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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 a Job in Sales Can Set Up Your Career for Success - by Submitted on Nov 07, 2019 from Mike MonroeWhen young professionals envision sales positions, they might picture the car salesman at the local dealership or their own teenage stints working in retail. In reality, about 5% of the United States population works in the sales industry. The sales job possibilities are seemingly endless — and ...
Views: 1519 - How A Strange Envelop Saved Bob From An Empty Appointment Book - Sales Coaching - by Submitted on Feb 25, 2008 from Cheryl ClausenBob, had just finished up another frustrating day that yielded no sales, and no appointments for future sales. He plopped down at his desk and began to sort through his mail dreading the bills he knew he’d find, and wouldn’t be able to pay. As he quickly sorted through the pile ...
Views: 858 - How A Vacation Can Show You The Keys To Business Success - by Submitted on Jul 01, 2008 from Pablo TerrerosI spent this past week in Orlando with my family. If you've never been there before, you need to go. You can go 100 times over and still never experience all there is to experience. Even through all the fun we had, I couldn't help but notice some things that have HUGE business applications. ...
Views: 768 - HOW AGGRESSIVE IS YOUR MARKETING? - by Submitted on May 08, 2006 from Charlie CookCathy, a business writer, emailed me and said, "Boy, do I need to work on my Web site this year!" I gave her a couple of ways to improve her site and had her look at several websites that sell effectively on the Internet. Her response was a common one; she thought those sites were marketing ...
Views: 1272 - How Are You Listening? - by Submitted on May 12, 2011 from Bill SayersRecently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested. She got very annoyed and was adamant that I must want to replace some of the windows. ...
Views: 1019 - How Are Your Finances Looking For 2008? - by Submitted on Jan 03, 2008 from Terri Cooper• Could you be earning more ….? • But even more importantly, could you be keeping more of what you do earn? The top agents not only track their K.P.Is (Key Performance Indicators) and their targets, but … they also have a financial Business Plan and a system which lets them know where ...
Views: 1056 - How can sales teams take advantage of the new real-time messaging on Salesforce? - by Submitted on Jun 12, 2012 from Abel VelazquezSalesforce, maker of the world’s best selling CRM software solution, has taken various strides to show that it fully embraces the social revolution. One of the biggest of the moves was the introduction of Chatter, the company’s social networking platform that brings Facebook and Twitter-like ...
Views: 1569 - How Competing For Sales Limits Your Prosperity - by Submitted on Mar 29, 2007 from Terri Roulette McCartneyMost sales processes that are used today have the essence of competition at their core. Competition is seen as the normal way of doing business in an era characterized by commoditization. The commoditization trap that many businesses find themselves in is causes them to lower their prices ...
Views: 1530 - How Dealing with Difficult People affects you? - by Submitted on Jun 11, 2008 from Michael BeckYou know, this would be a great business if it weren’t for having to deal with people all the time… OK, so maybe I’ve exaggerated things a bit, but we’ve all certainly heard that saying before. Why does that sentiment ring true for so many folks? Obviously it’s ...
Views: 872 - How Do I know if Sales Training is Right for Me? - by Submitted on Apr 20, 2009 from Stephen Craine"This sales training will increase your sales." How often have you heard that when looking for sales training? Whether it’s a book, a CD, DVD, or a live course by a well known sales trainer, how do you know if it will work for you. If you’re investing money into improving your sales skills, or ...
Views: 1097 - How do the Top Sales People View their World - by Submitted on Aug 02, 2007 from Niall DevittWhy does selling appear to be so much easier for some salespeople? It seems that they have a knack of identifying which doors to open and then knowing just what to do or say to convince the prospect as to the value of their offering. They are often described as “lucky” or “always been in the ...
Views: 1618 - How do You Manage the Sales Person Stereotype? - by Submitted on Oct 26, 2010 from Bill SayersSales people are looked down upon and viewed by many as slick, pushy, aggressive and cheats. While we may have earned that reputation by a few sales people there are too many occasions where we all experience that behaviour. So how do you deal with customers and prospects that have that ...
Views: 1061 - How Email Reflects Your Business And Personal Ideology - by If you are going into business, especially one that you promote online you should choose a name that is reflective of the ideals and the professionalism that desire your business to provide.
I have a friend in his early twenties who likes to play the “shock value” game with people. He chose an ...
Views: 883 - How I Became A Good Sales Manager For My Business - by Submitted on Feb 02, 2011 from Jon DanielsDespite working in sales throughout my corporate career, I simply was not prepared for how different the sales process is as a business owner. Without the comfort blanket of a big company offering you security, when I ran my own business I suddenly notice if I didn’t close a deal then I ...
Views: 1156 - How Inquisitive Are You? - by Submitted on Apr 21, 2007 from Craig HarrisonThree teen girls entered the subway in mid-conversation: "Is he in our school? " "Yes." "In our grade?" "Yes." "In our calculus class?" "Yes.” “Is he fine? "Yes!" "Steve? " "Noooo. " "Seth? " "Phillip? " "It’s Jeremy!" Indeed it was!!! These girls were playing the game 20-Questions. They were ...
