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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.
- The Complex Sale Today - by Submitted on Apr 26, 2009 from John AOVThe Sale is More Complex Today The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the ...
Views: 866 - The Curse of the Cold Caller - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of. They will often refuse to take your calls because they assume that you will just be wasting their time. End of, ...
Views: 1194 - The Development of Selling - by Submitted on Dec 30, 2010 from Justin DavisThe roots of selling has rooted from hundreds of years ago, the first merchants of the world were featured in our history books, crossing the world with galleons bringing along their merchandise. People bartering things have been the system of their business trade till the emergence of money. ...
Views: 969 - The DNA Of Sales Mastery - by Submitted on Nov 21, 2007 from George LudwigTransform Your Selling DNA: Seven Special Powers That Will Take Your Sales Revenue From So-So . . . to Sensational You really, really, really want to increase your sales. And it seems you've tried every trick, every technique, every script that books and motivational tapes and sales ...
Views: 1332 - The draft approach: the secret to closing more proposals in less time - by Submitted on Feb 17, 2011 from Colleen Francis“Never let the final proposal be the first proposal they see.” This is advice that I have given many times in Engage webinars and at sales training sessions to salespeople in organizations both large and small, and I’m often asked to explain in more detail what I mean by ...
Views: 772 - 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: 1007 - The Endgame to Selling - by Submitted on Apr 28, 2009 from John AOVIn golf, there is a saying that, “You drive for show, but you putt for dough.” In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a ...
Views: 841 - The Entrepreneurial Bright and Shiny Object Syndrome Exposed - by Submitted on Oct 17, 2016 from Susan FriesenWhat You Need to Know Before You Sign Up for Yet Another Program There’s an insidious travesty happening in the entrepreneurial world and I’ve stayed silent about it long enough. It’s time to expose what’s really happening to unsuspecting entrepreneurs and business owners when it comes ...
Views: 1567 - 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: 845 - The Feel Felt Found Sales Objections Technique - by Submitted on Feb 07, 2009 from Stephen CraineA sales objections technique that‘s really effective for retail and showroom sales. Feel Felt Found and has been used and proven successful for direct sales to the public. It works on those sales objections that are formed by customer’s feelings. Used by many small businesses, and people ...
Views: 11361 - The Fine Art Of The Handshake - by Submitted on Jan 07, 2008 from Kelly McLeanYour handshake says a lot about you. It can convey confidence, warmth, and honesty, or it can signal weakness, uncertainty, and disinterest. Either way, it sends a subtle yet powerful message about who you are, that is not lost on prospective buyers. Use these pointers to make sure your ...
Views: 677 - The Fine Line Between Persistence – and Stalking! - by Submitted on Feb 28, 2006 from Casey FitzGeraldIn sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and ...
Views: 1256 - The Five Elements of a Qualified Lead - by Submitted on Aug 22, 2007 from Mike BrooksPeople ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect. Know these five things and chances are real good you're going to close this prospect. Leave ...
Views: 1015 - The Five Secrets To Effective Time Management - by Submitted on Sep 10, 2008 from Mike BrooksI don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ...
Views: 1127 - 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: 1161 - The Focused Objective - by Submitted on Aug 09, 2007 from Alvin DayOne of the strongest messages that I got from reading the self empowerment best seller, Thing and Grow Rich was the concept of a “definiteness of purpose.” Though the explanation in the book focused on life’s general pursuits, I immediately made a connection to the specific pursuit of sales ...
Views: 1121 - The Foundation of a Salesperson - by Submitted on Apr 26, 2009 from Diane HelbigMy father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very ...
Views: 1217 - The fundamental Guidelines Associated with Sale - by Submitted on Apr 29, 2011 from sturat jeffThe guidelines of the public sale Regardless of whether on the internet or even traditional, online auctions are very well-liked and also have already been a significant appeal with regard to entrepreneurs in addition to typical people also it been around so far as it's possible to find in ...
Views: 635 - The Fundamentals of Excellent Business to Business Selling - by Submitted on Jun 21, 2011 from Nick CassellsEffective salespeople in the world of business to business sales all have specific factors in common. They not only have excellent sales techniques, they also thoroughly understand the business arena. But perhaps more importantly they have researched their customers business and his specific ...
Views: 961 - 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: 889 - 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: 1003 - The Importance of Business Training - by Submitted on Aug 15, 2014 from Tracey FieberGreetings! Thank you, today, for the opportunity to share my thoughts on the importance of business training, workshops, hiring and handling business more conveniently which are critical aspects of growing any business. This I would like to shed light on the importance of Business ...
Views: 1783 - The Importance Of Congruence In Business - by Submitted on Feb 02, 2011 from Jon DanielsAt this time of year, making new years resolutions is normal for many people, including business owners. This year, however, this trend has somewhat annoyed me. Many business owners are making resolutions on how to improve their business performances, no problem there. At the same time they ...
Views: 2179 - The Importance of Goal Development - by Submitted on Aug 09, 2011 from Henry OkwoAs the economy continues to regain strength, sales managers are still struggling to get the most out of their current sales staff especially after the many cutbacks of resources during the recession. After research of over 1000 sales reps over a 2 year period, only slightly more than half of the ...
Views: 1058 - The Importance of Key Performance Indicators (KPIs) in Measuring Sales Success - by Submitted on May 27, 2013 from Casey FitzGeraldToo often when looking at a sales team’s success, managersonly look at the actual sales (the closing of the business). Of course, this is important—but the sale is a lagging indicator. If you have no sales closing today, it indicates that your team has not been performing well for months. By the ...
