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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.
- Try Low Prices - Buy TV Stands, Wall Mount Brackets For plasma TVs For All The Brands - by Submitted on Mar 08, 2008 from Amanda GillA High Quality and Easy Installation TV Wall Mount Bracket mean you'll have your Plasma TV on the wall mounted and looking great in no time. This system is easier for clients to use to buy varied tv stands, lcd brackets and wall mounts. Plasma TVs have excellent sightliness from a wide ...
Views: 619 - Sales Rebuttals Overcome Sales Objections - by Submitted on Mar 08, 2008 from Louis JordanThe best way to overcome sales objections is to understand who creates the objections, and why. Only then can you 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 ...
Views: 3302 - The Sweet Spot For Selling Services - by Submitted on Mar 08, 2008 from Suzi PomerantzIntegrated action seals the deal. Want to fast-track results in a business development venture? Want to step up your rainmaking timeline? Want to leverage your sales skills, marketing know-how and networking panache? The secret to impacting your success in sealing multiple deals lies in your ...
Views: 1260 - Has The Secret To Increased Sales Been Discovered? - by Submitted on Mar 07, 2008 from Cheryl ClausenAbsolutely. While this “secret” is right under your nose most don’t put the pieces together and take advantage of the five-pronged key elements for increased sales. You will immediately increase your sales when you include all five elements in your business and develop ...
Views: 846 - The Art Of The Soft Sell - by Submitted on Mar 06, 2008 from Adrian MillerWhen you come across the phrase the art of the soft sell, you might focus your attention on the word “soft.” You might not even do this consciously; many salespeople don’t. And based on this unconscious focusing, you may lead yourself to believe that the difference between conventional ...
Views: 921 - Prioritizing Opportunities - by Submitted on Mar 06, 2008 from Craig Jameshow to prioritize potential opportunities - leads - that come your way, or that you uncover, so that you invest your time in such a way as to maximize your income. First, let's define what a lead is. Dictionary.com defines "lead" (in the business sense) as "an indication of potential ...
Views: 1133 - Paint A Picture To Make The Sale - by Submitted on Mar 06, 2008 from Craig JamesThey say a picture is worth a thousand words. Why is it, then, in our conversations, in our written correspondence, and in our presentations, we act as if the opposite is true - that a thousand words will create the picture we want? Metaphors and analogies are two similar but different word ...
Views: 1159 - Can You Pass this Sales Test, Asks The Sales Coach? - by Submitted on Mar 06, 2008 from Cheryl ClausenBeyond product knowledge, sales skills, and marketing skills there are three essentials for sales success? Do you know what they are? Can you guess? Before continuing please answer for yourself the question, “what are the three essential skills for sales success?” The first ...
Views: 876 - What Are You Writing Down? - by Submitted on Mar 06, 2008 from Bill SayersDo you write a to-do list each day? Do you write down your plans? Do you create a written strategic plan for each year? If you are not writing things down – how are you remembering what you need to do? Writing your goals, plans and activities ensures you have a written and visual plan for your ...
Views: 708 - Sales Is Not A Solo Sport - by Submitted on Mar 06, 2008 from Bill SayersThe sales game requires a team effort for sustainable success. Ask any successful sales rep and they will tell you about their team. Whether it is the accountant, spouse, children, tech support, delivery people, instructors, or suppliers, the rep acknowledges their contribution and is thankful ...
Views: 867 - Who Are You Following? - by Submitted on Mar 06, 2008 from Bill SayersTop sales people leave a trail of clues to their success. Who are your mentors? Do you discuss sales with a mastermind group of likeminded sales people? Too often I see sales people hang out with average performing reps and then can’t understand why they aren’t improving their game. There is no ...
Views: 771 - Having A Vision - by Submitted on Mar 06, 2008 from Bill SayersRecently I lunched with a friend who had just made a major career change from the corporate world to residential real estate. We chatted about what the change meant to him. He gave me the logical explanation and story for his decision. I knew he had made the right decision when he said, “I knew ...
Views: 819 - Where Does The Time Go? - by Submitted on Mar 06, 2008 from Bill SayersHow do you manage your time? During the last year I have had the honour of working with hundreds of sales people. When I ask the question – Who writes down what they need to do each day – at least half the room admits they do not write down their activities. If you don’t write down your tasks, ...
Views: 909 - How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales - by Submitted on Mar 05, 2008 from Cheryl ClausenOne of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you ...
