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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.
- 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: 616 - Insurance Sales Success: Do You Form Life-Long Relationships? - by Submitted on Aug 23, 2007 from Cheryl ClausenInsurance sales success is a real challenge that few can achieve. Why is it so hard, and how can you make it easier for you? Insurance sales success is so hard because you’re asking people to make decisions to avoid a pain that might not happen, and they don’t want to think about, and that ...
Views: 474 - The Five Elements of a Qualified Lead - by Submitted on Aug 22, 2007 from Mike BrooksPeople ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect. Know these five things and chances are real good you're going to close this prospect. Leave ...
Views: 700 - 5 Secrets to Exercising Authority - by Submitted on Aug 21, 2007 from Mike BrooksIf you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose ...
Views: 742 - Sphere-ing, The New Networking - by Submitted on Aug 21, 2007 from Deborah ShaneAugust 19, 2007 Business Networking: something we know we should do and is good for helping us grow our business! Most people are terrified of going to a networking event where they don’t know people and have to “work” the room. It just isn’t a natural social skill for a lot of people. ...
Views: 1749 - Sales Development Training: Why do People Buy? - by Submitted on Aug 20, 2007 from Cheryl ClausenUnderstanding why people buy and what that means to you is an important part of your sales development training. You can know more about your product or service than anyone. You can have your sales presentation down pat. You can know beyond all doubt that your prospect needs what you have ...
Views: 663 - Sales and Selling Technique: Who’s Listening? - by Submitted on Aug 19, 2007 from Cheryl ClausenListening is one of the most important sales and selling techniques you can have. Many of you think you’re listening, but you’re not. I can’t tell you how many clients have told me they are really good listeners, but it was obvious to me and everyone else that they aren’t. How often do you ...
Views: 493 - Marketing and Sales Strategy: Do You Have a Marketing Objective? - by Submitted on Aug 17, 2007 from Cheryl ClausenDoes your marketing and sales strategy have a clear objective? All too often I see people using random marketing activities hoping that something somewhere will stick, and they’ll get a customer. That isn’t an approach you want to use. You want measurable results from your marketing efforts, ...
Views: 558 - The 3 Fears Blocking Effective Sales Communication - by Submitted on Aug 16, 2007 from Antonio GuerreroSelling can be a nerve racking experience for most people. The sales process has many dips and curves that can leave you at a loss for words, feeling shaky and unconfident. To effectively communicate in sales, you must have an ironclad confidence and the ability to think on your feet. Sounds ...
Views: 636 - Sales Marketing Training Program: The Partnership for Achieving Superior Performance - by Submitted on Aug 16, 2007 from Cheryl ClausenAre you an independent sales professional or small business owner? If you are you may have found some sales success, but you may also feel kind of stymied, and you aren’t sure where to turn or what to do to continue your business growth? Neither sales nor marketing are the whole story when it ...
Views: 506 - 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: 791 - Career Sales Training: Are You a Sprinter or Marathon Runner? - by Submitted on Aug 14, 2007 from Cheryl ClausenPart of your career sales training should get you to think about what kind of career you want to have. If you were to equate sales people to runners there are two types of performers. The type of performer you choose to be has long term impact that will affect your overall success. ...
Views: 573 - Projecting an Expert Image - by Submitted on Aug 14, 2007 from Paul McCordVirtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hangers (if they use them), their cold calling spiel, their brochures, and everything else they have tries to communicate this ...
Views: 871 - Insurance Sales Success: Building Champions - by Submitted on Aug 13, 2007 from Cheryl ClausenYour insurance sales manager is on a mission to build champions. Make sure his or her mission is in your best interests. It’s not uncommon for insurance agents to be forced into master mind groups. I say forced because your attendance and participation is mandatory. Master minding can be an ...
Views: 468 - Ten Top Tips for Dealing with Gatekeepers - by Submitted on Aug 13, 2007 from Niall DevittTip Number One: Mix up your approach There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single ...
Views: 958 - Speak Your Way to Success - by Submitted on Aug 11, 2007 from Paul McCordSalespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects. While most salespeople who sell directly to consumers are all too familiar with cold calling, purchasing leads, sending out ...
Views: 794 - Excel Your Sales Career: How to Overcome Fear, Beat Your Competition and Achieve Higher Sales - by Submitted on Aug 09, 2007 from Chuck MacheAs a sale professional, what would you do in this situation? Your new client just signed an agreement putting you way ahead of the previous year. Not only would it catapult you in your organization and the industry, your personal income was about to reach new heights. Then, the following ...
