Self Improvement Site
On The Internet! Take the Self Improvement Tour
On The Internet! Take the Self Improvement Tour
Sales Training Articles
.jpg "Matthew G. Sikich II"){kind=small}
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.
- Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 671 - No Means You Don't Understand - by Submitted on Oct 15, 2007 from Cheryl ClausenWhen you hear no you're hearing it for a very good reason. You’re told no because: you don’t know how to market yourself so you’re talking to the right people for the right reason, you don’t know how to use your marketing as a filtration process, you don’t ask ...
Views: 670 - 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: 670 - Sales Techniques & You - by Submitted on Nov 26, 2007 from Cheryl ClausenHave you read, studied, perhaps even trained on the sales techniques offered by the best salespeople out there yet they just don't seem to work when you do them? Are you frustrated and confused as to why and how that could happen? Whether you’ve studied Zig Ziglar, Tom Hopkins, Jeffrey ...
Views: 668 - How to End the Cold Calling Game of Chasing a Sale - by Submitted on Jun 23, 2008 from Ari GalperOur thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people -- or at least chasing the sale. Here are 5 important ...
Views: 663 - Insurance Agents and Financial Advisors: Are You Feeling Frustrated Even Violated? - by Submitted on Sep 14, 2007 from Cheryl ClausenWhen you spoke with the recruiter and then the sales manager you were told you’d get all the training you needed to succeed. Now that you’ve been in the business nearing two years do you look back and realize that you aren’t even close to knowing how to do what you need to do to succeed? ...
Views: 661 - The Easiest Way to Get More Sales from the Internet - by Submitted on Jan 05, 2010 from Nika StewartThe simple fact is - most people now look online when researching which companies to use for anything. Your website and your business email correspondence must reflect your professionalism and personal style. They also need to stand out from the competition. And they need to make a connection ...
Views: 660(1 vote) - Insurance Sales Training: Which of These 10 Mistakes Are You Making? - by Submitted on Jul 29, 2007 from Cheryl ClausenThe insurance sales training you’re getting from the insurance agency and insurance carriers does little to prepare you for success. For the most part, this training provides half-solutions and makes your job at least 100 times harder than it has to be. Look over this list and circle each ...
Views: 655 - How to Set Up an Online Affiliate Program to Sell Your Products and Services - by Submitted on Feb 25, 2009 from Donna GunterI consider Amazon.com to be the Internet pioneer for establishing affiliate programs. Their strategy to permit others to sell their products for a commission on affiliate websites has single-handedly help them become an Internet powerhouse and has resulted in Amazon.com becoming a household ...
Views: 654 - Insurance Sales: The Secret Weapon For Influencing People - by Submitted on Oct 29, 2007 from Cheryl ClausenThe secret to influence isn't what you probably expect. The big secret to powerful influence is in the way you listen. You have to know how to listen to unlock this powerful influencing force. Effective listening isn’t a natural skill and you make it unnecessarily hard for ...
Views: 654 - Real Estate Sales Training: Being Unique is Good Business - by Submitted on Jul 28, 2007 from Cheryl ClausenReal estate sales is a tough road when you look like and sound like every other agent. First off there are too many agents in every market, so if you can’t find a way for people to recognize you as the agent they want to work with your swimming up stream with little hope of survival. Like so ...
Views: 654 - Recognize And Diffuse Hidden Pressures In Cold Calling - by Submitted on Jun 15, 2008 from Ari GalperWouldn’t it be great if you could make cold calling pleasant for both you and the other person? Well, it’s very possible, if you’re willing to remove sales pressure from the interaction.. Why? Because sales pressure is the underlying cause of all tension in cold calling. You’re pressuring ...
Views: 653 - Are Your Sales Executives Marketing Or Selling? - by Submitted on Mar 03, 2008 from Marc Andrew ThompsonHow much business is you company losing due to sales executives using the marketing approach when meeting with existing or potential clients? Over eighty percent of sales executives in South Africa actually market their company’s products and services. The modus operandi of a sales executive in ...
