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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.
- Recruiter shares how salespeople can succeed in new economy - by Submitted on Sep 30, 2010 from Ann Zaslow RethaberFOR IMMEDIATE RELEASE Media Contact: Ann E. Zaslow-Rethaber (888) 866-7276 www.iscjobs.com Recruiter shares how salespeople can succeed in new economy “The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ...
Views: 1271(4 votes) - Networking Like It’s Your Party - by Submitted on Sep 30, 2010 from Alice KemperWe all do it. We all go to a variety of networking functions: mixers, meetings, seminars, conferences. Just showing up certainly doesn’t guarantee getting connected or meeting people who are your buyers or can get you closer to your decision maker. Just showing up certainly doesn’t guarantee ...
Views: 531 - Masterful Reprimands – The Best Sales Management Training - by Submitted on Sep 30, 2010 from Ralph BurnsAs effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it…”Masterful Reprimands”. Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the ...
Views: 822 - The Seven Forces of Sales Motivation, Part 2 - by Submitted on Sep 30, 2010 from Ralph BurnsOn this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people As a quick review, we went through the first 4 of the 7 forces ...
Views: 1858 - Sales Training - How to Work with Difficult People without Losing Your Mind! - by Submitted on Sep 25, 2010 from Nancy DrewThe damage of working with difficult people can affect the whole office, including customers. In this article, I'll explore tips that will help you deal with challenging people! Have you heard the people in your office saying the following? - “I’m just trying to do my job. I don’t know why ...
Views: 1076(2 votes) - Motivate Your Sales Team with Regularly Scheduled Meetings - by Submitted on Sep 30, 2010 from Nancy BleekePicture this: A group of sales reps are heading down the hall to the conference room for a meeting with their manager. They are definitely taking their time getting there. They stop for coffee, peek at their Blackberrys and seem to be pondering something silently in their heads. Wouldn’t ...
Views: 622 - Timely Tips for Unlocking Great Sales in Today’s Tough Economy - by Submitted on Sep 30, 2010 from Nancy BleekeWhether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Selling in a tough economy seems more challenging, doesn’t it? And yet many people are not feeling the pinch as much as others. How ...
Views: 595 - How To Successfully Sell - by Submitted on Sep 23, 2010 from Anthony MoraWhat are the elements of a successful sales call? There are two, 1) know your information and your product or service, 2) understand the specific needs of each prospect you talk to, and address them. Nothing will lose you a sale quicker than sticking to a basic script while your prospect is ...
Views: 837 - Planning Matters - by Submitted on Sep 21, 2010 from Craig James"If you don't know where you're going, any road will take you there." I'm a map guy. I love maps. To be sure, GPS is a wonderful (if not somewhat annoying) invention that probably does a better job of getting you from point A to point B. Nevertheless, I have a hard time giving up my trusty ...
Views: 809 - Manage Your Pipeline - by Submitted on Sep 21, 2010 from Craig JamesMost of us detest those weekly 1-1 pipeline reviews with our managers. Why? Because more often than not, the manager is calling you on the carpet to explain why this deal hasn't closed, or why that deal hasn't progressed, or why those deals were lost. Or at least we think he is. But in a ...
Views: 871 - Creating Urgency - by Submitted on Sep 21, 2010 from Craig JamesDespite our best efforts, some of the deals we work on will at some pint in the sales process stall. How can you extricate yourself from the land of no-decision for those cases in which - despite your best efforts - your deals nevertheless grinds to a halt. There are three points in the ...
Views: 941 - Polish Your Image by Creating Positive Associations - by Submitted on Sep 21, 2010 from Craig JamesWe all have people in our lives whose contact we welcome, and those whose contact we consider unwelcome. At the "welcome" end of the spectrum are our family and friends. At the "unwelcome" end of the spectrum are telemarketers and spammers. The former we're eager to interact with; the latter ...
Views: 767 - The Give and Take of Business: 3 Lessons on the Reciprocity of Referrals - by Submitted on Sep 14, 2010 from Nancy BleekeWant to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. Reciprocity is defined as a “mutual exchange” - the give and take of life. In a slow economy it can be your lifeline. Often, referrals can be ...
