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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.
- Follow Up Focus - by Submitted on Apr 26, 2009 from Diane HelbigHow effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth. Many people tell me they just don’t have time to follow up. I submit they ...
Views: 1056 - Features and Benefits and Sales . . . Oh My! - by Submitted on Apr 26, 2009 from Diane HelbigDo you sell features or benefits? Do you know the difference? All too often salespeople think features are key. Of course, it’s because that’s what they’ve been shown. ‘Look at all the bells, whistles, and gadgets!’ It’s as if the more gadgets, the more valuable the product or service. Well, ...
Views: 1036 - *** Stop Pitching. Create Value. - by Submitted on Apr 24, 2009 from Barbara GiamancoAs the old saying goes, if I had a nickel for every time... Countless business owners tell me that the #1 reason they are not using email marketing consistently to stay connected with clients and prospects is because they are afraid of bothering them. I get it. After all, every single one of us ...
Views: 1606 - Closed-Ended Questions - by Submitted on Apr 23, 2009 from John AOVClosed-ended questions allow you to get definite answers and move toward closing the sale. Start Sentences With Verbs Closed-ended questions allow you to get definite answers and move toward closing the sale. Closed ended questions start with verbs, such as "Are," "Will," "Is," "Have," "Did," ...
Views: 2517 - The Winning Edge - by Submitted on Apr 23, 2009 from John AOVThousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their ...
Views: 1081 - The 3 Fastest Ways to Close More Sales - by Submitted on Apr 23, 2009 from John AOVEvery person who’s ever tried to close a sale has been through it. Every person who’s ever tried to close a sale has been through it. You’ve talked to a good prospect three or four times. You think they are ready to buy. But just when you think you’ll be able to close the sale, it stalls. How ...
Views: 3763 - Self-Esteem and Sales Success - by Submitted on Apr 23, 2009 from John AOVYour self-esteem is the most important part of your character. The Reactor Core of Your Personality Your self-esteem is the most important part of your character. This is the emotional part of your self-concept. It is the "reactor core" of your inner power. It is the emotional component of your ...
Views: 778 - Which Words Sell - by Submitted on Apr 23, 2009 from John AOVWant your ads or sales pitch to get people’s attention in 15 seconds or less? "We just bought a full-page ad in our local newspaper promoting our computer sales and repair services, and as far as I can tell we didn’t get a single response. Why didn’t our newspaper ad bring in at least one ...
Views: 825 - 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 - Self-Image in Selling - by Submitted on Apr 23, 2009 from John AOVWhy Your Self-Image is a Key Part of Your Personality Your self-image is the way you see yourself and think about yourself. It is often called your "inner mirror." You look into this mirror in every situation to see how you should perform on the outside. You always behave on the outside in a ...
Views: 875 - Sales Success: Gap Analysis - by Submitted on Apr 23, 2009 from John AOVThe key to making the sale is to discover the gaps between where the prospect is now and where they could be by using your product or service. Identify 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 ...
Views: 944 - ***Getting People to Buy - by Submitted on Mar 01, 2016 from Tom HopkinsWhat do people want when they come into your place of business or contact you? What makes them choose your product over someone else’s? The specific answer to those questions can only come from your satisfied clients. However, I can address the general answers to help you get started on ...
Views: 6093(4 votes) - Being Aware of Unique Cultural Needs - by Submitted on Apr 22, 2009 from Tom HopkinsIf you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those ...
Views: 5103(1 vote) - Basic Sales Tips for Selling to Customers in Their Home - by Submitted on Apr 22, 2009 from Michael O'GradyIn the in-home services industry I’ve found quite a few contractors that don’t do the basics when it comes to sales. Here are some tips when selling to homeowners: Ask the right questions When ever possible (especially on the smaller jobs) give the estimate while you are in the home for the ...
Views: 1439 - The "Lunch Bucket" Sales Person - by Submitted on Apr 22, 2009 from Michael O'GradyFirst, what is lunch bucket mentality? Usually this phrase is referenced with football players and their approach to the game. “Rough, tough, lunch bucket group of guys”, is how the sportscasters and critics describe the best of the best players. They’ll do what ever it takes to win, a “real ...
Views: 1805 - The Acid Test of Listening to Customers - by Submitted on Apr 21, 2009 from John AOVDon’t get caught not listening to your potential customer. This is critical to your sales success. Paraphrase Your Customer’s Words The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets ...
Views: 937 - 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 - When a Client Calls Are You Prepared? - by Submitted on Apr 17, 2009 from Tim NagleIt is easier to close a sale when a prospect has sought YOU out, rather than when you approach them. One of the reasons for this is that when a prospect approaches you, the business relationship starts out on a more equal footing. Contrast the situation where a prospect approaches YOU with ...
