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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.
- The Secret Sauce to Sales Management Success! Part 2 - by Submitted on Dec 23, 2010 from Ralph BurnsMost of us have had some sort of training on goal setting. We discussed that goals are very important. Many studies have proven that goal setting, and writing them down is critical to your success. That is all well and good, but most people do not actually set goal for themselves, they ...
Views: 908 - Close Doors, Not Sales - by Submitted on Jan 11, 2008 from Lee SalzYou have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens. Recently, I was asked to provide my thoughts on sales people and the requirement that they "ask for the business" as a closing technique. ...
Views: 907 - Close More Sales Without Selling! - by Submitted on Sep 05, 2008 from Michael BeckLet’s face it… No one likes to be “sold” something. To me, being “sold” is when somebody convinces me to buy something – whether or not I really needed or wanted it. Have you ever been convinced by someone to buy something, maybe even against your ...
Views: 907 - How NOT To Handle a Cold Call - by Submitted on Sep 05, 2007 from Kelley RobertsonLike most business people, I receive my fair share of cold calls. During a more recent call, the person calling said that she worked for one of North America’s largest website developer. She then asked me two questions; “Was I the person in charge of web design for my ...
Views: 907 - Insurance Sales Success: Turning Setbacks Into Comebacks - by Submitted on Feb 15, 2008 from Cheryl ClausenSetbacks are your opportunity to make powerful comebacks. Throughout your working years as a service business owner you will experience adversity from both internal and external forces. If you lack persistence and determination you will crumble and lose it all. With persistence and ...
Views: 907 - NLP And Sales Is There A Connection? - by Submitted on Oct 09, 2007 from Rintu BasuThere is a lot of articles on the internet about what NLP is, how great it is for improving just about everything and why we should all learn something about the subject. Whilst I agree with all of this I think that there is a need to sometimes explain what makes NLP so great. This article sets ...
Views: 907 - Technology Can Bring Us Together and Increase Sales - by Submitted on Aug 05, 2009 from Colleen FrancisAll too often, businesses look at using technology as a way of putting barriers between customers and employees. In fact, terms like call avoidance are often used as justification to purchase information technology systems that up serve customer information to ensure a live, expensive call ...
Views: 907(2 votes) - What Sergio Garcia Can Teach You About Selling - by Submitted on Mar 11, 2009 from Jim MeisenheimerSergio Garcia probably can't teach you much about selling. As a matter of fact, you can probably teach him more about selling than he'll ever need to know. But there is something about Sergio Garcia and the game of golf, which if applied to the game of selling, can be very instructive for ...
Views: 905 - The Attitude towards Persuasion - by Submitted on Oct 16, 2009 from stephanie stephanieDo you believe that life is 15% of what happens to you and 85% is on how you reacted to it. That is the work of attitude. You cannot change the past but you can change the future by changing the attitude. You cannot change the inevitable but you can change on how you reacted on it. That’s the ...
Views: 904(2 votes) - Shut-up and Sell! - by Submitted on Sep 14, 2007 from Mark HunterContrary to popular belief, to be a successful salesperson, it doesn't matter how much you know about your product or service. It also doesn't matter how much of an industry expert you are. It doesn't even matter how great your mother thinks you are. The only thing that really matters to be ...
Views: 903 - Give Me 90 Days And I'll Give You A Plan For Phenomenal Success - by Submitted on Feb 28, 2008 from Cheryl ClausenTop producers are regular people who take specific actions that average or poor producers don’t. That means there is nothing preventing you from joining this elite group except you. If you’re willing to remove yourself as an obstacle to your success you’ll become a top ...
Views: 902 - Sales Coaching: Attitude Blocking Opportunities? - by Submitted on Feb 15, 2008 from Cheryl ClausenDo you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities. Are you like Bob or ...
Views: 901 - Selling with Your Personality - by Submitted on Feb 25, 2009 from Mark HunterAnyone can sell if the price is cheap enough or if what is being sold is something people can’t live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of ...
Views: 900 - The Necessity of Starting Your Own eBay Store - by Submitted on May 10, 2007 from Joshua WatsonThis article is intended to explain how and why you need to start and use your own eBay store. After reading this article you should be able to easily understand the importance of having an eBay store and know how to set one up. According to eBay, "over 75% of eBay store owners say that opening ...
Views: 899 - Unique Selling Proposition - Little Things Can Make A Difference - by Submitted on Aug 12, 2008 from Jim MeisenheimerAccording to Wikipedia the "Unique Selling Proposition (also Unique Selling Point) is a marketing concept that was first proposed as a theory to explain a pattern among successful advertising campaigns of the early 1940s. It states that such campaigns made unique propositions to the customer and ...
