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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 Training Tip - Most Sales Come Down to Price - Right? - by Submitted on Jun 05, 2011 from Peter O'DonoghueI was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ...
Views: 957 - Sales Training Tip - Using Time Management Techniques to Achieve Your Goals - by Submitted on Jun 06, 2011 from Peter O'DonoghueOne of the most important skills that any salesperson must utilize is to set out a strategy to achieve your objectives and to plan in advance how you intend to manage your time and sales territory to reach the end goal. It is often said that time is the most valuable asset of any sales ...
Views: 1254 - Sales Training Using The Focus Chart - by Submitted on Mar 10, 2009 from Bob BeckDuring many sales training sessions, one of the biggest areas in anyone’s career development is the ability to stay focused. I call it the Focus Charting. We all have special talents. Some people have more than others, like truly becoming a trusted advisor executing the Quid Pro Quo sales ...
Views: 1856 - Sales Training – Ideas for closing sales - by Submitted on May 29, 2013 from Andrew HortonKnow what you sell and the value you bring There is no substitute for completely knowing your value proposition and what it is you really sell. This understanding is crucial to effortlessly closing virtually any sale. When you are clear on what you sell, communicating this to your qualified ...
Views: 1569 - Sales Training – Objections are never a Bad Thing - by Submitted on May 29, 2013 from Andrew HortonHave you explained your value proposition? Any sales professional, who views objections as bad things, is missing the point. Objections are just your customer or prospects way of telling you that they do not completely understand and appreciate the value both you and your product or service ...
Views: 1362 - Sales Training – Salespeople Add Four Stars To Your Own Movie Premier - by Submitted on Nov 17, 2008 from Patricia WeberWhat can salespeople learn from Ben Hur and Mickey Mouse? Both the movie and the cartoon premiered on November 18th in different years. In the debut, the first public appearance or the introduction, salespeople hold at least four stars, four ideas, to better engage their prospects in making that ...
Views: 1022 - Sales Training – Salespeople Need Both Building And Maintaining Self-Confidence - by Submitted on Oct 22, 2008 from Patricia WeberDid you ever notice on an automobile dashboard that some of the lights are green, orange or red? And sometimes multiple lights come on? Red lights and two simultaneous lights scream, “Call your auto repair of choice immediately.” The next three sales action indicators for a sales person can ...
Views: 1191 - Sales Training – Salespeople Who Lose Sales Can Bounce Back - by Submitted on Nov 06, 2008 from Patricia WeberHow quickly a salesperson gets over a lost sale determines how much attraction for a new customer happens on the next call. Finally, after being out boxed in the first nine rounds, in the 10th round of the World Boxing Association fight in Las Vegas, George Foreman became boxing's oldest ...
Views: 1055 - Sales Training – Salespeople ‘Dear Santa’ Letter Wishes to Deliver - by Submitted on Nov 06, 2008 from Patricia WeberSalespeople, what do you have to lose by writing to Santa for what you want? Since 1952 or 1953 children have been writing letters to Santa, so why not write your own Dear Santa letter? Mine would go something like this: ”Dear Santa, You know who I am and how old I am and that I have been a ...
Views: 1030 - Sales Training – Top Doublespeak Traps Salespeople Want to Avoid - by Submitted on Nov 17, 2008 from Patricia WeberThe annual Doublespeak Award is given to some public figure whose language is deceptive, evasive, jargon or confusing or euphemistic. While usually associated with public figures and corporate environments, some salespeople easily fall into the doublespeak traps without knowing it! Here are the ...
Views: 1529 - Sales Training – Top Salespeople Constantly Fill The Sales Pipeline - by Submitted on Oct 31, 2008 from Patricia WeberTop salespeople have similar habits to collector car enthusiasts. A car collector or enthusiast can have what is referred to as a ‘daily driver,’ or an every day driving automobile. A ‘trailer queen’ car simply goes from a heated and air-conditioned garage to a trailer for transportation to a ...
Views: 1084 - Sales Training – Uncover The Treasure Trove with Your Sales Prospect - by Submitted on Nov 06, 2008 from Patricia WeberWhat are a salesperson’s treasures? How do you find them? Treasures were found in King Tutankhamen’s tomb in Egypt in November of 1922. These treasures had remained uncovered even after looters had stolen so much over the years. So what and how are the treasures that selling has for you? They’re ...
Views: 1029 - Sales Training – ‘Gunk’ Threat To Salespeople - by Submitted on Oct 31, 2008 from Patricia Weber‘Gunk’ is usually what that nasty stuff which collects in the engine and other car parts is called if you don’t change car fluids regularly. But gunk can also refer to bird poop, splattered insects, even some soap scum that sits on the surface after washing a car. Just like this wide variety of ...
