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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.
- Selling Is All About The Whys - by Submitted on Aug 16, 2008 from Tessa StoweSelling is all about the whys. There are some very important whys that you want answered and there are some very important whys your prospect wants answered. If you focus on these whys, selling will become a lot easier for you plus it will be easier for your prospects to buy from you. So what ...
Views: 756 - Selling Is Not Politics: Going Negative In Sales Can - by Submitted on Sep 11, 2008 from Patricia WeberPolitical mud-slinging attack campaigns are an approach that isn’t often found in selling. Some salespeople get fearful and defensive as soon as competition is mentioned. Others, those who usually win against the competition, know a productive approach. Commercial ads, like Apple’s Mac versus ...
Views: 774 - Selling is T.U.F. - by Submitted on Dec 23, 2010 from Erik Therwanger2011 is approaching fast and your ability to “sell” will dictate your success in the New Year! “Sales” is a natural part of any job. Everyone is in sales. Doctors, lawyers, athletes, politicians, filmmakers, and janitors are selling every day. They want to obtain more patients, gain more ...
Views: 956 - Selling more Annuities through Best Practices - by Submitted on Apr 03, 2011 from Joel AndersonAnnuity brokerage is a difficult area of sales. For insurance agents accustomed to selling policies, the annuities game could be a rude awakening. Despite the allure of bigger commissions and better rewards, annuities are not an easy path to doing more business. However, they can provide an ...
Views: 1527 - Selling Scared - by Submitted on Mar 08, 2009 from Bob BeckMany of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking ...
Views: 1037 - Selling Secrets Learned from 25 Years - by Submitted on Oct 05, 2012 from Andrew HortonCold calls are no longer an option, old hard core selling is a distant memory and viewing your customers as buyers of your products and services from a purely transactional perspective, is as effective as using a bucket to try to empty the ocean. Selling has changed more in the past 25 years ...
Views: 704 - Selling Skills that Get More Results - by Submitted on Jun 23, 2007 from Patricia WeberWhile sitting under my hat in our 1933 Packard before we knew we won one of the second highest awards at the Annual Concours d’ Elegance of the Eastern United States; Bethlehem PA, I got to thinking about hats and selling. How you use your sales hat is critical to your results. Here are ...
Views: 491 - Selling Skills – 5 Steps To Obliterating Your Fear Of Selling For Good - by Submitted on Feb 02, 2011 from Jon DanielsMost business owners and entrepreneurs have no problem coming up with ideas of how to make money. The problem they do have, however, is a total sense of fear about taking their idea to market and find the people who pay for it. People will not just magically appear and freely hand over cash. ...
Views: 1461 - Selling Strategy: Start-Stop-Change - by Submitted on May 01, 2009 from Jim MeisenheimerWhat kind of selling results are you getting your current selling strategy? "Insanity is doing the same thing over and over and expecting different results." This quote is attributed to Albert Einstein, a pretty bright guy. Why do we rely on the same selling strategies that don't work? I ...
Views: 843 - Selling Techniques - How to Convince People to Buy From You - by Submitted on Jun 09, 2011 from Peter O'DonoghueHave you heard the saying "People buy people?" If you have been in sales or business any length of time then you would have heard this a thousand times. The trouble is no one has ever really been able to show you how you can go about selling yourself - until now, that is. You might work ...
Views: 4992 - Selling to C-Suite Executives Requires Having Their Backs - by Submitted on Apr 16, 2015 from Sam ManferSelling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ...
Views: 2246 - Selling to the Competitive User - by Submitted on Aug 05, 2009 from Landy ChaseNothing is more rewarding for any business than taking an account away from a competitor. Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic ...
Views: 873 - Selling to Today’s Customers - by Submitted on Apr 29, 2009 from John AOVWhat is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for. How Markets Work Our market society is based on the principles of freedom and mutual benefit. Each party to ...
Views: 854 - Selling to VITO (Very Important Top Officer) - by Submitted on Mar 01, 2009 from David RiklanVITO is the Very Important Top Officer, the person with the ultimate veto power...the person who cares most about the top, middle, and bottom line, and the person who is most interested in what you and your ideas and solutions can do for the entire enterprise. VITO is the person you need to sell ...
Views: 3755 - Selling To Your Strengths - by Submitted on Apr 12, 2012 from Mark Bowser"Play your game," said Coach Galen Scott. The pointed advice was given to a very weary, frustrated college tennis player. If you haven't guessed, that frustrated athlete was me. I was losing matches, my mind was clogged, and I didn't know what to do. That is when Galen stepped in an instructed ...
Views: 1172 - Selling Value To Get Results - by Submitted on Aug 11, 2008 from Bob BeckSelling Value: The New Required Foundation for Growth-Minded Organizations and Individuals Are you sure that you’re providing value to your prospects and customers? Even if your answer is an emphatic yes, you might want to take a ...
