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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.
- Closing from a Distance - by Submitted on Mar 01, 2016 from Tom HopkinsIn the past, most companies have divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products. So, companies are more likely to claim as your territory any client who has a need ...
Views: 3683(1 vote) - Definition: Sales Training Program - by Submitted on Apr 21, 2008 from Shelly WalkerIf your sales training program is built on the concept that you have to work really hard now so you can relax later you may be in the wrong program. You're being told that the program your learning is so ineffective that you have to make up for the low productivity of your training with a high ...
Views: 3673 - ***Relate Immediately with People by Matching Your Chemistry - by Submitted on Mar 30, 2010 from Sam ManferPut People at Ease and You’ll Get More of What You Want To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The ...
Views: 3660(8 votes) - ***Is “On The Job” Training the Best Way to Develop a Sales Person? - by Submitted on Aug 29, 2011 from Dave KahleIn our surveys, CEOs indicate “on the job” training as the predominant method of developing sales people. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy who has some experience ...
Views: 3652(3 votes) - ***C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Level Executives - by Submitted on Jan 22, 2010 from Sam ManferCredibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly. ...
Views: 3651(3 votes) - 3 Steps To Increase Your Insurance Sales Results - by Submitted on Oct 10, 2007 from Cheryl ClausenYou can get better results than you are now. All it takes is three simple steps leading to better actions. You have a sales plan now, right? But if you aren’t getting the results you want there is something wrong with your plan that is keeping you from getting what you want. ...
Views: 3649 - How To Sell Well: Sharing Some Sales "Secrets" (Part Two) - by Submitted on Oct 14, 2007 from Craig LockArticle Title: How to Sell Well: Sharing Some Sales "Secrets" (Part Two) Author Name: Eagle Productions (NZ) Category (key words): Self Help, Personal Growth, Self Development, Selling, Sales Skills Other Articles are available at: http://www.selfgrowth.com/articles.html (Personal growth, ...
Views: 3623 - Top 5 Factors to Consider When Crafting a Lead Generation Strategy - by Submitted on Nov 06, 2012 from Jam DwadeCreating a winning lead generation strategy is a key step to achieving your growth goals. As we know, attracting new customers to your business is a pretty daunting task. Doing it sans a well-documented, solid strategy will make the task even a lot more harder. Knowing your goals and ...
Views: 3607(1 vote) - The Advantage Women Have in the Sales Industry - by Submitted on Jul 07, 2010 from Ken SundheimSome Big Advantages Female Sales Professionals Possess Before I begin this article, I do want to make it clear that the sales strengths which I am discussing which female sales professionals typically have are not a hard and fast rule and does not, in any way, apply to every female in the ...
Views: 3606(2 votes) - The Psychology Of Urgency: Make Them Want It Now! - by Submitted on Dec 29, 2007 from Scott Moldenhauer“I’ll think it over and get back to you.” “Sure, we’ll do that someday.” “I need to check with my colleagues.” “Give me a call next month, then we can set a date.” Tired of excuses? Looking for a more successful way to get others ...
Views: 3595 - ***Hiring People for Tele-Sales? Why Not Select Those Who Speak Intelligibly! - by Submitted on Aug 29, 2009 from Nancy DanielsIt is Saturday morning and I just received a phone call on my business line from a man who was doing a survey. The person he wanted to speak to had to be male and had to be over 21. [Thankfully, I was able to respond politely that I did not ‘fit the bill’ and proceeded to quickly end the call. ...
Views: 3574(2 votes) - Is It Time To Close The File On That Stalled Prospect - by Submitted on Aug 27, 2010 from Robert WeeseAs sales professionals we’ve all most likely had this problem with a prospect at one time or another. They were a hot prospect sending you all the right buying signals and then all of the sudden they switched off. Now they don’t return your calls. They are unresponsive to your emails and you ...
Views: 3572 - Sales Techniques: Do You have a Strategic Sales Action Plan? - by Submitted on Nov 02, 2007 from Cheryl ClausenDo you want to shake up your sales results? It's time to rethink you're approach and come up with a plan that will produce results. A strategic sales action plan provides an implementable quantifiable path to significantly improve your results. Let’s begin by identifying the key ...
Views: 3543 - The Key To Building Value - by Submitted on Sep 10, 2008 from Mike BrooksYou hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
Views: 3526 - ***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide - by Submitted on Jul 08, 2010 from Sam Manfer“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. ...
Views: 3524(1 vote) - 20 Facts of Telesales Every Telemarketer should be Aware of - by Submitted on Jan 17, 2012 from Steve Kent Lim1. It’s estimated in any telesales about 75% of people will only respond well is because of your voice and only 25% due to the words or phrases you use – so work on your voice – make it sound appealing and pleasing. Always smile when you’re talking as it will put a smile in your voice. 2. ...
