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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.
- When the Sale Doesn't Happen - by Submitted on Feb 25, 2008 from Lee SalzIn the 70's and 80's, there was a great television show called "Quincy." This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be a death by natural causes and realized that the actual cause of death was murder. ...
Views: 620 - Where Do You Prospect? - by Submitted on Feb 01, 2010 from Susan EnnsHave you ever been told, “Here’s your business cards, there’s a street. Now go and bang on some doors.”? Or how about, “Here is the phone book, start dialing!” Although these shotgun methods of prospecting may produce results, it really is sheer luck if they do. The chances that you happen ...
Views: 797 - Where Does The Time Go? - by Submitted on Mar 06, 2008 from Bill SayersHow do you manage your time? During the last year I have had the honour of working with hundreds of sales people. When I ask the question – Who writes down what they need to do each day – at least half the room admits they do not write down their activities. If you don’t write down your tasks, ...
Views: 688 - Where the Clients Are - by Submitted on Jul 20, 2009 from C.J. HaydenA friend of mine is an IT consultant. He's been an independent contractor for the 20-plus years I have known him, and gets all his consulting contracts through agencies. Even when he works a year or two for the same client, the agency takes 15-20% of what the client is paying for his services. I ...
Views: 1094 - Which Of These 5 Sales Struggles Would You Like To End? - Sales Coach - by Submitted on Mar 03, 2008 from Cheryl ClausenWorking with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five ...
Views: 662 - Which Words Sell - by Submitted on Apr 23, 2009 from John AOVWant your ads or sales pitch to get people’s attention in 15 seconds or less? "We just bought a full-page ad in our local newspaper promoting our computer sales and repair services, and as far as I can tell we didn’t get a single response. Why didn’t our newspaper ad bring in at least one ...
Views: 652 - Who Are You Following? - by Submitted on Mar 06, 2008 from Bill SayersTop sales people leave a trail of clues to their success. Who are your mentors? Do you discuss sales with a mastermind group of likeminded sales people? Too often I see sales people hang out with average performing reps and then can’t understand why they aren’t improving their game. There is no ...
Views: 591 - Who Are You? - by Submitted on Sep 12, 2008 from Michael BeckIn truth, it’s WHO YOU ARE, rather than what you do or what you know, that persuades someone to buy from you. People will choose to do business with you because they like you, relate to you, and trust you. What traits define “who you are” in the minds of others? Obviously there are many things ...
Views: 777 - Who is Costing You Money? - by Submitted on Jan 14, 2007 from Kelley RobertsonMy wife and I recently needed to renew our mortgage for another term. The last time our mortgage was due, our bank called several months in advance and offered a good interest rate so we automatically renewed with them. This year, however, was a bit different. We decided to do a bit of homework ...
Views: 706 - Who Makes It About Price? - by Submitted on Oct 26, 2010 from Bill SayersToo often sales reps and sales leaders come to me and say – our business is all about pricing. Our business is different and we have to play in this price sensitive environment. I will listen and ask them about their business and what makes it all about price. I then say to them – “It is not the ...
Views: 701 - Who's Playing On Your Team? - by Submitted on Jul 13, 2007 from Nicki WeissHave you ever had a project where you succeeded? Sure you have. So have I. Mine include starting a business, growing my business, staying fit, having a family, and buying a house. Have you ever had a project where you didn’t succeed? Yes, I have, too. Mine include not developing a solid ...
Views: 981 - Wholesalers in a Nutshell - Will they Deal with You? - by Submitted on Jun 13, 2006 from Micheal HarryWhat is a wholesaler? In a nutshell, it is a company that buys (usually directly) from a manufacturer in large quantities at a discount, then pieces out the product into smaller quantities that are then sold for a higher price. The usual chain of product goes: Manufacturer > Wholesaler > ...
Views: 644 - Whose Future Are We Talking About? - by Submitted on Oct 11, 2007 from Cheryl ClausenYou became a financial advisor because you wanted to help people, but you aren't getting enough people to help. Now you find that you're struggling to get appointments and sales are few and far between. You know people need what you have and that you can really help them. So, what’s ...
Views: 462 - Who’s in your Community? - by Submitted on May 12, 2011 from Bill SayersWhen I was growing up I lived in a small town. There was a real community to the town. My family’s community included rural and town people, church members, schoolteachers, community business and political leaders and friends. Everyone looked after and kept an eye out for members of the group. ...
Views: 840 - Why Are the Best Sales Producers the Best? - by Submitted on Mar 02, 2012 from Mark BowserIt is not an accident that the top producers in the world of selling are at the top. It is also true that there are no born sales champions. Yes, some people have more talent then others. But, success in selling comes down to some basic fundamentals. Fundamentals, if taken action on consistently ...
