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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.
- RADAR: THE CONSULTATIVE SELLING TOOL TO UTILIZE YOUR NATURAL STRENGTHS - by Submitted on Sep 23, 2009 from Mark AnthonyUncover the prospect's need while establishing trust and credibility. Once you have a clear marketing and sales understanding of who your prospect is, how to find them, and how to get their attention, you must learn how to get them excited about what you have to say. This is a crucial part of ...
Views: 840(2 votes) - The Sales Training Series: The Right Way To Sell - by Submitted on Feb 09, 2006 from Randy DennisonHow Will This Buying Decision Be Made? Three-quarters of the secret to professional, strategic selling boils down to asking The Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services ...
Views: 840 - Use A Systematic Approach To Managing Information About Competitors - by Submitted on Feb 04, 2011 from Dave KahleHere again is one of those best practices that mark the behavior of the superstars, the Top Gun sales people. Most sales people never even consider this. Every sales person has to compete for the business. In some cases, there can be dozens of competitors, and in other cases, only one. ...
Views: 840 - How To Get Past Call Reluctance And Make Your Calls More Profitable - by Submitted on Mar 24, 2008 from Jim KleinGetting past call reluctance is one of the keys to successful cold calling. Understand what's causing the reluctance and work on a solution. The three main causes of cold calling reluctance are lack of a plan, attitude and fear of rejection. Cold Calling Tip #1: Have A Plan. Planning is a key ...
Views: 839 - Which Of These 5 Sales Struggles Would You Like To End? - Sales Coach - by Submitted on Mar 03, 2008 from Cheryl ClausenWorking with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five ...
Views: 839 - Are You Choosing to Survive or Thrive During These Times? - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaEven with everything we've been hearing about the economy, people are still spending money. I stood in line to buy my chai latte at Starbucks...people were buying expensive coffee! I stood in line at the supermarket waiting to buy my groceries...people's carriages were filled to the top with ...
Views: 838(1 vote) - How To Sell To Anyone - by Submitted on May 19, 2008 from Kelley RobertsonLet’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we ...
Views: 838 - The Invitational Close - by Submitted on Apr 26, 2009 from John AOVThe Invitational Close is simple, low-key, classy and powerful. You use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: "Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?" Or, "Mr. Prospect, does ...
Views: 838 - Grab The Prospect’s Attention In 60 Seconds - by Submitted on Oct 30, 2007 from Rochelle Togo-FigaAs a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at ...
Views: 837 - Learning the Power of Negotiating in Sales - by Submitted on Mar 27, 2011 from Ben SandersonOne of the most important parts to the selling process is pure negotiation. It's a valuable skill we needs to close deals and provide the perfect pitch. One of the best ways to do this is by reading the Power Negotiating for Sales People by Roger Dawson. It helps you focus on how to negotiate ...
Views: 837 - What Are Your Real Sales Goals for 2011? - by Submitted on Feb 02, 2011 from Kendra LeeWhat do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they need to sell to achieve their own personal ...
Views: 837 - Engaging Difficult Prospects - by Submitted on Aug 07, 2009 from Waldo WaldmanWe've all been there! Trying to get a noteworthy prospect to return our calls and take our value added proposal, product, or service seriously. No matter how many times it happens, it's never easy getting used to the fact that some folks simply will not return our calls or take the next step in ...
Views: 836(1 vote) - Know Your Partner's Dreams - by Submitted on Oct 14, 2008 from Sally ConnollyWhat are your partner’s secret desires? If she could do or be anything that she wanted, what would it be? If he could spend time on one new activity, what would that be? Where would she most like to travel? How does he envision retirement? What are some things that your partner would ...
Views: 835 - The Most Refreshing Tip For Dealing With Sales Rejection - by Submitted on Jun 04, 2008 from Kim DukeSo. You've met with the client. Provided a proposal. Asked when they wanted follow-up. You felt the meeting went well and secretly you were counting the dollars and where you were going to spend them. And then you've... Called, e-mailed, Called, e-mailed, Called, e-mailed, Called, e-mailed, ...
Views: 835 - The Way To Prevent Cold Calls From Being Uncomfortable - by Submitted on Apr 15, 2011 from Archie J. JohnsonCan not you tell when somebody wants something from you? We definitely can easily. And yes it often seems annoying and invasive. Thus you might understand, then, the reason why clients will usually run for cover once your cold call is just almost “making a sale.” Most of the people sense ...
