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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.
- Time Management - Using the WASP STING Effectivley - by Submitted on Dec 02, 2009 from Frank O'TooleI have been facilitating Time Management Training Courses for a number of years and time and time again I am asked, how do you facilitate meetings successfully? It appears that the old saying of ‘meetings are where minutes are taken and hours are wasted’ still holds true in many ...
Views: 2251(4 votes) - Consultative Selling: Persuasion Not Manipulation - by Submitted on Feb 12, 2008 from Cheryl ClausenDo you wonder how you can be more persuasive? If you’ve ever experienced a top salesperson you recognize that these folks are very persuasive, but never manipulative. Many salespeople try to be persuasive, but end up being manipulative and don’t earn many sales. One of ...
Views: 2242 - The Mystery of the Magical Keyword Density Formula - by Submitted on Jul 12, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com/keyword Keyword density. When it comes to SEO copywriting, this has to be one of the most talked about subjects. Why? Because keywords are the very foundation of search engine copywriting. Without keywords we wouldn’t even have SEO copywriting. ...
Views: 2238 - How To Conquer Prospecting Leads And Reach The Top 1% Of Your System Or Company - by Submitted on Jun 14, 2010 from Jordan SchultzProspecting leads is really the only part of your network marketing business that is going to make you money. This is the biggest reason why you want to become really good at it. The only way to do that is to practice a ton. Over the past 4 months I've picked up some really great tips that I ...
Views: 2235(1 vote) - C-Level Selling: Sales Questions That Engage Prospects - by Submitted on Mar 24, 2014 from Sam ManferLet’s say you’re a C-Level executive or a staff manager doing your job and someone comes into your office. Who would you rather sit opposite: (1) a detective trying to interrogate you about what you’re doing, or how you’re doing your business or (2) an interested person (maybe a friend) asking ...
Views: 2230 - How to Create a Powerful Sales Culture: What’s Your Role? - by Submitted on Jul 09, 2011 from Todd CohenHow can your organization sell more and sell smarter? By creating a powerful sales culture – an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the sales efforts. What Is Sales Culture? Sales culture is the concept that ...
Views: 2230(1 vote) - How To Build Excellent Relationships In Cold Calling - by Submitted on Apr 10, 2011 from Archie J. JohnsonIn some cases the best solutions would be the simplest. Concentrating on relationships when doing cold calls is one. It maintains us genuine, and eliminates our dread of doing phone calls. We’re real individuals dealing with real things. We are thinking about the dialogue, and it ...
Views: 2226 - 8 Habits Of Highly Successful Salespeople - by Submitted on Oct 24, 2007 from Daniel SitterThere are many skills and traits that help define successful salespeople. These traits are beneficial regardless of whether you sell products, services or your ideas. Developing these skills will benefit every entrepreneur and business owner who must deal with others to transact business. ...
Views: 2222 - 7 Proven Methods To Motivate The “People” Salesperson - by Submitted on Dec 23, 2010 from Ralph BurnsWe have identified 5 separate sales rep motivational profiles. We have discussed a few in previous shows. As we continue on our motivational, leadership and coaching series on personality types and motivational profiles, today we are going to talk about the sales people that are primarily ...
Views: 2210 - Increasing Your Sales Call Effectiveness and Baseball - What Do They Have in Common? - by Submitted on Sep 22, 2010 from Jason RosadoThe other day someone asked me what the goal of a sales call should be. And it got me thinking about baseball. Even if you're not a baseball fan, stick with me here. I'm talking about how to implement your sales game plan to gear up for a long, successful season. Actually, I'm more of a ...
Views: 2210(7 votes) - How to Motivate Your Most Difficult Salesperson, Part 1 - by Submitted on Feb 05, 2011 from Ralph BurnsNow we’ve all had them. If you haven’t had them, then you will have them. If you have had them, then you know exactly what I am talking about. And those are the most difficult sales people, the ones that are motivated through a variety of different motivations, but the biggest ...
