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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.
- How To Choose A Sales Training Program - by Submitted on Mar 15, 2010 from Susan EnnsWhether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before ...
Views: 1852(2 votes) - Listening for success: 11 tips to master the skill of listening - by Submitted on Dec 01, 2010 from Sean McCarthyBeing an effective listener is one of the most critical skills you can master in order to build meaningful relationships, advance your career, and build a successful business. Many people often believe they are great listeners, primarily because they have been doing it their entire life, but ...
Views: 4734(4 votes) - Make yourself valuable to others - by Submitted on May 07, 2011 from Jacque MillerMake yourself valuable to others When I think about the basics of networking three things come to mind: What do I want? How do I get there/it? And how do I make myself valuable? If you know the answers to these three questions then you are probably well on your way to networking your way to ...
Views: 5591(2 votes) - Peter Fogel's "The Secret to Inspiring Your Audience While Public Speaking! - by Submitted on Dec 28, 2010 from Peter FogelNew speakers (as well as audience members) occasionally approach me after one of my keynote presentations and ask me how I knew I wanted to be a speaker. Well, that is certainly a good question that has many answers. However, the one resounding theme that percolates inside my head as to why I ...
Views: 2160(2 votes) - Stand out from all the Noise and you will Sell like Hell - by Submitted on Jan 08, 2013 from Andrew HortonEvery day we are surrounded by influence agents, who are all vying for our attention in one way or another. There are billboards everywhere, companies use ambush techniques like phone solicitation, to try to get our attention and money, TV and radio commercials blast at us all day, our emails ...
Views: 867(2 votes) - Use "Magic Bullets" to Close More Sales. - by Submitted on Jan 28, 2011 from Adele Howell-PryceWe all know that in any relationship there are “three magic words”. We don’t always want to say them. Sometimes we think that our actions will say them for us, or at least convey their meaning, but we all know the effect of saying “I love you” at just the right time. All objections crumble, ...
Views: 1399(2 votes) - ***C-Level Selling - Handling Purchasing, Committees, and Delegated Subordinates - by Submitted on Jan 27, 2011 from Sam ManferNever believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is ...
Views: 2732(3 votes) - ***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred - by Submitted on Apr 23, 2010 from Sam ManferIt’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ...
Views: 3227(3 votes) - 3 Tips to Getting and Staying Off of Losing Streaks - by Submitted on Jul 24, 2009 from Roger SeipI want to talk about how to deal with one of the most frustrating and demotivating things that happen to people- the slump. We all face them at one point or another, and how you handle yourself through a slump or “losing streak” determines how quickly you get out of it. As Dr. Suess says, ...
Views: 1787(3 votes) - Customers Are Available for Everyone, at Any Time - by Submitted on Feb 09, 2010 from Alen MayerYou’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks in advance so ...
Views: 1383(3 votes) - Four Memory Slips That Can Cost You Sales - by Submitted on Jul 17, 2009 from Roger SeipYour palms begin to sweat and you avoid eye contact with someone you know is a client, but you just can't remember his name. Your heart sinks as you hang up the phone after a phone call with a furious prospect; you forgot you'd made an appointment with her. You pound your forehead in ...
Views: 2013(3 votes) - The Bricklayer: 5 Steps to Building a Successful Career - by Submitted on Mar 01, 2011 from Rob LianoHave you ever seen a bricklayer do their job? Initially, you can’t really tell what they’re building. The first brick is put in place. Just one. And then the second and so on. It appears so small and insignificant at first and then over time it becomes something, a fence, a wall, a house, a ...
Views: 5768(3 votes) - Bring Your Sales into the New Millennium - Fast, Easy and Right Now! - by Submitted on Mar 16, 2010 from Jason RosadoOne of the most powerful things you can do in your business is to ask a lot of great questions. This will empower employees, foster growth, increase the quality of decision making, improve relationships and take you and your business to a new level of effectiveness. What it will also do for ...
Views: 1353(8 votes) - Ten Characteristics of a Great Manager - by Submitted on May 28, 2007 from Tom HopkinsBeing a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together, it takes a while to get everything to fit smoothly. The second time you attempt to make the pieces fit, you are a little more familiar with the pattern. Each time after that, it ...
Views: 34405(47 votes) - ***C-Level Relationship Selling – 3 Steps to Handle the “Too Busy” Selling Objection - by Submitted on Jan 04, 2011 from Sam ManferHow many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final ...
Views: 2330(3 votes) - ***C-Level Relationship Selling – 6 Tips for Overcoming Executive Intimidation - by Submitted on Dec 09, 2010 from Sam ManferApproaching a senior level executive, doctor or high government official is very nerve racking and usually holds sales people back from approaching the ultimate decision makers. That’s because we’re anticipating an unpleasant outcome or projecting a negative experience. The antidote is ...
