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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.
- 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: 4191(1 vote) - ***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide - by Submitted on Jul 08, 2010 from Sam Manfer“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. ...
Views: 3283(1 vote) - The Advantage Women Have in the Sales Industry - by Submitted on Jul 07, 2010 from Ken SundheimSome Big Advantages Female Sales Professionals Possess Before I begin this article, I do want to make it clear that the sales strengths which I am discussing which female sales professionals typically have are not a hard and fast rule and does not, in any way, apply to every female in the ...
Views: 3433(2 votes) - What 4th Graders Can Teach You About Sales - by Submitted on Jul 05, 2010 from Jim MeisenheimerManatee County in South West Florida has an annual program called Project Teach. The program objectives include: to illustrate the importance of first impressions, to explore the relationship between education and jobs, to provide a dialogue between students and adults in different ...
Views: 1559 - Sales Ignorance Is Oblivion - by Submitted on Jul 05, 2010 from Jim MeisenheimerSales ignorance is nothing to laugh about. In fact salespeople who are ignorant seldom realize it. Ain't that amazing? Ten quick ways to becoming a sales ignoramus - really: 1. Keep everything in your head. Never write it down. Do you think it's possible to remember everything you ...
Views: 1636 - Sales Is Taught At Age 10 Not Age 40 - by Submitted on Jul 02, 2010 from Ken SundheimSales Skills Are Taught At an Early Age Not Later in Life As a favor to me, a guy by the name of Eric Marcy, who is a friend of mine in Chicago, mentors some of the younger sales representatives at my firm. The other day, we read a blog from a sales consulting company discussing how anybody ...
Views: 1740(2 votes) - Overcoming Buyers Reluctance to Increase Your Sales - by Submitted on Jun 29, 2010 from TJ PhilpottIn order to increase your sales online it is important to overcome any resistance a customer may have towards making a purchase. Being it is impractical to address these concerns on an individual basis it seems targeting the most common factors is the best approach. It appears the typical buying ...
Views: 1919(1 vote) - 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: 2534 - I Don't Have Time To Prospect - by Submitted on Jul 12, 2010 from Susan Enns“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database. To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their ...
Views: 1797 - How To Conquer Prospecting Leads And Reach The Top 1% Of Your System Or Company - by Submitted on Jun 14, 2010 from Jordan SchultzProspecting leads is really the only part of your network marketing business that is going to make you money. This is the biggest reason why you want to become really good at it. The only way to do that is to practice a ton. Over the past 4 months I've picked up some really great tips that I ...
Views: 2077(1 vote) - 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: 3827(13 votes) - How to Warm Up Prospecting Calls by Using “Social Engineering” - by Submitted on Jun 08, 2010 from Art SobczakOne reason that most “cold” calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece. A much better approach, one that stimulates interest, attention, and engagement, is to use personalized, ...
Views: 1635(1 vote) - ***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: 3702(40 votes) - Before You Complain About the Economy - by Submitted on Jun 04, 2010 from Colleen FrancisBy Colleen Francis I think we can agree that the economy is still unstable. While some companies are flourishing others are suffering. Likewise some sales professionals are exceeding their goals and others. I would say about 75% are crying about their poor results blaming the economy. ...
Views: 1262(1 vote) - Things to Consider When Selecting an Onsite Microsoft Vendor - by Submitted on Jun 04, 2010 from T MillerWhen selecting an onsite Microsoft vendor, make some wise choices regarding the scheduling of the training event. You want to get the biggest bang out of your dollar. Make sure small mistakes don't take away from the training experience you have paid for. Date of Training Do NOT schedule ...
Views: 1447 - Selecting the Right Vendor For Your Onsite Or Online Microsoft Training - by Submitted on Jun 04, 2010 from T MillerIn our current economy, it is imperative that businesses maximize their profits while minimizing their expenses. Often, businesses choose to eliminate their training from their budgets to quickly show reduce cost. This can often have an adverse effect on their employee's productivity! Instead ...
Views: 1484 - Productive Joint Field Work-A Five Step Process - by Submitted on May 28, 2010 from Susan EnnsJoint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is ...
