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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.
- Close More Sales By 'Seeing' The Window of Dissatisfaction - by Submitted on Jul 14, 2008 from Craig EliasHave you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What's that about? Or consider this: Jack and Tonya learn from Tonya's doctor that they're about to have their first baby. Now, everywhere Jack goes, he sees pregnant ...
Views: 798 - Close More Sales By 'Seeing' The Window Of Dissatisfaction - by Submitted on Jul 22, 2008 from Craig EliasHave you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What’s that about? Or consider this: Jack and Tonya learn from Tonya’s doctor that they’re about to have their first baby. Now, everywhere Jack ...
Views: 806 - Close More Sales Following These Six Simple Steps - by Submitted on Sep 04, 2009 from Damian KutznerWant to close more sales and get more referrals and repeat business? In this article you'll learn step-by-step how to make sales presentations that sell your product for you. Step 1. Get to know your product or service. What do you offer? What makes you different from the competition? What's ...
Views: 860 - Close More Sales Without Selling! - by Submitted on Sep 05, 2008 from Michael BeckLet’s face it… No one likes to be “sold” something. To me, being “sold” is when somebody convinces me to buy something – whether or not I really needed or wanted it. Have you ever been convinced by someone to buy something, maybe even against your ...
Views: 907 - Close the Sale by Becoming a Friend - by Submitted on Jun 06, 2011 from Peter O'DonoghueYou know how important it is to make plans which will propel you towards your goals but what is equally important is actually talking to your customers. Everyone one of your customers will have different requirements. Make sure you take time to listen to their requirements and decide how you ...
Views: 1007 - Closed-Ended Questions - by Submitted on Apr 23, 2009 from John AOVClosed-ended questions allow you to get definite answers and move toward closing the sale. Start Sentences With Verbs Closed-ended questions allow you to get definite answers and move toward closing the sale. Closed ended questions start with verbs, such as "Are," "Will," "Is," "Have," "Did," ...
Views: 2517 - Closing and the Circle of Fear - by Submitted on Jun 12, 2007 from Niall DevittWe always try to talk to or interview individual sales people before we deliver in house sales training. As part of this discussion the salesperson is asked about the areas of their selling that they feel they need help with. At this stage we must have talked to nearly one thousand salespeople ...
Views: 990 - Closing Takes Guts and Conviction - by Submitted on Sep 23, 2011 from Michael O'GradyThe word guts, when it comes to closing a sale, has much to do with having “intestinal fortitude.” In other words, being fearless. You not only can’t be afraid to ask for the order, you almost need to have a swagger about it. You have to have such a level of confidence that you can ask for the ...
Views: 1370 - Closing Techniques: The “I Want to Think it Over” Close - by Submitted on Apr 27, 2009 from John AOVSaving the Lost Sale There is a powerful technique you can learn called the "I Want To Think It Over Close." This is the only way I know to save this kind of lost sale. You know by now that when the customer says, "I want to think it over," he is really saying "good bye." You know from your own ...
Views: 1130 - Closing the Sale - by Submitted on Apr 10, 2013 from Andrew HortonAre you 100 % certain that your value proposition holds more value, than you expect your customers to pay for it? Because if you are not, then you can never expect to convince anyone, to invest into what you sell. Everyone you come into contact with has an innate ability to read you like a book. ...
Views: 1186 - Closing The Sale Or Qualifying The Quality Of The Prospect? - by Submitted on Dec 25, 2007 from Louis JordanClosing the sale has always been what we have been told to do - the "ABC of selling" and "lots of little Yes lead to a big Yes" were designed to do just that. These tactics can work for low-end consumer sales, very small business sales and industries where you do not rely on repeat business or ...
Views: 966 - Closing the Sale, It's Easier Than You Think - by Submitted on Jun 06, 2011 from Peter O'DonoghueAre you having trouble closing leads? If so you are amongst the many sales people who find this most important part of the sales process to be a big problem This really is one of the most tricky things that salespeople face. It is so important that you learn how to deal with your prospects ...
Views: 1028 - Cold Calling - Do You Want More Confidence in Your Ability to Sell? - by Submitted on Jun 06, 2011 from Peter O'DonoghueOne of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold ...
Views: 1116 - Cold Calling - Is it Really That Bad? - by Submitted on Jun 06, 2011 from Peter O'DonoghueYou should really try to look at cold calling in a different light because it really can make a big difference to your personal and business success. I know what you're thinking, How can this be so important? There is a common misconception that cold calling is an unskilled job, a job that ...
