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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.
- All in A Dog’s Way Can Make You More Sales - by Dogs are great teachers of how to sell easier and better. And if you think about a dog’s life, it’s an easy one. Some dog behaviors can serve as models for do’s and don’ts for salespeople.
Dogs mark their territory.
Do what you can to stand out in your industry or in your working geography. ...
Views: 935 - All Relationships Are Assets - by Submitted on Mar 24, 2008 from Jim CathcartIn the 1980s I lived in Oklahoma, Tulsa to be exact. My speaking and training business was relatively new and one of my anchor clients was the Oklahoma Bankers Association. They hired me for a total of 27 different presentations over a few years and I wrote a monthly article in their magazine. ...
Views: 1719 - All Sales People Fall Into 1 of 3 Categories - by Submitted on Nov 21, 2012 from Chris MurraySales People fall into 3 categories. Can't afford to lose them Can't afford to pay them Can't afford to leave Can't Afford to Lose Them There are certain individuals who deliver so much value, that it usually takes half their working life for the pay structure to catch up with ...
Views: 1073 - Always On - by Submitted on Nov 02, 2009 from Diane HelbigAs a small business owner or salesperson you are always on. You are always presenting, marketing, selling and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business. Let’s break it down and take a ...
Views: 1032 - America – You Make The Difference! - by have the ability to write this letter to you today because I live in a free country. Free to choose the path I lead. Free to love my country, my family, my freedom and my God. Free to speak on a platform of my choosing. Though destruction abounds my free world, I still stand free because of the ...
Views: 893 - An Elevator Speech Can Open Closed Doors - by Submitted on Aug 12, 2008 from Jim MeisenheimerDo you have an elevator speech? How do you answer the question, "What do you do?" It's been said you only have 30 seconds to impress your sales prospects and customers. Actually, it could be even less! If you're selling products and services it's critically important that you can answer the ...
Views: 1962 - An Underutilized Marketing Tool - by Submitted on Sep 23, 2011 from Troy VictoryThe telephone is one of the least utilized tools to grow and promote a business, yet is it one of the most effective ways to market your goods and services. Recent Direct Marketing Association statistics show telemarketing more than doubled the response rate of its closest competitor. ...
Views: 1032 - An Untapped Gold Mine: Repeat Business - by Submitted on Jul 30, 2007 from Martin LeeMost business people don't work their past customers at all. And those who do work their past customers produce only a fraction of the potential they're capable of producing. Satisfied customers like to be, want to be and are already favorably predisposed toward working with you or doing ...
Views: 818 - Anticipating Their Objections - by Submitted on Jun 29, 2015 from Lisa SasevichI 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: 1843 - Anxious, Stressed or Depressed When Selling? - by Submitted on Jun 20, 2007 from Jacques WerthWhen people participate in our sales training courses we first ask them a series of questions to find out “where they are coming from.” We asked over 1,000 salespeople, “How do you feel when you are prospecting?” Over 96 percent agreed that they were felt anxious, stressed, under pressure, ...
Views: 932 - Approved To Booked - by Submitted on Aug 25, 2011 from Linda KesterHave you ever looked at a list of your approved deals and hoped that at least one of them would fund in the next couple weeks? It seems like some lessees play a game called “String Out The Leasing Company”. They avoid calls from both you and the vendor and use every stall tactic ...
Views: 1298 - Are Keywords Destroying the Flow of Your SEO Copy? - by Submitted on Sep 08, 2004 from Karon Thackston© 2004, All Rights Reserved http://www.copywritingcourse.com/keyword With all the shuffling that’s been seen in the search engine world within the last year, the issue of obvious optimizing has become a hot button. The current line of thinking is that most engines (especially Google) are on the ...
Views: 1165 - Are You 'IFFY' - by Many people say that working for themselves or working on Straight commission is just to 'IFFY' for them.
'I'd rather work for a company that will give me a check every week, that direct marketing stuff is just to 'IFFY' for me.'
'I couldn't quit my day job, it's just to 'IFFY' and your not ...
