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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.
- Talk too fast? Techniques to slow down - by Submitted on Dec 16, 2010 from Katie SchwartzOne of the most frequently expressed concerns about a person's speech is that she (or he) talks too fast. This can be a real career issue, because your listeners want to understand you the first time. People talk too fast for several reasons. Mostly, they do it because they are nervous. They ...
Views: 20165 - Teach, Coach And Lead With Integrity - by Submitted on Nov 08, 2007 from Louis JordanThere is no one-thing that makes a sales leader great. But, there is definitely one thing that can make them poor - an inability to coach and develop their employees. Tell a salesperson to go sell and he will struggle for a day, teach him how to sell and he will sell for life. Ok, so that is ...
Views: 1039 - Techniques In Selling – Start Strong! - by Submitted on May 05, 2008 from Alvin DayWhat is your sales tactic for your small business or sales career? Do you know? Often people start a business because of their expertise in a particular area. Since their primary motivation for starting the business was their love and knowledge of a particular craft, skill or service, they then ...
Views: 1145 - Tele-phony - by Submitted on Aug 19, 2008 from Michael BeckAnyone who conducts marketing and sales has to deal with using the phone as an important communication tool. The problem is that most people don’t maximize its effectiveness. Using the phone poorly can inadvertently act as a detriment to our success. Understand that the phone conveys our ...
Views: 1144 - Telephone Sales Skills – Tips to Improve Your Success with Incoming Calls - by Submitted on Jul 14, 2009 from Kate TammemagiSuccess in Telephone Sales with incoming enquiries is measured in conversion rate. What percentage of incoming calls can I convert to a sale? The higher the percentage, the better the Telephone Sales Person, a skilled and experienced Telephone Sales person will convert a higher percentage of ...
Views: 3326 - Telephone Sales – Building Beliefs Essential to Success - by Submitted on Jul 14, 2009 from Kate TammemagiPositive belief has a direct impact on everything we do in Telephone Sales. It will increase our motivation to achieve higher sales results and our drive to perform well on each telephone sales call. It will improve our skills and abilities with each potential customer – they will HEAR that we ...
Views: 1460 - Telesales - Telephone Sales Tips to Produce Results - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhy should you sell over the telephone? • Telesales is cost effective compared to face to face sales • Telephone selling is direct - typically no appointment is required or its a quick and easy way to make a sales meeting • It's personal - your personality can shine through • It's ...
Views: 1296 - Telesales Objection Handling - Send Me Some Information in the Post - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Objection Handling - "Send Something in the post" This has to be one of the most horrible phrases ever heard by many salespeople. In fact it generally goes something like this: "Send something in the post and we will call you if we are interested" When many sales people hear this, ...
Views: 2018 - Telesales Techniques - Discover How to Easily Find Highly Targeted Sales Prospects to Call - by Submitted on Jun 09, 2011 from Peter O'DonoghueIf you have an element of sales prospecting and new lead generation involved in your sales position or your business then you have so many options open to you. There is no excuse for not being able identify a constant stream of new sales prospects. There is also no excuse for approaching people ...
Views: 1401 - Telesales Tip - If You Don't Have a Reason to Call Then There is No Point in Calling - by Submitted on Jun 09, 2011 from Peter O'DonoghueVery often when I run telesales training courses, one of the biggest failures I see is an understanding of why people are calling. Before you ever embark on a campaign of appointment setting and/or telesales you need to understand why you are calling the other person. Take a few minutes and ...
Views: 1173 - Teleseminars - do you know which to offer your market? - by Submitted on Dec 04, 2014 from Kathleen GageMany people utilize teleseminars to market their products and services as well as sell on the backend. By far, teleseminars are one of the greatest tools available to accomplish both. Unfortunately, many people set about to launch a teleseminar without a solid plan in place. One of the first ...
Views: 3138 - Tell Me about Your Weakness - by Submitted on May 26, 2013 from Niall CassidyOne of the most difficult questions in job interviews is: tell me about your weakness. Most people find it a very uncomfortable question to answer, because it may affect their image in front of their potential employers. After all, no employer wants to hire a worker who is careless, lazy, ...
Views: 2033 - Ten Deadly Sales Sins - by Submitted on Jul 17, 2007 from Niall Devitt10: Driving all Day Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as ...
