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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.
- Keep Your Clients Coming Back - by As a business success coach and a sales coach, I work with business people whose clients are everything from large companies in California that have been in business for decades to micro businesses that have started in the last two years.
Whoever your clients are, it is far more cost-effective ...
Views: 947 - How to Build Business Relationships Fast - by Solid business relationships rarely occur instantly as a result of a short initial interaction between two parties. They take time to develop. Use the following strategies to speed up your ability to cultivate strong and lasting business relationships.
Remember and use people's names
If you ...
Views: 1334 - The Essential Vitamin "C's" for sales people - by As we celebrate Thanksgiving and head toward the end of the year, we are well aware that this is not only the Christmas season, but the flu season as well. Many people consider Vitamin C the secret weapon not only to combat the cold, but prevent it as well. We drink orange juice, eat citrus ...
Views: 805 - Why on-site sales training fails and wastes your money! - by A company schedules a sales meeting, perhaps just for sales training (worst case) perhaps also including other business issues, new product introduction and/or product training.
Management feels that sales could be much better, given the current product acceptance and market conditions ...
Views: 1307 - Higher Sales Performance: A Radical New Approach for Setting Sales Goals & Achieving Outrageous Results! - by Submitted on Jul 06, 2007 from Richard FentonEvery sales executive has heard how important it is to set sales goals. Don’t worry, I’m not going to bore you with why you should set sales goals. But I am going to suggest a somewhat radical, new change to the way you currently set goals so you can achieve higher sales performance. And that ...
Views: 538 - If I Persist - by Submitted on Jul 05, 2007 from Eric Taylor"If I persist, if I continue to try, if I continue to charge forward, I will succeed." The above title is a quote from Og Mandino, the great American writer, sales guru and author of the bestselling book “The Greatest Salesman in the World.” It was the first book I read when I began my sales ...
Views: 1721 - Sales Success: Is it Luck or B.S. - by Submitted on Jul 03, 2007 from Paul HuffSales Success: Is it Luck or B.S.? Are successful salespeople luckier than those who are not successful? Well, yes! But their good luck has more to do with B.S. than you might realize. Let’s get one thing straight: when I refer to B.S., I am not writing about foolish, deceitful, or boastful ...
Views: 865 - For the love o’ sales - by They do it for the love of it. That’s what every successful salesperson will tell you – they love it!
"It" isn't the thing they sell, the personal toiletries at a department store, a new rose at the garden centre, advertising on your favourite radio station, life insurance, or your membership ...
Views: 834 - Book Summary: Secrets Of Word-Of-Mouth Marketing - by Spread the word about your hot new product or company!
Word-of-mouth marketing is the most powerful and persuasive weapon you can use, and it won’t cost you anything! Based on George Silverman’s years of consulting with successful word-of-mouth campaigns of his own clients, here is one of the ...
Views: 877 - Five Levels of Selling - by Submitted on Jun 29, 2007 from Robert (Bob) CannonThis past week, my wife inadvertently drop kicked our toaster oven and caused it to experience a catastrophic failure. The toaster oven, the microwave and my grill are necessary to sustain life at our house if I have to fix any food. The toaster oven is great because it works well for just the ...
Views: 1054 - Mind-Reading - For Salespeople - by Submitted on Jun 28, 2007 from Robert SeviourWould you find it easier to get a sale if you could read your customer's mind? Assuming you said yes, here's how to do it. Ask the right questions and listen carefully to the answers, your customer will tell you everything you want to know. Easy, eh? Well it sounds easy, but it takes ...
Views: 683 - Managing a Prospect with Unrealistic Expectations - by Submitted on Jun 27, 2007 from Niall DevittEarlier this year we looked at some techniques for dealing with objections (Objection Handling Technique 2007-04-20 ) As part of that article I mentioned that unrealistic expectations on behalf of the prospect can sometimes be misunderstood and treated as objections by the sales person. So ...
Views: 1388 - Referrals in Marketing Work When Your Actions Have This One Key - by Submitted on Jun 27, 2007 from Patricia WeberCoaches question: “Did you connect with the two bankers you asked to meet from your networking partners?” Clients answer: “Yes; I did call one and left a her a message.” Coaches challenge: “And there were two; what about the second one?” Clients challenge: ...
Views: 680 - Improve Customer Rapport with Improv! - by Submitted on Jun 26, 2007 from Craig HarrisonAs we look for ways to improve our rapport with customers, clients and prospects let’s cast our gaze to improv — improvisational behavior popularized by those whacky folks seen in drama classes, theatre troupes, on the entertaining television show Whose Line Is It Anyway? It might surprise you ...