Views: 3042(1 vote) - ***C-Level Sales Tip 18 – Good Interviewing Leads to Great C-Level Presentations - by Submitted on Mar 04, 2010 from Sam ManferThe best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do ...
Views: 2481(3 votes) - ***C-Level Sales Training Tip 17-Win-Over C-Level Decision Makers with Effective Communications - by Submitted on Feb 16, 2010 from Sam ManferWin-Over C-Level Decision Makers with Effective Communications Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. However, top level people do like to talk about ...
Views: 2975(2 votes) - ***Create the Confidence Necessary to Win-Over C-Level Executives - by Submitted on Jan 29, 2010 from Sam ManferConfidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence. If you’re confident you ...
Views: 3261(6 votes) - ***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business - by Submitted on May 21, 2010 from Sam ManferWhat is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ...
Views: 3458(2 votes) - ***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships - by Submitted on Apr 30, 2010 from Sam ManferIt is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have ...
Views: 2946(3 votes) - 4 Unique Tips To Increase Sales 169% - by Submitted on Dec 25, 2009 from Kathy ThompsonYou're on your way to a week of sales calls. On the plane you sit next to a lady with a large mouth (talks a lot), full lips (generous, sensuous), and has large sparkling eyes (emotional, moody). Do you want to start a conversation (she will do all the talking–about her family), rest or ...
Views: 1137(1 vote) - 5 Closing Questions You Must Be Asking - by Submitted on Apr 08, 2011 from Mike BrooksI get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I'm glad to see these requests because it means people understand the importance of identifying and then spending time with ...
Views: 1329(1 vote) - 5 most common training mistakes - by Submitted on Sep 23, 2009 from Richard DennyThere are hundreds!… But here are 5 to start you off… 1.THE UNPREPARED TRAINER Have you ever been on a course where the person running it clearly hasn’t done any preparation? Watching the ‘expert‘ trying to get ready as they train is really entertaining, but a poor learning ...
Views: 2116(3 votes) - 7 Key Steps to Closing Every Sale - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaWhen a client tells me they’re not bringing in the sales they want, one of the first questions I ask is “Are you asking for the business?” Their response is either “No, I don’t know what to say” or “What if I ask and they’re not interested”? Well, if you don’t ask, you’ll never know where you ...
Views: 1945(2 votes) - 8 Steps to Reach Your Sales Goals - by Submitted on Feb 27, 2011 from Kendra LeeThe end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more ...
Views: 1101(1 vote) - Advertising Campaigns That Get Results - by Submitted on Aug 07, 2005 from Charlie Cook"Advertising doesn't work." I hear it from my clients all the time. One client was about to file for bankruptcy because she wasn't getting a good response to her radio ads, and the cost was killing her. But she knew her target market was listening; she knew she needed to get her name out there ...
Views: 992(1 vote) - Before You Complain About the Economy - by Submitted on Jun 04, 2010 from Colleen FrancisBy Colleen Francis I think we can agree that the economy is still unstable. While some companies are flourishing others are suffering. Likewise some sales professionals are exceeding their goals and others. I would say about 75% are crying about their poor results blaming the economy. ...
Views: 1398(1 vote) - Believe in yourself and your customers will believe in your product - by Submitted on Feb 02, 2010 from James FarrellFor any business to be successful and sell, the people involved must believe in their product or service and believe in themselves. Your selling skills depend, in a big way, on your level of self confidence. Other people can sense it if you don’t believe in yourself, and from this they gather ...
Views: 1208(2 votes) - Breaking Through Uncertainty, Welcoming Adversity - by Submitted on Jan 06, 2010 from Jim McCormickWe all question our ability at times. Uncertainty plagues us. It is even more intense if the ability we are questioning relates to something we have never tried or not succeeded at in the past. Setbacks are common, but we rarely welcome them. We are inclined to respond negatively to ...
Views: 3051(2 votes) - Cold Calling - It Can Make Or Break Your Sales Success - by Submitted on Jan 25, 2008 from Joe BottoneCold Calling - It Can Make or Break Your Sales Success How to cold call. Cold calling is slowly becoming a lost art. However, it is still one of the most powerful tools that a sales and marketing organization can enlist. For starters, a lot less companies untilze cold calling these days. That ...
Views: 1090(2 votes) - Do You Always Have To Lower Your Price? - by Submitted on Feb 01, 2010 from Susan EnnsAre you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes! Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. ...
Views: 1367(2 votes) - Effective Techniques to Remember Names and Faces of Customers and Business Associates - by Submitted on Nov 12, 2021 from Leon EdwardRemembering the names and faces of colleagues, business associates, and clients is an important skill for business success. Here are some effective techniques for remembering this critical information: 1. Associate someone that you've just met with someone else that has the same name. For ...
