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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.
- Sales Planning Basics - by Submitted on Aug 12, 2008 from Jim MeisenheimerThe key to effective sales planning is thinking and preparation. One of the keys to successful selling is having a written game plan. I won't say this is easy because it's not. Because it's not easy to do it's easy to avoid doing - and that's huge mistake. If you're ready to roll up your ...
Views: 3009 - What Makes An Effective Influencer - by Submitted on Feb 15, 2012 from Marco GiuntaI think we would all agree that at all levels of commercial operations, the ability to influence others is a highly desirable characteristic. …• Indicate the benefits of their ideas and are able to put a context around these benefits so it creates greater impact on the individual …They ...
Views: 2999 - Peter Fogel's "The Worst Time to Test HUMOR on An Audience!" - by Submitted on Dec 18, 2010 from Peter FogelVictor Borge, the late, great, Danish comedian once said, "Laughter is the shortest distance between two people." Well, it can also be the longest yard in trying to make an audience laugh, as I tell you what happened to me when I once performed on a cruise ship. Remember: when it comes to ...
Views: 2998(5 votes) - Peter Fogel's "Effective Story Telling Tips & Tactics That'll Make You a More Persuasive Speaker!" (Part One) - by Submitted on Dec 18, 2010 from Peter FogelPerhaps you've been there yourself. You are listening to a speaker drone on with facts and figures… and figures and facts. At that moment your eyes are rolling towards the back of your head. As I always say - audiences will forgive a lot of things from you -- but they will never forgive a ...
Views: 2993(3 votes) - 10 Tips For Learning Whiteboard Selling Skills Online - by Submitted on Aug 26, 2011 from Milly SonnemanHow can you get the most out of learning whiteboard selling skills in online? Create a total training immersion approach. Find out 10 best bets to boost conversations, ignite sales discussions and improve results--without leaving your home. For years, sales professionals have relied on ...
Views: 2991(1 vote) - Moments Of Magic - by Submitted on Nov 25, 2007 from Tony AlessandraIn 1981 Jan Carlzon took over as chairman of one of Europe's most poorly rated airlines, Scandinavian Airline Systems (SAS). That year the company reported an $8 million loss, after having lost $20 million the previous year. Carlzon quickly implemented many changes; the most important of ...
Views: 2982 - ***C-Level Relationship Selling – Identifying the Ultimate Decision Maker - by Submitted on Aug 25, 2010 from Sam ManferDetermining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ...
Views: 2976 - ***C-Level Sales Training Tip 17-Win-Over C-Level Decision Makers with Effective Communications - by Submitted on Feb 16, 2010 from Sam ManferWin-Over C-Level Decision Makers with Effective Communications Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations Capturing the attention of a top level person is extremely difficult. Holding it is even tougher. However, top level people do like to talk about ...
Views: 2975(2 votes) - Teleseminars - do you know which to offer your market? - by Submitted on Dec 04, 2014 from Kathleen GageMany people utilize teleseminars to market their products and services as well as sell on the backend. By far, teleseminars are one of the greatest tools available to accomplish both. Unfortunately, many people set about to launch a teleseminar without a solid plan in place. One of the first ...
Views: 2972 - Three Most Important Things When Beginning in Direct Sales - by Submitted on May 08, 2009 from Joshua HortonDirect Sales is a potent and lucrative business model. With no inventory cost, no shipping cost, no rent or lease, it has the lowest start up and overhead of any other business out there. This equals huge profit margins and income potential. So why, when the business model is so efficient, is ...
Views: 2970(3 votes) - Break Out of Your Sales Comfort Zone and Become a Sales Super Star - by Submitted on Sep 19, 2012 from Andrew HortonThe numerous changes we see all around us every day and the roller-coaster economy, has presented us with a few new and interesting challenges. Everything continues to change, and will most certainly keep changing into the future. The markets are no longer the same, peoples buying habits and ...
