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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.
- Sales Training for Entry Level Sales Representatives - by Submitted on Feb 26, 2009 from Tim WilliamsSales training for entry level sales representatives will refine the basic sales techniques of your entry level sales staff and advance their sales skills with the growing interest of the company. Sales training for sales reps can get your sales team on the same page and focused to obtain the ...
Views: 1369 - How to Set Up an Online Affiliate Program to Sell Your Products and Services - by Submitted on Feb 25, 2009 from Donna GunterI consider Amazon.com to be the Internet pioneer for establishing affiliate programs. Their strategy to permit others to sell their products for a commission on affiliate websites has single-handedly help them become an Internet powerhouse and has resulted in Amazon.com becoming a household ...
Views: 654 - Your Customer is Lying…Did You Catch It? - by Submitted on Feb 25, 2009 from Mark HunterAs much as we hate to admit it, at one time or another, we’ve all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, lying from a customer occurs more often than we are aware of. Did you realize that nearly every sales call starts off ...
Views: 1584 - Selling with Your Personality - by Submitted on Feb 25, 2009 from Mark HunterAnyone can sell if the price is cheap enough or if what is being sold is something people can’t live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of ...
Views: 900 - Have You Sold Yourself? - by Submitted on Feb 25, 2009 from Mark HunterYou will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered; it’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. ...
Views: 801 - Confidence Sells! - by Submitted on Feb 25, 2009 from Mark HunterRecently, I found myself dealing with a retail salesperson who was attempting to explain to me the benefits of the item I was looking to buy. As I stood there listening to him, I was struck not by what he was saying but how he was saying it. It didn’t take long for me to realize that the ...
Views: 917 - Top 10 Tips for Effective Sales - by Submitted on Feb 24, 2009 from Adrian MillerWe’re all crossing our fingers these days and hoping for a better economic environment. It’s been more than a little scary for many of us. However, even during these tough times, effective salespeople are acquiring new customers and making sales. How? Here are the top ten tips for effective ...
Views: 1018 - The 7 Habits of Highly Ineffective Salespeople - by Submitted on Feb 24, 2009 from Phil GlossermanIn coaching and training thousands people, we've identified 7 harmful habits that hold people back in their business-development efforts and kill sales. Warning: Having even one of these habits is a roadblock to achieving your potential in business. Do any of these sound familiar? 1. Verbal ...
Views: 939 - Emotions Are the Key to Sales Success - by Submitted on Feb 24, 2009 from Phil GlossermanWhat REALLY drives people to do business with you? You might think it's your expertise, product knowledge, great service, or even competitive pricing. Sure, all these factors are important, but in today's crowded marketplace they are not enough to distinguish you from the others who offer the ...
Views: 914 - Expert Advice for Rookie Consultative Sales Professionals - by Submitted on Feb 24, 2009 from Marshall NorthcottGain a clear understanding of what has the ability to or what does make you vulnerable in your profession and then protect yourself against it. For example. an individual who is just getting started into real estate sales who has financial challenges (a short supply or exhausted reserve funds) ...
Views: 1456 - ***How to Handle an Angry Client - by Submitted on Feb 24, 2009 from Tom HopkinsToo many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the ...
Views: 4885(2 votes) - Break Out of Your Comfort Zone and Break Through in Your Business! - by Submitted on Feb 23, 2009 from Rochelle Togo-FigaDo you have some great ideas to grow your business, but when it comes time to taking action, you suddenly come up with all the reasons and excuses not to do it? Do you find yourself lit up with a new idea that you can’t wait to implement? But, then your fears come up and you decide you’re not ...
Views: 880 - Sales Lessons From A Cruise - by Submitted on Feb 23, 2009 from Jim MeisenheimerSales lessons can be discovered anywhere including a 10 day cruise to the Caribbean. Bernadette, my wife, and I drove from our home in Lakewood Ranch Florida to Fort Lauderdale the day before ship was to leave port. We stayed at the Marriott Renaissance Hotel just minutes from the Port Of ...
