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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.
- Creating A Business Plan Like the "PROS" - by Submitted on Jun 18, 2008 from Tom NinnessCREATING A BUSINESS PLAN LIKE THE “PROS” A business plan is like a blue print. Without one, the structure of your business becomes unsound, without focus and a haphazard project. Every sales professional, no matter what the basis of his or her business is, must build a business ...
Views: 592 - Art Of Selling - by Submitted on Jun 16, 2008 from Jim MeisenheimerThe art of selling begins with the right selling attitude. When you combine the right attitude with sharpened selling skills you can achieve everything you want in sales. There's a lesson from golf I'd like to share with you that may impact your attitude - at least I hope it does. If you know ...
Views: 883 - New Ways to Open Your Cold Calls - by Submitted on Jun 15, 2008 from Ari GalperMost of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and step-by-step so you can move calls in the direction you want them to go. And sales strategies do the same thing. But that’s why as ...
Views: 673 - Recognize And Diffuse Hidden Pressures In Cold Calling - by Submitted on Jun 15, 2008 from Ari GalperWouldn’t it be great if you could make cold calling pleasant for both you and the other person? Well, it’s very possible, if you’re willing to remove sales pressure from the interaction.. Why? Because sales pressure is the underlying cause of all tension in cold calling. You’re pressuring ...
Views: 653 - 4 Forms Of Sales Pressure That Sabotage Cold Calls - by Submitted on Jun 15, 2008 from Ari GalperIf you’ve been trained in the old traditional sales approach, your cold calling strategy is probably one of persuasion. That is, you use a variety of way to try to persuade another person to buy your product or service. You point out the benefits and features of what you have to offer, and use ...
Views: 1383 - How To Avoid Hitting The Cold Calling Wall - by Submitted on Jun 15, 2008 from Ari GalperLet's say you're at your office and you're working away. Your phone rings and someone says, “Hello, my name's Mark. I'm with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?” What would go through your mind when you hear this pitch? Probably ...
Views: 815 - How To Cold Call Without A Script - by Submitted on Jun 15, 2008 from Ari GalperLear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work.” Some people who use cold calling scripts actually do make some sales. The problem is, even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid ...
Views: 1377 - How To Stop Your Cold Calls From Losing Steam - by Submitted on Jun 14, 2008 from Ari GalperWe’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection. And we start to panic, thinking we’re about to lose the sale. So we fall back into the old traditional cold calling ...
Views: 721 - Should You Use Sales Letters Before You Cold Call? - by Submitted on Jun 14, 2008 from Ari GalperRemember the numbers game? Well, this is the thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result. If you don’t know how to make a call from scratch and build trust, it seems to make sense to rely on a letter, brochure, or ...
Views: 692 - When Cold Calls Become A "Dog And Pony Show" - by Submitted on Jun 14, 2008 from Ari GalperWhat happens when you’ve made a cold call and your prospect invites you to make a sales presentation? At this point, you might have a hard time creating a two-way conversation because you’re forced to go in with a canned sales pitch and try to get them to buy your solution. After all, you do ...
Views: 568 - How To Make Your Cold Calling Problem-Focused - by Submitted on Jun 14, 2008 from Ari GalperWe rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. So it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person. In this new cold calling approach, we think about the ...
Views: 709 - 7 Steps To Cold Calling Follow Up - by Submitted on Jun 14, 2008 from Ari GalperLet’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you have to offer. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth of the ...
Views: 738 - Confident Cold Calling? A Reality Check In Positive Thinking - by Submitted on Jun 14, 2008 from Ari GalperBefore you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you’re following the old traditional cold calling mindset, that’s probably what you’ve been trained to do. But what you don’t know is that ...
Views: 678 - Steps To Reach Your Goal! - by Submitted on Jun 12, 2008 from Michael BeckThis is the time of year when insurance professionals are focused on finishing the year strong and reaching all those goals their company has set for them. It’s also the time we begin to think about next year. We think about what goals we’d like to attain, how we’re going to do things ...
