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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.
- Case In Point: Building a Web Business Doesn’t Have To Cost a Fortune - by Submitted on Feb 27, 2003 from Karon Thackston© 2003 http://www.ktamarketing.com Ask Bobette Kyle about building a Web business on a small business budget, and you’ll be amazed what she’ll tell you about planning and coordination. By getting to the heart of the online business structure, Bobette saves small businesses lots of time and ...
Views: 1244(1 vote) - Copywriting Makeover: Making An Emotional Connection - Part 2 of 2 - by Submitted on Jul 30, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com In part one of this article series we began looking at the Cruise Vacation Center site: a travel site whose copy was sorely lacking in emotional appeal and visual imagry. (You can see the previous version of the copy here: ...
Views: 1244 - What Could the Social Media Business Model and Your Business Have in Common? - by Submitted on Nov 11, 2009 from Ted McGrathRight now you may be asking yourself, what the heck does the Social Media Business Model have to do with my business and do I even care? The answer: You should care because anyone who was ever successful was not only creative but they also modeled the success of others. Well, Why not model ...
Views: 1244(3 votes) - The Ugly Truth About Getting Referrals and Why Your Business Isn't Growing As You Expected - by Submitted on Mar 06, 2019 from Jeremy JonesMy life-changing business services were USELESS without the ability to acquire new clients on demand... Let me explain: Imagine a Ferrari, without an engine. Looks nice, but it doesn't drive. So it's useless as a vehicle. Client Acquisition is the engine for your business. This is your ...
Views: 1243 - How To Create Instantly Compelling Ads Every Time. - by Submitted on Feb 11, 2005 from Marc GambleHow To Create Instantly Compelling Ads Every Time. By Marc Gamble © 2004 http://www.MYMOnDemand.com Use This Quick 3-Question Evaluation Process, So You Can Be Sure Your Message Will Sell! EVALUATION #1: "Well, I Would Hope So!" When you make a claim, don't think about it in terms of ...
Views: 1242 - 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: 1241(9 votes) - Sales Training - Self-Confidence is What Top Salespeople Build and Maintain - by Submitted on Oct 22, 2008 from Patricia WeberIf you suffer from low or no confidence, or whatever your self-confidence indicator may be, this can translate to something minor or major which leads to low sales. Just as cars have become more sophisticated with warning lights, a salesperson who is in tune with their own kind of indicator ...
Views: 1240 - Super-Charge Your Sales and Marketing with this Powerful Secret - by Submitted on Apr 26, 2007 from Kevin StirtzWhen I was just out of college, I was lucky enough to have a mentor. He was a successful businessman. He had a lot of energy and a million things going on at any given moment. We’d meet a couple times a month to talk about different things. I enjoyed our meetings because he did a good job ...
Views: 1240 - Ways to Retain (and Grow!) Your Customer Base - by Submitted on Aug 09, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product or service is one that is offered elsewhere on the market for the same quality or price. Some time ago, if a customer liked or trusted you ...
Views: 1240 - Understanding the Buying Process Can Increase Your Sales - by Submitted on Mar 26, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com Most marketers don’t give a lot of thought to the buying processes of their customers. That’s a shame. Lending due attention to the buying process can have a dramatic effect on your sales. What is the buying process? Where does your customer fall ...
Views: 1239(1 vote) - 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 - You Can't Scream Loud Enough - by Submitted on Nov 09, 2007 from Paul McCordI can’t help but be reminded of Edvard Munch’s painting, The Scream, every time I speak with a salesperson or professional who is complaining about the ineffectiveness of their marketing. In the painting, Munch places a man on a bridge, hands to mouth, screaming as loudly as he can. Behind ...
Views: 1238 - Putting Your Sales Training Under the Microscope - by Submitted on Oct 20, 2010 from David SteelIn every industry sales training has different levels of organization that are used to benefit the company. Employees are trained to act according to the company standards and the various sales training programs are designed for a limited scope. With that in mind some companies choose to ...
Views: 1235 - 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 - Nip and Tuck – Three Quick Tricks for Writing SEO Copy - by Submitted on Apr 19, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com Have you ever been to one of those sites that has obviously been written to get high search engine rankings? You know the ones… they have copy that sounds like this: “When you buy quality silver jewelry from us, you know your quality silver jewelry is ...
Views: 1234(1 vote) - Getting the Most Out of Sales Leads - by Submitted on Dec 14, 2012 from Laura WebbBuying sales leads to power your telemarketing lists is a great way to quickly ramp up your outbound marketing campaign. However, are you getting the most out of the leads you purchase? Use the tips below to get more out of your leads, regardless of where you buy them. 1. Know where your ...
Views: 1233 - 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: 1232(1 vote) - Burn Your Boat! - by Do you allow fear, anxiety and worry to dominant your thinking? Do you find yourself frequently questioning your decision to become a salesperson? Having self doubt or a lack of commitment is emotionally draining and erodes your effectiveness. A truly committed person does not have the luxury ...
