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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.
- Encourage and Expect Individual Accountability - by Encourage and Expect Individual Accountability is a necessity in life as it is in business. I have yet to find a business professional, athlete, or parent who maintains a high level of integrity, honesty, and success without understanding this law. One of the most difficult things is to say, ...
Views: 1567 - Engaging Customers - by Submitted on Sep 26, 2007 from Harlan GoergerEngaging Customers 3 methods to get people talking Step 1: Have you ever wondered why some people turn sales people and others down? To get past this resistance we need to understand that selling is all about communications, not your product. In this segment we will start with the ...
Views: 4682 - Enough With the Upsells Already! - by Submitted on Jul 22, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.learn-copywriting.com It happened twice during the same week. All I wanted to do was make a purchase, and they were making every effort to keep me from it (or so it seemed). Why would a business who wanted me to buy from them so badly put enough roadblocks ...
Views: 1074 - 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: 1288 - Every Cold Call Needs a Problem to Solve - by Submitted on Jun 23, 2008 from Ari GalperIn the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best! This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the ...
Views: 743 - 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: 1268 - Everyone Sells---Even You! - by No matter how much you try to ignore that fact it's still blindly ruthful.
You say I don't have my own business--I work for someone else.Then in this case your paycheck depends on whether the people you work for sell anything or not!
You say-- as my father did, that "God will provide". And ...
Views: 925 - Everything I Needed To Learn About Training I Learned In Kindergarten - by Submitted on Jul 18, 2008 from Adrian MillerSome experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a ...
Views: 1339 - Everything is A State of Mind - by Submitted on Jun 14, 2007 from Jeff GeeEverything starts with a thought. What you think about eventually creates what happens in your life. I say ‘eventually’ because can you imagine if there was no time lapse between what you thought and what actually happened: like you’re sitting in your living room daydreaming about tigers and ...
Views: 5565 - Excel Your Sales Career: How to Overcome Fear, Beat Your Competition and Achieve Higher Sales - by Submitted on Aug 09, 2007 from Chuck MacheAs a sale professional, what would you do in this situation? Your new client just signed an agreement putting you way ahead of the previous year. Not only would it catapult you in your organization and the industry, your personal income was about to reach new heights. Then, the following ...
Views: 680 - Executive Deal Making Advice from Warren Buffett - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett says, “You don’t have to swing at everything -- you can wait for your pitch.” Buffett is fond of baseball and often uses the game to illustrate his philosophy. In deal making you get to stand at the plate all day, and you never have to swing. A business leader can wait for the ...
Views: 1074 - Expecting the Unexpected Can Save Your Tradeshow - by Submitted on Jun 26, 2005 from Susan FriedmannCatastrophes come from out of nowhere. Massive thunderstorms can roll through a region without a moment’s notice, knocking out power and phone lines. An iffy meal at a local restaurant, and you have a staff member flat on their back with food poisoning. Open up your sales materials only to ...
Views: 943 - Expert Advice for Rookie Consultative Sales Professionals - by Submitted on Feb 24, 2009 from Marshall NorthcottGain a clear understanding of what has the ability to or what does make you vulnerable in your profession and then protect yourself against it. For example. an individual who is just getting started into real estate sales who has financial challenges (a short supply or exhausted reserve funds) ...
Views: 1456 - Exploring new Technological dimensions with USB Flash with Company Logo - by Submitted on Mar 06, 2011 from Simon WilliamsThe customized made USB Flash with company logo is the accessory many people love to carry with them now. In the technological interacted world, where all information is digital and people are getting technological savvy, USB Flash with company logo is the good replacement of the paper work. ...
Views: 1124 - F is for Following up - by Submitted on May 05, 2010 from Helen DowlingOver the last few years, I’ve spoken and written in depth about following up with people and why I really do think that it is the most important marketing technique that you can do. But, I still see business owners struggling with following up with people. Case in point, I was speaking to a ...
Views: 1606 - Face Off with a Negotiation Master - by Submitted on Sep 10, 2009 from Karel MurraySeated at my kitchen table, I have initiated the “who will blink first” exercise with my black cat, Jette. She is settled at her favorite place by the table leg, one small paw lifted to chest height and her face, emblazoned with a beseeching look, turned up towards me. Her breath is shallow ...
