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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.
- 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: 948 - 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: 3383(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: 861 - 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: 2440(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: 1226(6 votes) - The 4 Simple Secrets to Selling Training - by Submitted on Mar 25, 2010 from Frank O'TooleOn a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting. I recall a ...
Views: 1180(7 votes) - ***C-Level Selling Tip 19 - The Fastest Path to a Relationship and Sale Is Through Your Ears - by Submitted on Mar 18, 2010 from Sam ManferListening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these ...
Views: 2722(4 votes) - Increasing Your Sales Call Effectiveness and Baseball - What Do They Have in Common? - by Submitted on Sep 22, 2010 from Jason RosadoThe other day someone asked me what the goal of a sales call should be. And it got me thinking about baseball. Even if you're not a baseball fan, stick with me here. I'm talking about how to implement your sales game plan to gear up for a long, successful season. Actually, I'm more of a ...
Views: 2130(7 votes) - How To Choose A Sales Training Program - by Submitted on Mar 15, 2010 from Susan EnnsWhether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before ...
Views: 1774(2 votes) - Positive Attitude in Sales - Use These Words That Sell - by Submitted on Mar 15, 2010 from Kate TammemagiA positive attitude is a key sales tool. A positive attitude is something sales people work on, practice, sharpen and tune. Attitude breeds attitude, and if you are negative, the other person will be negative. Positive thoughts lead to positive language, and this is the language that sells. ...
Views: 7583 - How Do Med Techs or Other Lab Employees Transition to Medical Sales Jobs? - by Submitted on Mar 13, 2010 from Peggy McKeeActually, the first question should be: CAN med techs or other laboratory people transition from a technical role into a sales role? The answer is: it depends. The odds are low, but for those who can beat the odds, they'll likely be fantastic sales reps. It tends to be a love it/hate it ...
Views: 1911(2 votes) - Elevator Pitch Techniques To Close More Sales - by Submitted on Mar 06, 2010 from Stephen CraineAn Elevator Pitch is a technique that you can use in sales meetings, prospecting, and telesales and appointment making calls. The sales technique makes your first contact with a buyer more effective and will help you close more sales. An elevator sales pitch will help you introduce yourself ...
Views: 2917 - The Most Important Value in Creating Wealth - by Submitted on Mar 18, 2010 from Todd SmithA close friend of mine called to tell me that his son regularly follows my posts. The other day his son said, “Dad, is the point Mr. Smith making a little thing or a big thing?” Well Ethan, today’s subject is a big thing. In fact, this lesson about personal integrity is as BIG as they ...
Views: 1480(4 votes) - ***C-Level Sales Tip 18 – Good Interviewing Leads to Great C-Level Presentations - by Submitted on Mar 04, 2010 from Sam ManferThe best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do ...
Views: 2406(3 votes) - Professional Sales Training – Managing Leads to Generate New Sales - by Submitted on Mar 03, 2010 from Kate TammemagiMany Sales Professionals are very comfortable maintaining long term relationships and developing repeat business from existing clients. However, it is the goal of every Company to retain existing business and to develop new clients and new sales. This involves identifying a pool of sales leads, ...
Views: 901(2 votes) - Recessionary Times - Beat it. - by Submitted on Mar 03, 2010 from Frank O'TooleAs the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales. Never have we seen such a change in the world, people who had money burning holes in their pockets 12 months ago no longer have the same ...
Views: 1163(9 votes) - The SMART Steps to Increase Sales - by Submitted on Mar 03, 2010 from Frank O'TooleLike so many things we learn on all types of training courses to improve our skills, sales is no different. The answer to the old age question of ‘are salespeople born or taught’ in my opinion is obvious. Definitely sales people can be taught. Day in and day out the skills of sales are taught ...
Views: 2426(9 votes) - The Importance of the First 30 Seconds - by Submitted on Mar 03, 2010 from Frank O'TooleA question that is often asked on sales training courses is ‘how should I dress?’ I think this is a vitally important question. You see a prospect will subconsciously have a perception of you built up in their mind in the first 30 seconds to 1 minute of a sales call. The old saying you only ...
Views: 1687(9 votes) - Increase your sales to Incease your Living - by Submitted on Mar 03, 2010 from Frank O'ToolePeople often ask me, how can I increase my sales? Will sales training help me? How can I hit my target every month etc. Well the obvious answer to the question of sales training is yes it will help depending on the quality of the sales training course you attend. One caveat to the above is ...