Views: 835 - 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 - The Give and Take of Business: 3 Lessons on the Reciprocity of Referrals - by Submitted on Sep 14, 2010 from Nancy BleekeWant to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. Reciprocity is defined as a “mutual exchange” - the give and take of life. In a slow economy it can be your lifeline. Often, referrals can be ...
Views: 834 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 833 - Do You Have What It Takes To Increase Sales? - Sales Coaching - by Submitted on Feb 22, 2008 from Cheryl ClausenMany people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales. If you’re in a service ...
Views: 832 - Multi-tasking: How to Take the “Crazy” Out of Crazy Busy - by Submitted on Oct 29, 2010 from Nancy BleekeIf you consider yourself a “multi-tasker” and often reply “crazy busy” when people ask you how you’re doing, then you should listen up. A recent analysis from the business research firm Basex, estimates that extreme multi-tasking costs the US more than $650 billion a year in lost ...
Views: 832 - Learn, Teach, Sell Yourself to More Sales - by Submitted on Feb 27, 2009 from Mark HunterEvery sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a ...
Views: 831 - Small Business Coaching - Procrastination Can Be Your Friend - by Submitted on Aug 14, 2009 from Dave CrenshawMy Certified Time Coaches will sometimes tell our clients something that raises a few eyebrows: procrastination can actually be a good thing. In fact, we encourage clients to procrastinate as much as they possibly can. First, let me explain when procrastination obviously doesn’t work. If you ...
Views: 830(1 vote) - Are You A Chicken? - by Submitted on Sep 19, 2005 from Kim DukeThere are many traits/habits required to be a successful sales person. Determination. Creativity. Negotiation. Superior customer service. Risk taking. Integrity. You know the one trait that isn't required? Being a chicken! This is one of my 7 year old niece's favorite phrases - she likes to ...
Views: 829 - Quit Being a Salesperson - by Submitted on Feb 27, 2009 from Mark HunterMany sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can ...
Views: 829 - Sales Coaching: 2 More Bite The Dust...Don't Let It Be You - by Submitted on Feb 20, 2008 from Cheryl ClausenThe wheat is falling from the chafe. Just this past week two more sales people fell. It happens every day of every week of every year, and when the external economy gets tight it only escalates. No matter how good you think you are in sales you will fail if you fail to do what it takes to ...
Views: 829 - The Sales Training Series: Selling With A Better Strategy - by Submitted on Feb 22, 2006 from Randy DennisonDo You Have Sales Prospecting Woes? Get A Better Strategy! In sales prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer’s first ...
Views: 829 - Characteristics of Successful Salespeople - by Submitted on Sep 29, 2005 from Kelley RobertsonWhat separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics: 1. They are persistent. Selling or running a business for a living requires a tremendous amount of persistence. Obstacles ...
Views: 828 - Guaranteed Repeat And Referral Business - by Submitted on Mar 18, 2008 from Jim KleinImagine what it would be like if you found a technique to increase your repeat and referral business. What if this technique not only gave you top of mind awareness with your clients and customers but also provide them with real value? Not staying in contact on a regular basis with past clients ...
Views: 828 - How To Be Careful During A Giveaway Event? - by Submitted on Mar 12, 2011 from Simon WilliamsHere are the few tips to ensure that you stay careful while participating in a giveaways event. There are many benefits of participating in giveaways but you must be very careful when you are a part of it. One of the best preventive ways is to build a list before any giveaway event. You get the ...
Views: 828 - How To Target Your Most Profitable Market - by Submitted on Mar 25, 2008 from Jim KleinTarget marketing is one of the keys to a successful sales marketing program. Starting your marketing efforts without first identifying your target market is like trying to hit a target with a bow and arrow blindfolded. A very small percentage of the arrows will hit the target. Every product or ...
Views: 828 - What Every Sales Person Could Learn From the Yankees - by Submitted on Feb 25, 2008 from Lee SalzThis is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a good year. However, as Joe ...
Views: 828 - How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales - by Submitted on Mar 05, 2008 from Cheryl ClausenOne of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you ...
Views: 827 - Are You For Sale? - by Submitted on Feb 12, 2008 from Diana HabichRelax. I’m not advocating any illegal activity or compromising behavior. However, consider this. Whether you’re a sales professional positioning a product, a corporate executive proposing an idea or you’re networking for your organization... aren’t you also selling yourself? If you’re not for ...
Views: 826 - 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 - How to Sell More Diamonds - by The competition is fierce. Customers know they can buy diamonds from so many places. They are more educated than ever before. If there were one formula for diamond sales success we would all do it as part of our great customer service. The truth is there are several ways to sales success.