Views: 651 - Insurance Sales Success: Reason Number 20 You Can't Sell - by Submitted on Sep 28, 2007 from Cheryl ClausenYou don’t work on being the best. If you want to be the best you have to have a plan for being the best and work your plan. The more you invest in yourself and what it takes to be the best the better you’ll become. The better you become the easier sales become because you ...
Views: 650 - QuickBooks Premier Support Phone Number 855-915-2082 | QuickBooks 24/7 Helpline Number - by Submitted on Apr 10, 2021 from Anuj quickbooksQuickBooks Premier Support Phone Number #1-855-915-2082 | QuickBooks 24/7 Helpline Number QuickBooks Premier Support Number covers all the aspects of using this top accounting software for the best of your business. QuickBooks Premier is a wonderful management tool that boosts the ...
Views: 650 - Robust eLearning Design for a Dispersed Workforce - by Submitted on Mar 06, 2021 from Arunima MajumdarTechnology has made it possible for enterprises to adopt more flexible work environments after the crisis. But areas like training and development are still adapting to the changes and facing challenges in ensuring similar or improved learning experiences. Learning Design Challenges in Case ...
Views: 648 - Sales Success in Challenging Times - by Submitted on Dec 08, 2009 from John MoralesSales Success in Challenging Times This article has come about because of the need to provide quality information on the sales process to the myriads of sales people who want to improve their sales and make a lot of money in sales but don’t have a whole lot of information as to how to ...
Views: 648(1 vote) - 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: 647 - Insurance Sales Success: Do You Just Need to Get in Front of More People? - by Submitted on Jul 22, 2007 from Cheryl ClausenYou don’t need to get in front of more people, in general, you need to get in front of the right people. Meeting with anyone who has a heart beat is not the path to insurance sales success. Meeting with the wrong people is tiring, frustrating, and non-productive. Meeting with the right people ...
Views: 643 - Make Your Sales Job Successful - by Submitted on Jul 27, 2009 from Todd HicksDo you have the desire to work as a retail salesperson or promoter? Do you want to learn how to get plenty of signups or sales? This article can help you. Over ten years ago, I worked as a window display demonstrator for a magnetic window company that was based in St. Louis, Missouri. The ...
Views: 643 - Sales Symphony - by Submitted on Dec 05, 2007 from Cheryl ClausenHave you ever played the piano? If you’ve ever learned to play the piano, or any other musical instrument for that matter, you know that at first the learning process is very mechanical. First, you have to figure out what keys relate to what note. Then you begin to methodically try and ...
Views: 643 - Insurance Sales Success: Reason Number 22 You Can't Sell - by Submitted on Oct 02, 2007 from Cheryl ClausenYou forget sales boils down to people liking you because you’re real. The first step in the sales process is gaining an introduction and establishing rapport. When you try killer sales lines and gimmicks you spoil your chance to establish rapport. You’re perceived as a fake and ...
Views: 642 - Sales Marketing Training Program: The Partnership for Achieving Superior Performance - by Submitted on Aug 16, 2007 from Cheryl ClausenAre you an independent sales professional or small business owner? If you are you may have found some sales success, but you may also feel kind of stymied, and you aren’t sure where to turn or what to do to continue your business growth? Neither sales nor marketing are the whole story when it ...
Views: 640 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 640 - Networking Like It’s Your Party - by Submitted on Sep 30, 2010 from Alice KemperWe all do it. We all go to a variety of networking functions: mixers, meetings, seminars, conferences. Just showing up certainly doesn’t guarantee getting connected or meeting people who are your buyers or can get you closer to your decision maker. Just showing up certainly doesn’t guarantee ...
Views: 640 - Cold Calls - A New Way To Open - by Submitted on Oct 18, 2007 from Ari GalperMost 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 the exact same thing. That’s why as soon as ...
