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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.
- Discover The Powerful Lead Generation System - by Submitted on Feb 29, 2008 from Jim KleinDeveloping an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral ...
Views: 739 - Discover Your Own Expertise - by Submitted on Jan 28, 2016 from Lisa SasevichI always knew in my heart that I had an awesome gift - just as you do. Just as we all do. For years I secretly hoped that someone would recognize it and discover me. Maybe they would offer me a chance to speak on a big stage or, better yet, a TV show; something that would allow me to get my ...
Views: 1860 - Dispel The Myths And Find Success - by Submitted on Jul 30, 2004 from Elizabeth mcgeeThe internet has literally redefined the lifestyles of every man woman and child on the planet. With a mouse and a modem you can find love, pay bills, do your homework, and shop ‘til you drop. The world is at your fingertips. With all of the opportunity the internet has to offer it’s no ...
Views: 1161 - Disruptive Selling - by Submitted on Feb 27, 2009 from Mark HunterOne of the new marketing trends is “disruptive selling.” This is defined as any marketing strategy that is bold enough, unique enough or enough out of the ordinary to create buzz and, consequently, sales. It could be marketing that runs counter to the time of year when competitors are running ...
Views: 1566 - Do Buyers and Sellers Have Equal Negotiation Authority? - by Submitted on Dec 07, 2009 from Robert MenardPurchasing and sales pros alike are fascinated by commercial law. We should be; it is part of our daily experience and we need to be masters of it. The purchase and sale of goods is a matter of contract law and a PO is a contract. Yet very few of us have any formal education or training in ...
Views: 1773 - Do It Yourself Fundraising: How to Get Money for Your Nonprofit - by Submitted on Jan 29, 2007 from Marc PitmanI often get asked by start-up nonprofits how to raise money. The panic of making budget seems to make raising money impossible without knowing someone rich and famous like Bill Gates or Warren Buffet. But fundraising isn’t impossible. It can an incredibly exciting adventure. Here is a simple ...
Views: 1496 - Do You Always Have Trouble Closing Sales? - by Submitted on Jun 05, 2011 from Peter O'DonoghueI was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ...
Views: 1011 - Do You Elevate The Buying Process? 8 Techniques For Selling Your Way To The Top - by “I doubt there is a suggestion more frequently made to sales professionals than “sell higher,” says Bill Stinnett, CEO of Sales Excellence and the author of Think Like Your Customer. “Participants in my workshops ask more questions about this than all other topics combined.” Selling higher ...
Views: 934 - Do You Have Excellent Sales Presentation Skills, That Guarantee Outstanding Sales Results? - by Submitted on Mar 21, 2008 from Jim KleinMastering the necessary sales presentation skills will increase your results and boost your sales. A sales presentation doesn't begin when you are telling and showing the prospect how you'll solve their problems. It begins before you walk in the door to give the presentation. It begins with ...
Views: 810 - Do You Have The Enthusiasm Of A Top Producer? - by Submitted on Nov 28, 2007 from Cheryl ClausenI don't mean the hyper-active jumping up and down talking too much enthusiasm of a person who lacks self-control. I do mean your energy and the way you control that energy, and how it's conveyed to potential buyers. It’s been said many times and it’s still true that the first ...
Views: 616 - Do You Have These Important Skills for B2B Sales? - by Submitted on Aug 02, 2012 from Oliver Scottsucceed in the field of b2b sales lead generation and appointment setting, you may need some essential skills. In b2b sales, these skills will help in terms of opening business relationships--prospecting and of course, for asking the prospects' commitment, which also means your ability to close ...
Views: 1609 - Do You Have This "Nasty" Little Sales Habit? - by Submitted on Feb 28, 2006 from Kim DukeGot your attention didn't I? There is a "nasty" little sales habit that separates "wanna be" amateurs from professionals. And I mean NASTY ... it is a moldy green, time-consuming, energy-wasting, confidence-zapping habit. Want to know what it is? Most sales people CHASE their ...
Views: 846 - Do You Have What It Takes To Increase Sales? - Sales Coaching - by Submitted on Feb 22, 2008 from Cheryl ClausenMany people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales. If you’re in a service ...
Views: 832 - Do You Know How To Transform Selling Into Serving? - by Submitted on Aug 11, 2010 from Sharon WilsonPeople are often very negative about selling. They picture the sleazy salesman pushing things that no one wants or needs just to make a quick buck. In your business you may feel that you’re being pushy, you may feel like you’re not good at selling. A lot of people don’t like to refer to ...
Views: 2189 - Do you LOVE to HELP people get what they want? - by Submitted on Apr 11, 2013 from Andrew HortonIf you want to excel at sales, you can no longer afford to blunder blindly into meetings with your customers and prospects, where you sit with your feet braced firmly against the desk. Maintaining a one sided perspective, where you are looking to get as much as possible from every individual ...
