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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.
- Free To Insiders...$2 To Everyone Else - Sales And Selling Technique - by Submitted on Feb 22, 2008 from Cheryl ClausenAre you an insider? An insider is a person who is able to position themselves in a way to make the connections they need to get all the leads they want. Insiders develop their own proprietary leads list of highly qualified potential prospects. Everyone else pays big bucks to get these names ...
Views: 875 - Friendship drives 50% of all sales and business relationships - by Submitted on Feb 13, 2012 from Nancy DrewIf you need more sales you don't necessarily need better sales techniques, you need more friends. Just refer to what Bob Burg calls "The Golden Rule of Networking": "All things being equal, people will do business with, and refer business to, those people they know, like and trust." I find it ...
Views: 1388 - From Birdseed to Seed Money - by Submitted on Apr 20, 2010 from Anne WarfieldBirdseed. Imagine if in 1981 someone asked you how much money you could make selling birdseed. Seems to be a limited market doesn’t' it? I mean imagine the retail space you need to rent and the amount per square foot you would need to generate in order to make it profitable. The only way it ...
Views: 1004 - From Prospect to Client in Thirty Seconds - by Submitted on Jul 20, 2009 from C.J. HaydenThe process of converting a prospect to a client can seem like it takes forever. You meet a prospective client, follow up with him or her over time, and hopefully have a chance to make a sales presentation or schedule an initial consultation at no charge. Then you follow up some more, trying to ...
Views: 1429 - 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 - Gap Analysis - by Submitted on Apr 23, 2009 from John AOVIdentify the Real Need of the Prospect As a salesperson, you are in the business of gap analysis. You are a "problem detective." Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product ...
Views: 1004 - 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 - Gate-Keepers are the Key to Your Sales Success - by Submitted on May 08, 2013 from Andrew HortonAchieving success in sales is all about knowing who actually wields the hammer when it comes to making buying decisions. In some cases it is the purchasing manager, but in essence he or she may only be following purchasing specifications handed down from someone higher up the food chain. So if ...
Views: 1365 - Get a Competitive Marketing Edge with These Public Relations Tactics - by Submitted on Mar 26, 2006 from Joel SussmanOne of the least understood, most underutilized marketing techniques in the business world is public relations. That fact represents an opportunity for small business owners and managers who are willing to devote a little time to cultivating relationships with reporters and editors in their ...
Views: 965 - Get Customers to Sell For You - by Submitted on Apr 29, 2009 from John AOVFully 84 percent of sales in America take place as the result of word-of-mouth advertising. Why People Buy Fully 84 percent of sales in America take place as the result of word-of-mouth advertising. Some of the most important sales promotion sales activities are those that take place between ...
Views: 942 - Get Inside Your Prospect's Head - by Submitted on Sep 27, 2008 from Craig JamesDo you ever shake your head and wonder why so many prospects fail to pull the trigger when you've clearly made a compelling case for them to do so? To those of us in Sales, it makes no sense - it's clear as day that they should. But for some reason we can't fathom, it often doesn't appear to be ...
Views: 983 - Get More Sales Using A Conversion Heuristic - by Submitted on Apr 03, 2020 from MD Rasel MIahSo increasing conversions is absolutely the primary goal of any small business owner or any marketer. You have to focus on getting these conversions in order to get your sales in order to increase your revenues and stay in business, especially if you’re an ecommerce business, focusing on ...
Views: 895 - Get Out Of A Sales Rut With This Single Move - by Submitted on Aug 26, 2011 from Milly SonnemanSales flat? No movement? If you’re not making your numbers, winning new clients, and getting the results you deserve, it’s time to get out of the rut you’re in. Find out how—right here. For starters, roll up your sleeves. Find out how deep a rut you’re in. Are these phrases part of your ...
Views: 3033 - Get the Power of Word-of-Mouth Working for You: Build a Referral Program for Long-Term Sales Success - by Submitted on Jul 16, 2010 from Colleen FrancisBuilding great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as ...
