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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.
- Bump Your Slump: How To Bring In Business Quick - by Submitted on Aug 19, 2011 from Milly SonnemanIn a rut? No clients on the horizon? If you are stuck in a business slump, now is the time to get new strategies to bring in business quick. Here are 5 tips so you can bring in business—fast. Routinely presenting to clients isn’t going to build a rock-solid stream of business. If you want to ...
Views: 1040 - Burn Your Boat! - by Do you allow fear, anxiety and worry to dominant your thinking? Do you find yourself frequently questioning your decision to become a salesperson? Having self doubt or a lack of commitment is emotionally draining and erodes your effectiveness. A truly committed person does not have the luxury ...
Views: 1231 - Business Acumen And Modern Day Selling - by Submitted on Mar 27, 2012 from Ioventures IncNowadays, customers get the majority of their product and application data from the Internet. This means that selling has become more difficult for sales professionals, who now have to add value to the business of every customer and work with the selling firm to attain shared objectives. Toss ...
Views: 1475 - Business Coaching Tips: How for Turn Your Targeted Leads into Profitable Leads - by Submitted on May 25, 2012 from Joseph FraserAs a business coach who's familiar with the online business industry, I'm advising you to value your leads greatly. All your current sales come from your leads. Your leads have a great chance of being converted as your customers. In these potential customers, you’re probably going to have a ...
Views: 1211 - But I Thought There Was No Such Thing As A Dumb Question - by Submitted on Jun 20, 2010 from Eric MulfordA well-prepared question delivered on time will help you close sales. A dumb question (yes I actually said that) will cost you an important opportunity every time. I see this all the time. The sales rep gets a great opportunity. He wants me to see just how well he can present. Then he opens ...
Views: 2777 - Buying a Rollup Banner - by Submitted on Mar 06, 2011 from Simon WilliamsRollup banners are becoming increasingly popular amongst businesses that wish to effectively promote their goods or services in a cost effective manner. Today, you can find rollup banners everywhere from your local grocery store to the doorsteps of large supermarket chains. A rollup banner is ...
Views: 1088 - C-Level Sales Training - Cross Selling - The Fastest and Easiest Sales - by Submitted on Nov 21, 2013 from Sam ManferCross selling is the fastest and easiest way to generate more revenues and at higher profits. Cross sales are also the easiest sales. They have a 3 times higher closing ratio than selling any of your products to a new customer. So do you have a cross selling process operating in your ...
Views: 2132 - C-Level Selling - 6 Steps to Get Your Higher Price - by Submitted on Apr 17, 2017 from Sam Manfer1. Sell in the C-Suite Don’t bypass the subordinates, but don’t get stuck there either. C-levels are looking for value, not price. Subordinates are looking for whatever they think their boss, the C-level, General Manager, Profit Center leader wants. Only the C-level boss knows what s/he ...
Views: 2016 - C-Level Selling for Closing Sales and Passing Legislation - by Submitted on May 13, 2013 from Sam ManferPresident Obama could learn from a C-Level selling expert. He’s having issues persuading senators and congress people to support gun control, immigration reform, budgets, debt ceilings and more. These are powerful people, just like the ones sales people encounter or try to encounter in their ...
Views: 2026 - C-Level Selling – 2 Steps to Own Existing Accounts and Steal Competitors’ - by Submitted on Feb 17, 2016 from Sam ManferYour buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs ...
Views: 2366 - C-Level Selling: What’s in Your Solution Portfolio? - by Submitted on Apr 30, 2014 from Sam ManferYou sell products, services or both. But buyers don’t want things or services. What they really want are solutions to problems (stating it negatively) or desired results (stating it positively.) These solutions and desired results can sound abstract or intuitive when initially talking, but ...
Views: 1530 - C-Level Selling: Sales Questions That Engage Prospects - by Submitted on Mar 24, 2014 from Sam ManferLet’s say you’re a C-Level executive or a staff manager doing your job and someone comes into your office. Who would you rather sit opposite: (1) a detective trying to interrogate you about what you’re doing, or how you’re doing your business or (2) an interested person (maybe a friend) asking ...
