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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.
- I'll Never Forget What's-Her-Name!- Winning the Name Game - by Submitted on Dec 13, 2006 from Craig HarrisonMy name is Craig. But I'll answer to Greg. Most Gregs I know answer to Craig. Of course we are not alone: there's Eva and Ava, Bill and Bob, Jeff and John, and many more. I can't complain. I often confuse and occasionally mangle others' names. Names are not my strong suit. My purpose is not to ...
Views: 927 - 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 - Ideas to Make Your Sales Training More Worthwhile - by Submitted on Jul 13, 2012 from David AlexanderGoing through good sales training courses is necessary if you are serious about a sales career. This field is very competitive and without an excellent sales training program to polish your skills, you are likely to end up with empty hands and score zero in career advancement. On the other hand, ...
Views: 1488 - If I Persist - by Submitted on Jul 05, 2007 from Eric Taylor"If I persist, if I continue to try, if I continue to charge forward, I will succeed." The above title is a quote from Og Mandino, the great American writer, sales guru and author of the bestselling book “The Greatest Salesman in the World.” It was the first book I read when I began my sales ...
Views: 1721 - If You Can Do This You Can Increase Sales - by Submitted on Mar 04, 2008 from Cheryl ClausenSalespeople are busy people. Some are so busy they’ve come to realize that time management is actually keeping them from achieving the outcomes they want. It’s frustrating that something so seemingly simple is such a source of trouble. What most people either don’t realize ...
Views: 872 - If You Live By Price - You Will Die By Price - by Submitted on Jul 06, 2008 from Alen MayerIf your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your ...
Views: 1015 - If You Map Out Your Sales Process, You WILL Make More Money! - by Submitted on Mar 11, 2011 from Jason BrettImagine how easy getting new clients could be, knowing exactly what must be done & said… Before I get into this power process remember that the authors here invest hours into producing these articles. SOOO if at the end of this article you find yourself saying, "hey, that Jason guy is ...
Views: 1283 - If You're Not Having Fun, You're Not Doing it Right! - by Submitted on Apr 30, 2009 from Jennifer AllanWho says that your career can’t be profitable and a heck of a lot of fun? Not me. In fact, as a real estate broker and trainer, I proclaim that the more fun you have selling real estate, the more real estate you will sell! Okay, sure, that sounds nice, Jennifer, but what do you mean exactly? ...
Views: 4658 - If You're Not Selling - by Submitted on Dec 27, 2007 from Kelly McLeanAre you working hard, but not getting the results you want? If you’re a professional salesperson and you’re not selling, it could be because: • You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you’re boring ...
Views: 557 - Importance of Sales Training Courses - by Submitted on Aug 05, 2012 from Elia WinsonDue to financial crunch and with an aim to save some money so that the profits accrued can be more, many companies want to do away with a system of proper and an elaborate sales training course. What they do not realize is that though this step may not have immediate repercussions, there are ...
Views: 1134 - Important Information about Buying Dinars and Iraqi Dinar Dealer - by Submitted on Oct 31, 2011 from Robert CruzIt is a well known fact that Iraqi Dinar a new currency in the market and trading of Iraqi currency can be really dangerous because of the activities going on in Iraq. Thus, if you want to Buy Dinars you will have to keep faith of the currency because the stability of Iraqi Dinar is dependent on ...
Views: 1402 - Improve Customer Rapport with Improv! - by Submitted on Jun 26, 2007 from Craig HarrisonAs we look for ways to improve our rapport with customers, clients and prospects let’s cast our gaze to improv — improvisational behavior popularized by those whacky folks seen in drama classes, theatre troupes, on the entertaining television show Whose Line Is It Anyway? It might surprise you ...
Views: 880 - Improve Your Skill Set With Modern Sales Management Training - by Submitted on Dec 21, 2011 from Peter McKeonIn the modern world, selling your product on the public market requires an intense amount of selling skills. There are new demands on the modern seller, as people approach the internet and are determined to search for the best cost or quality for the item they require. This could generally make ...