Views: 2969 - “Super Adjectives” Boost the Power of Your Copy - by Submitted on Oct 05, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com Pretty or elegant? Good or scrumptious? Nice or delightful? There is power in the adjectives you choose. Just like Clark Kent and Superman or Bruce Wayne and Batman, some adjectives are plain, ordinary, everyday words. Others are alter-ego Super ...
Views: 2950 - ***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships - by Submitted on Apr 30, 2010 from Sam ManferIt is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have ...
Views: 2946(3 votes) - Money Making Scams and Mind Games, Used By Sales People to Close a Sale - by Submitted on Aug 19, 2009 from Stephen CraineMoney making scams, unethical selling techniques and mind games, are still used by some large and small business sales teams. These short term gain techniques are really bad business practice and can bring down not just a business but a whole market place. I’ve listed below some of the common ...
Views: 2926 - Sales Training for Senior Manager Performance Improvement - by Submitted on Feb 26, 2009 from Tim WilliamsSales training courses for senior managers can train, educate and motivate senior sales managers to get their sales force to surpass the sales goals of the company. Advanced sales training for senior sales managers can turn a great senior sales manager into an excellent sales team leader. ...
Views: 2923 - 7 Tips To Boost Your Sales - by Submitted on Jun 11, 2008 from Brian TracyTip number 1: Get serious! Make a decision to go all the way to the top of your field. Make a decision today to join the top 10%. There is no one and nothing that can hold you back from being the best except yourself. Remember, it takes just as long to be great as to be mediocre. The time is ...
Views: 2913 - Introverts: Sell Yourself First! - by Introverts can be wonderful salespeople. Our style is very different from the extrovert but equal or more effective.
Begin by valuing your listening skills highly. Introverts really listen. This is the shadow side of communication so if you think about it, being a good listener makes you a ...
Views: 2910(1 vote) - Be a Successful Sales Manager, Not a Super Seller - by Submitted on Aug 04, 2010 from David SteelThere is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ...
Views: 2895 - How To Earn Money With Google Online Income Techniques - by Submitted on Nov 07, 2011 from Kenneth DockinsYour first mistake as an online entrepreneur would be to arrive at this article with get-rich-quick mentality. Although there truly ARE a few genuinely written discussions on the topic of how to make millions, this particular writing has a completely different purpose. With fundamental focus ...
Views: 2845 - 11 Rules for Selling to a Skeptic - by Submitted on Oct 11, 2005 from William R. PattersonLet’s face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your product was not necessary that it indeed is, than to complete what ...
Views: 2819(1 vote) - ***C-Level Selling Tip 19 - The Fastest Path to a Relationship and Sale Is Through Your Ears - by Submitted on Mar 18, 2010 from Sam ManferListening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these ...
Views: 2805(4 votes) - Becoming A Master Of Persuasion - by Submitted on May 14, 2008 from Brian TracyPersuasion power can help you get more of the things you want faster than anything else you do. It can mean the difference between success and failure. It can guarantee your progress and enable you to use all of your other skills and abilities at the very highest level. Your persuasion power ...
Views: 2805(1 vote) - ***C-Level Relationship Selling – 6 Actions for Handling Blockers and Gatekeepers - by Submitted on Nov 16, 2010 from Sam ManferPeople block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let ...
Views: 2803 - "Sorry, What's Your Name Again?" Six Steps to Relieve the Most Common Memory Worry - by Submitted on Jul 16, 2009 from Roger SeipIf you live in fear of forgetting prospects' names, sometimes within mere seconds of being introduced to them, you're not alone. Surveys show that 83% of the population worries about their inability to recall people's names. Ironically, while most of us hate having our names forgotten or ...
Views: 2802(5 votes) - ***QUALIFICATION - by Submitted on Mar 01, 2016 from Tom HopkinsHave you ever spent an hour or more preparing and giving an eloquent demonstration to a prospect, only to learn, that they couldn't use the features, couldn't afford it, or are not authorized to make the final decision? You may be a great closer, but it doesn't matter how many closes you know, ...