Views: 2230 - C-Suite Selling Is Where You Will Win the Sale and Cross Sales - by Submitted on May 18, 2015 from Sam ManferThe reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale. So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate ...
Views: 2361 - C-Suite Selling: Identifying the Ultimate Decision-Maker - by Submitted on May 25, 2017 from Sam ManferSometime it’s tough to know who actually makes the final decision. Well, the person responsible for profit and loss (P/L leader) is the ultimate decision-maker for anything of consequence in his or her domain. This person can be a CEO or a General Manager or a Plant Manager, or a Product-line ...
Views: 1958 - Call Killing Phrases - by Submitted on Jul 18, 2008 from Wendy WeissHow often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot. I know I say it frequently. It's commonly used as a greeting, as a 'hello.' Because 'How are you?' is so commonly used, how often have you ...
Views: 614 - Calling All Speakers - Stop Being Boring! - by Submitted on Feb 16, 2012 from Nancy DrewAs a speaker, I present more than 50 times a year in a variety of venues and to a wide range of audience sizes. Whenever I'm attending events, whether it is an annual conference, sales training event or luncheon group, I'm always excited to hear other speakers. But to be honest, I'm often ...
Views: 1812 - Calls-To-Action: Making Them Fit Makes All the Difference - by Submitted on Aug 21, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com It was going so well, so what happened? Many copywriters get off to a wonderful start: The headline is compelling, the body copy is benefit-filled, but then comes the call-to-action and the whole thing falls apart. Why? It could be a dozen different ...
Views: 1190 - Can The Right Headline Really Make You Rich? - by Submitted on Aug 18, 2008 from Virgil StanphillCopywriters have advocated for years how critically important headlines are to the success of any advertisement or sales letter. Because they are. To prove it they often quote copywriting legends such as John Caples, who pointed out “If the headline of an advertisement is poor, the best ...
Views: 846 - Can you answer the seemingly easy sales question - Why should I use you? - by Submitted on Jun 01, 2011 from Peter O'DonoghueLast year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits ...
Views: 1346 - Can You Pass this Sales Test, Asks The Sales Coach? - by Submitted on Mar 06, 2008 from Cheryl ClausenBeyond product knowledge, sales skills, and marketing skills there are three essentials for sales success? Do you know what they are? Can you guess? Before continuing please answer for yourself the question, “what are the three essential skills for sales success?” The first ...
Views: 876 - Can’t Get No Satisfaction? Be interesting and show interest in others. - by Submitted on Feb 17, 2011 from Colleen FrancisIn sales, it can be tempting to think about your existing customers as loyal and satisfied, simply by virtue of the fact that they’re doing business with you more than once. Don’t trick yourself into that kind of thinking! Loyalty and satisfaction find their roots in something ...
Views: 1162 - Career Sales Training: Are You Responsible? - by Submitted on Sep 21, 2007 from Cheryl ClausenAs a sales professional do you take full responsibility for your actions? Do you take full responsibility for what happens to you? You are responsible for your actions, your decisions, and what happens to you. Blaming yourself or anyone else, using excuses, and denial only hurt you and keep ...
Views: 637 - Career Sales Training: What Are You Willing To Risk To Succeed? - by Submitted on Sep 25, 2007 from Cheryl ClausenTop producer’s don’t become top producers by being “also rans” in the business. Sales is risky business, and if you want to succeed you need to be willing to take some risks. Now I’m not talking about willy-nilly risks or life threatening risks I’m talking ...
Views: 592 - Career Sales Training: You Receive What You Believe - by Submitted on Aug 24, 2007 from Cheryl ClausenWhat beliefs are you holding, that are holding you back in your career sales training? Mr. and Mrs. Claus are found dead on the floor. They are found in a locked room. On the floor is broken glass and water. There is an open window and a table in the room. How did Mr. and Mrs. Claus die? ...
