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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.
- The Little Known Secret To Sell My House Fast In Any Market - by Submitted on Oct 18, 2010 from Adam AyerDid you just ask yourself, "Where can I sell my house fast?" but you are puzzled on how to move forward in hard markets like Brooklyn, NY or California? If so, keep reading. In this article, I am going to give you a few solutions with their pros and cons. By the end of this page, you will be ...
Views: 980(5 votes) - Finding Your Sales Style - by Submitted on Mar 16, 2011 from Andrew McCombeIf there is one thing most new business owners are scared of, it is the prospect of selling. You hear it over and over – the phrase ‘I’m not a sales person.’ The truth is, we are all sales people. The only difference is that we do not all have the same sales style. If trying to sell the ...
Views: 979 - How To Sell Your CFO On Sales Training - by Submitted on Oct 31, 2007 from Jeff HardestyWhen in Rome… Do as the Romans Do Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they ...
Views: 979 - Sales Prospecting - The Quickest Way to Win New Business Part 2 - by Submitted on Jun 09, 2011 from Peter O'DonoghueWe are looking at the quickest ways to win new business by careful sales prospecting. The reality is there is no quicker way to develop a list of target clients than to revisit your past successes, the companies involved and target their competitors and their Industry. An Example: A ...
Views: 978 - Sales Training - Daily Recovery Important for Introverts - by Submitted on Oct 14, 2008 from Patricia WeberWhile autos can go a day or sometimes more before a fill up is required, introverts who sell will discover accelerated sales results with a daily routine centered on three areas: release techniques, comfortable marketing activities and targeting those activities to identified prospects. One ...
Views: 978 - The Best Key To Unlocking Door To Opportunities - by Submitted on Oct 03, 2005 from Abel ChengI have a friend who is a sales professional and he is very successful in his field. I asked him about the secret to his meteoric success. If you are selling products that everybody needs, apparently everyone is your prospect. This is what happens to my friend. Everybody he sees is his potential ...
Views: 978 - The Magic of Masterful Closing - by Submitted on Nov 02, 2009 from Diane HelbigI’m always amazed to hear people talk about master closers. It’s as if their skills are most significant at the END of the cycle. This seems to me to be rather misleading. Are we saying that it doesn’t matter how you handle the prior steps as long as you have some magic at the end? I believe ...
Views: 978 - Stop the Slaughter of Innocent Copy! - by Submitted on Feb 27, 2007 from Karon Thackstonby Karon Thackston © 2007, All Rights Reserved It's one of the worst things to ever happen in the search engine copywriting field: the discovery of keyword density. I won't venture off into a discussion about whether keyword density is still a valid measure of search engine optimized (SEO) ...
Views: 977 - The Best Sales Lesson I Learned From An 80-Year Old - by Submitted on Jun 04, 2008 from Kim DukeFor those of you who don't know - I come from VERY humble beginnings. I grew up in a little town so small it was actually called a HAMLET! There are so many advantages to growing up in a little place like that. You're surrounded by people who KNOW WHO YOU ARE. (now as a kid and especially a ...
Views: 977 - Why Can't I Hire The Right Sales People? - by Submitted on Dec 28, 2007 from Lee SalzA disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program. Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will ...
Views: 977 - Barrier of Entry - by Submitted on May 27, 2009 from Dirk ZellerSelling in the new millennium has moved away from transactional based selling to relational based, or values based, selling. For many years, real estate Agents could focus on “doing the deal” – get the consumers into the home and the loan, and move on. Consumers are looking for more than the ...
Views: 976 - 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 - The Importance of Goal Development - by Submitted on Aug 09, 2011 from Henry OkwoAs the economy continues to regain strength, sales managers are still struggling to get the most out of their current sales staff especially after the many cutbacks of resources during the recession. After research of over 1000 sales reps over a 2 year period, only slightly more than half of the ...
Views: 976 - The Sales Training Series: Who Is This Customer Really? - by Submitted on Apr 06, 2006 from Randy DennisonThe Sales Training Series: Who Is This Customer Really? A lot of salespeople are good at organizing. Some are even good at sales strategy. But very few know how to use those sales skills to devise an effective, repeatable plan for gaining commitment from customers—a plan that begins to take ...
Views: 976 - Determining Visitor Types - by Submitted on Aug 26, 2004 from Susan FriedmannThe trade show floor is full of different types of people with different agendas. Some people have specific goals for attending the show; others do not. As an exhibitor your observation and questioning skills will be your key to determining who may be a viable sales prospect. Familiarize ...
Views: 975 - 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: 975 - The Persuasive Way of Getting Others to Accept Your Point of View - by Submitted on Nov 03, 2009 from stephanie stephanieGetting others to accept you point of view has never been easy. Almost all of us are never taught how to argue your point of view in a right manner. I said right manner because a lot of people when talking about their opinions, they are arguing it in a destructive manner and then conflicts ...