Views: 899 - Vinyl decals, Inexpensive solution for your marketing needs - by Submitted on Apr 01, 2011 from Simon WilliamsFrom classic two toned themes to flashy and funky designs Vinyl decals are very top of the line printing items to be used for different purposes. Kind of designs, shapes you could create with vinyl decals were never possible with older technologies and materials for stickers. With the emergence ...
Views: 899(1 vote) - 6 Strategies to Increase Your Sales NOW - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaNow is the time to become a "smart" entrepreneur about your business by doing more not less. What I mean by "doing more" is increasing your sales and marketing efforts. Instead of pulling back as many entrepreneurs are currently doing, beat out your competitors by finding new ways to stay ...
Views: 898(1 vote) - Maximizing Your Price in a Soft Economy - by Submitted on Jun 25, 2008 from Mark HunterEstablishing maximum value for your price is never easy. In today's volatile economy, it's even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer's response to a price increase is ...
Views: 898 - 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 - Are you writing sales negotiation emails like prospecting emails? - by Submitted on Apr 07, 2011 from Kendra LeeEmail has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss proposal terms in email. Some savvy sales reps even ...
Views: 897 - Building Customer Relationships - by Sales and business growth is all about establishing and then developing good business relationships. This takes time and energy--a lot of both. Gone are the days when you showed your customer your product and they said, "Okay, let's go with it." If you offer a service, it takes even longer to ...
Views: 897 - Cold Calls And Taco Bell - by Submitted on Jul 11, 2008 from Meg OrtegoToday, at my boss’s request, I joined him for lunch in his office. Not surprisingly, the big bag of Taco Bell on his conference table caught my eye way before I noticed that my office telephone had been re-connected in his office and was sitting in the middle of our luncheon. Larry told me ...
Views: 897 - 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 - The Fundamentals of Excellent Business to Business Selling - by Submitted on Jun 21, 2011 from Nick CassellsEffective salespeople in the world of business to business sales all have specific factors in common. They not only have excellent sales techniques, they also thoroughly understand the business arena. But perhaps more importantly they have researched their customers business and his specific ...
Views: 897 - Turning Follow-Up Into Sales? - by Submitted on Jun 27, 2008 from Rochelle Togo-FigaOne of the most effective ways in getting more business is following up with the prospect. Sadly, 80% of sales opportunities are missed because people do not follow up consistently. Studies have shown that most prospects, who do not buy short-term, usually make a purchase within 12 months. When ...
Views: 897 - Your Pipeline of Prospects Could Be Fuller - by Submitted on Feb 23, 2011 from Mark HunterKeeping your pipeline of prospects full is no easy task. I’m not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your ...
Views: 897 - Developing A Media Kit Built To Sell - by http://www.ktamarketing.com
When trying to sell advertising (in your ezine, on your site or for other applications) you’ll often get the response, “Send me your media kit and I’ll look it over.” That sentence usually strikes a note of anxiety in most small business owners. I think the reason ...
Views: 895 - Get More Sales Using A Conversion Heuristic - by Submitted on Apr 03, 2020 from MD Rasel MIahSo increasing conversions is absolutely the primary goal of any small business owner or any marketer. You have to focus on getting these conversions in order to get your sales in order to increase your revenues and stay in business, especially if you’re an ecommerce business, focusing on ...
Views: 895 - How To Handle Rejection - by Submitted on Mar 27, 2008 from Jim KleinBeing able to overcome the ill effects of rejection is vital to success in sales. This technique for handling rejection comes from one of my mentors, Tom Hopkins. If you focus on this sales prospecting technique when you get rejected you'll turn the bad feelings into good feelings. If you're ...
Views: 895 - How To Quickly Establish Rapport With Your Prospects! - by Submitted on Mar 17, 2008 from Jim KleinI'm sure you'll agree, establishing rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Views: 895 - Investment Sales Success: Are You Creating a Buying Atmosphere? - by Submitted on Aug 15, 2007 from Cheryl ClausenLong-term investment sales success requires a buying atmosphere. In a buying atmosphere: you both know why you’re meeting, you both feel comfortable and share open communication, and you’re both focused on one thing; the best outcome for the customer. It takes pre-work to create the most ...
Views: 895 - Persuasion Technique to Improve Your Sales - by Submitted on Nov 26, 2009 from stephanie stephanieWhat do you think about your sales these days are they slowing down and dropping? A lot of researchers have been studying a lot of persuasive tactics that can be used to persuade and influence people and take them to your way of thinking and take immediate action. I am going to share to you ...
