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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.
- Career Sales Training: Where Are All The Opportunities? - by Submitted on Sep 19, 2007 from Cheryl ClausenYou pass up more opportunities each day than you could ever handle. Anyone who wants to be a top producer knows there are two aspects to sales success you need to succeed. First, you have to recognize opportunities others overlook. Second, you need to understand the opportunity well enough ...
Views: 618 - Insurance Sales: If You Can't Reduce Their Risk You Can't Earn the Sale - by Submitted on Oct 31, 2007 from Cheryl ClausenWhy don't prospects buy? It's no secret they don't buy because they feel buying is too risky. And they have a very valid concern. With the wrong decision they can get locked into products that are completely wrong for them and too costly to walk away from. It’s your job to ...
Views: 618 - Sales and Marketing Plan: You Just Need to Run Some Ads so People Will Know Who You Are - by Submitted on Jul 28, 2007 from Cheryl ClausenIf you believe that line your sales and marketing plan is headed for zero results. Here’s why most ads don’t work: people don’t read ads, you have your picture in the ad and no one cares, your ad doesn’t say anything that interests your potential readers, and your ad doesn’t have a valid reason ...
Views: 618 - How To Explode Your Affiliate Sales In 2008! - by Submitted on Dec 20, 2007 from John NavataAffiliate marketing has been an incredible opportunity for people around the globe. While some affiliate marketers earn a few extra thousand dollars each month, others consistently bring in hundreds of thousands of dollars each month. However, as more people have begun marketing affiliate ...
Views: 617 - It's A Jungle Out There - by Submitted on Dec 28, 2007 from Kelly McLeanWhoever coined the phrase, “It’s a jungle out there!” must have been a sales rep. Why? Because some days you’ll encounter more difficult customers than there are animals in the jungle. When hacking your way through the dense underbrush to get to the sale, the trick is to ...
Views: 617 - The Fine Art Of The Handshake - by Submitted on Jan 07, 2008 from Kelly McLeanYour handshake says a lot about you. It can convey confidence, warmth, and honesty, or it can signal weakness, uncertainty, and disinterest. Either way, it sends a subtle yet powerful message about who you are, that is not lost on prospective buyers. Use these pointers to make sure your ...
Views: 617 - Do You Have The Enthusiasm Of A Top Producer? - by Submitted on Nov 28, 2007 from Cheryl ClausenI don't mean the hyper-active jumping up and down talking too much enthusiasm of a person who lacks self-control. I do mean your energy and the way you control that energy, and how it's conveyed to potential buyers. It’s been said many times and it’s still true that the first ...
Views: 616 - 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: 615 - Call Killing Phrases - by Submitted on Jul 18, 2008 from Wendy WeissHow often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot. I know I say it frequently. It's commonly used as a greeting, as a 'hello.' Because 'How are you?' is so commonly used, how often have you ...
Views: 614 - When Something Has To Change It's Up To You To Create That Change - by Submitted on Oct 12, 2007 from Cheryl ClausenWhen customer retention is falling or returns and cancellations are increasing it doesn't take a genius to determine something is terribly wrong. The exact reason(s) these bad things are happening may be related to actions taken by someone other than you. It really doesn’t even matter ...
Views: 614 - Sales Training Program: Want Referrals? - by Submitted on Aug 03, 2007 from Cheryl ClausenIn your sales training program have you been told that if you want more referrals you just have to ask? If you’ve been asking you may have experienced some problems with just asking, such as: the people you’re asking don’t really feel comfortable referring you, the people your asking are at a ...
Views: 613 - Career Sales Training: You Receive What You Believe - by Submitted on Aug 24, 2007 from Cheryl ClausenWhat beliefs are you holding, that are holding you back in your career sales training? Mr. and Mrs. Claus are found dead on the floor. They are found in a locked room. On the floor is broken glass and water. There is an open window and a table in the room. How did Mr. and Mrs. Claus die? ...
Views: 612 - Public Speaking From The Heart - by Submitted on Jul 24, 2008 from Tom NinnessPublic speaking offers a unique path of opportunity. Not only will it provide exposure in numbers but develops a rapport with the audience of credibility, knowledge and proficiency. The ability to offer information in an authentic and genuine manner develops confidence in the speaker, and ...
Views: 612 - Sales Development - by Submitted on Jan 27, 2008 from Scott KaplanThe first thing to know when focusing on your sales development, sales training, and coaching, is to know that everybody is selling. It might not be a product or service they are selling, but everyone sells everyday. If somebody wants something from you then they will be selling to you. They ...
Views: 611 - Selling Skills that Get More Results - by Submitted on Jun 23, 2007 from Patricia WeberWhile sitting under my hat in our 1933 Packard before we knew we won one of the second highest awards at the Annual Concours d’ Elegance of the Eastern United States; Bethlehem PA, I got to thinking about hats and selling. How you use your sales hat is critical to your results. Here are ...
