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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.
- How do you change the behavior of an experienced salesperson? - by Submitted on Jul 22, 2003 from Dave KahleEvery client I deal with, in one way or another, eventually asks that question. The words may be different, but the question is the same. In this turn-of-the-century economic environment, it's a universal question. If you haven't confronted the issue yet, it's only a matter of time before you ...
Views: 1344(1 vote) - How Easily Do You Connect With Others? 3 Steps to Making Connections in the Workplace - by Submitted on May 28, 2010 from Ann HalloranWhen you meet someone for the first time in a business setting, you may only have one chance to make a connection that lasts. So how can you make the most of the opportunity? Here are three steps to help you make a good impression and build strong business relationships. Use these to make better ...
Views: 3783(1 vote) - How to Achieve Your Sales Targets in 2010 - by Submitted on Jan 06, 2010 from Kelley RobertsonI’m sure by now that you have established your sales targets for next year. If you haven’t I suggest that you get cracking and do it now. Time is slipping past! If you have set your targets, congratulations! Here are 10 things you can do to achieve those goals. 1. Invest time prospecting for ...
Views: 1313(1 vote) - How to Get Your Sales Team to Reach The Highest Level of Sales Achievement - by Submitted on May 18, 2010 from Ralph BurnsFirst things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment. Say this in a group setting at first (at your first sales meeting to establish ...
Views: 1821(1 vote) - How to Improve Decision Making For Both Logical Thinkers and Feelers Using Myers Briggs - by Submitted on Apr 10, 2012 from Liz CassidyA common cause of frustration in communicating with others is the difference between logical and values-based decision makers. Logical decision makers (like Mr Spock in the original Star Trek series) need sound reasoning to be the basis of their well thought through decisions. They remain ...
Views: 5028(2 votes) - How To Make The Most Of An Incoming Sales Lead - by Submitted on Nov 04, 2010 from Ken SundheimFor any sales professional, receiving a call out from "of the blue" from an unknown, incoming lead that is already interested in their products or services can brighten a day. After all, obtaining this lead did not involve any hunting. Moreover, the person seems to have interest in the products ...
Views: 1050(2 votes) - How to Profit From Networking - by Submitted on Jul 09, 2003 from Kelley RobertsonSales are frequently developed through the relationships we have created with other people. Networking functions provide the opportunity to expand our contact list, particularly when we create and nurture quality relationships. It is not enough to visit a networking group, talk to dozens of ...
Views: 1230(1 vote) - How To Ruin Your Press Release in 3 Easy Steps - by Submitted on Dec 17, 2003 from Karon Thackston© 2003 http://www.marketingwords.com I see it almost every day. People who want to generate a press frenzy, but go about it in just the opposite way that they should. There are some definite strategies you need to use when writing a press release that gets results. There are also some ...
Views: 1121(1 vote) - How to Sell More Now While Positioning for the Recovery - by Submitted on Nov 12, 2009 from Randy GorukAs business owners, leaders and managers we wake up every morning asking ourselves, “Is this the day we begin to see the signs of an economic recovery?” When really we should be asking ourselves two questions: 1. How do we sell more today? 2. Are we positioned for the recovery should it ...
Views: 957(2 votes) - Improving Sales Results, Success in making Sales Appointments - by Submitted on Nov 24, 2009 from Kate TammemagiMaking appointments is an essential part of the sales process in all direct selling situations. We need an appointment to give us our platform where we can apply our excellent consultative sales skills to the advantage of both parties. But making those awful appointment calls! Who wants that ...
Views: 1115(1 vote) - Increase Attendance at Your Events with Social Networking - by Submitted on Jan 05, 2010 from Kendra LeeI find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with. The ...
Views: 1299(1 vote) - Increase your sales to Incease your Living - by Submitted on Mar 03, 2010 from Frank O'ToolePeople often ask me, how can I increase my sales? Will sales training help me? How can I hit my target every month etc. Well the obvious answer to the question of sales training is yes it will help depending on the quality of the sales training course you attend. One caveat to the above is ...