Views: 612 - Career Sales Training: Are You a Sprinter or Marathon Runner? - by Submitted on Aug 14, 2007 from Cheryl ClausenPart of your career sales training should get you to think about what kind of career you want to have. If you were to equate sales people to runners there are two types of performers. The type of performer you choose to be has long term impact that will affect your overall success. ...
Views: 695 - Career Sales Training: Are You Accidentally Successful? - by Submitted on Oct 04, 2007 from Cheryl ClausenYou’ve said it, I know you have. At one point or another you’ve looked at the results achieved by another sales person and you thought to yourself that person sure is lucky. Those who have tremendous success in their sales careers are never lucky. They’re never accidentally ...
Views: 784 - Career Sales Training: How Do You Drum Up Business? - by Submitted on Feb 07, 2008 from Cheryl ClausenYou aren’t going to wake up one morning and magically have people clamoring to work with you unless you’ve done the things you need to do to make that happen. But few salespeople have a clue how to get qualified leads contacting them, and they aren’t going to learn overnight. ...
Views: 851 - Career Sales Training: Tell Me A Sales Story - by Submitted on Feb 01, 2008 from Cheryl ClausenYou love a good story, I love a good story, everyone loves a good story. Stories are how we learn and how we remember things. Stories simplify the complicated and support our beliefs. And stories are one of the most powerful tools you can use in a sales conversation if you know how to tell a ...
Views: 962 - Career Sales Training: What Actions Aren’t You Taking? - by Submitted on Sep 22, 2007 from Cheryl ClausenCareer sales training not getting you the results you want? Is it the training that’s letting you down or the actions you aren’t taking? Sales success is all about the actions you take. Taking more right actions than wrong actions means you get to success that much faster. Continuously ...
Views: 629 - Career Sales Training: When Sales Are Down these Are The 3 Things You Don't Want To Do - by Submitted on Oct 05, 2007 from Cheryl ClausenAt some point in your career your sales will be down. When this happens you have a natural desire to do the very three things that will keep your sales down. The three things you don’t want to do are: panic, be pushy, and allow your self-confidence to tank. As your bank account ...
Views: 671 - Career Sales Training: Where Are All The Opportunities? - by Submitted on Sep 19, 2007 from Cheryl ClausenYou pass up more opportunities each day than you could ever handle. Anyone who wants to be a top producer knows there are two aspects to sales success you need to succeed. First, you have to recognize opportunities others overlook. Second, you need to understand the opportunity well enough ...
Views: 618 - Case In Point: Getting 24% ROI On Email Campaigns - by So often we hear of individuals who get exceptional returns-on-investment from their advertising campaigns. However, what we don’t often hear are the intimate details of how these people work their strategies. Marketer Diane Hughes has agreed to give us the nitty gritty of her latest solo ad ...
Views: 1048 - Case In Point: Getting Your List To Respond - by © 2002http://www.ktamarketing.com
We all wish we could have ultra-responsive mailing lists, don’t we? The dream of most marketers is to send out their ezine and sit back to watch a flood of orders come in. After all, while we always DO want to provide good, solid information for our readers, ...
Views: 1004 - Case study – “We’ve Just Been Lazy” - by Submitted on Jun 13, 2011 from Heidi McCarthyHad an interesting experience recently – let me lay out some background for you. First you need to know that we live in a rural area where all the properties are 10 acres. Every day Sugar, Ebony (sometimes Kyle) and I go for walks. There is really only one route we can take. On that route all ...
Views: 1171 - CHALLENGES FOR SALES PROFESSIONALS - by Submitted on Nov 04, 2009 from Dirk ZellerThe most significant challenge for sales professionals is their time control. How a sales professional uses their time determines income. The sales professionals in the top 10% of their industry control, use, and invest their time more wisely and effectively than the lower performing sales ...
Views: 1217 - Change Generates Opportunity - by Submitted on Jan 11, 2011 from Mark TingReform translates as change. The newest Medical Loss Ratio (MLR) requirement of 80% for the individual and small business market along with 85 percent for large business coverage established by healthcare reform could have increasingly long-term implications for many insurers. Approximately ...
