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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.
- ***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: 3651(3 votes) - To Script Or Not To Script! - by Submitted on Feb 01, 2010 from Susan EnnsWhether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time. Those that say that every sales call should be scripted, regardless of its purpose, ...
Views: 1235 - Where Do You Prospect? - by Submitted on Feb 01, 2010 from Susan EnnsHave you ever been told, “Here’s your business cards, there’s a street. Now go and bang on some doors.”? Or how about, “Here is the phone book, start dialing!” Although these shotgun methods of prospecting may produce results, it really is sheer luck if they do. The chances that you happen ...
Views: 1117 - What Is Your Headline? - by Submitted on Feb 01, 2010 from Susan EnnsWhen people read the newspaper, it is very rare they read every line of every article. There are just too many articles and too little time! In reality, people only have enough time to scan the paper, reading only the articles where the headline has caught their interest. Similarly, it is ...
Views: 1142 - Winning In The Big League – Sales Legends - by Submitted on Jan 20, 2010 from Terrie AndersonYou are a professional sales person, you generally reach on or about target, and life is good. Have you ever wondered just how some people become a sales legend? What secret do they have that is not common knowledge? Why do the same people win the competitions and make club year after year, ...
Views: 2460(1 vote) - No Voicemail = A Missed Opportunity - by Submitted on Jan 19, 2010 from Kendra LeeLeave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message because how else will they know that you want to speak with them? In today’s world where it’s acceptable to screen ...
Views: 1028(1 vote) - What Is Your Goal? - by Submitted on Feb 01, 2010 from Susan EnnsAt the start of every year, we tend to look forward and set both personal and professional goals for the year. Take a moment and think back. Did you reach the goals you set for yourself last year? If not, it’s probably because you did not develop a plan of action to achieve them. When you are ...
Views: 1274 - Watch Your Sales Language! - by Submitted on Feb 01, 2010 from Susan EnnsEver since we were young, we have been taught to watch our language. “Mind your p’s and q’s, and if you don’t have anything nice to say, don’t say anything at all.” A sales person knocked on my door the other day. The experience served as a reminder that professional sales people must also ...
Views: 1210 - 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 - Tracking Your Sales Activities - by Submitted on Feb 01, 2010 from Susan EnnsChances are, as a job requirement, you must submit a weekly sales report to your sales manager. Some sales representatives, normally those not at quota, perceive these sales reports as a policing action. “The boss is only checking up on me to ensure that I am doing my prospecting calls.” ...
Views: 2396 - Do You Set The Right Expectations - by Submitted on Feb 01, 2010 from Susan EnnsEvery time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work. If a website promises 24/7 technical support, it creates an expectation. Or if you promise installation within 24 hours, the customer now ...
Views: 1238 - The Right Place At The Right Time - by Submitted on Feb 01, 2010 from Susan EnnsThis is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the future, it was not the right time in the ...
Views: 1172(1 vote) - Don't Be Your Own Worst Enemy - by Submitted on Feb 01, 2010 from Susan EnnsI participated in a few charity golf tournaments this summer. At each one, I kept hearing the same comments from some of the participants. “I never hit the ball well off the first tee.” and “I won’t make the putt because I am not a good putter.” Interestingly enough, everyone who made those ...
Views: 1714(2 votes) - Do You Always Have To Lower Your Price? - by Submitted on Feb 01, 2010 from Susan EnnsAre you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes! Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. ...
Views: 1367(2 votes) - Why Selling Is Better Than Sex - Part One - by Submitted on Jan 18, 2010 from Alen MayerThe world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is ...
Views: 1560(1 vote) - It's Not in The Budget - by Submitted on Jan 13, 2010 from Eric Slife“It’s not in the budget.” Sound familiar? This is probably the number one objection most salespeople have experienced the last two years, and it’s not a smoke screen. What do you do when your prospects tighten their purse strings? The primary reason sales people encounter this objection ...
Views: 985(1 vote) - Please... Return My Call - by Submitted on Jan 13, 2010 from Eric SlifePlease… Return My Call By Eric Slife Getting prospects to return your calls is one of the most frustrating problems you experience. You can be 90% sure a deal will close in the next week and suddenly, silence. If you keep calling, you appear desperate and annoying, so what do you do? ...
Views: 1128(1 vote) - ***Your Next Sale Is the Game of Your Life - by Submitted on Jan 08, 2010 from Sam ManferToday's sale, this month's target, your yearly quota -- this is the game of your life. Why, because you're only as good as your last accomplishment. If you win, you're praised and rewarded. If you lose, you pay a toll no matter how bulletproof the excuse. More importantly, it carries you ...
Views: 2291(37 votes) - Do This and Lose Sales - by Submitted on Jan 07, 2010 from Harlan GoergerDo This and Lose Sales Focus on products lose sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed ...