Views: 1132(4 votes) - 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) - Internet Resolutions - by Submitted on Jan 01, 2004 from Larry JohnsonWith the coming new year, I thought it was time to take review and make some internet resolutions for the coming year. Now these aren't the typical kind of personal resolutions like losing weight or quitting smoking.I have in mind resolutions as they relate to thetime and work each of us ...
Views: 1050(1 vote) - Introverts: Sell Yourself First! - by Introverts can be wonderful salespeople. Our style is very different from the extrovert but equal or more effective.
Begin by valuing your listening skills highly. Introverts really listen. This is the shadow side of communication so if you think about it, being a good listener makes you a ...
Views: 2910(1 vote) - Is It Time For A Copy Facelift? - by Submitted on Feb 04, 2011 from Karon Thackston© 2003 http://www.copywritingcourse.com I just had to laugh! During a recent conversation about how often you should change your copy, I had one person tell me “Well, if there were any *good* copywriters out there, they’d be able to write it once, and it would work forever!” Oh really? ...
Views: 1280(1 vote) - Is Your Copy Upside Down? - by Submitted on Apr 19, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com As a professional copywriter, I’ve seen my share of copywriting mistakes. One that seems to be particularly common is writing copy that’s “upside down.” When you do this – when you don’t relay your message in the correct order – you lose your audience’s ...
Views: 1143(1 vote) - Is Your Ezine A Wealth of Information or A Sales Trap? - by Submitted on Dec 19, 2002 from Karon Thackston© 2002 http://www.creatingezines.com Ask successful ezine publishers what draws subscribers to their ezines, and you’ll be told one very important thing. Content, content, content. However, many would-be ezine publishers focus more on selling than they do on valuable information. They turn ...
Views: 1414(1 vote) - It's Not in The Budget - by Submitted on Jan 13, 2010 from Eric Slife“It’s not in the budget.” Sound familiar? This is probably the number one objection most salespeople have experienced the last two years, and it’s not a smoke screen. What do you do when your prospects tighten their purse strings? The primary reason sales people encounter this objection ...
Views: 985(1 vote) - Job Number One How to unlock your powers to achieve greatness in selling - by Fear is and always has been the greatest enemy of mankind. It is the greatest obstacle to success in your life and your career. It is both subtle and devastating. It works on you, deep in your subconscious mind, causes you to see the world negatively instead of positively. To achieve great ...
Views: 1322(1 vote) - K.I.S.S.--Simplify the 3 P's to Sales Success - by "The easier you make it to buy for your prospects, the more they will."
K.I.S.S. - Keep it Simple Silly.
But simplicity goes beyond just ensuring you do not talk technical when describing offerings to prospects. It means keeping everything about the sale simple. It means recognizing that ...
Views: 6004(1 vote) - Let The Words Be Known: Client Modular Approach (CMA) - by Submitted on Apr 14, 2012 from Raj GavurlaMany times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ...
Views: 1935(1 vote) - Listen, Don't Hear: A.R.T. Your Way To Sales Success - by There is no better way to distinguish yourself from your competitors than to summarize your prospects' needs- out loud- after probing, and prior to your presentation.
When you summarize, you prove you listened, not that you heard.
What's the difference?
Hearing is simply not being deaf. ...
Views: 1068(2 votes) - Maintaining Your Motivation - by Submitted on Feb 19, 2004 from Kelley RobertsonI recently spoke to a group of sales professionals at the end of their training conference. The attendees had participated in many learning sessions over a two day period – most of which were product related. I was scheduled to speak after dinner and I was somewhat concerned how attentive they ...
Views: 876(1 vote) - Network Marketing 101 : for Beginners - by You¹ve just decided to make THE move. You are considering joining a Network Marketing Company. Maybe you¹ve already found one. Great!