Views: 851 - Are You a Chef or a Cook? Someone Who Can Sell or a Sales Pro? - by Submitted on Nov 02, 2020 from Snv MediaWhen you’re cooking a dish, you obviously need the right ingredients in order to create the recipe. Ingredients alone, however, won’t get you the whole way. You also need the right approach and technique. Without the proper finesse, your ingredients aren’t becoming a delicious meal anytime ...
Views: 770 - Are You A Chicken? - by Submitted on Sep 19, 2005 from Kim DukeThere are many traits/habits required to be a successful sales person. Determination. Creativity. Negotiation. Superior customer service. Risk taking. Integrity. You know the one trait that isn't required? Being a chicken! This is one of my 7 year old niece's favorite phrases - she likes to ...
Views: 829 - Are You a Customer Service Ace? Take The Quiz and See! - by Submitted on Aug 21, 2006 from Craig HarrisonTest your customer service knowledge and learn how to be a service ace by picking the correct answer to each of these 10 questions. 1. A complaining customer is: A. Always right B. Almost right C. Often lying D. Always the customer 2. Customers who complain: A. Had unhappy childhoods B. Are ...
Views: 1616 - Are You a Value Creator - by Submitted on Apr 20, 2010 from Anne WarfieldThe mistake most companies make is believing that their customer always knows what they need. In an economy where people have access to information on the Internet, the client often feels informed enough to make their own diagnosis and then search for the solution they believe is best. In this ...
Views: 1054 - Are you an introvert or an extrovert? - by Submitted on Mar 19, 2013 from Alen MayerAre you a sales introvert or a sales extrovert? In your sales role, which activities do you prefer? Where do you focus your attention? How do you recharge? Every salesperson tends toward one of two preferences: introversion and extroversion. There is the distinction of these preferences ...
Views: 1516 - Are You For Sale? - by Submitted on Feb 12, 2008 from Diana HabichRelax. I’m not advocating any illegal activity or compromising behavior. However, consider this. Whether you’re a sales professional positioning a product, a corporate executive proposing an idea or you’re networking for your organization... aren’t you also selling yourself? If you’re not for ...
Views: 826 - Are you learning from the Top Sales Performers in Your Organisation? - by Submitted on Jul 02, 2012 from Andrew HortonI find it astounding that the same sales professionals achieve the top sales results, year after year, whilst others sit back and wonder how they could achieve similar results themselves. When I work with sales teams, I ask one simple question. I ask them if they know who the top three sales ...
Views: 1951 - Are You Marketing or Selling? - by Submitted on Mar 14, 2007 from John MehrmannOnce upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the ...
Views: 1026 - Are You Netiquette Savvy? - by Submitted on Apr 07, 2009 from Barbara GiamancoAs the use of social media networking tools continues to grow in popularity, understanding the netiquette do's and don'ts of online communication is critical to your success. A blended word for “network etiquette”, Wikipedia defines netiquette as “a set of social conventions that facilitate ...
Views: 1693 - Are You Planning For Sales Success? - by Submitted on Apr 17, 2008 from Jim KleinA time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not taking time to plan your like a tumbleweed ...
Views: 1185 - Are You Putting "Your Girdle" Into Your Sales? - by Submitted on Oct 07, 2005 from Kim Duke“It’s not just enough to swing at the ball. You’ve got to loosen your girdle and really let the ball have it.”– Babe Didrikson Zaharias Years ago I found this quote from Babe Didrikson Zaharias and not only did it make me laugh out loud – it became a personal mantra. Read her bio below – this ...
Views: 1035 - Are You Saying This Magical Phrase To Your Customers? - by Submitted on Apr 15, 2008 from Kim DukeThe other day I was at my wonderful hair stylist - the only stylist EVER who understands my ultra-thick curly hair (oh yes - I live for my flat iron!) Maria emigrated from Poland and she has many stories of living under Communist regime and being hungry constantly as a child. She pronounces ...
Views: 880 - Are you selling at the right level? - by Submitted on Jul 02, 2006 from Tim ConnorAre you selling at the right level? One of the common mistakes salespeople make is they fail to recognize at what level they should be selling their products or services. There are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling ...
