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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.
- The Value of Lead Prioritization - by Submitted on Sep 30, 2010 from Joel AndersonAll leads are not made the same. Anyone working in sales knows that the value of each individual lead can vary wildly depending on a number of different factors from the time of day to dozens of different pieces of demographic data. In the past, sales managers have been forced to effectively ...
Views: 1318 - Turning Your Sales Manager Into A Great Sales Coach - by Top performers today consider their manager as a resource. Managers represent a wealth of knowledge, experience and objective ideas. In order to tap this resource, many top performers help guide their managers to become great coaches so that the coach in turn may guide them to a greater level of ...
Views: 1317 - Who's Playing On Your Team? - by Submitted on Jul 13, 2007 from Nicki WeissHave you ever had a project where you succeeded? Sure you have. So have I. Mine include starting a business, growing my business, staying fit, having a family, and buying a house. Have you ever had a project where you didn’t succeed? Yes, I have, too. Mine include not developing a solid ...
Views: 1316 - Growth Strategies: Why Up-Selling and Cross-selling Provides the Path of Least Resistance - by Submitted on Feb 15, 2013 from Casey FitzGeraldAs my most loyal readers and customers know, I’m a huge fan of and believer in retaining and growing a business’s current customers. Then again, who isn’t? Yes, new customer acquisition is important to building and scaling a business, but cultivating current customers offers the truest ...
Views: 1315 - Pump Up: How To Deliver A Dynamic Sales Presentation - by Submitted on Aug 23, 2011 from Milly SonnemanAs many professionals know, sales presentation training provides a step-by-step method for delivering engaging and exciting sales presentations. But what if you’re short on time, short on money and have a big pitch to give tomorrow? If so, you’re in luck. Read on and discover 5 easy steps to ...
Views: 1315 - How to Achieve Your Sales Targets in 2010 - by Submitted on Jan 06, 2010 from Kelley RobertsonI’m sure by now that you have established your sales targets for next year. If you haven’t I suggest that you get cracking and do it now. Time is slipping past! If you have set your targets, congratulations! Here are 10 things you can do to achieve those goals. 1. Invest time prospecting for ...
Views: 1313(1 vote) - Copywriting Successes and Failures: A Comparison Of the Good and Bad - by © 2002 http://www.copywritingcourse.com
It’s about 7:00am and time to start my day. While my exact routine varies, one of the first things I always do is check email. As the flood rolls in, I have my finger poised on the delete button… aimed and ready to fire. But then something catches my ...
Views: 1312 - The Selling Year Is Almost Over! - by Submitted on Oct 26, 2010 from Susan EnnsWhen you look at the calendar at this time of the year, you start to realize that the selling year is almost over. In fact, when you take out the holidays, there are only about 45 selling days left in the year. That is not a lot of time left for your team to qualify for their annual sales ...
Views: 1312 - Don’t Miss Out On The Whiteboard Sales Presenting Craze - by Submitted on Aug 19, 2011 from Milly SonnemanWhiteboard presentations for selling are rocking the business world. Audiences expect to be simultaneously engaged, entertained and excited. Are you using all of these 7 opportunities to get ahead? If you are selling a terrific solution but settling for less than this, step back and ask: why ...
Views: 1311 - It’s a Jungle Out There - by Submitted on Dec 16, 2010 from Michael JohnsonWhoever coined the phrase, “It’s a jungle out there!” must have been a sales rep. Why? Because some days you’ll encounter more difficult customers than there are animals in the jungle. When hacking your way through the dense underbrush to get to the sale, the trick is to stay cool, calm and in ...
Views: 1310(1 vote) - Your Binary Code: The Power of Focus - by Submitted on Mar 14, 2012 from Patrick MorinThe sales meeting started off with a question. It was a trick question, really. Its genesis came from listening to a call from one of our bilingual reps. “What is the most-used language on the planet?” I asked the group. They confidently shouted their responses: “Spanish!” ...