Views: 975 - What My Teenagers Taught Me About Marketing "Stuff" - by Submitted on Aug 16, 2005 from Charlie CookMy kids taught me a lot about marketing communication when they were teenagers. My son had me playing 20 questions. When I asked what he'd done at school or out with his friends the night before, I'd get one of two classic teenage responses; "Stuff" or "Nothing". I'd have to pepper him with ...
Views: 975 - Product versus Service - by Submitted on May 12, 2011 from Bill SayersDuring my 25-years in corporate sales life I sold both products and services. Sales people who inform me that they sell a service and that is more difficult than selling a product and it is a different sale, constantly approach me. I ask them how their business is going and they usually say – ...
Views: 974 - How My Coaching Program Changed My Life - by Submitted on Jul 10, 2007 from Ellen BessoWhen I took my coaching training, I had spent many years on my own self-growth as I simultaneously assisted others with life challenges. I thought I was pretty self-actualized. I gave myself permission to do most everything that appealed to me, including moving across the country at age 40 and ...
Views: 973 - A Lesson From “The Apprentice” That Can Make You A Master - by Submitted on Apr 27, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I have to admit, I was curious. When I saw previews of a new show called “The Apprentice,” it made me want to at least watch the premiere to see what was going on. Immediately, I was hooked. The whole idea of candidates - from all walks of life, not ...
Views: 973(1 vote) - Dignity, Self-Respect And Real Estate Success - by Submitted on Apr 25, 2008 from Jacques WerthA Different Mindset for Successful Realtors 572 Words 4 - 5 Minutes We have trained hundreds of Realtors and Brokers. Most of them were already quite successful before they enrolled in our sales training courses. And, all of them had previously been trained by one or more of the well known ...
Views: 973 - The Best Time to Sell At The Whiteboard - by Submitted on Aug 19, 2011 from Milly SonnemanUnless you’ve been in the distant wilds and away from business presenting for some time, you are familiar with selling at a whiteboard. Discover what most experts won’t tell you: the very best times to appeal to you audience and sell more with less effort. Today’s PowerPoint saturated ...
Views: 973 - “Top 10 ways to increase sales in 2010” – Part 2 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s time to finish building our “Top 10 List” for 2010. This time we look at items 6 though 10. If you missed the first 5 ways to increase sales in 2010 be sure to visit the article archive (http://www.engageselling.com/articles/article-top-ways-to-increase-sales-in-the-new-year.shtml). ...
Views: 973(1 vote) - 5 Secrets to Exercising Authority - by Submitted on Aug 21, 2007 from Mike BrooksIf you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose ...
Views: 972 - Have You Prepared for Success in Sales? - by Submitted on Mar 30, 2005 from Jim KleinMy wife and I watched the movie Ray a couple of weeks agowhen it came out on DVD. In the movie Jaime Foxx plays thelegendary singer Ray Charles. I was amazed at how Jaime hadcaptured the essence of Ray Charles. Many times throughoutthe movie I wondered if it was Jaime Foxx or Ray Charles I was ...
Views: 972 - The Power of Questions - by Submitted on Jul 23, 2007 from Kelley RobertsonParticipants in my sales training workshops often ask how they can better control the sales process. Most people spend the majority of their time talking about their product or service believing that telling is selling. Although they may have been trained to do this, it is an ineffective ...
Views: 972 - What Every Sales Manager Ought To Know About Sales Leadership - by Submitted on Jan 13, 2011 from Ralph BurnsIn this episode we are going to teach you about enthusiasm as a sales manager. And what every sales manager ought to know, but nobody will tell you about sales management. On our continuing series on motivational profiles in your sales people, what we talk about today what we talk about will ...
Views: 972 - “Learn / Teach / Sell” Yourself to More Sales - by Submitted on Feb 27, 2007 from Mark HunterEvery sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a ...
Views: 972(1 vote) - Are You Barking Up The Wrong SALES Tree? - by Submitted on Jun 02, 2007 from Kim DukeLast summer I was sitting on the deck at a gorgeous remote Canadian lake, watching my little dog Macey go NUTS chasing all the squirrels. She'd chase them at 100 MPH through the bush and UP the tree they would go - fluffy tails flying and they would chatter indignantly from 30 feet above. Then ...
Views: 971 - 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 - 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 - Sales Tip – 5 Step Prospecting - by Submitted on Jun 06, 2007 from Tom KellyAre you tired of cold calling? What would it mean to your overall sales if you were getting in front of highly qualified, favorably introduced clients on a regular basis? If you are ready to increase your effectiveness as a sales person, use the following 5 Step Prospecting method to increase ...
