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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.
- What is Your Sales Process? - by Submitted on Oct 26, 2010 from Bill SayersWhat is the process you need to take customers through to produce a sale? What steps do you need to take and does your client know what these steps are and why they go through this process? Knowing this, both as a sales rep and as a customer, can be critical to your success. What is your ...
Views: 800 - Close More Sales By 'Seeing' The Window of Dissatisfaction - by Submitted on Jul 14, 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 goes, he sees pregnant ...
Views: 798 - Sales Coaching: I'm Just Looking Means... - by Submitted on Feb 12, 2008 from Cheryl ClausenOk, confess you’ve said it yourself when approached by a salesperson. And you understand it in a retail setting, but what about service industry businesses? In your case when the prospect projects disinterest what do you do how do you handle it? What does “I’m ...
Views: 798 - Selling What's Different - by Submitted on Oct 04, 2008 from Jim MeisenheimerWhy be different when you can be the same as everyone else? Why stand-out when you can blend in? Why is blending in so much easier? Why is standing out from the competitive crowd often viewed as risky business? It all starts with your childhood. Now, I'm not a shrink but I do think it goes ...
Views: 798 - Your Voiceprint - by Submitted on Dec 30, 2008 from John Di Lemme“Mountains are built one pebble at a time and climbed one step at a time.” This is a quote of mine that I personally put into practice each day as I progress towards fulfilling my WHY in life. The word pebble in this quote means that each action you take needs to be productive toward ...
Views: 798 - 7 Ways To Make Every Minute Of Your Working Day Count - by All of us have only 24 hours in a day and few of us want to spend all of them working.
So being able to manage your day effectively will determine not only your business success but also your quality of life.
Here are seven ways to make every minute as productive as possible.
1. Manage your ...
Views: 797 - Cold Calling with Integrity - by Submitted on Jun 23, 2008 from Ari GalperYou probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know. In the old traditional training, we learned the ...
Views: 795 - Navigate the craggy path to successful technology PR - by Submitted on Dec 17, 2011 from Kevin WaddelTechnology has become somewhat of a buzz word. Everyone is talking about this tech, that tech and the next tech. But beyond the hype, there is a tremendous amount of science and dedication to advancing mankind. It was only in the last 60 years that computers gained prominence as they saturated ...
Views: 795 - Voicemail Basics - by Submitted on Aug 05, 2009 from Colleen FrancisMore and more sales reps are complaining to me that they are getting stuck, can’t get through, can’t make direct contact and can’t get a return call. And, if I can be frank, it’s no wonder! Have you listened to the quality of the voice mail messages being left by sales reps who call your ...
Views: 795(2 votes) - Sales Coaching: 7 Mistakes That Are Screwing Up Your Sales - by Submitted on Jan 31, 2008 from Cheryl ClausenYou don’t know what you want to be when you grow up, or at least you’re acting like you don’t. You’re like a frustrated employee who hates their job, but doesn’t see how to get a better one. You lack focus, but you don’t know what to focus on so you’re ...
Views: 794 - How To Get Clients To Take Immediate Action - by Submitted on Mar 11, 2008 from Jim KleinAre you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a ...
Views: 793 - How to Make Cold Calling Effective - by Submitted on Jun 23, 2008 from Ari GalperHow can we make cold calls “work” when we’re talking to someone we haven’t met, about something they may not need? Well, it’s really simple. First we look at how to relate to them rather than hoping they’ll relate to us and our solution. When we approach cold calling with a question about ...
Views: 793 - Sales Coaching: Watch These 3 Things As Your Sales Grow - by Submitted on Feb 13, 2008 from Cheryl ClausenWhoo hoo, your sales are growing and now you’re wondering if it’s time to develop a physical presence in the marketplace. Most service professionals come to this cross-roads and take the next step without carefully considering the impact and the underlying concerns. ...
