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.
Do you ever shake your head and wonder why so many prospects fail to pull the trigger when you've clearly made a compelling case for them to do so? To those of us in Sales, it makes no sense - it's clear as day that they should. But for some reason we can't fathom, it often doesn't appear to be ... Views: 911
Today’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: 3202
Selling superstars aren't born, they are made. The truth be told, they are self-made. They are selling machines.
You can become the quintessential salesperson if you stay focused and work hard.
Here are 10 steps to follow if you want to become a selling machine.
1. "Yes I can!" Begin everyday ... Views: 809
Ah, 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: 1141
Direct Sales Income Grows With Recruiting Creating a consistent income stream in home businesses requires sharing your business opportunity with others. Many sales consultants in home party plan businesses hesitate to share their business opportunity. When you share your business you will ... Views: 1350
I came across a story one time which I think illustrates beautifully how we need to take care of our prospects when selling. The story goes something like this. It is about a man who lived in a forest in the eastern Alps overlooking an Austrian village. This old man had been hired years ago ... Views: 820
I was talking to a friend the other day, explaining what I do for a living, when she interrupted me and proceeded to tell me all about how wonderful her insurance agent was. Her story caused me to reflect on why I left my previous agent. I don’t think my previous agent will be upset by ... Views: 826
In truth, it’s WHO YOU ARE, rather than what you do or what you know, that persuades someone to buy from you. People will choose to do business with you because they like you, relate to you, and trust you.
What traits define “who you are” in the minds of others? Obviously there are many things ... Views: 918
Political mud-slinging attack campaigns are an approach that isn’t often found in selling. Some salespeople get fearful and defensive as soon as competition is mentioned. Others, those who usually win against the competition, know a productive approach.
Commercial ads, like Apple’s Mac versus ... Views: 908
My dog, Chanel, is awesome. With a petite size tennis ball in her mouth she stands at my office door when she is ready to go out and play. She stands there with eyes on me until I say something like, “Let’s go play!” Many salespeople are mystified about how to get a prospect to listen to them to ... Views: 976
Stop reading the newspaper! Everyone acknowledges that the newspaper is mostly filled with negativity – murder, fire, war, disasters, etc. Stop feeding yourself with it! Believe me, you can’t help but be informed about major stories one way or another. We are bombarded. There is no need to go ... Views: 882
You 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: 3408
When I was on vacation in Hawaii, I met a salesperson for Starwood properties. She was selling ownership units (used to be known as timeshares) for one of the more beautiful properties on Maui -- the Westin, Kaanapali Beach, Maui.
She told me a little about the great value of the properties, ... Views: 1082
I don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ... Views: 937
I get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections.
This is a Top 20% favorite and it works because you are not ... Views: 1690
Years ago voicemail was all the rage. There was no e-mail, so people tended to honor and even return their voicemail messages. It was a good time...
But that's history now. Email has changed everything, and people now hit the delete button on their voicemail messages the instant they hear ... Views: 830
Let’s face it… No one likes to be “sold” something.
To me, being “sold” is when somebody convinces me to buy something – whether or not I really needed or wanted it. Have you ever been convinced by someone to buy something, maybe even against your ... Views: 813
We tend to think of sales as all about gaining new clients and new accounts. However, existing accounts and clients represent new sales as well. Meeting and exceeding customer expectations and becoming a valuable business resource for your current accounts is one of the best sales tools you ... Views: 926
I read a fascinating story about a little girl named Markita Andrews. When Markita was eight years old, her father abandoned her and her mother. Markita's mother worked as a waitress to support them. One day, she said to Markita, "I'll work hard to make enough money to send you to college. ... Views: 856
Successful selling is about the mental game. Make sure what goes into your mind is positive because what comes out is always what went in.
Most of us have probably heard the statement “garbage in; garbage out.” Well, that is a realistic representation of how our brains work. If we continually ... Views: 798
Sales success and inspiration go hand in hand. Now, what do I mean by that? To be successful in the world of selling, one has to have a healthy self image. To do that, we have to develop a healthy belief of who we are and why we are here.
Here is an inspirational thought that will ... Views: 818
If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different.
Selling to multiple buyers is the same as selling to single buyers in that ... Views: 934
Anyone who conducts marketing and sales has to deal with using the phone as an important communication tool. The problem is that most people don’t maximize its effectiveness. Using the phone poorly can inadvertently act as a detriment to our success. Understand that the phone conveys our ... Views: 901
Copywriters have advocated for years how critically important headlines are to the success of any advertisement or sales letter.
Because they are.
To prove it they often quote copywriting legends such as John Caples, who pointed out “If the headline of an advertisement is poor, the best ... Views: 737
OK, let's get get right to it:
The "#1 Secret" of ALL great copywriters is they never try and
re-invent the wheel.
(In a moment I'll give you a tip on how you can take advantage of something they ALL do.)
Again, they never try and re-invent the wheel.
Do you believe that?
The "great ... Views: 600
Business in America – isn't it great? It's also challenging. So challenging, in fact, that you can never let up. Take it easy and rest on your laurels and you're “toast”, as they say.