Views: 5013(1 vote) - 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: 3551(1 vote) - The Biggest Goof Sellers Make When Dealing with Hot Prospects - by Submitted on May 24, 2010 from Jill KonrathI dream of hot prospects who call me up and say, “We’ve heard good things about your company. We want to make a decision quickly. We’re hoping you can help us out.” Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-handing fruit. ...
Views: 1834(15 votes) - Sales Carpe Diem - by Submitted on May 28, 2010 from Drew Stevens PhDThe world of selling is very precarious due to the recent recession. Sellers are having very difficult times remaining focused and motivated. Buyers still worry about budgets since their businesses too continue to struggle. The major concern is the revenue is required- nothing happens without ...
Views: 1506(1 vote) - ***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business - by Submitted on May 21, 2010 from Sam ManferWhat is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ...
Views: 3255(2 votes) - The Biggest Mistake Sales Managers Make - by Submitted on May 28, 2010 from Ralph Burns“I’m swamped right now” “I’m way too busy to do that” “I’ll need to call you back, I’m way behind right now”… Does this sound like you? If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ...
Views: 1798(2 votes) - Why Will Your Prospect Buy Today - by Submitted on May 18, 2010 from Susan EnnsWhat is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ...
Views: 2060(1 vote) - Let The Words Be Known: Client Modular Approach (CMA) - by Submitted on Apr 14, 2012 from Raj GavurlaMany times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ...
Views: 1794(1 vote) - Don’t Read This…Unless You Want To Have A Really Good Sales Meeting - by Submitted on May 18, 2010 from Ralph BurnsWe’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the ...
Views: 1759(1 vote) - CHECKING YOUR PROSPECT’S “DNA” - by Submitted on May 18, 2010 from Dirk ZellerBased on your qualifying efforts, determine the likelihood that your prospect will convert into a good client for your business by conducting a DNA analysis. This involves measuring the prospect’s level of desire, need to take action, and ability and authority to make a purchase or selling ...
Views: 1476(1 vote) - F is for Following up - by Submitted on May 05, 2010 from Helen DowlingOver the last few years, I’ve spoken and written in depth about following up with people and why I really do think that it is the most important marketing technique that you can do. But, I still see business owners struggling with following up with people. Case in point, I was speaking to a ...
Views: 1454 - ***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships - by Submitted on Apr 30, 2010 from Sam ManferIt is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have ...
Views: 2731(3 votes) - How to Get Your Sales Team to Reach The Highest Level of Sales Achievement - by Submitted on May 18, 2010 from Ralph BurnsFirst things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment. Say this in a group setting at first (at your first sales meeting to establish ...
Views: 1675(1 vote) - The Best Source of Sales Tips and Techniques for Sales Professionals - by Submitted on Apr 26, 2010 from Kate TammemagiAll Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ...
Views: 2056(4 votes) - Set Up A Time Sensitive Database to Grow Your Sales - by Submitted on Apr 25, 2010 from Thomas AnthonyIf your prospect will need to purchase your service or product tomorrow and you call him today good things happen. The most important of which is his belief in your opinion of the importance of his issues (hard sentence, important point). You knew he would need you tomorrow and you called ...
Views: 2357(3 votes) - ***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred - by Submitted on Apr 23, 2010 from Sam ManferIt’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ...
Views: 3023(3 votes) - Empower Your Sales People By Providing Them With Positive Behavioral Feedback - by Submitted on Apr 22, 2010 from Ralph BurnsThe sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ...
Views: 1789(7 votes) - #4. Engage your sales math - by Submitted on Apr 22, 2010 from Colleen FrancisFive great ways to send your sales skyrocketing in 2010 So far in this five-article series, I’ve focused on what you can do at the front-end of your sales cycle to help generate the great results that you’re looking for in your organization. This entails fine-tuning your prospecting and ...
Views: 1320(2 votes) - #3. Unleash your secret sales force by obtaining great testimonials - by Submitted on Apr 27, 2010 from Colleen FrancisFive great ways to send your sales skyrocketing in 2010 It’s a challenge that even the most accomplished sales professionals have to tackle regularly: how to attract more of the targeted customers who are best suited to help your business thrive. After all, it’s not enough to know who it ...
Views: 1465(2 votes) - Stop Losing Your Customer's Trust - by Submitted on Apr 15, 2010 from Susan EnnsIt's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you ...