Views: 2802(1 vote) - Approved Short Sale Qualifications - by Submitted on Feb 22, 2010 from art leeThe most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ...
Views: 2790(23 votes) - But I Thought There Was No Such Thing As A Dumb Question - by Submitted on Jun 20, 2010 from Eric MulfordA well-prepared question delivered on time will help you close sales. A dumb question (yes I actually said that) will cost you an important opportunity every time. I see this all the time. The sales rep gets a great opportunity. He wants me to see just how well he can present. Then he opens ...
Views: 2777 - THE RULE OF THREES: What Are People Saying About Your Nonprofit? - by Submitted on Oct 11, 2004 from Marc PitmanWouldn’t it be nice to tell donors what to say when they talk about your nonprofit? The Rule of Threes won’t let you control what people say, but it will give you an edge. Use it, and you will be giving them “mini-scripts” that will come to mind when they talk to their friends, colleagues and ...
Views: 2768 - ***C-Level Selling - Handling Purchasing, Committees, and Delegated Subordinates - by Submitted on Jan 27, 2011 from Sam ManferNever believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is ...
Views: 2732(3 votes) - How to Increase Your Sales Using Emotional Language - by Submitted on Jul 26, 2005 from David BarronHow to Increase Your Sales Using Emotional Language Warning: In order to make the point of how emotions are used to persuade I have two outcomes in mind. The first is to demonstrate subtle emotional elicitation. The second is to encourage you to invest in learning more about persuasion and ...
Views: 2721 - ***C-Level Selling Tip 12 – Level to Level Selling Is a Myth - by Submitted on Dec 17, 2009 from Sam ManferCEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title ...
Views: 2713(5 votes) - Handling Sales Objections To Price And The Real Reasons We Get Them - by Submitted on Sep 05, 2009 from Stephen CraineSales objections can be the obstacle stopping you achieving sales career success. So imagine what you could achieve if you understood why we get them, and how to handle sales objections successfully. I’m not going to tell you what to say when a potential buyer hits you with an objection. ...
Views: 2695 - Competition on the Sales Floor - by Submitted on Jan 12, 2011 from Joel AndersonCompetition on the Sales Floor One of the simplest elements of capitalism is that competition breeds excellence, and this is as true on a sales team as it is anywhere else. An appropriately competitive atmosphere among your sales people can be the key to getting the most out of your staff. ...
Views: 2648 - ***C-Level Relationship Selling – Use Your Golden Network to Win Sales and More - by Submitted on Oct 04, 2010 from Sam ManferThink of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells. There are ...
Views: 2628(1 vote) - Selling to C-Suite Executives Requires Having Their Backs - by Submitted on Apr 16, 2015 from Sam ManferSelling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ...
Views: 2625 - Stop Selling and Grow Your Accounting Practice - by Submitted on Feb 11, 2011 from Peter GeorgeDeveloping better selling skills is not necessarily the path to more sales. In fact, often it is not the most direct route to greater revenues or profits. Yet so many small business owners turn to this as a panacea for low sales figures. Let me tell you a story so I can illustrate my point. I ...
Views: 2625(5 votes) - How NOT to Oversell - by Submitted on Aug 30, 2009 from Karen ReismanHow to NOT Oversell Karen Cortell Reisman, M.S. In the movie, Jerry Maguire, Tom Cruise reaches an epiphany which he has to share with Renee’ Zellweger. After his LONG spiel, Renee’ interrupts him saying, “Shut up. Just shut up.....You had me at hello. You had me at hello.” Do you know ...
Views: 2622(1 vote) - Unlock The Power Of Cold Call Prospecting - by Submitted on Oct 17, 2008 from Jim KleinCold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. When I started in sales as a real estate agent in 1982, ...
Views: 2617 - Seven Secrets of Prospecting - by Submitted on Aug 12, 2009 from Dirk ZellerFor many salespeople, prospecting is the most difficult activity they do. They dread the thought of picking up the phone to make a living. Long-term success in sales is built through solid prospecting. In order to be successful and profitable, sales people need to apply these seven secrets of ...