Views: 1490 - Getting Business from Educational Seminars - by Submitted on Mar 02, 2009 from Transform, Inc.We work with a lot of clients who do educational seminars and often wonder why they don't get the results they want from the effort. We believe in doing educational seminars, but to really get results from them, you need to be very clear about what return you want from doing them. Many believe ...
Views: 1204 - Getting noticed on the Internet - Digital Marketing for Small Business - by Submitted on Jun 09, 2006 from Micheal HarryThe Internet has grown from a small network of academics needing a way to trade research into a world-spanning, ubiquitous marketplace and repository for nearly every possible kind of information and knowledge. How does a small business avoid being washed away in the constant tide of buying, ...
Views: 814 - Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers - by Submitted on Jul 02, 2006 from Craig HarrisonDOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM). Traditionally a secretary, ...
Views: 1008 - GETTING R.E.A.L. ABOUT ASKING FOR MONEY - by Submitted on Dec 02, 2004 from Marc PitmanAsking people for money is one of the most exciting things in the world. Most of us aren’t fortunate enough to earn a living working on something we love. What we do as fundraisers is help show people ways they can take their hard earned money and invest it into something they value. I like to ...
Views: 4055 - 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 - Getting the Straight Scoop - by Submitted on Jan 23, 2009 from Lori HubbsWin or lose, how diligent are you in placing a call to get feedback from your clients about why they did or didn’t choose you? There is so much to learn — whether to identify strengths you hadn’t even recognized as such that you can use to win future business, to know what ...
Views: 606 - Getting to ‘Yes’ - by Submitted on Jul 26, 2012 from Wendy Weiss“Rejection comes with the territory. If you're going to cold call you're going to have to deal with people saying ‘no’ to you, screaming at you and hanging up on you.” Ecch! Who wants to do that? This go through the "no's" until you get a "yes" myth is probably the most insidious and ...
Views: 1264 - Give Me 90 Days And I'll Give You A Plan For Phenomenal Success - by Submitted on Feb 28, 2008 from Cheryl ClausenTop producers are regular people who take specific actions that average or poor producers don’t. That means there is nothing preventing you from joining this elite group except you. If you’re willing to remove yourself as an obstacle to your success you’ll become a top ...
Views: 902 - Give Your Prospecting Legs with Social Media - by Submitted on Sep 01, 2010 from Kendra LeeSocial media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on several different social networks. But have you given thought to how to use it to increase your prospecting results, or do ...
Views: 1062 - Give Your Sales Team A Routine Checkup - by Submitted on Mar 09, 2012 from Marco GiuntaThe sales world is ever changing. And, the truth is that many of us are probably guilty of paying more attention to our car's maintainance than to the "shape and condition" of the relationships that we take part in every day. Because of how jam packed our lives are, in general, who has time ...
Views: 1003 - Go From Good To Great: Five Ways To Boost Your Sales Career - by Submitted on Jul 09, 2008 from Chip EichelbergerMany experienced sales professionals don't see the need for continuous improvement. They often think, "I've been selling for fifteen years, so I must be great." The number of years experience is not a measure of excellence - any honest golfer knows that. Such thinking can limit sales ...
Views: 786 - Goal Setting - If They Can Do It, You Can Do It - by Submitted on Jul 28, 2008 from Jim MeisenheimerGoal setting - it's so easy and yet it's so hard. It has to be hard because so few people do it. Some people did it and don't do it now. Even people who have set goals in the past and have achieved them no longer set goals for themselves. I find it mind-boggling. There is an old Gaelic ...
Views: 925 - Goal-Setting for Sales Success - by Submitted on May 28, 2011 from Mike SchultzA colleague of mine who’s a young serial entrepreneur has a sign over his computer. It reads, “Goal: Own the San Francisco 49ers.” And it has a date that’s not so far away. When we talk I always ask about progress. Last week I asked him, “Can you at least buy the 22ers yet?” Interestingly ...