Views: 1207(1 vote) - 7 Tips To Boost Your Sales - by Submitted on Jun 11, 2008 from Brian TracyTip number 1: Get serious! Make a decision to go all the way to the top of your field. Make a decision today to join the top 10%. There is no one and nothing that can hold you back from being the best except yourself. Remember, it takes just as long to be great as to be mediocre. The time is ...
Views: 2913 - How Dealing with Difficult People affects you? - by Submitted on Jun 11, 2008 from Michael BeckYou know, this would be a great business if it weren’t for having to deal with people all the time… OK, so maybe I’ve exaggerated things a bit, but we’ve all certainly heard that saying before. Why does that sentiment ring true for so many folks? Obviously it’s ...
Views: 872 - 10 Ways To Become An Expert In Any Field - by Submitted on Jun 08, 2008 from Rebecca CommerfordFor many individuals, finding a new career is a desired goal. Although some individuals will pursue a field or profession in which they have already received a good amount of training, others are looking to go in an entirely new direction with regard to the desired field. For the latter group ...
Views: 3025 - Reinventing Yourself In Sales - by Submitted on Jun 06, 2008 from Jim MeisenheimerReinventing yourself! Why not become the salesperson you always wanted to be? Well you're probably thinking that's easier said than done. Of course. But why not try? Why keep your head draped over your shoulder always looking behind you? You are responsible for the life you have. I mean ...
Views: 1281 - A Ridiculously Easy Way To Increase Sales - by Submitted on Jun 04, 2008 from Kim DukeMy mom has a fabulous expression you're going to love. She believes if you want to make life a little more interesting then you need to ... "Stir The Pot" So What Does Stir The Pot Mean? I'm sure you've had this happen. (in fact - you may be experiencing it at this very moment) You've ...
Views: 855 - How To Find The Money Under Your Nose - by Submitted on Jun 04, 2008 from Kim DukeI was having breakfast recently with a fabulous client of mine (and now friend) who was telling me of the super-smart idea she had. Laurel said... "Kim - you're going to think I'm brilliant!" She published a book several years ago and as self-publishing can sometimes be - she had about 1,000 ...
Views: 820 - The Best Sales Lesson I Learned From An 80-Year Old - by Submitted on Jun 04, 2008 from Kim DukeFor those of you who don't know - I come from VERY humble beginnings. I grew up in a little town so small it was actually called a HAMLET! There are so many advantages to growing up in a little place like that. You're surrounded by people who KNOW WHO YOU ARE. (now as a kid and especially a ...
Views: 977 - The Most Refreshing Tip For Dealing With Sales Rejection - by Submitted on Jun 04, 2008 from Kim DukeSo. You've met with the client. Provided a proposal. Asked when they wanted follow-up. You felt the meeting went well and secretly you were counting the dollars and where you were going to spend them. And then you've... Called, e-mailed, Called, e-mailed, Called, e-mailed, Called, e-mailed, ...
Views: 835 - The Big Sales Lesson From Sex And The City - by Submitted on Jun 04, 2008 from Kim Duke- I'm a grown woman and can admit this. I CAN'T WAIT to see the new Sex and The City movie!! I was one of the die-hards who loved the HBO show as soon as it launched and I definitely helped spread the word of Carrie, Samantha, Charlotte and Miranda. And I'm not the only one. Millions of ...
Views: 862 - What Attracts More - Selling or Helping? - by Submitted on May 27, 2008 from Michael BeckThere are many distinctions related to taking a professional, helping approach over a selling approach, and they have significant implications. Professionals help rather than sell. They have clients instead of customers/policyholders. They build relationships instead of conducting transactions. ...
Views: 865 - Save More On Closeout Merchandise - by Submitted on May 27, 2008 from Richard RiveraPrices of commodities change while we go on our daily lives. They frequently rise and fall but to our disheartenment, prices tend to increase more often than meeting what we have set aside to avail clothing, furniture, footwear, health products, and houseware as well as luxury items such as ...