Views: 611 - Insurance Sales Success: Reason Number 5 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou don’t know how to gain the interest of your prospects. You use marketing to effectively gain the interest of your prospects so they reach out to you wanting to know more about how you can help them. You can use the shot gun approach to marketing which is what the average agent ...
Views: 609 - Sales and Marketing Strategy: What's New? - by Submitted on Aug 27, 2007 from Cheryl ClausenNew information is an essential part of your sales and marketing strategy. What new information are you looking for? You should be looking for new information: to improve your own marketing and sales skills, about your product or service, about what’s going on in the world, and information ...
Views: 607 - Sales Techniques: Does It Make Sense To Keep Doing What Isn't Working? - by Submitted on Nov 09, 2007 from Cheryl ClausenPersistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you’ll eventually get what you ...
Views: 607 - Getting the Straight Scoop - by Submitted on Jan 23, 2009 from Lori HubbsWin or lose, how diligent are you in placing a call to get feedback from your clients about why they did or didn’t choose you? There is so much to learn — whether to identify strengths you hadn’t even recognized as such that you can use to win future business, to know what ...
Views: 606 - How 2 Give Your Salesforce 10 Definite Do’s - by Submitted on Jul 31, 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: 606 - Sales Training Program: Is Buying Today the Only Option? - by Submitted on Aug 03, 2007 from Cheryl ClausenIs your sales training program helping you to be a proactive seller or a reactive seller? A reactive seller isn’t really prepared for, not now. Consequently when a reactive seller is faced with buyer resistance or objections they aren’t prepared to develop a positive alternative for the ...
Views: 606 - The fundamental Guidelines Associated with Sale - by Submitted on Apr 29, 2011 from sturat jeffThe guidelines of the public sale Regardless of whether on the internet or even traditional, online auctions are very well-liked and also have already been a significant appeal with regard to entrepreneurs in addition to typical people also it been around so far as it's possible to find in ...
Views: 603 - B2B Sales Leadership: How To Motivate Your Sales Team To Achieve Next-Level Selling - by Submitted on Sep 23, 2007 from Paul CherryHer name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I ...
Views: 602 - Insurance Sales Success: Reason 3 You Can’t Sell - by Submitted on Sep 04, 2007 from Cheryl ClausenYou think you need a killer presentation and it’s killing your insurance sales success. Your insurance sales success is never about a “presentation”. The only person a presentation is helping is you. You may be using it as a crutch so you don’t forget anything, and so you have something to ...
Views: 602 - 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: 602 - How to Use Actual, time tested ways To Close the Sale In Person - by Submitted on Feb 19, 2011 from Andrew McCombeEveryone loves the Internet and what it can do for increasing sales for many businesses, but even with all of the advancements in technology, nothing works better for lead generation than getting out there and meeting with others in person. Although there are advantages to Internet lead ...
Views: 600 - Insurance Sales: If You have To Cold Call - by Submitted on Nov 19, 2007 from Cheryl ClausenCold calling would never be my first recommendation for success, but there are times when you may have no alternative. So, why not learn how to do it well if you have to do it anyway. There are a few simple things you can do to do it better and have greater success. If ...
Views: 600 - Insurance Sales Success: Building Champions - by Submitted on Aug 13, 2007 from Cheryl ClausenYour insurance sales manager is on a mission to build champions. Make sure his or her mission is in your best interests. It’s not uncommon for insurance agents to be forced into master mind groups. I say forced because your attendance and participation is mandatory. Master minding can be an ...
Views: 597 - 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: 597(1 vote) - Are Your Insurance Sales Hot Like A Bowl Of Chili? - by Submitted on Nov 26, 2007 from Cheryl ClausenIf your sales aren't hot you may be frustrated and confused. You know the sales and marketing systems you're using are working for others, but they aren't working for you. How or why can that be? Because you’re reading this article I’m pretty confident that you have at ...
Views: 596 - Insurance Sales Success: Do You Form Life-Long Relationships? - by Submitted on Aug 23, 2007 from Cheryl ClausenInsurance sales success is a real challenge that few can achieve. Why is it so hard, and how can you make it easier for you? Insurance sales success is so hard because you’re asking people to make decisions to avoid a pain that might not happen, and they don’t want to think about, and that ...
Views: 595 - How To Stop Cold Calls From Feeling Intrusive - 4 key Ways To Be Seen As Helpful While Cold Calling - by Submitted on Oct 16, 2007 from Ari GalperCan’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about "making the sale." Most people sense that cold calls are ...
Views: 594 - Career Sales Training: What Are You Willing To Risk To Succeed? - by Submitted on Sep 25, 2007 from Cheryl ClausenTop producer’s don’t become top producers by being “also rans” in the business. Sales is risky business, and if you want to succeed you need to be willing to take some risks. Now I’m not talking about willy-nilly risks or life threatening risks I’m talking ...
