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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 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: 991 - 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: 1328 - 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: 846 - 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: 955 - 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 ...
Views: 1177 - What Are You Writing Down? - by Submitted on Mar 06, 2008 from Bill SayersDo you write a to-do list each day? Do you write down your plans? Do you create a written strategic plan for each year? If you are not writing things down – how are you remembering what you need to do? Writing your goals, plans and activities ensures you have a written and visual plan for your ...
Views: 708 - What Are Your Real Sales Goals for 2011? - by Submitted on Feb 02, 2011 from Kendra LeeWhat do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they need to sell to achieve their own personal ...
Views: 837 - What Attracts More - Selling or Helping? - by Submitted on May 27, 2008 from Michael BeckThere are many distinctions related to taking a professional, helping approach over a selling approach, and they have significant implications. Professionals help rather than sell. They have clients instead of customers/policyholders. They build relationships instead of conducting transactions. ...
Views: 865 - What Can the Sales World Learn from 2012? - by Submitted on Apr 29, 2013 from Casey FitzGeraldWe’re three months into the New Year, so most businesses have turned their attention to the challenges (and opportunities!) that 2013 will inevitably present. And why not? Whether you killed it last year or struggled to live up to your lofty expectations, 2013 presents new hope. The economy ...
Views: 1115 - What can you get in promotional clothes - by Submitted on Mar 08, 2011 from Simon WilliamsWhen talk about promotion clothes, many items come into play. They are shirts, which includes T Shirts, Polo shirts; hoddies, caps, socks, jackets, and shoes. However these are just the general category mentioned here, there may be some extensions of these lines too. Today the most liked and ...
Views: 1391 - What do Monkeys, Lions, Elephants and Dolphins have to do with marketing? - by Submitted on Apr 08, 2011 from Helen DowlingAbout a year ago now, I went along to a presentation on sales. The presenter advised us to think about people’s personalities when selling as four key animals – Monkeys, Lions, Dolphins and Elephants. Although all of us have a mixture of these personalities within us, we’re all dominated by one ...
Views: 6232 - 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 - What Do Your Customers Really Want? Ask Your Competition - by Submitted on Jan 21, 2004 from Karon Thackston© 2004 http://www.marketingwords.com It’s not always an easy task. Sometimes discovering what your customers really want is like pulling teeth. It is imperative for any business owner who hopes to develop new products/services or to write effective advertising copy to know what is important ...
Views: 957 - What Do Your Exit Polls Say? Six Steps To Sell More Now! - by Submitted on Feb 26, 2008 from Tim WackelThe last several months have been very interesting if you’re a political enthusiast. I’ve watched candidates travel across the country, shaking hands, kissing babies and spending millions of dollars trying to win their party’s nomination. There is an abundance of talking heads analyzing every ...
Views: 697 - What Every Sales Manager Ought To Know About Sales Leadership - by Submitted on Jan 13, 2011 from Ralph BurnsIn this episode we are going to teach you about enthusiasm as a sales manager. And what every sales manager ought to know, but nobody will tell you about sales management. On our continuing series on motivational profiles in your sales people, what we talk about today what we talk about will ...
Views: 972 - What Every Sales Person Could Learn From the Yankees - by Submitted on Feb 25, 2008 from Lee SalzThis is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a good year. However, as Joe ...
Views: 828 - What Every Salesperson Should Know about the Language of Deal Making - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.” Money is definitely an important part of the language of deal making. Do you speak in the terms of a big deal? Most sales people don’t ...
Views: 1821 - What is it that Your Customer Values? - by Submitted on Oct 26, 2010 from Bill SayersTake out a blank piece of paper and write down all the things your customer values when doing business with you. What does that list look like? How many items did you come up with? What do you notice about this list? Now identify the top 3 items. Are you sure these are the Top 3? To make sure, ...
Views: 816 - What is sales training? - by Submitted on Aug 07, 2012 from Elia WinsonOne of the key departments in a company is the sales department. This is that part of the organization, which is responsible not only for the generation of the business but is also indirectly involved in branding of the company as well as the profits. Hence, hiring sales people is an imperative ...
