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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.
- Book Review: Sell It Today, Sell It Now - 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. Sell It Today, Sell It Now, by Tom Hopkins, is a ...
Views: 1392 - Book Review: Mastering the Art of Selling Real Estate: Fully Revised and Updated - 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. Mastering the Art of Selling Real Estate: Fully ...
Views: 1213 - Book Review: How to Master the Art of Selling - 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. How to Master the Art of Selling, by Tom ...
Views: 929 - Book Review: Tom Hopkins' Low Profile Selling - 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. Tom Hopkins' Low Profile Selling, is a valuable ...
Views: 1980 - The Sales Professional: Three Principles To Selling - by Submitted on Apr 21, 2008 from Philip GerberWhen you start think about the sales process, there are three basic principles you must learn and adopt before you will become successful. The first is to be organized. You need to have information on all your clients with all their information. Your schedule for that day should be tied to a map ...
Views: 3074 - Top Salespeople Walk Away From Negative Talk During a Recession or Down Economy – Part 2 - by Submitted on Apr 21, 2008 from Patricia WeberAre we headed for a recession in 2008 or not? Larry Summers, the former United States Treasury secretary said the economy is… “currently in recession.” Tammy Erickson, Harvard Business has stated, “Now we may be headed into a recession. If so, it will be the second in more than fifteen ...
Views: 884 - Top Salespeople Secrets To Success During a Down Economy: Crank Up The Thermostat During Recession Pep Talk. - by Submitted on Apr 21, 2008 from Patricia WeberIn my thirty years of selling, my sales have never had a downturn during a recession. Have I ever experienced a sales slowdown ever? Of course! I’d be lying if I told you anything else. But I’ve never had this happen during a recession. As a matter of fact I STARTED my business during a downturn ...
Views: 918 - Are You Planning For Sales Success? - by Submitted on Apr 17, 2008 from Jim KleinA time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not taking time to plan your like a tumbleweed ...
Views: 1185 - 3 Lousy Sales Tactics the Need to Change - by Submitted on Apr 15, 2008 from Kim DukeIn the past week - I felt like I should've been walking around with 2 thick magnifying glasses duct-taped to my head (and noooooo - I don't need bi-focals!) Examples of really lousy sales tactics and salespeople have been popping up everywhere. (always perfect fodder for a writer like moi!) ...
Views: 1186 - I Dare You To Do This Impossible Tip... - by Submitted on Apr 15, 2008 from Kim DukeSomething that's as important to me as oxygen....is creativity. Now you may wonder - what does selling have to with being creative? Let me sum it up in 3 words: IDEAS CREATE CUSTOMERS. My office is absolutely gorgeous and it's not an accident. (a heck of a lot of reno work last ...
Views: 953 - Are You Saying This Magical Phrase To Your Customers? - by Submitted on Apr 15, 2008 from Kim DukeThe other day I was at my wonderful hair stylist - the only stylist EVER who understands my ultra-thick curly hair (oh yes - I live for my flat iron!) Maria emigrated from Poland and she has many stories of living under Communist regime and being hungry constantly as a child. She pronounces ...
Views: 880 - The Power Of Liz - by Submitted on Apr 14, 2008 from Harlan GoergerI would like you to do something for me. Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you. But if you ...
Views: 969 - Persuasion Basics - by Submitted on Apr 14, 2008 from Harlan GoergerIt’s Thursday and I’m meeting with a CEO of a wholesale company. “Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response. “If that is so, why such a challenge in getting more market share?” I asked. “Well, here is ...
Views: 1119 - Top Two Ways To Close The Sale - by Submitted on Apr 14, 2008 from Jim KleinYou found a prospect and got the appointment, now what? It's time to decide if this person or organization is in need of your product or service. It's time to find the problem you can solve with your product or service. Selling Tip #1: Find the prospects problem The BEST way to implement this ...
Views: 1069 - 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 - Trigger Events And Sales 2.0 - by Submitted on Apr 10, 2008 from Alen MayerWeb 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or ...
Views: 1048 - 6 Common Objections And How To Handle Them - by Submitted on Apr 10, 2008 from Alen MayerYou as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the ...
Views: 892 - Using Google Alerts As A Sales Prospecting Tool - by Submitted on Apr 08, 2008 from Hal WarfieldAs some of you know, I'm the highly introverted (INFP) who is also a Sales and Marketing director for a company that sells both nationally and internationally. So, this tells us that I really, really, really dislike sales prospecting -- at least in the stereotypical 'pick up the phone and cold ...
Views: 1281 - Discover 6 Sales Presentation Tips That Will Have Your Prospects Asking, "Where Do I Sign?" - by Submitted on Apr 08, 2008 from Jim KleinUse these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales. Sales Presentation Tip #1 - Practice and Customize Your Presentation Take time to practice your presentation many times before using it in a real live sales ...
