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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.
- Investment Sales Success: If You Want to Sell them You Have to Feed Them - by Submitted on Jul 23, 2007 from Cheryl ClausenHow’s the seminar/dinner approach working for your investment sales success? If your offer has real educational value you don’t have to bribe people to come by offering them a free dinner. If you can’t get people to attend your seminars now unless you offer some kind of free food it can only ...
Views: 819 - Master The Big 3 Of Attraction, Assistance, And Alignment And There's Simply No Way to Fail - by Submitted on Feb 27, 2008 from Cheryl ClausenAt first it may have been an exciting challenge trying to fill your appointment calendar each week. Soon what was once a challenge became a drudgery. Unfortunately, few of the appointments you secured resulted in immediate business meaning you had to work even harder to fill that appointment ...
Views: 819 - NETWORKING 101 - by Submitted on Dec 29, 2005 from Terry L. Sumerlin“Excuse me, we’ve never met but would you mind giving me a list of all your friends and business contacts so that I might sell them my products and services?” Who would make such a foolish request? Yet, some of the things that are done in the name of networking are just about as ...
Views: 819 - On Paper With Purpose Is A Sales Tip Worth Remembering - by Submitted on Oct 11, 2007 from Jim MeisenheimerSome people dream big while others do big. Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't! Cemeteries all over the world are filled with former salespeople who are buried with their unfulfilled dreams and a multitude of regrets. 19 years ago I was at a ...
Views: 819 - Six Easy, Yet Powerful, Steps To Breaking Through the Fee Barrier - by Submitted on May 16, 2008 from Rochelle Togo-FigaDonna is the owner of a home décor business, who came to me seeking help in closing the sale. She had recently lost a sale due to her fear in presenting her fees. Donna had met with the prospect several times, uncovered their needs, answered questions, handled objections, presented a proposal, ...
Views: 819 - An Untapped Gold Mine: Repeat Business - by Submitted on Jul 30, 2007 from Martin LeeMost business people don't work their past customers at all. And those who do work their past customers produce only a fraction of the potential they're capable of producing. Satisfied customers like to be, want to be and are already favorably predisposed toward working with you or doing ...
Views: 818 - Are Your Policies Hurting Your Business? - by Submitted on May 08, 2006 from Kelley RobertsonA customer’s purchase is overcharged by $10.00. The store policy is clear… “No cash refunds” so the sales associate refuses to issue the refund even though the mistake was hers. The customer was told he would have to accept a store credit or wait for a cheque to be issued by head office. A ...
Views: 818 - 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 - A Secret For Discovering What Your Customers Want - by Doesn’t it drive you crazy that people visit your Web site and then just leave? What are they looking for? What is missing from your site that they need? Here’s a free way to find out.
During my last Web site renovation, I asked my designer to add a search box to the site. My thinking was that ...
Views: 817 - 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: 817 - The Sales Person's First Day - by Submitted on Feb 24, 2008 from Lee SalzIt's a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike ...
Views: 817 - Digitally Printed Stickers - by Submitted on Mar 18, 2011 from Simon WilliamsIn the current era many business across the globe are forced to use the digital printed stickers for the marketing and advertisement purposes. To get them, the companies from big to small are searching for the best possible options online for printing needs. Internet has brought practically a ...
Views: 816 - Voice Mail That Sells - by Submitted on Nov 15, 2004 from Kelley RobertsonAs a business owner, I receive my share of sales calls in a given month. More often than not, I’m away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few of the common mistakes I notice and how you ...
Views: 816 - What is it that Your Customer Values? - by Submitted on Oct 26, 2010 from Bill SayersTake out a blank piece of paper and write down all the things your customer values when doing business with you. What does that list look like? How many items did you come up with? What do you notice about this list? Now identify the top 3 items. Are you sure these are the Top 3? To make sure, ...
Views: 816 - 5 Sales Training Tips For Women Who Want To Be Great - by Submitted on Jan 30, 2008 from Cheryl ClausenWhy do so many saleswomen struggle to compete and excel? It isn’t because you lack skill or knowledge. It’s because you get confused and lose focus on what’s important. Don’t try and make sales more complicated than it needs to be. Understand that there are ...
Views: 815 - Hate Selling? Start a Movement Instead. - by Submitted on Feb 28, 2010 from Suzanne EvansI recently hosted an event in New York and a woman signed up for one of my programs. We'll call her Sally. About a week after we met, I had a call with her and she said, "I thought it was just wonderful how you did that entire day and you didn't sell anything." I said, "Sally, you're in my ...
Views: 815(2 votes) - How To Avoid Hitting The Cold Calling Wall - by Submitted on Jun 15, 2008 from Ari GalperLet's say you're at your office and you're working away. Your phone rings and someone says, “Hello, my name's Mark. I'm with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?” What would go through your mind when you hear this pitch? Probably ...