Views: 880 - Magnum, P.I And Dirty Harry Take On Sales Professionals - by Submitted on Jun 26, 2007 from Al BorowskiYes, I know what you're thinking. Borowski’s lost his marbles. How could he possibly tie Thomas Magnum and Dirty Harry together with Sales Professionals? Let’s check out both characters. Dirty Harry Callahan, Clint Eastwood’s character in five highly successful films, portrayed a renegade ...
Views: 996 - Sales Tip – Power Questions – Your Key To Unlocking Your Sales Potential - by Submitted on Jun 25, 2007 from Tom KellyGood salespeople spend 20% of their time talking to customers, and the other 80% of their time listening to their customers. Great salespeople do this as well, but with a slight distinction - they ask better questions. Asking powerful questions of your customers can open up doors to new ...
Views: 1327 - 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: 611 - Building Your Image in China - by China's media is booming creating opportunities for marketing-savvy businesses. But many companies have little understanding of how to harness the power of the media in the world's most populous country. Managing Director of 8M Media & Communications Thomas Murrell shares 10 Success Tips for ...
Views: 676 - Persistence Without Stalking - by Submitted on Jun 21, 2007 from Kelley RobertsonPersistence is a vital skill that every sales person needs. It’s been said that most sales are made after eight contacts with a prospect. However, most people tend to give up after just three or four attempts. Let’s explore the behind-the-scene dynamics involved in a typical scenario. Meet Mrs. ...
Views: 1060 - Anxious, Stressed or Depressed When Selling? - by Submitted on Jun 20, 2007 from Jacques WerthWhen people participate in our sales training courses we first ask them a series of questions to find out “where they are coming from.” We asked over 1,000 salespeople, “How do you feel when you are prospecting?” Over 96 percent agreed that they were felt anxious, stressed, under pressure, ...
Views: 932 - 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 - Managing Your Personal Finances - by Submitted on Jun 15, 2007 from Dave KahleDave, I am finding it difficult to manage my personal finances. As a commissioned salesperson, my income varies from month to month. It seems like I'm always struggling with finances. Do you have suggestions for me? Congratulations for having the courage to ask that question. Do I have ...
Views: 1161 - Finding Your Ideal Place To Live - Part 1 - by Are you looking to bridge the gap between where you are living and where you really want to live? How can you make this move practical and enjoyable for yourself? My first suggestion is to write a few lists so that you can "see" your thoughts in writing. This is a practical solution to curb the ...
Views: 1019 - Sales Training Online: It's a Reality - by The costs of training are high, especially salespeople. It's estimated that it typically costs $8000 to train one sales rep at a 3-day, instructor-led course. That's $1500 for an instructor, plus airfare, hotel, and per diem for trainees.Moreover, there are the opportunity costs of lost sales by ...
Views: 826 - Everything is A State of Mind - by Submitted on Jun 14, 2007 from Jeff GeeEverything starts with a thought. What you think about eventually creates what happens in your life. I say ‘eventually’ because can you imagine if there was no time lapse between what you thought and what actually happened: like you’re sitting in your living room daydreaming about tigers and ...
Views: 5565 - Closing and the Circle of Fear - by Submitted on Jun 12, 2007 from Niall DevittWe always try to talk to or interview individual sales people before we deliver in house sales training. As part of this discussion the salesperson is asked about the areas of their selling that they feel they need help with. At this stage we must have talked to nearly one thousand salespeople ...
Views: 990 - “Secrets of Seductive Selling” - by Submitted on Jun 12, 2007 from John James Santangelo PhDHave you ever been in an . . . . intimate relationship? Yes, INTIMATE! And, “HOW do you know?” I know, strange question and what does this have to do with sales anyway? Well, nothing really, unless you’re a mover and shaker who understands the psychology of seductive selling. And ...
Views: 1375 - 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 - Never Have a Bad Month Again - by Submitted on Jun 12, 2007 from Dave KurlanNever Have a Bad Month Again That's right. Never miss your goal, target or number again. Today I'll show you how. You'll need some of your crucial ratios like your monthly goal, the length of your sell cycle, your closing percentage and your average sale (or account). Here's what you need ...
Views: 1120 - What's Trust Got To Do With It? - by Submitted on Jun 12, 2007 from Jacques WerthWhat's Trust Got To Do With It? By Jacques Werth, President High Probability® Selling ©All rights reserved. 'Sales' and 'Ethics' are two words often considered to be a contradiction in terms - both inside and outside of the sales profession. ...
Views: 758 - 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 - 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 - Encourage and Expect Individual Accountability - by Encourage and Expect Individual Accountability is a necessity in life as it is in business. I have yet to find a business professional, athlete, or parent who maintains a high level of integrity, honesty, and success without understanding this law. One of the most difficult things is to say, ...
Views: 1567 - Overcoming Adversity in Sales - by Do you wish you could close sales faster? Are there times when you dream of landing a huge multimillion-dollar account? After you lose a client do you ever think, “I wish I could keep my clients forever?” And at the beginning of every month when your commission feels like zero, do you wonder, ...