Views: 938 - Selling What's Different - by Submitted on Oct 04, 2008 from Jim MeisenheimerWhy be different when you can be the same as everyone else? Why stand-out when you can blend in? Why is blending in so much easier? Why is standing out from the competitive crowd often viewed as risky business? It all starts with your childhood. Now, I'm not a shrink but I do think it goes ...
Views: 647 - Selling With Whiteboard Conversations Boosts Personal Touch - by Submitted on Oct 16, 2011 from Milly SonnemanWhiteboard conversations are changing the selling game, giving small business owners the same advantage as their global competitors. Yet many entrepreneurs and small businesses feel that selling at the whiteboard can’t possibly be the answer. Discover how you can use whiteboard conversations ...
Views: 1213 - Selling With Your Personality - by Submitted on Jun 25, 2008 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: 591 - 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: 757 - Selling your Business – Step by Step Process - by Submitted on Jun 13, 2006 from Micheal HarrySo finally the time has come to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start? A good time to start thinking about ...
Views: 611 - Selling Your Business: Is Now the Right Time to Sell Your Business for Maximum Profit? - by Submitted on Sep 15, 2007 from Harvey ZemmelIf your business is a success, you probably had to pour most of your time, energy and money into it for what may seem like forever. You may see your company as an extension of yourself and it may be hard to even imagine life without it. In some cases, your entire family may have depended on the ...
Views: 651 - Selling Yourself - A Core Life Skill - by One of the most important skills you can ever develop is the ability to sell. You are required to sell yourself all the time. You do it when you apply for a job or a pay rise. You have to sell yourself to your potential love partner. When you go to the bank to apply for a loan, you are selling ...
Views: 1119 - Selling – Is this you? - by Submitted on Feb 10, 2013 from Mariano JaucoSelling is stressful, and can be downright discouraging I bet when you started your company you dreamed of freedom, being your own boss and big bountiful earnings. And my guess is you didn’t spend much time wondering how to get clients and polish up your sales skills! So often, my clients ...
Views: 1469 - SEO Copywriting Makeover: Finding the Right Trigger - by Submitted on Sep 11, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com You've got a great product or service. Now, how do you make buyers sit up and take notice? How do you get them excited about what you're offering? You have to pull the trigger. There is at least one trigger for every product or ...
Views: 910 - SEO Copywriting Makeover: Good Rankings but No Sales Part 1 of 2 - by Submitted on Jan 21, 2005 from Karon ThackstonKaron Thackston © 2004-2005 http://www.copywritingcourse.com It's been a myth for as long as the Internet has been in existence. Get good rankings and your site will be successful. I hate to be the bearer of bad news, but that has never been the case. What you get when you achieve good ...
Views: 914 - seo search engine optimization, internet marketing & web design - by Submitted on Jan 12, 2011 from Rob Kahn5 Things to look for in an Internet Marketer-Web Designer Locating a great internet marketing specialist is difficult. I hear many terrible experiences from business people and clients about their misfortunes in making a useful connection with a suitable internet professional or agency who ...
Views: 563 - 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: 3078 - Setting Goals for Success - by Submitted on Apr 03, 2011 from Joel AndersonIn the opening line of Anna Karenina, Leo Tolstoy states that “Happy families are all alike; every unhappy family is unhappy in its own way.” The same could also be said of companies with successful sales strategies. There are hundreds of different ways that a sales team can frustrate their ...
Views: 1121 - Setting Your Goals In Sales Training - by Submitted on Mar 13, 2006 from Patrick Porter, PhD, Creator Of The MindFitIt doesn’t matter if you are in an auto sales training, TV and radio sales, estate sales or time share sales in my conversations with sales management over the years, I’ve found that top producers all have one thing in common: they’ve taken the time to sit down and create goals for themselves ...
Views: 842 - Seven Keys To Closing More Sales During The Second Half Of 2005 - by Submitted on Jul 23, 2005 from Jim MeisenheimerIt's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting. 1. Develop a system for everything. There's a fundamental reason why companies like ...
Views: 671 - Seven Lessons to Learn from Great Salespeople - by Submitted on Nov 25, 2006 from Kevin EikenberryChances are this article’s title gives you a strong opinion about whether or not to continue reading. You are either in sales and want to understand your work better and therefore very interested, or you are being kind and giving me until the end of this paragraph to convince you to continue, ...
Views: 1107 - Seven Steps to Selling MORE! - by Submitted on Jul 18, 2011 from Ryan LoweAre you a salesperson who’s frustrated each month trying to reach sale quotas? Do you worry that a career in sales might not be a good fit for you? Sales can be frustrating and complicated, or it can be very simple. Now when I say “simple,” I don’t mean that it is not difficult. Selling is ...