You¹ve spent some time evaluating the best ones, with the best products, the best compensation plan, the best trainingŠ and finally you have made your choice. ...
Views: 5319(1 vote) - No Voicemail = A Missed Opportunity - by Submitted on Jan 19, 2010 from Kendra LeeLeave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message because how else will they know that you want to speak with them? In today’s world where it’s acceptable to screen ...
Views: 1028(1 vote) - Not Every Interested Client Is A Buying Client: 5 Tips - by Submitted on Jan 29, 2011 from Rick CarterTrue or false: Every now and then, you in your role as salesperson will meet someone who simply won't buy what you are selling. Well, obviously, that's true, right? I mean, no one has a 100% sales record. Because even though you have taken all the top-notch sales training courses and the ...
Views: 1303(5 votes) - Persuasive Sales and Negotiation Techniques: The Perfect Ingredients - by Submitted on Nov 30, 2009 from stephanie stephanieWhen you baked a cake or cooked something, what do you think that makes it taste good? The greatest success of a chef is when somebody likes their special cuisine. A chef makes it sure that the ingredients they are using is the right one and when they starts to cook it, they follows the right ...
Views: 1764(1 vote) - Please... Return My Call - by Submitted on Jan 13, 2010 from Eric SlifePlease… Return My Call By Eric Slife Getting prospects to return your calls is one of the most frustrating problems you experience. You can be 90% sure a deal will close in the next week and suddenly, silence. If you keep calling, you appear desperate and annoying, so what do you do? ...
Views: 1128(1 vote) - Pop-Up Windows: A Nuisance or a Gold Mine? - by Submitted on Nov 21, 2002 from Karon Thackstonhttp://www.ktamarketing.com How many times a day do you see them as you surf the Web? Pop-up and pop-under windows have become a widely used marketing tool. But do they work? Are they just a nuisance, or are they really the gold mine that all the “gurus” claim? After doing a good deal of ...
Views: 1709(1 vote) - Power of Persuasion: Sales Breakthrough - by Submitted on Nov 30, 2009 from stephanie stephanieIn the world of business, selling and negotiating with your clients or customer is not easy. Your intelligence cannot always help you. Sometimes what help a lot are your charm and your wittiness. Use your intelligence, charm and wit and empower it using the power of persuasion. I believe that ...
Views: 1089(2 votes) - Practice the Seven Secrets of Sales Success - by Excerpted from Brian Tracy's Be A Sales Superstar, published by Berrett-Koehler
There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these principles is virtually guaranteed to move you to the top ...
Views: 9374(1 vote) - Press Releases Can Increase Search Engine Positioning - by Submitted on Feb 09, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com When you write a press release, what is your ultimate goal? No doubt, getting the information to as many publications and on as many Web sites as possible. The focus lies in moving outward… taking the press release to as many *other* sources as ...
Views: 1050(1 vote) - Price isn't Everything - by Submitted on Sep 24, 2003 from Kelley RobertsonMany salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement. Effective negotiating, however, is a process that begins with your first contact with your customer ...
Views: 1065(1 vote) - Productive Joint Field Work-A Five Step Process - by Submitted on May 28, 2010 from Susan EnnsJoint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is ...
Views: 5307(1 vote) - RADAR: THE CONSULTATIVE SELLING TOOL TO UTILIZE YOUR NATURAL STRENGTHS - by Submitted on Sep 23, 2009 from Mark AnthonyUncover the prospect's need while establishing trust and credibility. Once you have a clear marketing and sales understanding of who your prospect is, how to find them, and how to get their attention, you must learn how to get them excited about what you have to say. This is a crucial part of ...
Views: 840(2 votes) - Rules, Regs, and Recommendations for Search Engine Copywriting - by Submitted on Nov 22, 2003 from Karon Thackston2003 http://www.copywritingcourse.com Copywriting is a primary factor when it comes to achieving good search engine placement. However, many times all that is done is to include keywords in the tags of a page and to include a few keyword mentions. While not extremely difficult, writing for the ...
