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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 Write an Ad That Adds to Your Bottom Line - by Submitted on Sep 19, 2005 from Gary WatsonWhether your company is business-to-business or business-to-consumer, selling almost anything in today’s economic climate is a challenging task. If your sales effort feels like you’re pushing boulders up steep hills, it’s time to take a close look at your media advertising, especially the ...
Views: 768 - Building on the “social” in social media - by Submitted on Oct 28, 2010 from Colleen FrancisBuilding on the “social” in social media “The more I use social media the less social I become.” That’s a quote from a conversation I overheard recently at the U.S. National Speakers’ Association…and it’s been on my mind a lot since then. It’s understandable that some business ...
Views: 763 - 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: 762 - How to get more sales from your website NOW! - by The fundamentals of business are the same online as they are offline. Making income and profit is vital to the success of any business. How are income and profits generated? By SELLING products.
Is your site selling your products?
If you answered no, why isnt it? Weak copy, poor ...
Views: 761 - Your Customer Is Lying...Did You Catch It? - by Submitted on Feb 15, 2008 from Mark HunterAs much as we hate to admit it, at one time or another, we've all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, lying from a customer occurs more often than we are aware of. Did you realize that nearly every sales call starts off with ...
Views: 760 - Negotiating the Purchase of Your Home - by Submitted on Oct 28, 2005 from Roselind HejlNegotiating a successful real estate contract requires communication skills and the ability to create a environment of cooperation. Many of our real estate 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 ...
Views: 759 - One step ahead: taking control of every sales relationships so you are closing on every conversation - by Submitted on Feb 17, 2011 from Colleen FrancisIt has often been said that among the many musical talents of renowned jazz trumpeter Dizzy Gillespie was his skill for blending harmony with the unexpected. He himself summed it up best by saying: “It’s taken me all my life to learn what not to play.” Dizzy knew it was ...
Views: 759 - What's Trust Got To Do With It? - by Submitted on Jun 12, 2007 from Jacques WerthWhat's Trust Got To Do With It? By Jacques Werth, President High Probability® Selling ©All rights reserved. 'Sales' and 'Ethics' are two words often considered to be a contradiction in terms - both inside and outside of the sales profession. ...
Views: 758 - 4 Classic Cold Calling Mistakes - by Submitted on Jul 16, 2007 from Ari GalperHave you noticed that the old “tried and true” cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore. But many salespeople are still use them because that’s all they know. They’re working from that old, ...
Views: 757 - 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: 757 - 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 ...
Views: 756 - What's Your Money Mindset? - by Submitted on Nov 22, 2010 from Shelene TaylorFear is a natural and reasonable response to many things in life, like danger! Our brains are hard wired for the flight or fight response but often times we live in the “What If” fear and worry mode. This is anticipatory fear. While the flight or fight fear response can save our lives, the ...
Views: 756 - Motivate Your Sales Team with Regularly Scheduled Meetings - by Submitted on Sep 30, 2010 from Nancy BleekePicture this: A group of sales reps are heading down the hall to the conference room for a meeting with their manager. They are definitely taking their time getting there. They stop for coffee, peek at their Blackberrys and seem to be pondering something silently in their heads. Wouldn’t ...
Views: 754 - Does your homepage work? - by All websites have a homepage. It is the most important page of your site. It acts as the main gateway to the entire site. Most of your prospective customers will enter through it. Its vital to get it right. You dont want them to just turn around and go away again.
Take a moment to clear your ...
Views: 753 - 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 - Don't Give In to Simple Price Statements - by Submitted on Dec 23, 2010 from Art SobczakWhile waiting out a four-hour flight delay, I nestled into one of the few empty seats available at an airport snack bar, which happened to be right by the cash register, within earshot of most of the transactions. I couldn’t help but take notice of one. A customer plopped a large bottle of ...
Views: 751 - Build A Powerful Referral Network And They Will Come - by Submitted on Feb 18, 2008 from Rochelle Togo-FigaAs solo business owners, we sometimes feel like “Lone Rangers” on our own, trying to figure out ways to bring in more clients. A business owner’s survival and growth depends largely on bringing in new clients. Who wants to be alone on the range, single-handedly trying to figure out how to bring ...
