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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.
- Optimizing Online Catalog Copy for the Search Engines - by Submitted on May 18, 2004 from Karon Thackston© 2004 http://www.marketingwords.com It only makes sense. You have an e-commerce catalog site. You want lots of visitors to come to your site and buy. The best (and most cost-effective) way to do that is with great search engine placement. However, search engines are text machines, and most ...
Views: 1027 - Are You Marketing or Selling? - by Submitted on Mar 14, 2007 from John MehrmannOnce upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the ...
Views: 1026 - Sales Superstars: Nothing Happens Unless Someone Sells Something - by Submitted on Jun 03, 2009 from Mark TewartThe world as you know it exists because of sales. If someone, somewhere, somehow is not selling every single day, you wouldn’t have food to eat, a car to drive, or a house to live in. We can live a day without the skills of a lawyer, or even a doctor but you can’t live even one single day ...
Views: 1025 - Sales Management Training: 8 Competencies of Top Sales Professionals - by Submitted on Sep 29, 2009 from Marc WeinerBeginning in the early 1980s, organizations and well-renowned establishments such as the Harvard Business School, The Gallup Organization, the Chally Group, the Xerox Corporation, among others, began studying outstanding salespeople to identify the competencies – also referred to as the vital ...
Views: 1024(1 vote) - 5 Surefire Ways to Increase Sales - by Submitted on May 19, 2006 from Jeff CasmerThe Internet has changed how people do their business. Even small business owners are able to reach global market inexpensively nowadays, selling anything from apparel, collectibles, to computer software, service and coaching. The core of every business is sales. Many of the strategies to ...
Views: 1023 - Are You Worth Another $100,000 per Year? - by Submitted on Jul 28, 2005 from Jacques WerthAre You Worth Another $100,000 per Year? By Jacques Werth, President High Probability® Selling ©All rights reserved. Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do ...
Views: 1023(1 vote) - 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 - Sales Myth or Reality: You Be the Judge - by Let’s challenge a few myths. You know what myths are. Lately we are seeing the changeover of “Hi, I’m with the IRS and I’m here to help you,?from myth to reality. Okay so it won’t take over night. Another business myth is that confident statement spoken by a customer, “My check is in the ...
Views: 1022 - 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 - Selling Is Not Politics: Going Negative In Sales Can - by Submitted on Sep 11, 2008 from Patricia WeberPolitical 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: 1022 - Six Simple Strategies Guaranteed To Multiply Your Profits And Skyrocket Your Sales - by Submitted on Oct 26, 2004 from sam webb1. The More You Tell The More You Sell Contrary to what many believe, through the teachings of traditional marketing, you should explain what you sell in detail. People want and need to know everything they can about a product before they purchase. Just think about when you are buying a ...
Views: 1022 - To Increase Sales, Connect With Your Audience - by Submitted on Feb 11, 2011 from Peter GeorgeTo increase sales at highly-profitable margins, you must connect with your most profitable target audiences. Better yet, they must connect to with you. You see, it's their choice whether or not to do business with you. However, it's your job to consistently tell them how you benefit them and why ...
Views: 1022(10 votes) - Top Ten Reason to Publish an Ezine AND a Blog - by Submitted on Feb 28, 2005 from Patsi KrakoffBlogs are the hottest thing going these days when it comes to marketing on the Internet. A blog is a way of delivering your messages and article to clients. They are a like personal web sites, easy to create and far less expensive than traditional web sites. Just when you thought you were ...
Views: 1022 - Would You Buy a Small Bag of Magic Sales Fairy Dust? - by Submitted on Nov 21, 2012 from Chris MurrayI have a friend who refers to the expectations of some sales people and their managers as requiring 'magic sales fairy dust'. The phrase has always made me smile. However, the reason most of those expectations exist is due to the fact that we all live in an age of the 'quick fix'. It's ...
Views: 1022 - YOU GOTTA PUT ON A GOOD SHOW - by Submitted on May 30, 2005 from Terry L. SumerlinAmarillo, Texas is known for at least two things – Palo Duro Canyon and some of the finest people you’ll find anywhere. It was recently my good fortune to be with some of those good people. I was that district’s keynoter for the annual safety awards banquet of Texas Department of ...
Views: 1020 - Be a Solution to Your Customers' Needs - by Submitted on Mar 29, 2013 from Hiten ThakrarWhen times are tough at home, at work, or in business we as customers, business people, and as consumers become much fussier. We want more, but we don't want to part with the cash unless we are absolutely satisfied. Higher customer expectations can be frustrating for us as salespeople, and we ...
