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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.
- Gap Analysis - by Submitted on Apr 23, 2009 from John AOVIdentify the Real Need of the Prospect As a salesperson, you are in the business of gap analysis. You are a "problem detective." Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product ...
Views: 1004 - Two Steps to Improving Your Marketing Success - by Submitted on Jan 22, 2004 from Joel SussmanSince the human brain seems to be able to focus on only one thought at a time, it's difficult to evaluate an advertisingidea from the perspective of both a marketer and a customer. That's why it's necessary to use a two-step process when developing highly effective ads, sales letters, web pages, ...
Views: 1004 - Don’t Answer Objections, Isolate Them! - by Submitted on Oct 15, 2007 from Mike BrooksMost sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them ...
Views: 1003 - Give Your Sales Team A Routine Checkup - by Submitted on Mar 09, 2012 from Marco GiuntaThe sales world is ever changing. And, the truth is that many of us are probably guilty of paying more attention to our car's maintainance than to the "shape and condition" of the relationships that we take part in every day. Because of how jam packed our lives are, in general, who has time ...
Views: 1003 - The Sales Motivation Secrets You Must Know! - by Submitted on Jun 06, 2011 from Peter O'DonoghueIt does not matter if you are salesperson of the year or if you are in the first week of your sales career, you will definitely come across a period of time where you will encounter a steady stream of 'No Thanks' During these challenging times it is very easy, despite the salespersons amazing ...
Views: 1003 - 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 - 6 Simple Rules Of Power Can Have Amazing Benefits For Your Life And Success! - by Submitted on Nov 18, 2010 from Jeff PrattLearning About 6 Simple Rules Of Power Can Have Amazing Benefits For Your Life And Success! here's one thing that differentiates happy and successful individuals from misfortunate, unsuccessful individuals. It's all in the attitude and personal power. We can't all of the time control the ...
Views: 1001 - Laugh Your Way to Closing the Sale - by Submitted on Jun 06, 2011 from Peter O'DonoghueEveryone can probably remember a cartoon or television show that makes them laugh every time they think about it. And every time we think about it, it makes us laugh again and we tell all of our friends that they have go to watch it as soon as they get a chance. This kind of Humour, you ...
Views: 1001 - Sales Performance Boost For Top Salespeople – Part Two - by Submitted on Feb 11, 2008 from Patricia WeberMy husband was stuck in our home elevator for 75 minutes. The inside elevator door latch had no hinge for him to grab and my attempts to remove the outside door hinges failed. A community police officer couldn’t budge them off either. And the eight firemen, who repeated all the same steps and ...
Views: 1001 - Sales Prospecting - The Quickest Way to Find New Business - Part 1 - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhen sales people are prospecting we very often overlook the easy solutions. Where ethically acceptable to do so, the quickest way to get new business appointments meetings is to contact the competition of your existing clients. Example 1: My business was recently emailed by a search ...
Views: 1001 - The Little Secret To Close 57% More Sales - by Submitted on Aug 26, 2011 from Milly SonnemanReady to impress your clients and look like a pro at the whiteboard?. In this short article, you’ll find out the biggest little secret to jumpstart your sales success. More and more sales professionals, educators and business leaders are using a whiteboard. Turns out, it is the fastest way to ...
Views: 1001 - Addressing Differentiation: Can You Turn Today’s Tough Economy In To Your Best Year? - by Submitted on Aug 05, 2008 from Anne WarfieldGetting clients and building your base through referrals is essential in the insurance field. Yet, it is harder than ever to be able to do just that. Clients guard their time and seem more reluctant than ever to release their friend’s names even if you have done a fabulous job for them. As ...
Views: 1000 - Online Sales Training - Is it Right For You? - by Submitted on Jun 06, 2011 from Peter O'DonoghueOnline Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, there is set to be massive increase in adoption in 2009/2010. Many ...
Views: 999 - The Power Of Self-Development - by Submitted on Oct 22, 2007 from Kelley RobertsonSelf-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development. “Let’s start with what seems to be an obvious question…why is self-development so important?” Business is more competitive and challenging than ...
Views: 999 - 7 Crucial Reasons Why You Need to Market Yourself as an Expert Starting TODAY - by Submitted on Mar 13, 2007 from Nancy MarmolejoWith the phenomenal rise of media outlets such as cable TV, online networks, blogs, podcasts, and more, never before has the demand for quality information been higher. From magazine publishers to bloggers, expert opinion is needed to provide valuable content for listeners, readers, and web ...
