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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 Techniques: The “I Want to Think it Over” Close - by Submitted on Apr 27, 2009 from John AOVSaving the Lost Sale There is a powerful technique you can learn called the "I Want To Think It Over Close." This is the only way I know to save this kind of lost sale. You know by now that when the customer says, "I want to think it over," he is really saying "good bye." You know from your own ...
Views: 1130 - Are You Asking the Right Questions in Your Copy? - by Submitted on Mar 09, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com It’s a common approach to writing copy. You begin by asking questions. Why? To evoke thoughts in your readers' minds, to stir up emotions, and to get customers thinking in the way you want them to think. But have you ever thought about how you phrase ...
Views: 1129(1 vote) - 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) - Please... Return My Call - by Submitted on Jan 13, 2010 from Eric SlifePlease… Return My Call By Eric Slife Getting prospects to return your calls is one of the most frustrating problems you experience. You can be 90% sure a deal will close in the next week and suddenly, silence. If you keep calling, you appear desperate and annoying, so what do you do? ...
Views: 1128(1 vote) - 3-Step Formula: Rapidly Sell To New Accounts - by Submitted on Aug 26, 2011 from Milly SonnemanIn search of new clients? Looking for a sure fire way to get your team tightly focused on penetrating and selling to new clients? Try out this unique 3-step formula for rapid results. When searching for ideas around client penetration, it is very tempting to jump into action. After all, ...
Views: 1127(1 vote) - Staying Motivated In Challenging Times - by Submitted on Feb 13, 2008 from Dave KahleOne of my Ezine subscribers recently sent me this question: "I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. In this economy, especially, it's difficult to stay positive. Any suggestions?" This is one of those rarely ...
Views: 1127 - Turning Sales Slumps Into Sales Jumps - by Submitted on Feb 18, 2008 from Patricia WeberEven a small sales slump can bump some salespeople into a sales reluctance spiral. A whopping 34.7% of survey respondents admit to either taking days to get over a lost sale or they just give up and surrender only to get deeper into a sales slump black hole. Have you ever had this happen to ...
Views: 1127 - Creativity is a Game Changer in Sales - by Submitted on Sep 03, 2019 from Laurie HawkinsCreativity is not typically part of the conversation when discussing sales…and yet, it is a distinct differentiator. The most effective sales conversations happen when you leverage creativity. Far too many sales professionals leverage boiler plate “pitches and demos” instead of taking the ...
Views: 1126 - San Diego Sales Trainer - ADD Increases efficiency - Automate, Delegate, Delete system - by Submitted on Oct 07, 2011 from Nancy DrewLearn how to streamline your life and increase the efficiency of your business with the automate, delegate, delete (ADD) system – it’s simple and highly effective! Adopting the ADD lifestyle means that you automate, delegate or delete tasks taking up time in your life. This system will ...
Views: 1125 - Exploring new Technological dimensions with USB Flash with Company Logo - by Submitted on Mar 06, 2011 from Simon WilliamsThe customized made USB Flash with company logo is the accessory many people love to carry with them now. In the technological interacted world, where all information is digital and people are getting technological savvy, USB Flash with company logo is the good replacement of the paper work. ...
Views: 1124 - 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 - Copywriting Tips for Sales-generating Brochures - by Submitted on Dec 15, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com Brochures have held an important place in marketing plans for longer than most of us can remember. There is no doubt that they have the ability to generate sales and increase revenues. Why then do so many of them fail? There are several aspects of ...
Views: 1123(1 vote) - How To Ruin Your Press Release in 3 Easy Steps - by Submitted on Dec 17, 2003 from Karon Thackston© 2003 http://www.marketingwords.com I see it almost every day. People who want to generate a press frenzy, but go about it in just the opposite way that they should. There are some definite strategies you need to use when writing a press release that gets results. There are also some ...
