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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 One Big Idea Can Reel In The Customers - by Submitted on Sep 19, 2007 from Jim MeisenheimerOne big sales tip. When working with your prospects and customers focus on their needs and their customers' challenges. That's where the ideas are. One big sales tip. Imagine you sell shower curtains and shower rods to hotel chains. You call on hotel chains. You want to be different. Your big ...
Views: 923 - How To Get Clients To Take Immediate Action - by Submitted on May 07, 2005 from Jim KleinAre you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense ...
Views: 923 - Secrets Buried In a Sales Person's Resume - by Submitted on Feb 24, 2008 from Lee SalzIn my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar ...
Views: 923 - Take The Opportunity To Improve Your Selling Techniques - by Submitted on Dec 21, 2011 from Peter McKeonThe modern sales department is aware that improving the skill set of its salespeople could enable them to get more sales and work more efficiently in their relationship with customers. So as to confirm that they are operating at their full potential, knowing effective selling techniques should ...
Views: 923 - When a Client Calls Are You Prepared? - by Submitted on Apr 17, 2009 from Tim NagleIt is easier to close a sale when a prospect has sought YOU out, rather than when you approach them. One of the reasons for this is that when a prospect approaches you, the business relationship starts out on a more equal footing. Contrast the situation where a prospect approaches YOU with ...
Views: 923 - How To Identify The Essentials of Writing A Sales Letter - by Submitted on Aug 08, 2008 from Virgil StanphillOnce you decide to write a powerful, money-making sales letter, an important thing to realize is that there are two structures you're building simultaneously. One which is seen – the physical structure. The other which is unseen - the “invisible” (psychological) structure. The ...
Views: 922 - 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: 922 - 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 - Basic Selling Techniques to turn you into a Sales Super Star - by Submitted on Oct 10, 2012 from Andrew HortonPlan your Day the Night Before To this day I always plan my day the night before. My head does not hit the pillow at night, before I have arranged all my appointments for the next day. I chart every move I will make the next day, detailing who I plan to meet face to face, who I will call, who I ...
Views: 921 - The Art Of The Soft Sell - by Submitted on Mar 06, 2008 from Adrian MillerWhen you come across the phrase the art of the soft sell, you might focus your attention on the word “soft.” You might not even do this consciously; many salespeople don’t. And based on this unconscious focusing, you may lead yourself to believe that the difference between conventional ...
Views: 921 - 7 Skills for Ongoing Sales Success - by Submitted on Feb 27, 2010 from Vicky RossHow the skills learned in NLP can be incorporated and applied in business… When people hear NLP for the first time they tend to imagine some ‘new age’ fuzzy fluffy thing. NLP is a methodology. It is a group of skills and tools that we all use all of the time, just most of it is done ...
Views: 920 - How writing sales prospecting emails and negotiation emails is different - by Submitted on Apr 23, 2011 from Kendra LeeHave you noticed that suddenly you’re negotiating with your customers and prospects through email? They don’t have time for face-to-face or phone meetings. Instead, they’d just like “a few quick questions” answered through email so they can make a decision. As this occurs, it’s critical that ...
Views: 920 - Saluting the Squawkers: Complaints Often Key to Improving Sales, Retention and Loyalty - by Submitted on Sep 21, 2006 from Craig HarrisonIt's said nobody likes a complainer. I beg to differ. In customer service a complainer is doing you a favor. They are the extension of your research, testing and quality assurance departments. Although essentially unpaid, they're providing you with invaluable, often real-time feedback on what ...
Views: 919 - The Millionaire Maker: What Do You Need to Be a Sales Superstar? - by Submitted on Jul 08, 2009 from Mark TewartThere are four important skills to master in selling. Sales Skills You don’t need a magic button to overcome objections. You need to understand why people have objections in the first place, and how to eliminate eight out of ten objections before they ever occur. Sales today is about being ...
Views: 919(4 votes) - The Power of Podcasting: What Exhibitors Need To Know - by Submitted on May 28, 2006 from Susan FriedmannWhat's the most precious commodity in the world? Nope. Not gold. Not platinum. Not uranium. Not diamonds. The most precious commodity in the world is not something you can mine, or harvest, or hoard in safety deposit boxes. The most precious commodity is something you have an almost endless ...
Views: 919 - To Increase Your Advertising Effectiveness – Stop Selling! - by How many times have you heard the old adage, “The customer doesn’t want a drill, he wants a hole in his wall”? While I may disagree with parts of that phrase, one thing is for sure… if you want to increase your advertising effectiveness, you have to stop selling what YOU want the customer to buy ...
Views: 919 - 4 Essential Charecteristics in the next Great Sales Employee - by Submitted on Sep 05, 2011 from Nick CassellsAll sales managers know it takes more than the gift of the gab to make a great salesperson. There are many characteristics to be taken into consideration in a prospective employee, if goals are going to be met, business relationships are going to be effective and sales pitches are going to be ...