Views: 1106(2 votes) - Sales Advice That Can Make Or Break A Career - by Submitted on Dec 22, 2010 from Ken SundheimNobody Likes To Be Sold People hate to make the wrong decisions and, even more, people hate to be pressured. Therefore, sales professionals have to be careful not to overdo it. As a business development professional, you must let the sale come to you. By doing so, you will not look desperate ...
Views: 1086(2 votes) - Sales Carpe Diem - by Submitted on May 28, 2010 from Drew Stevens PhDThe world of selling is very precarious due to the recent recession. Sellers are having very difficult times remaining focused and motivated. Buyers still worry about budgets since their businesses too continue to struggle. The major concern is the revenue is required- nothing happens without ...
Views: 1735(1 vote) - Sales Is Taught At Age 10 Not Age 40 - by Submitted on Jul 02, 2010 from Ken SundheimSales Skills Are Taught At an Early Age Not Later in Life As a favor to me, a guy by the name of Eric Marcy, who is a friend of mine in Chicago, mentors some of the younger sales representatives at my firm. The other day, we read a blog from a sales consulting company discussing how anybody ...
Views: 1927(2 votes) - Sales Skills: Separating the Boys and Girls From the Men and Women - by Submitted on Oct 07, 2010 from Ken SundheimWhen it comes to sales and the business development sector, regardless of industry, there are certain traits, skills and astutely acquired business knowledge that sales professionals who make it to the executive level (those who progress as well) have as opposed to the salesmen and saleswomen ...
Views: 1356(2 votes) - 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) - 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) - Sales Trainer - Can’t Sell? Here’s Why! - by Submitted on Mar 12, 2011 from Nancy Drew90% of what it takes to be a good sales person is your mindset. Yes, I know this is a strong statement. Even if you have the skills and all the moves, you won’t be successful if you have a terrible attitude – no one will want to buy from you! The sales person who wants it the most is the one ...
Views: 1305(1 vote) - Salespeople: Blog for your life - by Submitted on Apr 15, 2010 from Jonathan BrillIn 1999 Neil Rackham, one of the authors behind the sales bible, SPIN Selling, co-authored “Rethinking the Sales Force”, in which he posited that worldwide, the number of professional sales people would be reduced by 50% within 10 years. It’s been 11 years and whether that prediction has come ...
Views: 939(1 vote) - Segmenting Your Target Audience Through Your Copywriting - by Submitted on Jun 08, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com Ask any copywriter what the first commandment of copywriting is and they’ll quickly tell you “Know Thy Target Audience.” In order to write effectively you have to know this one group of people and know them well. I guess that’s why many people get so ...
Views: 1230(1 vote) - Sell more in challenging times - by Submitted on Nov 30, 2009 from John MoralesThis 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 effectively represent a product or service ...
Views: 699(1 vote) - Selling Is the Most Important Job For Every Entrepreneur - by Submitted on Aug 22, 2009 from Geoff FickeLet’s consider the example of an entrepreneurial inventor attempting to market his newest creation: a portable hydrostatic body fat test appliance. Design is complete, testing is finished and results exceeded initial assumptions, several working prototypes have been built, UL Approval is in ...
Views: 1391(2 votes) - SEO Copywriting - In the Wake of the “Florida” Update - by Submitted on Jan 13, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com/keyword After Google’s most recent update, those in the search engine optimization (SEO) field seem to be standing at attention. As sites that have held long-standing positions in the top 10 flounder and bob around in the search results like a fishing ...
Views: 1049(1 vote) - SEO Writing Strategies for Graphic-Oriented Sites - by Submitted on Oct 03, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com As a copywriter, I’d love to tell you that every site on the Web needs tons of copy. However, the simple truth is not all do. Many sites simply produce better sales when they use more graphics than words. Since search engines are hungry for words you ...
Views: 1175(1 vote)