Views: 1271 - Cold Calling Is Dead - Manage Google Alerts to Provide Warm Prospects - by Submitted on Jun 09, 2011 from Peter O'DonoghueOne of the greatest advances in sales prospecting techniques is the ability to use Google alerts to track prospects, customers and sales trigger events. If you set up a few of these alerts the amount of data gathered can begin to get overwhelming but don't fret there are easy ways to manage all ...
Views: 2443 - Cold Calling is Dead - What a Pile of Horse Manure! - by Submitted on Jun 09, 2011 from Peter O'DonoghueThere is so much being written at the moment about cold calling being outdated, outlived and down-right dead. I couldn't disagree more. Yes, we all know there are more sophisticated marketing and sales methods around. We would all like our phones ringing off the hook with potential clients ...
Views: 1099 - Cold Calling Isn’t the Only Way to Get Prospects - by Submitted on Sep 15, 2009 from Kendra LeeNot many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.John was a managed services provider looking to grow his company. He ...
Views: 1060 - Cold Calling Perfection: Are You Hearing This? - by Submitted on Jun 28, 2011 from Kendra LeeIn email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails. You can quickly see where you need to make adjustments to grab your ...
Views: 1028 - Cold Calling Scripts – Shocking Secrets for Success - by Submitted on Jan 13, 2011 from Leslie ButerinThere is a great cold calling scripts debate in the sales community. One group argues scripts make callers sound canned. The other side says if you don’t know where you are going you are likely to get there and your script is the roadmap. The anti-scripts camp does not want to sound like the ...
Views: 1583 - Cold Calling Tips and Tricks - by Submitted on Jun 06, 2011 from Peter O'DonoghueIn an ideal world you would be getting a steady stream of enquiries all day long from people who were interested in the product or service you are selling. Unfortunately this just does not happen and you have to go out and find your sales prospects, and if you like it or not one of the most ...
Views: 1389 - Cold Calling with Honesty - by Submitted on Apr 22, 2011 from Archie J. JohnsonYou probably never explain to potential clients your true goal in calling them, however, you don’t need to. They’re already aware, since we’re all sensitive when the telephone rings and it actually is somebody we don’t know. In the classic standard sales training, we mastered the latest ...
Views: 841 - Cold Calling with Integrity - by Submitted on Jun 23, 2008 from Ari GalperYou probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know. In the old traditional training, we learned the ...
Views: 795 - Cold Calls - A New Way to Open - by Submitted on Jul 15, 2007 from Ari GalperCold Calling Tips to Create Openings for Real Conversation! Most of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do ...
Views: 770 - Cold Calls - A New Way To Open - by Submitted on Oct 18, 2007 from Ari GalperMost of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thing. That’s why as soon as ...
Views: 638 - Cold Calls And Taco Bell - by Submitted on Jul 11, 2008 from Meg OrtegoToday, at my boss’s request, I joined him for lunch in his office. Not surprisingly, the big bag of Taco Bell on his conference table caught my eye way before I noticed that my office telephone had been re-connected in his office and was sitting in the middle of our luncheon. Larry told me ...
Views: 897 - Commercial and Office Leasing and Sales in Yamanto Ipswich - by Submitted on Aug 25, 2011 from Herminia PriceThe quite suburb of Ipswich in Australia's Queensland area, Yamanto is all geared up to be the next best growth corridor in the country. Originally a cotton plantation area Yamanto had seen little or no growth prospects for quite some years now. But thanks to the development of Ripley Valley and ...
Views: 851 - Common Mistakes That Can Kill Your Web Copy - by Submitted on Aug 27, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Sometimes learning what not to do is as important as learning what to do. Copywriting is no exception. I oftentimes see copy that is well written, but obviously created by an amateur. How do I know? One or more of the following five ...
Views: 1083 - Communicate to Succeed - by Submitted on Jul 14, 2006 from Kelley RobertsonDuring a recent visit to a local electronics retailer the sales person I usually dealt with was engaged with another customer so someone else helped me and answered my questions. I wasn’t ready to make the purchase that day but when I returned almost two weeks later my regular “sales guy”, had ...
Views: 800 - Competition on the Sales Floor - by Submitted on Jan 12, 2011 from Joel AndersonCompetition on the Sales Floor One of the simplest elements of capitalism is that competition breeds excellence, and this is as true on a sales team as it is anywhere else. An appropriately competitive atmosphere among your sales people can be the key to getting the most out of your staff. ...