Views: 2050 - Increase sales by listening to your customers and getting to know them - by Submitted on Jan 17, 2012 from Peter DickinsonThe problem with most people is they don’t realise why we were all given one mouth and two ears. All they want to do is tell you about themselves. Don’t they realise we aren’t interested in them, only ourselves!! BUT turn this on its head and you have a brilliant technique to instantly make ...
Views: 1565 - Increase Targeted Traffic To Your Web Site For Free - by Submitted on Feb 12, 2007 from Mark KruschOne of the best ways for you to increase targeted traffic to your website when you don't want to spend a lot of money is to join some free traffic exchanges and start surfing. (Most traffic exchanges also have a paid program, but we will be focusing on just the free aspect in this article.) Your ...
Views: 1019 - Increasing Conversions Through Action-Oriented Copywriting - by Submitted on Feb 10, 2005 from Karon Thackston© 2005 http://www.copywritingcourse.com I do site reviews. Needless to say, I see a lot of Web copy. One thing that always befuddles me is the lack of focus many site pages have. It's as if the writer assumes the site visitor will read the copy and automatically know what to do next. The ...
Views: 1274 - Increasing Short and Long Term Profits - by Submitted on Mar 23, 2005 from Charlie Cook"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing my marketing materials, or ...
Views: 1011 - Individual Sales Training: Can You Sell? - by Submitted on Feb 05, 2008 from Cheryl ClausenEven the worst salesperson will fall into an easy sale once in a while. Insurance and investment companies know that and that’s why they push you to meet with anyone who has a heartbeat. They know that if you meet with enough people you’ll eventually sell something to somebody, but ...
Views: 809 - Individual Sales Training: What Does Your Client Want From You? - by Submitted on Feb 04, 2008 from Cheryl ClausenYour clients and potential clients want you to serve them and their best interests. You have the power to determine your sales success by exceeding the expectations of your potential clients and existing clients. As a service professional your clients want you to act on their behalf and in ...
Views: 815 - Industry Pro Interview: Branding – Turning Your Customers Into Evangelists - by When you say the word “branding”, most people think USP (unique selling proposition). However a USP is far from the equivalent of a brand as we’re about to find out. What is branding? Is it just for “big boys”? And how the heck do you create one, anyway?
Rob Frankel (http://www.robfrankel.com) ...
Views: 918 - Industry Pro Interview: The Selling Power of Consumer Confidence - by Butch Pujol came into his business through a unique series of events. Being taken advantage of himself didn’t set well with Butch and he realized that many others had been through the same thing. His background lends itself to Butch’s need to provide service and to care for others. The ...
Views: 730 - Inflate Your Sales With Balloon Replicas - by Whether you know the term or not, you’ve probably seen “inflatables” many times before. These are the gigantic balloons that are shaped like company logos, mascots, characters or symbols. They hold some real power when it comes to promotion and almost always increase sales when used. ...
Views: 1036 - Influence With Honor ??The Cool Way To Get Agreement From People - by What makes people see things your way? Threaten them? By forcing them to do things your way? Sure, if you want a short term agreement that can backfire on you at some later date. You can threaten to fire people if they don?™t so what you ask. But if you want to build a long term relationship ...
Views: 1022 - Instant Money Maker - by Submitted on Mar 11, 2011 from murat soyanI went back the next day and Jen spent a couple hours showing me her websites, her stats and some other details about the program she uses. I was a bit overwhelmed. It was a lot to keep track of! read more: http://www.sevincweb.com/business-instant-money-maker.html I wondered if I could ...
Views: 719 - Instructions to Use Instagram for Lead Generation - by Submitted on Dec 19, 2018 from dalvir reelHere are five hints to enable you to discover potential clients on Instagram and the strategies you can apply to reel them in. With more than 1 billion dynamic month to month accounts, there's something else entirely to Instagram than entertaining images, inspirational statements and ...
Views: 1135 - Insurance Agents & Financial Advisors: Wealth Building is not Directly Proportional to Effort Exerted - by Submitted on Sep 26, 2007 from Cheryl ClausenThere are two ways to make it in this business, the hard way and the smart way. Most agent’s think if they just work hard enough and pay their dues they’ll make it. Yet the statistics prove that’s far from the truth. Working yourself to death doesn’t get you wealth. ...