Views: 1231 - GAS Up Your Sales Training - by Submitted on Aug 27, 2010 from David SteelWhen it comes to sales training, have your sales tactics remained the same for the last few years? If you find that your sales development style is retro it is time to gas it up and head into the next generation. Don't let the ways of the past prevent you from the sales of tomorrow. We'll review ...
Views: 1231 - Shifting the Sales Compensation Paradigm - by Submitted on Oct 08, 2007 from Don McNamara CMCExecutive Summary How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. ...
Views: 1231 - 5 Questions To Ask During the Close - by Submitted on Jul 19, 2007 from Mike Brooks5 Questions To Ask During the Close by Mike Brooks, Mr. Inside Sales I get a lot of ezine topic requests each week, and many of them are requests for different questioning techniques to use during the qualification stage. As many of you know, I've written many feature articles over the years ...
Views: 1230 - How to Profit From Networking - by Submitted on Jul 09, 2003 from Kelley RobertsonSales are frequently developed through the relationships we have created with other people. Networking functions provide the opportunity to expand our contact list, particularly when we create and nurture quality relationships. It is not enough to visit a networking group, talk to dozens of ...
Views: 1230(1 vote) - Segmenting Your Target Audience Through Your Copywriting - by Submitted on Jun 08, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com Ask any copywriter what the first commandment of copywriting is and they’ll quickly tell you “Know Thy Target Audience.” In order to write effectively you have to know this one group of people and know them well. I guess that’s why many people get so ...
Views: 1230(1 vote) - Seven Steps to Selling MORE! - by Submitted on Jul 18, 2011 from Ryan LoweAre you a salesperson who’s frustrated each month trying to reach sale quotas? Do you worry that a career in sales might not be a good fit for you? Sales can be frustrating and complicated, or it can be very simple. Now when I say “simple,” I don’t mean that it is not difficult. Selling is ...
Views: 1228 - Win the Networking Game - by Submitted on Apr 15, 2011 from Paige BurkesWhen was the last time you attended a personal or professional networking meeting (personal networking meeting = party)? Did you go with someone or did you go alone? For many people, the thought of showing up alone to a room full of strangers is a very frightening thing. It definitely was for ...
Views: 1228(1 vote) - Building Your Acupuncture Practice with Zen Philosophy - by Submitted on Mar 21, 2011 from Practitioners ProfitGratitude, what exactly is it? It is defined scholarly as being the state or feeling of appreciation for anything. On a more spiritual and philosophical side, some have explained it as being in the present and in peace, while having a deep appreciation for life in general. In nature, one ...
Views: 1227 - Getting More Sales From Your Order Page - by Submitted on Mar 10, 2003 from Karon Thackston© 2003 http://www.ktamarketing.com It’s the gold medal of e-commerce. Getting that coveted sale is what every online business owner hopes and prays for daily. It’s why we fight for good search engine positioning. It’s why we battle with our copy, making it “just so.” It’s what pays the ...
Views: 1225(1 vote) - 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) - 3 Keys to Easier Cash Flow - by Submitted on Dec 06, 2012 from Hunter PhoenixAny of you who know me, have heard me say this dozens of times,”businesses run on cash, not just hard work and enthusiasm.” But as an entrepreneur, it’s easy to forget that. You get pulled in so many different directions; newsletters, blogs, videos, new marketing gimmicks, fancy new products … ...
Views: 1223(1 vote) - How should you spell “SELL” – “HELP” - by Submitted on Apr 08, 2013 from Andrew HortonAny sales professional can immediately improve their sales results, if they stop seeing dollar signs, every time they engage with a customer or prospect and instead develop a deep desire to be of service to them instead. To make this work for them they must ensure that they offer the right ...
Views: 1223 - How to Find All the High Quality Prospects You Need - Prospecting Sales Success - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales is not a numbers game and the way you control that is by clearly identifying who you would like to be working with and who is a good fit with your company. Define your ideal client or customer. Sales is only a numbers game game if you let it. It is your choice. If you can't identify who ...
Views: 1221 - You Can Always Sell More - How To Improve Any Sales Force - by Submitted on Feb 18, 2008 from Jim PanceroArticle #1 of our 9 Article Series Why Is It So Hard To Improve A Sales Force? And Why Do We Tend To Lose It Once We Change It? Most sales leaders are not satisfied with their sales team’s current efforts, yet are not sure what to do to actually generate any long term change and ...
Views: 1221 - Keeping A Hard Copy Record Of Your Sales - by Submitted on Mar 12, 2008 from Niall DevittWe recently recruited a senior salesperson for a top company in the construction industry. Needless to say, there was a lot of interest in the role and it carried a great salary and fantastic benefits package. Eventually two outstanding candidates were short-listed, however it was proving ...
Views: 1220 - 5 Steps to an Appointment with Your Dream Customer - by Submitted on Feb 23, 2012 from Adon RiggWe all have the “elevator speech” ready – those thirty seconds of perfectly-worded text built to get anyone at any level of business to notice us and to consider us an indispensable asset. Getting to use it is another story. We may have the pitch planned perfectly for the moment we ...