Views: 1121(1 vote) - Sell More By Playing Host - by Submitted on Oct 14, 2007 from Daniel SitterHow many times have you attended various business, personal and networking functions feeling quite uncomfortable because you did not know anyone there? Has this gripping fear and discomfort ever actually prevented you from attending an event? Have you ever found yourself leaving shortly after ...
Views: 1121 - World Class Sales Skills Are Not Enough - by Submitted on Aug 26, 2011 from Milly SonnemanIn B2B sales, the writing is on the wall. World-class sales skills are critical, but just not enough to guarantee your success. Find out the top 7 tips to get ahead. Discover what it really takes to engage busy clients in a real-time conversation. More and more sales professionals are ...
Views: 1121(2 votes) - Never Have a Bad Month Again - by Submitted on Jun 12, 2007 from Dave KurlanNever Have a Bad Month Again That's right. Never miss your goal, target or number again. Today I'll show you how. You'll need some of your crucial ratios like your monthly goal, the length of your sell cycle, your closing percentage and your average sale (or account). Here's what you need ...
Views: 1120 - Hit Or Miss Does Not Work In Selling - by Submitted on Jul 06, 2008 from Alen MayerMany sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in ...
Views: 1119 - Persuasion Basics - by Submitted on Apr 14, 2008 from Harlan GoergerIt’s Thursday and I’m meeting with a CEO of a wholesale company. “Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response. “If that is so, why such a challenge in getting more market share?” I asked. “Well, here is ...
Views: 1119 - Are you too Impatient to be Great? - by Submitted on Apr 02, 2013 from Andrew HortonHow fast do you believe that you should succeed at anything you try to achieve? Do you believe that, as we live in a world where we have instant coffee, microwaves, instant popcorn etc. it is therefore obvious that success should now also be instant too? Nothing could be further from the truth ...
Views: 1117 - Copywriting Makeover: The Value of Being Crystal Clear: Part 2 of 2 - by Submitted on Mar 10, 2006 from Karon Thackstonby Karon Thackston © 2006 http://www.copywritingcourse.com In Part 1 of this series (http://www.marketingwords.com/articles/copywriting_makeover_providerwatch.html), you were introduced to Provider Watch, a company whose site copy was a bit confusing. (You can see the original copy here: ...
Views: 1117 - The Curse of the Cold Caller - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of. They will often refuse to take your calls because they assume that you will just be wasting their time. End of, ...
Views: 1117 - Where Do You Prospect? - by Submitted on Feb 01, 2010 from Susan EnnsHave you ever been told, “Here’s your business cards, there’s a street. Now go and bang on some doors.”? Or how about, “Here is the phone book, start dialing!” Although these shotgun methods of prospecting may produce results, it really is sheer luck if they do. The chances that you happen ...
Views: 1117 - Cold Calling - Do You Want More Confidence in Your Ability to Sell? - by Submitted on Jun 06, 2011 from Peter O'DonoghueOne of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold ...
Views: 1116 - Are You Too Successful? - by Submitted on Jan 21, 2008 from Richard FentonIt’s the last day of the month and Sheila Johnson is sitting at her computer, filling out the performance recap required from every salesperson in her company. And after typing in the final numbers, she’s all smiles – after all, she’s just calculated her “closure rate” which has come in at an ...
Views: 1115 - Improving Sales Results, Success in making Sales Appointments - by Submitted on Nov 24, 2009 from Kate TammemagiMaking appointments is an essential part of the sales process in all direct selling situations. We need an appointment to give us our platform where we can apply our excellent consultative sales skills to the advantage of both parties. But making those awful appointment calls! Who wants that ...
Views: 1115(1 vote) - One Product, Three Customers, Three Different Ways To Write - by Submitted on Apr 24, 2006 from Karon Thackstonby Karon Thackston © 2006 My soapbox is just about worn out. I've been preaching the necessity of knowing your target audience for at least 10 years. "You can't write effectively to someone you don't know," is how my spiel would normally go. When one day someone asked me to show him what I ...