Views: 2648 - Complimentary Consultations: What They Are and What They Are Not - by Submitted on Nov 14, 2014 from Margie BeiswangerLet's start with what a complimentary consultation is not. It is not a place to give away free coaching, consulting, or services. In my business philosophy, a complimentary consultation is not a place for a 'hard sell' either. The purpose of a complimentary consultation, also referred ...
Views: 1525 - Conduct Sales Meetings that Inspire Results - by Conduct Sales Meetings that Inspire Results To be an effective professional sales meeting, it must follow the same set up and processes as in a Professional Sales Call.
Have you ever sat through a sales meeting during which you have asked yourself "what in h... am I doing here?" Well, you're ...
Views: 5799 - Conducting Effective Training Workshops - by Submitted on Jul 31, 2008 from Vincent PetersConducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Views: 7170 - Conducting Effective Workshops - by Submitted on Jul 25, 2008 from Vincent PetersConducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Views: 1561 - Confidence Sells! - by Submitted on Feb 25, 2009 from Mark HunterRecently, I found myself dealing with a retail salesperson who was attempting to explain to me the benefits of the item I was looking to buy. As I stood there listening to him, I was struck not by what he was saying but how he was saying it. It didn’t take long for me to realize that the ...
Views: 917 - Confident at Cold Calling? A Reality Check on Postive Thinking - by Submitted on Jul 16, 2007 from Ari GalperBefore you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you’re following the old traditional cold calling mindset, that’s probably what you’ve been trained to do. But what you don’t know is that ...
Views: 692 - Confident Cold Calling? A Reality Check In Positive Thinking - by Submitted on Jun 14, 2008 from Ari GalperBefore you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you’re following the old traditional cold calling mindset, that’s probably what you’ve been trained to do. But what you don’t know is that ...
Views: 678 - Connect With Confidence: Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanAre you preparing an important sales pitch? Are you searching for the best data, current statistics and impressive quotes? Find out how the 5 most important secrets to make a great impression. Whether you are connecting with clients or prospects, your success depends on how you communicate. ...
Views: 1096 - Connect with the Right People and you will Dramatically Increase your Sales - by Submitted on May 19, 2012 from Andrew HortonIt is a well-known fact that people buy from people they know, like and trust. So if you have a desire to increase your sales, then you need to stop sitting with your feet braced firmly against the table, with a desperate look on your face trying to sell your products or services. Instead you ...
Views: 1538 - Consultative Selling: Persuasion Not Manipulation - by Submitted on Feb 12, 2008 from Cheryl ClausenDo you wonder how you can be more persuasive? If you’ve ever experienced a top salesperson you recognize that these folks are very persuasive, but never manipulative. Many salespeople try to be persuasive, but end up being manipulative and don’t earn many sales. One of ...
Views: 2242 - Consulting Versus Selling - by Submitted on Apr 26, 2009 from John AOVOne particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. View Yourself As A Consultant One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as ...
Views: 878 - Control Your Sale's Time Frame - by Submitted on Feb 01, 2010 from Susan EnnsMany sales representatives absolutely dread their monthly sales forecasting meetings with their sales manager. Why? Often, it is because they really don’t know what is the next step to close the sale. More importantly, they also don’t know when that step is going to happen. As such, their ...
Views: 1421 - Copywriting and Your Five Senses - by Submitted on Jun 25, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com In its most basic form, copywriting is, among other things, the art of conveying a message in writing for the purpose of persuading someone to do something. This is especially true when writing descriptive copy. Why? Because your customer’s five senses ...
Views: 1191 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 968 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 929 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 962 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 966 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 1187 - Copywriting Makeover: Making An Emotional Connection - Part 1 of 2 - by Submitted on Jul 30, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com One statistic shows that over 80% of all buying decisions are emotional. That means your copywriting should be, too. This is something I firmly believe in and have preached for most of my copywriting career. However, all too often, I find people ...
Views: 1363 - Copywriting Makeover: Making An Emotional Connection - Part 2 of 2 - by Submitted on Jul 30, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com In part one of this article series we began looking at the Cruise Vacation Center site: a travel site whose copy was sorely lacking in emotional appeal and visual imagry. (You can see the previous version of the copy here: ...
Views: 1244 - Copywriting Makeover: Search Engine-Friendly Can Also Mean Visitor-Friendly - by Submitted on May 21, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com When it comes to search engine optimization, copywriting plays a big role. You want to have excellent copy that appeals to both your visitors and the engines in order to create pages that will rank highly. However, sometimes there can ...
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