Views: 1513 - The Importance of Sales Management Motivation - by Submitted on Dec 23, 2010 from Ralph BurnsThe difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated. If you are a front line sales manager, or an ...
Views: 980 - The importance of sales recruitment - by Submitted on Jan 21, 2012 from Aida C. TranIt is not easy to fill a sales vacancy. The sales industry is known for its high levels of staff turnover caused by a mixture of a large number of vacancies, staff constantly moving to other companies and poor performers being culled in the constant search or the next target. It can therefore be ...
Views: 1678 - The Importance of Sales Training - by Submitted on Sep 06, 2011 from Linda KesterWhen I started in leasing my training consisted of being given a phone book & told to make calls. I remember calling a copier vendor and he asked if we paid points. I put him on hold, turned to the guy next to me and said “What are points?” It was a brutal beginning and my lack of quick results ...
Views: 4066 - 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: 891 - The Key To Building Value - by Submitted on Oct 11, 2007 from Mike BrooksYou hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
Views: 959 - The Key To Building Value - by Submitted on Sep 10, 2008 from Mike BrooksYou hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
Views: 3592 - The Key To Creating Headlines That Sell - by E. Haldeman-Julius never wrote a book, but he knew how to sell them. He sold literally millions of books in the 1920s. If a title didn’t sell over 10,000 copies a year, it went to a place in his office called “The Hospital,” where Haldeman-Julius gave it a new title. It the ...
Views: 1380 - The Key to Eliminating Objections and Increasing Sales - by Submitted on Nov 19, 2004 from Charlie CookYou're in a meeting with a promising prospect. You review the project and the services you provide and then, just when you're hoping to get the okay, the prospect raises an objection. They may tell you: "I haven"t got the time right now." "Send me a written proposal and I'll think about ...
Views: 1377 - The Key To High Sales Productivity - by Submitted on May 14, 2008 from Michael BeckOne of the issues most often raised by my clients is better time management. People have tried prioritizing tasks, blocking out parts of their day for certain tasks, implementing new systems and getting better at delegation. While all of those things can make a difference, there is something ...
Views: 1003 - The Key to Sales Success - by Submitted on Apr 28, 2009 from John AOVLearn to Listen Well A vital key to sales success is listening. The ability to listen well is absolutely indispensable for success in all human relationships. The ability to be a good listener in a sales conversation is the foundation of the new model of selling. It leads to easier sales, ...
Views: 1048 - The Lazy Sale’s Manager’s Way To Coach Salespeople - by Submitted on Aug 31, 2010 from Ralph BurnsA couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime. I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company’s as wekll. I did that for many years. but one of the ...
Views: 2083 - The Little Secret To Close 57% More Sales - by Submitted on Aug 26, 2011 from Milly SonnemanReady to impress your clients and look like a pro at the whiteboard?. In this short article, you’ll find out the biggest little secret to jumpstart your sales success. More and more sales professionals, educators and business leaders are using a whiteboard. Turns out, it is the fastest way to ...
Views: 1082 - The Magic of Masterful Closing - by Submitted on Nov 02, 2009 from Diane HelbigI’m always amazed to hear people talk about master closers. It’s as if their skills are most significant at the END of the cycle. This seems to me to be rather misleading. Are we saying that it doesn’t matter how you handle the prior steps as long as you have some magic at the end? I believe ...
Views: 1056 - The Magnificent Seven Reasons Why People Buy - by Submitted on Feb 26, 2008 from Nance RosenSeven great motivators called "why-to-buys" make your products, services and brands extremely compelling to any audience. Communicate that one or more of these "why-to-buys" are at the core of your solution or recommendation. You'll immediately amplify your audience's interest and reduce their ...
Views: 1060 - The Minute That Makes a Great Salesperson - by Submitted on Jun 06, 2011 from Peter O'DonoghueWhat can you say about a minute? That is what can you say about a minute other than it being 60 seconds. Well, what you decide to do with that minute can have a profound effect on your sales career. If you want to be successful, which I'm sure you do, then you must realise that every ...
Views: 1041 - 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: 863 - The Most Underused And Powerful Method Of Lead Generation - by Submitted on Mar 03, 2008 from Jim KleinAre you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? I'm going to ...
Views: 764 - The Most Underutilized Strategic Advantage - by Submitted on Feb 26, 2008 from Lee SalzYou have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to ...
Views: 884 - The Mystery of the Magical Keyword Density Formula - by Submitted on Jul 12, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com/keyword Keyword density. When it comes to SEO copywriting, this has to be one of the most talked about subjects. Why? Because keywords are the very foundation of search engine copywriting. Without keywords we wouldn’t even have SEO copywriting. ...
Views: 2307 - The Myth About Price - by Submitted on Feb 01, 2006 from Kelley RobertsonIn today’s competitive business environment, it often seems that the most important aspect of someone’s buying decision is price. People constantly ask for lower prices, compare our prices with the competition, and badger us to give them a better deal. Regardless of what you sell, you probably ...
Views: 861 - 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: 1025 - The Natural Way to Sell - by Submitted on Apr 07, 2009 from Jumchai Desiree"We are what we repeatedly do. Excellence, then, is not an act, but a habit” - Aristotle Aristotle says excellence is a habit and like any other skill, can be learned and acquired naturally. Selling is also an art and like any art, it requires practice and more practice. Today we discuss ...
Views: 871 - 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: 957 - The Niche Test - by Submitted on Oct 25, 2015 from Lisa SasevichContributed by Eben Pagan Over the past 15 years, I've built more than a dozen online businesses, all of which used digital products (ebooks, DVDs, MP3s, online Membership Sites, etc.) to deliver my teaching. In the process of building these products, I've discovered a set of critical ...
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