Views: 1421 - 4 Unique Tips To Increase Sales 169% - by Submitted on Dec 25, 2009 from Kathy ThompsonYou're on your way to a week of sales calls. On the plane you sit next to a lady with a large mouth (talks a lot), full lips (generous, sensuous), and has large sparkling eyes (emotional, moody). Do you want to start a conversation (she will do all the talking–about her family), rest or ...
Views: 1137(1 vote) - Power Nugget For Sales Representatives - Leadership - by Submitted on Apr 04, 2008 from Kevin MitchellA high value is placed on leadership skills in sales. As Sales Representatives, leadership development is certainly a topic that is discussed during our year-end evaluations. Tasks and projects designed to allow us to exhibit and enhance our leadership characteristics are a large part of our ...
Views: 568 - 6 Steps To Closing A Sale - by Submitted on Apr 01, 2008 from Jim KleinWhen it comes to closing a sale do you really know how to close? Do you freeze up afraid to close or don't know what to say? Do you know how and when to close a sale or even if the prospect is interested in your product? Well, read on and I'll share with you six ways to overcome these common ...
Views: 1608 - A Marketing Idea Guaranteed To Increase Your Sales - by Submitted on Mar 31, 2008 from Jim KleinWould you like a marketing idea guaranteed to increase your sales? Would you like to stop people from shopping your product or service and losing business to your competition? Would you like to reduce the amount of rejection you're receiving? Would you like clients to understand they have ...
Views: 814 - How To Handle Rejection - by Submitted on Mar 27, 2008 from Jim KleinBeing able to overcome the ill effects of rejection is vital to success in sales. This technique for handling rejection comes from one of my mentors, Tom Hopkins. If you focus on this sales prospecting technique when you get rejected you'll turn the bad feelings into good feelings. If you're ...
Views: 895 - *** You Can Succeed in Sales - by You have the ability right now to learn what it takes to earn whatever income you want. That’s a pretty strong statement, but don't discount it until you've read the rest of this article.
Do you know that the majority of today’s leaders in business were in sales at one time or ...
Views: 1779 - How To Design An Effective Cold Calling Script - by Submitted on Mar 26, 2008 from Jim KleinDo you have an effective cold calling script that makes you feel confident when you pick up the phone? Or are you afraid and feeling like your telephone weighs twenty pounds? A key to building confidence and overcoming the fear of the phone is to have an effective cold calling script. Although ...
Views: 1179 - How To Target Your Most Profitable Market - by Submitted on Mar 25, 2008 from Jim KleinTarget marketing is one of the keys to a successful sales marketing program. Starting your marketing efforts without first identifying your target market is like trying to hit a target with a bow and arrow blindfolded. A very small percentage of the arrows will hit the target. Every product or ...
Views: 828 - All Relationships Are Assets - by Submitted on Mar 24, 2008 from Jim CathcartIn the 1980s I lived in Oklahoma, Tulsa to be exact. My speaking and training business was relatively new and one of my anchor clients was the Oklahoma Bankers Association. They hired me for a total of 27 different presentations over a few years and I wrote a monthly article in their magazine. ...
Views: 1719 - How To Get Past Call Reluctance And Make Your Calls More Profitable - by Submitted on Mar 24, 2008 from Jim KleinGetting past call reluctance is one of the keys to successful cold calling. Understand what's causing the reluctance and work on a solution. The three main causes of cold calling reluctance are lack of a plan, attitude and fear of rejection. Cold Calling Tip #1: Have A Plan. Planning is a key ...
Views: 839 - Sales Rebuttals For Sales Objections - by Submitted on Mar 22, 2008 from Louis JordanTo overcome sales objections we must, first, understand who creates the objections, and why. Only then can we develop appropriate sales rebuttals. Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons for ...
Views: 5863 - I Propose - by Submitted on Mar 22, 2008 from Kelley RobertsonMany companies and their decision-makers require written proposals, and if you are like many sales people, you probably shudder at the thought of this request. However, writing a good proposal doesn’t have to be painful providing you keep a few points in mind. First, recognize that closing the ...
Views: 924 - Do You Have Excellent Sales Presentation Skills, That Guarantee Outstanding Sales Results? - by Submitted on Mar 21, 2008 from Jim KleinMastering the necessary sales presentation skills will increase your results and boost your sales. A sales presentation doesn't begin when you are telling and showing the prospect how you'll solve their problems. It begins before you walk in the door to give the presentation. It begins with ...
Views: 810 - Presenting To A Group - by Submitted on Mar 21, 2008 from Niall DevittPresenting to a group can potentially be a daunting experience even for the most confident of sellers. It is easy for these nerves to contribute to basic mistakes so a little preparation and a few simple guidelines are key to success. Preparation You will have a chance to prepare, and this is ...
