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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.
- How to Think Like a Winner, Secrets of a Three-Time Olympian - by What would your life be like if failure was not an option? Would you like to perform at your peak more often? What would you do if you knew you could not fail?
In the next few minutes you will learn how I programed my mind to make my Olympic Dream come true three times! You will learn ...
Views: 871 - Are You 'IFFY' - by Many people say that working for themselves or working on Straight commission is just to 'IFFY' for them.
'I'd rather work for a company that will give me a check every week, that direct marketing stuff is just to 'IFFY' for me.'
'I couldn't quit my day job, it's just to 'IFFY' and your not ...
Views: 851 - The Five Types of Shoppers - by Submitted on May 12, 2007 from Mark HunterIn the retail industry, it seems as though we are constantly faced with the issue of trying to find new customers. Most of us are obsessed with making sure our advertising, displays, and pricing all “scream out” to attract new customers. This focus on pursuing new customers is certainly prudent ...
Views: 1096 - Objection Handling Techniques - by Submitted on May 10, 2007 from Niall DevittThe ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level the prospect has or is considering buying and should be welcomed by the salesperson. An objection is a ...
Views: 5787 - To Understand Your Client, Know Their Buying Motives - by Submitted on May 10, 2007 from Roy ChitwoodAs a salesperson you might think that people buy your product or service because of the reasons you give them. On the contrary, people buy not because of your reasons, not your company's reasons but for their very own reasons. These reasons may not seem sensible, logical or even intelligent to ...
Views: 2028 - The Necessity of Starting Your Own eBay Store - by Submitted on May 10, 2007 from Joshua WatsonThis article is intended to explain how and why you need to start and use your own eBay store. After reading this article you should be able to easily understand the importance of having an eBay store and know how to set one up. According to eBay, "over 75% of eBay store owners say that opening ...
Views: 899 - Sales Commissions...A Tool For Success - by While commission-based compensation isn’t the only—or even necessarily the best—way to compensate a sale force, it is predominate in most industries that rely on a direct personal sales force to market their products or services. The basic problem with many of these commission plans is that they ...
Views: 17183(3 votes) - The Seven Steps Needed to Make Your Next Sale - by Submitted on May 05, 2007 from Roy ChitwoodThere are five buying decisions all prospects make before they purchase a product or service. Central in their decision making process is the question: "What will it do for me?" A salesperson should imagine this question emblazoned across the forehead of every prospect because it is this ...
Views: 1493 - Conduct Sales Meetings that Inspire Results - by Conduct Sales Meetings that Inspire Results To be an effective professional sales meeting, it must follow the same set up and processes as in a Professional Sales Call.
Have you ever sat through a sales meeting during which you have asked yourself "what in h... am I doing here?" Well, you're ...
Views: 5799 - Turning Your Sales Manager Into A Great Sales Coach - by Top performers today consider their manager as a resource. Managers represent a wealth of knowledge, experience and objective ideas. In order to tap this resource, many top performers help guide their managers to become great coaches so that the coach in turn may guide them to a greater level of ...
Views: 1317 - Rekindle the Motivation Fire - by Submitted on Apr 30, 2007 from Deborah ShaneRe-kindle the Motivation Fire “Today, take responsibility for your life. Have the courage to live it to the best of your ability”. Frank Richelieu, the Art of Being Yourself One of the hardest challenges we all face in our lives is staying motivated. Whether it’s our job, work, staying ...
Views: 2203 - Your Wish is My Command; Expanding the Power of Your Personal Genie - by The Genie we all have inside us is awaiting our instructions and ready to grant our every wish. Of course, if it were this easy we would all live in castles and zip around on magic carpets. If you're not where you want to be in life, what commands are you giving your Genie?
Your Three Wishes ...
Views: 1249 - Building Customer Relationships - by Sales and business growth is all about establishing and then developing good business relationships. This takes time and energy--a lot of both. Gone are the days when you showed your customer your product and they said, "Okay, let's go with it." If you offer a service, it takes even longer to ...
Views: 897 - Everyone Sells---Even You! - by No matter how much you try to ignore that fact it's still blindly ruthful.
You say I don't have my own business--I work for someone else.Then in this case your paycheck depends on whether the people you work for sell anything or not!
You say-- as my father did, that "God will provide". And ...
Views: 925 - Make Your Ads Sizzle & Skyrocket Your Sales - by Do your ads sizzle?
If you're like the average marketer they probably don't. Read some of the ads that are in the ezines you read, or the emails you receive and you'll realize how many of them are just the same old, same old.
It's not just the average marketer that's writing bland un- ...
Views: 971 - It works! Knock-Their-Socks-Off, Wildly Effective Advertising - by Have you ever noticed that most ads suck?