Views: 633 - Why Does Turnover Take Place? - by Submitted on May 22, 2008 from Michael BeckEver work in a company where the prospects of advancement or expansion of responsibilities were nonexistent? Someplace where you knew that you weren’t going anywhere? Stay very long? That’s my point. Without an opportunity for growth, learning, expansion of responsibility, and increase in ...
Views: 961 - Turnover Is Not A Problem - by Submitted on May 20, 2008 from Michael Beck“Ha!” you say. “For someone to make a statement like that, they obviously haven’t worked in the real world and certainly have never had to run a company.” Well, let me assure you. In my past I’ve not only run companies, but spent many years in one of the most notorious industries for turnover – ...
Views: 956 - Take Out The Trash - by Submitted on May 19, 2008 from Kelley RobertsonIs your head trash piling up? The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from taking ...
Views: 934 - How To Sell To Anyone - by Submitted on May 19, 2008 from Kelley RobertsonLet’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we ...
Views: 838 - Relationship Selling - The Buy And Buy - by Submitted on May 17, 2008 from Pierce EnglishIf you master relationship selling, it is almost impossible for your competitors to beat. If you have established a relationship with your client, they will run your competition off before they ever have a chance to show their goods or services. To start with, let’s look at the cycle of ...
Views: 722 - Stop Sabotaging Yourself And Get Into Action! - by Submitted on May 16, 2008 from Rochelle Togo-FigaWhenever we step into something new or take on something we’ve never done before, it’s not uncommon to experience fear. It could be the fear of failure, fear of rejection, or fear of success. The fear can manifest itself in different ways that we’re not always aware of. Some signs of hidden fear ...
Views: 712 - Six Easy, Yet Powerful, Steps To Breaking Through the Fee Barrier - by Submitted on May 16, 2008 from Rochelle Togo-FigaDonna is the owner of a home décor business, who came to me seeking help in closing the sale. She had recently lost a sale due to her fear in presenting her fees. Donna had met with the prospect several times, uncovered their needs, answered questions, handled objections, presented a proposal, ...
Views: 819 - Becoming A Master Of Persuasion - by Submitted on May 14, 2008 from Brian TracyPersuasion power can help you get more of the things you want faster than anything else you do. It can mean the difference between success and failure. It can guarantee your progress and enable you to use all of your other skills and abilities at the very highest level. Your persuasion power ...
Views: 2805(1 vote) - Is Your Leadership Effective? - by Submitted on May 14, 2008 from Michael BeckIn many ways, good leadership is hard to define. It can't be directly measured. There's no leadership "score" or report card. In fact often the measure of leadership is qualitative rather than quantitative - although quantitative results always follow. So, the questions remains, how can you tell ...
Views: 1027 - Effective Peronal Leadership - by Submitted on May 14, 2008 from Michael BeckWhen I ask workshop participants about characteristics of both good and bad leaders, the list never includes issues of intelligence, technical skills, or effective decision-making! Instead, the list is full of people-related traits – good listener, respectful, good communicator, develops ...
Views: 932 - The Key To High Sales Productivity - by Submitted on May 14, 2008 from Michael BeckOne of the issues most often raised by my clients is better time management. People have tried prioritizing tasks, blocking out parts of their day for certain tasks, implementing new systems and getting better at delegation. While all of those things can make a difference, there is something ...
Views: 960 - Techniques In Selling – Start Strong! - by Submitted on May 05, 2008 from Alvin DayWhat is your sales tactic for your small business or sales career? Do you know? Often people start a business because of their expertise in a particular area. Since their primary motivation for starting the business was their love and knowledge of a particular craft, skill or service, they then ...
Views: 1033 - Top Salespeople Secret #3 During A Down Economy: Renew, Renew, Renew - by Submitted on May 02, 2008 from Patricia WeberYou can be a salesperson who is a thermometer or a thermostat during a down economy. You can gain control of your beliefs and actions if you are more like a thermostat. And that is what these top seven secrets depend on: you being more like a thermostat. Secret one in quick review, “Step away ...
Views: 958 - Top Salespeople Marketing Muscles Flex During Recession or Down Economy - by Submitted on May 02, 2008 from Patricia WeberIf you watch television or listen to the radio, there is no escaping the recession talk. It’s a comedy of sorts really. Think about it. Your sales day went along smoothly. You may have gotten a new client, a new prospect, a potential joint venture partner. Then, before or after dinner, the media ...
Views: 867 - How Valuable Is Your Time? - by Submitted on Apr 30, 2008 from Tom NinnessTime is money….there are only 24 hours in a day and everybody is allotted the same amount. How time is managed makes the distinction between true sales success and mediocre performance. Big Ben in London has a poignant quote regarding the importance of time inscribed at the base of the clock ...
Views: 578 - Managing Stress - by Submitted on Apr 28, 2008 from Praveen ShermanStress is common in the workplaces today and these tensions can carry over into other aspects of life. A key reason for this is the pressure of our competitive, success-oriented age. There are pressures to perform, to meet deadlines, to do well, to perform better than the competition, to get a ...
Views: 983 - Don't Sell! Help Prospects To Buy - by Submitted on Apr 28, 2008 from Gary GreenfieldIt’s been said, “Prospects don’t want to be sold. They want to buy.” To buy, prospects need to trust the person from whom they are purchasing. If you use the approach I’ve created through the following acronym, you will help your prospects trust you. The acronym is LEAD©. ...
Views: 1143 - Dignity, Self-Respect And Real Estate Success - by Submitted on Apr 25, 2008 from Jacques WerthA Different Mindset for Successful Realtors 572 Words 4 - 5 Minutes We have trained hundreds of Realtors and Brokers. Most of them were already quite successful before they enrolled in our sales training courses. And, all of them had previously been trained by one or more of the well known ...
Views: 973 - Don't Sell! Help Prospects to Buy - by Submitted on Apr 22, 2008 from Gary GreenfieldIt’s been said, “Prospects don’t want to be sold. They want to buy.” To buy, prospects need to trust the person from whom they are purchasing. If you use the approach I’ve created through the following acronym, you will help your prospects trust you. The acronym ...
Views: 954 - Definition: Sales Training Program - by Submitted on Apr 21, 2008 from Shelly WalkerIf your sales training program is built on the concept that you have to work really hard now so you can relax later you may be in the wrong program. You're being told that the program your learning is so ineffective that you have to make up for the low productivity of your training with a high ...
Views: 3673 - Definition: Sales Training Products - by Submitted on Apr 21, 2008 from Shelly WalkerProper sales training is crucial for the success of any business! The efficiency of your sales depends on various interrelated factors such as the efficiency and the skills of your business members, the ability of your company to create and explore new sales opportunities, as well as the ability ...
Views: 3771 - Definition: Sales Trainer - by Submitted on Apr 21, 2008 from Shelly WalkerThere are plenty of reasons why you would want to hire a sales consultant or trainer for your company. Perhaps you have a new product line coming out and want to enter the market with a big splash? Or your sales force has not been meeting their quota? Or you want to improve your sales team's ...
Views: 1623 - Definition: Closing Sales - by Submitted on Apr 21, 2008 from Shelly WalkerClosing the sale or gaining the commitment is part of the sale process. However, many sales professionals to service professionals view closing more as a singularity instead of a process. This results in the less sales and more frustration. Sound familiar? Yes, there are specific skill sets ...
Views: 8011 - Definition: Selling Skills - by Submitted on Apr 21, 2008 from Shelly WalkerI love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills. “There’s a born ...
Views: 8888 - Book Review: Selling for Dummies - by Submitted on Apr 21, 2008 from Shelly WalkerThis book review is part of a series that covers the topic of Sales Training. Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training. Selling for Dummies, by Tom Hopkins, is a ...
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