Views: 1023 - Why are you in Sales? - by Submitted on Oct 26, 2010 from Bill SayersWhat made you get into sales? Was it a dream from the time you were a kid and first opened that lemonade stand in the front yard? Did it seem like it would be an easy job? Was it because one of your parents was in sales? Was there nowhere else to go……………. What is it about Sales that attracted ...
Views: 608 - 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: 972 - Why Beauty Suddenly Matters Online - by Submitted on Mar 23, 2012 from Lisa SasevichThe other day, my amazing copywriting director, Michele PW, shared something that really got me thinking. She told me that the tide has turned and that beauty has finally come into its own. The reason? Women. Ugly Used to Sell In the old days, copywriters, like Michele PW, who ...
Views: 2241 - Why Can't I Hire The Right Sales People? - by Submitted on Dec 28, 2007 from Lee SalzA disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program. Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will ...
Views: 728 - Why Does Turnover Take Place? - by Submitted on May 22, 2008 from Michael BeckEver work in a company where the prospects of advancement or expansion of responsibilities were nonexistent? Someplace where you knew that you weren’t going anywhere? Stay very long? That’s my point. Without an opportunity for growth, learning, expansion of responsibility, and increase in ...
Views: 729 - WHY DON'T YOU HAVE TEN TIMES AS MANY CLIENTS? YOU COULD! - by Submitted on Feb 05, 2006 from Charlie CookYou know that hundreds, if not thousands, of people want and need your products and services. You're spending good money on advertising and mailings and you have a great looking website up, but you're still not getting all the clients you want or could handle. Why aren't more people responding ...
Views: 850 - Why I Left My Insurance Agent - by Submitted on Sep 16, 2008 from Michael BeckI was talking to a friend the other day, explaining what I do for a living, when she interrupted me and proceeded to tell me all about how wonderful her insurance agent was. Her story caused me to reflect on why I left my previous agent. I don’t think my previous agent will be upset by ...
Views: 694 - Why it's a Great Idea to Fundraise at Your Live Events - by Submitted on Dec 16, 2015 from Lisa SasevichOne of the beauties of hosting a live or virtual event is the opportunity to raise money for causes you care about while making money and a difference with your great work. I started doing this myself several years ago, and what began as an experiment has become a cherished business ...
Views: 1614 - Why Money Doesn’t Motivate Salespeople - by Submitted on Sep 30, 2010 from Ralph BurnsAs we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we talked specifically about the 7 major forces of motivation for each of your sales reps. Where your ...
Views: 1533 - Why Most Sales and Sales Management Training Courses Fail - by Submitted on Mar 21, 2011 from Susan EnnsIf you have invested in sales or sales management training, you probably have not been satisfied with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there was no positive change in behavior or no measurable improvement in sales results. Why ...
Views: 924 - Why on-site sales training fails and wastes your money! - by A company schedules a sales meeting, perhaps just for sales training (worst case) perhaps also including other business issues, new product introduction and/or product training.
Management feels that sales could be much better, given the current product acceptance and market conditions ...
Views: 971 - Why Sell? - by Submitted on Mar 13, 2012 from Michael HicklandWhy Sell? Despite all the jokes you may have heard about salespeople and the condescension many people display toward the sale profession, salespeople are absolutely vital to the success of any organization. I’ve been a salesman all my life, and I’ve always been proud to call myself a ...
Views: 986 - Why Should You Use A Sales Training Company? - by Submitted on Jul 09, 2012 from Don J. WeissCompany uses sales training is the logical choice for most business owners started. Gone are the days of long ago to give the phone book for the employee and tell them to continue to ask the companies. Well, if you want to achieve excellent results in the current business environment and this is ...
Views: 1049 - Why the Best Sales People Never Sell - by Submitted on Feb 08, 2011 from Warwick MerryThe best sales people never sell. They never sit over you and shove a contract and a pen under you nose wanting you to sign. They never encourage you to buy the outfit that they know and you know you don’t really like. They don’t lump you with a “once in a lifetime opportunity”. Quite ...
Views: 801 - Why Would Anyone Want to Continue to Cold Call? - by Submitted on Jul 26, 2012 from Wendy WeissHave LinkedIn, Facebook, Twitter and Sales 2.0 finished off cold calling for good? Is cold calling finally dead? An email from a reader: Hi Wendy, Looking over the numbers my sales people generate I have noticed that dials to contacts has slowly decreased in the last 10 -15 years which ...
Views: 999 - 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 ...