Views: 2378(13 votes) - 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) - The Easiest Way to Get More Sales from the Internet - by Submitted on Jan 05, 2010 from Nika StewartThe simple fact is - most people now look online when researching which companies to use for anything. Your website and your business email correspondence must reflect your professionalism and personal style. They also need to stand out from the competition. And they need to make a connection ...
Views: 660(1 vote) - 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) - Suggestions for Using PowerPoint Effectively – or Not at All - by Submitted on Jan 02, 2010 from Jim McCormickAs a professional presenter for over fourteen years, I’ve seen PowerPoint used well and poorly. Unfortunately, is seems to be used poorly more often that well. Here are some suggestions for making PowerPoint a positive part of your presentation. The secret to using PowerPoint successfully ...
Views: 2484(2 votes) - Five Intelligent Risks for Sales Professionals - by Submitted on Jan 02, 2010 from Jim McCormickAscending to a new level of performance in any endeavor is a matter of taking intelligent risks well. Sales is no exception. Having written a book on intelligent risk-taking called The Power of Risk and often speaking to sales professionals, I’m regularly asked by ambitious sale people what ...
Views: 2531(2 votes) - Start Selling: There's Gold in Your Database - by Submitted on Dec 31, 2009 from Adrian MillerDigging deep and drilling down to uncover mutual interests and potential business opportunities is the very essence of effective networking. These same skills are also the key components in maximizing your existing business relationships. The fastest new business opportunities can be ...
Views: 1225(1 vote) - THE 5-LETTER WORD THAT WILL CHANGE YOUR YEAR AND FUTURE - by Submitted on Dec 28, 2009 from Aaron SchulmanTHE 5-LETTER WORD THAT WILL CHANGE YOUR YEAR AND FUTURE By Aaron Schulman: Long on Life This could be perhaps the most basic, but the most important letter you read all year, because it can turn a would-be bankrupt year into a profitable year, and a mediocre year into an exceptional ...
Views: 1097(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) - Use the 80/20 Rule to Boost Your Sales Performance - by Submitted on Dec 23, 2009 from Peggy McKee80% of you won’t agree with this. 20% will: 100% – 20% = Failure for a medical sales rep How can that be? If you are a field-based medical sales, laboratory sales, medical device sales, or pharmaceutical sales rep, don’t you always have more tasks to accomplish than time to do ...
Views: 3838(1 vote) - ***C-Level Selling Tip 12 – Level to Level Selling Is a Myth - by Submitted on Dec 17, 2009 from Sam ManferCEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title ...
Views: 2713(5 votes) - Why Your March Sales Suck - by Submitted on Dec 14, 2009 from Kelley RobertsonJournal entry: December 10, 2009 “My calendar is full and my sales are on track. Looks like I’ll end the year ahead of target. This means my boss will finally stop bugging me to get my sales on track. After several years of developing my client base, I’m making headway. That means I can finally ...
Views: 962(2 votes) - Why Sales People Hate Cold Calling - by Submitted on Dec 14, 2009 from Kelley RobertsonCold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some ...
Views: 1103(1 vote) - 3 Sales Lessons I Learned from a Raccoon - by Submitted on Dec 14, 2009 from Kelley RobertsonFrom the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those of us in the profession know that selling can be intimidating. Cold calls. Objections. Frustration. Rejection. ...
Views: 961(1 vote) - Peter Fogel's "The Worst Time to Test HUMOR on An Audience!" - by Submitted on Dec 18, 2010 from Peter FogelVictor Borge, the late, great, Danish comedian once said, "Laughter is the shortest distance between two people." Well, it can also be the longest yard in trying to make an audience laugh, as I tell you what happened to me when I once performed on a cruise ship. Remember: when it comes to ...
Views: 2998(5 votes) - Attract Your Potential Clients With Your Compelling Story! - by Submitted on Dec 11, 2009 from Heather DominickWe’re talking about how telling your story can reach your potential client. I want to you imagine that a sales representative for a soft drink company – let’s say, Pepsi – walked up to you and said, “I’d like to sell you one of my beverages.” “All right,” you say. “What’ve you got?” He ...
Views: 1802(2 votes) - ***Selling to C-Level Executives Sales Training Tip 11- Handling the Committees Obstacle - by Submitted on Dec 09, 2009 from Sam ManferYou hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final ...
Views: 2594(4 votes) - The Baby Bomb - by Submitted on Dec 08, 2009 from Andy AlbrightThere are many, in fact dozens of reasons having adequate life insurance coverage is important. Remember, when selling life insurance, you're not just out there making a living for yourself and YOUR family, you're laying the groundwork to protect the FUTURE of someone ELSE's family. If you're ...