Views: 1085 - Are You Struggling To Make Appointments With Prospects? - by Submitted on Mar 04, 2008 from Jim KleinUse These 5 Powerful Prospecting Tips and Make More Sales Appointments. Wouldn't it be great to prospect with confidence knowing you have the plan that will help you set more appointments? Then you'll be glad you found these 5 prospecting tips. If you use them you'll be guarantee to make better ...
Views: 748 - Are You Targeting the Right Prospects with Your Small Business Marketing? - by Submitted on Oct 10, 2006 from Charlie CookSteve called from Minneapolis to ask how to attract new clients for his auto repair shop. He has been in business for two years and has four trained technicians to keep busy, but he was having difficulty attracting enough new customers. Steve wasn't just waiting for people to show up at his ...
Views: 1079 - Are you the “Relationship Guy/Gal” or the “Closer”? - by Submitted on Mar 11, 2011 from Nancy DrewTo bring in the big paydays you need two types of personalities in your sales department – if you’re a one man/gal show you may realize that multiple personalities are a blessing or you can assess where your personality type naturally sits and then develop strategies to maximize your close ...
Views: 1206 - Are you too Impatient to be Great? - by Submitted on Apr 02, 2013 from Andrew HortonHow fast do you believe that you should succeed at anything you try to achieve? Do you believe that, as we live in a world where we have instant coffee, microwaves, instant popcorn etc. it is therefore obvious that success should now also be instant too? Nothing could be further from the truth ...
Views: 1117 - Are You Too Successful? - by Submitted on Jan 21, 2008 from Richard FentonIt’s the last day of the month and Sheila Johnson is sitting at her computer, filling out the performance recap required from every salesperson in her company. And after typing in the final numbers, she’s all smiles – after all, she’s just calculated her “closure rate” which has come in at an ...
Views: 1115 - Are you writing sales negotiation emails like prospecting emails? - by Submitted on Apr 07, 2011 from Kendra LeeEmail has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss proposal terms in email. Some savvy sales reps even ...
Views: 897 - Are You Writing Too Many Proposals? - by Submitted on Jul 19, 2011 from Lenann McGookey GardnerHow many proposals do you or your team write in an average month? And how many of those proposals generate even $1 of revenue? As an international sales consultant, I’m learning that typical proposal success rates for services providers are often in the range of 10% … which means that 90% ...
Views: 1167 - Are You “Cell”ing Yourself Short? - by Submitted on Feb 27, 2007 from Susan FriedmannCell phones have changed our world. With few exceptions, we can now talk to anyone we like whenever we’d like. The staccato symphony of ring tones accompanies us through our days: from the morning commute to the crowded restaurant at lunchtime, during meetings and even during the quick stop at ...
Views: 951 - Are Your Insurance Sales Hot Like A Bowl Of Chili? - by Submitted on Nov 26, 2007 from Cheryl ClausenIf your sales aren't hot you may be frustrated and confused. You know the sales and marketing systems you're using are working for others, but they aren't working for you. How or why can that be? Because you’re reading this article I’m pretty confident that you have at ...
Views: 596 - Are Your Listening Ears On - by Submitted on Nov 17, 2007 from Diane HelbigAnyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked to put theirs on all the time. Interestingly, we forget that rule as adults. What ears do you listen with? To your co-workers, clients, prospects, family, friends? When it ...
Views: 1481 - Are Your Policies Hurting Your Business? - by Submitted on May 08, 2006 from Kelley RobertsonA customer’s purchase is overcharged by $10.00. The store policy is clear… “No cash refunds” so the sales associate refuses to issue the refund even though the mistake was hers. The customer was told he would have to accept a store credit or wait for a cheque to be issued by head office. A ...
Views: 818 - Are Your Sales Efforts Like Popcorn? - by Submitted on Jan 21, 2011 from Dave KahleYears of economic muddle! That was the title on the seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they impact my clients, I have to agree. Unfortunately, these forces have brought a cloud of confusion to CEOs and ...