Views: 792 - What Social Media are you using? - by Submitted on May 12, 2011 from Bill SayersSocial Media is here to stay; so what are you doing with it? Facebook, Twitter, Jigsaw, LinkedIn and blogs are just some of the many sites that are available for you to use in your business. The question is – Are you using these tools. I don’t think you need to be using them all – they can ...
Views: 792 - What's The Plan? - by Submitted on Feb 25, 2008 from Lee SalzThe other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term "spot," it means to watch and assist the lifter if they need help. Of course, I agreed to do this. As is customary when spotting, I asked him how many reps ...
Views: 791 - Fantastic Follow Up - by As a business success coach I assure you the factors that contribute to the success of any business are the same whether you are in the business of selling copiers, counseling sessions, or chimney sweeping services. In most cases in any non retail purchasing situation, once the interest and ...
Views: 790 - 3 Cold Calling Phrases That Get Results - by Submitted on Jun 19, 2008 from Ari GalperHow can we possibly avoid rejection and still stay “real” while cold calling? Well, the truth is that the more genuine we are, the less likely we are to be rejected. Once you understand why cold calling is so difficult, and you start to shift your mental view of the cold call, then you can ...
Views: 789 - Avoiding the Worst Cold Calling Mistakes Made By Sales Pros - by Submitted on Nov 04, 2005 from Leslie ButerinSales pros frequently ask, “What’s the #1 change I need to make, as I prospect by phone instead of face-to-face?” Here’s the emotional truth behind this seemingly innocent question: Most sales pros confess they’d rather have their toenails pulled out with pliers than cold call prospects by ...
Views: 789 - Why are you in Sales? - by Submitted on Oct 26, 2010 from Bill SayersWhat made you get into sales? Was it a dream from the time you were a kid and first opened that lemonade stand in the front yard? Did it seem like it would be an easy job? Was it because one of your parents was in sales? Was there nowhere else to go……………. What is it about Sales that attracted ...
Views: 788 - Focus and Personal Profitability - by Submitted on Aug 14, 2009 from Dave CrenshawIn an unstable economy, it is natural for people to be concerned with how much money they make and also their job security. What they may not realize is that both their personal profitability and their professional longevity depend in large part on their ability to focus. In many of the ...
Views: 786(1 vote) - Go From Good To Great: Five Ways To Boost Your Sales Career - by Submitted on Jul 09, 2008 from Chip EichelbergerMany experienced sales professionals don't see the need for continuous improvement. They often think, "I've been selling for fifteen years, so I must be great." The number of years experience is not a measure of excellence - any honest golfer knows that. Such thinking can limit sales ...
Views: 786 - Negotiating the Sale of Your Home - by Submitted on Oct 28, 2005 from Roselind HejlNegotiating a successful sale of your home requires an environment that sustains the buyer's interest and trust during the process. Many of our clients have been very experienced negotiators, and from them we have learned that the goal is to reach a good agreement - one in which the underlying ...
Views: 786 - Embrace Rejection - by The last two weeks I have been waiting for an answer from a potential client on a large piece of business. While playing the waiting game I have been thinking a lot about the sales process. I realized I have not been turned down much lately. Before I got too excited I also realized I had not ...
Views: 785 - Career Sales Training: Are You Accidentally Successful? - by Submitted on Oct 04, 2007 from Cheryl ClausenYou’ve said it, I know you have. At one point or another you’ve looked at the results achieved by another sales person and you thought to yourself that person sure is lucky. Those who have tremendous success in their sales careers are never lucky. They’re never accidentally ...
Views: 784 - Sales Tip - Being Different Can Astonish Your Customers - by Submitted on Sep 12, 2007 from Jim MeisenheimerBeing better starts with you being different. The difference is you. Let me give you an example. One of the things I dislike doing the most is flying. It would be easy for me to go off on a lengthy sidebar on this subject - but I won't. The airlines don't know anything about customer service, ...