Views: 2615(1 vote) - “Secrets of Seductive Selling” - by Submitted on Feb 23, 2006 from John James Santangelo PhDHave you ever been in an . . . . intimate relationship? Yes, INTIMATE! Let me ask you this, “HOW do you know?” I know, stupid question and what’s this got to do with sales? Well, nothing really. Unless you’re a mover and shaker. Then you understand the psychology of seductive sales. Or ...
Views: 2601(1 vote) - 3 Problem-Solving Steps for Sales Managers - by Submitted on Jul 26, 2007 from Nicki WeissMy sons are lovely human beings. They're helpful, funny, big-hearted, and cute. They are also extraordinarily challenging, each in his own way. Which is why I continuously seek out resources and information to help me deal with them, and to attempt to stay sane in the process. Last week I went ...
Views: 2598 - ***Selling to C-Level Executives Sales Training Tip 11- Handling the Committees Obstacle - by Submitted on Dec 09, 2009 from Sam ManferYou hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final ...
Views: 2594(4 votes) - ***C-Level Relationship Selling – Establishing Credibility - The Magic of All Sales Relationships - by Submitted on Mar 09, 2011 from Sam ManferCredibility is the essence for getting to people; for having people believe you and; for drawing people into buying your products, your services, your ideas, your concepts, and you. So how does one get credibility? Well you’ve been developing it all your life. You’ve just never taken the ...
Views: 2590(11 votes) - ***C-Level Selling – Conquer Self-Doubt and Attain Confidence - by Submitted on Jun 14, 2011 from Sam ManferConfidence wanes and self-doubt sets-in when your negative little voices nag at you. Those little voices stem from parental lectures and social interactions which are now programmed into you psyche. These programs are what your inner parent draws from to tells your inner child how to react. ...
Views: 2590 - Ten Steps To Persuasive Sales Presentations - by Submitted on Nov 09, 2007 from Diane DirestaTen Steps to Persuasive Sales Presentations By Diane DiResta Selling is the life blood of any business and we are all in sales. Are your presentations as professional and persuasive as they could be? Follow these simple guidelines to make your sales presentations sparkle. 1. Start with a ...
Views: 2579 - Sales Coaching: Five Qualifying Questions - by Submitted on Apr 26, 2007 from Barrett RiddlebergerWhen coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have a guideline for their qualifying process. Reinforcing the importance of qualifying the buyer and how to do it over time will help them to ask ...
Views: 2563 - How to Create the Perfect Upsell - by Submitted on Aug 04, 2009 from James FrancisAn upsell is one of the greatest weapons in a marketer's arsenal, but what is a perfect one? Essentially, an upsell involves recommending another product to the customer to add to their shopping cart before they reach your order form. You may have noticed that McDonalds upsell all the time in ...
Views: 2560 - Set Up A Time Sensitive Database to Grow Your Sales - by Submitted on Apr 25, 2010 from Thomas AnthonyIf your prospect will need to purchase your service or product tomorrow and you call him today good things happen. The most important of which is his belief in your opinion of the importance of his issues (hard sentence, important point). You knew he would need you tomorrow and you called ...
Views: 2557(3 votes) - The 10 Commandments of Selling - by Submitted on Aug 21, 2009 from Geoff FickeThe 10 Commandments of Selling Every successful entrepreneur must achieve a level of sales competence. Short of spending valuable capital on hiring sales professionals, there is no alternative. Selling is to business as fertilizer is to agriculture. Nothing happens in a company until ...
Views: 2545(1 vote) - How To Create Persuasive Sales Presentations In Minutes - by Submitted on Oct 16, 2011 from Milly SonnemanYes, minutes—not hours. Not days. Not all weekend. Not anymore. If you’re ready to connect with customers and prospects and share your solutions—here is the quick and easy way to design highly persuasive sales presentations. Sales presenting is a critical part of professional business. If ...
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