Views: 750 - Sales Training - The road to Success - by Submitted on Oct 26, 2010 from Jennnifer MearsThe sales and reputation of a company depends on its sales team. The more trained and effective the sales team is, the more profit is guaranteed for that company. Sales training is an important aspect that is necessary for generating effective sales. Sales training helps the sales personnel to ...
Views: 750 - Are You Struggling To Make Appointments With Prospects? - by Submitted on Mar 04, 2008 from Jim KleinUse These 5 Powerful Prospecting Tips and Make More Sales Appointments. Wouldn't it be great to prospect with confidence knowing you have the plan that will help you set more appointments? Then you'll be glad you found these 5 prospecting tips. If you use them you'll be guarantee to make better ...
Views: 748 - Beware Decisions that Can Kill Sales - by Submitted on Dec 23, 2010 from Art SobczakSometimes it's just amazing to see the stupid decisions some companies make. Especially when these decisions kill sales and hurt thier very own business. I called a national hotels' group reservation number to inquire about my Mastermind group meeting we are planning on holding at one of ...
Views: 748 - 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 - How To Turn Your Clients Into Raving Fans - by Submitted on Mar 10, 2008 from Jim Klein"Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others of the way they were treated in your place of business." A big problem in the sales world today is that many salespeople and companies spend more time and money to get a new client than ...
Views: 748 - Sales Training Courses that Bring Lead Generations to Life - by Submitted on Feb 26, 2009 from Tim WilliamsSales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generating leads. Advanced sales training courses can reinvigorate your sales team to ...
Views: 748 - Searching For Answers - by Submitted on Aug 23, 2007 from Jim MeisenheimerDoing your homework before you make a sales call has never been easier. And the good news is, the bigger the account, the more information you can uncover. Making assumptions is second only to procrastination in undermining your effort to win more business and make morey money. Why make ...
Views: 748 - Every Cold Call Needs a Problem to Solve - by Submitted on Jun 23, 2008 from Ari GalperIn the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best! This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the ...
Views: 743 - Your Most Important Sales Tool - by Submitted on Mar 13, 2008 from Jim KleinIf your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say? Wouldn't it be better to have someone else ...
Views: 740 - Discover The Powerful Lead Generation System - by Submitted on Feb 29, 2008 from Jim KleinDeveloping an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral ...
Views: 739 - Selling your Business – Step by Step Process - by Submitted on Jun 13, 2006 from Micheal HarrySo finally the time has come to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start? A good time to start thinking about ...
Views: 739 - 7 Steps To Cold Calling Follow Up - by Submitted on Jun 14, 2008 from Ari GalperLet’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you have to offer. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth of the ...
Views: 738 - Would Buy what you Sell with Absolute Confidence? - by Submitted on Jan 21, 2013 from Andrew HortonIf you are in sales and you have been struggling to meet your sales targets for the past few years. Ask yourself the simple question “How committed am I to what I am selling, would I buy it myself” In fact a better question would be “Do I believe in what I sell so much that I Have actually ...
Views: 737 - Book Review: Selling for Dummies - by Submitted on Apr 21, 2008 from Shelly WalkerThis book review is part of a series that covers the topic of Sales Training. Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training. Selling for Dummies, by Tom Hopkins, is a ...
Views: 736 - 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 - When it Comes to Testimonials, Looks Count! - by Submitted on Feb 17, 2011 from Colleen FrancisSo you've gone through the effort... collecting testimonials and putting them onto every web page, right next to your page copy to provide that critical social proof. You're all done, right? Not so fast. Ask yourself: how do the testimonials look? I don't mean if they are compelling ...
Views: 733 - 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 - Industry Pro Interview: The Selling Power of Consumer Confidence - by Butch Pujol came into his business through a unique series of events. Being taken advantage of himself didn’t set well with Butch and he realized that many others had been through the same thing. His background lends itself to Butch’s need to provide service and to care for others. The ...
Views: 730 - Insurance Sales Success: Reason Number 25 You Can't Sell - by Submitted on Oct 08, 2007 from Cheryl ClausenYou don’t understand that you need to aim small miss small and fail forward to succeed fast. Why do 97% of the people entering the industry fail within 5 years? Because they have no clue how to aim small miss small and fail forward fast. Aim small miss small and fail forward fast is a ...