Views: 1368 - Ten Steps To Persuasive Sales Presentations - by Submitted on Nov 09, 2007 from Diane DirestaTen Steps to Persuasive Sales Presentations By Diane DiResta Selling is the life blood of any business and we are all in sales. Are your presentations as professional and persuasive as they could be? Follow these simple guidelines to make your sales presentations sparkle. 1. Start with a ...
Views: 2693 - Testing for More Profits - by Submitted on Oct 28, 2009 from Kathy JiamboiThe only way to know if one marketing medium is better than another is to test. Some businesses fall into the trap of doing what they have always done marketing and advertising-wise because it produces what they think are okay results. This is all well and good if you have in fact tested other ...
Views: 1452 - That's Entertainment: Adding Some Show Biz to Your Tradeshow Exhibit - by Submitted on Sep 08, 2006 from Susan FriedmannWhat makes one tradeshow exhibit memorable and another so-so? What can exhibitors do to get attendees talking after the show? What can motivate visitors who may have had no previous intention of visiting your booth decide that they definitely have to stop by? Entertainment! According to ...
Views: 1003 - The "At Leaster" Phenominon - by Submitted on Jul 15, 2009 from Brian AzarIf you've ever watched the opening of ABC's Wide World of Sports, then you've seen the winning runner break through the finish line, arms upraised in triumph, elated by the "thrill of victory." Of course, you've also seen the championship skier as he miscalculates and goes tumbling down the ...
Views: 1774 - The "Inner Game" of Rapport - by Submitted on Apr 28, 2005 from David Barron“With rapport anything is possible. Without is nothing is possible.” To influence anyone in a persuasion setting (without threats, weapons or coercion) rapport is absolutely vital. Most sales people attempt to establish rapport by finding a topic of interest that they might both have in ...
Views: 1147 - The "Lunch Bucket" Sales Person - by Submitted on Apr 22, 2009 from Michael O'GradyFirst, what is lunch bucket mentality? Usually this phrase is referenced with football players and their approach to the game. “Rough, tough, lunch bucket group of guys”, is how the sportscasters and critics describe the best of the best players. They’ll do what ever it takes to win, a “real ...
Views: 1924 - The "Nurse And Banker" Copywriting Lesson - by Submitted on Mar 20, 2019 from Kelvin Dorsey“I recently went to a new doctor and noticed he was located in something called the Professional Building. I felt better right away.” ~ George Carlin A carpenter has his hammer. A painter, his brush. An accountant, his calculator. And… …a salesperson has their ...
Views: 1349 - The "Secret" Sales Fortune Cookie You've Been Waiting For! - by Submitted on Sep 11, 2006 from Kim DukeI lovvvvve going to a psychic. Getting my tarot cards read. Cracking open fortune cookies..and all that jazz. It is fun, sometimes enlightening and usually thought provoking. Are you sitting down? I am going to reveal your future in the Sales Diva crystal ball!And it is in the form of a ...
Views: 1216 - The #1 Secret of Top Performers - by Submitted on Mar 30, 2007 from Terri Roulette McCartneyWhether it is a decisive decision on their part or is just something that happens without conscious participation, top performers focus on developing their innate strengths rather than on correcting their perceived weaknesses. It is a simple distinction, but one that separates the common and ...
Views: 1047 - The 2 Biggest Mistakes Salespeople Make And How To Avoid Making Them - by Submitted on Oct 23, 2007 from Jim MeisenheimerHere's a sales tip, especially for new salespeople. Here are the 2 biggest mistakes most salespeople make. 1. Thinking you’ve got the right stuff from the get go! Once you think you’ve got it, you’ve had it! Don't be too quick to be full of yourself. And remember - you probably don't know ...
Views: 1097 - The 3 Fastest Ways to Close More Sales - by Submitted on Apr 23, 2009 from John AOVEvery person who’s ever tried to close a sale has been through it. Every person who’s ever tried to close a sale has been through it. You’ve talked to a good prospect three or four times. You think they are ready to buy. But just when you think you’ll be able to close the sale, it stalls. How ...
Views: 3849 - 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: 878 - The 5 Qualities of Great Salespeople - by Submitted on Feb 06, 2012 from Justin McSharryThe difference between runaway business success and mediocrity often comes down to sales. Yes, you need a great product that uniquely addresses a market need. You need operations and manufacturing teams that can execute. However in the competitive world of complex “solution selling,” the ...