Views: 1094 - Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want - by Submitted on Oct 25, 2010 from Nancy BleekeRecently, many of my “students” have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals! To start thinking about goals, reflect for a moment on this quote by Diane Scharf Hunt…"Goals are ...
Views: 942 - Grab The Prospect’s Attention In 60 Seconds - by Submitted on Oct 30, 2007 from Rochelle Togo-FigaAs a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at ...
Views: 837 - Greatest Sales Strategy Ever - by Submitted on Jan 29, 2008 from Jon GordonAs a student of people and ideas I had to admit that what two guys are doing in a Northeast Florida Starbucks is absolutely genius. The other day as I tried to pay for my green tea at my local Starbucks the cashier said, “Don’t worry about it sir. Those guys over there are paying for it ...
Views: 1484 - Growing Your Business One Customer at a Time - by Submitted on Apr 03, 2007 from Liz TahirThe People aspect of business is really what it is all about. Rule #1: Think of customers as individuals. Once we think that way, we realize our business is our customer, not our product or services. Putting all the focus on the merchandise in our store, or the services our corporation offers, ...
Views: 854 - Growth Strategies: Why Up-Selling and Cross-selling Provides the Path of Least Resistance - by Submitted on Feb 15, 2013 from Casey FitzGeraldAs my most loyal readers and customers know, I’m a huge fan of and believer in retaining and growing a business’s current customers. Then again, who isn’t? Yes, new customer acquisition is important to building and scaling a business, but cultivating current customers offers the truest ...
Views: 1315 - Guaranteed Repeat And Referral Business - by Submitted on Mar 18, 2008 from Jim KleinImagine what it would be like if you found a technique to increase your repeat and referral business. What if this technique not only gave you top of mind awareness with your clients and customers but also provide them with real value? Not staying in contact on a regular basis with past clients ...
Views: 828 - Guest Speakers and Your Telesummit - by Submitted on Aug 17, 2015 from Lisa SasevichA telesummit is primarily a list-building event, where a host interviews a collection of experts on a specific topic over a designated period of time, while a virtual audience tunes in for free. While most telesummits end up being a huge win-win-win for the listeners, the guest experts and ...
Views: 2196 - Guidelines to Furnish a Commercial Bar - by Submitted on Oct 11, 2011 from jason gonceIt is an unspoken dream of every sales associate to be the manager of a sales team later in their career. To accomplish this feast, sales professionals work long hours and leave no stone unturned; unfortunately, due to lack of exposure and time being a constraining factor in skill upgrade, many ...
Views: 1082 - Handling Sales Objections To Price And The Real Reasons We Get Them - by Submitted on Sep 05, 2009 from Stephen CraineSales objections can be the obstacle stopping you achieving sales career success. So imagine what you could achieve if you understood why we get them, and how to handle sales objections successfully. I’m not going to tell you what to say when a potential buyer hits you with an objection. ...
Views: 2695 - Has The Secret To Increased Sales Been Discovered? - by Submitted on Mar 07, 2008 from Cheryl ClausenAbsolutely. While this “secret” is right under your nose most don’t put the pieces together and take advantage of the five-pronged key elements for increased sales. You will immediately increase your sales when you include all five elements in your business and develop ...
Views: 846 - Have You Prepared for Success in Sales? - by Submitted on Mar 30, 2005 from Jim KleinMy wife and I watched the movie Ray a couple of weeks agowhen it came out on DVD. In the movie Jaime Foxx plays thelegendary singer Ray Charles. I was amazed at how Jaime hadcaptured the essence of Ray Charles. Many times throughoutthe movie I wondered if it was Jaime Foxx or Ray Charles I was ...
Views: 972 - Have You Sold Yourself? - by Submitted on Feb 25, 2009 from Mark HunterYou will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered; it’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. ...
