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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.
- How To Use Your Personal Network For Business? - by Submitted on Nov 22, 2007 from Ajith GupthaThere are lot of people who will use their personal network for business. They will get the help of a friend or family member when they desperately need a sale. Also, with the personal network you have tons of people trying to boast your career by having your business cards passed out, and also ...
Views: 823 - Secrets Of Top Sellers - by Submitted on Nov 22, 2007 from Jill KonrathSelling is tough! There's no doubt about it. Customers demand more at the same time their loyalty is plummeting. Cutthroat competitors seem willing to practically give things away just to get the business. Even setting up meetings with new prospects is a major ordeal. Busy decision makers don't ...
Views: 1306 - 7 Enlightened Ways To Sell Without Selling - by Submitted on Aug 05, 2009 from Samantha HartleyMost people love to buy stuff, but they don't like being sold. Many of my clients love what they do, but they really detest selling it. How can we reconcile these two points of view? What if you could learn to "sell" without actually selling? Then, you wouldn't have an unpleasant feeling ...
Views: 1543(2 votes) - The DNA Of Sales Mastery - by Submitted on Nov 21, 2007 from George LudwigTransform Your Selling DNA: Seven Special Powers That Will Take Your Sales Revenue From So-So . . . to Sensational You really, really, really want to increase your sales. And it seems you've tried every trick, every technique, every script that books and motivational tapes and sales ...
Views: 1248 - Insurance Sales: Closing Anxiety? - by Submitted on Nov 20, 2007 from Cheryl ClausenWhy do perfectly normal people break out in a sweat when it comes time to close the deal? Normal people have closing anxiety because they haven't properly handled the earlier steps in the sales process. Closing should be nothing more than a natural conclusion to a selling conversation. ...
Views: 709 - You Can't Sell Insurance To People Who Don't Want To Be Sold To - by Submitted on Nov 19, 2007 from Cheryl ClausenYet, you waste a ton of time and energy trying to do just that. When you could be selling a whole lot more insurance, and doing a whole lot less work if you just knew how. Instead of trying to convince a suspect, only focus your efforts on people who’ve already decided they want what you ...
Views: 627 - Insurance Sales: If You have To Cold Call - by Submitted on Nov 19, 2007 from Cheryl ClausenCold calling would never be my first recommendation for success, but there are times when you may have no alternative. So, why not learn how to do it well if you have to do it anyway. There are a few simple things you can do to do it better and have greater success. If ...
Views: 600 - Are Your Listening Ears On - by Submitted on Nov 17, 2007 from Diane HelbigAnyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked to put theirs on all the time. Interestingly, we forget that rule as adults. What ears do you listen with? To your co-workers, clients, prospects, family, friends? When it ...
Views: 1481 - Insurance Sales: How To Get Referrals & Never Be Pushy - by Submitted on Nov 14, 2007 from Cheryl ClausenThe way you're trained to ask for referrals is pushy, obnoxious, and downright embarrassing. You hate it and your clients hate it, and it does nothing to further you’re relationship. You ask clever questions like, who are the three people who speak most highly of you. Choke, ...
Views: 1271 - Insurance Sales: Are You Winning The Sale before The Sale? - by Submitted on Nov 12, 2007 from Cheryl ClausenIsn't it true that before you can ever sell anyone anything you have to sell them on having an appointment? Do you find it challenging to fill your appointment book? Wouldn’t you like to hold appointments each week with people who are genuinely interested in doing business with you? ...
Views: 627 - Sales Techniques: Does It Make Sense To Keep Doing What Isn't Working? - by Submitted on Nov 09, 2007 from Cheryl ClausenPersistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you’ll eventually get what you ...
Views: 607 - 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 - You Can't Scream Loud Enough - by Submitted on Nov 09, 2007 from Paul McCordI can’t help but be reminded of Edvard Munch’s painting, The Scream, every time I speak with a salesperson or professional who is complaining about the ineffectiveness of their marketing. In the painting, Munch places a man on a bridge, hands to mouth, screaming as loudly as he can. Behind ...
Views: 1238 - 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 - Integrity In Sales - Consultative Sales - by Submitted on Nov 08, 2007 from Louis JordanIntegrity in sales starts when you look someone in the eye, shake their hand and introduce yourself. If you start off the relationship by being disingenuous about your position why would anyone want to buy from you? Since the early 90's the word "consultant" has become the buzz-word for sales ...
Views: 989 - Translating Concepts Into Actions For Insurance Sales Success - by Submitted on Nov 08, 2007 from Cheryl ClausenWhen you begin to learn how to sell you’re learning at a conceptual level. Everything you read and hear sounds pretty good. After all it has worked for other people it should work for you, right? Well, yes and no. Yes, it has worked for other people. But you aren’t other ...