Views: 918 - Industry Pro Interview: Branding – Turning Your Customers Into Evangelists - by When you say the word “branding”, most people think USP (unique selling proposition). However a USP is far from the equivalent of a brand as we’re about to find out. What is branding? Is it just for “big boys”? And how the heck do you create one, anyway?
Rob Frankel (http://www.robfrankel.com) ...
Views: 918 - Strategies to Improve Sales Effectiveness - by Submitted on Aug 05, 2012 from Elia WinsonIn a typical scenario in a company, the sales department tends to strive hard to achieve both customer satisfaction as well as the sales. In such a scenario, the term 'sales effectiveness' is of the utmost importance. It is important to acknowledge the fact that one has to be prompt and ...
Views: 918 - Top Salespeople Secrets To Success During a Down Economy: Crank Up The Thermostat During Recession Pep Talk. - by Submitted on Apr 21, 2008 from Patricia WeberIn my thirty years of selling, my sales have never had a downturn during a recession. Have I ever experienced a sales slowdown ever? Of course! I’d be lying if I told you anything else. But I’ve never had this happen during a recession. As a matter of fact I STARTED my business during a downturn ...
Views: 918 - Confidence Sells! - by Submitted on Feb 25, 2009 from Mark HunterRecently, I found myself dealing with a retail salesperson who was attempting to explain to me the benefits of the item I was looking to buy. As I stood there listening to him, I was struck not by what he was saying but how he was saying it. It didn’t take long for me to realize that the ...
Views: 917 - Running Hot or Cold In Your Sales Presentations? - by Submitted on Aug 23, 2011 from Milly SonnemanWhat’s the secret for success in sales presentations and public talks? To dramatically improve the results of your presentations, build an emotional bond. Find out the fast and easy way to do this right now. Why are emotions are so important? Emotions drive our major decisions. You’ve heard ...
Views: 917 - The Number One Sales Currency - by Submitted on Jun 25, 2008 from Shane GibsonF.E.A.R. as defined by many personal development gurus (the revered and even the self-proclaimed) is defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the ...
Views: 917 - 17 Marketing Ideas to Beef Up Business - by Submitted on Jun 12, 2007 from Patti Branco17 Marketing Ideas to Beef Up Business By Patti Branco July 22, 2005 6:30 am ET If the same old thing isn't bringing in results, maybe it's time to vary your strategy. Advisors use a variety of ways to get themselves in front of some new prospects. If the market uncertainty has you ...
Views: 916 - Customer Service - by Submitted on Sep 15, 2007 from Jade SoetaertSome reasons to provide awesome customer service to your customers are: It doesn't cost you anything, so it's a great way to grow your business for free! Increase customer and employee satisfaction. If you treat people well they will treat you well in return. Increase customer loyalty, and ...
Views: 916 - 14 Steps to Successful Cold-Calling - by Submitted on Jul 28, 2007 from Mark HunterThe vast majority of salespeople do not enjoy cold-calling. Yet, at the same time, it is an activity that most need to do on a regular basis. The biggest reason sales professionals are not more successful in this necessary endeavor is the defense that they have other things to do. However, ...
Views: 915 - Achieve Sales Success By Breaking the Rules - by Submitted on Jun 16, 2009 from Mark TewartYou are in charge of your destiny. Be happy that you have critics, as it means you have success to be envied. Critics don’t pick on the weak; they don’t have anything to gain in doing so. In Australia, this is called the “Tall Poppy Syndrome.” When one poppy grows taller than the other ...
Views: 915 - Emotions Are the Key to Sales Success - by Submitted on Feb 24, 2009 from Phil GlossermanWhat REALLY drives people to do business with you? You might think it's your expertise, product knowledge, great service, or even competitive pricing. Sure, all these factors are important, but in today's crowded marketplace they are not enough to distinguish you from the others who offer the ...
Views: 914 - Polish Your Image by Creating Positive Associations - by Submitted on Sep 21, 2010 from Craig JamesWe all have people in our lives whose contact we welcome, and those whose contact we consider unwelcome. At the "welcome" end of the spectrum are our family and friends. At the "unwelcome" end of the spectrum are telemarketers and spammers. The former we're eager to interact with; the latter ...
Views: 914 - A Big Sales Tip - by Submitted on Aug 13, 2008 from Jim MeisenheimerThis is a big Sales Tip for you. In the mid-19 60s there was a TV show titled "I Spy." The show featured Robert Culp and Bill Cosby. The title of the show got me thinking about intelligence and how it can be collected easily today. Years ago if you want to keep tabs on your competition you ...
Views: 913 - Men Are From Mars - by Submitted on Aug 19, 2005 from Kelley Robertson“Men are from Mars, Women are from Venus.” John Gray penned this phrase many years ago to help men and women communicate more effectively. Since this book was written, it has been determined that both genders not only communicate differently, they also buy differently too. Learning how to ...
Views: 913 - Sales And Selling Technique: Sweeps Week - by Submitted on Feb 21, 2008 from Cheryl ClausenDuring sweeps week the television stations break-out their best programming in an effort to drive their ratings up. They know if they can catch a viewers attention and then give them something they want the viewer is likely to tune in as a regular viewer each week. The stations performance ...
