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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.
- Back To School Supplies - by Submitted on Sep 08, 2006 from Susan FriedmannWhen September rolls around, parents all across the country gleefully take to the stores, loading up their carts with all the supplies their little darlings will need to make it through the coming academic year. After all, school is a really busy time, and to do well, you need to be ...
Views: 944 - Sales Success: Gap Analysis - by Submitted on Apr 23, 2009 from John AOVThe key to making the sale is to discover the gaps between where the prospect is now and where they could be by using your product or service. Identify 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 ...
Views: 944 - Teach, Coach And Lead With Integrity - by Submitted on Nov 08, 2007 from Louis JordanThere is no one-thing that makes a sales leader great. But, there is definitely one thing that can make them poor - an inability to coach and develop their employees. Tell a salesperson to go sell and he will struggle for a day, teach him how to sell and he will sell for life. Ok, so that is ...
Views: 944 - Expecting the Unexpected Can Save Your Tradeshow - by Submitted on Jun 26, 2005 from Susan FriedmannCatastrophes come from out of nowhere. Massive thunderstorms can roll through a region without a moment’s notice, knocking out power and phone lines. An iffy meal at a local restaurant, and you have a staff member flat on their back with food poisoning. Open up your sales materials only to ...
Views: 943 - How the World Sees Us - by Submitted on Jul 30, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 943 - The Grey Knit Vest - by When I was little, the sun rose & set on my Grandpapa. Frozen forever in time are memories of wire rimmed glasses and a grey knit vest that almost always had chocolate covered raisins in the left pocket. Grandpapa always read to me. I'd curl up beside him and listen, spellbound.
When Grandpapa ...
Views: 943 - The Value of an Appointment - by Submitted on Aug 05, 2004 from tony polaThe value of an appointment Activity is one of the key secrets to sales success .In my sales I use a one stop approach to making a sale and this article is based on this however you could you the same idea if you are using a two appointment process. For the purpose of this article I am ...
Views: 943 - Get Customers to Sell For You - by Submitted on Apr 29, 2009 from John AOVFully 84 percent of sales in America take place as the result of word-of-mouth advertising. Why People Buy Fully 84 percent of sales in America take place as the result of word-of-mouth advertising. Some of the most important sales promotion sales activities are those that take place between ...
Views: 942 - Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want - by Submitted on Oct 25, 2010 from Nancy BleekeRecently, many of my “students” have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals! To start thinking about goals, reflect for a moment on this quote by Diane Scharf Hunt…"Goals are ...
Views: 942 - The Power of Persuasion in Negotiations: The Battle Plan - by Submitted on Nov 15, 2009 from stephanie stephanieIn the world of business, I believe you are aiming to win all the negotiations you make. Negotiations are not easy to win because you have a lot of things to learn, practice, master and also prepare. In the military missions, before they engage themselves into battle, they already prepared a ...
Views: 942(1 vote) - Learn the Art of Positive Influence and Become a Sales Superstar - by Submitted on Aug 17, 2012 from Andrew HortonOne of the greatest success skills super achievers develop is the ability to build meaningful, mutually beneficial relationships with their clients and to add real and meaningful value to them, when they sell them either their products or services. When I talk about sales I am not referring to ...
Views: 941 - What Does Guitar Playing and Sales Have in Common - by Submitted on Jan 27, 2010 from Robert WeeseMy wife and I had a few friends over the other night. My friend Jerry saw one of my guitars sitting in the corner and asked if he could play it. We players are very respectful of other people’s property and would never dream of just picking up the guitar and playing without permission. I ...
Views: 941(1 vote) - How To Conduct Your Own Research and Use It To Make More Sales - by I received an email from a prospective client the other day. It was disturbing. The message stated, “…my customers aren’t buying and I don’t know what they want anyway. I’m adding new product lines all the time but nothing seems to work.” I could feel her frustration.
In my reply to her, I ...
Views: 940 - Salespeople: Blog for your life - by Submitted on Apr 15, 2010 from Jonathan BrillIn 1999 Neil Rackham, one of the authors behind the sales bible, SPIN Selling, co-authored “Rethinking the Sales Force”, in which he posited that worldwide, the number of professional sales people would be reduced by 50% within 10 years. It’s been 11 years and whether that prediction has come ...
Views: 939(1 vote) - The 7 Habits of Highly Ineffective Salespeople - by Submitted on Feb 24, 2009 from Phil GlossermanIn coaching and training thousands people, we've identified 7 harmful habits that hold people back in their business-development efforts and kill sales. Warning: Having even one of these habits is a roadblock to achieving your potential in business. Do any of these sound familiar? 1. Verbal ...
Views: 939 - The Five Elements of a Qualified Lead - by Submitted on Aug 22, 2007 from Mike BrooksPeople ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect. Know these five things and chances are real good you're going to close this prospect. Leave ...