Views: 1192 - Fail to Plan, Fail to Sell! - by Submitted on Jun 06, 2011 from Peter O'DonoghueIt is a known fact that sales people hate planning. Let's be brutally honest here, most of us hate planning. Even though most sales people are motivated by actually taking action they wrongly assume that the time it takes them to plan their leads and administration is time that they just cannot ...
Views: 1045 - Fantastic Follow Up - by As a business success coach I assure you the factors that contribute to the success of any business are the same whether you are in the business of selling copiers, counseling sessions, or chimney sweeping services. In most cases in any non retail purchasing situation, once the interest and ...
Views: 790 - Fear of "Selling"? - by Submitted on Mar 29, 2009 from Zoe RouthWhether you run a business, or are an employee, or manage a family – you are always 'selling' something. Selling is the art of exchanging value. In the commercial world this is a simple equation – money is given in exchange for a product or service. In the office, 'selling' might happen when ...
Views: 779 - Features and Benefits and Sales . . . Oh My! - by Submitted on Apr 26, 2009 from Diane HelbigDo you sell features or benefits? Do you know the difference? All too often salespeople think features are key. Of course, it’s because that’s what they’ve been shown. ‘Look at all the bells, whistles, and gadgets!’ It’s as if the more gadgets, the more valuable the product or service. Well, ...
Views: 1036 - 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: 1307 - Fill Your Pipeline by Refining Your Referral Requests - by Submitted on Jun 30, 2009 from Kendra LeeLately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, ...
Views: 1040 - Find a System to Train Your Employees - by Submitted on May 17, 2012 from Todd DonnellyOne of the most important things a manager of a business has to do is to train new employees. It can be a very trying and exhaustive process, but it obviously needs to be done. If your business is dependent on good customer service, the training process becomes exponentially more crucial. ...
Views: 1183 - Find What Distinguishes You From Your Competitors - by Submitted on Sep 09, 2005 from Catherine FranzU.S.P., in marketing, is the acronym for unique sellingproposition. This is asking, "What distinguishes you fromsimilar products or services, even businesses as a whole?" After using the USP method to uncover the uniqueness of myproducts and services, I continued to find them difficult toname. ...
Views: 1364 - Find Your Ideal Role Within An Exciting Career in Telesales - by Submitted on Mar 06, 2012 from Lewis WatkinsThe telesales industry has grown considerably over the past few years, creating a wide range of job vacancies. Many specialist recruitment agencies can help you find your ideal role within the telemarketing sector. Recruitment consultants work to understand your key strengths and motivations, ...
Views: 1031 - Finding Profits in a Downturn Economy - by Submitted on Aug 06, 2012 from Anne WarfieldSharks hunt for prey by finding movement in the water or blood. In today's economy you can often find people mistakenly adopt a "shark" sales mentality. They feel they need to circle out there and surround customers by getting to them first. First smell of blood in the water and they go for ...
Views: 987 - Finding the Real Decision Maker - by Submitted on Jul 02, 2008 from Bob BeckFinding the Real Decision Maker Reaching decision makers is actually a three-part task. One part is finding them, another is reaching them, last but not least, is creating relationships based on mutual respect. The temptation to rush out and buy a database of names to call can be overwhelming, ...
Views: 1201 - 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 - Finding Your Ideal Place To Live - Part 1 - by Are you looking to bridge the gap between where you are living and where you really want to live? How can you make this move practical and enjoyable for yourself? My first suggestion is to write a few lists so that you can "see" your thoughts in writing. This is a practical solution to curb the ...
Views: 1019 - Finding Your Sales Style - by Submitted on Mar 16, 2011 from Andrew McCombeIf there is one thing most new business owners are scared of, it is the prospect of selling. You hear it over and over – the phrase ‘I’m not a sales person.’ The truth is, we are all sales people. The only difference is that we do not all have the same sales style. If trying to sell the ...
Views: 979 - Five Levels of Selling - by Submitted on Jun 29, 2007 from Robert (Bob) CannonThis past week, my wife inadvertently drop kicked our toaster oven and caused it to experience a catastrophic failure. The toaster oven, the microwave and my grill are necessary to sustain life at our house if I have to fix any food. The toaster oven is great because it works well for just the ...