Views: 2298(1 vote) - Salespeople: Blog for your life - by Submitted on Apr 15, 2010 from Jonathan BrillIn 1999 Neil Rackham, one of the authors behind the sales bible, SPIN Selling, co-authored “Rethinking the Sales Force”, in which he posited that worldwide, the number of professional sales people would be reduced by 50% within 10 years. It’s been 11 years and whether that prediction has come ...
Views: 805(1 vote) - Why Social Networking Your Way Won't Build Your Business - by Submitted on Apr 12, 2010 from Joanne BlackBelieve it or not, social networking isn't the next best thing... You are! It's the personal connection that still seals the deal. The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, ...
Views: 796(1 vote) - ***C-Level Sales Training Tip 21- Eliminate Low Price by Differentiating - by Submitted on Apr 09, 2010 from Sam ManferYour presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alternative. Better in an area of importance to someone is worth more money. Keep in mind, doing ...
Views: 2168(21 votes) - The Benefits Of Sales Leadership Training - by Submitted on Mar 30, 2010 from Menno SpijkstraThe Benefits and Advantages of Sales Leadership Training. It is widely accepted and recognized that the staff or employees have to be trained some new skills in order to prevent being stagnant. A situation like this not just regresses the person’s development, but also the company’s, too. In ...
Views: 927(4 votes) - ***Relate Immediately with People by Matching Your Chemistry - by Submitted on Mar 30, 2010 from Sam ManferPut People at Ease and You’ll Get More of What You Want To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The ...
Views: 3409(8 votes) - 5 Steps to Being Assertive so you get Things Done Without Being Aggressive - by Submitted on Apr 20, 2010 from Anne WarfieldShe looked at me and said, “I’ll do whatever it takes to make it right. What do you want me to do?” The right words but her hands were on her hips, her legs were spread apart and she was looking down her nose at me. Everything screamed, “Lady, you really are the problem. Just tell me what it ...
Views: 1553 - 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: 905 - Finding Profits in a Downturn Economy - by Submitted on Aug 06, 2012 from Anne WarfieldSharks hunt for prey by finding movement in the water or blood. In today's economy you can often find people mistakenly adopt a "shark" sales mentality. They feel they need to circle out there and surround customers by getting to them first. First smell of blood in the water and they go for ...
Views: 842 - From Birdseed to Seed Money - by Submitted on Apr 20, 2010 from Anne WarfieldBirdseed. Imagine if in 1981 someone asked you how much money you could make selling birdseed. Seems to be a limited market doesn’t' it? I mean imagine the retail space you need to rent and the amount per square foot you would need to generate in order to make it profitable. The only way it ...
Views: 857 - To Catch a Bigger Fish... - by Submitted on Apr 20, 2010 from Anne Warfield..to set up the right net in the right way. Imagine that you are looking at putting in a new deck. You call a company and the sales person comes out and talks to you all about the decks they build, the quality they offer and the way they can get the deck done. You decide to have them build ...
Views: 850 - Reputation Wins Customers - by Submitted on Mar 30, 2010 from Terrie AndersonDefinition: 'A Sales Legend is a sales person who stands above the rest. He or She will likely enjoy a great lifestyle, earn more and be less stressed than the rest. They will win, win and win again. They will be loved and recommended by customers. They are virtual team leaders, and well ...
Views: 3216(10 votes) - Negotiation Checklist to Ensure a Successful Outcome - by Submitted on Mar 25, 2010 from Mark Hunter1. Never negotiate with anyone who is not qualified to negotiate. If in doubt, ask your contact how they've handled a similar type of negotiating in the past. Listen for names, dates and other details that will provide clues as to their level of responsibility. 2. Never put things into ...
Views: 786 - How to Warm Up Prospecting Calls by Using “Social Engineering” - by Submitted on Mar 25, 2010 from Laura MonzoOne reason that most “cold” calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece. A much better approach, one that stimulates interest, attention, and engagement, is to use personalized, ...
Views: 2339(2 votes) - COMPETING WITH OTHER AGENTS - by Submitted on Mar 23, 2010 from Dirk ZellerAll agents are at different stages of their career and different levels of production. Each has their own philosophy for running their business and different levels of staffing for accomplishing it. I get asked constantly, “How do I compete with agents that have more listings, staff and ...
Views: 1103(6 votes)