Views: 815 - Individual Sales Training: What Does Your Client Want From You? - by Submitted on Feb 04, 2008 from Cheryl ClausenYour clients and potential clients want you to serve them and their best interests. You have the power to determine your sales success by exceeding the expectations of your potential clients and existing clients. As a service professional your clients want you to act on their behalf and in ...
Views: 815 - 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: 815 - A Marketing Idea Guaranteed To Increase Your Sales - by Submitted on Mar 31, 2008 from Jim KleinWould you like a marketing idea guaranteed to increase your sales? Would you like to stop people from shopping your product or service and losing business to your competition? Would you like to reduce the amount of rejection you're receiving? Would you like clients to understand they have ...
Views: 814 - Getting noticed on the Internet - Digital Marketing for Small Business - by Submitted on Jun 09, 2006 from Micheal HarryThe Internet has grown from a small network of academics needing a way to trade research into a world-spanning, ubiquitous marketplace and repository for nearly every possible kind of information and knowledge. How does a small business avoid being washed away in the constant tide of buying, ...
Views: 814 - Leverage Your Preparation - by Submitted on Jan 23, 2009 from Lori HubbsPreparing for a sales call, while it still takes discipline and time, has never been easier. Technology (CRMs, Google, other web resources) has dramatically reduced research time. The other side of the coin is that technology has made business more instantaneous and that has put more demand on ...
Views: 814 - The Secret to Overcoming the Price Objection - by Submitted on Feb 25, 2008 from Lee SalzOk. This is false advertising. There is no secret to "overcoming" the price objection. The truth is that the price objection cannot be overcome. That is because it isn't intended to be overcome. It is meant to be resolved through thought facilitation by a sales person. The sales person's role is ...
Views: 814 - Top 3 Fatal Sales Mistakes: What Not to Do to Succeed in Sales! - by Submitted on Dec 07, 2005 from Colleen FrancisTOP 3 FATAL SALES MISTAKES: WHAT NOT TO DO TO SUCCEED IN SALES! Over the past few weeks, I've found myself on the receiving end of a series of particularly heinous sales techniques - all of which were aimed at getting through a gatekeeper to a decision maker, and all of which ended disastrously ...
Views: 814 - Balancing the Scales - by Submitted on Mar 05, 2006 from Kelley RobertsonIf you’re like most people you are probably working harder and longer than you used to. As a result, finding balance in today’s fast-paced world is more difficult than ever before. Yet, a healthy balance has also never been more important. Here are a few strategies that can help: 1. First and ...
Views: 813 - How To Sell More In A Down Market - The Leadership Secrets To Dynamite Sales Results - by Submitted on Aug 17, 2009 from Randy GorukFollowing are a collection of excerpts from an eBook written by R.W. Goruk; "How to Sell More in a Down Market - The Leadership Secrets to Dynamite Sales Results" More information about the author and the book can be found at: Http://www.howtosellmoreinadownmarket.com ...
Views: 813 - 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: 813 - Quit Being a Salesperson - by Submitted on Jul 28, 2007 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: 812 - 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: 812 - Are you Helping People Get What They Need? - by Submitted on Nov 29, 2012 from Andrew HortonI do not believe that there is such a thing as rejection. Before you ask someone for something, either an order as sales professional, or a date with a beautiful lady, you do not have the order or the date. If the person declines your invitation, you still do not have the order or the date. ...
Views: 810(1 vote) - Do You Have Excellent Sales Presentation Skills, That Guarantee Outstanding Sales Results? - by Submitted on Mar 21, 2008 from Jim KleinMastering the necessary sales presentation skills will increase your results and boost your sales. A sales presentation doesn't begin when you are telling and showing the prospect how you'll solve their problems. It begins before you walk in the door to give the presentation. It begins with ...
Views: 810 - Manager's Corner Article: Start Fishing In The Right Ponds - by Submitted on Aug 13, 2008 from Liz WeberI heard Greg Caruso of Successful Exits share a story recently that I found valuable for my clients because of its simplicity and truth. When he was young, Greg loved to fish. When he grew older, life got in the way until one day he made a conscientious decision to restart his childhood hobby. ...
Views: 810 - Pay For Your Life Insurance Now...Cash in After Your Death - Insurance Sales Success - by Submitted on Feb 25, 2008 from Cheryl ClausenWait a minute. That doesn’t sound like a fantastic deal, does it? We’re an instant gratification society we want to have it all now, and worry about how we’re going to pay for it later. Hmmm, that puts you and your proposition in an awkward position now doesn’t it? ...
Views: 810 - Sales Training For Service Businesses - Why Should I Use You? - Part 3 of 3 - by Submitted on Jun 05, 2011 from Peter O'DonoghueIn my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together? If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of ...
