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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.
- Do Not Make The Crucial Mistake in Sales - by Submitted on Sep 16, 2009 from Frank O'TooleI am positive you already know that there can be a lot of mistakes made in sales. The reason that I work as part of a sales training courses provider is because I want to inform people of these mistakes that come up again and again in which I am sick to the back teeth explaining. There are 4 ...
Views: 1186(2 votes) - Sales: A Value Exchange - by Submitted on Jun 22, 2009 from Kerry Martin-MooreWe’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and ...
Views: 1186 - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1186(2 votes) - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1186(2 votes) - Are You Planning For Sales Success? - by Submitted on Apr 17, 2008 from Jim KleinA time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not taking time to plan your like a tumbleweed ...
Views: 1185 - Five Sections of Your Copy Guaranteed To Get Read - by Submitted on Mar 01, 2005 from Karon Thackston© 2005 http://www.copywritingcourse.com Only about 20% of your copy is going to get read. The rest will simply be scanned. I'm sure you've heard the statistic before. It's nothing new. While it might sound frightening or frustrating, it's a fact of copywriting life. So what do you do ...
Views: 1185(1 vote) - SEO Copywriting Makeover: Finding the Right Trigger - by Submitted on Sep 11, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com You've got a great product or service. Now, how do you make buyers sit up and take notice? How do you get them excited about what you're offering? You have to pull the trigger. There is at least one trigger for every product or ...
Views: 1185 - Understanding sales careers to find your perfect sales job - by Submitted on Mar 11, 2012 from Finlay HumphreysOutbound Sales Careers Outbound telesales is sometimes known as telemarketing. Sales careers in outbound telesales will consist of speaking directly to the consumer to sell products or services. Your phone call is likely to be the customer’s first exposure to the product, so you need strong ...
Views: 1185 - Why Aren’t My Salespeople Motivated? - by Submitted on Aug 29, 2005 from Barrett RiddlebergerBefore I got married, the most consistent piece of advice for me and my fiancée was, “You must have trust”. Nobody told me how to get trust – only that I had to have it. They didn’t tell me why I needed trust – only that it was necessary to build a successful marriage. Sales leaders say the ...
Views: 1185 - Attract Prospects with Easy Web 2.0 Techniques - by Submitted on Jun 30, 2009 from Kendra LeeThe Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. ...
Views: 1184 - The Fine Line Between Persistence – and Stalking! - by Submitted on Feb 28, 2006 from Casey FitzGeraldIn sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and ...
Views: 1184 - 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 - Telesales - Telephone Sales Tips to Produce Results - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhy should you sell over the telephone? • Telesales is cost effective compared to face to face sales • Telephone selling is direct - typically no appointment is required or its a quick and easy way to make a sales meeting • It's personal - your personality can shine through • It's ...
Views: 1182 - Tracking, Why bother?..Because It Pays Well! - by Submitted on Dec 06, 2007 from Michael Macedonio“Truth or Delusion? Unlike cold-calling, the referral process is difficult to measure. Delusion! “We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. On this card you record the nature and source of each referral, how you ...
Views: 1182 - Your Site Map: Spider Food or Just A Light Snack? - by Submitted on Aug 03, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Mechanical spiders have to eat. In fact, they usually have bigger appetites than the real-life spiders you squish under your shoe. What spiders am I talking about? The automated programs sent out by search engines to review and index ...
Views: 1182(1 vote) - “Top 10 ways to increase sales in 2010” – Part 1 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s 2010! And in honor of the new decade I thought we could start of the year with a top 10 list. We look at the first 5 on our top 10 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new ...
Views: 1182(1 vote) - 10 Easy Ways to Increase Sales - by Submitted on Aug 21, 2010 from Terri SeymourOne of the most common questions asked by internet business owners is “How can I increase sales?” Many articles, ebooks and reports have been written on this subject and trying to absorb that information just tends to make us more confused than ever! Below are some easy, innovative ideas to ...
Views: 1181 - The Art of the Sales Process - by Submitted on Oct 09, 2010 from Yogacharya MichaelA proper sales process is essential to your online business success. If you’ve got a promo page for your product(s) with a buy now button nearby, like most web site owners do, then you’re probably missing out on a lot of sales potential. You might even be wondering why you’re sales are down ...