Views: 827 - Discover 6 Keys To Successful - by Submitted on Mar 05, 2008 from Jim KleinAre you planning properly before making your prospecting calls? Imagine you make an announcement to a friend you're going to take a vacation in a couple of weeks. Your friend gets excited and asks, "when are you planning on leaving?" Your reply, "I don't know". She asks, "where are you going"? ...
Views: 851 - Sales Is Not Something You Do To Someone, It's Something You Do For Someone - by Submitted on Mar 04, 2008 from Kelly RobbinsI ask you to stop and really think about what that sentence is saying and how it affects your dealings with prospects. Sales is not something you do “to” someone, it’s something you do for someone. This one sentence suggests to me that I should be open about how I can help ...
Views: 1436 - How To Earn Bigger Tips And Commissions - by Submitted on Mar 04, 2008 from Victor AntonioOne of the fastest ways to build rapport and trust is to prove, in concrete terms, that you are looking out for the client’s best interest. Zig Ziglar said that people don’t care how much you know until they know how much you care about them. One tried and true strategy that I use ...
Views: 1535 - Are You Struggling To Make Appointments With Prospects? - by Submitted on Mar 04, 2008 from Jim KleinUse These 5 Powerful Prospecting Tips and Make More Sales Appointments. Wouldn't it be great to prospect with confidence knowing you have the plan that will help you set more appointments? Then you'll be glad you found these 5 prospecting tips. If you use them you'll be guarantee to make better ...
Views: 748 - If You Can Do This You Can Increase Sales - by Submitted on Mar 04, 2008 from Cheryl ClausenSalespeople are busy people. Some are so busy they’ve come to realize that time management is actually keeping them from achieving the outcomes they want. It’s frustrating that something so seemingly simple is such a source of trouble. What most people either don’t realize ...
Views: 872 - Are Your Sales Executives Marketing Or Selling? - by Submitted on Mar 03, 2008 from Marc Andrew ThompsonHow much business is you company losing due to sales executives using the marketing approach when meeting with existing or potential clients? Over eighty percent of sales executives in South Africa actually market their company’s products and services. The modus operandi of a sales executive in ...
Views: 651 - Which Of These 5 Sales Struggles Would You Like To End? - Sales Coach - by Submitted on Mar 03, 2008 from Cheryl ClausenWorking with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five ...
Views: 839 - The Most Underused And Powerful Method Of Lead Generation - by Submitted on Mar 03, 2008 from Jim KleinAre you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? I'm going to ...
Views: 703 - Discover The Powerful Lead Generation System - by Submitted on Feb 29, 2008 from Jim KleinDeveloping an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral ...
Views: 739 - Give Me 90 Days And I'll Give You A Plan For Phenomenal Success - by Submitted on Feb 28, 2008 from Cheryl ClausenTop producers are regular people who take specific actions that average or poor producers don’t. That means there is nothing preventing you from joining this elite group except you. If you’re willing to remove yourself as an obstacle to your success you’ll become a top ...
Views: 902 - 11 Powerful Methods Of Sales Lead Generation - by Submitted on Feb 28, 2008 from Jim KleinAre you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads? If you answered No to these questions you're either satisfied with the income you're earning - or ...
Views: 1605 - How To Get Face To Face Over The Phone - by Submitted on Feb 27, 2008 from Jim KleinOne disadvantage of selling by telephone is the lack of face to face contact. Mastering this phone skill will give you an advantage over most sales people. When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused ...
Views: 845 - 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 - 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 - What Do Your Exit Polls Say? Six Steps To Sell More Now! - by Submitted on Feb 26, 2008 from Tim WackelThe last several months have been very interesting if you’re a political enthusiast. I’ve watched candidates travel across the country, shaking hands, kissing babies and spending millions of dollars trying to win their party’s nomination. There is an abundance of talking heads analyzing every ...
Views: 697 - How Sales Training Keeps You From Sales Success - Sales Coaching - by Submitted on Feb 26, 2008 from Cheryl ClausenHow much time, energy, and money have you invested in sales training programs, seminars, workshops, and books? If you’re serious about becoming a top sales professional the total is a large number…perhaps so large you could buy a car or at least make a couple house payments with ...
Views: 849 - Finding the Right Home for Your Sales Skills - by Submitted on Feb 26, 2008 from Lee SalzIt's that time of year again when salespeople peak their heads up from their cubicles to see if there is a better opportunity out there. So, what do I mean by "that time of the year?" Actually, it's most every day. The way most salespeople are wired, they have an insatiable urge for more. More ...
Views: 1212 - 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 - Successful Selling and the Theory of Relativity - by Submitted on Feb 26, 2008 from Lee SalzAlbert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant's ...