Views: 957 - 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) - Three Classes of Price Objections - by Submitted on Feb 19, 2009 from Alen MayerObjections to price are the most frequent of all objections. The ability to meet these successfully is a valuable asset, and efficient selling is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to ...
Views: 1419 - Sales Amateur vs. Sales Professional - by Submitted on Feb 19, 2009 from Alen MayerI am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products ...
Views: 1162 - The Feel Felt Found Sales Objections Technique - by Submitted on Feb 07, 2009 from Stephen CraineA sales objections technique that‘s really effective for retail and showroom sales. Feel Felt Found and has been used and proven successful for direct sales to the public. It works on those sales objections that are formed by customer’s feelings. Used by many small businesses, and people ...
Views: 11271 - Handling Sales Objections To Price And The Real Reasons We Get Them - by Submitted on Sep 05, 2009 from Stephen CraineSales objections can be the obstacle stopping you achieving sales career success. So imagine what you could achieve if you understood why we get them, and how to handle sales objections successfully. I’m not going to tell you what to say when a potential buyer hits you with an objection. ...
Views: 2695 - 3 Simple Steps to Using Email as a Sales Tool. - by Submitted on Jan 29, 2009 from Niall DevittE-mailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option, so the ability to craft ...
Views: 1435 - Leverage Your Preparation - by Submitted on Jan 23, 2009 from Lori HubbsPreparing for a sales call, while it still takes discipline and time, has never been easier. Technology (CRMs, Google, other web resources) has dramatically reduced research time. The other side of the coin is that technology has made business more instantaneous and that has put more demand on ...
Views: 814 - Getting the Straight Scoop - by Submitted on Jan 23, 2009 from Lori HubbsWin or lose, how diligent are you in placing a call to get feedback from your clients about why they did or didn’t choose you? There is so much to learn — whether to identify strengths you hadn’t even recognized as such that you can use to win future business, to know what ...
Views: 606 - Leads, Leads, Leads - by Submitted on Jan 23, 2009 from Lori HubbsIn a more challenging economy clients’ decision processes often become more protracted. You think that salespeople would jump on every possible lead. Yet our research and experience show that, even today, many leads are too easily discounted. For example, some salespeople mistakenly ...
Views: 546 - Transactional to Consultative Selling - by Submitted on Jan 21, 2009 from Michael GalanteThermaSys Heat Transfer used to sell engine radiators to the likes of General Motors, Caterpillar, and John Deere. Now, they provide “assemblies” that include the radiator, fan assembly, plastic shroud and even the mounting bolts. A few years ago, they partnered with their customers ...
Views: 4144 - Discover the 2 Reasons Why People Purchase any Product or Service - by Submitted on Jan 16, 2009 from Jim KleinWhen it comes to qualifying a prospect it’s important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to ...
Views: 1364 - Being in the Zone of Sales Success - by Submitted on Jan 14, 2009 from Paul MontelongoOne of the key elements to being in the "zone of sales success" is Intention. You may know it as focus, purpose, target, or even your objective. Your Intention is the complete certainty with which you move toward your desired outcome. Your ability to focus on your desired outcomes and to block ...
Views: 696 - Your Voiceprint - by Submitted on Dec 30, 2008 from John Di Lemme“Mountains are built one pebble at a time and climbed one step at a time.” This is a quote of mine that I personally put into practice each day as I progress towards fulfilling my WHY in life. The word pebble in this quote means that each action you take needs to be productive toward ...
Views: 798 - The Power of Storytelling - by Submitted on Dec 15, 2008 from John Di LemmeEach and every day as we are building our businesses, we all know the key to a successful presentation is a product being sold to the end-line consumer and/or sponsoring a new person. In an upcoming issue, I am going to write about the difference between making a sale and having customer loyalty ...