Views: 1878(3 votes) - Sales Success in Challenging Times - by Submitted on Dec 08, 2009 from John MoralesSales Success in Challenging Times This article has come about because of the need to provide quality information on the sales process to the myriads of sales people who want to improve their sales and make a lot of money in sales but don’t have a whole lot of information as to how to ...
Views: 648(1 vote) - Sales Success in Challenging Times - by Submitted on Dec 08, 2009 from John MoralesSales Success in Challenging Times This article has come about because of the need to provide quality information on the sales process to the myriads of sales people who want to improve their sales and make a lot of money in sales but don’t have a whole lot of information as to how to ...
Views: 597(1 vote) - The Persuasion Tips: Winning Negotiations and Get What You Want - by Submitted on Nov 30, 2009 from stephanie stephanieWhen it comes to the word negotiations, what comes first to your mind? Negotiation is a dialogue that produces an agreement upon any courses of actions. Mostly negotiation occurs in business especially in marketing and sales. In the world of marketing and sales, everything that happens here, ...
Views: 851(1 vote) - A Persuasion Reminder:The Four important Elements in Negotiations - by Submitted on Nov 30, 2009 from stephanie stephanieWhat is negotiation? Before I’m going to give you the highlight of this article, let us first define and understand what negotiation is. Negotiation is a process where two parties come together to have a mutual agreeable decisions. The negotiation that I’m talking here is the negotiation in ...
Views: 1044(1 vote) - Persuasive Sales and Negotiation Techniques: The Perfect Ingredients - by Submitted on Nov 30, 2009 from stephanie stephanieWhen you baked a cake or cooked something, what do you think that makes it taste good? The greatest success of a chef is when somebody likes their special cuisine. A chef makes it sure that the ingredients they are using is the right one and when they starts to cook it, they follows the right ...
Views: 1764(1 vote) - The Persuasive Words with Great Persuasion Power - by Submitted on Nov 30, 2009 from stephanie stephanieWhen you persuade people, you converse with them. Your conversation may take more time depending on how you are going to take them to your way of thinking. Some says that when you talk more, there will also be more mistakes. For me, this statement may depend on how you negotiate your clients. ...
Views: 2021(1 vote) - Power of Persuasion: Sales Breakthrough - by Submitted on Nov 30, 2009 from stephanie stephanieIn the world of business, selling and negotiating with your clients or customer is not easy. Your intelligence cannot always help you. Sometimes what help a lot are your charm and your wittiness. Use your intelligence, charm and wit and empower it using the power of persuasion. I believe that ...
Views: 1089(2 votes) - Sell more in challenging times - by Submitted on Nov 30, 2009 from John MoralesThis article has come about because of the need to provide quality information on the sales process to the myriads of sales people who want to improve their sales and make a lot of money in sales but don’t have a whole lot of information as to how to effectively represent a product or service ...
Views: 699(1 vote) - Persuasion Technique to Improve Your Sales - by Submitted on Nov 26, 2009 from stephanie stephanieWhat do you think about your sales these days are they slowing down and dropping? A lot of researchers have been studying a lot of persuasive tactics that can be used to persuade and influence people and take them to your way of thinking and take immediate action. I am going to share to you ...
Views: 895(2 votes) - Ultimate Persuasion Power: Lift Up Your Sales and Negotiations to the Highest Level - by Submitted on Nov 26, 2009 from stephanie stephanieA lot of sales person or businessmen spend a lot of money just to be trained on how they can boost up their sales and negotiations. Well of course it’s very obvious, they want to earn more. When the first time you entered the world of business, you will never expect that your sales will rise ...
Views: 861(2 votes) - A Persuasive Way in Dealing Different Types of Clients - by Submitted on Nov 25, 2009 from stephanie stephanieIn our daily encounter with people, we encounter different types of person with different attitudes, characters, and even face of course. Even twins, they are very much different from each other. Since in our business we are dealing with this people, expect that you will have different types ...
Views: 1467(2 votes) - Improving Sales Results, Success in making Sales Appointments - by Submitted on Nov 24, 2009 from Kate TammemagiMaking appointments is an essential part of the sales process in all direct selling situations. We need an appointment to give us our platform where we can apply our excellent consultative sales skills to the advantage of both parties. But making those awful appointment calls! Who wants that ...
Views: 1115(1 vote) - Increase Your Sales with Actionable Emails - by Submitted on Nov 20, 2009 from Kendra LeeI hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales. Sure, you carefully word your email, expanding your questions to ...
Views: 1013(4 votes) - Maximising Sales with Basic NLP - by Submitted on Nov 19, 2009 from Cherise OwenSalesmanship requires a complex array of skills and natural abilities, and in the day to day pressure of writing sales proposals, arranging meetings and closing deals the finer points of the art are often overlooked. It is often these finer points, though, that will help you win that important ...
Views: 1754(3 votes)