Views: 923 - The Rules of Selling - by Submitted on Apr 15, 2009 from Kelley RobertsonWe live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I believe that success in sales follows a basic set of rules. Fill the pipeline. Many people experience tremendous peaks and valleys in their ...
Views: 966 - A Surefire Recipe for Losing the Sale - by Submitted on Apr 13, 2009 from Barbara GiamancoI just opted out of yet another newsletter that I never opted into in the first place. Does that ever happen to you? Frankly, I'm almost ready to stop handing out my business cards to people. I'm betting that I am not alone. Get Permission For the newbie e-salesperson, let me help you get a ...
Views: 1286 - The Natural Way to Sell - by Submitted on Apr 07, 2009 from Jumchai Desiree"We are what we repeatedly do. Excellence, then, is not an act, but a habit” - Aristotle Aristotle says excellence is a habit and like any other skill, can be learned and acquired naturally. Selling is also an art and like any art, it requires practice and more practice. Today we discuss ...
Views: 815 - From the Heart: Six Ways to Build Connections in Your Selling Relationships - by Submitted on Apr 07, 2009 from Diane PinkardIf you want to have a fulfilling career in sales, you must first and foremost ask yourself these two questions: Do you enjoy serving people? Do you want to make your customer’s day better than it was before he or she met you or talked with you?” If you answered yes to these questions, then ...
Views: 1128(1 vote) - Are You Netiquette Savvy? - by Submitted on Apr 07, 2009 from Barbara GiamancoAs the use of social media networking tools continues to grow in popularity, understanding the netiquette do's and don'ts of online communication is critical to your success. A blended word for “network etiquette”, Wikipedia defines netiquette as “a set of social conventions that facilitate ...
Views: 1693 - The Why of Social Media - by Submitted on Apr 07, 2009 from Barbara GiamancoThe explosion of social media into mainstream consciousness has seemingly come from nowhere. Though it may be new to you, the social media groundswell has been building for some time, and it’s fair to say that the buzz right now is deafening. While there is a growing familiarity with tools ...
Views: 1733 - Want to Sell More? Listen More, Talk Less - by Submitted on Feb 05, 2010 from Marlene ChismIt starts off as curiosity about you. "Hey Marlene, did you just publish a book?" Julia waived me over to join her at the local networking event inviting me into her little cluster of friends that included two guys and another female. How exciting, I thought. I get to be introduced to ...
Views: 1831 - A Sales Lesson From Mt. Everest - by Submitted on Apr 03, 2009 from Jim MeisenheimerHow To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
Views: 933 - Flood, Fear and Prospects: How Our Emotions Affect Our Decisions - by Submitted on Mar 31, 2009 from Harlan GoergerIt's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its size. Observing how people react in such situations can give us some good insight into how they make ...
Views: 2006 - Fear of "Selling"? - by Submitted on Mar 29, 2009 from Zoe RouthWhether you run a business, or are an employee, or manage a family – you are always 'selling' something. Selling is the art of exchanging value. In the commercial world this is a simple equation – money is given in exchange for a product or service. In the office, 'selling' might happen when ...
Views: 779 - Respect Your Prospects and Win Their Sales - by Submitted on Mar 24, 2009 from Francis LuiWhen you write your copy, you have to be respectful of your prospects. You can't talk down to them, insult them, or make them angry. If you do, they'll toss your copy in the trash or close their web browser. Don't Write a Google Ad Like This There's a Google ad with a headline that says, ...
Views: 697 - Better Go Buy a Saddle - by Submitted on Mar 24, 2009 from Michael O'GradyA short time ago, I was listening to co-workers discuss the current state of our economy, how it will effect people’s purchase decisions and the concern that our product and service prices are too high. The discussion reminded me of an old adage: If one person tells you, “You are a horse”, ...
Views: 2518 - 21 Ways to Gain and Maintain New Customers in a Slow Economy - by Submitted on Mar 24, 2009 from Michael O'GradyIn this struggling economy, you can’t listen to the radio, watch television, or read a newspaper without getting bombarded with stories about money woes. In these financial times, we have to challenge the idea of a recession. I believe that a recession can be viewed as more of a perception ...
Views: 1867 - How to Make Sales without Being Salesy - by Submitted on Mar 23, 2009 from Kendall SummerHawkNot too long ago I was having a conversation with a small group of clients about how to improve their “Yes Factor” (the number of people who bought from them). Two of the participants spoke up to say they were highly uncomfortable with selling. They preferred to just tell people what they do and ...
Views: 1142 - ***Surviving The Sales Stretch... - by Submitted on Mar 12, 2009 from Rod McKinniswww.SalesisSimple.com The Stretch [stretch] verb def - an unbroken period of time in which you are going to accomplish something. Remember your favorite "Come from behind, when all the chips are down, able to gain victory anyway" movie? I.e. Rocky, Remember The Titans, Gladiator or The ...