Views: 2209 - 5 Sure-fire Teleselling Skills While Calling Customers - by Submitted on Feb 19, 2011 from Andrew McCombeTelemarketing, just the mere word sends shivers of fear through many people. A lot of people consider this to be a pretty thankless job, but it is still one that has to be done. If you have a business, you have customers, as well as potential customers, and you probably have a calling list. It ...
Views: 2206 - Rekindle the Motivation Fire - by Submitted on Apr 30, 2007 from Deborah ShaneRe-kindle the Motivation Fire “Today, take responsibility for your life. Have the courage to live it to the best of your ability”. Frank Richelieu, the Art of Being Yourself One of the hardest challenges we all face in our lives is staying motivated. Whether it’s our job, work, staying ...
Views: 2203 - Guest Speakers and Your Telesummit - by Submitted on Aug 17, 2015 from Lisa SasevichA telesummit is primarily a list-building event, where a host interviews a collection of experts on a specific topic over a designated period of time, while a virtual audience tunes in for free. While most telesummits end up being a huge win-win-win for the listeners, the guest experts and ...
Views: 2196 - The Best Source of Sales Tips and Techniques for Sales Professionals - by Submitted on Apr 26, 2010 from Kate TammemagiAll Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ...
Views: 2194(4 votes) - Do You Know How To Transform Selling Into Serving? - by Submitted on Aug 11, 2010 from Sharon WilsonPeople are often very negative about selling. They picture the sleazy salesman pushing things that no one wants or needs just to make a quick buck. In your business you may feel that you’re being pushy, you may feel like you’re not good at selling. A lot of people don’t like to refer to ...
Views: 2189 - My Perception Is Your Reality - by Submitted on Mar 04, 2010 from Susan EnnsProspects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? ...
Views: 2175(2 votes) - Sales Legends Value Integrity - by Submitted on Feb 24, 2010 from Terrie AndersonEver wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota? In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do ...
Views: 2173(2 votes) - How to Stand Apart From the Competition - by Submitted on Nov 21, 2014 from Richard GreeneWhat does it mean to stand out in a crowd? Is it just a matter of looking or acting different? That could be one way to stand out but you’ll never be a seven-figure earner if you look or act like a buffoon. Standing out in a crowd will get you noticed but standing apart in a crowd will make you ...
Views: 2171 - 4 Fears Salespeople Face - by Submitted on Mar 07, 2012 from Justin McSharryAs a salesperson early in my career, I recall nights as I attempted to drift off to sleep, thoughts scrambling around in my head about the day. I would toss and turn as I worried about things I had done wrong that day while obsessing about doing the right things after I woke up the next day. Was ...
Views: 2168(1 vote) - Peter Fogel's "The Secret to Inspiring Your Audience While Public Speaking! - by Submitted on Dec 28, 2010 from Peter FogelNew speakers (as well as audience members) occasionally approach me after one of my keynote presentations and ask me how I knew I wanted to be a speaker. Well, that is certainly a good question that has many answers. However, the one resounding theme that percolates inside my head as to why I ...
Views: 2160(2 votes) - How to Create The World’s Most Powerful Sales Script - by Submitted on Sep 22, 2005 from Kevin NationsYou cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts. You can develop your own script or begin to use one that has been developed by someone else. Your sales ...
Views: 2152 - Sales Tip – What Makes A Great Salesperson? - by Submitted on Jul 11, 2007 from Tom KellyMeet Jim. Jim is an ordinary salesperson about to make a sales call to a new prospect. Jim, like most ordinary salespeople, starts the conversation by asking one of the following questions of his newly found prospect: Who are you currently using as a supplier for XYZ product, and how much are ...
Views: 2152 - Do You Have a Selling System? - by Submitted on Jan 12, 2011 from Dave Kahle“I have my own style of selling.” I have heard this countless times, usually from relatively inexperienced salespeople. What they really mean is, “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably am not going to learn anything from you.” Does every ...
