Self Improvement Site
On The Internet! Take the Self Improvement Tour
On The Internet! Take the Self Improvement Tour
Sales Training Articles
.jpg "Matthew G. Sikich II"){kind=small}
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.
- Sales And Selling Technique: The 2 Most Underperformed Steps In Sales - by Submitted on Feb 20, 2008 from Cheryl ClausenDo you think sales starts at the appointment? If you do you’re short-changing yourself and working far harder than you need to. Your sales results are far less than they could be. The first two steps in the sales process happen long before the appointment. Step one is to ...
Views: 850 - Sales Coaching: 2 More Bite The Dust...Don't Let It Be You - by Submitted on Feb 20, 2008 from Cheryl ClausenThe wheat is falling from the chafe. Just this past week two more sales people fell. It happens every day of every week of every year, and when the external economy gets tight it only escalates. No matter how good you think you are in sales you will fail if you fail to do what it takes to ...
Views: 829 - Help, I Can't Sell - Insurance Sales Success - by Submitted on Feb 20, 2008 from Cheryl ClausenOh my gosh; nobody has any money, you have a sales manager threatening to cut you loose, and you can’t sell anyone anything! What are you going to tell your family and friends? How are you going to pay your bills? What are you going to do now? First, stop the conversation ...
Views: 963 - Sales Training: Stop Traditional Based Selling & Focus On Consultative Selling Now - by Submitted on Feb 19, 2008 from Will BrooksToday, the sales role has more in common with a fighter pilot's job than anything else. It is defined by periods of patient waiting punctuated by moments of unimaginable excitement. The secret is to keep a constant flow of fresh leads without losing track of any of your current prospects and ...
Views: 772 - Make Your Sales Job Successful - by Submitted on Jul 27, 2009 from Todd HicksDo you have the desire to work as a retail salesperson or promoter? Do you want to learn how to get plenty of signups or sales? This article can help you. Over ten years ago, I worked as a window display demonstrator for a magnetic window company that was based in St. Louis, Missouri. The ...
Views: 643 - Sales And Selling Technique: Oh, Now That I'm Mad You Pay Attention to Me? - by Submitted on Feb 19, 2008 from Cheryl ClausenDo you want to get rid of a client really fast never to have them return? Of course, that’s not what you want. When you’ve earned a client or you have a prospect in your sales funnel you want them to stay a client for a life-time continuing to buy from you, and referring others to ...
Views: 868 - Sales Coaching: How Much Time Do You Spend Actively Selling? - by Submitted on Feb 19, 2008 from Cheryl ClausenProudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%. There are several reasons you actually spend so little time selling: administrative tasks, travel time, ...
Views: 1330 - Sales Coaching: 7 Steps To Turning Bizop To Biz Reality - by Submitted on Feb 19, 2008 from Cheryl Clausen”It won’t be easy, but …it could be the most challenging, most rewarding thing you’ve ever done”, reads a recent ad for State Farm Insurance. It could apply to nearly every business opportunity ad you’ve ever read or considered for any service business. ...
Views: 1097 - Insurance Sales Success: 7 Steps To Increased Production - by Submitted on Feb 18, 2008 from Cheryl ClausenIncrease your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. First, identify 3 ...
Views: 1050 - Build A Powerful Referral Network And They Will Come - by Submitted on Feb 18, 2008 from Rochelle Togo-FigaAs solo business owners, we sometimes feel like “Lone Rangers” on our own, trying to figure out ways to bring in more clients. A business owner’s survival and growth depends largely on bringing in new clients. Who wants to be alone on the range, single-handedly trying to figure out how to bring ...
Views: 750 - Sales And Selling Technique: Problems Closing? - by Submitted on Feb 18, 2008 from Cheryl ClausenDo you get to the end of the sales presentation only to be thanked for the information and ever so nicely invited to keep in touch? Ouch! Zig Ziglar refers to this as being a professional visitor. So, what happened how did you come to this point only to walk away empty handed? ...
Views: 850 - 5 Easy Steps To Sell More Without Selling - by Submitted on Feb 18, 2008 from Rochelle Togo-FigaImagine selling your product or service without selling! Typically when we think of selling, the image of the proverbial used car salesperson, the one who pushed you into buying something you really didn’t want or need because the sales pitch was so “slick,” comes to mind. Well, I have some good ...