Views: 801 - Having A Vision - by Submitted on Mar 06, 2008 from Bill SayersRecently I lunched with a friend who had just made a major career change from the corporate world to residential real estate. We chatted about what the change meant to him. He gave me the logical explanation and story for his decision. I knew he had made the right decision when he said, “I knew ...
Views: 819 - Help the Buyer Calculate ‘Best Value’ - by Submitted on Nov 10, 2009 from Robert MenardAsk any twelve buyers to define ‘Best Value’ and you will likely hear a dozen muddy descriptions. In today’s performance metrics, numbers driven environment, we need to speak the buyer’s language. The successful seller specifies ‘Best Value’ by expressing it in quantifiable terms favorable to ...
Views: 1209 - Help, I Can't Sell - Insurance Sales Success - by Submitted on Feb 20, 2008 from Cheryl ClausenOh my gosh; nobody has any money, you have a sales manager threatening to cut you loose, and you can’t sell anyone anything! What are you going to tell your family and friends? How are you going to pay your bills? What are you going to do now? First, stop the conversation ...
Views: 963 - Helpful Clues To Build Rapport - by Submitted on Jul 01, 2008 from Michael BeckHow to Read the Cards Now that we have a general idea of each social style (previous article “Build Rapport Quickly and Drive up Your Closing Ratios!”), let’s look at how to spot styles in others. Remember that we’re all complex, unique individuals – made up of aspects of all styles. What we’re ...
Views: 1076 - Here's A Quick Way To Double Your Affiliate Check - by What I will tell you next is one of the secrets that could *double* the amount of money you now earn from affiliate programs.
Doing this simple thing will remove the mental block that is preventing people to buy from 'affiliates'.
Are you interested in finding out more ?
The results of my ...
Views: 809 - High Performance Sales Starts With Confidence - by Submitted on Feb 07, 2012 from Patrick MorinJim Miller, an entertainment industry sales rep, burst into the room. He couldn’t contain himself, "I pitched a client today and actually walked out with a signed deal for $50,000! I couldn’t believe the confidence and the way that it works." Confidence is a curious thing. We know it when we ...
Views: 2440 - Higher Sales Performance: A Radical New Approach for Setting Sales Goals & Achieving Outrageous Results! - by Submitted on Jul 06, 2007 from Richard FentonEvery sales executive has heard how important it is to set sales goals. Don’t worry, I’m not going to bore you with why you should set sales goals. But I am going to suggest a somewhat radical, new change to the way you currently set goals so you can achieve higher sales performance. And that ...
Views: 538 - Hit Or Miss Does Not Work In Selling - by Submitted on Jul 06, 2008 from Alen MayerMany sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in ...
Views: 1119 - Home Business Sales Recruiting - by Submitted on Sep 21, 2008 from Deb BixlerDirect Sales Income Grows With Recruiting Creating a consistent income stream in home businesses requires sharing your business opportunity with others. Many sales consultants in home party plan businesses hesitate to share their business opportunity. When you share your business you will ...
Views: 1463 - How 2 give your salesforce 10 definite do's - by Submitted on Jul 27, 2007 from Polly AndersonI’m told that parts of Southern Europe are littered with ‘T.I.R.E.D.’s’ (Thirty-Something Independent Radical Educated Drop-outs) – people who have walked away from big jobs because they just “weren’t happy…” Salespeople should be as far removed from ‘T.I.R.E.D.’s’ as it is possible to be. ...
Views: 635 - How 2 Give Your Salesforce 10 Definite Do’s - by Submitted on Jul 31, 2007 from Polly AndersonI’m told that parts of Southern Europe are littered with ‘T.I.R.E.D.’s’ (Thirty-Something Independent Radical Educated Drop-outs) – people who have walked away from big jobs because they just “weren’t happy…” Salespeople should be as far removed from ‘T.I.R.E.D.’s’ as it is possible to be. ...
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