For example, you probably saw and heard about 400-600 ads yesterday. How many of them do you even remember?
Why do most ads suck? Because marketers and advertisers follow trends. If everyone's doing it, it must be right.
Tsk, tsk. I can just hear ...
Views: 1042 - The Grey Knit Vest - by When I was little, the sun rose & set on my Grandpapa. Frozen forever in time are memories of wire rimmed glasses and a grey knit vest that almost always had chocolate covered raisins in the left pocket. Grandpapa always read to me. I'd curl up beside him and listen, spellbound.
When Grandpapa ...
Views: 943 - Rekindle The Motivation Fire - by Submitted on Apr 27, 2007 from Deborah ShaneRe-kindle the Motivation Fire By: Deborah Shane “Today, take responsibility for your life. Have the courage to live it to the best of your ability”. Frank Richelieu, the Art of Being Yourself One of the hardest challenges we all face in our lives is staying motivated. Whether it’s our job, ...
Views: 731 - Super-Charge Your Sales and Marketing with this Powerful Secret - by Submitted on Apr 26, 2007 from Kevin StirtzWhen I was just out of college, I was lucky enough to have a mentor. He was a successful businessman. He had a lot of energy and a million things going on at any given moment. We’d meet a couple times a month to talk about different things. I enjoyed our meetings because he did a good job ...
Views: 1240 - What About Sales Training? - by Submitted on Apr 26, 2007 from Barrett RiddlebergerIn the competitive marketplace that we live in today, differentiation many times comes simply from the quality of salespeople on the street. How effective they present themselves, build value, drive the sales process and meet and exceed their customer expectations can be the difference between ...
Views: 870 - Sales Coaching: Five Qualifying Questions - by Submitted on Apr 26, 2007 from Barrett RiddlebergerWhen coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have a guideline for their qualifying process. Reinforcing the importance of qualifying the buyer and how to do it over time will help them to ask ...
Views: 2563 - Drive Sales By Constantly Shopping the Competition - by Submitted on Apr 26, 2007 from Bill ToddYou can’t effectively shift market share (steal business) business if you don’t clearly know what you're up against. For example, imagine how surprised you’d be to learn that a recently hired NFL coach never looked at film of the opposing teams. As another example, if you owned stock in ...
Views: 735 - Scripting Your Way to Wins: Some Ideas to Make Your Cold Calls More Successful - by Submitted on Apr 26, 2007 from Mark SanfordI have had several inquiries about scripts recently. Readers want to know how to say what they want to say, or they want to know why a proposition that seems perfectly reasonable and compelling to them doesn’t go over well with the prospect. Or they want to ‘break the code’: ...
Views: 630 - Looking For New Customers? Start First With Your Direct Competitor’s Clients. - by Submitted on Apr 26, 2007 from Bill ToddLooking For New Customers? Start First With Your Direct Competitor’s Clients. Your overall success in prospecting for new clients depends upon identifying potential customers who need your product now and are comfortable with your price range. The good news is that your competitors’ clients fit ...
Views: 679 - How Inquisitive Are You? - by Submitted on Apr 21, 2007 from Craig HarrisonThree teen girls entered the subway in mid-conversation: "Is he in our school? " "Yes." "In our grade?" "Yes." "In our calculus class?" "Yes.” “Is he fine? "Yes!" "Steve? " "Noooo. " "Seth? " "Phillip? " "It’s Jeremy!" Indeed it was!!! These girls were playing the game 20-Questions. They were ...
Views: 1268 - Overcome Objections and Close the Sale - by Unfortunately, the first two orders many new salespeople receive are “get out and stay out!” It is human nature for your prospect to procrastinate when asked to make a decision involving money. Studies indicate that a prospect will say no on average five times before they actually buy. As a ...
Views: 847 - The Power of Belief and Expectation - by While you may not always get what you want, you will always get what you expect! Belief is the most powerful state of mind because your belief system defines and shapes who you are and determines your potential. I believe Henry Ford was correct when he said, “Whether you think you can or think ...
Views: 895 - 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: 753 - Develop Your Elevator Speech - by You might be wondering what on earth an elevator speech is and why you would want to develop one? Simply put, your elevator speech is a concise, powerful statement clearly defining what you do, and presented in such a way that it creates a desire for more information. I call it an "elevator ...
Views: 1571 - 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: 818 - Burn Your Boat! - by Do you allow fear, anxiety and worry to dominant your thinking? Do you find yourself frequently questioning your decision to become a salesperson? Having self doubt or a lack of commitment is emotionally draining and erodes your effectiveness. A truly committed person does not have the luxury ...