Views: 810 - Short Term Profits vs. Long Time Clients - by Submitted on Aug 09, 2008 from Tom NinnessIn today’s world, price is everything. Everyone seems to be looking for a bargain. Shopping the grocery stores for the weekly deals: hunting down the gas station with the lowest price, or waiting for retail stores to put merchandise on sale or clearance. Everyone wants a bargain. But ...
Views: 810 - 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: 810 - Here's A Quick Way To Double Your Affiliate Check - by What I will tell you next is one of the secrets that could *double* the amount of money you now earn from affiliate programs.
Doing this simple thing will remove the mental block that is preventing people to buy from 'affiliates'.
Are you interested in finding out more ?
The results of my ...
Views: 809 - Individual Sales Training: Can You Sell? - by Submitted on Feb 05, 2008 from Cheryl ClausenEven the worst salesperson will fall into an easy sale once in a while. Insurance and investment companies know that and that’s why they push you to meet with anyone who has a heartbeat. They know that if you meet with enough people you’ll eventually sell something to somebody, but ...
Views: 809 - NLP Influencing Strategies For Sales And Business - by Submitted on Nov 24, 2007 from Rintu BasuThis article is about how NLP can help to stand back and understand the intention behind behaviour and a route to creating results in sales and business environments. NLP and Hypnosis have a lot of tools around covert language and persuasion skills. Real persuasion only happens when you stand ...
Views: 809 - Top Sales Techniques And Psychology – How This Can Work for You! - by Submitted on Apr 08, 2011 from Karen Keller, Ph.D.Marketers have been using logic and emotion for years in selling their products and services. So how does this work? It’s all about the decision making process and the triggers that make a difference between yes or no. Sometimes these triggers can be impulses, or they are coupled with logic or ...
Views: 808 - Close More Sales By 'Seeing' The Window Of Dissatisfaction - by Submitted on Jul 22, 2008 from Craig EliasHave you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What’s that about? Or consider this: Jack and Tonya learn from Tonya’s doctor that they’re about to have their first baby. Now, everywhere Jack ...
Views: 806 - Successful Cold Calling Scripts: Hint- You Need More than Words - by Submitted on Aug 14, 2011 from Leslie ButerinThere are cold calling scripts available for free. There are cold calling scripts available for a fee. You can read those scripts word for word or absorb the words and speak from memory. Yet still the results you want seem to be just out of reach. Why is that happening? What is wrong with the ...
Views: 806 - Sales Letter Training- The World's Greatest Copywriters #1 Secret - by Submitted on Aug 08, 2008 from Virgil StanphillOK, let's get get right to it: The "#1 Secret" of ALL great copywriters is they never try and re-invent the wheel. (In a moment I'll give you a tip on how you can take advantage of something they ALL do.) --------------------------------------------------------- Again, they never try ...
Views: 805 - 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 - Close All Your Sales and Be the No. 1 Salesman at Work – Hypnosis Works! - by Submitted on Feb 04, 2011 from Nelson BerryBy The Pioneer of Subliminal Messages Online. Selling is harder than you think. Many people have tried to discover the most effective techniques to selling without much success. Sometimes the techniques work, sometimes they don’t. The one essential ingredient to successful sales is the ...
Views: 804 - More Sales And More Results With Telemarketing Services - by Submitted on Jun 21, 2011 from Isabella JohnsonThrough telemarketing services, B2B lead generation and appointment setting can become available to Canadian firms. And through these, they can hope to bring in more business and make more sales with their firm. As a direct marketing tool, telemarketing is known to be quite effective in brining ...
Views: 804 - Does Your Service Sell? - by Submitted on Apr 09, 2006 from Kelley RobertsonSmart business owners know that providing great service to their patrons is an essential ingredient to their overall success. They also recognize that without a certain level of revenue they will not stay in business. Unfortunately, many people think that selling and service are two distinct ...
Views: 802 - Have You Sold Yourself? - by Submitted on Feb 25, 2009 from Mark HunterYou will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered; it’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. ...
Views: 801 - Communicate to Succeed - by Submitted on Jul 14, 2006 from Kelley RobertsonDuring a recent visit to a local electronics retailer the sales person I usually dealt with was engaged with another customer so someone else helped me and answered my questions. I wasn’t ready to make the purchase that day but when I returned almost two weeks later my regular “sales guy”, had ...
Views: 800 - Sales Coaching: Outcome Or Opportunity - by Submitted on Feb 11, 2008 from Cheryl ClausenDo you view prospecting as an outcome or an opportunity? Do you think of prospecting in terms of a process or an event? The way you answer those questions makes a big difference in the results you experience. Many people view getting the attention of a prospect as the outcome. ...
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