Views: 939 - Don’t Make This Sales Management Mistake - by Submitted on Dec 23, 2010 from Ralph BurnsYou need to set the tone and set out a vision of where you want the team to head, over-performance from a sales performance standpoint. As far as leading and motivating, it comes down to individual tactics and techniques that you need to use with each one of your sales people because they are ...
Views: 938 - One Change in Your Sales Offer Can Make You 30% More Profit Instantly - by Submitted on Jun 06, 2011 from Peter O'DonoghueUsing Behavioural economics To Increase Sales In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. ...
Views: 938 - Salespeople With Focus Get More Results - by Submitted on Dec 17, 2007 from Patricia WeberLike in kickboxing, sticking to sales basics can help even the most introverted or most reluctant salespeople stay focused. Whether it is a side kick, front kick or knee thrust, all kicks require focus and attention. Isn’t that just perfect for a salesperson who tends to be reluctant at some ...
Views: 937 - The Acid Test of Listening to Customers - by Submitted on Apr 21, 2009 from John AOVDon’t get caught not listening to your potential customer. This is critical to your sales success. Paraphrase Your Customer’s Words The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets ...
Views: 937 - All in A Dog’s Way Can Make You More Sales - by Dogs are great teachers of how to sell easier and better. And if you think about a dog’s life, it’s an easy one. Some dog behaviors can serve as models for do’s and don’ts for salespeople.
Dogs mark their territory.
Do what you can to stand out in your industry or in your working geography. ...
Views: 935 - Being the Best vs. Being Consistently Chosen - by Submitted on Apr 07, 2005 from Ginger Wynn© 2003 Garrison Wynn http://www.wynnsolutions.com Do you have the best service, product, or skills in your area, yet for some reason you still are not getting the results you know you deserve? Hey! I thought if you were the best, you were supposed to eventually win. Let’s address the reality ...
Views: 934 - Do You Elevate The Buying Process? 8 Techniques For Selling Your Way To The Top - by “I doubt there is a suggestion more frequently made to sales professionals than “sell higher,” says Bill Stinnett, CEO of Sales Excellence and the author of Think Like Your Customer. “Participants in my workshops ask more questions about this than all other topics combined.” Selling higher ...
Views: 934 - Take Out The Trash - by Submitted on May 19, 2008 from Kelley RobertsonIs your head trash piling up? The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from taking ...
Views: 934 - The Easiest Sale - by Submitted on Feb 27, 2007 from Kelley RobertsonWant to increase your sales immediately? Virtually everyone wants a quick, easy solution that will help them increase their sales. Fortunately, in all but a few situations, this is not an impossible task. The key is to sell to the right people. This doesn’t mean trying to connect with the key ...
Views: 934 - A Sales Lesson From Mt. Everest - by Submitted on Apr 03, 2009 from Jim MeisenheimerHow To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
Views: 933 - 5 Keys To Hiring The Right Sales Manager - by Submitted on Jan 21, 2008 from Lee SalzThere are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it ...
Views: 932 - Anxious, Stressed or Depressed When Selling? - by Submitted on Jun 20, 2007 from Jacques WerthWhen people participate in our sales training courses we first ask them a series of questions to find out “where they are coming from.” We asked over 1,000 salespeople, “How do you feel when you are prospecting?” Over 96 percent agreed that they were felt anxious, stressed, under pressure, ...
Views: 932 - Effective Peronal Leadership - by Submitted on May 14, 2008 from Michael BeckWhen I ask workshop participants about characteristics of both good and bad leaders, the list never includes issues of intelligence, technical skills, or effective decision-making! Instead, the list is full of people-related traits – good listener, respectful, good communicator, develops ...
Views: 932 - The 5 Secrets of Winning Emails - by Submitted on Sep 10, 2008 from Mike BrooksYears ago voicemail was all the rage. There was no e-mail, so people tended to honor and even return their voicemail messages. It was a good time... But that's history now. Email has changed everything, and people now hit the delete button on their voicemail messages the instant they hear ...
Views: 932 - 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 Techniques: Fail To Plan, Plan To Fail - by Submitted on Dec 07, 2007 from Cheryl ClausenYou've heard it before, but you don't understand the impact and implications. You can't get the results you want if you either don't know how, or won't take the time to plan to get them. Your natural instinct is to just go-go-go rather than plan, so you know when and where to go to get the ...
Views: 931 - Sales training and its Effectiveness - by Submitted on Oct 25, 2011 from Bahadir YenerEfficiency of sales training can be weighed easily in terms of turnover of the company after training. Marketing people of any company is driven by numbers. It is no doubt that these sales people are important part of any business. Moreover if the company do not get proper support from other ...