Views: 725 - 5 Mental Attitudes of Winners - by Submitted on Sep 13, 2010 from Mike BrooksSuccess in sales, as in all of life, starts by first developing and maintaining an expectant attitude of success. Simply put, all top performers expect that they are going to succeed, and because of this they consistently take the actions that lead them to achieve their goals and become ...
Views: 1120 - Take Your Sales to the Next Level! - by Submitted on Sep 13, 2010 from Erik TherwangerI have been involved in “selling” for nearly a dozen years now. I have sold everything from life insurance to media services. I have had the privilege of working with hundreds of different sales reps, and meeting thousands more. They all have one thing in common – they want to make more ...
Views: 1395 - ***Networking Magic for C-Level Relationship Selling - by Submitted on Sep 07, 2010 from Sam ManferNetworking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. ...
Views: 2034(3 votes) - Sales – How and Why Hypnosis Improves Performance - by Submitted on Sep 07, 2010 from Alicia CramerDo you believe you are a confident and effective sales person? Even the top performers in the field tend to have a limiting belief or two that trip them up from time to time. Chances are if you are reading this article, you want to improve your sales performance. There is a wide range of common ...
Views: 1786 - How Repetition Will Help You to Explode Your Sales Results - by Submitted on Sep 03, 2010 from David SteelOne thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. ...
Views: 1317 - Give Your Prospecting Legs with Social Media - by Submitted on Sep 01, 2010 from Kendra LeeSocial media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on several different social networks. But have you given thought to how to use it to increase your prospecting results, or do ...
Views: 891 - 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: 4382(1 vote) - How To Become A “Silent Sales Leader” - by Submitted on Aug 31, 2010 from Ralph BurnsOn this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques The longer I used to talk to my salespeople, typically the more silent I would actually become. This is not usually what sales managers do, and I ...
Views: 1088 - How To Motivate Salespeople The Easy Way - by Submitted on May 26, 2011 from Ralph BurnsOne of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps. It’s really one of the most popular requests that we get at Sales Management Mastery ...
Views: 1747 - 4 Proven Methods to Motivate Salespeople…Gently - by Submitted on Aug 31, 2010 from Ralph BurnsGreat leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading. There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, ...
Views: 1420 - The Lazy Sale’s Manager’s Way To Coach Salespeople - by Submitted on Aug 31, 2010 from Ralph BurnsA couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime. I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company’s as wekll. I did that for many years. but one of the ...
Views: 1881 - 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: 3569 - Is It Time To Close The File On That Stalled Prospect - by Submitted on Aug 27, 2010 from Robert WeeseAs sales professionals we’ve all most likely had this problem with a prospect at one time or another. They were a hot prospect sending you all the right buying signals and then all of the sudden they switched off. Now they don’t return your calls. They are unresponsive to your emails and you ...
Views: 3375 - GAS Up Your Sales Training - by Submitted on Aug 27, 2010 from David SteelWhen it comes to sales training, have your sales tactics remained the same for the last few years? If you find that your sales development style is retro it is time to gas it up and head into the next generation. Don't let the ways of the past prevent you from the sales of tomorrow. We'll review ...
Views: 987 - ***C-Level Relationship Selling – Identifying the Ultimate Decision Maker - by Submitted on Aug 25, 2010 from Sam ManferDetermining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ...
Views: 2722 - Negativity Has Left the Building: Focus on the Positive & Show Negativity the Door - by Submitted on Aug 25, 2010 from Alice KemperIt’s the beginning of August, and I just received a phone call from someone I met at a July 4th Bar-B-Q. Quite honestly I had forgotten about this particular conversation until the phone call today. You see, I had given this person a personal challenge and asked him to try it for 3 weeks and let ...
Views: 527 - 10 Easy Ways to Increase Sales - by Submitted on Aug 21, 2010 from Terri SeymourOne of the most common questions asked by internet business owners is “How can I increase sales?” Many articles, ebooks and reports have been written on this subject and trying to absorb that information just tends to make us more confused than ever! Below are some easy, innovative ideas to ...
Views: 1019 - How to Write a Successful Ad - by Submitted on Aug 21, 2010 from Terri SeymourBuying advertising slots and spreading your ad all over the net won’t do much good if the ad does not get anyone’s attention. Your ad must motivate people into following the call to action contained within the ad. Advertising is an art and we need to learn that art to write effective, ...
Views: 840 - Go For The NO in Sales - by Submitted on Aug 18, 2010 from liz wendlingGO FOR THE “NO” IN SALES By: Liz Wendling How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ...
