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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.
- 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: 1364(1 vote) - The Top Five Tips To Increased Sales Success - by Submitted on Jun 20, 2012 from Michael McIntyreI have been a sales trainer for more than twenty years and every year these two questions come up repeatedly: "What are the top things that I can do to make more sales?" or "How can I be successful in sales?" Rookie sales people always ask these questions, but nowadays in such a highly ...
Views: 1364 - How to Build Business Relationships Fast - by Solid business relationships rarely occur instantly as a result of a short initial interaction between two parties. They take time to develop. Use the following strategies to speed up your ability to cultivate strong and lasting business relationships.
Remember and use people's names
If you ...
Views: 1363 - Is Procrastination Holding You Back? - by Submitted on Jul 20, 2009 from C.J. HaydenWhen you look at your marketing to-do list, do many of the items on it look all too familiar? Have entries like "call Donna Sanchez" and "follow up with Floyd Corp." been copied from a previous week? Putting off unappealing tasks may be human nature, but for an entrepreneur, procrastination can ...
Views: 1363 - 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: 1361 - 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: 1360(5 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: 1360 - How To Write Persuasive Subject Lines - by Submitted on Oct 05, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com Three seconds and 40 characters. That's all you usually have to work with when trying to get and hold the attention of someone reading email. And, with user behavior changing so much in response to overwhelming amounts of spam, the ...
Views: 1359 - 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: 1359 - 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: 1357(1 vote) - 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: 1357 - 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: 1356 - 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: 1356 - 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: 1356 - How to Succeed in Affiliate Marketing - by Submitted on May 05, 2012 from john richardsInvesting in your own affiliate marketing company is the number one way to become a successful entrepreneur. An affiliate marketing agreement involves a merchant and an advertiser. The merchant's goal is obviously to generate sales, while the advertiser's role is to assist with the promotion of ...
Views: 1356 - 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: 1356 - Job Number One How to unlock your powers to achieve greatness in selling - by Fear is and always has been the greatest enemy of mankind. It is the greatest obstacle to success in your life and your career. It is both subtle and devastating. It works on you, deep in your subconscious mind, causes you to see the world negatively instead of positively. To achieve great ...
Views: 1353(1 vote) - 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: 1353 - 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: 1352(1 vote) - 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: 1352 - 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: 1351(2 votes) - 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: 1351(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: 1351(3 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: 1350(2 votes) - 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: 1349 - 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: 1348 - 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: 1347(1 vote) - 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 ...
Views: 1347 - 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: 1346 - 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: 1344 - 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: 1343 - 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: 1343 - Selling Yourself - A Core Life Skill - by One of the most important skills you can ever develop is the ability to sell. You are required to sell yourself all the time. You do it when you apply for a job or a pay rise. You have to sell yourself to your potential love partner. When you go to the bank to apply for a loan, you are selling ...
Views: 1343 - 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: 1343(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: 1342 - EVERYBODY SELLS! The Business Skill Everyone Loves to Hate! - by Submitted on Jun 10, 2019 from Oreste DAversa,Everybody Sells! The Business Skill Everyone Loves to Hate! Everyone needs to learn the “Art and Science” of Selling! Selling, arguably the most important function in any business, yet very few people are born with the natural ability to sell. Everything, and I mean everything, in business ...
Views: 1342 - 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: 1341(2 votes) - CPC and PPC Marketing in 2019 - by Submitted on May 03, 2019 from John Moore WilliamsBefore I take you to the nitty-gritty of Pay per click and cost per click in 2019, let me refresh these terms in your memory by telling you what they mean. Cost per Click which is also called as CPC is a term used to describe the price you pay for each click in your pay per click marketing ...
Views: 1341(1 vote) - 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: 1340 - 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: 1339 - 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: 1339 - 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: 1338 - 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: 1338 - 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: 1337 - The Solution is to the Left: Sales Success - Four Critical Steps - by Submitted on Nov 04, 2007 from Chuck GallagherIt’s been said often, “Some folks can’t seem to see the forest for the trees.” Perhaps that’s true in any arena, but it seems that it’s rampant in sales, especially when sales are down. Time after time, when sales start to fall we find sales people becoming ...
Views: 1336 - 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: 1335(1 vote) - Presenting To A Group - by Submitted on Mar 21, 2008 from Niall DevittPresenting to a group can potentially be a daunting experience even for the most confident of sellers. It is easy for these nerves to contribute to basic mistakes so a little preparation and a few simple guidelines are key to success. Preparation You will have a chance to prepare, and this is ...
Views: 1334 - 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: 1334 - 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: 1333 - Sales Lessons Learned From Watching The Apprentice - by Submitted on Jan 19, 2008 from Daniel SitterWatching the celebrity edition of the Apprentice on television proved to be far more than solely an entertaining experience. Knowing in advance that Gene Simmons, the brains behind the KISS phenomenon and the self-proclaimed god of women, would take episodal charge over the female celebrity ...
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