Views: 1278 - Unlock The Power Of Cold Call Prospecting - by Submitted on Mar 20, 2008 from Jim KleinCold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. When I started in sales as a real estate agent in 1982, ...
Views: 781 - The Real True Secret To Closing Sales - by Submitted on Mar 19, 2008 from Jim KleinHaving a great closing technique doesn't guarantee you'll close sales. Closing the sale begins before you walk in the door. You can learn every closing technique there is, however, each one will be more effective if you've taken the time to qualify and present properly. If you get to the end ...
Views: 996 - Guaranteed Repeat And Referral Business - by Submitted on Mar 18, 2008 from Jim KleinImagine what it would be like if you found a technique to increase your repeat and referral business. What if this technique not only gave you top of mind awareness with your clients and customers but also provide them with real value? Not staying in contact on a regular basis with past clients ...
Views: 828 - Direct Sales Secrets : What they "Fail to Mention" - by Submitted on Mar 17, 2008 from Joe CrawfordTop direct sales companies offer some of the most robust compensation to their direct sales reps. What Does it really take to earn a six figure or multiple six figure income from the comfort of your own home office? How is it done, and are you a person that can do it? First off earning six ...
Views: 1868 - Speaking Is Selling On Stage - by Submitted on Mar 17, 2008 from Tom NinnessMany sales professionals never consider the opportunity to do workshops and presentations in front of the public. If you are one of them, then you are missing a golden opportunity. Public speaking and doing workshops is my number one strategy in capturing potential clients. Speaking allows ...
Views: 577 - Using Reciprocity To Increase Sales - by Submitted on Mar 17, 2008 from Tom NinnessThe Law of Reciprocity The Law of Reciprocity means to give and take mutually, to return in kind or even in another kind or degree. The law of reciprocity simply means that when someone gives something you feel an obligation to give back. Stephen Covey, author of “The Seven Habits of Highly ...
Views: 585 - How To Quickly Establish Rapport With Your Prospects! - by Submitted on Mar 17, 2008 from Jim KleinI'm sure you'll agree, establishing rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Views: 895 - 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 - Your Most Important Sales Tool - by Submitted on Mar 13, 2008 from Jim KleinIf your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say? Wouldn't it be better to have someone else ...
Views: 740 - Keeping A Hard Copy Record Of Your Sales - by Submitted on Mar 12, 2008 from Niall DevittWe recently recruited a senior salesperson for a top company in the construction industry. Needless to say, there was a lot of interest in the role and it carried a great salary and fantastic benefits package. Eventually two outstanding candidates were short-listed, however it was proving ...
Views: 1220 - How To Get Clients To Take Immediate Action - by Submitted on Mar 11, 2008 from Jim KleinAre you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a ...
Views: 793 - You Have To Work Hard To Increase Sales? - by Submitted on Mar 11, 2008 from Cheryl ClausenWell, that’s what everyone says isn’t it? That’s what you believe, isn’t it? Confess. You’ve bought into the idea that you have to work long and hard and pay your dues in order to succeed. If you aren’t producing the results you want now you think you ...
Views: 825 - Build Rapport The Easy Way - by Submitted on Mar 10, 2008 from Niall DevittHere I will be looking at how to effectively rapport build with a new prospect. I will also be looking at some traditional rapport building techniques and why they might in fact be damaging your overall sales approach. I am not going to be dealing with body language and subconcious ...
Views: 1413 - How To Turn Your Clients Into Raving Fans - by Submitted on Mar 10, 2008 from Jim Klein"Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others of the way they were treated in your place of business." A big problem in the sales world today is that many salespeople and companies spend more time and money to get a new client than ...
Views: 748 - You Can Laugh At Closing Fears, Says The Sales Coach - by Submitted on Mar 10, 2008 from Cheryl ClausenYou’ve invested a great deal of time and energy first developing prospects then meeting for an appointment. At the end of the appointment do you stumble when it comes time to ask for the business? You’re not alone. In fact, a full 63% of all appointments end without the ...
Views: 876 - Follow Up Sales Effectiveness - by Submitted on Mar 10, 2008 from Patricia WeberFollow up in sales is critical. On a recent podcast I talked about how the sales process includes a certain degree of timing. Particularly critical is the timing between a salesperson’s follow-up and a prospect’s pain point to want, not just need, what you sell. Unless you have a crystal ball to ...
Views: 996 - Winning Sales Through NLP - by Submitted on Mar 09, 2008 from Rintu BasuGood sales is important to business development, anything that can give you an extra edge is worth thinking about. How NLP can achive a huge increase to your sales conversions is the subject of this article. We make meaning from our experiences, this is what NLP is about. As a sales ...
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