Views: 1071(4 votes) - “Top 10 ways to increase sales in 2010” – Part 2 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s time to finish building our “Top 10 List” for 2010. This time we look at items 6 though 10. If you missed the first 5 ways to increase sales in 2010 be sure to visit the article archive (http://www.engageselling.com/articles/article-top-ways-to-increase-sales-in-the-new-year.shtml). ...
Views: 916(1 vote) - “Top 10 ways to increase sales in 2010” – Part 1 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s 2010! And in honor of the new decade I thought we could start of the year with a top 10 list. We look at the first 5 on our top 10 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new ...
Views: 1131(1 vote) - Hate Selling? Start a Movement Instead. - by Submitted on Feb 28, 2010 from Suzanne EvansI recently hosted an event in New York and a woman signed up for one of my programs. We'll call her Sally. About a week after we met, I had a call with her and she said, "I thought it was just wonderful how you did that entire day and you didn't sell anything." I said, "Sally, you're in my ...
Views: 755(2 votes) - Cool Sales Tools to Make Prospecting Easier - by Submitted on Feb 27, 2010 from Kendra LeeProspecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality. You can do better ...
Views: 1089(1 vote) - 7 Skills for Ongoing Sales Success - by Submitted on Feb 27, 2010 from Vicky RossHow the skills learned in NLP can be incorporated and applied in business… When people hear NLP for the first time they tend to imagine some ‘new age’ fuzzy fluffy thing. NLP is a methodology. It is a group of skills and tools that we all use all of the time, just most of it is done ...
Views: 867 - Sales Legends Qualify Hard, Win More! - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who ...
Views: 2184(3 votes) - Sales Legends Value Integrity - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do ...
Views: 2093(2 votes) - Obligations - by Submitted on Feb 23, 2010 from David SamuelWhen you go to the restaurant, you go with an empty stomach. They give you food, you give them money. There is the emptiness, which is filled, and then what is given gets something in return, money for food. When a child is born, it is empty and helpless. The parents give it food, shelter, ...
Views: 1192(3 votes) - Approved Short Sale Qualifications - by Submitted on Feb 22, 2010 from art leeThe most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ...
Views: 2709(23 votes) - ***C-Level Sales Training Tip 17-Win-Over C-Level Decision Makers with Effective Communications - by Submitted on Feb 16, 2010 from Sam ManferWin-Over C-Level Decision Makers with Effective Communications Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. However, top level people do like to talk about ...
Views: 2902(2 votes) - My Perception Is Your Reality - by Submitted on Mar 04, 2010 from Susan EnnsProspects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? ...
Views: 2107(2 votes) - A "Review" of The Book 'The Greatest Salesman in the World' (by Og Mandino) - by Submitted on Feb 13, 2010 from Craig LockArticle Title: A "Review" of The Book 'The Greatest Salesman in the World' (by Og Mandino) Submitted by:Craig Lock Category/Key words: 'The Greatest Salesman in the World', Og Mandino, book "reviews", selling skills, sales skills, inspirational books, good books (enough there now, ...
Views: 3048(1 vote) - ***C-Level Sales Training Tip 16 – Conquer Executive Intimidation – Eliminate Sabotaging Self Doubt - by Submitted on Feb 12, 2010 from Sam ManferIntimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mean C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too ...
Views: 3711(4 votes) - Customers Are Available for Everyone, at Any Time - by Submitted on Feb 09, 2010 from Alen MayerYou’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks in advance so ...
Views: 1305(3 votes) - People Need What I Got! - by Submitted on Feb 04, 2010 from Eric MulfordYou were put here on this earth for a purpose. You have chosen to fill that role as a Sales Professional. That's what you are a Sales Professional. You are the key to the American economy! You hold in your hand the power to change the world. Because nothing happens until a sale is made. Nothing. ...
Views: 1474(2 votes) - Sales Lessons Learned From Selling in a Recession - by Submitted on Feb 02, 2010 from Kelley RobertsonThe past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income—and he works in automotive sales! Yet, another well-established person experienced a decline of more than fifty percent in their sales. There are ...
Views: 812(3 votes) - Believe in yourself and your customers will believe in your product - by Submitted on Feb 02, 2010 from James FarrellFor any business to be successful and sell, the people involved must believe in their product or service and believe in themselves. Your selling skills depend, in a big way, on your level of self confidence. Other people can sense it if you don’t believe in yourself, and from this they gather ...