Views: 638 - Career Sales Training: Are You Responsible? - by Submitted on Sep 21, 2007 from Cheryl ClausenAs a sales professional do you take full responsibility for your actions? Do you take full responsibility for what happens to you? You are responsible for your actions, your decisions, and what happens to you. Blaming yourself or anyone else, using excuses, and denial only hurt you and keep ...
Views: 637 - How To Take The Suspicion Out Of Your Cold Calls - by Submitted on Jun 19, 2008 from Ari GalperWhy do cold calls based on the old-school traditional mindset break down so quickly? Because we usually start with a predictable introduction and a mini-sales pitch. Right away the other person puts up “The Wall” and we’re trying to scramble around it. None of us intentionally want to create ...
Views: 636 - How 2 give your salesforce 10 definite do's - by Submitted on Jul 27, 2007 from Polly AndersonI’m told that parts of Southern Europe are littered with ‘T.I.R.E.D.’s’ (Thirty-Something Independent Radical Educated Drop-outs) – people who have walked away from big jobs because they just “weren’t happy…” Salespeople should be as far removed from ‘T.I.R.E.D.’s’ as it is possible to be. ...
Views: 635 - Winning As A Sales Strategist - by Submitted on Jun 26, 2008 from Tom Ninness“Winning as a Sales Strategist” A strategy is a long term plan of action designed to achieve a particular goal, most often “winning”. A strategy involves tactics or immediate actions along with premeditation, and well designed, rehearsed and executed. Strategies are used to make the problem ...
Views: 635 - Save More On Closeout Merchandise - by Submitted on May 27, 2008 from Richard RiveraPrices of commodities change while we go on our daily lives. They frequently rise and fall but to our disheartenment, prices tend to increase more often than meeting what we have set aside to avail clothing, furniture, footwear, health products, and houseware as well as luxury items such as ...
Views: 633 - Scripting Your Way to Wins: Some Ideas to Make Your Cold Calls More Successful - by Submitted on Apr 26, 2007 from Mark SanfordI have had several inquiries about scripts recently. Readers want to know how to say what they want to say, or they want to know why a proposition that seems perfectly reasonable and compelling to them doesn’t go over well with the prospect. Or they want to ‘break the code’: ...
Views: 630 - Career Sales Training: What Actions Aren’t You Taking? - by Submitted on Sep 22, 2007 from Cheryl ClausenCareer sales training not getting you the results you want? Is it the training that’s letting you down or the actions you aren’t taking? Sales success is all about the actions you take. Taking more right actions than wrong actions means you get to success that much faster. Continuously ...
Views: 629 - Do You Wish There Was An Easier Way To Respond to Sales Objections? - by Submitted on Nov 09, 2010 from Alice KemperCustomers are saying ‘It costs too much.” “Business is slow I don’t need to advertise.” And most sellers have a prepared response. Unintentionally, these responses are often framed to prove the customer wrong. There’s a better sales technique. It’s very simple: You don’t need to have an ...
Views: 628 - Sales Reluctance In Any Part of Selling - by Submitted on Jul 22, 2007 from Patricia WeberYou may ask yourself, “What does sales reluctance mean?” Sales reluctance can be like wearing a straightjacket. You know it’s restricting your sales success, yet you don’t feel you have a way out. There are many facets of sales reluctance. One for introverts is the ...
Views: 628 - Insurance Sales: Are You Winning The Sale before The Sale? - by Submitted on Nov 12, 2007 from Cheryl ClausenIsn't it true that before you can ever sell anyone anything you have to sell them on having an appointment? Do you find it challenging to fill your appointment book? Wouldn’t you like to hold appointments each week with people who are genuinely interested in doing business with you? ...
Views: 627 - You Can't Sell Insurance To People Who Don't Want To Be Sold To - by Submitted on Nov 19, 2007 from Cheryl ClausenYet, you waste a ton of time and energy trying to do just that. When you could be selling a whole lot more insurance, and doing a whole lot less work if you just knew how. Instead of trying to convince a suspect, only focus your efforts on people who’ve already decided they want what you ...