Views: 1089 - Sales Training- How to Motivate a Sales Team Towards Excellence - by Submitted on May 23, 2012 from Joseph FraserIt's unquestionable. Running a business is incredibly challenging. As the highest position in a company, you have the most difficult job of maintaining your business' performance and stability. Your business is your brainchild. You desire the best for it as you want to witness its every success. ...
Views: 1155 - 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 - Sales Training: The Keeper of the Spring - by Submitted on Sep 17, 2008 from Mark BowserI came across a story one time which I think illustrates beautifully how we need to take care of our prospects when selling. The story goes something like this. It is about a man who lived in a forest in the eastern Alps overlooking an Austrian village. This old man had been hired years ago ...
Views: 898 - Sales Training: Created With Greatness - by Submitted on Sep 02, 2008 from Mark BowserSales success and inspiration go hand in hand. Now, what do I mean by that? To be successful in the world of selling, one has to have a healthy self image. To do that, we have to develop a healthy belief of who we are and why we are here. Here is an inspirational thought that will ...
Views: 897 - 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 - Sales Training: What Have You Put into Your Mind Today? - by Submitted on Sep 02, 2008 from Mark BowserSuccessful selling is about the mental game. Make sure what goes into your mind is positive because what comes out is always what went in. Most of us have probably heard the statement “garbage in; garbage out.” Well, that is a realistic representation of how our brains work. If we continually ...
Views: 882 - Sales – How and Why Hypnosis Improves Performance - by Submitted on Sep 07, 2010 from Alicia CramerDo you believe you are a confident and effective sales person? Even the top performers in the field tend to have a limiting belief or two that trip them up from time to time. Chances are if you are reading this article, you want to improve your sales performance. There is a wide range of common ...
Views: 2028 - Sales: A Value Exchange - by Submitted on Jun 22, 2009 from Kerry Martin-MooreWe’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and ...
Views: 1107 - Sales: A Value Exchange - by Submitted on Jun 22, 2009 from Kerry Martin-MooreWe’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and ...
Views: 1186 - Salesmanship 101 - by Submitted on May 01, 2009 from Jim MeisenheimerSalesmanship - I just love that word. It's the ability to sell. It's 50% art and 50% science. Of course that's my opinion. Ask most salespeople and they'll say it's 90% art and 10% science. I know, because that's how I felt years ago. I believe there is a science to successful selling and ...
Views: 1862 - Salespeople Debut of Confidence - by Submitted on Nov 17, 2008 from Patricia WeberIf you sell and want inspiration from Broadway, The Sound of Music by Rodgers and Hammerstein has just the song to sing along for sales confidence. One of the songs in the play which debuted on Broadway on November 16th, 1959 is I Have Confidence. By doing a review of just six phrases in the ...
Views: 1019 - 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 - Salesperson as Film Director - by Submitted on May 09, 2012 from Shiera O'BrienWhat you have in common with Steven Spielberg Steven Spielberg looked out through his bedroom window as a small child and imagined the night-time shadows were characters and creatures in the stories he told himself. His imagination and ability to create movies - and direct them years later - ...
Views: 1200 - 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 - San Diego Sales Trainer - ADD Increases efficiency - Automate, Delegate, Delete system - by Submitted on Oct 07, 2011 from Nancy DrewLearn how to streamline your life and increase the efficiency of your business with the automate, delegate, delete (ADD) system – it’s simple and highly effective! Adopting the ADD lifestyle means that you automate, delegate or delete tasks taking up time in your life. This system will ...
Views: 1125 - San Diego Sales Trainer - Your best new sales come from your current customers - by Submitted on Sep 27, 2011 from Nancy DrewAt a business networking event last week, everyone was asked to share their best strategies for gaining new business. Sometimes, what you think EVERYONE knows is really only evident to you. The old adage – “Better to remain silent and be thought a fool than to speak out and remove all doubt” – ...
Views: 1101 - Save More On Closeout Merchandise - by Submitted on May 27, 2008 from Richard RiveraPrices of commodities change while we go on our daily lives. They frequently rise and fall but to our disheartenment, prices tend to increase more often than meeting what we have set aside to avail clothing, furniture, footwear, health products, and houseware as well as luxury items such as ...
Views: 633 - 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 - Screw The Recession - by Submitted on Oct 07, 2008 from Jim MeisenheimerYesterday I was talking to a sales person, Griff Neighbors, who I've known for more than 10 years. He said Jim, "I took your advice and have a white board in my office. On the whiteboard I wrote, Screw The Recession." This got me thinking about what's going on in our country, especially ...