Views: 895(2 votes) - The Development of Selling - by Submitted on Dec 30, 2010 from Justin DavisThe roots of selling has rooted from hundreds of years ago, the first merchants of the world were featured in our history books, crossing the world with galleons bringing along their merchandise. People bartering things have been the system of their business trade till the emergence of money. ...
Views: 895 - The Power of Belief and Expectation - by While you may not always get what you want, you will always get what you expect! Belief is the most powerful state of mind because your belief system defines and shapes who you are and determines your potential. I believe Henry Ford was correct when he said, “Whether you think you can or think ...
Views: 895 - Widely Used Roll up Banners - by Submitted on Mar 27, 2011 from Simon WilliamsMostly the roll up is also known by the title of roll up professional because they are normally used in the professional areas. Now the roll up becomes the part of the society and it plays an important role in any professional field whether there is the educational institution or any company of ...
Views: 895 - America – You Make The Difference! - by have the ability to write this letter to you today because I live in a free country. Free to choose the path I lead. Free to love my country, my family, my freedom and my God. Free to speak on a platform of my choosing. Though destruction abounds my free world, I still stand free because of the ...
Views: 893 - No Just Means The Next Opportunity - by I am always thankful when someone tells me, "No." I have learned not to take it personally. The word "No" doesn't mean anything about me. What it means is I need to find the next opportunity and find someone who does want my services. The answer "No" frees me to move on and look for the "Yes." ...
Views: 893 - 6 Common Objections And How To Handle Them - by Submitted on Apr 10, 2008 from Alen MayerYou as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the ...
Views: 892 - Managing your Sales Leads Through The Sales Cycle - by Submitted on Apr 10, 2011 from Kate TammemagiThe best of the best sales people find managing their sales leads through the sales cycle challenging, but essential. Controlling activities at each stage of your sales cycle is key to success in sales. The Sales Cycle is a great model to use to help you to plan, to set goals and to increase ...
Views: 892 - Making More With Existing Clients - by Submitted on May 02, 2005 from Charlie CookHave you ever put on a jacket you haven’t worn in a while and found a twenty-dollar bill in one of the pockets? You'd forgotten all about it, so discovering it is like getting a gift. If you've been in business for a year or longer, you may have gifts in forgotten pockets — sources of additional ...
Views: 891 - Two Proven Methods To Supercharge Your Sales Force - by Submitted on Dec 23, 2010 from Ralph BurnsThe sales person who is motivated primarily by praise and encouragement is probably the most prevalent motivational profile that you will have on your sales team. Everyone to a certain degree enjoys praise and enjoys encouragement. And I thing that we all work under an environment of praise ...
Views: 891 - Your Approach Makes a Difference - by Submitted on Sep 07, 2006 from Kelley RobertsonNot long ago my wife and I were planning a get-together with some friends and wanted to serve a cheese board after dinner. So, we ventured to a local market to look for some cheeses. We asked for one particular cheese at the first vendor we visited and were told that they did not carry it. No ...
Views: 891 - What You Can Learn from Warren Buffett about Getting to Deal Makers - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the second richest person on the planet (behind his buddy and board member, Bill Gates) has no problem getting to dealmakers. You, however, until you make that first $1 billion, aren’t so lucky. What you need to land a key account is a champion on the inside. Recruiting a ...
Views: 890 - Sales Professionalism - by The challenge with too many salespeople is that they decide at first to ‘try?selling for a while. They don’t commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ...
Views: 889 - 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 - You've Screwed Up - Now What Do You Do? - by Submitted on Nov 26, 2005 from Kim DukeOK everyone - even the Sales Diva is not immune to screwing up royally every now and then! I can't believe I am actually going to tell you what happened to me recently... but it will give you a laugh! I was recently asked by a local college to do a tele-class call. No problem. Booked the date. ...
Views: 889 - Don’t overdo it! - by Submitted on Nov 19, 2009 from Colleen FrancisAvoid the trap of overselling It’s every salesperson’s nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause. As sales professionals, it’s important to recognize that this is a trap that we all ...
Views: 888(1 vote) - Sales And Selling Technique: Turning A So-So Idea Into One That Works - by Submitted on Feb 15, 2008 from Cheryl ClausenAs a service professional when you earn a client you want a life-time client not a one-time sale. The more interaction you have with your clients the greater their satisfaction, and the greater their satisfaction the more likely they are to stay with you, appreciate your services, and refer you ...
Views: 888 - 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 - Use the Power of Persistence to Dramatically Increase Sales and Profits - by Submitted on Jun 08, 2009 from Scott HallmanWe all have heard that in order to effectively sell in today’s intensely over competitive world, you (and your sales reps) must be persistent. The sad reality is very few businesses I have worked with (out of thousands) do this very well. Yet statistics show that the majority of sales happen ...
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