Views: 592 - Creating A Business Plan Like the "PROS" - by Submitted on Jun 18, 2008 from Tom NinnessCREATING A BUSINESS PLAN LIKE THE “PROS” A business plan is like a blue print. Without one, the structure of your business becomes unsound, without focus and a haphazard project. Every sales professional, no matter what the basis of his or her business is, must build a business ...
Views: 592 - Insurance Sales: If You're in the Commodity Business Get Out! - by Submitted on Nov 05, 2007 from Cheryl ClausenThere's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that’s exactly what you’re doing when you offer to quote someone insurance. ...
Views: 592 - Sales Techniques: You Aren't Born Creative You Become Creative - by Submitted on Oct 29, 2007 from Cheryl ClausenYou probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought ...
Views: 591 - Power Tips - by Submitted on Jan 03, 2008 from Kelly McLeanEverybody likes to buy, because buying is fun. If you don’t believe this, try to find a parking space at a shopping mall, or a seat at an auction, this weekend. However, while buying is fun and exciting, nobody likes to be sold. The truth is: the best salespeople don’t ...
Views: 589 - Insurance Sales: The Solution To Turning Objections Into Sales - by Submitted on Oct 26, 2007 from Cheryl ClausenAre you tired of hearing "no" and "not now" when the answer should be "yes"? Accept responsibility and start getting "yes". There are three reasons you’re being told “no” and “not now” when the answer should be “yes”. The first reason is ...
Views: 587 - The Secret of Sales Success - by Submitted on Sep 11, 2007 from Barath SurendranThe secret of sales success There are number of books written in sales and marketing but all the tricks, techniques and methods narrows down to only few principles. You would have heard over and over again that sales in a number game. Do you know why? Because sales is not about calling 20 ...
Views: 585 - 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: 585 - Insurance Sales Success: Do You Really Want the Price Shoppers? - by Submitted on Aug 07, 2007 from Cheryl ClausenI can’t count the number of offers I get from desperate insurance agents offering a free insurance review. What’s the objective of these offers? To get an appointment and then beat the other guys price, right? What on earth are you thinking? Do you really want to deal with price shoppers? ...
Views: 583 - Making The Most Of Internet Inquiries - by Submitted on Jan 11, 2008 from Kelly McLeanWhen someone calls to ask about your product or services, you know exactly what to ask, what to say, and how to follow up. Are you as confident, and effective, responding to an Internet inquiry? Without the benefit of talking with the prospect directly, the contact can feel colder than a cold ...
Views: 579 - How Valuable Is Your Time? - by Submitted on Apr 30, 2008 from Tom NinnessTime is money….there are only 24 hours in a day and everybody is allotted the same amount. How time is managed makes the distinction between true sales success and mediocre performance. Big Ben in London has a poignant quote regarding the importance of time inscribed at the base of the clock ...
Views: 578 - Speaking Is Selling On Stage - by Submitted on Mar 17, 2008 from Tom NinnessMany sales professionals never consider the opportunity to do workshops and presentations in front of the public. If you are one of them, then you are missing a golden opportunity. Public speaking and doing workshops is my number one strategy in capturing potential clients. Speaking allows ...
Views: 577 - 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: 576 - Insurance Sales: But They Told Me They Wanted It! - by Submitted on Nov 29, 2007 from Cheryl ClausenHas a prospect ever told you they wanted to buy, and then changed their mind? Or they bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. Were you left wondering how that could happen when they seemed so excited and on board? If ...
Views: 575 - Sales Techniques: Are You Following-up? - by Submitted on Nov 28, 2007 from Cheryl ClausenThe ugly truth is that most salespeople have poor or non-existent follow-up. And you have all kinds of excuses for why you don't do it. Let’s take a look at them, and you’ll begin to understand that a lot of your sales struggles are the result of your behaviors rather than your ...
Views: 573 - Insurance Agents & Financial Advisors: Wealth Building is not Directly Proportional to Effort Exerted - by Submitted on Sep 26, 2007 from Cheryl ClausenThere are two ways to make it in this business, the hard way and the smart way. Most agent’s think if they just work hard enough and pay their dues they’ll make it. Yet the statistics prove that’s far from the truth. Working yourself to death doesn’t get you wealth. ...
Views: 570 - Insurance Sales: I Know Just What You Need - by Submitted on Dec 03, 2007 from Cheryl ClausenHow many times have you met with a prospect, heard what they said, and then offered a solution only to be told “no”? More often than not, right? Well you may be causing yourself to get a “no” when you should be getting a “yes”. Of course, you ...
Views: 570 - Insurance Sales Success: Number 2 Reason You Can’t Sell - by Submitted on Sep 03, 2007 from Cheryl ClausenThe second reason you can’t sell is because you don’t understand why your prospects don’t want what you have. You have exactly what they need it’s as plain as day yet they just don’t get it. How can that be? Are they just stupid or lazy or what? None of the above, you are approaching things ...
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