Views: 784 - Selling In The Midst of Terror Tuesday - by The economy is not some esoteric thing. We are the American economy. It is we. Each and every one of us.
We must rally together for our country and continue to spend. Do not hold back. Even I considered, at first, taking back a large purchase I made the day before terror Tuesday. I have ...
Views: 784 - How to Increase Sales without Increasing Your Ad Budget - by Submitted on Aug 06, 2009 from Michael PedoneWant to sell more without spending more? Start with better follow-up. By Michael Pedone SalesBuzz.com In the current economy, most company’s sales numbers are down. Salespeople blame this on lower quality leads and poor results from cold calling. Fair enough. But with marketing budgets ...
Views: 783 - Insurance Sales Success: Top 25 Reasons You Can't Sell - by Submitted on Sep 01, 2007 from Cheryl ClausenIdentify the top 25 reasons you can’t sell now, and start your path to insurance sales success. You can’t fix what you don’t know is broken and you can’t solve problems you don’t understand. This article will help you to identify the things within you that are ...
Views: 783 - Bite Your Tongue - by Submitted on Jun 07, 2005 from Kelley RobertsonMost people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. The customer started describing his situation and after a few moments he paused – briefly. It ...
Views: 782 - Unlock The Power Of Cold Call Prospecting - by Submitted on Mar 20, 2008 from Jim KleinCold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. When I started in sales as a real estate agent in 1982, ...
Views: 781 - The Best Sales Pro Around Teaches Others His Secrets - Sales And Selling Technique - by Submitted on Feb 25, 2008 from Cheryl ClausenDrum roll please. And bounding out from behind the curtain smiling and bowing to the roaring applause appears our sales super star. The crowd is teaming with emotion putty in his paws. Yes, if you didn’t go out searching for your dog if you ended up bringing home a dog you ...
Views: 781 - This Is Your Year To Be BOLD! - by Submitted on Jan 31, 2006 from Kim DukeWOW!! Can you believe it is 2006? Doesn't it seem like yesterday that we were drinking champagne bringing in the new century?? 6 years have gone by since then. What have YOU filled them with? This Is Going To Be Your Felt-Marker Year! You've seen them - those fabulous huge felt markers ...
Views: 780 - Fear of "Selling"? - by Submitted on Mar 29, 2009 from Zoe RouthWhether you run a business, or are an employee, or manage a family – you are always 'selling' something. Selling is the art of exchanging value. In the commercial world this is a simple equation – money is given in exchange for a product or service. In the office, 'selling' might happen when ...
Views: 779 - TEN WAYS TO IMPROVE TELEMARKETING - by Submitted on Sep 23, 2009 from Mark Anthony1. Ask "am I catching you at a bad time?" 2. Delete the 'reading from a script' sound. 3. Change tone and pace of voice so it is similar to that of the person you are talking to. 4. Never argue with a customer even when you must defend your position. 5. Ask questions, ask questions, ask ...
Views: 779(2 votes) - Sales Training for the Fiery Edge on Your Competitors - by Submitted on Feb 26, 2009 from Tim WilliamsYour company’s rival could be investing in sales training for their sales staff while your sales staff sits complacently at their office desks, perhaps reaching sales goals but never exceeding them. Not investing in sales training gives your competitors another edge that maybe you can’t afford ...
Views: 778 - Self-Esteem and Sales Success - by Submitted on Apr 23, 2009 from John AOVYour self-esteem is the most important part of your character. The Reactor Core of Your Personality Your self-esteem is the most important part of your character. This is the emotional part of your self-concept. It is the "reactor core" of your inner power. It is the emotional component of your ...
Views: 778 - Selling Your Business: Is Now the Right Time to Sell Your Business for Maximum Profit? - by Submitted on Sep 15, 2007 from Harvey ZemmelIf your business is a success, you probably had to pour most of your time, energy and money into it for what may seem like forever. You may see your company as an extension of yourself and it may be hard to even imagine life without it. In some cases, your entire family may have depended on the ...