Views: 971 - The 800lb. Gorilla - A Sales Friend Or Foe? - by Submitted on Feb 12, 2008 from Diana HabichIt seems the 800lb. Gorilla has escaped his cage and is joining many of my coaching clients in critical sales meetings. Other clients mention some interesting elephants making their way into the conference room. They’re both sitting in the corner waiting for acknowledgement and hoping you’ll ...
Views: 971 - Winnie the Pooh™ and You…at the Tradeshow? - by Submitted on Feb 27, 2007 from Susan FriedmannAt first glance, there’s no connection between Disney’s Winnie the Pooh and tradeshows. The same is true of Piglet, Tigger, and the rest of the gang. What could this cuddly group of childhood favorites possibly teach us about exhibiting? Surprisingly, quite a bit. There are some very strong ...
Views: 971 - 8 Essentials Of Buying A Camcorder Online - by Submitted on Oct 21, 2007 from Arthur RaiseThe market today is flooded with options and even when you want to purchase a camcorder you can be confused by the number of brands and configurations. When you want to but a camcorder, think about what you intend to use the camcorder for and how extensive your use will be. Don’t just buy the ...
Views: 970 - Sales Through Storytelling: Story Tell, Story Sell! - by Submitted on Aug 21, 2006 from Craig HarrisonNothing succeeds like success! And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not? The secret is in how you share your successes. Learn to tell thirty-second "success stories." During sales calls a quick-hitting story can make or reinforce a point in ...
Views: 970 - How To Transform Your Web Site Into A Persuasive One - by People buy because they are persuaded to buy. This holds true on or off the web, you can have the best and cheapest product in the world, but unless you have a persuasive sales approach no one is going to buy. Period. Cool web sites do not sell. That's why over 90% of web sites do not produce ...
Views: 969 - Selling a Higher Price in a B-B Environment - by Submitted on Feb 27, 2007 from Mark HunterEven the most sales savvy among us have had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about it never makes for an easy conversation. When discussing a price increase in a business-to-business environment, it is ...
Views: 969 - 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 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 968 - Transforming Problems into Sales - by Submitted on Mar 28, 2005 from Jeremy CohenMy silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn’t be at ease until it was silent again, so I filled the tank. Did I fill it to satisfy a want or a need? Does it really matter? Probably not. The gurgling tank ...
Views: 968 - The Truth About Sales Presenting - by Submitted on Aug 26, 2011 from Milly SonnemanFar too often a generic sales presentation is the be-all and end-all for a busy sales team. A single presentation is supposed to work in any situation for any audience. But, let’s face it…does this really work? How can one sales presentation do the heavy lifting for every situation and every ...
Views: 967 - Closing The Sale Or Qualifying The Quality Of The Prospect? - by Submitted on Dec 25, 2007 from Louis JordanClosing the sale has always been what we have been told to do - the "ABC of selling" and "lots of little Yes lead to a big Yes" were designed to do just that. These tactics can work for low-end consumer sales, very small business sales and industries where you do not rely on repeat business or ...
Views: 966 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 966 - Screw The Recession - by Submitted on Oct 07, 2008 from Jim MeisenheimerYesterday I was talking to a sales person, Griff Neighbors, who I've known for more than 10 years. He said Jim, "I took your advice and have a white board in my office. On the whiteboard I wrote, Screw The Recession." This got me thinking about what's going on in our country, especially ...
Views: 966 - The Rules of Selling - by Submitted on Apr 15, 2009 from Kelley RobertsonWe live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I believe that success in sales follows a basic set of rules. Fill the pipeline. Many people experience tremendous peaks and valleys in their ...
Views: 966 - Get a Competitive Marketing Edge with These Public Relations Tactics - by Submitted on Mar 26, 2006 from Joel SussmanOne of the least understood, most underutilized marketing techniques in the business world is public relations. That fact represents an opportunity for small business owners and managers who are willing to devote a little time to cultivating relationships with reporters and editors in their ...
Views: 965 - Networking: Basics or Bust! - by Submitted on Oct 11, 2006 from Honoree CorpronHow is your business going? I mean, how is it really going? Do you have all of the clients and revenue you desire, or are you struggling to generate what you know you want, desire and deserve to have? Have you ever wondered how the super-successful people in your industry seemingly golf, lunch, ...
Views: 965 - The #1 Secret of Top Performers - by Submitted on Mar 30, 2007 from Terri Roulette McCartneyWhether it is a decisive decision on their part or is just something that happens without conscious participation, top performers focus on developing their innate strengths rather than on correcting their perceived weaknesses. It is a simple distinction, but one that separates the common and ...
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