Views: 1851 - The 5 Secrets of Winning Emails - by Submitted on Sep 10, 2008 from Mike BrooksYears ago voicemail was all the rage. There was no e-mail, so people tended to honor and even return their voicemail messages. It was a good time... But that's history now. Email has changed everything, and people now hit the delete button on their voicemail messages the instant they hear ...
Views: 1038 - The 5-Step Method Of Handling Objections - by Submitted on Sep 10, 2008 from Mike BrooksI get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections. This is a Top 20% favorite and it works because you are not ...
Views: 1925 - The 7 Habits of Highly Ineffective Salespeople - by Submitted on Feb 24, 2009 from Phil GlossermanIn coaching and training thousands people, we've identified 7 harmful habits that hold people back in their business-development efforts and kill sales. Warning: Having even one of these habits is a roadblock to achieving your potential in business. Do any of these sound familiar? 1. Verbal ...
Views: 1009 - The 80-20 Principle in Sales Success - Do You Know It? - by Submitted on Jun 09, 2011 from Peter O'DonoghueThe 80/20 principle is also know as the Pareto principle after the economist who developed it. It is an almost universal principle that can be applied to business and life. It generally shows us that 80% of your return comes from 20% of your effort. We use this principle right throughout our ...
Views: 1193 - The 800lb. Gorilla - A Sales Friend Or Foe? - by Submitted on Feb 12, 2008 from Diana HabichIt seems the 800lb. Gorilla has escaped his cage and is joining many of my coaching clients in critical sales meetings. Other clients mention some interesting elephants making their way into the conference room. They’re both sitting in the corner waiting for acknowledgement and hoping you’ll ...
Views: 1043 - The Acid Test of Listening to Customers - by Submitted on Apr 21, 2009 from John AOVDon’t get caught not listening to your potential customer. This is critical to your sales success. Paraphrase Your Customer’s Words The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets ...
Views: 1027 - The Art And Science of True Marketing Magic - by Submitted on Mar 29, 2011 from Randy S. HallTo effectively market any product you must first know who your target audience is and just how the product best suits the needs of that audience. Research is necessary to learn just exactly what benefits the majority of those in your demographic are wanting to have. To know where the people ...
Views: 773 - The Art of Asking Questions - by Submitted on May 07, 2011 from Michael BeckMastering the Art of Asking Questions is essential if you want to succeed. It's not simply a matter of getting in the habit of utilizing questions in your interactions with people. It's really about learning how to ask the right questions at the right time. Whether you're having sales ...
Views: 1333 - The Art of the Sales Process - by Submitted on Oct 09, 2010 from Yogacharya MichaelA proper sales process is essential to your online business success. If you’ve got a promo page for your product(s) with a buy now button nearby, like most web site owners do, then you’re probably missing out on a lot of sales potential. You might even be wondering why you’re sales are down ...
Views: 1293 - The Art Of The Soft Sell - by Submitted on Mar 06, 2008 from Adrian MillerWhen you come across the phrase the art of the soft sell, you might focus your attention on the word “soft.” You might not even do this consciously; many salespeople don’t. And based on this unconscious focusing, you may lead yourself to believe that the difference between conventional ...
Views: 1019 - The Attractor Factor - by Submitted on May 12, 2009 from Jim MeisenheimerDid you know that being different is an attractor factor? It's true! Allow me a quick sidebar: Last week, Bernadette, my wife and I drove to the East Coast of Florida for three days. We stayed at the grand Biltmore Hotel in Coral Gables. It's a five-star hotel built in 1926. The hotel was ...
Views: 1139 - The Barf Factor - by Submitted on Mar 19, 2007 from Kelley RobertsonDuring a recent presentation we were discussing the importance of being able to deliver a clear, concise message when you first meet with a prospect and we agreed that a quick, thirty second introduction would be an effective approach. A participant challenged me, saying that an introduction of ...
Views: 1215 - The Benefits of a Strong Website - by Submitted on Jan 12, 2011 from Joel AndersonAs companies fight to attract more traffic to their websites, it can be easy to forget that a strong, user friendly website is equally as important as SEO. If users arrive at the website and their visit isn’t optimal, even a high volume of traffic won’t benefit your company. Your company’s ...