Views: 953 - Sharpen Your Selling Skills and Seize Opportunities - by Submitted on Jul 09, 2012 from Andrew HortonThe numerous changes we see all around us every day and the roller-coaster economy, has presented us with a few new and interesting challenges. Everything has changed, the markets are not the same, peoples buying habits and demand for products has changed. Innovation is driving new products, ...
Views: 1443 - Shifting the Sales Compensation Paradigm - by Submitted on Oct 08, 2007 from Don McNamara CMCExecutive Summary How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. ...
Views: 933 - Short Copy: Understanding Its Purpose Can Increase Sales - by Submitted on Aug 26, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com I believe it was Mark Twain that once said, "If I would have had time, I would have written a shorter letter." His point being... it takes much more thought and time to write a short, concise piece than a long one. It's true, too! Think about it. How ...
Views: 808 - Short Selling - Profit When Prices Fall - by Submitted on Oct 28, 2016 from Misty JhonesIf you were told that it is possible to profit from a stock that has a falling price, would that make sense to you? Although it does sound counterintuitive, it is possible to do so by a practice called “Short Selling”. By using short selling, you will be able to take advantage of a stock that ...
Views: 6070 - Short Term Profits vs. Long Time Clients - by Submitted on Aug 09, 2008 from Tom NinnessIn today’s world, price is everything. Everyone seems to be looking for a bargain. Shopping the grocery stores for the weekly deals: hunting down the gas station with the lowest price, or waiting for retail stores to put merchandise on sale or clearance. Everyone wants a bargain. But ...
Views: 674 - Shorten Sales Cycles By Capitalizing On Trigger Events - by Submitted on Jul 14, 2008 from Craig EliasJed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he's not getting very far. "People tell me to call back in two months, four months, six months, when they will be looking at this problem" he says, perplexed. ...
Views: 809 - Should I Promote My Top Gun To Sales Manager - by Submitted on Jan 26, 2010 from Robert WeeseMany companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ...
Views: 952 - Should You Use Sales Letters Before You Cold Call? - by Submitted on Jun 14, 2008 from Ari GalperRemember the numbers game? Well, this is the thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result. If you don’t know how to make a call from scratch and build trust, it seems to make sense to rely on a letter, brochure, or ...
Views: 569 - Show and Tell - by Do you look for ways to involve your customer during your presentation or do you just babble on hoping you might say something that will generate a sale? Regrettably, unsuccessful salespeople display poor listening skills and have a tendency to talk too much. They use a “show and tell” sales ...
Views: 622 - Show and Tell - by Do you look for ways to involve your customer during your presentation or do you just babble on hoping you might say something that will generate a sale? Regrettably, unsuccessful salespeople display poor listening skills and have a tendency to talk too much. They use a “show and tell” sales ...
Views: 541 - 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: 684 - Similarities Between Getting Sold-Out Sporting Event Tickets, and Making Sales - by Submitted on Dec 23, 2010 from Art SobczakI’m a sports nut. Whenever I travel to a city I typically check the schedules of whatever pro or college team of any sport to see what I might be able to attend. Also, my friends and family are well aware that I’m pretty good at getting great tickets to games by paying less than face value--even ...
Views: 704 - Six Degrees of Separation? Really? - by Submitted on Jul 25, 2007 from Hollis PolkWe’ve all heard that saying, “Six Degrees of Separation”, meaning that everyone on earth is connected by a maximum of 6 person to person links. What most people don’t know, though, is where this notion came from, and that it’s not exactly true. Item: My friend, ...
Views: 925 - Six Easy, Yet Powerful, Steps To Breaking Through the Fee Barrier - by Submitted on May 16, 2008 from Rochelle Togo-FigaDonna is the owner of a home décor business, who came to me seeking help in closing the sale. She had recently lost a sale due to her fear in presenting her fees. Donna had met with the prospect several times, uncovered their needs, answered questions, handled objections, presented a proposal, ...
Views: 631 - Six Questions You Absolutely Need the Answers to for Sales Success - by Submitted on May 28, 2011 from Mike SchultzEver know anyone who you knew could do something but still didn’t do it? We know a lot of people who could succeed in sales – they have the knowledge, they have the skills, and they know the process, but they don’t actually succeed because something else is holding them back. Our most ...
Views: 799 - Six Rules of Selling in 2012 - by Submitted on Feb 23, 2012 from Adon RiggRetired CEO of General Electric, the great Jack Welch has six rules for success. Are you following these rules of success, or are you on a path to irrelevance? 1. Control your destiny, or someone else will. 2. Face reality as it is, not as it was or as you wish it were. 3. Be candid with ...
Views: 1410 - Six Simple Strategies Guaranteed To Multiply Your Profits And Skyrocket Your Sales - by Submitted on Oct 26, 2004 from sam webb1. The More You Tell The More You Sell Contrary to what many believe, through the teachings of traditional marketing, you should explain what you sell in detail. People want and need to know everything they can about a product before they purchase. Just think about when you are buying a ...
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