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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.
- 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: 1775 - Sphere-ing, The New Networking - by Submitted on Aug 21, 2007 from Deborah ShaneAugust 19, 2007 Business Networking: something we know we should do and is good for helping us grow our business! Most people are terrified of going to a networking event where they don’t know people and have to “work” the room. It just isn’t a natural social skill for a lot of people. ...
Views: 1775 - 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: 1775(15 votes) - 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: 1770 - Flood, Fear and Prospects: How Our Emotions Affect Our Decisions - by Submitted on Mar 31, 2009 from Harlan GoergerIt's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its size. