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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.
- Listening Skills For Sales Professionals - by Communication skills are the defining attribute of a top sales person. There are five parts to great communication skills. Listening, Questioning, Body Language, Speaking, and Interpreting. In the next few issues of the Executive Sales Tips Newsletter, we will explore each of these topics. This ...
Views: 1389 - Listening Wins Sales - by Submitted on Apr 29, 2009 from John AOVListen Attentively When Others Speak There are books, articles and multi-day courses on listening. There are audio/video-learning programs that include hours of instruction and a variety of exercises. They are all valuable and helpful, but what they teach can be distilled down into a key skill. ...
Views: 1056 - Looking For New Customers? Start First With Your Direct Competitor’s Clients. - by Submitted on Apr 26, 2007 from Bill ToddLooking For New Customers? Start First With Your Direct Competitor’s Clients. Your overall success in prospecting for new clients depends upon identifying potential customers who need your product now and are comfortable with your price range. The good news is that your competitors’ clients fit ...
Views: 679 - Lose your Sales Pitch and Make the Sale - by Submitted on Jan 23, 2013 from Andrew HortonYes, it is obvious that every sales professional needs to have an intimate knowledge of their product or service and all the benefits it has to offer, as these are all part of the value proposition. Note, I said a part of the value proposition and not the total value proposition. The complete ...
Views: 1260 - Loss Leader Marketing and Advertising: Business Owners Need to Keep and Open Mind - by Submitted on Sep 23, 2011 from Michael O'GradyThe concept of a loss leader is a fairly simple one. You advertise and sell a product at a loss in the calculated hope that a customer will purchase other items in addition to that one item for an eventual profit. For Example: the local grocery store purchases Cheerios cereal for $2.00 a box. ...
Views: 2042 - Lydia Ramsey's Six Secret Sales Weapons - by Submitted on Jul 03, 2008 from Lydia RamseyIf you are involved in sales, and who isn't, you know the terms, techniques and tips for attracting potential customers, creating the desire to buy, gaining trust, closing the deal and maintaining relationship. Each step in the process is critical to the desired outcome: productive and ...
Views: 924 - Magnum, P.I And Dirty Harry Take On Sales Professionals - by Submitted on Jun 26, 2007 from Al BorowskiYes, I know what you're thinking. Borowski’s lost his marbles. How could he possibly tie Thomas Magnum and Dirty Harry together with Sales Professionals? Let’s check out both characters. Dirty Harry Callahan, Clint Eastwood’s character in five highly successful films, portrayed a renegade ...
Views: 996 - Make It About THEM: Sales Meetings That Engage - by Submitted on Aug 11, 2010 from Nancy BleekeWant to increase the value of your sales meetings? Make it about THEM by including your sellers. When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more! Many ...
Views: 1722 - Make More Sales With Relationship-Building Listening Skills - by Submitted on Oct 09, 2007 from Shann Vander LeekWhen I started in sales, I was focused on one goal, closing the deal. On my quest to make a sales call that would put me over the top of my annual budget, I made a huge mistake and learned a valuable lesson from my client. I came to the appointment with the goal of asking for the order. I left ...
Views: 2137 - Make the Sale and Avoid Frustration with Open Ended Questions - by Submitted on Aug 08, 2011 from Don TalbertHow many of you know that effective selling is about asking questions? Many people believe that selling is about "explaining" to the prospect, why he or she needs their product or service. Show and tell, features and benefits: these are phrases which come to mind. Well, it's really neither -- ...
Views: 1516 - Make Your Ads Sizzle & Skyrocket Your Sales - by Do your ads sizzle?
If you're like the average marketer they probably don't. Read some of the ads that are in the ezines you read, or the emails you receive and you'll realize how many of them are just the same old, same old.
It's not just the average marketer that's writing bland un- ...
Views: 971 - Make Your Sales Job Successful - by Submitted on Jul 27, 2009 from Todd HicksDo you have the desire to work as a retail salesperson or promoter? Do you want to learn how to get plenty of signups or sales? This article can help you. Over ten years ago, I worked as a window display demonstrator for a magnetic window company that was based in St. Louis, Missouri. The ...
Views: 643 - Make Your Web Site Sell With These 3 Steps to Improve Your Web Site Marketing - by Submitted on Aug 12, 2006 from Charlie Cook"I'm getting zero conversion on my Web site (no ezine sign-ups). What can I do to improve my lead generation and income?" - Beth, from Chicago If you have a web site or are thinking of building one you want it to do two things. You want it to generate leads for your business and help you grow ...
Views: 986 - Making More With Existing Clients - by Submitted on May 02, 2005 from Charlie CookHave you ever put on a jacket you haven’t worn in a while and found a twenty-dollar bill in one of the pockets? You'd forgotten all about it, so discovering it is like getting a gift. If you've been in business for a year or longer, you may have gifts in forgotten pockets — sources of additional ...
Views: 891 - Making The Most Of Internet Inquiries - by Submitted on Jan 11, 2008 from Kelly McLeanWhen someone calls to ask about your product or services, you know exactly what to ask, what to say, and how to follow up. Are you as confident, and effective, responding to an Internet inquiry? Without the benefit of talking with the prospect directly, the contact can feel colder than a cold ...
Views: 579 - Manage Stress To Boost Productivity - by Submitted on Jun 20, 2008 from Michael BeckWe live in a time when it seems like we're regularly put into situations that cause us stress. Sometimes we feel a little stress for a short time and sometimes we feel a lot of stress for a long time. The fact is that when we feel stress, especially for extended periods of time, not only does ...
Views: 1002 - Manage Your Pipeline - by Submitted on Sep 21, 2010 from Craig JamesMost of us detest those weekly 1-1 pipeline reviews with our managers. Why? Because more often than not, the manager is calling you on the carpet to explain why this deal hasn't closed, or why that deal hasn't progressed, or why those deals were lost. Or at least we think he is. But in a ...
Views: 1030 - Manager's Corner Article: Start Fishing In The Right Ponds - by Submitted on Aug 13, 2008 from Liz WeberI 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: 810 - Managing Accounts: Build Rapport And Revenue - by Submitted on Sep 03, 2008 from Justin ZappullaWe 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: 992 - 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 - Managing Your Personal Finances - by Submitted on Jun 15, 2007 from Dave KahleDave, I am finding it difficult to manage my personal finances. As a commissioned salesperson, my income varies from month to month. It seems like I'm always struggling with finances. Do you have suggestions for me? Congratulations for having the courage to ask that question. Do I have ...
Views: 1161 - Managing your Sales Leads Through The Sales Cycle - by Submitted on Apr 10, 2011 from Kate TammemagiThe best of the best sales people find managing their sales leads through the sales cycle challenging, but essential. Controlling activities at each stage of your sales cycle is key to success in sales. The Sales Cycle is a great model to use to help you to plan, to set goals and to increase ...
Views: 892 - Mark Twain & Selling Success - by Submitted on Mar 02, 2012 from Mark BowserI came across an interesting quote the other day from Mark Twain. At first, it seemed just humorous. As I began to ponder it though, I realized it was filled with depths of perspective for the world of selling. Mr. Twain said, "I was gratified to be able to answer promptly, and I did. I said I ...
Views: 1395 - Marketing And Promoting The Training Department - by Submitted on Jul 25, 2008 from Vincent PetersOne 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: 1274 - Marketing and Sales Strategy: Do You Have a Marketing Objective? - by Submitted on Aug 17, 2007 from Cheryl ClausenDoes your marketing and sales strategy have a clear objective? All too often I see people using random marketing activities hoping that something somewhere will stick, and they’ll get a customer. That isn’t an approach you want to use. You want measurable results from your marketing efforts, ...