Views: 2139(4 votes) - Make More Sales With Relationship-Building Listening Skills - by Submitted on Oct 09, 2007 from Shann Vander LeekWhen I started in sales, I was focused on one goal, closing the deal. On my quest to make a sales call that would put me over the top of my annual budget, I made a huge mistake and learned a valuable lesson from my client. I came to the appointment with the goal of asking for the order. I left ...
Views: 2137 - 3 Steps to Quickly Build Credibility When Selling To C-Level Executives - by Submitted on Nov 30, 2016 from Sam ManferCredibility is the key to success with the C-Suite executives and other high powered influencers. The problem is how to do this quickly so they don’t tire of you or refuse to meet. Respect, trust and presumption of results are the 3 steps to credibility Keeping it all about the C-Level ...
Views: 2134 - The Benefits of a Strong Website - by Submitted on Jan 12, 2011 from Joel AndersonAs companies fight to attract more traffic to their websites, it can be easy to forget that a strong, user friendly website is equally as important as SEO. If users arrive at the website and their visit isn’t optimal, even a high volume of traffic won’t benefit your company. Your company’s ...
Views: 2133 - C-Level Sales Training - Cross Selling - The Fastest and Easiest Sales - by Submitted on Nov 21, 2013 from Sam ManferCross selling is the fastest and easiest way to generate more revenues and at higher profits. Cross sales are also the easiest sales. They have a 3 times higher closing ratio than selling any of your products to a new customer. So do you have a cross selling process operating in your ...
Views: 2132 - Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates - by Submitted on Jan 05, 2015 from Sam Manfer“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show ...
Views: 2130 - How Meditation Will Increase Your Success - by Submitted on Mar 07, 2012 from Justin McSharryDo salespeople meditate? I asked myself this question recently and as I contemplated I realized there had to be more business people meditating than just me. I’m not THAT special. Or was I? After all, I WAS living in San Francisco, a mecca for all things spiritual, new age and ...
Views: 2129(1 vote) - How Trial Closing And Closing Techniques can Save You Time And Help You To Make More Sales - by Submitted on Jul 09, 2008 from Doug DvorakNo sales professional ever intends to get stuck in one sale for a longer period than required. They would like to move on to the next prospect after closing a sales deal as soon as possible. That¡¦s the way to increase total sales volume. Closing techniques ensure that a sales conversation ...
Views: 2128 - Three Steps to Boosting Your Personal Energy That Will Also Boost Your Bottom Line - by Submitted on Jun 22, 2011 from Pat AltvaterYour degree of personal energy is completely up to you because YOU are in control of your choices! That’s hard to remember sometimes especially with the current level of stress most entrepreneurs experience. However, when you take the time to monitor and consciously improve your personal ...
Views: 2124 - The Sales Theory of Relativity:ABC = Always Be Closing! - by Submitted on Sep 01, 2009 from Geoff Fickeby: Geoff Ficke Albert Einstein’s famous “Theory of Relativity” (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a soft drink or a jingle for a candy bar. Even though very few amongst these millions actually understand the scientific premise of ...
Views: 2121(3 votes) - 5 most common training mistakes - by Submitted on Sep 23, 2009 from Richard DennyThere are hundreds!… But here are 5 to start you off… 1.THE UNPREPARED TRAINER Have you ever been on a course where the person running it clearly hasn’t done any preparation? Watching the ‘expert‘ trying to get ready as they train is really entertaining, but a poor learning ...
Views: 2116(3 votes) - Positive mindsets are vital to sales success - by Submitted on Mar 15, 2012 from Karen DegenWithout a positive mindset, anyone charged with selling goods and services is doomed from the beginning. This not only includes small business owners, but also professional salespeople. Most people working in sales have had training of some sort to teach them how to sell. They learn things ...
Views: 2116 - The Niche Test - by Submitted on Oct 25, 2015 from Lisa SasevichContributed by Eben Pagan Over the past 15 years, I've built more than a dozen online businesses, all of which used digital products (ebooks, DVDs, MP3s, online Membership Sites, etc.) to deliver my teaching. In the process of building these products, I've discovered a set of critical ...