Views: 966 - Scripting Your Way to Wins: Some Ideas to Make Your Cold Calls More Successful - by Submitted on Apr 26, 2007 from Mark SanfordI have had several inquiries about scripts recently. Readers want to know how to say what they want to say, or they want to know why a proposition that seems perfectly reasonable and compelling to them doesn’t go over well with the prospect. Or they want to ‘break the code’: ...
Views: 630 - Searching For Answers - by Submitted on Aug 23, 2007 from Jim MeisenheimerDoing your homework before you make a sales call has never been easier. And the good news is, the bigger the account, the more information you can uncover. Making assumptions is second only to procrastination in undermining your effort to win more business and make morey money. Why make ...
Views: 748 - Searching for Clients? How to Research Using Keywords - by Submitted on Sep 25, 2006 from Patsi KrakoffIn a previous article about how to be found on the Web, I told you about my experience typing in key words I thought potential clients would use when trying to solve a problem for which I had some answers. I wanted to know if they could find me by using the search engines, and I wanted to know ...
Views: 1082 - 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 - 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 - Selecting the Right Vendor For Your Onsite Or Online Microsoft Training - by Submitted on Jun 04, 2010 from T MillerIn our current economy, it is imperative that businesses maximize their profits while minimizing their expenses. Often, businesses choose to eliminate their training from their budgets to quickly show reduce cost. This can often have an adverse effect on their employee's productivity! Instead ...
Views: 1600 - Self-Esteem and Sales Success - by Submitted on Apr 23, 2009 from John AOVYour self-esteem is the most important part of your character. The Reactor Core of Your Personality Your self-esteem is the most important part of your character. This is the emotional part of your self-concept. It is the "reactor core" of your inner power. It is the emotional component of your ...
Views: 778 - Self-Image in Selling - by Submitted on Apr 23, 2009 from John AOVWhy Your Self-Image is a Key Part of Your Personality Your self-image is the way you see yourself and think about yourself. It is often called your "inner mirror." You look into this mirror in every situation to see how you should perform on the outside. You always behave on the outside in a ...
Views: 875 - Self-Talk To Sales Success - by Submitted on Oct 01, 2007 from Patricia WeberDo you listen to your self-talk? What is your self-talk saying? How is your self-talk serving you? If your self-talk is more negative, and sounds like a snake’s rattle, it will scare you off from moving forward. This is poisonous thinking for people who are in the business of selling. Most of ...
Views: 1211 - Sell Feelings Not Facts - by Submitted on Dec 01, 2005 from Alan FairweatherI've been hearing for years that a successful business needsto have a USP (unique sales point). The problem is that mostbusinesses find difficulty in identifying what their USP is.And even if they have a USP, eventually they find theircompetitors doing the same thing. So instead of losing sleep ...
Views: 1216 - 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 - Selling a Higher Price in a B-B Environment - by Submitted on Feb 27, 2007 from Mark HunterEven the most sales savvy among us have had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about it never makes for an easy conversation. When discussing a price increase in a business-to-business environment, it is ...
Views: 969 - 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 - Selling Annuities through a Focused Approach - by Submitted on Apr 03, 2011 from Joel AndersonThe sale of annuities can be a difficult field. Annuities are a very specific product that’s geared towards a relatively narrow segment of the population. As such, each individual lead carries a great deal more weight in annuity sales than in other insurance products. Brokers accustomed to ...
Views: 1438 - Selling Beyond Fear - by Submitted on Jun 09, 2005 from Jacques WerthSELLING BEYOND FEAR In the 15 years we've been training salespeople in High Probability Selling, we've known that what we teach scares people. What we haven't known is *why* our methods scare some salespeople into clinging to their old - but ineffective - sales approaches. Why can't so many ...
Views: 889 - Selling In A Recession - by Submitted on Oct 30, 2008 from Jim MeisenheimerWhat does selling in a recession have to do with the Tampa Bay Rays? Keep reading! The Tampa Bay Devil Rays are going to the World Series this year. Last year their record was 66-96 and they finished in 5th Pl. This year their record was 97-65 and they finished 1st Place in the AL Eastern ...
Views: 1019 - Selling in a Recession Part 1 - Confidence and Escapism - by Submitted on Jun 05, 2011 from Peter O'DonoghueWe are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction. One of the key areas that I have ...
Views: 947 - Selling In The Midst of Terror Tuesday - by The economy is not some esoteric thing. We are the American economy. It is we. Each and every one of us.
We must rally together for our country and continue to spend. Do not hold back. Even I considered, at first, taking back a large purchase I made the day before terror Tuesday. I have ...
Views: 784