Views: 1424 - What Is Your Goal? - by Submitted on Feb 01, 2010 from Susan EnnsAt the start of every year, we tend to look forward and set both personal and professional goals for the year. Take a moment and think back. Did you reach the goals you set for yourself last year? If not, it’s probably because you did not develop a plan of action to achieve them. When you are ...
Views: 1274 - What Is Your Headline? - by Submitted on Feb 01, 2010 from Susan EnnsWhen people read the newspaper, it is very rare they read every line of every article. There are just too many articles and too little time! In reality, people only have enough time to scan the paper, reading only the articles where the headline has caught their interest. Similarly, it is ...
Views: 1142 - 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 - What Makes a Successful Sales Person – 5 Attributes That Never Fail - by Submitted on Oct 11, 2011 from Linda FinkleIn today’s world every business and profession depends upon how well you can sell it. Whether you are appearing for an interview – where you sell your skills – or whether you are working in a business or organization you will find that you would be required at one time or other to sell ...
Views: 1016 - What Makes An Effective Influencer - by Submitted on Feb 15, 2012 from Marco GiuntaI think we would all agree that at all levels of commercial operations, the ability to influence others is a highly desirable characteristic. …• Indicate the benefits of their ideas and are able to put a context around these benefits so it creates greater impact on the individual …They ...
Views: 2999 - What Makes You Successful? - by Submitted on May 12, 2011 from Bill SayersHow do you measure your success? When do you know when you have been successful? What is your vision of success? 85% of all lottery winners are bankrupt 5 years after they win the lottery. Obviously money did not make them more successful. Where do you keep that file folder with your written ...
Views: 1461 - 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 - 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 - What Really Motivates Sales People? - by Submitted on Jul 12, 2013 from Doug DvorakBeing in a leadership position on your sales team can be one of the biggest challenges you will face in your professional career. You will not only need to know how to find sales success and manage a team, but you will need to be able to find a way to motivate your members as well. Proper ...
Views: 1520 - What Sales Pipelines and Marketing Funnels can do for your Business - by Submitted on Mar 18, 2011 from Adele Howell-PryceIf you need to convince potential clients or customers to do business with you then you need to have either one of these mechanisms in place. Do YOU? So what are they and how do they help you grow your business? Well, a Sales Pipeline is simply graphic way of thinking, visualizing and ...
Views: 1738 - What Santa Knows About Marketing - by Submitted on Dec 20, 2004 from Charlie CookWhat's that ringing sound you hear at this time of year? It's the sound of store registers ringing up the sales generated by Santa Claus. Just because he's old, overweight, long haired, unshaven and dresses funny, don't overlook his marketing success. Santa is a marketing expert and you can ...
Views: 1007 - What Sergio Garcia Can Teach You About Selling - by Submitted on Mar 11, 2009 from Jim MeisenheimerSergio Garcia probably can't teach you much about selling. As a matter of fact, you can probably teach him more about selling than he'll ever need to know. But there is something about Sergio Garcia and the game of golf, which if applied to the game of selling, can be very instructive for ...
Views: 905 - What Sets You Apart from Others? - by Submitted on Oct 26, 2010 from Bill SayersI have been helping several clients recently in the interview process for new sales reps. As we look at the resumes that arrive I am always amazed at how they all look the same. They all follow a similar format, are written in a similar way and tell a similar story. None of the resumes stand ...
Views: 3047 - 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 the Top 20% Really Make - by Submitted on Jan 14, 2011 from Mike BrooksYou know how big I am on the 80/20 rule in sales. I see it in every company and industry I work in, and, as many of you know, I’ve dedicated myself to helping sales reps and companies elevate their skills and techniques, so they can start producing sales and income like the top 20% of sales ...
Views: 1324 - What was Popeye's strength? - by Submitted on Aug 05, 2007 from Debbie MrazekSalespeople spend their time thinking about what they aren't good at and how they can get better. We are taught to learn from our mistakes as we are growing up. Today there is a "strengths" movement afoot that suggests that what we learn from our mistakes is the characteristics of mistakes. ...
