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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 POWER OF - by Submitted on May 20, 2011 from Adrienne MarksZig Zigler said : Motivation doesn’t last – well neither does bathing – that’s why we recommend it daily!! Makes sense doesn’t it? Yet how many times do we start doing something ‘positive’ only to find maybe a week or so in we’ve lost the ‘motivation’; we don’t ‘have the time’; we’re ‘too ...
Views: 833 - The Power of "I Can Help" - by Submitted on May 10, 2009 from Jennifer AllanI'm having a problem with a rental property. My tenant doesn't seem to find it important to pay her rent; go figure. I've been managing my own rental properties for 14 years now and rarely run into this problem, believe it or not. I've arrogantly attributed my success with my rental properties ...
Views: 1389 - The Power of a Name - by Submitted on Jan 10, 2006 from Kelley RobertsonRemembering a customer’s name can improve your sales. However, people in my workshops often tell me that they have a difficult time remembering names. I sometimes think we tend to get too hung up on trying to recall a person’s name, especially if we have only met them once. Like anything else ...
Views: 563 - 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: 651 - The Power Of Liz - by Submitted on Apr 14, 2008 from Harlan GoergerI would like you to do something for me. Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you. But if you ...
Views: 691 - The Power of One - by Submitted on May 27, 2006 from Kelley RobertsonOne is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some ideas to consider: Make one more cold call every day. One extra call a day equals 260 calls in a year. How many meetings could you set up with this number of calls and how many of those ...
Views: 583 - The Power of Podcasting: What Exhibitors Need To Know - by Submitted on May 28, 2006 from Susan FriedmannWhat's the most precious commodity in the world? Nope. Not gold. Not platinum. Not uranium. Not diamonds. The most precious commodity in the world is not something you can mine, or harvest, or hoard in safety deposit boxes. The most precious commodity is something you have an almost endless ...
Views: 690 - The Power of Questions - by Submitted on Jul 23, 2007 from Kelley RobertsonParticipants in my sales training workshops often ask how they can better control the sales process. Most people spend the majority of their time talking about their product or service believing that telling is selling. Although they may have been trained to do this, it is an ineffective ...
Views: 771 - The Power of Referrals - by Submitted on Nov 29, 2012 from Casey FitzGeraldAt a recent conference, I was presenting at a session with sales managers and business owners, and the topic of referrals came up. The sales leaders in the room expressed frustration that their team wasn’t asking for referrals, despite the fact that everyone on the team knew that the quality of ...
Views: 755 - The Power Of Self-Development - by Submitted on Oct 22, 2007 from Kelley RobertsonSelf-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development. “Let’s start with what seems to be an obvious question…why is self-development so important?” Business is more competitive and challenging than ...
Views: 802 - The Power of Storytelling - by Submitted on Dec 15, 2008 from John Di LemmeEach and every day as we are building our businesses, we all know the key to a successful presentation is a product being sold to the end-line consumer and/or sponsoring a new person. In an upcoming issue, I am going to write about the difference between making a sale and having customer loyalty ...
Views: 705 - The Pre-Proposal Proposal - by Submitted on Oct 08, 2007 from Don McNamara CMCNo matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, ...
Views: 966 - The Process of Networking to C-Levels and C-Suite Executives - by Submitted on Jan 28, 2015 from Sam ManferMost salespeople have never received a proper education in selling and therefore do not have processes and strategies to use when trying to access and develop relationships with C-Levels and C-Suite executives. In actuality, most learn by trial and error, and errors cause rejections and ...
Views: 1591 - The Pros and Cons of Cherry Kitchen Cabinets - by Cherry kitchen cabinets are gaining popularity very fast in real estate. This is because of the numerous benefits associated with it. A majority of homeowners who have used cherry kitchen cabinets enjoy having these cabinets in their homes.
However, there are valid concerns about using this ...
Views: 111 - The Psychology Of Urgency: Make Them Want It Now! - by Submitted on Dec 29, 2007 from Scott Moldenhauer“I’ll think it over and get back to you.” “Sure, we’ll do that someday.” “I need to check with my colleagues.” “Give me a call next month, then we can set a date.” Tired of excuses? Looking for a more successful way to get others ...
Views: 3190 - The Qualified Need - by Submitted on Oct 08, 2007 from Don McNamara CMCUnless you are in the top 2% of sales professionals worldwide it's pretty hard to create need. Only those who are able to ask questions which surface a subliminal need and then develop that need into want will be able to make that sale. Sales people should find other ways to identify need ...
Views: 1411 - The REAL Secrets to Sales Management Motivation - by Submitted on Dec 23, 2010 from Ralph BurnsMotivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in ...