Well here's a great way to place yourself in the lead position, at least for awhile. ... Views: 729
Quick - name a product or service that doesn't rely on persuasion in some shape or form, to move people to action and sell more goods?
Stumped?
I can't think of one either.
Which is why I know you'll benefit from the simple
tips I'm about to share with you.
Persuasion, like any other skill, ... Views: 1544
Selling is all about the whys. There are some very important whys that you want answered and there are some very important whys your prospect wants answered. If you focus on these whys, selling will become a lot easier for you plus it will be easier for your prospects to buy from you.
So what ... Views: 896
This is a big Sales Tip for you.
In the mid-19 60s there was a TV show titled "I Spy." The show featured Robert Culp and Bill Cosby.
The title of the show got me thinking about intelligence and how it can be collected easily today.
Years ago if you want to keep tabs on your competition you ... Views: 810
I heard Greg Caruso of Successful Exits share a story recently that I found valuable for my clients because of its simplicity and truth. When he was young, Greg loved to fish. When he grew older, life got in the way until one day he made a conscientious decision to restart his childhood hobby. ... Views: 729
Do you have an elevator speech? How do you answer the question, "What do you do?" It's been said you only have 30 seconds to impress your sales prospects and customers. Actually, it could be even less! If you're selling products and services it's critically important that you can answer the ... Views: 1875
The key to effective sales planning is thinking and preparation. One of the keys to successful selling is having a written game plan. I won't say this is easy because it's not.
Because it's not easy to do it's easy to avoid doing - and that's huge mistake.
If you're ready to roll up your ... Views: 2898
According to Wikipedia the "Unique Selling Proposition (also Unique Selling Point) is a marketing concept that was first proposed as a theory to explain a pattern among successful advertising campaigns of the early 1940s. It states that such campaigns made unique propositions to the customer and ... Views: 829
Selling Value: The New Required Foundation for Growth-Minded Organizations and Individuals
Are you sure that you’re providing value to your prospects and customers? Even if your answer is an emphatic yes, you might want to take a ... Views: 1087
In today’s world, price is everything. Everyone seems to be looking for a bargain. Shopping the grocery stores for the weekly deals: hunting down the gas station with the lowest price, or waiting for retail stores to put merchandise on sale or clearance. Everyone wants a bargain. But ... Views: 733
OK, let's get get right to it:
The "#1 Secret" of ALL great copywriters is they never try and
re-invent the wheel.
(In a moment I'll give you a tip on how you can take advantage of something they ALL do.)
---------------------------------------------------------
Again, they never try ... Views: 710
Once you decide to write a powerful, money-making sales letter, an important thing to realize is that there are two structures you're building simultaneously. One which is seen – the physical structure. The other which is unseen - the “invisible” (psychological) structure.
The ... Views: 820
Promotional Products Distributors (PPD’s) don’t start out their business planning to fail. They just fail to plan! There are startling statistics of the number of PPD’s that don’t make it in this business. But, why is that? Following is my TOP TEN LIST to answer just ... Views: 1767
Getting clients and building your base through referrals is essential in the insurance field. Yet, it is harder than ever to be able to do just that. Clients guard their time and seem more reluctant than ever to release their friend’s names even if you have done a fabulous job for them. As ... Views: 916
I had a friend who was just getting into sales for the first time. She knew I was a business coach and had trained many sales teams and sales managers in the past. She wanted to try her “pitch” on me. “Pitch” is sales talk for presentation (if you live in LA it means, ... Views: 536
We 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: 2925
Have you ever been to a networking event and asked someone, much to your regret what they do, and half an hour later you are still standing there nodding your head feigning interest and wondering why you even bothered getting out of bed?
It has happened to us all…but the trick is not to ... Views: 1397
Conducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too.
In order to conduct ... Views: 7027
Can you close a sale in just seven seconds? You can do it even faster if you make a great first impression. Seven seconds is the average length of time you have to make a first impression. If your first impression is not good you won' t get another chance with that potential client. But if you ... Views: 864
Goal setting - it's so easy and yet it's so hard. It has to be hard because so few people do it.
Some people did it and don't do it now. Even people who have set goals in the past and have achieved them no longer set goals for themselves.
I find it mind-boggling.
There is an old Gaelic ... Views: 845
The best Multi-Level and Network Marketing Salespeople have several things in common:
1. They have adapted to the changes in the Multi-Level Marketing (MLM) business.
2. They consistently look for new (and stable) MLM Products, MLM Companies, MLM Opportunities and MLM Leads.
3. They ... Views: 932
One of the most important activities of the training department is, the promotion and marketing of its products. So many times we get wrapped up in training people, developing new training programs, and testing, etc, that we lose sight of the big picture. We need to look back and define our ... Views: 1155
Dealing with difficult customers is a never-ending challenge that we must constantly face in the business world. While there will always be difficult customers, and we can never completely avid them, there are some things that we can do to make our jobs easier. Let’s take a look at what goes ... Views: 1412
Conducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too.
In order to conduct ... Views: 1440
Public speaking offers a unique path of opportunity. Not only will it provide exposure in numbers but develops a rapport with the audience of credibility, knowledge and proficiency. The ability to offer information in an authentic and genuine manner develops confidence in the speaker, and ... Views: 536