Views: 1019 - Finding Your Ideal Place To Live - Part 1 - by Are you looking to bridge the gap between where you are living and where you really want to live? How can you make this move practical and enjoyable for yourself? My first suggestion is to write a few lists so that you can "see" your thoughts in writing. This is a practical solution to curb the ...
Views: 1019 - How Are You Listening? - by Submitted on May 12, 2011 from Bill SayersRecently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested. She got very annoyed and was adamant that I must want to replace some of the windows. ...
Views: 1019 - 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 - 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 - 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 - Build Rapport Quickly And Drive Up Your Closing Ratios! - by Submitted on Jun 27, 2008 from Michael BeckProduct knowledge is important in selling insurance. Understanding how to uncover your prospect’s needs and then determining which product will best address those needs is critical. But as we’ve heard before, people buy from people they like. People buy Benefits, not Features … and they’re more ...
Views: 1018 - Promoting Sales and Its Copywriting Aspect - by Submitted on Apr 01, 2012 from Ricardo LumbardoSince the time Internet marketing made its appearance in the market, copywriting has been one of the most potent tools from sales promotion on the web. No entrepreneur or business manager can afford to overlook the importance of SEO copywriting for search engine optimization. Objectives ...
Views: 1018 - 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 - How to use transitions in your presentations - by Submitted on Aug 04, 2011 from Anne WarfieldMany people don't realize how important transitions are when speaking. They are what makes good conversation flow and what make many speakers seem eloquent. Plan your transitions and vary them so you don't put an audience to sleep or in to a pattern by always using the same transitions. ...
Views: 1016 - What Makes a Successful Sales Person – 5 Attributes That Never Fail - by Submitted on Oct 11, 2011 from Linda FinkleIn today’s world every business and profession depends upon how well you can sell it. Whether you are appearing for an interview – where you sell your skills – or whether you are working in a business or organization you will find that you would be required at one time or other to sell ...
Views: 1016 - Become an Expert in Telephone Selling - by Submitted on Jun 06, 2011 from Peter O'DonoghueHave you have experienced the absolute pleasure of listening to a true professional salesperson closing a sale on the telephone. There is nothing like it and it really is something you must aspire to. There is no stress or anxiety in his voice, just a smooth confident flow which you just ...
Views: 1015 - 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 - Pick at the Scab - by Submitted on Oct 05, 2009 from Kelley RobertsonSales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t probe deep enough into the size and scope of the problem. I remember hearing a great phrase from another sales trainer. He suggested that sales ...
Views: 1015(2 votes) - Selling Is All About The Whys - by Submitted on Aug 16, 2008 from Tessa StoweSelling 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: 1015 - Increase Your Sales with Actionable Emails - by Submitted on Nov 20, 2009 from Kendra LeeI hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales. Sure, you carefully word your email, expanding your questions to ...
Views: 1013(4 votes) - How to Write a Successful Ad - by Submitted on Aug 21, 2010 from Terri SeymourBuying advertising slots and spreading your ad all over the net won’t do much good if the ad does not get anyone’s attention. Your ad must motivate people into following the call to action contained within the ad. Advertising is an art and we need to learn that art to write effective, ...
Views: 1013 - Crazy Like a Fox, Persuasive Like a Weasel - by Submitted on Jul 09, 2006 from Danek KausIn earlier articles we wrote about the power of using hidden commands in normal conversation to increase sales, convince others to do something or to accept your ideas. This is often done by separating out a simple command or suggestion by pausing, stating the command in a different tone of ...
Views: 1012 - Mine Proposals for Hidden Gems of Opportunity - by Submitted on Jun 30, 2009 from Kendra LeeWith the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities. When I’m working with a ...
Views: 1011 - Do You Always Have Trouble Closing Sales? - by Submitted on Jun 05, 2011 from Peter O'DonoghueI was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ...
Views: 1011 - 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 - Use Testimonials to Attract Prospects and Win Sales - by Submitted on Jun 30, 2009 from Kendra LeeIn today’s economy you need every advantage in your sales kit. Prospects are scrutinizing all requests for their time and each purchase decision. You want to pass their piercing investigation but the sales tools you’ve used in recent years aren’t cutting it. You need something more, and ...