Views: 550 - The Focused Objective - by Submitted on Aug 09, 2007 from Alvin DayOne of the strongest messages that I got from reading the self empowerment best seller, Thing and Grow Rich was the concept of a “definiteness of purpose.” Though the explanation in the book focused on life’s general pursuits, I immediately made a connection to the specific pursuit of sales ...
Views: 731 - Sales Training Program: You Got the Appointment, Now What? - by Submitted on Aug 08, 2007 from Cheryl ClausenAll too often getting the appointment is the crescendo of your sales training program and then things fall a little flat after that. Getting the appointment is just the entry to begin the sales process. It’s what you do during and after the appointment that determines the sale. In many cases, ...
Views: 511 - 10 Guerilla Small Talk Techniques - by Submitted on Aug 08, 2007 from Nicki WeissI recently read about a study of MBAs 10 years after they graduated. Researchers at Stanford School of Business found that Grade Point averages had no bearing on their success. Surprisingly, a major deciding factor was their ability to converse with others. The skill of connecting in short, ...
Views: 5207 - Insurance Sales Success: Do You Really Want the Price Shoppers? - by Submitted on Aug 07, 2007 from Cheryl ClausenI can’t count the number of offers I get from desperate insurance agents offering a free insurance review. What’s the objective of these offers? To get an appointment and then beat the other guys price, right? What on earth are you thinking? Do you really want to deal with price shoppers? ...
Views: 471 - How the World Sees Us - by Submitted on Aug 07, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 815 - ROMANCING THE CLONE - by Submitted on Aug 06, 2007 from Don McNamara CMCAs everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked ...
Views: 751 - All in A Dog’s Way Can Make You More Sales - by Dogs are great teachers of how to sell easier and better. And if you think about a dog’s life, it’s an easy one. Some dog behaviors can serve as models for do’s and don’ts for salespeople.
Dogs mark their territory.
Do what you can to stand out in your industry or in your working geography. ...
Views: 702 - Sales Myth or Reality: You Be the Judge - by Let’s challenge a few myths. You know what myths are. Lately we are seeing the changeover of “Hi, I’m with the IRS and I’m here to help you,?from myth to reality. Okay so it won’t take over night. Another business myth is that confident statement spoken by a customer, “My check is in the ...
Views: 789 - What was Popeye's strength? - by Submitted on Aug 05, 2007 from Debbie MrazekSalespeople spend their time thinking about what they aren't good at and how they can get better. We are taught to learn from our mistakes as we are growing up. Today there is a "strengths" movement afoot that suggests that what we learn from our mistakes is the characteristics of mistakes. ...
Views: 860 - Sales Training Program: Is Buying Today the Only Option? - by Submitted on Aug 03, 2007 from Cheryl ClausenIs your sales training program helping you to be a proactive seller or a reactive seller? A reactive seller isn’t really prepared for, not now. Consequently when a reactive seller is faced with buyer resistance or objections they aren’t prepared to develop a positive alternative for the ...
Views: 485 - Sales Training Program: Want Referrals? - by Submitted on Aug 03, 2007 from Cheryl ClausenIn your sales training program have you been told that if you want more referrals you just have to ask? If you’ve been asking you may have experienced some problems with just asking, such as: the people you’re asking don’t really feel comfortable referring you, the people your asking are at a ...
Views: 482 - Sales Citizenship - by Submitted on Aug 03, 2007 from Don McNamara CMCExecutive Overview Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they should select incoming sales representatives who have sound social ...
Views: 693 - Insurance Sales Success: Are You Referable? - by Submitted on Aug 02, 2007 from Cheryl ClausenReferability is a key element for long-term insurance sales success. You know you need referrals, but you don’t like asking because it puts you in a beggar position; and you don’t like imposing on your friends, family, and associates always wanting them to refer you. You can get referrals ...
Views: 551 - How do the Top Sales People View their World - by Submitted on Aug 02, 2007 from Niall DevittWhy does selling appear to be so much easier for some salespeople? It seems that they have a knack of identifying which doors to open and then knowing just what to do or say to convince the prospect as to the value of their offering. They are often described as “lucky” or “always been in the ...
Views: 1289 - Don’t Answer Objections, Isolate Them! - by Submitted on Aug 01, 2007 from Mike BrooksDon’t Answer Objections, Isolate Them! By Mike Brooks, Mr. Inside Sales Most 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 ...
Views: 628 - 7 Steps to Sell Your Home in Twenty Seconds - by Submitted on Mar 14, 2011 from Joanne Victoria7 Steps To Sell Your House in Twenty Seconds Did you know that purchasing a home is an emotional process? Most people decide in less than twenty seconds, yes, twenty seconds if a particular house is for them. Not only that, but buyers look at an average of twelve homes before they ...