Views: 3513(1 vote) - CHARISMA: WHAT IS IT? WHAT WILL IT DO FOR YOU? - by You're squirming in your seat, wondering if the next speaker can possibly be less inspiring than the preceding one, when, suddenly, the room falls silent. Looking poised and confident, the next presenter smiles, then begins.
Instantly, it's clear that he's good:
His strong, measured voice, ...
Views: 3504(2 votes) - Understanding Questions - by Submitted on Mar 01, 2016 from Tom HopkinsChampion sales professionals know that the best mode of operation is to ask questions and to listen to the answers. Although nearly all children ask questions, somewhere along the road of life, we stop asking - or, we ask fewer questions. Some of us even get to the point in life where we feel ...
Views: 3501(1 vote) - Reputation Wins Customers - by Submitted on Mar 30, 2010 from Terrie AndersonDefinition: 'A Sales Legend is a sales person who stands above the rest. He or She will likely enjoy a great lifestyle, earn more and be less stressed than the rest. They will win, win and win again. They will be loved and recommended by customers. They are virtual team leaders, and well ...
Views: 3472(10 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) - The Opening Statement to get you Those Sales - by Submitted on Sep 17, 2009 from Frank O'TooleMy name is Liam and I want to introduce myself and my product. I will tell you what the secret is to a better water system. I want to talk to you about this; I hope you will listen…….blah blah blah. Now in all honesty we have heard these types of opening statements before but have we ever taken ...
Views: 3414(3 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) - Affirmations For Professional Sales People - by Submitted on Oct 08, 2005 from Sunny HillsIf You Are Involved In Sales Or Marketing In Any Way ... Here Are Some "Mental Performance" Statements AKA: Positive Thinking Affirmations ... You Can Use And Practice To Put Yourself In A Comfortable Frame Of Mind, Before Talking To Your Prospects ... To Help You Get Started And To ...
Views: 3410 - Objection Handling Techniques - I'm Happy With My Current Supplier - by Submitted on Jun 09, 2011 from Peter O'DonoghueThis has to be one of the most asked questions in my sales training. "How do we deal with the sales objection -- we are happy with our current supplier?" Firstly, let me talk you through a few key elements of what I notice in people when they have asked me that question: Generally ...
Views: 3334 - Dealing With Key Healthcare Players - by Submitted on Sep 27, 2008 from Vincent PetersToday’s healthcare industry is coping with the effects of change. While global pharmaceutical companies have been dealing with governmental controls for years, U.S. – based companies are seeing the process accelerate from a gradual shift to an abrupt, overnight reversal. Today’s marketplace ...
Views: 3332 - Turning Customer Service Inside Out! How Poor Internal Customer Service Affects External Customers - by Submitted on Jul 26, 2006 from Craig HarrisonWhile companies focus thousands of dollars on external customer service in hopes of wooing and retaining customers, little attention is being paid to the effect poor internal customer service has on overall customer satisfaction. It all starts within your organization! Sooner or later the ripple ...
Views: 3332 - Sales Rebuttals Overcome Sales Objections - by Submitted on Mar 08, 2008 from Louis JordanThe best way to overcome sales objections is to understand who creates the objections, and why. Only then can you develop appropriate sales rebuttals. Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons ...
Views: 3302 - Subliminal Messages Sales Training Can Make Your Sales Skills More Effective - by Submitted on Sep 05, 2009 from Stephen CraineSubliminal messages are a great sales training resource that can be added to your existing sales skills. Subliminal training can effortlessly stimulate your mind and add a new dimension to the way you use your sales training. All you have to do is put on a set of headphones, listen to a sales ...
Views: 3265(1 vote) - ***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) - Setting And Exceeding Sales Goals Through Key Performance Indicators (KPI) - by Submitted on Oct 31, 2007 from Jeff HardestyWhat's your Magic Number? The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have ...
Views: 3256 - ***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) - Telephone Sales Skills – Tips to Improve Your Success with Incoming Calls - by Submitted on Jul 14, 2009 from Kate TammemagiSuccess in Telephone Sales with incoming enquiries is measured in conversion rate. What percentage of incoming calls can I convert to a sale? The higher the percentage, the better the Telephone Sales Person, a skilled and experienced Telephone Sales person will convert a higher percentage of ...
Views: 3227 - Your Goals Must Be Crystal Clear! - by Submitted on Sep 19, 2012 from Gary DalyYour goals must be easy to perceive, understand, or interpret. Albert Einstein knew how to set and achieve goals and once said “If you can't explain it simply, you don't understand it well enough.” These are wise words from a wise man, so it’s vital to pay heed of Albert’s wisdom. You must be ...
Views: 3227 - 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 ...