Views: 627 - Insurance Sales Success: Reason 4 You Can't Sell - by Submitted on Sep 05, 2007 from Cheryl ClausenYour own fear has a strangle hold on you, and it’s keeping you from insurance sales success. Fear isn’t a logical response it’s an emotional response, and emotional responses have very little if any logic to support them. You’re afraid: to focus on a target market, to ...
Views: 626 - Sales Training Program: You Got the Appointment, Now What? - by Submitted on Aug 08, 2007 from Cheryl ClausenAll too often getting the appointment is the crescendo of your sales training program and then things fall a little flat after that. Getting the appointment is just the entry to begin the sales process. It’s what you do during and after the appointment that determines the sale. In many cases, ...
Views: 626 - Insurance Sales Success: Reason Number 19 You Can't Sell - by Submitted on Sep 27, 2007 from Cheryl ClausenYou’re trying to succeed by being someone else? In your training you were probably given or mandated to follow a sales system. The problem is you don’t feel comfortable doing a lot of the things you’re required to do as part of the system. Because you don’t feel ...
Views: 625 - Negativity Has Left the Building: Focus on the Positive & Show Negativity the Door - by Submitted on Aug 25, 2010 from Alice KemperIt’s the beginning of August, and I just received a phone call from someone I met at a July 4th Bar-B-Q. Quite honestly I had forgotten about this particular conversation until the phone call today. You see, I had given this person a personal challenge and asked him to try it for 3 weeks and let ...
Views: 625 - Prescription For Healthy Sales - by Submitted on Oct 04, 2007 from Debbie MrazekMost companies today struggle with sales challenges. With economic instability and world conflict, these issues may seem to be externally afflicted; however, most businesses can utilize a sales check-up to determine areas of vulnerability and to uncover healthy, revitalized sales. Sales is an ...
Views: 625 - Work experience in a resume - how to correctly indicate professional knowledge - by Submitted on Jul 20, 2022 from Julia BeyersWork experience is considered the most significant section in the selection of personnel! The column characterizes the applicant for the position and allows the personnel officer to assess the compliance of the candidate and the vacancy. In this article, I will give examples and give a detailed ...
Views: 625 - Monday Blues Or "Make Money" Monday? - by Submitted on Apr 11, 2008 from Tom NinnessMonday Blues or “Make Money” Monday? Mondays-love them or hate them. Do you look at Mondays as the exciting opening to a productive week? Hold high expectations coupled with a brilliantly executed plan? Or are your Mondays a slap in the face reality, back to the grind, mark time to the next ...
Views: 624 - Sales and Selling Technique: Who’s Listening? - by Submitted on Aug 19, 2007 from Cheryl ClausenListening is one of the most important sales and selling techniques you can have. Many of you think you’re listening, but you’re not. I can’t tell you how many clients have told me they are really good listeners, but it was obvious to me and everyone else that they aren’t. How often do you ...
Views: 623 - Sales Presentations And The Truth About Selling - by Submitted on Jul 31, 2008 from Anthony VultaggioI had a friend who was just getting into sales for the first time. She knew I was a business coach and had trained many sales teams and sales managers in the past. She wanted to try her “pitch” on me. “Pitch” is sales talk for presentation (if you live in LA it means, ...
Views: 623 - Insurance Sales Success: Reason Number 1 You Can't Sell - by Submitted on Sep 02, 2007 from Cheryl ClausenYou think your failures and lack of success is someone else’s fault. Ok: your sales manager’s a jerk, the underwriters just ruined a perfectly good product, no one is providing you with good marketing materials, everybody already has an agent, you haven’t got a great presentation or all the ...
Views: 621 - 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: 621 - 5 Sales Metrics You Should Be Measuring - by Submitted on Apr 02, 2021 from Snv MediaIn the digital age where we have CRMs and online tools to measure and keep track of everything, our problem usually isn’t having enough data; it’s having too much. There’s an endless list of metrics and reports you can generate, and with all of those numbers, it can get confusing trying to ...
Views: 619 - 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: 619