Views: 1045 - Building Quality Long Lasting Relationships - by Submitted on Jul 31, 2007 from Don McNamara CMCDon’t you get a little weary listening to all the experts trumpeting, then droning on-and-on that ‘it’s all about relationships’. It troubles me since no one has taken time to analyze what it takes in developing quality long-term relationships. It’s important because all of us in one degree or ...
Views: 4529(1 vote) - How 2 Give Your Salesforce 10 Definite Do’s - by Submitted on Jul 31, 2007 from Polly AndersonI’m told that parts of Southern Europe are littered with ‘T.I.R.E.D.’s’ (Thirty-Something Independent Radical Educated Drop-outs) – people who have walked away from big jobs because they just “weren’t happy…” Salespeople should be as far removed from ‘T.I.R.E.D.’s’ as it is possible to be. ...
Views: 487 - How the World Sees Us - by Submitted on Jul 30, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 672 - Change That Negative Attitude and Increase Your Sales - by Submitted on Jul 30, 2007 from Marcella McMahonSales is not a personal thing - Or is it? A negative attitude in sales will hold you back every time! Do you have a negative attitude holding you back? No one likes to do business with people who are negative. But sometimes we don't even know we have a negative attitude. Take Casey for example: ...
Views: 570 - An Untapped Gold Mine: Repeat Business - by Submitted on Jul 30, 2007 from Martin LeeMost business people don't work their past customers at all. And those who do work their past customers produce only a fraction of the potential they're capable of producing. Satisfied customers like to be, want to be and are already favorably predisposed toward working with you or doing ...
Views: 630 - Insurance Sales Training: Which of These 10 Mistakes Are You Making? - by Submitted on Jul 29, 2007 from Cheryl ClausenThe insurance sales training you’re getting from the insurance agency and insurance carriers does little to prepare you for success. For the most part, this training provides half-solutions and makes your job at least 100 times harder than it has to be. Look over this list and circle each ...
Views: 526 - 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: 648 - Overcoming Poor Coworker Relationships - by Granted. You can’t always get along with everybody. There are some people on this earth who simply won’t allow you to make friends with them. However, at some point in life, you are likely to come upon a situation where a good relationship with a coworker has become strained for one reason or ...
Views: 781 - Case In Point: Getting Your List To Respond - by © 2002http://www.ktamarketing.com
We all wish we could have ultra-responsive mailing lists, don’t we? The dream of most marketers is to send out their ezine and sit back to watch a flood of orders come in. After all, while we always DO want to provide good, solid information for our readers, ...
Views: 753 - Copywriting Successes and Failures: A Comparison Of the Good and Bad - by © 2002 http://www.copywritingcourse.com
It’s about 7:00am and time to start my day. While my exact routine varies, one of the first things I always do is check email. As the flood rolls in, I have my finger poised on the delete button… aimed and ready to fire. But then something catches my ...
Views: 1058 - Case In Point: Getting 24% ROI On Email Campaigns - by So often we hear of individuals who get exceptional returns-on-investment from their advertising campaigns. However, what we don’t often hear are the intimate details of how these people work their strategies. Marketer Diane Hughes has agreed to give us the nitty gritty of her latest solo ad ...
Views: 781 - Creating Sales Letter Lists That Make Your Customer’s Drool - by You’ve seen them a hundred times. Those lists that copywriters use within their sales letters that tell you what the product or service offers. They might say something like:
· THE most important (and most overlooked) aspect of copywriting
· The 4 personalities of your customer and how to get ...
Views: 948 - 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: 678 - 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: 682 - Industry Pro Interview: The Selling Power of Consumer Confidence - by Butch Pujol came into his business through a unique series of events. Being taken advantage of himself didn’t set well with Butch and he realized that many others had been through the same thing. His background lends itself to Butch’s need to provide service and to care for others. The ...
Views: 622 - Inflate Your Sales With Balloon Replicas - by Whether you know the term or not, you’ve probably seen “inflatables” many times before. These are the gigantic balloons that are shaped like company logos, mascots, characters or symbols. They hold some real power when it comes to promotion and almost always increase sales when used. ...
Views: 802 - How To Conduct Your Own Research and Use It To Make More Sales - by I received an email from a prospective client the other day. It was disturbing. The message stated, “…my customers aren’t buying and I don’t know what they want anyway. I’m adding new product lines all the time but nothing seems to work.” I could feel her frustration.
In my reply to her, I ...
Views: 663