Views: 902 - The Real True Secret To Closing Sales - by Submitted on Mar 19, 2008 from Jim KleinHaving a great closing technique doesn't guarantee you'll close sales. Closing the sale begins before you walk in the door. You can learn every closing technique there is, however, each one will be more effective if you've taken the time to qualify and present properly. If you get to the end ...
Views: 708 - The Right Moment to Close the Sale - by Submitted on Sep 25, 2012 from Shelle Rose CharvetJamie was listening patiently to his potential customer. George had said what he was looking for, why he wanted it and what would happen if he didn’t solve the problem soon. Jamie was eager to close the deal but couldn’t tell if now was the time to ask for the sale. Like Jamie, many sales ...
Views: 1692 - The Road to Excellent Salesmanship - by Submitted on Sep 05, 2011 from Nick CassellsPerhaps one of the greatest myths about selling is the idea that a good salesperson is born not made. Many still believe the old idea that if you have got the gift of the gab, and can talk to anyone at any level, then you could probably sell sand to the Middle East. Unfortunately in the modern ...
Views: 2185 - The Rock and Ripple Effect - by Submitted on Jul 05, 2005 from Kim DukeImagine you’ve just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple…until finally it ...
Views: 886 - The Rollercoaster Can Reward You - by Submitted on Jan 26, 2008 from O.L. HoustonIs your stomach still moving? The market opened yesterday with the Dow dropping over 400 points as everyone in the world worried about the economy. Let’s set the record straight. The economy is in trouble for a number of reasons and the only way you are going to fix your economy is to select ...
Views: 772 - THE RULE OF THREES: What Are People Saying About Your Nonprofit? - by Submitted on Oct 11, 2004 from Marc PitmanWouldn’t it be nice to tell donors what to say when they talk about your nonprofit? The Rule of Threes won’t let you control what people say, but it will give you an edge. Use it, and you will be giving them “mini-scripts” that will come to mind when they talk to their friends, colleagues and ...
Views: 2352 - The Rules of Selling - by Submitted on Apr 15, 2009 from Kelley RobertsonWe live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I believe that success in sales follows a basic set of rules. Fill the pipeline. Many people experience tremendous peaks and valleys in their ...
Views: 765 - THE SALES CALENDAR -- BUILDING MONTHLY SUCCESS -- DAY-BY-DAY - by Submitted on Jan 05, 2005 from Jamie AlbertLooking to make your month the greatest ever? Who isn't? Ask any successful salesperson the secret for having great months and they will all say -- positive attitude, creative preparation, and consistent performance. To succeed month to month, you must execute day to day. Here are 31 creative ...
Views: 5678 - The Sales Motivation Secrets You Must Know! - by Submitted on Jun 06, 2011 from Peter O'DonoghueIt does not matter if you are salesperson of the year or if you are in the first week of your sales career, you will definitely come across a period of time where you will encounter a steady stream of 'No Thanks' During these challenging times it is very easy, despite the salespersons amazing ...
Views: 733 - 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: 580 - The Sales Professional: Three Principles To Selling - by Submitted on Apr 21, 2008 from Philip GerberWhen you start think about the sales process, there are three basic principles you must learn and adopt before you will become successful. The first is to be organized. You need to have information on all your clients with all their information. Your schedule for that day should be tied to a map ...
Views: 2877 - 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: 621 - 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: 635 - The Sales Training Series: Who Is This Customer Really? - by Submitted on Apr 06, 2006 from Randy DennisonThe Sales Training Series: Who Is This Customer Really? A lot of salespeople are good at organizing. Some are even good at sales strategy. But very few know how to use those sales skills to devise an effective, repeatable plan for gaining commitment from customers—a plan that begins to take ...
Views: 741 - The Salespersons' Universal Distress Signals - by Submitted on Nov 21, 2008 from Patricia WeberSOS, is known in Morse code as a universal distress signal. For salespeople, a “Save Our Ship,” becomes a “Save Our Sales” distress call. While everyone selling likely has their own SOS, here are five common sales calls for help. 1. Cancelled appointments Are you confirming any appointments ...
Views: 1214 - The Secret of Sales Success - by Submitted on Sep 11, 2007 from Barath SurendranThe secret of sales success There are number of books written in sales and marketing but all the tricks, techniques and methods narrows down to only few principles. You would have heard over and over again that sales in a number game. Do you know why? Because sales is not about calling 20 ...
Views: 446 - The Secret Peril That Causes Sales To Be Lost - by Submitted on Oct 13, 2008 from Lee SalzOne of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play. It's September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new ...
