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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.
- Tracking, Why bother?..Because It Pays Well! - by Submitted on Dec 06, 2007 from Michael Macedonio“Truth or Delusion? Unlike cold-calling, the referral process is difficult to measure. Delusion! “We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. On this card you record the nature and source of each referral, how you ...
Views: 852 - Transactional to Consultative Selling - by Submitted on Jan 21, 2009 from Michael GalanteThermaSys Heat Transfer used to sell engine radiators to the likes of General Motors, Caterpillar, and John Deere. Now, they provide “assemblies” that include the radiator, fan assembly, plastic shroud and even the mounting bolts. A few years ago, they partnered with their customers ...
Views: 3845 - 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: 675 - Translating Concepts Into Actions For Insurance Sales Success - by Submitted on Nov 08, 2007 from Cheryl ClausenWhen you begin to learn how to sell you’re learning at a conceptual level. Everything you read and hear sounds pretty good. After all it has worked for other people it should work for you, right? Well, yes and no. Yes, it has worked for other people. But you aren’t other ...
Views: 509 - Trigger Events And Sales 2.0 - by Submitted on Apr 10, 2008 from Alen MayerWeb 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or ...
Views: 827 - Triple Your Sales Results By Reversing the Way You Sell - by Submitted on Jun 02, 2009 from Paul GageEverybody has been taught to focus on closing. There are thousands of books written on the subject. Trying to close someone without getting to know who they are is a recipe for disaster. This scenario has affected so many sales people. They have studied and applied all the techniques on ...
Views: 1134 - Trust is Better than Selling in Cold Calling - by Submitted on Jul 16, 2007 from Ari GalperI’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with the idea of moving things towards a sales event. But think about what this does to your cold calls. Before you even ...
Views: 455 - Trust is Not Enough - by Submitted on Feb 15, 2013 from Casey FitzGeraldFor many years, developing trust and rapport was considered the hallmark of a great sales process. Driving sales required exposing your sales team to a maximum number of prospects and developing trust and rapport with those prospects. As such, the primary objective for most salespeople has ...
Views: 811 - Try Low Prices - Buy TV Stands, Wall Mount Brackets For plasma TVs For All The Brands - by Submitted on Mar 08, 2008 from Amanda GillA High Quality and Easy Installation TV Wall Mount Bracket mean you'll have your Plasma TV on the wall mounted and looking great in no time. This system is easier for clients to use to buy varied tv stands, lcd brackets and wall mounts. Plasma TVs have excellent sightliness from a wide ...
Views: 528 - Turn On Your Selling MOJO In 4 Easy Steps - by Submitted on Oct 16, 2011 from Milly SonnemanAre your sales presentations falling flat? Do you have exceptional products, services and trainings…but no one ever seems to ‘get it’ and you don’t know why? If so, you’ll love these 5 easy steps. Many experienced and new sales presenters struggle with speaking the language of their ...
Views: 1096 - Turn Selling Around - by Submitted on Nov 29, 2007 from FSB AuthorsThe heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organizations do. The entire psychological orientation is shifted 180 degrees. No longer do you measure your own success first. ...
Views: 504 - Turning Customer Service Inside Out! How Poor Internal Customer Service Affects External Customers - by Submitted on Jul 26, 2006 from Craig HarrisonWhile companies focus thousands of dollars on external customer service in hopes of wooing and retaining customers, little attention is being paid to the effect poor internal customer service has on overall customer satisfaction. It all starts within your organization! Sooner or later the ripple ...
Views: 3040 - Turning Follow-Up Into Sales? - by Submitted on Jun 27, 2008 from Rochelle Togo-FigaOne of the most effective ways in getting more business is following up with the prospect. Sadly, 80% of sales opportunities are missed because people do not follow up consistently. Studies have shown that most prospects, who do not buy short-term, usually make a purchase within 12 months. When ...
Views: 699 - Turning Sales Slumps Into Sales Jumps - by Submitted on Feb 18, 2008 from Patricia WeberEven a small sales slump can bump some salespeople into a sales reluctance spiral. A whopping 34.7% of survey respondents admit to either taking days to get over a lost sale or they just give up and surrender only to get deeper into a sales slump black hole. Have you ever had this happen to ...
Views: 864 - Turning Your Sales Manager Into A Great Sales Coach - by Top performers today consider their manager as a resource. Managers represent a wealth of knowledge, experience and objective ideas. In order to tap this resource, many top performers help guide their managers to become great coaches so that the coach in turn may guide them to a greater level of ...
Views: 1032 - Turnover Is Not A Problem - by Submitted on May 20, 2008 from Michael Beck“Ha!” you say. “For someone to make a statement like that, they obviously haven’t worked in the real world and certainly have never had to run a company.” Well, let me assure you. In my past I’ve not only run companies, but spent many years in one of the most notorious industries for turnover – ...
Views: 745 - Two Proven Methods To Supercharge Your Sales Force - by Submitted on Dec 23, 2010 from Ralph BurnsThe sales person who is motivated primarily by praise and encouragement is probably the most prevalent motivational profile that you will have on your sales team. Everyone to a certain degree enjoys praise and enjoys encouragement. And I thing that we all work under an environment of praise ...