Views: 913 - What’s In A Name? The Six Essential Elements You Need To Know - by Submitted on May 04, 2006 from Susan FriedmannSelecting a name for your new business is not easy. A name does more than identify your company. It tells customers who you are, what you do, and more than a little about how you do it. Your name differentiates you from your peers, peaks customer interest, and invites further investigation -- if ...
Views: 913 - Negotiation Checklist to Ensure a Successful Outcome - by Submitted on Mar 25, 2010 from Mark Hunter1. Never negotiate with anyone who is not qualified to negotiate. If in doubt, ask your contact how they've handled a similar type of negotiating in the past. Listen for names, dates and other details that will provide clues as to their level of responsibility. 2. Never put things into ...
Views: 912 - Sales Success Demands Preparation and an Understanding of your Prospects Emotions - by Submitted on Sep 18, 2012 from Andrew HortonI have been involved in sales in one way or another for what feels like my entire life. I got my first sales position working in a chemist, when I was only ten years old. The wily old pharmacy owner knew that the people, who came in to his pharmacy, were there to buy prescription drugs or other ...
Views: 912 - 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 - Winning Sales Through NLP - by Submitted on Mar 09, 2008 from Rintu BasuGood sales is important to business development, anything that can give you an extra edge is worth thinking about. How NLP can achive a huge increase to your sales conversions is the subject of this article. We make meaning from our experiences, this is what NLP is about. As a sales ...
Views: 912 - Diary Of A Lonesome Insurance Salesman - Insurance Sales Success - by Submitted on Feb 22, 2008 from Cheryl ClausenWhen you open your appointment book does it look like your bank account? Empty! Can you sit in your office for hours on end with no interruptions in the form of phone calls from potential prospects and suspects dropping in? Feeling as lonely as the Maytag repairman? Well, at least ...
Views: 911 - Will Water Conservation and Water Saving Green Technologies Spur the Future of American Prosperity? - by Submitted on Oct 06, 2009 from Eric NelsonIn June of this year, California Governor Arnold Schwarzenegger asked President Obama to declare Fresno County a federal disaster area. The White House has not yet responded to Governor Schwarzenegger's request. Requests for presidential disaster declarations are much rarer for droughts than for ...
Views: 911(1 vote) - Sales and Selling Technique: Do You have a Daily Sales Plan? - by Submitted on Aug 29, 2007 from Cheryl ClausenA daily sales plan is a great sales and selling technique. Your daily sales plan isn’t just showing up for work each day making calls, and setting and holding appointments. That’s what I call “hopium”. When your plan is “hopium” you’re just showing up, going through the motions of sales, and ...
Views: 910 - 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 - The Importance of Sales Management Motivation - by Submitted on Dec 23, 2010 from Ralph BurnsThe difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated. If you are a front line sales manager, or an ...
Views: 910 - A way to Finish the Cold Calling Game of Chasing a Sale - by Submitted on Apr 29, 2011 from Archie J. JohnsonOur thoughts tend to be always at the foundation of our behaviors. If our thoughts are fixed on the aim of making a sale, then we’re certainly not being forthright. We’re not centered on the chat or the reality of the situation. We’re going after persons -- or at least going after the ...
Views: 909 - Persuade People and Earn Higher - by Submitted on Jul 15, 2007 from Leon EdwardIn business, the primary goal is to succeed. Competition is fierce in both online and offline businesses. Using four basic principals can increase your sales by up to 300% or more. The first principal is pretty easy. Call your customer by his or her name. By doing this, your customer feels that ...
Views: 909 - Where Does The Time Go? - by Submitted on Mar 06, 2008 from Bill SayersHow do you manage your time? During the last year I have had the honour of working with hundreds of sales people. When I ask the question – Who writes down what they need to do each day – at least half the room admits they do not write down their activities. If you don’t write down your tasks, ...
Views: 909 - Who Makes It About Price? - by Submitted on Oct 26, 2010 from Bill SayersToo often sales reps and sales leaders come to me and say – our business is all about pricing. Our business is different and we have to play in this price sensitive environment. I will listen and ask them about their business and what makes it all about price. I then say to them – “It is not the ...
Views: 909 - Will You Pass The Flinch Test? - by Submitted on Jan 08, 2008 from Lee SalzThere is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test? After a lengthy buying process, the time has come to submit pricing. Countless hours are ...
Views: 909 - How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You? - by Submitted on Jun 01, 2011 from Peter O'DonoghueLast year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of ...
Views: 908 - That's Entertainment: Adding Some Show Biz to Your Tradeshow Exhibit - by Submitted on Sep 08, 2006 from Susan FriedmannWhat makes one tradeshow exhibit memorable and another so-so? What can exhibitors do to get attendees talking after the show? What can motivate visitors who may have had no previous intention of visiting your booth decide that they definitely have to stop by? Entertainment! According to ...
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