Views: 693 - 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 - Marketing or Selling -- Which Is More Important? - by Submitted on Jul 20, 2009 from C.J. HaydenA question I often get from clients and students goes something like this: "I've been collecting marketing ideas... and I have a drawer full! I also have a stack of promising leads I've accumulated. And I know it's important to stay visible, so I do a lot of networking, but then I just end up ...
Views: 1282 - Marketing Tricks or Treats - by Submitted on Oct 25, 2005 from Charlie CookIf you live in the U.S., at the end of October you'll be preparing for a stream of young children to come to your door on Halloween. One by one or in groups of friends, they'll ring the bell and shout, "Trick or Treat". To avoid having them actually play a trick on us, you bribe these ...
Views: 950 - Master The Big 3 Of Attraction, Assistance, And Alignment And There's Simply No Way to Fail - by Submitted on Feb 27, 2008 from Cheryl ClausenAt first it may have been an exciting challenge trying to fill your appointment calendar each week. Soon what was once a challenge became a drudgery. Unfortunately, few of the appointments you secured resulted in immediate business meaning you had to work even harder to fill that appointment ...
Views: 819 - Masterful Reprimands – The Best Sales Management Training - by Submitted on Sep 30, 2010 from Ralph BurnsAs effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it…”Masterful Reprimands”. Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the ...
Views: 971 - Mastering Mistakes In Whiteboard Sales Presenting - by Submitted on Oct 16, 2011 from Milly SonnemanWorried about making mistakes in front of important clients? If presenting and selling with a whiteboard is in your future, it helps to know what to watch out for…and how to recover instantly. Many subject matter experts worry about appearing professional and poised in front of decision ...
Views: 1526 - Mastering The Art of Engagement – Why Authenticity is The New Currency in Business Today - by Submitted on Nov 23, 2012 from Vanessa SimpkinsAre you tired of people’s eyes glazing over when you tell them what you do? Do you feel like the teacher from Charlie Brown, like the words are coming out of your mouth but all people hear is wa wa wah wah wah? Face it if you’re not standing out amongst the crowd you’re just another boring ...
Views: 1420 - Maximizing Your Price in a Soft Economy - by Submitted on Jun 25, 2008 from Mark HunterEstablishing maximum value for your price is never easy. In today's volatile economy, it's even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer's response to a price increase is ...
Views: 898 - Measuring a Pipeline in Percentages - by Submitted on May 13, 2013 from Casey FitzGeraldWelcome to “Stop Guessing! Sales Accuracy Redefined.” In this article series, we’ll revisit the concept of a sales pipeline and explain why it’s so important to create an objective percentage measurement for the pipeline instead of the subjective measurements too often used by sales teams. Read ...
Views: 1336 - Meet Your Clients Where They Are...and Beyond - by Submitted on May 09, 2013 from Lisa SasevichYour clients are in different places geographically, financially, and in their mindset. So when you’re looking for ways to meet them where they’re at, you have to be thinking about all three. For example, we know that not everyone is going to be able to show up in Las Vegas next Thursday for ...
Views: 1790 - Men Are From Mars - by Submitted on Aug 19, 2005 from Kelley Robertson“Men are from Mars, Women are from Venus.” John Gray penned this phrase many years ago to help men and women communicate more effectively. Since this book was written, it has been determined that both genders not only communicate differently, they also buy differently too. Learning how to ...
Views: 913 - Migrating from Vendor to Partner - by Submitted on Feb 26, 2008 from Lee SalzSo, it's been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of the worst things possible¡K a vendor! At this point, you have probably decided that sales really isn't ...
Views: 1305 - Mind Power Success Skills For Prosperity - by Submitted on Dec 23, 2011 from Bob LancerHere is the most important and powerful "secret" for achieving prosperity that you will ever learn: YOU ARE THE CREATOR OF YOUR OWN ECONOMY. There are countless success skills that you can develop, like time management, organizational ability, anger and stress management, communication ...