Views: 621 - Insurance Sales: If You're in the Commodity Business Get Out! - by Submitted on Nov 05, 2007 from Cheryl ClausenThere's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that’s exactly what you’re doing when you offer to quote someone insurance. ...
Views: 592 - The Solution is to the Left: Sales Success - Four Critical Steps - by Submitted on Nov 04, 2007 from Chuck GallagherIt’s been said often, “Some folks can’t seem to see the forest for the trees.” Perhaps that’s true in any arena, but it seems that it’s rampant in sales, especially when sales are down. Time after time, when sales start to fall we find sales people becoming ...
Views: 1279 - Insurance Sales: Aren't You Selling Money At A Discount? - by Submitted on Nov 02, 2007 from Cheryl ClausenAren't you selling your service rather than a product? So what are you doing marketing products? Stop trying to market or sell products and start increasing your sales. Dan Kennedy talks about the technique of selling money at a discount. And that’s exactly what you should ...
Views: 1032 - Sales Techniques: Do You have a Strategic Sales Action Plan? - by Submitted on Nov 02, 2007 from Cheryl ClausenDo you want to shake up your sales results? It's time to rethink you're approach and come up with a plan that will produce results. A strategic sales action plan provides an implementable quantifiable path to significantly improve your results. Let’s begin by identifying the key ...
Views: 3543 - Insurance Sales: When You Make The Complicated And Confusing Simple You Win - by Submitted on Nov 01, 2007 from Cheryl ClausenFace it most people don't really understand insurance and they don't want to. When you make the complicated simple people will buy and they will buy from you. And there are two very good reasons for that. First, when you make it simple you remove a lot of the risk involved in a ...
Views: 529 - Best Practices In Lead Capture For Sales Database Systems - by Submitted on Nov 01, 2007 from Reuben BernardManually entering contact information into a database is a tedious and distracting task to busy sales professionals. Focused on that month's target and existing deals in the pipeline, crucial contact information is often entered inaccurately or not entered at all. That partial or missing ...
Views: 1785 - Insurance Sales: If You Can't Reduce Their Risk You Can't Earn the Sale - by Submitted on Oct 31, 2007 from Cheryl ClausenWhy don't prospects buy? It's no secret they don't buy because they feel buying is too risky. And they have a very valid concern. With the wrong decision they can get locked into products that are completely wrong for them and too costly to walk away from. It’s your job to ...
Views: 618 - Setting And Exceeding Sales Goals Through Key Performance Indicators (KPI) - by Submitted on Oct 31, 2007 from Jeff HardestyWhat's your Magic Number? The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have ...
Views: 3256 - 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 - Grab The Prospect’s Attention In 60 Seconds - by Submitted on Oct 30, 2007 from Rochelle Togo-FigaAs a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at ...
Views: 837 - Insurance Sales: The Secret Weapon For Influencing People - by Submitted on Oct 29, 2007 from Cheryl ClausenThe secret to influence isn't what you probably expect. The big secret to powerful influence is in the way you listen. You have to know how to listen to unlock this powerful influencing force. Effective listening isn’t a natural skill and you make it unnecessarily hard for ...
Views: 654 - Sales Techniques: You Aren't Born Creative You Become Creative - by Submitted on Oct 29, 2007 from Cheryl ClausenYou probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought ...
Views: 591 - Insurance Sales: The Solution To Turning Objections Into Sales - by Submitted on Oct 26, 2007 from Cheryl ClausenAre you tired of hearing "no" and "not now" when the answer should be "yes"? Accept responsibility and start getting "yes". There are three reasons you’re being told “no” and “not now” when the answer should be “yes”. The first reason is ...
Views: 587 - 8 Habits Of Highly Successful Salespeople - by Submitted on Oct 24, 2007 from Daniel SitterThere are many skills and traits that help define successful salespeople. These traits are beneficial regardless of whether you sell products, services or your ideas. Developing these skills will benefit every entrepreneur and business owner who must deal with others to transact business. ...
Views: 2222 - The 2 Biggest Mistakes Salespeople Make And How To Avoid Making Them - by Submitted on Oct 23, 2007 from Jim MeisenheimerHere's a sales tip, especially for new salespeople. Here are the 2 biggest mistakes most salespeople make. 1. Thinking you’ve got the right stuff from the get go! Once you think you’ve got it, you’ve had it! Don't be too quick to be full of yourself. And remember - you probably don't know ...
Views: 1009 - The War Is Won Before It's Begun - by Submitted on Oct 23, 2007 from David Oswald www.theoutsourceking.comIn his great military treatise, The Art of War, Chinese general Sun Tzu laid the plans for victory in any battle. Whether you’re a real estate investor, a top salesperson or anyone who goes to work for a living, we are all on a missions field. To be ready for that mission on a daily basis, ...