Views: 1115 - What Can the Sales World Learn from 2012? - by Submitted on Apr 29, 2013 from Casey FitzGeraldWe’re three months into the New Year, so most businesses have turned their attention to the challenges (and opportunities!) that 2013 will inevitably present. And why not? Whether you killed it last year or struggled to live up to your lofty expectations, 2013 presents new hope. The economy ...
Views: 1115 - Double Your Sales: Your Best Teachers Have a Trick That You Can Use - by Submitted on Jun 30, 2011 from Matt VassarAre you interested in more than doubling your sales? Before I tell you how, I want you to think about the best class you've ever taken. Was it a class where the teacher or professor lectured at you, and you were expected to sit quietly and listen? Likely not. Your favorite class was probably ...
Views: 1112(1 vote) - Website Savvy: 10 Key Steps to Turn Your Customers ON! - by Submitted on Jun 22, 2004 from Carmen WisenbakerHow to turn slightly interested customers into I’ve got to have it! customers! I am truly amazed as to the lack of information websites contain. You would think that a business would realize that a potential customer would at least like to know how to contact the customer service department. ...
Views: 1112 - Is Your Sales Presentation In Danger? 5 Top Tips Of Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanCountdown to a big client pitch? Are you struggling to get organized, focus on benefits and answer tough questions? Learn 5 top tips to be a super star sales communicator. If you’ve ever faced an important client presentation with increasing anxiety, there is an alternative. Sales ...
Views: 1111 - Sales Prospecting Techniques - Should You Be Using Twitter for Selling to Businesses? - by Submitted on Jun 09, 2011 from Peter O'DonoghueA question I am often asked when delivering sales prospecting training is 'should I be using twitter for business to business sales prospecting?' Why Use Twitter: Twitter is a fantastic way to quickly and easily begin a dialogue with key targeted people and form relationships with them. You can ...
Views: 1111 - The Barf Factor - by Submitted on Mar 19, 2007 from Kelley RobertsonDuring a recent presentation we were discussing the importance of being able to deliver a clear, concise message when you first meet with a prospect and we agreed that a quick, thirty second introduction would be an effective approach. A participant challenged me, saying that an introduction of ...
Views: 1111 - Sales Tips From Top Six Exercise Lessons - by Submitted on Dec 17, 2007 from Patricia WeberGoing back to the basics in sales tips is like starting a new exercise program. Muscles working out in an established routine may no longer respond to toning or strengthening. Sales skills in your regular routine may never get a tune up. Like physical exercise, why not tune-up your sales skills? ...
Views: 1110 - THE BEST KEPT WEB SITE MARKETING SECRET - by Submitted on Jan 05, 2006 from Charlie CookIf you have a web site that's not pulling in prospects and sales, I have a marketing secret to share with you. Your s.ales and profits will increase as soon as you apply it. Whether you're marketing on the web, in print or in person, you are guaranteed to improve your web site marketing and make ...
Views: 1109 - Sales Performance Boost For Top Salespeople – Part One - by Submitted on Feb 11, 2008 from Patricia WeberIt was 4:45 pm, on a Friday. Abiding the cardiologist orders to take it slow and no straining, my husband took the elevator from our garage to our living area. Then I heard the elevator alarm go off and thought, “THAT little devil is playing with me!” And I kept about my unpacking, totally ...
Views: 1108 - Stepping into the Sales Trap: Colleen Francis on the Sales Mistakes that Cause Serious Pipeline Havoc - by Submitted on Nov 21, 2012 from Casey FitzGeraldAn interview with Josh Zywien Sales expert and entrepreneur Colleen Francis hates to be a Debbie Downer, but she has a warning for expansion-stage companies whose sales organizations killed it last quarter: Next quarter might suck. In fact, if you’re not careful, it could be a total failure. ...