Views: 1591 - Mind-Reading - For Salespeople - by Submitted on Jun 28, 2007 from Robert SeviourWould you find it easier to get a sale if you could read your customer's mind? Assuming you said yes, here's how to do it. Ask the right questions and listen carefully to the answers, your customer will tell you everything you want to know. Easy, eh? Well it sounds easy, but it takes ...
Views: 683 - MLB and Recording Your Calls - by Submitted on Apr 08, 2011 from Mike BrooksI was reading an article by my favorite sports writer, Peter Kings, last week, and he had this small section about his recent visit to the Ranger’s dugout: “Thanks, Jon Daniels, for showing us around the ballpark in Arlington. What amazed me is the video sophistication. Behind the Rangers’ ...
Views: 1180 - MLM Recruiting - How You Can Get Over Your Phone Anxiety - by Submitted on Feb 26, 2012 from John EngleHow To Get Over Your Fear of the Phone So many people I talk to have a fear of the phone, here is a secret..I used to too. In this quick blog post I am going to share how I overcame my anxiety and how you can as well. Whoa, Wait, Way Too Cool to Use the Phone! Ray, I have the latest ...
Views: 1330 - Moments Of Magic - by Submitted on Nov 25, 2007 from Tony AlessandraIn 1981 Jan Carlzon took over as chairman of one of Europe's most poorly rated airlines, Scandinavian Airline Systems (SAS). That year the company reported an $8 million loss, after having lost $20 million the previous year. Carlzon quickly implemented many changes; the most important of ...
Views: 2982 - Monday Blues Or "Make Money" Monday? - by Submitted on Apr 11, 2008 from Tom NinnessMonday Blues or “Make Money” Monday? Mondays-love them or hate them. Do you look at Mondays as the exciting opening to a productive week? Hold high expectations coupled with a brilliantly executed plan? Or are your Mondays a slap in the face reality, back to the grind, mark time to the next ...
Views: 624 - Money Making Scams and Mind Games, Used By Sales People to Close a Sale - by Submitted on Aug 19, 2009 from Stephen CraineMoney making scams, unethical selling techniques and mind games, are still used by some large and small business sales teams. These short term gain techniques are really bad business practice and can bring down not just a business but a whole market place. I’ve listed below some of the common ...
Views: 2926 - More Sales And More Results With Telemarketing Services - by Submitted on Jun 21, 2011 from Isabella JohnsonThrough telemarketing services, B2B lead generation and appointment setting can become available to Canadian firms. And through these, they can hope to bring in more business and make more sales with their firm. As a direct marketing tool, telemarketing is known to be quite effective in brining ...
Views: 804 - More Timely Tips for Unlocking Great Sales in Today’s Tough Economy - by Submitted on Sep 30, 2010 from Nancy BleekeWe all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days. 1. Give something of value ...
Views: 976 - Most Important Tips to Become Certified Salesforce Admin - by Submitted on Sep 21, 2016 from william lohrSalesforce Admin Certification & Your Career Being a Salesforce certified professional is of course both important and rewarding if you want to pursue a career in cloud computing. Studies have revealed that most companies insist on at least a basic level certification for all job ...
Views: 1190 - Motivate Your Sales Team with Regularly Scheduled Meetings - by Submitted on Sep 30, 2010 from Nancy BleekePicture this: A group of sales reps are heading down the hall to the conference room for a meeting with their manager. They are definitely taking their time getting there. They stop for coffee, peek at their Blackberrys and seem to be pondering something silently in their heads. Wouldn’t ...
Views: 754 - Motivating the Passive Sales Candidate - by Submitted on Feb 24, 2008 from Lee SalzI was never very good in science class which is probably why I'm not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to the flask, the atoms would dart all ...
Views: 869 - Motivational Sales Speakers Provide Momentum - by Submitted on Oct 12, 2010 from David SteelIf you feel as though your company is having problems generating sales, it might be time to bring in a sales training speaker. This will help your employees to learn a little bit more about the art of selling, which will definitely come in handy as your company grows. Perhaps one of the most ...
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