Views: 1011 - The Voice of Customer Service - by Submitted on Jul 02, 2006 from Craig HarrisonCustomer relationship management tools abound, yet let's hear it for old technology. Your voice is the most multifaceted customer service tool in your toolkit. Your voice can convey concern, care and compassion. It can alternately convey boredom, neglect or contempt. Your challenge: to insure ...
Views: 1010 - Sales Tips to help you Secure Long Lasting Sales Relationships - by Submitted on Oct 09, 2012 from Andrew HortonThe first step towards developing long term relationships with people who you have qualified as perfect prospects for your product or service, is to think long term. Do not try to make a sale, focusing on a single transaction. Take a long term view of the value proposition you offer and work to ...
Views: 1009 - The 2 Biggest Mistakes Salespeople Make And How To Avoid Making Them - by Submitted on Oct 23, 2007 from Jim MeisenheimerHere's a sales tip, especially for new salespeople. Here are the 2 biggest mistakes most salespeople make. 1. Thinking you’ve got the right stuff from the get go! Once you think you’ve got it, you’ve had it! Don't be too quick to be full of yourself. And remember - you probably don't know ...
Views: 1009 - Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers - by Submitted on Jul 02, 2006 from Craig HarrisonDOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM). Traditionally a secretary, ...
Views: 1008 - 4 Myths That Sink Most Sales Presenters - by Submitted on Aug 23, 2011 from Milly SonnemanWhy do clients say ‘yes’ to working with you? Find out the 4 myths that sink most sales presenters…right now. What’s the secret reason why clients love to work with you? Is it because you have the best logic, the most evidence and the most detailed timeline? Is it because you talk so much ...
Views: 1007(1 vote) - Close the Sale by Becoming a Friend - by Submitted on Jun 06, 2011 from Peter O'DonoghueYou know how important it is to make plans which will propel you towards your goals but what is equally important is actually talking to your customers. Everyone one of your customers will have different requirements. Make sure you take time to listen to their requirements and decide how you ...
Views: 1007 - What Santa Knows About Marketing - by Submitted on Dec 20, 2004 from Charlie CookWhat's that ringing sound you hear at this time of year? It's the sound of store registers ringing up the sales generated by Santa Claus. Just because he's old, overweight, long haired, unshaven and dresses funny, don't overlook his marketing success. Santa is a marketing expert and you can ...
Views: 1007 - How To Close More Sales More Often - by Submitted on Mar 14, 2008 from Jim KleinI'm going to share two sales closing tips that will help you close more sales. One will show you how to eliminate the fear of closing. The other, how allowing your fear to prevent you from closing is costing you sales. Sales Closing Tip #1: Write Down and Practice What You're Going to ...
Views: 1006 - Six Questions You Absolutely Need the Answers to for Sales Success - by Submitted on May 28, 2011 from Mike SchultzEver know anyone who you knew could do something but still didn’t do it? We know a lot of people who could succeed in sales – they have the knowledge, they have the skills, and they know the process, but they don’t actually succeed because something else is holding them back. Our most ...
Views: 1006 - The Magnificent Seven Reasons Why People Buy - by Submitted on Feb 26, 2008 from Nance RosenSeven great motivators called "why-to-buys" make your products, services and brands extremely compelling to any audience. Communicate that one or more of these "why-to-buys" are at the core of your solution or recommendation. You'll immediately amplify your audience's interest and reduce their ...
Views: 1006 - To Catch a Bigger Fish... - by Submitted on Apr 20, 2010 from Anne Warfield..to set up the right net in the right way. Imagine that you are looking at putting in a new deck. You call a company and the sales person comes out and talks to you all about the decks they build, the quality they offer and the way they can get the deck done. You decide to have them build ...
Views: 1006 - Case In Point: Getting Your List To Respond - by © 2002http://www.ktamarketing.com
We all wish we could have ultra-responsive mailing lists, don’t we? The dream of most marketers is to send out their ezine and sit back to watch a flood of orders come in. After all, while we always DO want to provide good, solid information for our readers, ...
Views: 1004 - From Birdseed to Seed Money - by Submitted on Apr 20, 2010 from Anne WarfieldBirdseed. Imagine if in 1981 someone asked you how much money you could make selling birdseed. Seems to be a limited market doesn’t' it? I mean imagine the retail space you need to rent and the amount per square foot you would need to generate in order to make it profitable. The only way it ...
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