Views: 774 - You Can Always Sell More - How To Improve Any Sales Force - by Submitted on Feb 18, 2008 from Jim PanceroArticle #1 of our 9 Article Series Why Is It So Hard To Improve A Sales Force? And Why Do We Tend To Lose It Once We Change It? Most sales leaders are not satisfied with their sales team’s current efforts, yet are not sure what to do to actually generate any long term change and ...
Views: 1221 - Sales Coaching: Why Don't My Actions Produce the Results I Want? - by Submitted on Feb 18, 2008 from Cheryl ClausenDo you feel like a dog chasing its tail running and running never catching what you want? It’s true sales is about action, however, successful sales is about right action. And right actions spring from the desired golden ring. To get what you want you have to know what you ...
Views: 871 - Turning Sales Slumps Into Sales Jumps - by Submitted on Feb 18, 2008 from Patricia WeberEven a small sales slump can bump some salespeople into a sales reluctance spiral. A whopping 34.7% of survey respondents admit to either taking days to get over a lost sale or they just give up and surrender only to get deeper into a sales slump black hole. Have you ever had this happen to ...
Views: 1127 - Practice Makes Permanent - by Submitted on Feb 16, 2008 from Dave KurlanThis past week I experienced two examples of practice that, if applied to selling, would dramatically alter your results for the better. At the Dave Pelz Short Game Golf School, I had the opportunity to learn a number of lessons but the key to the school is that they taught for about 1 hour, ...
Views: 1076 - Sales And Selling Technique: Turning A So-So Idea Into One That Works - by Submitted on Feb 15, 2008 from Cheryl ClausenAs a service professional when you earn a client you want a life-time client not a one-time sale. The more interaction you have with your clients the greater their satisfaction, and the greater their satisfaction the more likely they are to stay with you, appreciate your services, and refer you ...
Views: 888 - Insurance Sales Success: Turning Setbacks Into Comebacks - by Submitted on Feb 15, 2008 from Cheryl ClausenSetbacks are your opportunity to make powerful comebacks. Throughout your working years as a service business owner you will experience adversity from both internal and external forces. If you lack persistence and determination you will crumble and lose it all. With persistence and ...
Views: 907 - Sales Coaching: Attitude Blocking Opportunities? - by Submitted on Feb 15, 2008 from Cheryl ClausenDo you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities. Are you like Bob or ...
Views: 901 - Your Customer Is Lying...Did You Catch It? - by Submitted on Feb 15, 2008 from Mark HunterAs much as we hate to admit it, at one time or another, we've all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, lying from a customer occurs more often than we are aware of. Did you realize that nearly every sales call starts off with ...
Views: 760 - Insurance Sales Success: Achieving Growth - by Submitted on Feb 13, 2008 from Cheryl ClausenIf you aren’t moving forward you’re moving backward. You want to grow and that means you need to attract more prospects. You’re scared to limit yourself to a specific group of people, or you simply don’t know how to narrow the field. One way to ensure your rapid growth ...
Views: 931 - Sales And Selling Technique: Don't Go For The Close Too Soon - by Submitted on Feb 13, 2008 from Cheryl ClausenOne of the biggest mistakes you can make is trying to go for the close too soon. Now I don’t literally mean asking for the sale. What I mean by going for the close too soon is that you jump to your solution or outcome too soon in the sales conversation ruining any chances you have for ...
Views: 910 - Sales Coaching: Watch These 3 Things As Your Sales Grow - by Submitted on Feb 13, 2008 from Cheryl ClausenWhoo hoo, your sales are growing and now you’re wondering if it’s time to develop a physical presence in the marketplace. Most service professionals come to this cross-roads and take the next step without carefully considering the impact and the underlying concerns. ...
Views: 792 - Staying Motivated In Challenging Times - by Submitted on Feb 13, 2008 from Dave KahleOne of my Ezine subscribers recently sent me this question: "I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. In this economy, especially, it's difficult to stay positive. Any suggestions?" This is one of those rarely ...