Views: 998 - The Power of Referrals - by Submitted on Nov 29, 2012 from Casey FitzGeraldAt a recent conference, I was presenting at a session with sales managers and business owners, and the topic of referrals came up. The sales leaders in the room expressed frustration that their team wasn’t asking for referrals, despite the fact that everyone on the team knew that the quality of ...
Views: 998 - Refer-ability Tips to make you Great - by Submitted on Apr 08, 2013 from Andrew HortonThe few tips I will share with you in this article, are not earth shattering and going to leave you with one of your “WOW” moments in life. They are very simple, but when done consistently make you referable and unfortunately when neglected will keep you trapped in average. So the question you ...
Views: 997 - 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 - 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 - 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 - Understanding the New Sales Process - by Submitted on Jan 09, 2013 from Casey FitzGeraldWelcome to a new year! One that I think demands a new understanding of how we sell, and how buyers are buying. In recent years, buyers in the sales process have become increasingly educated, and with that, the sales process has undergone a transformation. In order for your team to be ...
Views: 996 - Home Office Does Your Customer Really Care - by Submitted on Jan 26, 2010 from Robert WeeseMany business people, specifically those just starting out that previously worked out of a “bricks & mortar location are nervous about letting clients find out they wok from a home office. First they don’t know what to say when someone requests a meeting at their office and then there is ...
Views: 994(1 vote) - ROMANCING THE CLONE - by Submitted on Aug 06, 2007 from Don McNamara CMCAs everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked ...
Views: 993 - Advertising Campaigns That Get Results - by Submitted on Aug 07, 2005 from Charlie Cook"Advertising doesn't work." I hear it from my clients all the time. One client was about to file for bankruptcy because she wasn't getting a good response to her radio ads, and the cost was killing her. But she knew her target market was listening; she knew she needed to get her name out there ...
Views: 992(1 vote) - Dealing with Distractions - by Submitted on Oct 23, 2006 from Kelley RobertsonIn today’s business world it is not uncommon for many sales people to work from a home office. At first this may seem like a great opportunity, however, it does create some unique challenges. One of the biggest obstacles is the number of distractions that can take us away from our work and ...
Views: 992 - 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 - The Key to Sales Success - by Submitted on Apr 28, 2009 from John AOVLearn to Listen Well A vital key to sales success is listening. The ability to listen well is absolutely indispensable for success in all human relationships. The ability to be a good listener in a sales conversation is the foundation of the new model of selling. It leads to easier sales, ...
Views: 992 - What are the elements of a good sales letter? - by Submitted on Mar 22, 2011 from Helen DowlingThinking about sending out a sales letter to your contacts this year? Before you do, stop and put in place some things that will prevent you from making some of the basic mistakes that sales letters tend to have in them. 1. Being too short One of the biggest mistakes sales letters include ...
Views: 991 - Closing and the Circle of Fear - by Submitted on Jun 12, 2007 from Niall DevittWe always try to talk to or interview individual sales people before we deliver in house sales training. As part of this discussion the salesperson is asked about the areas of their selling that they feel they need help with. At this stage we must have talked to nearly one thousand salespeople ...
Views: 990 - How to Organize Your Marketing - by Submitted on Jan 28, 2005 from Charlie Cook"I hate sales pitches!" You may have felt this way yourself or heard others say it. If it's such a common response, what's the best way to organize your marketing to attract new clients and customers? While getting all aspects of your marketing right can be complicated, the simple truth is that ...
Views: 990 - How To Successfully Sell - by Submitted on Sep 23, 2010 from Anthony MoraWhat are the elements of a successful sales call? There are two, 1) know your information and your product or service, 2) understand the specific needs of each prospect you talk to, and address them. Nothing will lose you a sale quicker than sticking to a basic script while your prospect is ...
Views: 990 - 9 Sales Practices to Master - by Submitted on Jul 20, 2012 from Anika DavisYou may not realize it, most of us are into sales, even if it’s not really part of your title or job specification. Remember that even if you’re not selling goods or services, you still have to sell yourself and your ideas. Here are more tips and reminders on how to succeed in sales. 1. ...
Views: 989 - Integrity In Sales - Consultative Sales - by Submitted on Nov 08, 2007 from Louis JordanIntegrity in sales starts when you look someone in the eye, shake their hand and introduce yourself. If you start off the relationship by being disingenuous about your position why would anyone want to buy from you? Since the early 90's the word "consultant" has become the buzz-word for sales ...
Views: 989 - The Secret To Unlock Easier and Faster Sales - by Submitted on Aug 26, 2011 from Milly SonnemanRecognize the big fears and daunting problems your audience faces. Address these audience fears head on…if you want to move people into action. Learn the secret key to unlock bigger, easier and faster sales. You know your product and service inside and out. You already are deeply familiar ...