Views: 1344 - Do you sell Products to People or Do you Sell People on your Products? - by Submitted on Jan 23, 2013 from Andrew HortonI am sure that you want to achieve and even exceed your sales targets this year. The way to make this possible for you, all starts with you choosing to no longer sell products or services anymore. I am sure that sounds crazy, how can you achieve your sales targets, if you stop selling the very ...
Views: 868 - 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 - Do You Sound Like A Salesperson? - by Submitted on Apr 18, 2012 from Mark Bowser"How long has your knee been giving you discomfort?" asked the doctor to the frustrated high school basketball player sitting in front of him. "Since about halfway through the season," said the student athlete. "I see. Was there any particular incident in practice or a game where you ...
Views: 1389 - Do You Wish There Was An Easier Way To Respond to Sales Objections? - by Submitted on Nov 09, 2010 from Alice KemperCustomers are saying ‘It costs too much.” “Business is slow I don’t need to advertise.” And most sellers have a prepared response. Unintentionally, these responses are often framed to prove the customer wrong. There’s a better sales technique. It’s very simple: You don’t need to have an ...
Views: 628 - Does Your Copy Look "Fake" To the Search Engines? - by Submitted on Nov 20, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com/keyword From the early days of search engine optimization, keywords and content have always been vital to achieving your goals. Starting back in the days when we used to shove every slightly relevant keyword into our Meta tags, it has been obvious that ...
Views: 1198 - Does your homepage work? - by All websites have a homepage. It is the most important page of your site. It acts as the main gateway to the entire site. Most of your prospective customers will enter through it. Its vital to get it right. You dont want them to just turn around and go away again.
Take a moment to clear your ...
Views: 753 - Does Your Service Sell? - by Submitted on Apr 09, 2006 from Kelley RobertsonSmart business owners know that providing great service to their patrons is an essential ingredient to their overall success. They also recognize that without a certain level of revenue they will not stay in business. Unfortunately, many people think that selling and service are two distinct ...
Views: 802 - Don't Allow Lost Sales to Get You Down - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be. It is highly recommended that you spend time to research and prepare for your clients before you make the ...
Views: 1045 - Don't Give In to Simple Price Statements - by Submitted on Dec 23, 2010 from Art SobczakWhile waiting out a four-hour flight delay, I nestled into one of the few empty seats available at an airport snack bar, which happened to be right by the cash register, within earshot of most of the transactions. I couldn’t help but take notice of one. A customer plopped a large bottle of ...
Views: 751 - Don't Leave Closing the Sale to Chance - by Submitted on Jun 06, 2011 from Peter O'DonoghueUnfortunately, many average salespeople leave the closing of a deal purely to chance. Sure, they make some sales but if you compare their end results with those of a professional you will find there will be a massive gap. Professional and successful sales people always have a plan in place ...
Views: 1051 - Don't Sell! Help Prospects to Buy - by Submitted on Apr 22, 2008 from Gary GreenfieldIt’s been said, “Prospects don’t want to be sold. They want to buy.” To buy, prospects need to trust the person from whom they are purchasing. If you use the approach I’ve created through the following acronym, you will help your prospects trust you. The acronym ...
Views: 954 - Don't Sell! Help Prospects To Buy - by Submitted on Apr 28, 2008 from Gary GreenfieldIt’s been said, “Prospects don’t want to be sold. They want to buy.” To buy, prospects need to trust the person from whom they are purchasing. If you use the approach I’ve created through the following acronym, you will help your prospects trust you. The acronym is LEAD©. ...
Views: 1143 - Don't Stall the Sales Process - by Submitted on Jun 06, 2011 from Peter O'DonoghueThere are many points where it is possible for a sale to stall but the main three are as follows 1.After you have made the initial presentation, 2.The initial proposal 3.When the contract has gone to the legal department for verification. As the last point is really not a matter for ...
Views: 1054 - Don’t Answer Objections, Isolate Them! - by Submitted on Aug 01, 2007 from Mike BrooksDon’t Answer Objections, Isolate Them! By Mike Brooks, Mr. Inside Sales Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps ask me how they ...
Views: 870 - Don’t Answer Objections, Isolate Them! - by Submitted on Oct 15, 2007 from Mike BrooksMost sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them ...
Views: 1003 - Don’t Do This as a Sales Manager - by Submitted on Dec 23, 2010 from Ralph BurnsWhen you are setting goals, there are a lot of factors to keep in mind that are danger spots and pitfalls of goal setting. As part of the “don’t do this as a sales manager” this is one of the important parts to helping you and your sales people set goals, and to make sure that you keep a very ...
Views: 1435 - Don’t Make This Sales Management Mistake - by Submitted on Dec 23, 2010 from Ralph BurnsYou need to set the tone and set out a vision of where you want the team to head, over-performance from a sales performance standpoint. As far as leading and motivating, it comes down to individual tactics and techniques that you need to use with each one of your sales people because they are ...
Views: 938 - 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 - Don’t Waste My Time! - by Submitted on Jun 30, 2005 from Kelley RobertsonDon’t Waste My Time! Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual’s are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent ...