Views: 3411(2 votes) - Five Intelligent Risks for Sales Professionals - by Submitted on Jan 02, 2010 from Jim McCormickAscending to a new level of performance in any endeavor is a matter of taking intelligent risks well. Sales is no exception. Having written a book on intelligent risk-taking called The Power of Risk and often speaking to sales professionals, I’m regularly asked by ambitious sale people what ...
Views: 2531(2 votes) - 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) - Frustrated With Your Job Search - by Submitted on Jan 26, 2010 from Robert WeeseI received this note from a friend & business associate who is currently hunting for a new senior sales management position. Karen wrote this after attending a networking meeting for job seekers a few years ago and coming away with the impression that many people believe all you have to do is ...
Views: 1851(2 votes) - 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) - Go For The NO in Sales - by Submitted on Aug 18, 2010 from liz wendlingGO FOR THE “NO” IN SALES By: Liz Wendling How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ...
Views: 1344(1 vote) - Heating Up Cold Calls: 21 Tools for Tremendous Telephone Techniques - by Submitted on Mar 24, 2003 from Stephen LibmanOK, let's heat up the cold-calling debate. Is everyone a salesman? Yes! Do most people have to make cold calls at some point? Yes! Do most people hate to make cold calls? Yes! So, you have two choices; either hire someone (a professional telemarketer) or do it yourself. If you have the budget ...
Views: 4174(2 votes) - How are you Presenting Yourself? - by Submitted on May 12, 2011 from Bill SayersHow are you coming across with the people you meet? How do you present yourself? What happens when you walk into a room? What does the person see and feel about you? Who are you? You have to be comfortable with who you are and what makes you “You”! Who Are You? A study was done by a group of ...
Views: 1576(1 vote) - How to Beat Your Competition - by Submitted on Apr 08, 2011 from Mike BrooksMany sales reps send me emails asking the same thing, "How can I sell against my competition and win the deal?" They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and whistles, ...
Views: 1303(1 vote) - How to Become an Effective Salesperson: 3 Helpful Tips to Explode Your Sales - by Submitted on Jul 12, 2009 from Michael LeeIf you want to know how to become an effective salesperson, you must first know how to take care of your customers. Why? Because customers are your life source. They’re the ones responsible for the sales of your company. They’re the ones who will tell their friends whether to do business with ...
Views: 6825(2 votes) - How To Conquer Prospecting Leads And Reach The Top 1% Of Your System Or Company - by Submitted on Jun 14, 2010 from Jordan SchultzProspecting leads is really the only part of your network marketing business that is going to make you money. This is the biggest reason why you want to become really good at it. The only way to do that is to practice a ton. Over the past 4 months I've picked up some really great tips that I ...
Views: 2235(1 vote) - How to Sell More by Attracting Clients - by Submitted on Dec 12, 2012 from Julie JohnsonMy recent experiences of vendors selling in the streets of Egypt has inspired me to write today’s article. Because the approach taken by these market traders is very different to the more traditional western business approach. Now there’s nothing inherently wrong with their approach, as I’m ...
Views: 1147(1 vote) - How to Shorten the Selling Cycle and Reduce Buying Stalls - by Submitted on Mar 01, 2005 from Doug StaneartThe main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy. If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not ...
Views: 1286(1 vote) - How to Use Hidden Hypnotic Commands in Normal Conversation - by Submitted on May 25, 2009 from Wesley AndersonIn one of Edgar Alan Poe's short stories, a stolen letter was hidden out in the open on the desk of one of the characters. Because it was in an envelope from another writer, the searchers looked at it, but never thought to check inside the envelope. In a similar way, it is possible to hide ...
Views: 9075(2 votes) - How to Write and Deliver a Speech That Will Get You Clients - by Tips for Writing a Great Speech
1. The first step is to ask yourself what you hope to accomplish with your presentation. Without an outcome in mind, your speech may be bland and even boring. Once you know what you hope to accomplish, you can begin.
2. Decide the major "must make points" of ...
Views: 10128(2 votes) - How To Write Little Tiny AdWords Ads That Bring Giant-Sized Profits - by Submitted on Nov 10, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com It seems to be a phenomenon. You try Google AdWords Select, your ad gets “disapproved” by the powers that be at Google, you count your losses and give up. It doesn’t have to be that way. There are two primary factors to succeeding at Google AdWords. ...
Views: 1277(1 vote) - Limited Time Only (Shh! It's A Secret) - by Submitted on Aug 09, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Under normal circumstances, you'd shout it from the rooftops. After all, when you have something urgent to say, you want others to know about it, right? But when it comes to “limited time only” offers, lately I've noticed a disturbing ...
Views: 1394(1 vote) - Low Cost Order Management with Open Source Software - by Submitted on Sep 18, 2009 from Ricky BrackenManage customer orders for your retail and restaurant business Traditional order management solutions require merchants to lock themselves into a proprietary vendor controlled order management solution. These proprietary systems are expensive, difficult to implement and lack the flexibility ...
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