Views: 1956 - What Sergio Garcia Can Teach You About Selling - by Submitted on Mar 11, 2009 from Jim MeisenheimerSergio Garcia probably can't teach you much about selling. As a matter of fact, you can probably teach him more about selling than he'll ever need to know. But there is something about Sergio Garcia and the game of golf, which if applied to the game of selling, can be very instructive for ...
Views: 905 - Sales Training Using The Focus Chart - by Submitted on Mar 10, 2009 from Bob BeckDuring many sales training sessions, one of the biggest areas in anyone’s career development is the ability to stay focused. I call it the Focus Charting. We all have special talents. Some people have more than others, like truly becoming a trusted advisor executing the Quid Pro Quo sales ...
Views: 1856 - Appointment Setting Cold Calling Scripts to Grow Your Small Business Sales - by Submitted on Mar 08, 2009 from Stephen CraineAppointment setting cold calling scripts will help you to make sales appointments that will benefit your small business by using a sales appointment process as a base for your call. If you are making sales appointments for your business now and getting it wrong, it’s costing you time and money, ...
Views: 13767(2 votes) - Lead Generations Ideas - by Submitted on Mar 08, 2009 from Bob BeckOften times during my Quid Pro Quo™ Sales Training workshops, sales reps complain that they just can't seem to fill their pipeline with leads ending in sales results. The market out there is changing and very competitive. First, to be successful in today's selling environment, you need to ask ...
Views: 1203 - Selling Scared - by Submitted on Mar 08, 2009 from Bob BeckMany of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking ...
Views: 1297 - What are Trigger Events and how to use them - by Submitted on Mar 03, 2009 from Alen MayerYour mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are ...
Views: 1328 - A Powerful Competitive Advantage: The Confirmation Call - by Submitted on Mar 02, 2009 from Transform, Inc.In working with our clients we are always looking for ways to differentiate them from their competition. One behavior we've found that does this is for the organization to commit to confirming an appointment at least one day prior to the appointment. While most physician and dentist offices do ...
Views: 5496 - 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 - Selling to VITO (Very Important Top Officer) - by Submitted on Mar 01, 2009 from David RiklanVITO is the Very Important Top Officer, the person with the ultimate veto power...the person who cares most about the top, middle, and bottom line, and the person who is most interested in what you and your ideas and solutions can do for the entire enterprise. VITO is the person you need to sell ...
Views: 4148 - ***Want Better Sales Results from Your Sales Staff? Stop the Pain! Check the Sales Process… by Rod McKinnis - by Submitted on Feb 28, 2009 from Rod McKinniswww.SalesisSimple.com While listening to news radio the other day, a Sales Guru serving as a guest of a talk show was asked to offer his advice given the current economic environment. He stated he has some VERY valuable advice for business owners to assist them through the crises - the show ...
Views: 1622 - Phone Sales Tips When Contacting Customers - by Submitted on Feb 27, 2009 from Mark Hunter1. Never ask if it’s a good time to talk. This gives the other person a perfect excuse to end the call. If you are unsure if the person has time to talk, then state up front that the phone call will only take 3 minutes. When you give the person an exact time be sure you time the call. After the ...
Views: 1153 - Disruptive Selling - by Submitted on Feb 27, 2009 from Mark HunterOne of the new marketing trends is “disruptive selling.” This is defined as any marketing strategy that is bold enough, unique enough or enough out of the ordinary to create buzz and, consequently, sales. It could be marketing that runs counter to the time of year when competitors are running ...
Views: 1566 - Quit Being a Salesperson - by Submitted on Feb 27, 2009 from Mark HunterMany sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can ...
Views: 829 - Learn, Teach, Sell Yourself to More Sales - by Submitted on Feb 27, 2009 from Mark HunterEvery sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a ...
Views: 831 - Sales Training Courses that Bring Lead Generations to Life - by Submitted on Feb 26, 2009 from Tim WilliamsSales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generating leads. Advanced sales training courses can reinvigorate your sales team to ...
Views: 748 - Sales Training for the Fiery Edge on Your Competitors - by Submitted on Feb 26, 2009 from Tim WilliamsYour company’s rival could be investing in sales training for their sales staff while your sales staff sits complacently at their office desks, perhaps reaching sales goals but never exceeding them. Not investing in sales training gives your competitors another edge that maybe you can’t afford ...
Views: 778 - Sales Training for Senior Manager Performance Improvement - by Submitted on Feb 26, 2009 from Tim WilliamsSales training courses for senior managers can train, educate and motivate senior sales managers to get their sales force to surpass the sales goals of the company. Advanced sales training for senior sales managers can turn a great senior sales manager into an excellent sales team leader. ...
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