Views: 1231 - 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 - The Myths of Selling - by Submitted on Apr 16, 2007 from Kelley RobertsonFor more than a decade I have the opportunity to interact with thousands of salespeople and I have discovered a few myths that many of them have fallen prey to. Here are just a few. 1. Buyers are liars. I’m constantly amazed how many salespeople use this expression. Do people mislead ...
Views: 948 - 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 - How To Attract More Clients And Customers, Improve Your Sales And Profit Margins Without Spending A Dollar More On Advertising - by Submitted on Apr 12, 2007 from Chad HoweyThere are only two reasons any business (including you) advertise... 1. To either get someone to buy the products or serves you're offering, or... 2. To generate interest in potential customers so they will contact your business (either call or ...
Views: 748 - Growing Your Business One Customer at a Time - by Submitted on Apr 03, 2007 from Liz TahirThe People aspect of business is really what it is all about. Rule #1: Think of customers as individuals. Once we think that way, we realize our business is our customer, not our product or services. Putting all the focus on the merchandise in our store, or the services our corporation offers, ...
Views: 854 - 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: 965 - How Competing For Sales Limits Your Prosperity - by Submitted on Mar 29, 2007 from Terri Roulette McCartneyMost sales processes that are used today have the essence of competition at their core. Competition is seen as the normal way of doing business in an era characterized by commoditization. The commoditization trap that many businesses find themselves in is causes them to lower their prices ...
Views: 1530 - Networking or NOT working? - by Submitted on Mar 26, 2007 from Jim ConnollyNetworking Or Not-working? In this article I am going to show you how to reduce your costs whilst increasing your sales at the same time! As you probably know, there are books, courses and audio series out there telling you how to network more effectively. What this material tends to focus on ...
Views: 723 - How the Masters Seduce Their Customers with Word Power to Make Millions! - by Submitted on Mar 22, 2007 from Don PriceIt’s amazing just how powerful words are and how little we recognize their enormous power to influence us. Scientific research, over and over again, validates the power of words to seduce our every action. In the minds of children words can surface in later years, bringing with them ...
Views: 1348 - No Lies – Great Salespeople Always Tell The Truth - by Submitted on Mar 20, 2007 from Tino BunticThere is an old mantra in sales – Under-promise and over-deliver. While many salespeople follow this axiom and, on the surface, it has good intentions, it really tells you to do one thing – Lie to your clients. If you are in sales, try this interesting concept – Tell the truth! The theory ...
Views: 929 - 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: 1111 - Are You Marketing or Selling? - by Submitted on Mar 14, 2007 from John MehrmannOnce upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the ...
Views: 1026 - 7 Crucial Reasons Why You Need to Market Yourself as an Expert Starting TODAY - by Submitted on Mar 13, 2007 from Nancy MarmolejoWith the phenomenal rise of media outlets such as cable TV, online networks, blogs, podcasts, and more, never before has the demand for quality information been higher. From magazine publishers to bloggers, expert opinion is needed to provide valuable content for listeners, readers, and web ...
Views: 998 - “Learn / Teach / Sell” Yourself to More Sales - by Submitted on Feb 27, 2007 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: 972(1 vote) - Selling a Higher Price in a B-B Environment - by Submitted on Feb 27, 2007 from Mark HunterEven the most sales savvy among us have had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about it never makes for an easy conversation. When discussing a price increase in a business-to-business environment, it is ...
Views: 969 - Stop the Slaughter of Innocent Copy! - by Submitted on Feb 27, 2007 from Karon Thackstonby Karon Thackston © 2007, All Rights Reserved It's one of the worst things to ever happen in the search engine copywriting field: the discovery of keyword density. I won't venture off into a discussion about whether keyword density is still a valid measure of search engine optimized (SEO) ...
Views: 977 - The Easiest Sale - by Submitted on Feb 27, 2007 from Kelley RobertsonWant to increase your sales immediately? Virtually everyone wants a quick, easy solution that will help them increase their sales. Fortunately, in all but a few situations, this is not an impossible task. The key is to sell to the right people. This doesn’t mean trying to connect with the key ...
Views: 934 - Are You “Cell”ing Yourself Short? - by Submitted on Feb 27, 2007 from Susan FriedmannCell phones have changed our world. With few exceptions, we can now talk to anyone we like whenever we’d like. The staccato symphony of ring tones accompanies us through our days: from the morning commute to the crowded restaurant at lunchtime, during meetings and even during the quick stop at ...
Views: 951 - Winnie the Pooh™ and You…at the Tradeshow? - by Submitted on Feb 27, 2007 from Susan FriedmannAt first glance, there’s no connection between Disney’s Winnie the Pooh and tradeshows. The same is true of Piglet, Tigger, and the rest of the gang. What could this cuddly group of childhood favorites possibly teach us about exhibiting? Surprisingly, quite a bit. There are some very strong ...
Views: 971