Views: 1181 - How to Keep Yourself Motivated with Your Sales Calls - by Submitted on Feb 19, 2011 from Andrew McCombeThe main goal of any business is to make profits, and in most cases, the way this is done is through sales. Obviously, the more sales you get, the more you are going to earn, but being a good sales person is not something that comes easily to everyone. Although some people are born with the gift ...
Views: 1180 - MLB and Recording Your Calls - by Submitted on Apr 08, 2011 from Mike BrooksI was reading an article by my favorite sports writer, Peter Kings, last week, and he had this small section about his recent visit to the Ranger’s dugout: “Thanks, Jon Daniels, for showing us around the ballpark in Arlington. What amazed me is the video sophistication. Behind the Rangers’ ...
Views: 1180 - Practice Golden Rule Selling - by Submitted on Apr 29, 2009 from John AOVTo improve your sales performance, adopt the Golden Rule mentality. The Golden Rule says to, "Do unto others as you would have them do unto you." It also says, "Love your neighbor as yourself." The Golden Rule mentality in sales, says simply, "Sell unto others as you would have them sell unto ...
Views: 1180 - How To Design An Effective Cold Calling Script - by Submitted on Mar 26, 2008 from Jim KleinDo you have an effective cold calling script that makes you feel confident when you pick up the phone? Or are you afraid and feeling like your telephone weighs twenty pounds? A key to building confidence and overcoming the fear of the phone is to have an effective cold calling script. Although ...
Views: 1179 - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1178(3 votes) - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1178(3 votes) - Should I Promote My Top Gun To Sales Manager - by Submitted on Jan 26, 2010 from Robert WeeseMany companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ...
Views: 1178 - Sales Advice I Should Have Learned Years Ago - by Submitted on Jun 28, 2011 from Ken SundheimPretend You Charge By The Hour Or, If You're Good, You Can Get Taken Advantage Of Many sales people fail to understand just how valuable their time is and because of this, many lack even average time management skills. Even when some sales people feel that there is a 90% chance that they ...
Views: 1177(2 votes) - Deadly Sins of Getting the Second Appointment - by Deadly Sins of Getting the Second Appointment
An excerpt from: “Getting the Second Appointment” by: Anthony Parinello
Have you ever encountered great difficulty getting a second appointment, such as: not getting your calls returned, having meetings cancel at the last minute or worse yet, ...
Views: 1177(1 vote) - What are You Really Saying? - by Submitted on Nov 04, 2010 from Bill SayersWhen you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentable? What is your prospect or customer hearing and seeing? How do you come across? What is it ...
Views: 1177 - 9 Steps to Building a Profitable Customer Relationship - by Submitted on Aug 14, 2006 from Casey FitzGeraldSuccess in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: Love what you sell, the company you ...
Views: 1176 - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1175(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1175(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1175(3 votes) - SEO Writing Strategies for Graphic-Oriented Sites - by Submitted on Oct 03, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com As a copywriter, I’d love to tell you that every site on the Web needs tons of copy. However, the simple truth is not all do. Many sites simply produce better sales when they use more graphics than words. Since search engines are hungry for words you ...
Views: 1175(1 vote) - The Revealing Secrets of Sales Training - by Submitted on Sep 16, 2009 from Frank O'TooleThe truth of the matter is that there are those that are born with the natural ability to sell. As a sales trainer I have come to realise and accept this but I also had to accept that I unfortunately was not one of those people. I have had to work hard and realise that I did need an extra step ...
Views: 1175(2 votes) - Case In Point: What You Need To Know About Link Popularity - by Submitted on Jun 23, 2003 from Karon ThackstonLink popularity. The term has flooded the ‘Net over the last year, and everybody is in a buzz trying to build link popularity for their sites. But do we really understand what link popularity is, and how it works best? If not, you’re about to find out. Debra O’Neil-Mastaler of Alliance Link ...
Views: 1173(1 vote) - Get MAD for 21 Days To Improve Your Career - by Submitted on Jan 27, 2010 from Robert WeeseI am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behavior or skill for a minimum of 21 days. Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for ...
Views: 1172(2 votes) - 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) - 6 Keys to Communicating Your Value - by Submitted on Jun 07, 2011 from Mike Schultz“So, what do you do?” Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers. The answers are painful to ...
Views: 1171 - Case study – “We’ve Just Been Lazy” - by Submitted on Jun 13, 2011 from Heidi McCarthyHad an interesting experience recently – let me lay out some background for you. First you need to know that we live in a rural area where all the properties are 10 acres. Every day Sugar, Ebony (sometimes Kyle) and I go for walks. There is really only one route we can take. On that route all ...