Views: 844 - Rapidly increase your sales this Christmas! - by Submitted on Dec 11, 2008 from Sachin BangeraRapidly increase your sales this Christmas! It's Christmas time, time to prepare yourself for the next round of explosive sales! It’s easy to maximize your sales when you add more customers to your list. As this is the peak selling season, its time now to look for new customers ...
Views: 1817 - Five Steps For Sales Success In A Slow Economy - by Submitted on Dec 08, 2008 from Doug DvorakA slow economy is a difficult time for business and no salesperson welcomes it. As total business volume slumps, triggering apprehension of deeper recession and pessimisms and uncertainty can prevail. However, it is an inevitable part of the economic cycle and businesses should learn to cope ...
Views: 1675 - Top 35 Sales Tips Mostly for Introvert and Shy Salespeople - by Submitted on Nov 26, 2008 from Patricia WeberIn 1998 I wrote my first book, Sales Skills for An Unfair Advantage: 104 Sales Tips for People in a Hurry. Sales professionals still seem to be in a hurry! With speed in mind and a focus being to help in particular, here are 35 tips to help introverts and shy to sell more easily. Sales ...
Views: 7956 - The Salespersons' Universal Distress Signals - by Submitted on Nov 21, 2008 from Patricia WeberSOS, is known in Morse code as a universal distress signal. For salespeople, a “Save Our Ship,” becomes a “Save Our Sales” distress call. While everyone selling likely has their own SOS, here are five common sales calls for help. 1. Cancelled appointments Are you confirming any appointments ...
Views: 1651 - Sales Training – Top Doublespeak Traps Salespeople Want to Avoid - by Submitted on Nov 17, 2008 from Patricia WeberThe annual Doublespeak Award is given to some public figure whose language is deceptive, evasive, jargon or confusing or euphemistic. While usually associated with public figures and corporate environments, some salespeople easily fall into the doublespeak traps without knowing it! Here are the ...
Views: 1529 - Sales Training – Salespeople Add Four Stars To Your Own Movie Premier - by Submitted on Nov 17, 2008 from Patricia WeberWhat can salespeople learn from Ben Hur and Mickey Mouse? Both the movie and the cartoon premiered on November 18th in different years. In the debut, the first public appearance or the introduction, salespeople hold at least four stars, four ideas, to better engage their prospects in making that ...
Views: 1022 - Salespeople Debut of Confidence - by Submitted on Nov 17, 2008 from Patricia WeberIf you sell and want inspiration from Broadway, The Sound of Music by Rodgers and Hammerstein has just the song to sing along for sales confidence. One of the songs in the play which debuted on Broadway on November 16th, 1959 is I Have Confidence. By doing a review of just six phrases in the ...
Views: 1019 - Sales Process Defined - by Submitted on Nov 13, 2008 from Bill CampbellWe all have heard that as small business owners, we are all sales people. This is no doubt a fact when owning and operating a small business. As with any operational function, there should be some type of process or step by step way of doing it. Following a process, with repetition and practice, ...
Views: 1363 - What's Next - Selling The Intangibles - by Submitted on Nov 12, 2008 from Jim MeisenheimerIt's been one week since we elected a new president. It doesn't matter if you are a Democrat or a Republican, change is coming to town. So what are we in for? Take a look at these headlines from the Wall Street Journal last week. That's right these headlines were all in last week's ...
Views: 1047 - Building Sales Skills - Punching The Tree - by Submitted on Nov 09, 2008 from Warren TatersallWhen I was young, and new to sales and marketing, I heard a story that has stayed with me all my life. It is about a Japanese Martial arts expert who lived long ago. I cannot give a source for the story or tell you if it is fact or urban myth the lesson it teaches for sales, for life, makes it ...
Views: 1093 - Building Sales Skills with SINALOA: Safety In Numbers And Law Of Averages - by Submitted on Nov 09, 2008 from Warren TatersallMany years ago I was sitting in a big hall, with a lot of people, listening to a famous speaker, salesman, and marketer named Larry Thompson. He said that there is a little state in Mexico called Sinaloa and that before we left that room we would lock that into our brain and never forget it. I ...