Views: 1108 - Determine the Best Account Activity - by Submitted on Sep 19, 2011 from Henry OkwoDo some organizations still apply the usual sales formula that it takes 10 to 20 cold calls for each sale? If that was the case, a lot of reps who were low performing could just double the amount of calls the next month and success, right? Not so fast, if only if it were that easy. Yes, ...
Views: 1107 - 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: 1107 - Speak Your Way to Success - by Submitted on Aug 11, 2007 from Paul McCordSalespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects. While most salespeople who sell directly to consumers are all too familiar with cold calling, purchasing leads, sending out ...
Views: 1107 - Rules, Regs, and Recommendations for Search Engine Copywriting - by Submitted on Nov 22, 2003 from Karon Thackston2003 http://www.copywritingcourse.com Copywriting is a primary factor when it comes to achieving good search engine placement. However, many times all that is done is to include keywords in the tags of a page and to include a few keyword mentions. While not extremely difficult, writing for the ...
Views: 1106(2 votes) - 3 Things That Get in the Way of a Great Sales Process - by Submitted on Oct 30, 2009 from Kaya SingerIf you own a small business you likely spend more time marketing than everything else put together. You also know that in marketing there’s an order and a system to the process and when you follow the system correctly, it works and it brings you more clients. One of the biggest mistakes ...
Views: 1105 - I'm Not a Salesman... Or Am I? 10 Tips for Maintaining Your Professional Image While Selling Your Services - by Submitted on Jun 09, 2011 from Lenann McGookey GardnerAs a thoracic (chest) surgeon, Aaron was used to working on hearts and lungs. He’s a gifted surgeon, with a wonderful bedside manner, impeccable skills, and true caring for his patients’ lives and families. But the truth was, his case volume was down, and so too was his income. What to do? ...
Views: 1105 - “Out of Focus” Ads Can Cost You Customers - by Submitted on Aug 08, 2003 from Karon ThackstonAs I was riding down the road last week, I noticed a billboard. As I sat waiting on a stoplight I kept staring at it. I couldn’t help wondering what those people were thinking when they created that thing. It made no sense to me whatsoever. The focus was completely off. They were spending ...
Views: 1104(1 vote) - Negotiation Techniques - How to Win by Not Negotiating Against Yourself - by Submitted on Jun 05, 2011 from Peter O'DonoghueNegotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a ...
Views: 1104 - Marketing in the 21st Century - by Submitted on May 31, 2009 from Terri HarleyWhen I first started in business, marketing was easier and less complicated and had a local focus. That was in the 1970’s. When I opened my first business as a Temporary Secretarial Bureau, all I did for marketing was two things: 1. Find secretaries that wanted to earn more money, have a ...
Views: 1103 - THE POWER OF - by Submitted on May 20, 2011 from Adrienne MarksZig Zigler said : Motivation doesn’t last – well neither does bathing – that’s why we recommend it daily!! Makes sense doesn’t it? Yet how many times do we start doing something ‘positive’ only to find maybe a week or so in we’ve lost the ‘motivation’; we don’t ‘have the time’; we’re ‘too ...
Views: 1103 - Why Sales People Hate Cold Calling - by Submitted on Dec 14, 2009 from Kelley RobertsonCold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some ...
Views: 1103(1 vote) - 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) - How To Create a Burning Desire To Buy With Your Small Business Marketing - by Submitted on Mar 19, 2006 from Charlie CookYou could be generating 50% to 100% more sales with your marketing. How? By working with basic human nature to convert more of your prospects to customers. Each week 100 or 1000 people visit your web site or read your small business marketing materials but only a handful of those are contacting ...
Views: 1101 - San Diego Sales Trainer - Your best new sales come from your current customers - by Submitted on Sep 27, 2011 from Nancy DrewAt a business networking event last week, everyone was asked to share their best strategies for gaining new business. Sometimes, what you think EVERYONE knows is really only evident to you. The old adage – “Better to remain silent and be thought a fool than to speak out and remove all doubt” – ...
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