Views: 507 - Widely Used Roll up Banners - by Submitted on Mar 27, 2011 from Simon WilliamsMostly the roll up is also known by the title of roll up professional because they are normally used in the professional areas. Now the roll up becomes the part of the society and it plays an important role in any professional field whether there is the educational institution or any company of ...
Views: 694 - Will Seminars Get You Clients? - by Submitted on Jul 20, 2009 from C.J. HaydenI often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, ...
Views: 1005 - Will You Pass The Flinch Test? - by Submitted on Jan 08, 2008 from Lee SalzThere is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test? After a lengthy buying process, the time has come to submit pricing. Countless hours are ...
Views: 622 - Winnie the Pooh™ and You…at the Tradeshow? - by Submitted on Feb 27, 2007 from Susan FriedmannAt first glance, there’s no connection between Disney’s Winnie the Pooh and tradeshows. The same is true of Piglet, Tigger, and the rest of the gang. What could this cuddly group of childhood favorites possibly teach us about exhibiting? Surprisingly, quite a bit. There are some very strong ...
Views: 806 - 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: 515 - Winning Sales Through NLP - by Submitted on Mar 09, 2008 from Rintu BasuGood sales is important to business development, anything that can give you an extra edge is worth thinking about. How NLP can achive a huge increase to your sales conversions is the subject of this article. We make meaning from our experiences, this is what NLP is about. As a sales ...
Views: 676 - 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: 592 - Would You Buy a Small Bag of Magic Sales Fairy Dust? - by Submitted on Nov 21, 2012 from Chris MurrayI have a friend who refers to the expectations of some sales people and their managers as requiring 'magic sales fairy dust'. The phrase has always made me smile. However, the reason most of those expectations exist is due to the fact that we all live in an age of the 'quick fix'. It's ...
Views: 867 - Write A Direct Sales Business Schedule - by Submitted on Aug 16, 2012 from Deb BixlerTo be successful in the direct sales business, you can find many good suggestions and tips online or from other direct sales consultants. Here are a few of the most common ones: * Set goals and work to achieve those goals. * Network. Continually develop new contacts and ...
Views: 1447 - 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: 856 - You Can Always Sell More - How To Improve Any Sales Force - by Submitted on Feb 18, 2008 from Jim PanceroArticle #1 of our 9 Article Series Why Is It So Hard To Improve A Sales Force? And Why Do We Tend To Lose It Once We Change It? Most sales leaders are not satisfied with their sales team’s current efforts, yet are not sure what to do to actually generate any long term change and ...
Views: 874 - You Can Laugh At Closing Fears, Says The Sales Coach - by Submitted on Mar 10, 2008 from Cheryl ClausenYou’ve invested a great deal of time and energy first developing prospects then meeting for an appointment. At the end of the appointment do you stumble when it comes time to ask for the business? You’re not alone. In fact, a full 63% of all appointments end without the ...
Views: 678 - You Can't Scream Loud Enough - by Submitted on Nov 09, 2007 from Paul McCordI can’t help but be reminded of Edvard Munch’s painting, The Scream, every time I speak with a salesperson or professional who is complaining about the ineffectiveness of their marketing. In the painting, Munch places a man on a bridge, hands to mouth, screaming as loudly as he can. Behind ...
Views: 946 - 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: 504 - You Don't Need Sales Training - by Submitted on Jul 10, 2007 from David NewmanHere's my advice - forget about sales training. Why? Because sales professionals have to get past all the old-school "Same-o Lame-o" sales approaches to break through to generating real business results. If you’re a solopreneur, consultant, business owner, or independent professional, you ...
Views: 486 - 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: 736 - You Have To Work Hard To Increase Sales? - by Submitted on Mar 11, 2008 from Cheryl ClausenWell, that’s what everyone says isn’t it? That’s what you believe, isn’t it? Confess. You’ve bought into the idea that you have to work long and hard and pay your dues in order to succeed. If you aren’t producing the results you want now you think you ...
Views: 632 - You Haven't Earned the Right to Sell to Me! - by Submitted on May 14, 2013 from Kathleen GageHow often do people try to sell us something before we have expressed an interest, have a desire, or are in the market for what they have? It seems the standard for many salespeople is to try to sell to anyone and everyone regardless of the interest level. When someone attempts to sell us ...
Views: 741 - You Never Get Frustrated - Do You? - by Submitted on Jun 18, 2012 from George ThomasIf you’re anything like me, you’ve put thought energy and effort into a project, only to be disappointed that the results were not what you wanted. Here’s a tip on what may have ‘gone wrong’ and how a revised perspective can help. You’ll find this added understanding invaluable. As with ...
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