Views: 1071 - Change Is Good. Heads Up For Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanYou’ve heard all about the end of one-directional sales pitches. Now comes the reality check. Get the heads-up with 5 insider tips right here, right now. Change is good. Right? Well, if you’re used to doing your sales presentation the same way that you did for the last 10-years, you might be ...
Views: 1270 - Change That Negative Attitude and Increase Your Sales - by Submitted on Jul 30, 2007 from Marcella McMahonSales is not a personal thing - Or is it? A negative attitude in sales will hold you back every time! Do you have a negative attitude holding you back? No one likes to do business with people who are negative. But sometimes we don't even know we have a negative attitude. Take Casey for example: ...
Views: 689 - Change Your Bad Habits Into Good Ones! - by Submitted on Oct 19, 2010 from Nancy DrewAll of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them! You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer ...
Views: 1482 - Changing The Behavior Of Your Sales Team - by Submitted on Dec 25, 2007 from Louis JordanMany sales people will not make changes unless they are made to feel uncomfortable. EXAMPLE - If your team feels comfortable forecasting numbers below their quota, or reporting numbers below their forecast they will continue to do so. Unfortunately, that means you must be able, when necessary, ...
Views: 1214 - Changing Your Position When There's Competition - by Submitted on Jul 20, 2009 from C.J. HaydenAre you finding many of your best prospects already working with competitors? When you pursue a new opportunity, is someone else capturing the prize? Maybe it's time to re-evaluate your positioning. Your market position is the place you occupy in the mind of your prospective clients. It's ...
Views: 1203 - Characteristics of Great Sales Negotiators - by Submitted on May 15, 2007 from Kelley RobertsonVirtually everyone in sales is required to negotiate. After conducting hundreds of workshop and working with thousands of people during the last decade, I have discovered that most sales people are not as effective at negotiating as they could be. However, I do come across great sales ...
Views: 980 - Characteristics of Successful Salespeople - by Submitted on Sep 29, 2005 from Kelley RobertsonWhat separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics: 1. They are persistent. Selling or running a business for a living requires a tremendous amount of persistence. Obstacles ...
Views: 828 - Cheat Scrabble-The Must Considering Vocabulary Improving Tool - by Submitted on Nov 04, 2011 from Michael GaffaneyScrabble is a mind challenging game that you can play only when you have a good vocabulary. It has been said that scrabble can help a lot increase memory and build a word bank as well. If you are really crazy about this intriguing word game but find it difficult to crack then you are advised to ...
Views: 1773 - Choosing the Right Roll Up Banner Company - by Submitted on Mar 11, 2011 from Simon WilliamsIn order to benefit from maximum exposure at public events, you need an elaborate trade show stand. Of course, this calls for the inclusion of a portable rollup banner stand to enable you to get your company's message across. For the right roll up banner, you need to find a company with ...
Views: 1521 - Click for Success! - by Submitted on Mar 23, 2005 from Nicholas DixonBeing online for the last five or so years has made merealized that many persons are seeking a magic button to success.What is even more interesting is that they really believe thatit exist. I have never encountered anything of such nature, theachievements of so many are owed to hard ...
Views: 1335 - Close All Your Sales and Be the No. 1 Salesman at Work – Hypnosis Works! - by Submitted on Feb 04, 2011 from Nelson BerryBy The Pioneer of Subliminal Messages Online. Selling is harder than you think. Many people have tried to discover the most effective techniques to selling without much success. Sometimes the techniques work, sometimes they don’t. The one essential ingredient to successful sales is the ...
Views: 804 - Close All Your Sales and Surpass Your Sales Goals with Subliminal Messages - by Submitted on Feb 04, 2011 from Nelson BerryBy The Pioneer of Subliminal Messages Online. Every salesman has a sales goal, but not every salesman reaches that goal. But the number of those who do shows us that it is possible. If you are one of those who does not seem to reach your sales quota and get higher profits, then the problem ...
Views: 821 - Close Doors, Not Sales - by Submitted on Jan 11, 2008 from Lee SalzYou have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens. Recently, I was asked to provide my thoughts on sales people and the requirement that they "ask for the business" as a closing technique. ...
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