your Selling Success - by Submitted on Sep 16, 2011 from Diane PinkardSo, who is “G?” And, what is the importance for remembering him? “G” is my father. To his family he is “Bill,” and to his grandchildren he is “G.” Rather suddenly, “G” passed away at the ripe old age of 90, in April of 2011. Needless to say, for the last couple of years, my life has ...
Views: 1343 - A lesson in sales from Henry Ford - by Submitted on Apr 04, 2012 from Neil ShorneyA true sales master - Henry Ford, the man famously quoted as offering his Model “T” car as follows: “Any customer can have a car painted any colour that he wants so long as it is black” However, this isn’t the sales lesson from Mr Ford, as most customers demand a little more flexibility ...
Views: 1631 - A Marketing Idea Guaranteed To Increase Your Sales - by Submitted on Mar 31, 2008 from Jim KleinWould you like a marketing idea guaranteed to increase your sales? Would you like to stop people from shopping your product or service and losing business to your competition? Would you like to reduce the amount of rejection you're receiving? Would you like clients to understand they have ...
Views: 875 - A New Sales Outlook - by Submitted on Aug 25, 2011 from Linda KesterSales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like a ...
Views: 1286 - 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: 4008 - A Powerful Competitive Advantage: The Confirmation Call - by Submitted on Mar 02, 2009 from Transform, Inc.In working with our clients we are always looking for ways to differentiate them from their competition. One behavior we've found that does this is for the organization to commit to confirming an appointment at least one day prior to the appointment. While most physician and dentist offices do ...
Views: 5571 - A Pragmatic Way of Asking for Referrals - by Submitted on Dec 12, 2012 from Casey FitzGeraldGetting your sales team to ask for referrals can be a challenging process in and of itself. As we have discussed in a previous article sales reps often avoid asking for referrals due to fear and ego. By incentivizing your sales reps to ask for referrals, you can shift their thinking from that of ...
Views: 1363 - A Radical New Approach For Setting Sales Goals for Achieving Outrageous Results! - by Submitted on Dec 12, 2007 from Richard FentonEveryone has heard that it is important to set goals. We’re going to suggest a somewhat radical change to the way you currently set goals. And that radical change is this: Beginning right now… today… stop setting “YES” GOALS… in other words, goals that revolve around results and ...
Views: 1402 - A Ridiculously Easy Way To Increase Sales - by Submitted on Jun 04, 2008 from Kim DukeMy mom has a fabulous expression you're going to love. She believes if you want to make life a little more interesting then you need to ... "Stir The Pot" So What Does Stir The Pot Mean? I'm sure you've had this happen. (in fact - you may be experiencing it at this very moment) You've ...
Views: 906 - A Sales Lesson From Mt. Everest - by Submitted on Apr 03, 2009 from Jim MeisenheimerHow To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
Views: 1000 - A Sales Lesson From Mt. Everest - by Submitted on May 01, 2009 from Jim MeisenheimerHow To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
Views: 1619 - A Sales Prospecting Technique That Steals Your Prospects And Customers - by Submitted on Nov 01, 2009 from Stephen CraineProtect yourself and your sales team from this sales prospecting technique that is used to trick you into giving away the details of your best sales prospects and customers. It’s devious, underhand, and a scam that can catch out even the most experienced of sales people. In fact the more ...
Views: 1941 - A Secret For Discovering What Your Customers Want - by Doesn’t it drive you crazy that people visit your Web site and then just leave? What are they looking for? What is missing from your site that they need? Here’s a free way to find out.
During my last Web site renovation, I asked my designer to add a search box to the site. My thinking was that ...
Views: 863 - A Slick Way to Position Yourself And Outsell Your Competition - by Submitted on Aug 18, 2008 from Virgil StanphillBusiness in America – isn't it great? It's also challenging. So challenging, in fact, that you can never let up. Take it easy and rest on your laurels and you're “toast”, as they say. Well here's a great way to place yourself in the lead position, at least for awhile. ...
Views: 863 - A Surefire Recipe for Losing the Sale - by Submitted on Apr 13, 2009 from Barbara GiamancoI just opted out of yet another newsletter that I never opted into in the first place. Does that ever happen to you? Frankly, I'm almost ready to stop handing out my business cards to people. I'm betting that I am not alone. Get Permission For the newbie e-salesperson, let me help you get a ...
Views: 1372 - A way to Finish the Cold Calling Game of Chasing a Sale - by Submitted on Apr 29, 2011 from Archie J. JohnsonOur thoughts tend to be always at the foundation of our behaviors. If our thoughts are fixed on the aim of making a sale, then we’re certainly not being forthright. We’re not centered on the chat or the reality of the situation. We’re going after persons -- or at least going after the ...
Views: 959 - A Winner’s Attitude - by Submitted on Jan 09, 2008 from Kelley RobertsonWhat does it take to be successful in sales? Certainly effort, hard work and dedication is important. An excellent understanding of the sales process is also essential. But it’s more than that. The most successful people I know have a slightly different outlook than their coworkers and ...
Views: 1023 - Achieve Sales Success By Breaking the Rules - by Submitted on Jun 16, 2009 from Mark TewartYou are in charge of your destiny. Be happy that you have critics, as it means you have success to be envied. Critics don’t pick on the weak; they don’t have anything to gain in doing so. In Australia, this is called the “Tall Poppy Syndrome.” When one poppy grows taller than the other ...
Views: 972 - Act On Your Thoughts Now! - by Submitted on Jul 03, 2008 from Dirk ZellerBeing successful seems to be everyone’s desire. We all want to achieve what our definition of success is in life. Have you ever wondered why successful people are successful; why they seem to go from one successful situation to another, from one victory in life to another? There is one thing ...
Views: 777 - Actress Anna Moore Talks About How Performing Artist Can Inspire Individuals for Better - by Submitted on May 20, 2021 from Brooke WhistanceHave you ever watched a play, TV show, or film and felt outrageously moved by the performance? You're deeply inspired, you care about the characters, you feel their anguish and their victories, and you become submerged in a different universe for an hour or two. Now imagine that you worked at ...
Views: 819 - 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: 1042 - Adjust Sales Strategy - by Submitted on Sep 19, 2011 from Henry OkwoOrganizations need to keep a watchful eye on not only their overall company sales strategy, but also at the individual sales rep level. Sales reps are the foot soldiers in the field. They are in the trenches every day and well rewarded for it too, however they should also be able to chime in on ...
Views: 1380 - Affirmations For Professional Sales People - by Submitted on Oct 08, 2005 from Sunny HillsIf You Are Involved In Sales Or Marketing In Any Way ... Here Are Some "Mental Performance" Statements AKA: Positive Thinking Affirmations ... You Can Use And Practice To Put Yourself In A Comfortable Frame Of Mind, Before Talking To Your Prospects ... To Help You Get Started And To ...
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