Views: 1159(2 votes) - ***Create the Confidence Necessary to Win-Over C-Level Executives - by Submitted on Jan 29, 2010 from Sam ManferConfidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence. If you’re confident you ...
Views: 3174(6 votes) - What Does Guitar Playing and Sales Have in Common - by Submitted on Jan 27, 2010 from Robert WeeseMy wife and I had a few friends over the other night. My friend Jerry saw one of my guitars sitting in the corner and asked if he could play it. We players are very respectful of other people’s property and would never dream of just picking up the guitar and playing without permission. I ...
Views: 872(1 vote) - Get MAD for 21 Days To Improve Your Career - by Submitted on Jan 27, 2010 from Robert WeeseI am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behavior or skill for a minimum of 21 days. Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for ...
Views: 1112(2 votes) - Start 2010 With A Sales K.I.S.S - by Submitted on Jan 27, 2010 from Robert WeeseBy most predictions 2010 is looking like a better year for business and the economy. Your company has probably cut expenses to the bone and there is no budget for sales training programs that don’t produce results. So why not start your New Year off on the right foot by setting goals and ...
Views: 1000 - Should I Promote My Top Gun To Sales Manager - by Submitted on Jan 26, 2010 from Robert WeeseMany companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ...
Views: 1106 - Is Boring Killing You. 5 Steps To A Better Sales Presentation - by Submitted on Jan 26, 2010 from Robert WeeseWell that’s an hour of my life that was painful. No I didn’t have a dentist appointment or spend 60 minutes on the treadmill. I attended a webinar that would put an ADHD sufferer to sleep. Come on business people, are you not getting this? If you can’t create energy or excitement when you ...
Views: 1167(1 vote) - Home Office Does Your Customer Really Care - by Submitted on Jan 26, 2010 from Robert WeeseMany business people, specifically those just starting out that previously worked out of a “bricks & mortar location are nervous about letting clients find out they wok from a home office. First they don’t know what to say when someone requests a meeting at their office and then there is ...
Views: 937(1 vote) - Frustrated With Your Job Search - by Submitted on Jan 26, 2010 from Robert WeeseI received this note from a friend & business associate who is currently hunting for a new senior sales management position. Karen wrote this after attending a networking meeting for job seekers a few years ago and coming away with the impression that many people believe all you have to do is ...
Views: 1777(2 votes) - Are You Choosing to Survive or Thrive During These Times? - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaEven with everything we've been hearing about the economy, people are still spending money. I stood in line to buy my chai latte at Starbucks...people were buying expensive coffee! I stood in line at the supermarket waiting to buy my groceries...people's carriages were filled to the top with ...
Views: 783(1 vote) - 7 Key Steps to Closing Every Sale - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaWhen a client tells me they’re not bringing in the sales they want, one of the first questions I ask is “Are you asking for the business?” Their response is either “No, I don’t know what to say” or “What if I ask and they’re not interested”? Well, if you don’t ask, you’ll never know where you ...
Views: 1876(2 votes) - 6 Strategies to Increase Your Sales NOW - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaNow is the time to become a "smart" entrepreneur about your business by doing more not less. What I mean by "doing more" is increasing your sales and marketing efforts. Instead of pulling back as many entrepreneurs are currently doing, beat out your competitors by finding new ways to stay ...
Views: 842(1 vote) - 5 Steps to Attracting More Sales Beyond Your Wildest Dreams - by Submitted on Jan 25, 2010 from Rochelle Togo-FigaAs entrepreneurs and business owners, we all have dreams of closing sales beyond our wildest dreams, signing up lots of clients, and making more money than we ever thought possible. Unfortunately, it doesn’t always happen as quickly as we’d like it to. Many entrepreneurs and business owners ...
Views: 800 - How Insecurity Can Kill Sales - by Submitted on Jan 25, 2010 from Bette DowdellWhat’s up with the lamebrains who speak in the potty-mouth dialect without even a hint of a thought about how others will receive their message? If you’re in sales in any way, this one’s for you. Step this through with me: Unless we’re speaking to ourselves (which is another topic for ...
Views: 1947 - ***C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives - by Submitted on Jan 22, 2010 from Sam ManferCredibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly. ...
Views: 3569(3 votes)