Views: 1054 - What You Are Marketing Is Yourself - by Submitted on Jul 20, 2009 from C.J. Hayden"Call us today and change your life," proclaimed the hot pink flyer on the bulletin board. It was signed "Sunrise Hypnotherapy" with a phone number and a blind email address. No practitioner's name appeared anywhere on the flyer. Posted near it were numerous other leaflets, advertising ...
Views: 1418 - What You Can Learn from Warren Buffett about Getting to Deal Makers - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the second richest person on the planet (behind his buddy and board member, Bill Gates) has no problem getting to dealmakers. You, however, until you make that first $1 billion, aren’t so lucky. What you need to land a key account is a champion on the inside. Recruiting a ...
Views: 890 - What's Next - Selling The Intangibles - by Submitted on Nov 12, 2008 from Jim MeisenheimerIt's been one week since we elected a new president. It doesn't matter if you are a Democrat or a Republican, change is coming to town. So what are we in for? Take a look at these headlines from the Wall Street Journal last week. That's right these headlines were all in last week's ...
Views: 1047 - WHAT'S THE MOST POWERFUL WAY TO ATTRACT NEW CLIENTS? - by Submitted on Dec 10, 2005 from Charlie CookDo you know what one of the most powerful incentives you can use in your marketing is? One that is guaranteed to capture your prospects' interest and attention? You may be surprised to learn that it's not money or love. Is it making offers of products that are "guaranteed", "limited", "proven", ...
Views: 880 - 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 - 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 - What's Your Marketing Attitude? - by Submitted on Jul 20, 2009 from C.J. HaydenEntrepreneurs pay a lot of attention to the mechanics of marketing. They take workshops, read books, and hire consultants to find out how to do the best job they possibly can. With my own clients, I often discover that their knowledge of marketing techniques is quite good already. What they ...
Views: 1393 - 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 - What's Your Value to Prospects? - by Submitted on Jun 28, 2011 from Kendra LeeAs sellers, we know that one of the keys to opening doors with new prospects lies in positioning our solutions as something different from the competition. In fact, sales and marketing departments spend a significant amount of time trying to determine exactly what their company's unique selling ...
Views: 954 - What’s Holding Your Prospecting Back? - by Submitted on Nov 18, 2010 from Kendra LeeThere aren’t many certainties in selling. What works well for one person can be a dead end for another, and what looks like a sure sale can easily deteriorate into a missed opportunity. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling ...
Views: 874 - What’s In A Name? The Six Essential Elements You Need To Know - by Submitted on May 04, 2006 from Susan FriedmannSelecting a name for your new business is not easy. A name does more than identify your company. It tells customers who you are, what you do, and more than a little about how you do it. Your name differentiates you from your peers, peaks customer interest, and invites further investigation -- if ...
Views: 913 - When a Client Calls Are You Prepared? - by Submitted on Apr 17, 2009 from Tim NagleIt is easier to close a sale when a prospect has sought YOU out, rather than when you approach them. One of the reasons for this is that when a prospect approaches you, the business relationship starts out on a more equal footing. Contrast the situation where a prospect approaches YOU with ...
Views: 923 - When A Competitor Undercuts You - by Submitted on Jul 19, 2008 from Ann BarrShe made the telephone call, scheduled the appointment and everything seemed to go well. She wrote a thank-you note after the appointment and after that, made a follow-up telephone call to the client. The client wanted a demo. The demo was a success. The client asked for a proposal. Wow. ...
Views: 1302 - When Cold Calls Become A "Dog And Pony Show" - by Submitted on Jun 14, 2008 from Ari GalperWhat happens when you’ve made a cold call and your prospect invites you to make a sales presentation? At this point, you might have a hard time creating a two-way conversation because you’re forced to go in with a canned sales pitch and try to get them to buy your solution. After all, you do ...
Views: 568 - When Is the Best Time to Make a Sale? - by Submitted on Nov 10, 2006 from Charlie CookDo you know when the best time is to help your prospects make their first purchase? Timing is everything in marketing. Get it wrong and you can't get your prospects' attention. Get it right and you'll see your revenue grow each month of the year. My daughter was twelve when we got a dog. She ...
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