Views: 718 - Two Steps to Improving Your Marketing Success - by Submitted on Jan 22, 2004 from Joel SussmanSince the human brain seems to be able to focus on only one thought at a time, it's difficult to evaluate an advertisingidea from the perspective of both a marketer and a customer. That's why it's necessary to use a two-step process when developing highly effective ads, sales letters, web pages, ...
Views: 763 - Understanding sales careers to find your perfect sales job - by Submitted on Mar 11, 2012 from Finlay HumphreysOutbound Sales Careers Outbound telesales is sometimes known as telemarketing. Sales careers in outbound telesales will consist of speaking directly to the consumer to sell products or services. Your phone call is likely to be the customer’s first exposure to the product, so you need strong ...
Views: 987 - Understanding the New Sales Process - by Submitted on Jan 09, 2013 from Casey FitzGeraldWelcome to a new year! One that I think demands a new understanding of how we sell, and how buyers are buying. In recent years, buyers in the sales process have become increasingly educated, and with that, the sales process has undergone a transformation. In order for your team to be ...
Views: 768 - Understanding the strength of Numbers While Doing Sales - by Submitted on Feb 19, 2011 from Andrew McCombeGetting the sales you want all depends on how many customers you have, and in the end, your profits are all about numbers. Getting a business off the ground and making it a successful one is not an easy task, but it can be an extremely rewarding one. The thing is to learn about numbers, and how ...
Views: 570 - Unique Selling Proposition - Little Things Can Make A Difference - by Submitted on Aug 12, 2008 from Jim MeisenheimerAccording to Wikipedia the "Unique Selling Proposition (also Unique Selling Point) is a marketing concept that was first proposed as a theory to explain a pattern among successful advertising campaigns of the early 1940s. It states that such campaigns made unique propositions to the customer and ...
Views: 772 - Use A Systematic Approach To Managing Information About Competitors - by Submitted on Feb 04, 2011 from Dave KahleHere again is one of those best practices that mark the behavior of the superstars, the Top Gun sales people. Most sales people never even consider this. Every sales person has to compete for the business. In some cases, there can be dozens of competitors, and in other cases, only one. ...
Views: 662 - Use Testimonials to Attract Prospects and Win Sales - by Submitted on Jun 30, 2009 from Kendra LeeIn today’s economy you need every advantage in your sales kit. Prospects are scrutinizing all requests for their time and each purchase decision. You want to pass their piercing investigation but the sales tools you’ve used in recent years aren’t cutting it. You need something more, and ...
Views: 793 - Use the Power of Persistence to Dramatically Increase Sales and Profits - by Submitted on Jun 08, 2009 from Scott HallmanWe all have heard that in order to effectively sell in today’s intensely over competitive world, you (and your sales reps) must be persistent. The sad reality is very few businesses I have worked with (out of thousands) do this very well. Yet statistics show that the majority of sales happen ...
Views: 757 - Use the Sales Secrets of Military Recruiters - by Submitted on Sep 29, 2006 from Danek KausLet me begin by stating that this article is not a discussion about the military or the pros and cons of war. It is about learning some of the most powerful persuasion strategies in use today. And the truth is, military recruiters are some of the best salespeople in the world. They have to ...
Views: 1355 - Use These Two Numbers to Double Your Business in 12 Months - by Submitted on Apr 16, 2006 from Charlie CookEveryone wants to see growth in sales and net revenue. It's important for small business owners to set income goals and to watch sales results, but too much emphasis on these numbers can prevent you from reaching your goals. Using your revenue figure to guide your marketing is like driving by ...
Views: 904 - Using Google Alerts as a Sales Prospecting Tool - by Submitted on Mar 25, 2006 from Hal WarfieldAs some of you know, I'm the highly introverted (INFP) who is also a sales and marketing director for a company that sells both nationally and internationally. So, this tells us that I really, really, really dislike sales prospecting -- at least in the stereotypical 'pick up the phone and cold ...
Views: 2683 - Using Google Alerts As A Sales Prospecting Tool - by Submitted on Apr 08, 2008 from Hal WarfieldAs some of you know, I'm the highly introverted (INFP) who is also a Sales and Marketing director for a company that sells both nationally and internationally. So, this tells us that I really, really, really dislike sales prospecting -- at least in the stereotypical 'pick up the phone and cold ...
Views: 953 - Using Neuro Linguistic Programming Techniques to Get Better Sales Results - by Submitted on Apr 18, 2017 from Linda CattelanWe're all in sales whether we want to believe it or not. When was the last time you had to sell your boss or colleagues on an idea you had, or put together a proposal to increase your project budget? When was the last time you had to convince your kids to do something they should have been doing ...
Views: 1087 - Using Reciprocity To Increase Sales - by Submitted on Mar 17, 2008 from Tom NinnessThe Law of Reciprocity The Law of Reciprocity means to give and take mutually, to return in kind or even in another kind or degree. The law of reciprocity simply means that when someone gives something you feel an obligation to give back. Stephen Covey, author of “The Seven Habits of Highly ...