Views: 1127 - 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 - Are You For Sale? - by Submitted on Feb 12, 2008 from Diana HabichRelax. I’m not advocating any illegal activity or compromising behavior. However, consider this. Whether you’re a sales professional positioning a product, a corporate executive proposing an idea or you’re networking for your organization... aren’t you also selling yourself? If you’re not for ...
Views: 826 - The Ten Worst Mistakes In Selling - by Submitted on Feb 12, 2008 from Robert GrahamThe Harvard Business Review revealed two staggering statistics in a recent study: 1. 56% of executives consider their sales forces “average, worse than normal or catastrophic” 2. 85% of salespeople wish they were doing something else This poor performance and dissatisfaction comes from one ...
Views: 922 - Insurance Sales Success: Do You Have What It Takes To Make A Match? - by Submitted on Feb 12, 2008 from Cheryl ClausenWhen you try to sell instead of trying to match you can’t sell. Have you ever seen the children’s toy where the child tries to put different shaped objects into matching shaped holes? Essentially selling insurance is the same thing only the shapes and holes are conceptual rather ...
Views: 848 - Consultative Selling: Persuasion Not Manipulation - by Submitted on Feb 12, 2008 from Cheryl ClausenDo you wonder how you can be more persuasive? If you’ve ever experienced a top salesperson you recognize that these folks are very persuasive, but never manipulative. Many salespeople try to be persuasive, but end up being manipulative and don’t earn many sales. One of ...
Views: 2242 - Sales Coaching: I'm Just Looking Means... - by Submitted on Feb 12, 2008 from Cheryl ClausenOk, confess you’ve said it yourself when approached by a salesperson. And you understand it in a retail setting, but what about service industry businesses? In your case when the prospect projects disinterest what do you do how do you handle it? What does “I’m ...
Views: 798 - Sales Coaching: Outcome Or Opportunity - by Submitted on Feb 11, 2008 from Cheryl ClausenDo you view prospecting as an outcome or an opportunity? Do you think of prospecting in terms of a process or an event? The way you answer those questions makes a big difference in the results you experience. Many people view getting the attention of a prospect as the outcome. ...
Views: 800 - Sales Coaching: 3 Skills To Focus On - by Submitted on Feb 11, 2008 from Cheryl ClausenA sales professional’s success is determined by your willingness to invest in yourself. There are two areas for personal development that most will invest in, and one area only Top Producers invest in. Those who aren’t Top Producers never even think to invest in themselves in this ...
Views: 1093 - Sales Coaching: 3 Ways To Simplify The Solution - by Submitted on Feb 11, 2008 from Cheryl ClausenSelling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term ...
Views: 823 - 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 Performance Boost For Top Salespeople – Part One - by Submitted on Feb 11, 2008 from Patricia WeberIt was 4:45 pm, on a Friday. Abiding the cardiologist orders to take it slow and no straining, my husband took the elevator from our garage to our living area. Then I heard the elevator alarm go off and thought, “THAT little devil is playing with me!” And I kept about my unpacking, totally ...
Views: 1108 - Sales Training For Women: Increasing Your Sales Effectiveness - by Submitted on Feb 07, 2008 from Cheryl ClausenIn sales effectiveness is doing the right things to produce the desired result which is more sales. Your effectiveness is dependent on your actions, and the relationships you form with clients and prospects. You can’t be effective if you don’t understand your client’s and ...
Views: 912 - Sales Coaching: Ugly Sales Is Not For You - by Submitted on Feb 07, 2008 from Cheryl ClausenIf your business is based on any service industry ugly sales is not for you. You may be wondering what the heck is ugly sales. You may have never heard it referred to as ugly sales, but you certainly felt how ugly it is when you’ve been on the receiving end of ugly sales. ...
Views: 869 - Career Sales Training: How Do You Drum Up Business? - by Submitted on Feb 07, 2008 from Cheryl ClausenYou aren’t going to wake up one morning and magically have people clamoring to work with you unless you’ve done the things you need to do to make that happen. But few salespeople have a clue how to get qualified leads contacting them, and they aren’t going to learn overnight. ...