Views: 570 - Insurance Agents and Financial Advisors: Are You Feeling Frustrated Even Violated? - by Submitted on Sep 14, 2007 from Cheryl ClausenWhen you spoke with the recruiter and then the sales manager you were told you’d get all the training you needed to succeed. Now that you’ve been in the business nearing two years do you look back and realize that you aren’t even close to knowing how to do what you need to do to succeed? ...
Views: 661 - Insurance Sales Success: 7 Steps To Increased Production - by Submitted on Feb 18, 2008 from Cheryl ClausenIncrease your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. First, identify 3 ...
Views: 1050 - Insurance Sales Success: Achieving Growth - by Submitted on Feb 13, 2008 from Cheryl ClausenIf you aren’t moving forward you’re moving backward. You want to grow and that means you need to attract more prospects. You’re scared to limit yourself to a specific group of people, or you simply don’t know how to narrow the field. One way to ensure your rapid growth ...
Views: 931 - Insurance Sales Success: Are You Referable? - by Submitted on Aug 02, 2007 from Cheryl ClausenReferability is a key element for long-term insurance sales success. You know you need referrals, but you don’t like asking because it puts you in a beggar position; and you don’t like imposing on your friends, family, and associates always wanting them to refer you. You can get referrals ...
Views: 686 - Insurance Sales Success: Building Champions - by Submitted on Aug 13, 2007 from Cheryl ClausenYour insurance sales manager is on a mission to build champions. Make sure his or her mission is in your best interests. It’s not uncommon for insurance agents to be forced into master mind groups. I say forced because your attendance and participation is mandatory. Master minding can be an ...
Views: 597 - Insurance Sales Success: Do You Form Life-Long Relationships? - by Submitted on Aug 23, 2007 from Cheryl ClausenInsurance sales success is a real challenge that few can achieve. Why is it so hard, and how can you make it easier for you? Insurance sales success is so hard because you’re asking people to make decisions to avoid a pain that might not happen, and they don’t want to think about, and that ...
Views: 595 - Insurance Sales Success: Do You Have A Sales Issue Or A Marketing Issue? - by Submitted on Oct 09, 2007 from Cheryl ClausenAre you finding it difficult to find enough people to have a selling conversation with? Are the people you do have selling conversations with really good prospects for you? Could it be that your marketing is the source of the lower than wanted and needed sales results you’re ...
Views: 545 - Insurance Sales Success: Do You Have What It Takes To Make A Match? - by Submitted on Feb 12, 2008 from Cheryl ClausenWhen you try to sell instead of trying to match you can’t sell. Have you ever seen the children’s toy where the child tries to put different shaped objects into matching shaped holes? Essentially selling insurance is the same thing only the shapes and holes are conceptual rather ...
Views: 848 - Insurance Sales Success: Do You Just Need to Get in Front of More People? - by Submitted on Jul 22, 2007 from Cheryl ClausenYou don’t need to get in front of more people, in general, you need to get in front of the right people. Meeting with anyone who has a heart beat is not the path to insurance sales success. Meeting with the wrong people is tiring, frustrating, and non-productive. Meeting with the right people ...
Views: 643 - Insurance Sales Success: Do You Really Want the Price Shoppers? - by Submitted on Aug 07, 2007 from Cheryl ClausenI can’t count the number of offers I get from desperate insurance agents offering a free insurance review. What’s the objective of these offers? To get an appointment and then beat the other guys price, right? What on earth are you thinking? Do you really want to deal with price shoppers? ...
Views: 583 - Insurance Sales Success: Number 2 Reason You Can’t Sell - by Submitted on Sep 03, 2007 from Cheryl ClausenThe second reason you can’t sell is because you don’t understand why your prospects don’t want what you have. You have exactly what they need it’s as plain as day yet they just don’t get it. How can that be? Are they just stupid or lazy or what? None of the above, you are approaching things ...
Views: 569 - Insurance Sales Success: Reason 3 You Can’t Sell - by Submitted on Sep 04, 2007 from Cheryl ClausenYou think you need a killer presentation and it’s killing your insurance sales success. Your insurance sales success is never about a “presentation”. The only person a presentation is helping is you. You may be using it as a crutch so you don’t forget anything, and so you have something to ...