Views: 463 - Using Sales Resistance To Sell - by Submitted on Sep 29, 2007 from Harlan GoergerTwo Keys for using oscillation in selling Now you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation ...
Views: 2068 - Using the Marketing "Free Offer" - by Submitted on Apr 06, 2011 from Emma TylorWhat are you currently offering your potential clients for free? Do you have at least one irresistible offer that will make your ideal clients feel like they need to sign up (i.e. opt in) right away so that they can access this great information? If not, then you are doing your business a ...
Views: 1020 - Using “Glance & Grab” to Perk Up Your PowerPoint - by Submitted on Oct 08, 2011 from Stephanie ScottiYouTube videos satirize them. Bestsellers criticize them. And we all dread them. I’m talking about those dense, badly organized, put-you-to-sleep PowerPoint presentations. Why do people keep plodding down the typical tedious PowerPoint path? Here are a few possible reasons: That’s the ...
Views: 1072 - Vinyl Decals the cost effective solution for your marketing campaigns - by Submitted on Mar 18, 2011 from Simon WilliamsNo company can reach anywhere in the market full of competition without doing well on marketing and advertising fronts. Even if you consider normal life anywhere in the world even in a five minute walk a person comes across many advertisements, billboards, hoarding. Print media and electronic ...
Views: 831 - Virtual Selling—Double Your Sales in ½ the Time - by "You can go 60 miles an hour in the car- but you can go 60 miles a minute on the phone."
Selling is about how many times you can get in front of how many potential clients to create how many opportunities to ultimately earn business.
But who says that getting in front of prospects has to be ...
Views: 1384 - 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: 622 - Want to Sell More? Listen More, Talk Less - by Submitted on Feb 05, 2010 from Marlene ChismIt starts off as curiosity about you. "Hey Marlene, did you just publish a book?" Julia waived me over to join her at the local networking event inviting me into her little cluster of friends that included two guys and another female. How exciting, I thought. I get to be introduced to ...
Views: 1470 - Watch Your Sales Language! - by Submitted on Feb 01, 2010 from Susan EnnsEver since we were young, we have been taught to watch our language. “Mind your p’s and q’s, and if you don’t have anything nice to say, don’t say anything at all.” A sales person knocked on my door the other day. The experience served as a reminder that professional sales people must also ...
Views: 899 - Ways to Retain (and Grow!) Your Customer Base - by Submitted on Aug 09, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product or service is one that is offered elsewhere on the market for the same quality or price. Some time ago, if a customer liked or trusted you ...
Views: 1009 - Website Savvy: 10 Key Steps to Turn Your Customers ON! - by Submitted on Jun 22, 2004 from Carmen WisenbakerHow to turn slightly interested customers into I’ve got to have it! customers! I am truly amazed as to the lack of information websites contain. You would think that a business would realize that a potential customer would at least like to know how to contact the customer service department. ...
Views: 823 - What 4th Graders Can Teach You About Sales - by Submitted on Jul 05, 2010 from Jim MeisenheimerManatee County in South West Florida has an annual program called Project Teach. The program objectives include: to illustrate the importance of first impressions, to explore the relationship between education and jobs, to provide a dialogue between students and adults in different ...
Views: 1504 - What About Sales Training? - by Submitted on Apr 26, 2007 from Barrett RiddlebergerIn the competitive marketplace that we live in today, differentiation many times comes simply from the quality of salespeople on the street. How effective they present themselves, build value, drive the sales process and meet and exceed their customer expectations can be the difference between ...
Views: 709 - What am I Doing Today? - by Submitted on Nov 04, 2010 from Bill SayersWe all need plans and to have a sense of what we need to do to be successful. Very few sales people have written plans for their business or their personal goals. They tend to say: I know what they are and I know what I need to do. Yet at the end of a year they are rarely happy with the results ...
Views: 5028 - What are the elements of a good sales letter? - by Submitted on Mar 22, 2011 from Helen DowlingThinking about sending out a sales letter to your contacts this year? Before you do, stop and put in place some things that will prevent you from making some of the basic mistakes that sales letters tend to have in them. 1. Being too short One of the biggest mistakes sales letters include ...
Views: 794 - What are Trigger Events and how to use them - by Submitted on Mar 03, 2009 from Alen MayerYour mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are ...
Views: 1064 - What are You Asking For? - by Submitted on Oct 26, 2010 from Bill SayersBe careful what you ask for; you just might get it. I am always telling sales people this old adage. How are you starting each day and what are you saying to your self before you leave home? What are you saying to yourself as you go into your big meeting this week? What are you asking for as you ...
Views: 636 - What are You Doing to Change the Game? - by Submitted on May 12, 2011 from Bill SayersAre you still playing your sales game the same way you did three years ago? Are you doing the same things you have done for years? Are you struggling and can't figure out why? Are you having the same success you enjoyed in the past? What are you doing to change your "Game"? Why Change? I was ...
Views: 726 - What are You Really Saying? - by Submitted on Nov 04, 2010 from Bill SayersWhen you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentable? What is your prospect or customer hearing and seeing? How do you come across? What is it ...
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