Views: 924 - The Secret Sauce to Sales Management Success! Part 2 - by Submitted on Dec 23, 2010 from Ralph BurnsMost of us have had some sort of training on goal setting. We discussed that goals are very important. Many studies have proven that goal setting, and writing them down is critical to your success. That is all well and good, but most people do not actually set goal for themselves, they ...
Views: 722 - 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: 566 - The Secrets to Effectively Using Voicemail to Get Call Backs and Make More Sales - by Submitted on Jun 09, 2011 from Peter O'DonoghueVoicemail is the scourge of many salespeople and yet the number 1 prospecting tool for some of the worlds most successful salespeople. Where does it sit in your sales prospecting armory? I really am surprised that even the most experienced sale people have never, ever taken the time to work ...
Views: 1284 - The Selling Year Is Almost Over! - by Submitted on Oct 26, 2010 from Susan EnnsWhen you look at the calendar at this time of the year, you start to realize that the selling year is almost over. In fact, when you take out the holidays, there are only about 45 selling days left in the year. That is not a lot of time left for your team to qualify for their annual sales ...
Views: 959 - The Seven Forces of Sales Motivation, Part 2 - by Submitted on Sep 30, 2010 from Ralph BurnsOn this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people As a quick review, we went through the first 4 of the 7 forces ...
Views: 1817 - 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: 1090 - The Solution is to the Left: Sales Success - Four Critical Steps - by Submitted on Nov 04, 2007 from Chuck GallagherIt’s been said often, “Some folks can’t seem to see the forest for the trees.” Perhaps that’s true in any arena, but it seems that it’s rampant in sales, especially when sales are down. Time after time, when sales start to fall we find sales people becoming ...
Views: 902 - The Spirit of Service - by Submitted on Jul 28, 2007 from Mark HunterAt one time or another, we have all encountered an employee who would clearly rather be anywhere than at the store serving customers. It's unfortunate because there are few professions where a person has a chance to make a bigger impression on someone than in retail. Every day, a retail ...
Views: 672 - The Sweet Spot For Selling Services - by Submitted on Mar 08, 2008 from Suzi PomerantzIntegrated action seals the deal. Want to fast-track results in a business development venture? Want to step up your rainmaking timeline? Want to leverage your sales skills, marketing know-how and networking panache? The secret to impacting your success in sealing multiple deals lies in your ...
Views: 914 - The Ten Worst Mistakes In Selling - by Submitted on Feb 12, 2008 from Robert GrahamThe Harvard Business Review revealed two staggering statistics in a recent study: 1. 56% of executives consider their sales forces “average, worse than normal or catastrophic” 2. 85% of salespeople wish they were doing something else This poor performance and dissatisfaction comes from one ...
Views: 744 - The Three Important Cs of "Selling" Your Service - by Submitted on Apr 15, 2011 from Kaya SingerI talk to lots of entrepreneurs who say they don't like selling and they won't acknowledge this important aspect of their business. They figure that people will just gladly offer them money and they won't have to ask for it. Most of these people are also struggling to make ends meet because ...
Views: 953 - The Top 7 Marketing Mistakes New Consultants Make - by Submitted on Aug 01, 2010 from Barbara WaymanBecoming self-employed can be liberating, exhilarating, frustrating and terrifying. Often all at the same time. Most entrepreneurs I meet know they need to be doing marketing. They just often lack a clear sense of what marketing is, or they have no idea where to start. Here are the seven ...
Views: 1975 - The Top 7 Sales Blunders - by Submitted on Sep 30, 2004 from Kelley RobertsonWe all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. 1. Allowing a prospect to ...
Views: 607 - The Top Five Tips To Increased Sales Success - by Submitted on Jun 20, 2012 from Michael McIntyreI have been a sales trainer for more than twenty years and every year these two questions come up repeatedly: "What are the top things that I can do to make more sales?" or "How can I be successful in sales?" Rookie sales people always ask these questions, but nowadays in such a highly ...
Views: 1137 - The Trust Return on Investment, Part 1 - by Submitted on Jun 30, 2011 from Colleen FrancisIf you are like most organizations, your marketing budget has been squeezed and squeezed as customers become tighter with their spending and competitors become more and more fierce. This means that more and more, the return on marketing investment needs to be measured and maximized. As ...
Views: 612 - The Trust Return on Investment, Part 2 - by Submitted on Jun 30, 2011 from Colleen FrancisIn our previous article, we looked at the extremely interesting study by Nielsen who measured Consumer Trust in Advertising Channels. Essentially, they looked at the various ways that a business delivers its message to prospects, and determined the degree to which that prospect trusted that ...
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