Views: 2101 - The Importance Of Congruence In Business - by Submitted on Feb 02, 2011 from Jon DanielsAt this time of year, making new years resolutions is normal for many people, including business owners. This year, however, this trend has somewhat annoyed me. Many business owners are making resolutions on how to improve their business performances, no problem there. At the same time they ...
Views: 2097 - Stop Selling NOW! (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 2091 - A Salesperson’s Philosophy - by Submitted on Feb 13, 2011 from Jamie SeneAs a consumer do you prefer to buy (purchase, acquire, invest, etc.) or to be sold? Most people prefer to make the self-determined decision to make a purchase and usually equate the concept of “being sold” to the category of being tricked, coerced, bamboozled or “forced to buy against their ...
Views: 2088(10 votes) - The Biggest Goof Sellers Make When Dealing with Hot Prospects - by Submitted on May 24, 2010 from Jill KonrathI dream of hot prospects who call me up and say, “We’ve heard good things about your company. We want to make a decision quickly. We’re hoping you can help us out.” Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-handing fruit. ...
Views: 2081(15 votes) - Create Your Sales Alter Ego - by Submitted on Mar 19, 2013 from Alen Mayerhe words ‘selling for introverts’ are not often enclosed in the same sentence. Indeed, the two are quite mutually exclusive. But a great many introverts find themselves in sales positions, or some other form of customer service, whether retail, food, hospitality, or other. Most introverts ...
Views: 2067 - Promote Your Business With Free Giveaways - by Submitted on Jul 04, 2011 from Simon WilliamsMarketing and promotion is essential for the success of all companies, no matter how big or small. Among the various promotional strategies that help to promote products and services, free giveaways is very effective. These giveaways are used as a part of sales promotion to boost the sales of ...
Views: 2062 - Insurance Sales: Discovery Or Interrogation - by Submitted on Dec 07, 2007 from Cheryl ClausenYou understand that questions are a critical part of the sales process. Yet, questions aren't producing the results you want. That’s because the way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect. Questions serve as a ...
Views: 2061 - Stop Selling NOW! (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
Views: 2058 - Improve Your Skill Set With Modern Sales Management Training - by Submitted on Dec 21, 2011 from Peter McKeonIn the modern world, selling your product on the public market requires an intense amount of selling skills. There are new demands on the modern seller, as people approach the internet and are determined to search for the best cost or quality for the item they require. This could generally make ...
Views: 2050 - Prospecting Letters Still Open Doors - by Submitted on Aug 10, 2010 from Kendra LeeI’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name ...
Views: 2048 - Loss Leader Marketing and Advertising: Business Owners Need to Keep and Open Mind - by Submitted on Sep 23, 2011 from Michael O'GradyThe concept of a loss leader is a fairly simple one. You advertise and sell a product at a loss in the calculated hope that a customer will purchase other items in addition to that one item for an eventual profit. For Example: the local grocery store purchases Cheerios cereal for $2.00 a box. ...
Views: 2042 - How Insecurity Can Kill Sales - by Submitted on Jan 25, 2010 from Bette DowdellWhat’s up with the lamebrains who speak in the potty-mouth dialect without even a hint of a thought about how others will receive their message? If you’re in sales in any way, this one’s for you. Step this through with me: Unless we’re speaking to ourselves (which is another topic for ...
Views: 2041 - Sales Training - The Key to Unlock Self-Motivation - by Submitted on Sep 23, 2011 from Henry OkwoOne could make the argument that self-motivation may well be the most crucial ingredient for sales performance. However evaluating motivation in a sales team is a complex matter. It's assumed that most sales reps are motivated by money of course and making their quota every month. However one ...
Views: 2040 - Stop Selling (and be the ultimate salesman) - by Submitted on Jul 30, 2014 from JAMES MAIOHOWhen you hear the word salesman…if you are like me you get a visceral response. Not always positive. What notions, fears and images come to mind when you see or encounter a sales man? Images of Willy Loman or Leisure Suit Larry the hustling used car salesman? Or do you bring up images of ...
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