Views: 1268 - How Insecurity Can Kill Sales - by Submitted on Jan 25, 2010 from Bette DowdellWhat’s up with the lamebrains who speak in the potty-mouth dialect without even a hint of a thought about how others will receive their message? If you’re in sales in any way, this one’s for you. Step this through with me: Unless we’re speaking to ourselves (which is another topic for ...
Views: 2041 - 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 - How NOT To Handle a Cold Call - by Submitted on Sep 05, 2007 from Kelley RobertsonLike most business people, I receive my fair share of cold calls. During a more recent call, the person calling said that she worked for one of North America’s largest website developer. She then asked me two questions; “Was I the person in charge of web design for my ...
Views: 907 - How One Big Idea Can Reel In The Customers - by Submitted on Sep 19, 2007 from Jim MeisenheimerOne big sales tip. When working with your prospects and customers focus on their needs and their customers' challenges. That's where the ideas are. One big sales tip. Imagine you sell shower curtains and shower rods to hotel chains. You call on hotel chains. You want to be different. Your big ...
Views: 923 - How Pablo Picasso Dealt With The Price Objection - by Submitted on Dec 09, 2007 from Jim MeisenheimerThe price objection is what I always hear whenever I'm doing an in-house corporate sales training programs. I always ask the group this question. "What are the biggest challenges you face in growing your business?" They always say the price objection. Within ten nanoseconds, someone raises his ...
Views: 1765 - How Repetition Will Help You to Explode Your Sales Results - by Submitted on Sep 03, 2010 from David SteelOne thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. ...
Views: 1562 - How Sales Training Keeps You From Sales Success - Sales Coaching - by Submitted on Feb 26, 2008 from Cheryl ClausenHow much time, energy, and money have you invested in sales training programs, seminars, workshops, and books? If you’re serious about becoming a top sales professional the total is a large number…perhaps so large you could buy a car or at least make a couple house payments with ...
Views: 849 - How should you spell “SELL” – “HELP” - by Submitted on Apr 08, 2013 from Andrew HortonAny sales professional can immediately improve their sales results, if they stop seeing dollar signs, every time they engage with a customer or prospect and instead develop a deep desire to be of service to them instead. To make this work for them they must ensure that they offer the right ...
Views: 1223 - How the 5 Stages of Change Can Help Buyers Buy - by Submitted on Jun 18, 2011 from Dr. Rick KirschnerIt's a tough economy, no doubt about it. And though the pace of business is accelerating, some businesses are taking longer to make buying decisions. When the people talking with vendors and potential vendors are hesitant, they could be concerned about making a wrong move and losing their job ...
Views: 1306 - How the Masters Seduce Their Customers with Word Power to Make Millions! - by Submitted on Mar 22, 2007 from Don PriceIt’s amazing just how powerful words are and how little we recognize their enormous power to influence us. Scientific research, over and over again, validates the power of words to seduce our every action. In the minds of children words can surface in later years, bringing with them ...
Views: 1348 - How the World Sees Us - by Submitted on Jul 30, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 943 - How the World Sees Us - by Submitted on Aug 07, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 1124 - How Tight is Your Propeller Wound? - by Submitted on Jul 01, 2021 from Tim RhodeI have this theory that there are three kinds of people. Those that get a lot done daily. Those that get some done daily. Those that life "does" daily. I know that is harsh, but my good friend Christopher Lochhead says it plainly: “There are 3 kinds of people you either suck, ...
Views: 716 - How To Anticipate & Handle Objections With Confidence - by Submitted on Jul 09, 2008 from Doug DvorakObjections are the hurdles that keep sales people a step away from closing. The swift removal of objections invariably leads to the closing of the sale. Only the well prepared sales person succeeds in removing the objections in a convincing manner. Anticipating Objections No prospect is ...
Views: 1397 - How To Attract Clients - by Submitted on Sep 22, 2008 from Michael BeckAh, those magic words – “Attract Clients”. Virtually every professional I know loves the idea of attracting clients, and would be even happier if there was a “magic formula” for accomplishing it. Well, actually there is a formula that works like magic for attracting clients to you. And I’m going ...
Views: 1257 - How To Attract More Clients And Customers, Improve Your Sales And Profit Margins Without Spending A Dollar More On Advertising - by Submitted on Apr 12, 2007 from Chad HoweyThere are only two reasons any business (including you) advertise... 1. To either get someone to buy the products or serves you're offering, or... 2. To generate interest in potential customers so they will contact your business (either call or ...
Views: 748 - How To Avoid Cold Calling Burnout - by Submitted on Jun 19, 2008 from Ari GalperOld-school traditional cold calling can take a toll on a person’s self esteem over time. It’s just not natural to have somebody hang up on us, or to experience rejection over and over each day. Because of this, many of us tend to recoil at even the idea of cold calling. It’s a fear-laden ...