Views: 945 - Are Your Sales Executives Marketing Or Selling? - by Submitted on Mar 03, 2008 from Marc Andrew ThompsonHow much business is you company losing due to sales executives using the marketing approach when meeting with existing or potential clients? Over eighty percent of sales executives in South Africa actually market their company’s products and services. The modus operandi of a sales executive in ...
Views: 651 - Art Of Selling - by Submitted on Jun 16, 2008 from Jim MeisenheimerThe art of selling begins with the right selling attitude. When you combine the right attitude with sharpened selling skills you can achieve everything you want in sales. There's a lesson from golf I'd like to share with you that may impact your attitude - at least I hope it does. If you know ...
Views: 883 - Art Of Successful Selling - by Submitted on Feb 22, 2012 from Gagan ModiMany of us often wonder how a particular businessman fares better than other in spite of recession or stiff competition. How often have you as a customer walked into a store second time just because your previous experience was pleasant. How many of you have changed your service providers on ...
Views: 1066 - Ask for the order without feeling “Yucky” - by Submitted on Apr 11, 2013 from Lisa SasevichSo many people tell me that they feel “yucky” when attempting to close a sale. They don’t want to feel that way and they don’t want their prospects to feel yucky either! The key to erasing that concern is what you do before you make your irresistible offer. And this is: Give them a ton of ...
Views: 2469 - Attract Prospects with Easy Web 2.0 Techniques - by Submitted on Jun 30, 2009 from Kendra LeeThe Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. ...
Views: 1184 - Audacity and Vigor - by Submitted on Jan 17, 2012 from Heidi McCarthyThe method of the enterprising is to plan with audacity and execute with vigor. Christian Nevell Bovee What a great thought to start the New Year with! Plan with Audacity (daring, boldness or courage) and execute with Vigor (energy, dynamism and vitality). We all know what to do at ...
Views: 1475 - Avenue Supermarts and CSB Bank Released June Quarter Updates | Marketsmith India - by Submitted on Jul 05, 2021 from Marketsmith IndiaMarket Pulse: Confirmed Uptrend Distribution Day Count: Four Global stock markets: Dow30, +0.4%; S&P 500, +0.8%; Nasdaq,+0.8%; Kospi, +0.4%; Nikkei, -0.6%; Shanghai Composite, +0.2% Nifty traded in the range of 15,636–15,915 last week. It was volatile but the range was narrow and volume ...
Views: 683 - Avoid the Duds: 10 Strategies for Selecting "The Perfect Speaker" - by Submitted on Aug 26, 2004 from Susan FriedmannToday, more than ever, the success of meetings relies heavily on the strength of program content and presentation. Nothing can spoil a meeting more than hiring the wrong speaker. That’s because speakers do more than just convey the overall meeting message. You look to them to provide insights, ...
Views: 1054 - Avoid the What If Approach - by Submitted on Aug 21, 2006 from Kelley Robertson“What if I could show you how you could save money, would that be of interest to you?” “What if I told you that you could capture more market share, would you like to hear how we can help you do this?” “What if our system saved you time, would that be of value to you?” “What if I matched our ...
Views: 845 - Avoiding the Worst Cold Calling Mistakes Made By Sales Pros - by Submitted on Nov 04, 2005 from Leslie ButerinSales pros frequently ask, “What’s the #1 change I need to make, as I prospect by phone instead of face-to-face?” Here’s the emotional truth behind this seemingly innocent question: Most sales pros confess they’d rather have their toenails pulled out with pliers than cold call prospects by ...
Views: 789 - Ax the Acronyms - by Submitted on Jul 27, 2007 from Don McNamara CMCLet’s face it, selling is a communications business. How well you express your ideas and thoughts to prospects and customers is what ultimately determines success or failure in selling. If you are, or have been fortunate enough to be a member of a public speaking group, you have learned one of ...
Views: 964 - B2B Sales Leadership: How To Motivate Your Sales Team To Achieve Next-Level Selling - by Submitted on Sep 23, 2007 from Paul CherryHer name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I ...
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