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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 Create The World’s Most Powerful Sales Script - by Submitted on Sep 22, 2005 from Kevin NationsYou cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts. You can develop your own script or begin to use one that has been developed by someone else. Your sales ...
Views: 2152 - Are You A Chicken? - by Submitted on Sep 19, 2005 from Kim DukeThere are many traits/habits required to be a successful sales person. Determination. Creativity. Negotiation. Superior customer service. Risk taking. Integrity. You know the one trait that isn't required? Being a chicken! This is one of my 7 year old niece's favorite phrases - she likes to ...
Views: 829 - 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 - SEO Copywriting Makeover: Finding the Right Trigger - by Submitted on Sep 11, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com You've got a great product or service. Now, how do you make buyers sit up and take notice? How do you get them excited about what you're offering? You have to pull the trigger. There is at least one trigger for every product or ...
Views: 1185 - Find What Distinguishes You From Your Competitors - by Submitted on Sep 09, 2005 from Catherine FranzU.S.P., in marketing, is the acronym for unique sellingproposition. This is asking, "What distinguishes you fromsimilar products or services, even businesses as a whole?" After using the USP method to uncover the uniqueness of myproducts and services, I continued to find them difficult toname. ...
Views: 1364 - Why Aren’t My Salespeople Motivated? - by Submitted on Aug 29, 2005 from Barrett RiddlebergerBefore I got married, the most consistent piece of advice for me and my fiancée was, “You must have trust”. Nobody told me how to get trust – only that I had to have it. They didn’t tell me why I needed trust – only that it was necessary to build a successful marriage. Sales leaders say the ...
Views: 1185 - Common Mistakes That Can Kill Your Web Copy - by Submitted on Aug 27, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Sometimes learning what not to do is as important as learning what to do. Copywriting is no exception. I oftentimes see copy that is well written, but obviously created by an amateur. How do I know? One or more of the following five ...
Views: 1083 - Quiz: What Kind of “Sales Shoe” Are You? - by Submitted on Aug 24, 2005 from Kim DukeHave you ever wondered what type of saleswoman you are? It doesn’t matter if you run your own company or sell for someone else – it is extremely important to know what your style is. What does The Sales Diva mean here? Well – let me throw my high heel on my desk here and I will explain. Are ...
Views: 956 - Men Are From Mars - by Submitted on Aug 19, 2005 from Kelley Robertson“Men are from Mars, Women are from Venus.” John Gray penned this phrase many years ago to help men and women communicate more effectively. Since this book was written, it has been determined that both genders not only communicate differently, they also buy differently too. Learning how to ...
Views: 913 - What My Teenagers Taught Me About Marketing "Stuff" - by Submitted on Aug 16, 2005 from Charlie CookMy kids taught me a lot about marketing communication when they were teenagers. My son had me playing 20 questions. When I asked what he'd done at school or out with his friends the night before, I'd get one of two classic teenage responses; "Stuff" or "Nothing". I'd have to pepper him with ...
Views: 975 - Limited Time Only (Shh! It's A Secret) - by Submitted on Aug 09, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Under normal circumstances, you'd shout it from the rooftops. After all, when you have something urgent to say, you want others to know about it, right? But when it comes to “limited time only” offers, lately I've noticed a disturbing ...
Views: 1394(1 vote) - Advertising Campaigns That Get Results - by Submitted on Aug 07, 2005 from Charlie Cook"Advertising doesn't work." I hear it from my clients all the time. One client was about to file for bankruptcy because she wasn't getting a good response to her radio ads, and the cost was killing her. But she knew her target market was listening; she knew she needed to get her name out there ...
Views: 992(1 vote) - Your Site Map: Spider Food or Just A Light Snack? - by Submitted on Aug 03, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Mechanical spiders have to eat. In fact, they usually have bigger appetites than the real-life spiders you squish under your shoe. What spiders am I talking about? The automated programs sent out by search engines to review and index ...
Views: 1182(1 vote) - Are You Worth Another $100,000 per Year? - by Submitted on Jul 28, 2005 from Jacques WerthAre You Worth Another $100,000 per Year? By Jacques Werth, President High Probability® Selling ©All rights reserved. Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do ...
Views: 1023(1 vote) - How to Increase Your Sales Using Emotional Language - by Submitted on Jul 26, 2005 from David BarronHow to Increase Your Sales Using Emotional Language Warning: In order to make the point of how emotions are used to persuade I have two outcomes in mind. The first is to demonstrate subtle emotional elicitation. The second is to encourage you to invest in learning more about persuasion and ...
Views: 2721 - Seven Keys To Closing More Sales During The Second Half Of 2005 - by Submitted on Jul 23, 2005 from Jim MeisenheimerIt's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting. 1. Develop a system for everything. There's a fundamental reason why companies like ...
Views: 868 - Enough With the Upsells Already! - by Submitted on Jul 22, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.learn-copywriting.com It happened twice during the same week. All I wanted to do was make a purchase, and they were making every effort to keep me from it (or so it seemed). Why would a business who wanted me to buy from them so badly put enough roadblocks ...