Views: 851 - Sales Coaching: 9 Mistakes That Will Cause You To Fail - by Submitted on Feb 06, 2008 from Cheryl ClausenI work with and am friends with a number of financial advisors. In a recent conversation with a veteran in the business we discussed the main reasons new advisors don’t make it. Truthfully your odds of making it in the business are pretty slim if you just do what they tell you do to, but ...
Views: 856 - Sales Coaching: 5 Reasons You Can't Close - by Submitted on Feb 05, 2008 from Cheryl ClausenWhen you struggle to close the sale you think closing is the problem. But when you struggle to close the sale closing is a symptom of the problem not the problem itself. When you try to fix a symptom as though it were the problem the problem remains because you’re trying to put a ...
Views: 860 - Individual Sales Training: Can You Sell? - by Submitted on Feb 05, 2008 from Cheryl ClausenEven the worst salesperson will fall into an easy sale once in a while. Insurance and investment companies know that and that’s why they push you to meet with anyone who has a heartbeat. They know that if you meet with enough people you’ll eventually sell something to somebody, but ...
Views: 809 - Individual Sales Training: What Does Your Client Want From You? - by Submitted on Feb 04, 2008 from Cheryl ClausenYour clients and potential clients want you to serve them and their best interests. You have the power to determine your sales success by exceeding the expectations of your potential clients and existing clients. As a service professional your clients want you to act on their behalf and in ...
Views: 815 - Career Sales Training: Tell Me A Sales Story - by Submitted on Feb 01, 2008 from Cheryl ClausenYou love a good story, I love a good story, everyone loves a good story. Stories are how we learn and how we remember things. Stories simplify the complicated and support our beliefs. And stories are one of the most powerful tools you can use in a sales conversation if you know how to tell a ...
Views: 962 - Sales Coaching: 7 Mistakes That Are Screwing Up Your Sales - by Submitted on Jan 31, 2008 from Cheryl ClausenYou don’t know what you want to be when you grow up, or at least you’re acting like you don’t. You’re like a frustrated employee who hates their job, but doesn’t see how to get a better one. You lack focus, but you don’t know what to focus on so you’re ...
Views: 794 - 5 Sales Training Tips For Women Who Want To Be Great - by Submitted on Jan 30, 2008 from Cheryl ClausenWhy do so many saleswomen struggle to compete and excel? It isn’t because you lack skill or knowledge. It’s because you get confused and lose focus on what’s important. Don’t try and make sales more complicated than it needs to be. Understand that there are ...
Views: 815 - Greatest Sales Strategy Ever - by Submitted on Jan 29, 2008 from Jon GordonAs a student of people and ideas I had to admit that what two guys are doing in a Northeast Florida Starbucks is absolutely genius. The other day as I tried to pay for my green tea at my local Starbucks the cashier said, “Don’t worry about it sir. Those guys over there are paying for it ...
Views: 1484 - 5 Sales Coaching Tips To Get More Appointments - by Submitted on Jan 29, 2008 from Cheryl ClausenWhat does every professional service salesperson need? More appointments with more qualified prospects. Yet, many salespeople fight this daily struggle and feel like they’re losing the battle. Your current efforts to fill your appointment calendar may not be working because ...
Views: 873 - Selling And Doing What You Love - by Submitted on Jan 29, 2008 from Transform, Inc.An Organization’s Guide to Turning Professionals and Technical Experts into Motivated and Successful Sales Professionals An arborist expresses her frustration to a co-worker: “I’m in this business to save trees and the environment, not to be a salesperson.”…A ...
Views: 1219 - Schooled By A Shoe Salesman - by Submitted on Jan 28, 2008 from Tim WackelTurning a Simple Shopping Trip into a Great Learning Experience My wife and I are the proud parents of two great kids—a teenage son and daughter. Our daughter is getting ready to start college next week, and our son is like almost every other 15 year old, living life large with lots of ...
Views: 1847 - Professional Sales Coaching: 5 Hidden Objections - by Submitted on Jan 28, 2008 from Cheryl ClausenYou “hear” objections on a daily basis. The problem is the objections you “hear” are rarely the real objections that are preventing prospects from buying your solution. When you understand the five hidden objections you can proactively remove them. The 5 ...
Views: 1386