Views: 1310 - 5 Keys to the Art of Engagement - by Submitted on Nov 04, 2011 from Warwick MerryWorking with companies on their Trade Show and Expo presence has shown me how many people are lacking in the art of engagement. Exhibiting is like Speed Dating. If you are lucky you have about 90 seconds to convert them from slightly interested to the second date (or qualified prospect in ...
Views: 1309(1 vote) - The Key to Eliminating Objections and Increasing Sales - by Submitted on Nov 19, 2004 from Charlie CookYou're in a meeting with a promising prospect. You review the project and the services you provide and then, just when you're hoping to get the okay, the prospect raises an objection. They may tell you: "I haven"t got the time right now." "Send me a written proposal and I'll think about ...
Views: 1309 - Features vs. Benefits vs. End Results - by Submitted on Apr 29, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com If you've been in the copywriting realm for very long at all, you've heard the phrase "features vs. benefits." It's a fundamental copywriting principle and driving force behind much of what we, as copywriters, create. But there's ...
Views: 1307 - Why on-site sales training fails and wastes your money! - by A company schedules a sales meeting, perhaps just for sales training (worst case) perhaps also including other business issues, new product introduction and/or product training.
Management feels that sales could be much better, given the current product acceptance and market conditions ...
Views: 1307 - Why Sell? - by Submitted on Mar 13, 2012 from Michael HicklandWhy Sell? Despite all the jokes you may have heard about salespeople and the condescension many people display toward the sale profession, salespeople are absolutely vital to the success of any organization. I’ve been a salesman all my life, and I’ve always been proud to call myself a ...
Views: 1307 - How the 5 Stages of Change Can Help Buyers Buy - by Submitted on Jun 18, 2011 from Dr. Rick KirschnerIt's a tough economy, no doubt about it. And though the pace of business is accelerating, some businesses are taking longer to make buying decisions. When the people talking with vendors and potential vendors are hesitant, they could be concerned about making a wrong move and losing their job ...
Views: 1306 - Secrets Of Top Sellers - by Submitted on Nov 22, 2007 from Jill KonrathSelling is tough! There's no doubt about it. Customers demand more at the same time their loyalty is plummeting. Cutthroat competitors seem willing to practically give things away just to get the business. Even setting up meetings with new prospects is a major ordeal. Busy decision makers don't ...
Views: 1306 - Migrating from Vendor to Partner - by Submitted on Feb 26, 2008 from Lee SalzSo, it's been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of the worst things possible¡K a vendor! At this point, you have probably decided that sales really isn't ...
Views: 1305 - Sales Trainer - Can’t Sell? Here’s Why! - by Submitted on Mar 12, 2011 from Nancy Drew90% of what it takes to be a good sales person is your mindset. Yes, I know this is a strong statement. Even if you have the skills and all the moves, you won’t be successful if you have a terrible attitude – no one will want to buy from you! The sales person who wants it the most is the one ...
Views: 1305(1 vote) - Who needs more action? - by Submitted on Sep 16, 2009 from Frank O'TooleTake action in your sales Wouldn’t we all love a bit more action! If you are working in sales, sales requires movement, sales requires action. You need to get commitment and get action from your prospective clients and act yourself too. You need to do this in a planned time frame. Recently on ...
Views: 1305(3 votes) - Your Most Important Sales Tool - by Submitted on Oct 28, 2008 from Jim KleinIf your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say? Wouldn't it be better to have someone else ...
Views: 1305 - How to Beat Your Competition - by Submitted on Apr 08, 2011 from Mike BrooksMany sales reps send me emails asking the same thing, "How can I sell against my competition and win the deal?" They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and whistles, ...
Views: 1303(1 vote) - Not Every Interested Client Is A Buying Client: 5 Tips - by Submitted on Jan 29, 2011 from Rick CarterTrue or false: Every now and then, you in your role as salesperson will meet someone who simply won't buy what you are selling. Well, obviously, that's true, right? I mean, no one has a 100% sales record. Because even though you have taken all the top-notch sales training courses and the ...