Views: 1031 - Questioning Skills for Salespeople - by Communication skills are the defining attribute of a top sales person. There are five parts to great communication skills. Listening, Questioning, Body Language, Speaking, and Interpreting. In the next few issues of the Executive Sales Tips Newsletter, we will explore each of these topics. This ...
Views: 4154 - Listening Skills For Sales Professionals - by Communication skills are the defining attribute of a top sales person. There are five parts to great communication skills. Listening, Questioning, Body Language, Speaking, and Interpreting. In the next few issues of the Executive Sales Tips Newsletter, we will explore each of these topics. This ...
Views: 1389 - Sales Tip – 5 Step Prospecting - by Submitted on Jun 06, 2007 from Tom KellyAre you tired of cold calling? What would it mean to your overall sales if you were getting in front of highly qualified, favorably introduced clients on a regular basis? If you are ready to increase your effectiveness as a sales person, use the following 5 Step Prospecting method to increase ...
Views: 971 - Reading Body Language for Sales Professionals - by Body language is fascinating. People rarely recognize how much information they give off and how noticeable it is to the human eye. Even to the untrained human eye.
I can remember coming home from school as a child after having a tough day and seeing my mother. Instantly she would look at me ...
Views: 31215(5 votes) - Become that one in a hundred! - by Did you know that out of 100 new websites, only one will make it? Sobering, isn't it? If you are like me, you stumbled on to the internet, heard stories of those who made millions and decided that this was your chance! You were going to take the ecommerce world by storm.
Chances are, you threw ...
Views: 849 - Are You Barking Up The Wrong SALES Tree? - by Submitted on Jun 02, 2007 from Kim DukeLast summer I was sitting on the deck at a gorgeous remote Canadian lake, watching my little dog Macey go NUTS chasing all the squirrels. She'd chase them at 100 MPH through the bush and UP the tree they would go - fluffy tails flying and they would chatter indignantly from 30 feet above. Then ...
Views: 971 - ***How to Set and Achieve Your Goals - by Submitted on May 28, 2007 from Tom HopkinsHere are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life. 1. Your ...
Views: 5574(1 vote) - 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 - Understanding Questions - by Submitted on Mar 01, 2016 from Tom HopkinsChampion sales professionals know that the best mode of operation is to ask questions and to listen to the answers. Although nearly all children ask questions, somewhere along the road of life, we stop asking - or, we ask fewer questions. Some of us even get to the point in life where we feel ...
Views: 3501(1 vote) - Ten Characteristics of a Great Manager - by Submitted on May 28, 2007 from Tom HopkinsBeing a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together, it takes a while to get everything to fit smoothly. The second time you attempt to make the pieces fit, you are a little more familiar with the pattern. Each time after that, it ...
Views: 34405(47 votes) - Disciplines of Champions - by Submitted on May 28, 2007 from Tom HopkinsTo live a successful life, one of your major goals must be to honestly evaluate yourself and continually strive to become the person you would really like to be. If you want to be a champion in sales, the qualities and characteristics you must develop to do so, will also make you a champion in ...
Views: 3091 - Presenting to a Group - by Submitted on May 21, 2007 from Niall DevittPresenting to a group can be a daunting prospect can it is easy to be intimated when having to do it. These nerves can cause us to make basic mistakes when presenting. I’m sure that you had had the misfortune to sit in on some quite terrible presentations over the years and hopefully also had an ...
Views: 964 - Influence With Honor ??The Cool Way To Get Agreement From People - by What makes people see things your way? Threaten them? By forcing them to do things your way? Sure, if you want a short term agreement that can backfire on you at some later date. You can threaten to fire people if they don?™t so what you ask. But if you want to build a long term relationship ...
Views: 1022 - How To Transform Your Web Site Into A Persuasive One - by People buy because they are persuaded to buy. This holds true on or off the web, you can have the best and cheapest product in the world, but unless you have a persuasive sales approach no one is going to buy. Period. Cool web sites do not sell. That's why over 90% of web sites do not produce ...
Views: 969 - Characteristics of Great Sales Negotiators - by Submitted on May 15, 2007 from Kelley RobertsonVirtually everyone in sales is required to negotiate. After conducting hundreds of workshop and working with thousands of people during the last decade, I have discovered that most sales people are not as effective at negotiating as they could be. However, I do come across great sales ...
Views: 980 - Being Present is a Gift to All: The Real Meaning of Real Time - by Submitted on May 14, 2007 from Craig HarrisonThey say wherever you go, there you are. Yet how present are you at any given time and place you find yourself? Many professionals appear in body but little else. Don't get marked as missing in action. In the last week I encountered the following professionals missing in action: Out of ...
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