Views: 989(1 vote) - Finding Profits in a Downturn Economy - by Submitted on Aug 06, 2012 from Anne WarfieldSharks hunt for prey by finding movement in the water or blood. In today's economy you can often find people mistakenly adopt a "shark" sales mentality. They feel they need to circle out there and surround customers by getting to them first. First smell of blood in the water and they go for ...
Views: 987 - Sales Training Vs Sales Motivation - by Submitted on Jul 12, 2008 from Michael PedoneMany sales people go to sales seminars with hopes of removing the struggles that can come along within a sales position. The optimistic outlook of finally learning that one "magical phrase" or technique that will eliminate all objections and close every sale is a powerful lure to a hungry sales ...
Views: 987(2 votes) - Eliminate The Negatives - by Submitted on Sep 11, 2008 from Michael BeckStop reading the newspaper! Everyone acknowledges that the newspaper is mostly filled with negativity – murder, fire, war, disasters, etc. Stop feeding yourself with it! Believe me, you can’t help but be informed about major stories one way or another. We are bombarded. There is no need to go ...
Views: 986 - 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 - Shorten Sales Cycles By Capitalizing On Trigger Events - by Submitted on Jul 14, 2008 from Craig EliasJed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he's not getting very far. "People tell me to call back in two months, four months, six months, when they will be looking at this problem" he says, perplexed. ...
Views: 986 - How Well Do You Know the Consumers of Tomorrow? - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe sales world is changing and you should be aware of the impact of the changing tastes of consumers and how it can effect your business. Do you know what makes a millennial tick? The Millennials: Other wise known as the Generation Y, the Echo Boomers and the Net Generation, they are ...
Views: 985 - It's Not in The Budget - by Submitted on Jan 13, 2010 from Eric Slife“It’s not in the budget.” Sound familiar? This is probably the number one objection most salespeople have experienced the last two years, and it’s not a smoke screen. What do you do when your prospects tighten their purse strings? The primary reason sales people encounter this objection ...
Views: 985(1 vote) - Get Inside Your Prospect's Head - by Submitted on Sep 27, 2008 from Craig JamesDo you ever shake your head and wonder why so many prospects fail to pull the trigger when you've clearly made a compelling case for them to do so? To those of us in Sales, it makes no sense - it's clear as day that they should. But for some reason we can't fathom, it often doesn't appear to be ...
Views: 983 - 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 Waste My Time! - by Submitted on Jun 30, 2005 from Kelley RobertsonDon’t Waste My Time! Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual’s are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent ...
Views: 982 - Deliberate Role of Call Centers to Progress sales and Build Customer Loyalty - by Submitted on Feb 22, 2012 from Shane ReidThere are certain times when customer oriented industries face a major constraint in building the economy. At that period of time, it becomes evitable that the call centers either reduce their manpower or steps back from the main operations. Call center outsourcing industries need to emphasize ...
Views: 981 - So what can we do about Stress? - by Submitted on Jun 25, 2008 from Michael BeckIn my workshops, I'll ask participants for examples of stress-causing situations or events. They're always eager to offer real-life examples of stressful events. (Some examples may have already popped into your head as you read this.) But the reality is that there are no stressful situations! ...
Views: 981 - Trust is the Lubricant, which will help you achieve Greatness - by Submitted on Feb 04, 2013 from Andrew HortonYour parents give you your name when you come into the world, but it is up to you what sort of name you present to the people around you throughout the rest of your life. As you know it takes years to build your reputation, but if you allow your guard down, one small discretion can destroy it ...
Views: 981(1 vote) - Why You Should Ignore That Whiteboard - by Submitted on Aug 19, 2011 from Milly SonnemanWhen you’re giving sales presentations and training your salespeople to win at the game of selling, it pays to use the whiteboard. Discover 7 reasons to ignore whiteboard presenting…that could be holding you back. Let’s explore why you should ignore that glossy board hanging on the ...
Views: 981(1 vote) - Characteristics of Great Sales Negotiators - by Submitted on May 15, 2007 from Kelley RobertsonVirtually everyone in sales is required to negotiate. After conducting hundreds of workshop and working with thousands of people during the last decade, I have discovered that most sales people are not as effective at negotiating as they could be. However, I do come across great sales ...
Views: 980 - How to Lose a Prospect’s Attention Quickly and Easily - by Submitted on Jan 01, 2009 from Kelley RobertsonWhen you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect with them. If you fail to achieve this they will quickly tune you out. Here are several things you can do to lose your prospect’s attention in the ...
Views: 980(3 votes)