Views: 1219 - How to increase Online Sales - by Submitted on May 30, 2012 from Tanvi WadhwaSelling a product is slightly more difficult than selling it from a store. Reason being, a lot of people still don’t feel its secure to make purchasing online, not having a credit card/debit card, unsure about product, etc. The reasons could be numerous. Despite all of that people are losing ...
Views: 1219 - Selling And Doing What You Love - by Submitted on Jan 29, 2008 from Transform, Inc.An Organization’s Guide to Turning Professionals and Technical Experts into Motivated and Successful Sales Professionals An arborist expresses her frustration to a co-worker: “I’m in this business to save trees and the environment, not to be a salesperson.”…A ...
Views: 1219 - The Secret Peril That Causes Sales To Be Lost - by Submitted on Oct 13, 2008 from Lee SalzOne of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play. It's September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new ...
Views: 1219 - Two Types Of Salespeople - by Submitted on Nov 09, 2010 from Jim MeisenheimerActually "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. In fact, there are two different types of salespeople and they are very easy to spot. The first ...
Views: 1219(1 vote) - The Reason You Can't Close the Sale - by Submitted on Nov 12, 2012 from Meridith Elliott PowellA year ago I made the decision that I wanted -- no, I needed -- new carpet in my home. Believe me, it was time. So that very day I started the process. I found a few hours in my insanely busy schedule and got to work shopping for carpet. I started online, but that was just too hard. There was no ...
Views: 1218(1 vote) - CHALLENGES FOR SALES PROFESSIONALS - by Submitted on Nov 04, 2009 from Dirk ZellerThe most significant challenge for sales professionals is their time control. How a sales professional uses their time determines income. The sales professionals in the top 10% of their industry control, use, and invest their time more wisely and effectively than the lower performing sales ...
Views: 1217 - Giving a LITTLE Extra Will Get You a LOT of Extra Sales - by Submitted on Sep 02, 2011 from Matt VassarIt's funny how if we give just a little something extra, we make a lot more sales. Let me explain... The other day, a friend who recently returned to grad school for an advanced degree wrote on Facebook that she "has spent longer on Amazon trying to find $2.03 worth of something to bump her ...
Views: 1217(1 vote) - Purposes behind Car Shaking when Engine Starts - by Submitted on Oct 22, 2018 from Milind ShahYou possess an auto sufficiently long and that is for certain you'll need to tolerate with some mechanical issues. One such troublesome issue is motor vibration when you begin your vehicle. On the off chance that this issue increments after some time, inconvenience is the main thing you will ...
Views: 1217 - Sell Feelings Not Facts - by Submitted on Dec 01, 2005 from Alan FairweatherI've been hearing for years that a successful business needsto have a USP (unique sales point). The problem is that mostbusinesses find difficulty in identifying what their USP is.And even if they have a USP, eventually they find theircompetitors doing the same thing. So instead of losing sleep ...
Views: 1216 - Top Dog Sales Secrets - by Salesmanship is an art, a science, and a true profession. A "natural talent" for sales is not enough. People who achieve the highest level of professional success are willing to put in the time to acquire the skills needed to succeed.
The savvy sales professional reads books, attends ...
Views: 1215 - Changing The Behavior Of Your Sales Team - by Submitted on Dec 25, 2007 from Louis JordanMany sales people will not make changes unless they are made to feel uncomfortable. EXAMPLE - If your team feels comfortable forecasting numbers below their quota, or reporting numbers below their forecast they will continue to do so. Unfortunately, that means you must be able, when necessary, ...
Views: 1214 - Running Short On Leads? Get Back To Basics - by At some point you look up and say to yourself, “Where have all the leads gone?” Actually, they have not gone anywhere; they’ve been where they have always been. With the new age of e-prospecting and social media marketing, many have lost their way, relying almost exclusively on the latest and ...
Views: 1214 - Book Review: Mastering the Art of Selling Real Estate: Fully Revised and Updated - by Submitted on Apr 21, 2008 from Shelly WalkerThis book review is part of a series that covers the topic of Sales Training. Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training. Mastering the Art of Selling Real Estate: Fully ...
Views: 1213 - Gain Competitive Selling Advantage At The Whiteboard - by Submitted on Oct 16, 2011 from Milly SonnemanHow can you share information and show ideas to your peers? Are you fed up with not getting recognized, and not getting the respect you deserve? If you’ve had it with feeling like ‘nobody gets it’…now you have a choice. Learn new ways to connect with your audience. Show your ideas clearly to ...
Views: 1213 - Finding the Right Home for Your Sales Skills - by Submitted on Feb 26, 2008 from Lee SalzIt's that time of year again when salespeople peak their heads up from their cubicles to see if there is a better opportunity out there. So, what do I mean by "that time of the year?" Actually, it's most every day. The way most salespeople are wired, they have an insatiable urge for more. More ...
Views: 1212 - 10 Rainmakers Principles to Live By - by Submitted on Jun 07, 2011 from Mike SchultzPeople often ask us, “What separates the best from the rest in sales?” It always reminds me of what a great business guru once said. “Want to know the secret to making 10 million dollars? First…start with 9 million dollars.” (Thank you, business guru Steve Martin.) Assuming you don’t have ...
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