Views: 931 - Sales Training: A Sales Champion Harnesses The Power Of Questions - by Submitted on Sep 03, 2008 from Mark BowserI read a fascinating story about a little girl named Markita Andrews. When Markita was eight years old, her father abandoned her and her mother. Markita's mother worked as a waitress to support them. One day, she said to Markita, "I'll work hard to make enough money to send you to college. ...
Views: 930 - Why I Left My Insurance Agent - by Submitted on Sep 16, 2008 from Michael BeckI was talking to a friend the other day, explaining what I do for a living, when she interrupted me and proceeded to tell me all about how wonderful her insurance agent was. Her story caused me to reflect on why I left my previous agent. I don’t think my previous agent will be upset by ...
Views: 930 - 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 - 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: 929 - No Lies – Great Salespeople Always Tell The Truth - by Submitted on Mar 20, 2007 from Tino BunticThere is an old mantra in sales – Under-promise and over-deliver. While many salespeople follow this axiom and, on the surface, it has good intentions, it really tells you to do one thing – Lie to your clients. If you are in sales, try this interesting concept – Tell the truth! The theory ...
Views: 929 - Why Social Networking Your Way Won't Build Your Business - by Submitted on Apr 12, 2010 from Joanne BlackBelieve it or not, social networking isn't the next best thing... You are! It's the personal connection that still seals the deal. The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, ...
Views: 929(1 vote) - 3 Action Steps to Increase Time & Profit - by Submitted on Nov 22, 2010 from Shelene TaylorAre you feeling pulled all over the place? Are you spending your days (and maybe nights!) spending your time flat out busy and not accomplishing anything towards your goals? Do you feel like you are pulled all over the place operating out of chaos? Are you frustrated that your staff ...
Views: 928(1 vote) - Exploring New Ways of Technology with USB Flash with Company Logo - by Submitted on Mar 04, 2011 from Simon WilliamsThere are many ways through which one get promote his brand or services. One such way is to go around with the marketing concept of promotion. Though the process is not new but the techniques vary from company to company. However many technological devices need special treatment as they are very ...
Views: 928(1 vote) - I'll Never Forget What's-Her-Name!- Winning the Name Game - by Submitted on Dec 13, 2006 from Craig HarrisonMy name is Craig. But I'll answer to Greg. Most Gregs I know answer to Craig. Of course we are not alone: there's Eva and Ava, Bill and Bob, Jeff and John, and many more. I can't complain. I often confuse and occasionally mangle others' names. Names are not my strong suit. My purpose is not to ...
Views: 927 - The 4 Common Errors in Sales - How not to make Them - by Submitted on Nov 16, 2009 from Frank O'TooleI am positive you already know that there can be a lot of mistakes made in sales, we have all made them, but I have found on sales training courses sometimes when you make mistakes you need some one else to point them out as they are not always visible to you. It s no different than sports, ...
Views: 926(2 votes) - 6 Killer Tips To Get Promoted to Sales Management in 2011! - by Submitted on Jan 28, 2011 from Ralph BurnsOne of the things that we get asked the most about at the Sales Management Mastery Academy, especially by those members that are in sales but want to get promoted into sales management and move their career forward and start managing and supervising other sales people is, “How do I ...
Views: 925 - Bad Customer Service Is Not So Funny: Five Secrets to Giving Outstanding Customer Service - by Submitted on Jul 14, 2007 from Ed SykesThe following story tells how a customer experience went from funny to sad in less than 24 hours, and five secrets to creating an outstanding customer experience. Recently, Joy and I were invited to go to a local comedy club. It was one of those clubs where you eat dinner while listening to ...
Views: 925 - Everyone Sells---Even You! - by No matter how much you try to ignore that fact it's still blindly ruthful.
You say I don't have my own business--I work for someone else.Then in this case your paycheck depends on whether the people you work for sell anything or not!
You say-- as my father did, that "God will provide". And ...
Views: 925 - Goal Setting - If They Can Do It, You Can Do It - by Submitted on Jul 28, 2008 from Jim MeisenheimerGoal setting - it's so easy and yet it's so hard. It has to be hard because so few people do it. Some people did it and don't do it now. Even people who have set goals in the past and have achieved them no longer set goals for themselves. I find it mind-boggling. There is an old Gaelic ...
Views: 925 - Solution Manual a handy guide to all your problems. - by Submitted on Dec 20, 2010 from Christopher AmejiBut this solution is a new addition in the history of books as they contain the solutions for the problems of all types. You can have a solution for all your problems if you have this manual with you. Due to types of help these manuals have gained popularity very easily and it has been well ...
Views: 925 - 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 - Lydia Ramsey's Six Secret Sales Weapons - by Submitted on Jul 03, 2008 from Lydia RamseyIf you are involved in sales, and who isn't, you know the terms, techniques and tips for attracting potential customers, creating the desire to buy, gaining trust, closing the deal and maintaining relationship. Each step in the process is critical to the desired outcome: productive and ...
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