Views: 4047(1 vote) - Sales Training – Uncover The Treasure Trove with Your Sales Prospect - by Submitted on Nov 06, 2008 from Patricia WeberWhat are a salesperson’s treasures? How do you find them? Treasures were found in King Tutankhamen’s tomb in Egypt in November of 1922. These treasures had remained uncovered even after looters had stolen so much over the years. So what and how are the treasures that selling has for you? They’re ...
Views: 1029 - Sales Training – Salespeople ‘Dear Santa’ Letter Wishes to Deliver - by Submitted on Nov 06, 2008 from Patricia WeberSalespeople, what do you have to lose by writing to Santa for what you want? Since 1952 or 1953 children have been writing letters to Santa, so why not write your own Dear Santa letter? Mine would go something like this: ”Dear Santa, You know who I am and how old I am and that I have been a ...
Views: 1030 - Sales Training – Salespeople Who Lose Sales Can Bounce Back - by Submitted on Nov 06, 2008 from Patricia WeberHow quickly a salesperson gets over a lost sale determines how much attraction for a new customer happens on the next call. Finally, after being out boxed in the first nine rounds, in the 10th round of the World Boxing Association fight in Las Vegas, George Foreman became boxing's oldest ...
Views: 1055 - Sales Training – ‘Gunk’ Threat To Salespeople - by Submitted on Oct 31, 2008 from Patricia Weber‘Gunk’ is usually what that nasty stuff which collects in the engine and other car parts is called if you don’t change car fluids regularly. But gunk can also refer to bird poop, splattered insects, even some soap scum that sits on the surface after washing a car. Just like this wide variety of ...
Views: 1089 - Sales Training – Top Salespeople Constantly Fill The Sales Pipeline - by Submitted on Oct 31, 2008 from Patricia WeberTop salespeople have similar habits to collector car enthusiasts. A car collector or enthusiast can have what is referred to as a ‘daily driver,’ or an every day driving automobile. A ‘trailer queen’ car simply goes from a heated and air-conditioned garage to a trailer for transportation to a ...
Views: 1084 - Selling In A Recession - by Submitted on Oct 30, 2008 from Jim MeisenheimerWhat does selling in a recession have to do with the Tampa Bay Rays? Keep reading! The Tampa Bay Devil Rays are going to the World Series this year. Last year their record was 66-96 and they finished in 5th Pl. This year their record was 97-65 and they finished 1st Place in the AL Eastern ...
Views: 1019 - Your Most Important Sales Tool - by Submitted on Oct 28, 2008 from Jim KleinIf your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say? Wouldn't it be better to have someone else ...
Views: 1305 - How To Quickly Build Rapport With Your Prospects! - by Submitted on Oct 27, 2008 from Jim KleinI'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Views: 1157 - How To Quickly Build Rapport With Your Prospects! - by Submitted on Oct 27, 2008 from Jim KleinI'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Views: 1139 - Sales Training - Self-Confidence is What Top Salespeople Build and Maintain - by Submitted on Oct 22, 2008 from Patricia WeberIf you suffer from low or no confidence, or whatever your self-confidence indicator may be, this can translate to something minor or major which leads to low sales. Just as cars have become more sophisticated with warning lights, a salesperson who is in tune with their own kind of indicator ...
Views: 1240 - Sales Training – Salespeople Need Both Building And Maintaining Self-Confidence - by Submitted on Oct 22, 2008 from Patricia WeberDid you ever notice on an automobile dashboard that some of the lights are green, orange or red? And sometimes multiple lights come on? Red lights and two simultaneous lights scream, “Call your auto repair of choice immediately.” The next three sales action indicators for a sales person can ...
Views: 1191 - Unlock The Power Of Cold Call Prospecting - by Submitted on Oct 17, 2008 from Jim KleinCold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. When I started in sales as a real estate agent in 1982, ...
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