Views: 3151 - Subliminal Messaging That Builds A Successful Sales Mindset That Will Increase Your Sales Results - by Submitted on Sep 05, 2009 from Stephen CraineSubliminal messaging is the effortless way to build a positive sales mindset and make your sales skills more effective. Have you ever seen successful sales people and wondered how they constantly achieve top results. Even when they have only the sales skills that others have, and use the same ...
Views: 3142 - Disciplines of Champions - by Submitted on May 28, 2007 from Tom HopkinsTo live a successful life, one of your major goals must be to honestly evaluate yourself and continually strive to become the person you would really like to be. If you want to be a champion in sales, the qualities and characteristics you must develop to do so, will also make you a champion in ...
Views: 3091 - A "Review" of The Book 'The Greatest Salesman in the World' (by Og Mandino) - by Submitted on Feb 13, 2010 from Craig LockArticle Title: A "Review" of The Book 'The Greatest Salesman in the World' (by Og Mandino) Submitted by:Craig Lock Category/Key words: 'The Greatest Salesman in the World', Og Mandino, book "reviews", selling skills, sales skills, inspirational books, good books (enough there now, ...
Views: 3090(1 vote) - Dealing with the "I'm Happy With My Current Vendor" Objection - by Submitted on May 24, 2011 from John CameronHearing the objection "I'm happy with my current vendor" from a prospective customer is a wonderful thing! Why? There are two reasons for a customer to tell you "I'm happy with my current vendor", and both are good. The first reason is that bad sales people out there have trained him to use ...
Views: 3077 - Using Google Alerts as a Sales Prospecting Tool - by Submitted on Mar 25, 2006 from Hal WarfieldAs some of you know, I'm the highly introverted (INFP) who is also a sales and marketing director for a company that sells both nationally and internationally. So, this tells us that I really, really, really dislike sales prospecting -- at least in the stereotypical 'pick up the phone and cold ...
Views: 3075 - The Sales Professional: Three Principles To Selling - by Submitted on Apr 21, 2008 from Philip GerberWhen you start think about the sales process, there are three basic principles you must learn and adopt before you will become successful. The first is to be organized. You need to have information on all your clients with all their information. Your schedule for that day should be tied to a map ...
Views: 3074 - PROFESSIONAL SALES TRICKS OF THE TRADE INCLUDING COVERT HYPNOSIS VIA ANALOG MARKING AND EMBEDDED COMMANDS - by Submitted on Nov 13, 2011 from Ed RubinI have coined the acronym SCRAM to represent some of the standard hypnotherapeutic techniques used by successful salespeople, many of whom do it instinctively without any training. ...Smile, Create Rapport, And Mirror... Smile is self-explanatory. Create rapport by recognizing ...
Views: 3061(1 vote) - 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) - What Sets You Apart from Others? - by Submitted on Oct 26, 2010 from Bill SayersI have been helping several clients recently in the interview process for new sales reps. As we look at the resumes that arrive I am always amazed at how they all look the same. They all follow a similar format, are written in a similar way and tell a similar story. None of the resumes stand ...
Views: 3047 - ***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) - 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 - How To Build An Emotional Foundation For Powerful Sales Techniques To Work - by Submitted on Jul 16, 2010 from Hann YapAlmost every salesman has heard of successful sales techniques that are meant to rake in more sales for them. Yet when I employed these sales techniques, no results were observed. Prospects are still unmoved. This baffled me the longest time. Years back, I discovered that for selling ...
Views: 3029(3 votes) - 10 Ways To Become An Expert In Any Field - by Submitted on Jun 08, 2008 from Rebecca CommerfordFor many individuals, finding a new career is a desired goal. Although some individuals will pursue a field or profession in which they have already received a good amount of training, others are looking to go in an entirely new direction with regard to the desired field. For the latter group ...
Views: 3025 - Follow Up Until They Buy or Die - by Submitted on Oct 28, 2009 from Kathy JiamboiMany people laugh when I say this, some people cringe. I think most people are afraid to continue to follow up for fear of being rejected. But the truth is statistics show that the majority of sales happen somewhere between the 5th and 12th contact. Some information from the National Sales ...
Views: 3023(4 votes) - Elevator Pitch Techniques To Close More Sales - by Submitted on Mar 06, 2010 from Stephen CraineAn Elevator Pitch is a technique that you can use in sales meetings, prospecting, and telesales and appointment making calls. The sales technique makes your first contact with a buyer more effective and will help you close more sales. An elevator sales pitch will help you introduce yourself ...
Views: 3012 - The Myth of "Flawless Execution" - by Submitted on Aug 11, 2009 from Waldo WaldmanI love being flawless. It puts a big smile on my face. Whether giving a speech, making a cold call, or bluffing at poker, it's nice to have a perfect mission. Ok...let's get real here...it almost NEVER happens!! So many companies have a mission of 'flawless execution' for their ...
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