Views: 953 - How To Avoid Hitting The Cold Calling Wall - by Submitted on Jun 15, 2008 from Ari GalperLet's say you're at your office and you're working away. Your phone rings and someone says, “Hello, my name's Mark. I'm with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?” What would go through your mind when you hear this pitch? Probably ...
Views: 815 - How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales - by Submitted on Mar 05, 2008 from Cheryl ClausenOne of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you ...
Views: 827 - How to Be a Simply Irresistible Salesperson! - by Submitted on May 29, 2009 from Nancy PowersEver notice how some people have a certain energy about them that naturally attracts success. What is their magic secret? Who you are personally shows up in your sales approach. It's a big mistake to think that you can fool people when you are not coming for the right place. It's the subtle ...
Views: 1367 - How To Be Careful During A Giveaway Event? - by Submitted on Mar 12, 2011 from Simon WilliamsHere are the few tips to ensure that you stay careful while participating in a giveaways event. There are many benefits of participating in giveaways but you must be very careful when you are a part of it. One of the best preventive ways is to build a list before any giveaway event. You get the ...
Views: 828 - How to Be Effective in Customer Acquisition in Three Steps - by Submitted on Dec 11, 2012 from Jam DwadeReaching out to new prospects and getting your marketing message across effectively can be a real challenge. Yet overcoming it crucial to achieving your customer acquisition goals. Any face-to-face interaction with prospects and turning them into buying customers requires a lot of patience, ...
Views: 1656 - How to Be Great at Sales - by Submitted on Feb 18, 2012 from Tyler HolsingSales techniques and skills are not always something one is born with. Often people think if they are not given the skills naturally then they will not be successful in sales. .But it is nothing but a fallacy Plenty of successful salesman have taken training courses, read books written ...
Views: 1559 - How To Be Outstanding In Sales - Part 1 - by Submitted on Aug 31, 2007 from Mike YatesHow to be Outstanding in Sales - Part 1 As you may be aware, one of the keys to success in sales is to build trust with your prospects and clients. The best way of building trust is by listening to people talk about their problems and their needs. The only sure fire way to do this is by ...
Views: 522 - How To Become A “Silent Sales Leader” - by Submitted on Aug 31, 2010 from Ralph BurnsOn this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques The longer I used to talk to my salespeople, typically the more silent I would actually become. This is not usually what sales managers do, and I ...
Views: 1258 - How To Break Old Cold Calling Habits - by Submitted on Jun 19, 2008 from Ari GalperIt’s always a little scary to try something new when an old formula (even if it doesn’t work very well) is familiar to us. But remember that the definition of insanity is to continue doing the same thing over and over, while expecting different results. This new approach I’m presenting around ...
Views: 709 - How to Build Business Relationships Fast - by Solid business relationships rarely occur instantly as a result of a short initial interaction between two parties. They take time to develop. Use the following strategies to speed up your ability to cultivate strong and lasting business relationships.
Remember and use people's names
If you ...
Views: 1334 - How To Build Excellent Relationships In Cold Calling - by Submitted on Apr 10, 2011 from Archie J. JohnsonIn some cases the best solutions would be the simplest. Concentrating on relationships when doing cold calls is one. It maintains us genuine, and eliminates our dread of doing phone calls. We’re real individuals dealing with real things. We are thinking about the dialogue, and it ...
Views: 2226 - How To Build Great Relationships Through Cold Calling - by Submitted on Oct 14, 2007 from Ari GalperMaster the foundation for cold calling success Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re ...
Views: 515 - How to Change Minds - by Submitted on Feb 23, 2017 from David CostaThe secret to changing minds is extremely simple. So simple, in fact, you are probably not doing it. In order to change minds, you must first have a relationship with your prospect or client. That's it! You could simply stop reading at this point. You have been given the secret. Still ...
Views: 1688 - How To Close More Sales More Often - by Submitted on Mar 14, 2008 from Jim KleinI'm going to share two sales closing tips that will help you close more sales. One will show you how to eliminate the fear of closing. The other, how allowing your fear to prevent you from closing is costing you sales. Sales Closing Tip #1: Write Down and Practice What You're Going to ...
Views: 1006 - How to Close Powerfully - by Submitted on Apr 11, 2013 from Lisa SasevichRecently I’ve shown you how to get comformation product, mentorship, etc. Today I’m going share with you three principles for a powerful close so that you can inspire on-the-spot action in your ideal clients—those people who are perfectly matched to you—without being salesy. You can give them ...
Views: 2502 - How to Cold Call Canadians - by Submitted on Nov 15, 2011 from Alen MayerWhen cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the ...
Views: 1249 - How To Cold Call Without A Script - by Submitted on Jun 15, 2008 from Ari GalperLear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work.” Some people who use cold calling scripts actually do make some sales. The problem is, even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid ...
Views: 1377 - How To Conduct Your Own Research and Use It To Make More Sales - by I received an email from a prospective client the other day. It was disturbing. The message stated, “…my customers aren’t buying and I don’t know what they want anyway. I’m adding new product lines all the time but nothing seems to work.” I could feel her frustration.
In my reply to her, I ...
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