Views: 1054 - Five Steps For Sales Success In A Slow Economy - by Submitted on Dec 08, 2008 from Doug DvorakA slow economy is a difficult time for business and no salesperson welcomes it. As total business volume slumps, triggering apprehension of deeper recession and pessimisms and uncertainty can prevail. However, it is an inevitable part of the economic cycle and businesses should learn to cope ...
Views: 1675 - Flood, Fear and Prospects: How Our Emotions Affect Our Decisions - by Submitted on Mar 31, 2009 from Harlan GoergerIt's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its size. Observing how people react in such situations can give us some good insight into how they make ...
Views: 2006 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 702 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 671 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 702 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 640 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 833 - Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates - by Submitted on Jan 05, 2015 from Sam Manfer“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show ...
Views: 2130 - Focus on the WIIFT for a Powerful Presentation - by Submitted on Nov 10, 2010 from Nancy BleekeA while back I had the opportunity to work for nearly two days with the best-of-the-best sales pros in a client company. We spent our time together focused on taking their game up another notch with a workshop titled “Powerful Presentations.” One thing I noted is that really successful people ...
Views: 873 - Follow Up Focus - by Submitted on Apr 26, 2009 from Diane HelbigHow effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth. Many people tell me they just don’t have time to follow up. I submit they ...
Views: 1056 - Follow Up Sales Effectiveness - by Submitted on Mar 10, 2008 from Patricia WeberFollow up in sales is critical. On a recent podcast I talked about how the sales process includes a certain degree of timing. Particularly critical is the timing between a salesperson’s follow-up and a prospect’s pain point to want, not just need, what you sell. Unless you have a crystal ball to ...
Views: 996 - Follow-Up vs Follow-Through - by Submitted on Aug 05, 2009 from Tony AlessandraWhat is your “follow-up reputation” in your business? Is it ‘always and promptly’? Or, is it ‘usually fairly timely’? Or, could it be ‘doubtful it will get done’? The highest performers keep their promises and exceed the expectations of their prospects and clients. Be a bear about this one. ...
Views: 14321 - For the love o’ sales - by They do it for the love of it. That’s what every successful salesperson will tell you – they love it!
"It" isn't the thing they sell, the personal toiletries at a department store, a new rose at the garden centre, advertising on your favourite radio station, life insurance, or your membership ...
Views: 834 - Forget the Fockers…Meet Your Customers! - by Submitted on Sep 24, 2007 from Craig HarrisonHow much do you know about your customers? Do you know what makes them happy? Mad? Restless? Let's face it…you should! Businesses often operate in ignorance of what their customers like or dislike, ignore and abhor. To ensure retention, pay attention! The Basics: What Customers Love - When you ...
Views: 853 - FOUR EASY STEPS TO HANDLING PRESENTATION OBJECTIONS - by Submitted on Jul 29, 2009 from Dirk ZellerSales objections are part of selling. For most people in sales, they present an immovable object in the road to your success. Real estate Agents often freeze when presented with a sales objection. They don’t know what to do or say in the face of this perceived danger. Let me share with you ...
Views: 1547 - Four Keys to Making Your Cold Call Stress Free - by Submitted on Jul 16, 2007 from Ari GalperFrom the traditional point of view, cold calling conversations should constantly lead towards making a sale. We’ve been given only one path to follow, and that’s getting a “yes.” This is why our language and energy feels stilted. We aren’t being genuine, and we aren’t inviting the other ...
Views: 717 - Four Keys to Understanding Sales - by Submitted on Apr 17, 2006 from Harlan GoergerOver the years I’ve read a hundred sales books with all kinds of different approaches and ideas. Some were very good and others left questions about their authors understanding of selling. When ever I found myself in a slump or things just didn’t seem to work the answer always seem to be in ...
Views: 1058 - Four Obstacles to Closing - by Submitted on Apr 28, 2009 from John AOVThere are several other reasons why the end game of selling is stressful and difficult. Fear of Failure There are several other reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by the prospect. Because of negative buying ...
Views: 1149 - Free Sales Training on Appointment Setting - by Submitted on Jun 14, 2009 from Stephen CraineThis free sales training is focused on how to ask for the buyer’s agreement to a sales appointment. A lot of sales training, on how to make sales appointments, focuses on the opening lines of the cold calling script. They use cold calling tips on grabbing the prospect’s attention and getting ...
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