Views: 730 - What Nobody Tells You About Selling - by Submitted on Apr 28, 2009 from John AOVHave you ever lost a sale because a prospect came up with an objection? It may have happened at the start when they said they were too busy to talk to you or later when they told you your price was too high. Has this ever happened to you? Has a prospect ever said: "I have to think it ...
Views: 729 - How tTo Make Cold Calling Opportunities Out Of Voicemail - by Submitted on Jun 19, 2008 from Ari GalperMost people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.” This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, ...
Views: 728 - Act On Your Thoughts Now! - by Submitted on Jul 03, 2008 from Dirk ZellerBeing successful seems to be everyone’s desire. We all want to achieve what our definition of success is in life. Have you ever wondered why successful people are successful; why they seem to go from one successful situation to another, from one victory in life to another? There is one thing ...
Views: 727 - Be Prepared to Ask - by Submitted on Apr 26, 2009 from John AOVIf you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all by itself, like a ripe apple dropping out of a tree into your hand. If you make a perfect presentation, one that clearly ...
Views: 724 - I Don't Care About You! - by Submitted on Jul 25, 2007 from Don Zihlman"I don't care about you." That's a pretty lousy thing to say to someone, but every time you make a sales call, that's what goes through the mind of your prospect. The person you are talking with, does not care about you, he or she cares about himself or herself. That person cares about their ...
Views: 723 - 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 - Relationship Selling - The Buy And Buy - by Submitted on May 17, 2008 from Pierce EnglishIf you master relationship selling, it is almost impossible for your competitors to beat. If you have established a relationship with your client, they will run your competition off before they ever have a chance to show their goods or services. To start with, let’s look at the cycle of ...
Views: 722 - How To Stop Your Cold Calls From Losing Steam - by Submitted on Jun 14, 2008 from Ari GalperWe’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection. And we start to panic, thinking we’re about to lose the sale. So we fall back into the old traditional cold calling ...
Views: 721 - Instant Money Maker - by Submitted on Mar 11, 2011 from murat soyanI went back the next day and Jen spent a couple hours showing me her websites, her stats and some other details about the program she uses. I was a bit overwhelmed. It was a lot to keep track of! read more: http://www.sevincweb.com/business-instant-money-maker.html I wondered if I could ...
Views: 719 - Positive Subliminal Messages – Four Simple Steps to Successful Sales - by Submitted on Feb 04, 2011 from Nelson BerryBy The Pioneer of Subliminal Messages Online. Are you not making enough sales in your work or business? Are you not hitting the quotas and bringing the profits in? Every salesman, even the best ones, encounter the much dreaded stump or dry season in their sales. But it’s up to you how you ...
Views: 719 - Four Keys to Making Your Cold Call Stress Free - by Submitted on Jul 16, 2007 from Ari GalperFrom the traditional point of view, cold calling conversations should constantly lead towards making a sale. We’ve been given only one path to follow, and that’s getting a “yes.” This is why our language and energy feels stilted. We aren’t being genuine, and we aren’t inviting the other ...
Views: 717 - Timely Tips for Unlocking Great Sales in Today’s Tough Economy - by Submitted on Sep 30, 2010 from Nancy BleekeWhether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Selling in a tough economy seems more challenging, doesn’t it? And yet many people are not feeling the pinch as much as others. How ...
Views: 717 - How Tight is Your Propeller Wound? - by Submitted on Jul 01, 2021 from Tim RhodeI have this theory that there are three kinds of people. Those that get a lot done daily. Those that get some done daily. Those that life "does" daily. I know that is harsh, but my good friend Christopher Lochhead says it plainly: “There are 3 kinds of people you either suck, ...
Views: 716 - Why You are Always Selling A Solution - by Submitted on Oct 24, 2005 from Susan Urquhart-BrownNo matter what business you are in, you are selling something. Why will people buy from you? Basically, because you have something they want or they have something to gain by doing business with you. People want to buy solutions to problems. No matter what you sell, you have competitors. So ...
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