Views: 960 - The Most Underutilized Strategic Advantage - by Submitted on Feb 26, 2008 from Lee SalzYou have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to ...
Views: 812 - The Best Sales Pro Around Teaches Others His Secrets - Sales And Selling Technique - by Submitted on Feb 25, 2008 from Cheryl ClausenDrum roll please. And bounding out from behind the curtain smiling and bowing to the roaring applause appears our sales super star. The crowd is teaming with emotion putty in his paws. Yes, if you didn’t go out searching for your dog if you ended up bringing home a dog you ...
Views: 781 - Pay For Your Life Insurance Now...Cash in After Your Death - Insurance Sales Success - by Submitted on Feb 25, 2008 from Cheryl ClausenWait a minute. That doesn’t sound like a fantastic deal, does it? We’re an instant gratification society we want to have it all now, and worry about how we’re going to pay for it later. Hmmm, that puts you and your proposition in an awkward position now doesn’t it? ...
Views: 810 - How A Strange Envelop Saved Bob From An Empty Appointment Book - Sales Coaching - by Submitted on Feb 25, 2008 from Cheryl ClausenBob, had just finished up another frustrating day that yielded no sales, and no appointments for future sales. He plopped down at his desk and began to sort through his mail dreading the bills he knew he’d find, and wouldn’t be able to pay. As he quickly sorted through the pile ...
Views: 858 - The Secret to Overcoming the Price Objection - by Submitted on Feb 25, 2008 from Lee SalzOk. This is false advertising. There is no secret to "overcoming" the price objection. The truth is that the price objection cannot be overcome. That is because it isn't intended to be overcome. It is meant to be resolved through thought facilitation by a sales person. The sales person's role is ...
Views: 814 - What's The Plan? - by Submitted on Feb 25, 2008 from Lee SalzThe other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term "spot," it means to watch and assist the lifter if they need help. Of course, I agreed to do this. As is customary when spotting, I asked him how many reps ...
Views: 791 - When the Sale Doesn't Happen - by Submitted on Feb 25, 2008 from Lee SalzIn the 70's and 80's, there was a great television show called "Quincy." This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be a death by natural causes and realized that the actual cause of death was murder. ...
Views: 869 - What Every Sales Person Could Learn From the Yankees - by Submitted on Feb 25, 2008 from Lee SalzThis is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a good year. However, as Joe ...
Views: 828 - Powerful Questions That Will Increase Your Sales - by Submitted on Feb 24, 2008 from Kelley RobertsonI recently wrote an article called, Feeble Questions Can Kill Your Business. In the article, I stated that too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones. Many people contacted me and requested more information on what constitutes a ...
Views: 964 - Priming the Sales Applicant Pump - by Submitted on Feb 24, 2008 from Lee SalzI spend much of my time working with companies to help them identify and hire the right sales talent for their company. One of the biggest frustrations that I hear from my clients is that they struggle to get people to apply for their jobs. Thus, they feel they have to settle for the few ...
Views: 873 - Secrets Buried In a Sales Person's Resume - by Submitted on Feb 24, 2008 from Lee SalzIn my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar ...
Views: 923 - The Sales Person's First Day - by Submitted on Feb 24, 2008 from Lee SalzIt's a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike ...
Views: 817 - 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 - Do You Have What It Takes To Increase Sales? - Sales Coaching - by Submitted on Feb 22, 2008 from Cheryl ClausenMany people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales. If you’re in a service ...
Views: 832 - Free To Insiders...$2 To Everyone Else - Sales And Selling Technique - by Submitted on Feb 22, 2008 from Cheryl ClausenAre you an insider? An insider is a person who is able to position themselves in a way to make the connections they need to get all the leads they want. Insiders develop their own proprietary leads list of highly qualified potential prospects. Everyone else pays big bucks to get these names ...
Views: 875 - Diary Of A Lonesome Insurance Salesman - Insurance Sales Success - by Submitted on Feb 22, 2008 from Cheryl ClausenWhen you open your appointment book does it look like your bank account? Empty! Can you sit in your office for hours on end with no interruptions in the form of phone calls from potential prospects and suspects dropping in? Feeling as lonely as the Maytag repairman? Well, at least ...
Views: 911 - Sales And Selling Technique: Sweeps Week - by Submitted on Feb 21, 2008 from Cheryl ClausenDuring sweeps week the television stations break-out their best programming in an effort to drive their ratings up. They know if they can catch a viewers attention and then give them something they want the viewer is likely to tune in as a regular viewer each week. The stations performance ...
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