Views: 1303(5 votes) - Making The Sale Easy With POWER PERSUASION - by Submitted on Mar 08, 2005 from David BarronAre you tired of sales being hit or miss? Do you want CONSISTANT sales? Do you want to know how to get the sale...and make it EASY? This comes right out of the book "Power Persuasion - Using Hypnotic Influence To Win In Life, Love and Business." When it comes to ...
Views: 1302(2 votes) - When A Competitor Undercuts You - by Submitted on Jul 19, 2008 from Ann BarrShe made the telephone call, scheduled the appointment and everything seemed to go well. She wrote a thank-you note after the appointment and after that, made a follow-up telephone call to the client. The client wanted a demo. The demo was a success. The client asked for a proposal. Wow. ...
Views: 1302 - Sales Prospecting Techniques - How to Use Google to Never Have to Get Past the Gatekeeper Again - by Submitted on Jun 09, 2011 from Peter O'DonoghueHow is your sales prospecting success? One of the applications of the Internet that really excites me more than most for sales prospecting, is the ability to get direct contact numbers for almost anyone you want contact with. Historically, appointment setting training and material has largely ...
Views: 1300 - Increase Attendance at Your Events with Social Networking - by Submitted on Jan 05, 2010 from Kendra LeeI find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with. The ...
Views: 1299(1 vote) - 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 - Selling Scared - by Submitted on Mar 08, 2009 from Bob BeckMany of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking ...
Views: 1297 - The Best Sales Experts Never Close. They Open. - by Submitted on May 14, 2013 from Dallas HardcastleTruth, how many times have you read that the world’s most successful sales people are the best closers? Have you ever read about the ‘twenty-three power closes’? Or perhaps the ‘ABC (Always Be Closing) method’? Ok, here’s my one question...do you like to be closed? Really, can you ...
Views: 1297 - Why Do Customers Need You? - by Submitted on Feb 13, 2011 from Paul KiewietHow do you answer that question? If your customers don’t need you, you’re not relevant. No need means no customers. No customers mean no sales. No sales means no business. It’s as simple as that! How do you make yourself indispensable to your clients? You work at it. You focus ...
Views: 1297(1 vote) - 11 Step Sales Persuasion Formula for Daily Deals (that works) - by Submitted on Jan 10, 2013 from Shivam SrivastavaIf you tell your income staff and powerful writers that the most beneficial income strategies use an outline created in the 1930’s, they might just wave off the concept. Monroe’s Inspired Series has been the behind some of the most powerful income writing in history. In 2010 I designed my own ...
Views: 1296(2 votes) - 5 Sales Tips For Any Level of Business Development Pro - by Submitted on Sep 23, 2011 from Ken Sundheim1. Wearing Your Heart on Your Sleeve – As a sales representative, it is imperative that you never act desperate or over confident upon making a sale. Undoubtedly, human emotions that are inherent in all of us make this rule much harder to practice than it is to preach, though there is a direct ...
Views: 1293(2 votes) - Just Making More Calls Doesn't Guarantee Sales Success - by Submitted on Oct 26, 2010 from Susan EnnsDo you find that there are just not enough hours in a day? Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota? If you answered yes to these questions, you may be one of the many sales representatives who mistakenly believe ...
Views: 1291 - Adjust Sales Strategy - by Submitted on Sep 19, 2011 from Henry OkwoOrganizations need to keep a watchful eye on not only their overall company sales strategy, but also at the individual sales rep level. Sales reps are the foot soldiers in the field. They are in the trenches every day and well rewarded for it too, however they should also be able to chime in on ...
Views: 1290 - Sales Prospecting With Blogging for Professional B2B Salespeople - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales prospecting using blogging is a fantastic way to generate new business. In this article, which is part of a series released here, you will discover some advanced ways for salespeople to use blogging for sales prospecting. This is rather an advanced way of thinking about blogs but is ...
Views: 1290 - Pro Presenting: 6 Action Tips For Top Sales Communication - by Submitted on Aug 26, 2011 from Milly SonnemanAction speaks louder than words…especially in sales communications. If you’ve ever wondered what sales pros learn in sales communication training, you can find out now. Use these 6-tips to ignite instant action. “Even if you’re on the right track, you’ll get run over if you just sit there” - ...