Views: 1119(1 vote) - 5 Reasons Women Make Great Salespeople - by Submitted on Aug 20, 2010 from liz wendlingFive Reasons Women Make Great Salespeople By: Liz Wendling Why do so many business women spend more time hoping or praying for sales rather than just learning to sell? Because the mere mention of the word sales brings up fear, dread and anxiety in the hearts of many! Countless female ...
Views: 1681(1 vote) - Turn Your Next Sales Presentation Into A Corporate Slot Machine - by Submitted on Aug 20, 2010 from Ken SundheimSales Presentations: Turn It Into a Corporate Slot Machine Contrary to popular belief, sales presentations are now always a lay-up. As a matter of fact, in sales terms, being one of many presenters of a product is like going to battle with your competition. Due to today's competitive ...
Views: 1493(2 votes) - The Trifecta of Growth - by Submitted on Aug 15, 2010 from Erik TherwangerEveryone wants to improve their results, especially when it involves their income. Sales associates, business owners, managers, and leaders, attempt to structure their day to experience growth. I meet with people each day who are committed, dedicated, and passionate about building their ...
Views: 1163(2 votes) - Do You Know How To Transform Selling Into Serving? - by Submitted on Aug 11, 2010 from Sharon WilsonPeople are often very negative about selling. They picture the sleazy salesman pushing things that no one wants or needs just to make a quick buck. In your business you may feel that you’re being pushy, you may feel like you’re not good at selling. A lot of people don’t like to refer to ...
Views: 1973 - Make It About THEM: Sales Meetings That Engage - by Submitted on Aug 11, 2010 from Nancy BleekeWant to increase the value of your sales meetings? Make it about THEM by including your sellers. When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more! Many ...
Views: 1592 - Prospecting Letters Still Open Doors - by Submitted on Aug 10, 2010 from Kendra LeeI’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name ...
Views: 1877 - 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: 4151(2 votes) - Be a Successful Sales Manager, Not a Super Seller - by Submitted on Aug 04, 2010 from David SteelThere is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ...
Views: 2650 - 5 Outbound Telemarketing Tips to Save Time - by Submitted on Aug 02, 2010 from Derek HollandThere are many theories on how to best reach out to customers through telemarketing. The different strategies and approaches are so ubiquitous, you may wonder how they could possibly work. Before you decide that it’s time to reinvent the wheel, remember that the strategies you see repeated ...
Views: 6370(1 vote) - The Top 7 Marketing Mistakes New Consultants Make - by Submitted on Aug 01, 2010 from Barbara WaymanBecoming self-employed can be liberating, exhilarating, frustrating and terrifying. Often all at the same time. Most entrepreneurs I meet know they need to be doing marketing. They just often lack a clear sense of what marketing is, or they have no idea where to start. Here are the seven ...
Views: 2068 - 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: 3559(5 votes) - 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: 2766(3 votes) - What You Must Do Immediately When An Employee Leaves Your Company - by Submitted on Jul 28, 2010 from Susan EnnsI have been trying to track down a billing issue with a company for over a month. After sending yet another follow up email to my account manager today, I finally received a response. It started out by saying “So-and-So is no longer with our company…” The first thing that crossed my mind was ...
Views: 5018(1 vote) - ***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: 3645(4 votes) - Take Advantage of These Copywriting Key Points for Financial Success In Your Niche - by Submitted on Jul 21, 2010 from Micheal RossGood writing is only one part of producing copy that converts well. You also have to be familiar with your audience and make them believe you have something they need. The following tips on copywriting will help you do just that. When writing sales copy, it's important not to get carried away ...
Views: 1730 - How To Build An Emotional Foundation For Powerful Sales Techniques To Work - by Submitted on Jul 16, 2010 from Hann YapAlmost every salesman has heard of successful sales techniques that are meant to rake in more sales for them. Yet when I employed these sales techniques, no results were observed. Prospects are still unmoved. This baffled me the longest time. Years back, I discovered that for selling ...
Views: 2892(3 votes) - Get the Power of Word-of-Mouth Working for You: Build a Referral Program for Long-Term Sales Success - by Submitted on Jul 16, 2010 from Colleen FrancisBuilding great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as ...
Views: 1385 - 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: 4187(1 vote)