Views: 1171 - How Much Is Enough - by Submitted on Mar 28, 2012 from Joe VitaleThink about this… As long as we talked about an imaginary success, it was fine. But when I reported an actual success, it wasn’t fine. What’s the difference? In my experience, it’s often safe to imagine what you want but not safe to actually manifest it. Obviously, there’s a ...
Views: 1171 - Sales Management | How To Be A Flexible Sales Leader - by Submitted on Oct 07, 2010 from Ralph BurnsSales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle ...
Views: 1169 - Copywriting Makeover: Search Engine-Friendly Can Also Mean Visitor-Friendly - by Submitted on May 21, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com When it comes to search engine optimization, copywriting plays a big role. You want to have excellent copy that appeals to both your visitors and the engines in order to create pages that will rank highly. However, sometimes there can ...
Views: 1168 - Are You Writing Too Many Proposals? - by Submitted on Jul 19, 2011 from Lenann McGookey GardnerHow many proposals do you or your team write in an average month? And how many of those proposals generate even $1 of revenue? As an international sales consultant, I’m learning that typical proposal success rates for services providers are often in the range of 10% … which means that 90% ...
Views: 1167 - Boost Your Sales Presentations on a Shoestring Budget - by Submitted on Jul 15, 2011 from Milly SonnemanWould low cost creative activities help you get lower-cost leads and more sales? You bet! Find out how to reduce the cost-per-lead, increase effective presentation skills and transform your sales results. One of the most under-used activities for sales presenters is staring you right in the ...
Views: 1167 - 16 Principles of Influence in Sales - by Submitted on Jun 07, 2011 from Mike SchultzPunch is a powerful beverage. Leaders at companies drink it and invest in major acquisitions. They expand overseas. They purchase zillion dollar new technologies for their companies. And they embrace all sorts of management philosophies and methods. As sellers, we all have punch. But it’s ...
Views: 1166 - Insurance Sales: A Needs Analysis Isn't A Product Sales Tool - by Submitted on Nov 28, 2007 from Cheryl ClausenAfter you've done a needs analysis, do you get a lot of not now's and other objections? That's because you're incorrectly implementing the right idea. And that happens because you think a needs analysis is a product sales tool and it shouldn't be. You see when you do a needs ...
Views: 1166 - Are Keywords Destroying the Flow of Your SEO Copy? - by Submitted on Sep 08, 2004 from Karon Thackston© 2004, All Rights Reserved http://www.copywritingcourse.com/keyword With all the shuffling that’s been seen in the search engine world within the last year, the issue of obvious optimizing has become a hot button. The current line of thinking is that most engines (especially Google) are on the ...
Views: 1165 - Diligent Salespeople - by Submitted on Aug 05, 2009 from Dirk ZellerMany people in real estate sales think being called a salesperson is like being called an axe murderer. Being a salesperson is an honorable profession. It is a highly skilled and professional vocation. A professional salesperson is a critical cog in any company’s success. Just ask IBM a few ...
Views: 1164 - 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 - The 4 Simple Secrets to Selling - by Submitted on Sep 16, 2009 from Frank O'TooleWouldn’t you love to know what separates the winners from the losers in sales? Would you love to learn how to achieve the top sales in your profession? Well below are 4 simple secrets that can be the defining difference in your sales. 1. You’re Attitude. You may never have though about this ...
Views: 1164(3 votes) - Can’t Get No Satisfaction? Be interesting and show interest in others. - by Submitted on Feb 17, 2011 from Colleen FrancisIn sales, it can be tempting to think about your existing customers as loyal and satisfied, simply by virtue of the fact that they’re doing business with you more than once. Don’t trick yourself into that kind of thinking! Loyalty and satisfaction find their roots in something ...
Views: 1162 - Sales Amateur vs. Sales Professional - by Submitted on Feb 19, 2009 from Alen MayerI am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products ...
Views: 1162 - 7 Things To Avoid When Building Customer Relationships - by Submitted on Jun 23, 2009 from Jim MeisenheimerWhenever you meet new sales prospects be sure to focus on establishing rapport and building relationships. Most salespeople overlook the importance of these two priorities early during the selling process. Instead of reaching for your sales brochures try reaching out to your sales ...
Views: 1161 - 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 ...
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