Views: 602 - Insurance Sales Success: Reason 4 You Can't Sell - by Submitted on Sep 05, 2007 from Cheryl ClausenYour own fear has a strangle hold on you, and it’s keeping you from insurance sales success. Fear isn’t a logical response it’s an emotional response, and emotional responses have very little if any logic to support them. You’re afraid: to focus on a target market, to ...
Views: 626 - Insurance Sales Success: Reason Number 1 You Can't Sell - by Submitted on Sep 02, 2007 from Cheryl ClausenYou think your failures and lack of success is someone else’s fault. Ok: your sales manager’s a jerk, the underwriters just ruined a perfectly good product, no one is providing you with good marketing materials, everybody already has an agent, you haven’t got a great presentation or all the ...
Views: 621 - Insurance Sales Success: Reason Number 13 You Can’t Sell - by Submitted on Sep 17, 2007 from Cheryl ClausenYou don’t set appointments for the right reason. The only reason to set an appointment with a prospect is to explore how you can do business together. Yet, many of you are setting appointments for any reason you can think of because you think if you can at least get them to meet with you at ...
Views: 561 - Insurance Sales Success: Reason Number 19 You Can't Sell - by Submitted on Sep 27, 2007 from Cheryl ClausenYou’re trying to succeed by being someone else? In your training you were probably given or mandated to follow a sales system. The problem is you don’t feel comfortable doing a lot of the things you’re required to do as part of the system. Because you don’t feel ...
Views: 625 - Insurance Sales Success: Reason Number 20 You Can't Sell - by Submitted on Sep 28, 2007 from Cheryl ClausenYou don’t work on being the best. If you want to be the best you have to have a plan for being the best and work your plan. The more you invest in yourself and what it takes to be the best the better you’ll become. The better you become the easier sales become because you ...
Views: 650 - Insurance Sales Success: Reason Number 21 You Can't Sell - by Submitted on Oct 01, 2007 from Cheryl ClausenYou want the quick fix instant solution. There is no quick fix instant solution if you want to be a top producing professional. There is a solution that will steadily move you into a top producer spot. Your success won’t be found when you only focus on developing one aspect of the ...
Views: 687 - Insurance Sales Success: Reason Number 22 You Can't Sell - by Submitted on Oct 02, 2007 from Cheryl ClausenYou forget sales boils down to people liking you because you’re real. The first step in the sales process is gaining an introduction and establishing rapport. When you try killer sales lines and gimmicks you spoil your chance to establish rapport. You’re perceived as a fake and ...
Views: 642 - Insurance Sales Success: Reason Number 25 You Can't Sell - by Submitted on Oct 08, 2007 from Cheryl ClausenYou don’t understand that you need to aim small miss small and fail forward to succeed fast. Why do 97% of the people entering the industry fail within 5 years? Because they have no clue how to aim small miss small and fail forward fast. Aim small miss small and fail forward fast is a ...
Views: 730 - Insurance Sales Success: Reason Number 5 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou don’t know how to gain the interest of your prospects. You use marketing to effectively gain the interest of your prospects so they reach out to you wanting to know more about how you can help them. You can use the shot gun approach to marketing which is what the average agent ...
Views: 609 - Insurance Sales Success: Reason Number 6 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou struggle with insurance sales success because you think everyone is your prospect. No, everyone isn’t a prospect and most of the people you try to appoint aren’t even suspects. You can change your success by changing who you try to appoint. Your insurance sales success ...
Views: 547 - Insurance Sales Success: Top 25 Reasons You Can't Sell - by Submitted on Sep 01, 2007 from Cheryl ClausenIdentify the top 25 reasons you can’t sell now, and start your path to insurance sales success. You can’t fix what you don’t know is broken and you can’t solve problems you don’t understand. This article will help you to identify the things within you that are ...
Views: 783 - Insurance Sales Success: Turning Setbacks Into Comebacks - by Submitted on Feb 15, 2008 from Cheryl ClausenSetbacks are your opportunity to make powerful comebacks. Throughout your working years as a service business owner you will experience adversity from both internal and external forces. If you lack persistence and determination you will crumble and lose it all. With persistence and ...
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