Views: 777 - Stepping Beyond Consultative Sales - by Submitted on Oct 21, 2010 from Nancy BleekeCollaborative or consultative selling. What’s the difference? Aren’t they interchangeable terms? Not really. Collaboration is a step beyond traditional consultative selling. And an opportunity to sell more WITH your buyers. Consultative selling is a term in use around the globe. And it is ...
Views: 777 - 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: 777 - How To Increase Revenue In 24 Hours - by Submitted on Dec 27, 2005 from Kim DukeWhat's Black, Green and Purple? As many of you know - I love reading and for some strange reason have a memory for quotes. One I love is "The only difference between a rut and a grave are the dimensions." I know you have been working hard this year. I know you have been working smarter this ...
Views: 776 - 4k Laser TVs vs Traditional LED TV - by Submitted on Aug 26, 2021 from Optoma IndiaEvery movie, television, and sports lover needs that big-screen insight. There’s only nothing as dazzling as encountering media on a 120-inch projector screen in excellent hello def 4K laser tv goal directly in your home. HDR (HighDynamic Range) is one of the bestestnew display technologies ...
Views: 775 - Selling With Your Personality - by Submitted on Jun 25, 2008 from Mark HunterAnyone can sell if the price is cheap enough or if what is being sold is something people can't live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of ...
Views: 775 - 5 Easy Steps To Sell More Without Selling - by Submitted on Feb 18, 2008 from Rochelle Togo-FigaImagine selling your product or service without selling! Typically when we think of selling, the image of the proverbial used car salesperson, the one who pushed you into buying something you really didn’t want or need because the sales pitch was so “slick,” comes to mind. Well, I have some good ...
Views: 774 - Sales Tips from a Sales Superstar - by Submitted on Dec 06, 2012 from Andrew HortonMy wife and I recently found an amazing lifestyle village, where we wanted to stay, so we approached a local estate agent and asked him to sell our current home for us. What astounded me was how quickly he sold it. Within two weeks he had brought about ten qualified buyers through our home and ...
Views: 774 - Sales Training: Stop Traditional Based Selling & Focus On Consultative Selling Now - by Submitted on Feb 19, 2008 from Will BrooksToday, the sales role has more in common with a fighter pilot's job than anything else. It is defined by periods of patient waiting punctuated by moments of unimaginable excitement. The secret is to keep a constant flow of fresh leads without losing track of any of your current prospects and ...
Views: 772 - How to get your business online - by This article is for all those who have asked "how do I get my business online?" or have just plain been putting it off because you dont know where to start or who can help or how much it will cost.
Why should I put my business online? Well, there are several reasons why you should.
Firstly, ...
Views: 771 - Who Are You Following? - by Submitted on Mar 06, 2008 from Bill SayersTop sales people leave a trail of clues to their success. Who are your mentors? Do you discuss sales with a mastermind group of likeminded sales people? Too often I see sales people hang out with average performing reps and then can’t understand why they aren’t improving their game. There is no ...
Views: 771 - Are You a Chef or a Cook? Someone Who Can Sell or a Sales Pro? - by Submitted on Nov 02, 2020 from Snv MediaWhen you’re cooking a dish, you obviously need the right ingredients in order to create the recipe. Ingredients alone, however, won’t get you the whole way. You also need the right approach and technique. Without the proper finesse, your ingredients aren’t becoming a delicious meal anytime ...
Views: 770 - Cold Calls - A New Way to Open - by Submitted on Jul 15, 2007 from Ari GalperCold Calling Tips to Create Openings for Real Conversation! Most of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do ...
Views: 770 - How A Vacation Can Show You The Keys To Business Success - by Submitted on Jul 01, 2008 from Pablo TerrerosI spent this past week in Orlando with my family. If you've never been there before, you need to go. You can go 100 times over and still never experience all there is to experience. Even through all the fun we had, I couldn't help but notice some things that have HUGE business applications. ...
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