Views: 1074 - 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: 1138 - Don’t Waste My Time! - by Submitted on Jun 30, 2005 from Kelley RobertsonDon’t Waste My Time! Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual’s are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent ...
Views: 982 - Expecting the Unexpected Can Save Your Tradeshow - by Submitted on Jun 26, 2005 from Susan FriedmannCatastrophes come from out of nowhere. Massive thunderstorms can roll through a region without a moment’s notice, knocking out power and phone lines. An iffy meal at a local restaurant, and you have a staff member flat on their back with food poisoning. Open up your sales materials only to ...
Views: 943 - What Do Your Clients Need? - by Submitted on Jul 20, 2009 from C.J. Hayden"Every person who has ever started a business, I imagine, thought he had a good idea. It's the smart person, and the rare person, who tries to find out the most important thing: do other people think it's a good idea?" Those words of wisdom come from Bernard Kamoroff, author of "Small-Time ...
Views: 1268 - Selling Beyond Fear - by Submitted on Jun 09, 2005 from Jacques WerthSELLING BEYOND FEAR In the 15 years we've been training salespeople in High Probability Selling, we've known that what we teach scares people. What we haven't known is *why* our methods scare some salespeople into clinging to their old - but ineffective - sales approaches. Why can't so many ...
Views: 889 - 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 - Subtle Emotion - The Key To Copy That Works - by Submitted on May 30, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.marketingwords.com Say the word "emotion" to a man, and he'll immediately jump out of his seat and run from the room! Utter the word "emotion" to a woman, and she begins to conjure up thoughts of romantic, long talks centered around feelings. However, speak ...
Views: 1333 - YOU GOTTA PUT ON A GOOD SHOW - by Submitted on May 30, 2005 from Terry L. SumerlinAmarillo, Texas is known for at least two things – Palo Duro Canyon and some of the finest people you’ll find anywhere. It was recently my good fortune to be with some of those good people. I was that district’s keynoter for the annual safety awards banquet of Texas Department of ...
Views: 1020 - 10 Marketing Tips for Entrepreneurs - by Submitted on May 23, 2005 from Sharif KhanNothing happens in business until a sale is made. Marketing is simply about getting new customers and keeping them. If you’re not doing something everyday to market and promote your business, your competitors are. Here are ten easy-to-implement tips to effectively market and grow your ...
Views: 1074 - Copywriting Makeover: Search Engine-Friendly Can Also Mean Visitor-Friendly - by Submitted on May 21, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com When it comes to search engine optimization, copywriting plays a big role. You want to have excellent copy that appeals to both your visitors and the engines in order to create pages that will rank highly. However, sometimes there can ...
Views: 1168 - You, Too, Can Be a Salesperson - by Submitted on Jul 20, 2009 from C.J. HaydenI am not a sales and marketing guru. I've written two books on marketing and taught thousands of people how to sell themselves, but really, I don't know more about sales and marketing than most of you. What I know how to do is talk to people, all kinds of people -- restaurant owners and ...
Views: 1187 - How To Get Clients To Take Immediate Action - by Submitted on May 07, 2005 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 sense ...
Views: 923 - Review: The Step-by-Step Copywriting Course - by Submitted on May 03, 2005 from Karon ThackstonJill Whalen © 2005 http://www.highrankings.com/copywritingcourse I've spent the past couple of weeks reading Karon Thackston's copywriting course, and boy-oh-boy is it a winner! Karon spent five long months putting down on virtual paper everything that she's learned in her 20+ years as a ...
Views: 1473 - Making More With Existing Clients - by Submitted on May 02, 2005 from Charlie CookHave you ever put on a jacket you haven’t worn in a while and found a twenty-dollar bill in one of the pockets? You'd forgotten all about it, so discovering it is like getting a gift. If you've been in business for a year or longer, you may have gifts in forgotten pockets — sources of additional ...
Views: 891 - Features vs. Benefits vs. End Results - by Submitted on Apr 29, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com If you've been in the copywriting realm for very long at all, you've heard the phrase "features vs. benefits." It's a fundamental copywriting principle and driving force behind much of what we, as copywriters, create. But there's ...
Views: 1307 - The "Inner Game" of Rapport - by Submitted on Apr 28, 2005 from David Barron“With rapport anything is possible. Without is nothing is possible.” To influence anyone in a persuasion setting (without threats, weapons or coercion) rapport is absolutely vital. Most sales people attempt to establish rapport by finding a topic of interest that they might both have in ...
Views: 1048 - Hypnotic Selling Techniques: Get Their Unconscious Mind to Say Yes - by Submitted on Apr 26, 2005 from David BarronHypnotic Selling Techniques: Get Their Unconscious Mind to Say Yes One of the most powerful ways to sell anything is to use the techniques of modern hypnosis. In a clinical setting, a hypnotist gently guides the client into a trance. Once in that relaxed state, his or her unconscious mind more ...