Views: 2325 - The Power Of Self-Development - by Submitted on Oct 22, 2007 from Kelley RobertsonSelf-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development. “Let’s start with what seems to be an obvious question…why is self-development so important?” Business is more competitive and challenging than ...
Views: 999 - 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 - Cold Calls - A New Way To Open - by Submitted on Oct 18, 2007 from Ari GalperMost of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thing. That’s why as soon as ...
Views: 638 - Practice The Seven Secrets Of Sales Success - by Submitted on Oct 18, 2007 from Brian TracyPractice the Seven Secrets of Sales Success Excerpted from Brian Tracy’s Be A Sales Superstar, published by Berrett-Koehler There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these ...
Views: 1592(2 votes) - Removing The No's And Not Now's That Are Keeping You from Insurance Sales Success - by Submitted on Oct 17, 2007 from Cheryl ClausenPeople buy based on emotion, but you have to provide them with the logic to explain their emotional decision. Expecting the buyer to do it for you isn't a good plan. If you’ve done your job right you’ve gotten the appointment with a qualified prospect. You’ve uncovered what ...
Views: 560 - How To Stop Cold Calls From Feeling Intrusive - 4 key Ways To Be Seen As Helpful While Cold Calling - by Submitted on Oct 16, 2007 from Ari GalperCan’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about "making the sale." Most people sense that cold calls are ...
Views: 594 - No Means You Don't Understand - by Submitted on Oct 15, 2007 from Cheryl ClausenWhen you hear no you're hearing it for a very good reason. You’re told no because: you don’t know how to market yourself so you’re talking to the right people for the right reason, you don’t know how to use your marketing as a filtration process, you don’t ask ...
Views: 670 - Don’t Answer Objections, Isolate Them! - by Submitted on Oct 15, 2007 from Mike BrooksMost sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them ...
Views: 1003 - Sales Training Ideas On Mobile Cell Phone Use - by Submitted on Oct 15, 2007 from Patricia WeberSalespeople naturally take advantage of mobile cell phones regardless the modes of travel. In general, it makes the job of selling easier and allows them to maximize each selling minute of the day. The catch of using this invaluable sales tool is the likelihood of never unplugging ourselves to ...
Views: 1611 - How To Build Great Relationships Through Cold Calling - by Submitted on Oct 14, 2007 from Ari GalperMaster the foundation for cold calling success Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re ...
Views: 515 - Sell More By Playing Host - by Submitted on Oct 14, 2007 from Daniel SitterHow many times have you attended various business, personal and networking functions feeling quite uncomfortable because you did not know anyone there? Has this gripping fear and discomfort ever actually prevented you from attending an event? Have you ever found yourself leaving shortly after ...
Views: 1121 - How To Sell Well: Sharing Some Sales "Secrets" (Part Two) - by Submitted on Oct 14, 2007 from Craig LockArticle Title: How to Sell Well: Sharing Some Sales "Secrets" (Part Two) Author Name: Eagle Productions (NZ) Category (key words): Self Help, Personal Growth, Self Development, Selling, Sales Skills Other Articles are available at: http://www.selfgrowth.com/articles.html (Personal growth, ...
Views: 3623 - When Something Has To Change It's Up To You To Create That Change - by Submitted on Oct 12, 2007 from Cheryl ClausenWhen customer retention is falling or returns and cancellations are increasing it doesn't take a genius to determine something is terribly wrong. The exact reason(s) these bad things are happening may be related to actions taken by someone other than you. It really doesn’t even matter ...
Views: 614 - Whose Future Are We Talking About? - by Submitted on Oct 11, 2007 from Cheryl ClausenYou became a financial advisor because you wanted to help people, but you aren't getting enough people to help. Now you find that you're struggling to get appointments and sales are few and far between. You know people need what you have and that you can really help them. So, what’s ...
Views: 576 - The Key To Building Value - by Submitted on Oct 11, 2007 from Mike BrooksYou hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
Views: 887 - On Paper With Purpose Is A Sales Tip Worth Remembering - by Submitted on Oct 11, 2007 from Jim MeisenheimerSome people dream big while others do big. Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't! Cemeteries all over the world are filled with former salespeople who are buried with their unfulfilled dreams and a multitude of regrets. 19 years ago I was at a ...
Views: 819 - 3 Steps To Increase Your Insurance Sales Results - by Submitted on Oct 10, 2007 from Cheryl ClausenYou can get better results than you are now. All it takes is three simple steps leading to better actions. You have a sales plan now, right? But if you aren’t getting the results you want there is something wrong with your plan that is keeping you from getting what you want. ...
Views: 3649 - How To Grab Interest In 5 Seconds - by Submitted on Oct 10, 2007 from Mike BrooksI hear over and over again how important the first few seconds of a phone call are to make a connection and grab interest, and my question to you is -- are you still opening your calls with the standard, “How are you today?" If so, then you've just turned off about half of your ...
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