Most ...
Views: 825 - Which Words Sell - by Submitted on Apr 23, 2009 from John AOVWant your ads or sales pitch to get people’s attention in 15 seconds or less? "We just bought a full-page ad in our local newspaper promoting our computer sales and repair services, and as far as I can tell we didn’t get a single response. Why didn’t our newspaper ad bring in at least one ...
Views: 825 - You Have To Work Hard To Increase Sales? - by Submitted on Mar 11, 2008 from Cheryl ClausenWell, that’s what everyone says isn’t it? That’s what you believe, isn’t it? Confess. You’ve bought into the idea that you have to work long and hard and pay your dues in order to succeed. If you aren’t producing the results you want now you think you ...
Views: 825 - Sales professionals - by Submitted on Jan 13, 2005 from Kelley Robertson“Get the sale at any cost.” “Make more calls.” “Tell them what they want to hear.” Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But ...
Views: 824(1 vote) - Standing Above The Crowd - by Submitted on Apr 19, 2005 from Kelley RobertsonStanding Above The Crowd In today’s highly competitive business environment it is critical to find ways to separate yourself from the other companies who sell the same – or similar – product and/or service. Here are several strategies that can help you accomplish this: Help your clients ...
Views: 824 - How To Use Your Personal Network For Business? - by Submitted on Nov 22, 2007 from Ajith GupthaThere are lot of people who will use their personal network for business. They will get the help of a friend or family member when they desperately need a sale. Also, with the personal network you have tons of people trying to boast your career by having your business cards passed out, and also ...
Views: 823 - My Secret to Attracting Love and Business - by It has been about a year and a half ago that I sat down with my personal coach and expressed my frustration about not having a romantic relationship. The thought occurred to me that at thirty years old, maybe I wasn’t the type of person who would get married and have a family. Perhaps my own ...
Views: 823 - ONLINE MARKETERS MAKE SERIOUS MONEY AT HOME - by Submitted on Sep 25, 2009 from Jewell EvansWith the economy tanking and thousands of workers in fear of losing their jobs or have already been retrenched there is one industry that is going ahead in leaps and bounds and putting thousands of dollars into the pockets and bank accounts of ordinary people. Some disaffected workers are even ...
Views: 823(5 votes) - Sales Coaching: 3 Ways To Simplify The Solution - by Submitted on Feb 11, 2008 from Cheryl ClausenSelling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term ...
Views: 823 - 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: 822 - 53 Ways to Use Testimonials - by Submitted on Feb 17, 2011 from Colleen FrancisUnsure how to use rave reviews in your business? Here are 53 ideas every business can implement to help your customers sell for you! In the biographies of all your team members. “Clients say the following about Colleen......” In the biographies of your management ...
Views: 821 - Close All Your Sales and Surpass Your Sales Goals with Subliminal Messages - by Submitted on Feb 04, 2011 from Nelson BerryBy The Pioneer of Subliminal Messages Online. Every salesman has a sales goal, but not every salesman reaches that goal. But the number of those who do shows us that it is possible. If you are one of those who does not seem to reach your sales quota and get higher profits, then the problem ...
Views: 821 - A Slick Way to Position Yourself And Outsell Your Competition - by Submitted on Aug 18, 2008 from Virgil StanphillBusiness in America – isn't it great? It's also challenging. So challenging, in fact, that you can never let up. Take it easy and rest on your laurels and you're “toast”, as they say. Well here's a great way to place yourself in the lead position, at least for awhile. ...
Views: 820 - How To Find The Money Under Your Nose - by Submitted on Jun 04, 2008 from Kim DukeI was having breakfast recently with a fabulous client of mine (and now friend) who was telling me of the super-smart idea she had. Laurel said... "Kim - you're going to think I'm brilliant!" She published a book several years ago and as self-publishing can sometimes be - she had about 1,000 ...
Views: 820 - Know What You Are Asking! - by Submitted on Jul 11, 2007 from Oz MerchantWho is your customer? (Person) What do they want? (Thing or Activity) Why do they need it? (Reason or Justification and/or Criteria) Where else can they find it? (Location) When do they need it most? (Time) How will you deliver it to them? (Process) As Zig Ziglar says, “Questions are the ...
Views: 820 - Having A Vision - by Submitted on Mar 06, 2008 from Bill SayersRecently I lunched with a friend who had just made a major career change from the corporate world to residential real estate. We chatted about what the change meant to him. He gave me the logical explanation and story for his decision. I knew he had made the right decision when he said, “I knew ...
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