Views: 1849 - Standing Above The Crowd - by Submitted on Apr 19, 2005 from Kelley RobertsonStanding Above The Crowd In today’s highly competitive business environment it is critical to find ways to separate yourself from the other companies who sell the same – or similar – product and/or service. Here are several strategies that can help you accomplish this: Help your clients ...
Views: 824 - How To Uncover Profit-Pulling Keywords for Your Pay Per Click Campaign - by Submitted on Apr 14, 2005 from Kathryn O'NeillChoosing to bid on the right keywords can be key to your pay per click success. By choosing the proper keywords - words that your potential customers would use to search for your product - you can pre-qualify web traffic and skyrocket your conversion rate. But how do you choose the right ...
Views: 1702 - Changing Your Position When There's Competition - by Submitted on Jul 20, 2009 from C.J. HaydenAre you finding many of your best prospects already working with competitors? When you pursue a new opportunity, is someone else capturing the prize? Maybe it's time to re-evaluate your positioning. Your market position is the place you occupy in the mind of your prospective clients. It's ...
Views: 1203 - Being the Best vs. Being Consistently Chosen - by Submitted on Apr 07, 2005 from Ginger Wynn© 2003 Garrison Wynn http://www.wynnsolutions.com Do you have the best service, product, or skills in your area, yet for some reason you still are not getting the results you know you deserve? Hey! I thought if you were the best, you were supposed to eventually win. Let’s address the reality ...
Views: 934 - Have You Prepared for Success in Sales? - by Submitted on Mar 30, 2005 from Jim KleinMy wife and I watched the movie Ray a couple of weeks agowhen it came out on DVD. In the movie Jaime Foxx plays thelegendary singer Ray Charles. I was amazed at how Jaime hadcaptured the essence of Ray Charles. Many times throughoutthe movie I wondered if it was Jaime Foxx or Ray Charles I was ...
Views: 972 - Transforming Problems into Sales - by Submitted on Mar 28, 2005 from Jeremy CohenMy silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn’t be at ease until it was silent again, so I filled the tank. Did I fill it to satisfy a want or a need? Does it really matter? Probably not. The gurgling tank ...
Views: 968 - Increasing Short and Long Term Profits - by Submitted on Mar 23, 2005 from Charlie Cook"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing my marketing materials, or ...
Views: 1011 - Click for Success! - by Submitted on Mar 23, 2005 from Nicholas DixonBeing online for the last five or so years has made merealized that many persons are seeking a magic button to success.What is even more interesting is that they really believe thatit exist. I have never encountered anything of such nature, theachievements of so many are owed to hard ...
Views: 1335 - Writing To Overpower Your Competition - by Submitted on Mar 18, 2005 from Karon Thackston© 2005 http://www.learn-copywriting.com "We don't have any competition. We're a truly a one-of-a-kind company." I've heard that line from clients for years. I wish it were true, but it's simply not. In fact, it wouldn’t matter if you held a monopoly on your particular product or service; ...
Views: 1144 - Is Procrastination Holding You Back? - by Submitted on Jul 20, 2009 from C.J. HaydenWhen you look at your marketing to-do list, do many of the items on it look all too familiar? Have entries like "call Donna Sanchez" and "follow up with Floyd Corp." been copied from a previous week? Putting off unappealing tasks may be human nature, but for an entrepreneur, procrastination can ...
Views: 1321 - Making The Sale Easy With POWER PERSUASION - by Submitted on Mar 08, 2005 from David BarronAre you tired of sales being hit or miss? Do you want CONSISTANT sales? Do you want to know how to get the sale...and make it EASY? This comes right out of the book "Power Persuasion - Using Hypnotic Influence To Win In Life, Love and Business." When it comes to ...
Views: 1302(2 votes) - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1186(2 votes) - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1186(2 votes) - How to Shorten the Selling Cycle and Reduce Buying Stalls - by Submitted on Mar 01, 2005 from Doug StaneartThe main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy. If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not ...
Views: 1286(1 vote) - Five Sections of Your Copy Guaranteed To Get Read - by Submitted on Mar 01, 2005 from Karon Thackston© 2005 http://www.copywritingcourse.com Only about 20% of your copy is going to get read. The rest will simply be scanned. I'm sure you've heard the statistic before. It's nothing new. While it might sound frightening or frustrating, it's a fact of copywriting life. So what do you do ...
Views: 1185(1 vote) - Top Ten Reason to Publish an Ezine AND a Blog - by Submitted on Feb 28, 2005 from Patsi KrakoffBlogs are the hottest thing going these days when it comes to marketing on the Internet. A blog is a way of delivering your messages and article to clients. They are a like personal web sites, easy to create and far less expensive than traditional web sites. Just when you thought you were ...
Views: 1022 - BANANAS AND WEBSITES: Keeping website visitors focused - by Submitted on Feb 27, 2005 from Marc PitmanIs your website getting the results you desire? Is it increasing your business or merely draining your bank account? Can your customers go to your home page and know exactly what you want them to do? Or are they confused with a myriad of options and animations? The Big Red Fez A couple years ...
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