Views: 1289 - 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: 1288(6 votes) - Escape Selling Frustration—Use The SIMPLE Cure - by Submitted on Oct 16, 2011 from Milly SonnemanNew to sales presenting? If you’re feeling nervous, uncertain or fuzzy about how to do it well…here’s a fast track cure. In sales presentation training, experts advise new sellers with a barrage of techniques, tips and pointers. The only problem? It’s an awful lot to learn all at once. If ...
Views: 1288 - A Surefire Recipe for Losing the Sale - by Submitted on Apr 13, 2009 from Barbara GiamancoI just opted out of yet another newsletter that I never opted into in the first place. Does that ever happen to you? Frankly, I'm almost ready to stop handing out my business cards to people. I'm betting that I am not alone. Get Permission For the newbie e-salesperson, let me help you get a ...
Views: 1286 - How to Shorten the Selling Cycle and Reduce Buying Stalls - by Submitted on Mar 01, 2005 from Doug StaneartThe main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy. If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not ...
Views: 1286(1 vote) - 4 Point Plan: Use Your Stories To Sell More - by Submitted on Aug 26, 2011 from Milly SonnemanFar too many professionals focus on preparing slides, handouts and details of their speech. They forget to focus on preparing themselves for authentic, confident and masterful delivery. Sell more with this easy 4-point plan. To truly succeed in all kinds of business setting, you need to ...
Views: 1284(1 vote) - Selling is T.U.F. - by Submitted on Dec 23, 2010 from Erik Therwanger2011 is approaching fast and your ability to “sell” will dictate your success in the New Year! “Sales” is a natural part of any job. Everyone is in sales. Doctors, lawyers, athletes, politicians, filmmakers, and janitors are selling every day. They want to obtain more patients, gain more ...
Views: 1284 - A Pragmatic Way of Asking for Referrals - by Submitted on Dec 12, 2012 from Casey FitzGeraldGetting your sales team to ask for referrals can be a challenging process in and of itself. As we have discussed in a previous article sales reps often avoid asking for referrals due to fear and ego. By incentivizing your sales reps to ask for referrals, you can shift their thinking from that of ...
Views: 1283 - If You Map Out Your Sales Process, You WILL Make More Money! - by Submitted on Mar 11, 2011 from Jason BrettImagine how easy getting new clients could be, knowing exactly what must be done & said… Before I get into this power process remember that the authors here invest hours into producing these articles. SOOO if at the end of this article you find yourself saying, "hey, that Jason guy is ...
Views: 1283 - Telesales Techniques - Discover How to Easily Find Highly Targeted Sales Prospects to Call - by Submitted on Jun 09, 2011 from Peter O'DonoghueIf you have an element of sales prospecting and new lead generation involved in your sales position or your business then you have so many options open to you. There is no excuse for not being able identify a constant stream of new sales prospects. There is also no excuse for approaching people ...
Views: 1283 - Marketing or Selling -- Which Is More Important? - by Submitted on Jul 20, 2009 from C.J. HaydenA question I often get from clients and students goes something like this: "I've been collecting marketing ideas... and I have a drawer full! I also have a stack of promising leads I've accumulated. And I know it's important to stay visible, so I do a lot of networking, but then I just end up ...
Views: 1282 - Reinventing Yourself In Sales - by Submitted on Jun 06, 2008 from Jim MeisenheimerReinventing yourself! Why not become the salesperson you always wanted to be? Well you're probably thinking that's easier said than done. Of course. But why not try? Why keep your head draped over your shoulder always looking behind you? You are responsible for the life you have. I mean ...
Views: 1281 - Using Google Alerts As A Sales Prospecting Tool - by Submitted on Apr 08, 2008 from Hal WarfieldAs some of you know, I'm the highly introverted (INFP) who is also a Sales and Marketing director for a company that sells both nationally and internationally. So, this tells us that I really, really, really dislike sales prospecting -- at least in the stereotypical 'pick up the phone and cold ...
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