Views: 2279 - THE BEST KEPT WEB SITE MARKETING SECRET - by Submitted on Jan 05, 2006 from Charlie CookIf you have a web site that's not pulling in prospects and sales, I have a marketing secret to share with you. Your s.ales and profits will increase as soon as you apply it. Whether you're marketing on the web, in print or in person, you are guaranteed to improve your web site marketing and make ...
Views: 1208 - The Best Key To Unlocking Door To Opportunities - by Submitted on Oct 03, 2005 from Abel ChengI have a friend who is a sales professional and he is very successful in his field. I asked him about the secret to his meteoric success. If you are selling products that everybody needs, apparently everyone is your prospect. This is what happens to my friend. Everybody he sees is his potential ...
Views: 1059 - The Best Persuasive Way of Winning over Your Adversaries - by Submitted on Nov 02, 2009 from stephanie stephaniePersuasion means how you can influence others to follow you and like you. This is the meaning of the power of persuasion and not influencing other people to dislike others. Adversaries are always around in the world of marketing and sales and some of your opponents will do everything they can ...
Views: 1027 - The Best Sales Experts Never Close. They Open. - by Submitted on May 14, 2013 from Dallas HardcastleTruth, how many times have you read that the world’s most successful sales people are the best closers? Have you ever read about the ‘twenty-three power closes’? Or perhaps the ‘ABC (Always Be Closing) method’? Ok, here’s my one question...do you like to be closed? Really, can you ...
Views: 1391 - The Best Sales Lesson I Learned From An 80-Year Old - by Submitted on Jun 04, 2008 from Kim DukeFor those of you who don't know - I come from VERY humble beginnings. I grew up in a little town so small it was actually called a HAMLET! There are so many advantages to growing up in a little place like that. You're surrounded by people who KNOW WHO YOU ARE. (now as a kid and especially a ...
Views: 1065 - The Best Sales Pro Around Teaches Others His Secrets - Sales And Selling Technique - by Submitted on Feb 25, 2008 from Cheryl ClausenDrum roll please. And bounding out from behind the curtain smiling and bowing to the roaring applause appears our sales super star. The crowd is teaming with emotion putty in his paws. Yes, if you didn’t go out searching for your dog if you ended up bringing home a dog you ...
Views: 852 - The Best Time to Sell At The Whiteboard - by Submitted on Aug 19, 2011 from Milly SonnemanUnless you’ve been in the distant wilds and away from business presenting for some time, you are familiar with selling at a whiteboard. Discover what most experts won’t tell you: the very best times to appeal to you audience and sell more with less effort. Today’s PowerPoint saturated ...
Views: 1086 - The Big Sales Lesson From Sex And The City - by Submitted on Jun 04, 2008 from Kim Duke- I'm a grown woman and can admit this. I CAN'T WAIT to see the new Sex and The City movie!! I was one of the die-hards who loved the HBO show as soon as it launched and I definitely helped spread the word of Carrie, Samantha, Charlotte and Miranda. And I'm not the only one. Millions of ...
Views: 918 - The Business Linchpin - by Submitted on Mar 02, 2012 from Mark BowserIs there a linchpin that could start a domino effect that could devastate your business? Or, is there a tipping point that could start an avalanche of success like a runaway snowball? Interesting questions, but is there an answer? My wife and I love to watch the hit TV show Castle. ...
Views: 1623 - The Changing of the Guard: Four Key Exhibiting Strategies for Generation Y - by Submitted on Nov 09, 2005 from Susan FriedmannSurvey the crowd at any trade show, and one trend immediately makes itself apparent. Attendees are getting younger. The infamous Baby Boomers are preparing for retirement, and Gen X’ers have moved into upper management positions. Now we’re exhibiting for Generation Y. The members of Generation ...
Views: 1061 - The Competitive Landscape - by Submitted on Mar 14, 2012 from Patrick Morin“If you know your [competitors] and know yourself, you will not be imperiled in a hundred [engagements].” That was Sun Tzu, a Chinese General and author of the oft quote, “The Art of War”. There are lots of “intelligences” being trumpeted on various best seller lists, academic halls, and ...
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