Views: 982 - Drive Sales By Constantly Shopping the Competition - by Submitted on Apr 26, 2007 from Bill ToddYou can’t effectively shift market share (steal business) business if you don’t clearly know what you're up against. For example, imagine how surprised you’d be to learn that a recently hired NFL coach never looked at film of the opposing teams. As another example, if you owned stock in ...
Views: 735 - Drive Sales Success, Give More to Fewer Clients - by Submitted on Jul 31, 2012 from Andrew HortonUnless you are in the business of selling a complete commodity product or service, which relies exclusively on massive numbers of people buying your easily substitutable, low value product or service, you will find that the Pareto principal applies. Where 20 % of your clients give you 80 % of ...
Views: 1144 - Driving Interest: What’s Missing from Your Marketing Strategy? - by Submitted on Dec 21, 2016 from Eileen O'ShanassyIs your marketing strategy currently producing dismal results? Are you stuck trying to figure out what you need to do to reach your audience and get them to respond? Sometimes you must take a step back and really assess why a marketing strategy isn’t working. Here are some of the most common ...
Views: 2310 - Easier Ways To Bigger Sales - by Submitted on Jan 26, 2008 from O.L. HoustonMost salespeople don’t grow up wanting to be salespeople. They grow up thinking that they’re going to become doctors, lawyers, or businessmen and women that leave the “unpleasant” task of selling to someone else. Well guess what, that unpleasant task is now the way you make your living and it ...
Views: 1164 - Effective Communication Skills for the Pharmaceutical Sales Professional - by Submitted on Sep 19, 2011 from Stacey HankeEight Steps to Impact and Influence Communicating meaningfully is becoming more difficult than ever before. While technology has created an ever increasing number of ways to communicate, many people are now insulated and protected. Consequently we’re losing the skills and abilities to ...
Views: 3716 - Effective Listening - by Submitted on Oct 03, 2017 from Hotels Etc.comAll too often we are far more enthusiastic about talking than we are listening. Yet it is so vital if we are to communicate effectively. Most break downs in relationships are caused because people talk at each other without really making contact. Unless someone hears what has been said ...
Views: 4349 - Effective Managers Stand Up And Go First - by Submitted on Jan 20, 2008 from Nicki WeissI recently conducted an ad hoc survey in which I asked a number of salespeople what they thought about the managers in their company. While many said they like their immediate manager, and other managers in the firm, they reported that, in general, all managers are too busy doing other things ...
Views: 1349 - Effective Networking is one of the Top Sales Skills Required to Succeed Today - by Submitted on Aug 23, 2012 from Andrew HortonOne of the most important skills you need to develop as sales professionals is your ability to build meaningful, mutually beneficial relationships and real connection with people who matter. Dare to take inventory of your current relationships right now. Are the relationships you have, ...
Views: 856 - Effective Peronal Leadership - by Submitted on May 14, 2008 from Michael BeckWhen I ask workshop participants about characteristics of both good and bad leaders, the list never includes issues of intelligence, technical skills, or effective decision-making! Instead, the list is full of people-related traits – good listener, respectful, good communicator, develops ...
Views: 932 - Effective Presentations - by Submitted on Jul 21, 2016 from Lisa SasevichWhen it comes to presentations, be they in front of live audiences or virtually via powerful tools like teleseminars or webinars, people often worry the most about the last 15 minutes, when it's time to make an Irresistible Offer or invitation to work with you or come in for a consult. But if ...
Views: 1743 - 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: 3012 - Eliminate The Negatives - by Submitted on Sep 11, 2008 from Michael BeckStop reading the newspaper! Everyone acknowledges that the newspaper is mostly filled with negativity – murder, fire, war, disasters, etc. Stop feeding yourself with it! Believe me, you can’t help but be informed about major stories one way or another. We are bombarded. There is no need to go ...
Views: 986 - Email list management – the key to online business success - by Submitted on Oct 21, 2010 from Yogacharya MichaelIf you’re like me, email list management is something you’ve been avoiding. But as I later learned, it isn’t nearly as difficult as I had always imagined. In fact, there’s a definite science to building a quality email list. Once you learn it, optin email marketing is pretty easy. Email ...
Views: 1050 - Embrace Rejection - by The last two weeks I have been waiting for an answer from a potential client on a large piece of business. While playing the waiting game I have been thinking a lot about the sales process. I realized I have not been turned down much lately. Before I got too excited I also realized I had not ...
Views: 785 - Embrace Rejection and become a Sales Superstar - by Submitted on Oct 04, 2012 from Andrew HortonI do not believe that rejection exists at all. Before you approach a prospect to offer them a solution, which will allow them to alleviate a challenge or satisfy a need they may have. You do not have a sale. If they do not see the value in what you are offering and decline your offer, you still ...
Views: 1384 - Emotions Are the Key to Sales Success - by Submitted on Feb 24, 2009 from Phil GlossermanWhat REALLY drives people to do business with you? You might think it's your expertise, product knowledge, great service, or even competitive pricing. Sure, all these factors are important, but in today's crowded marketplace they are not enough to distinguish you from the others who offer the ...
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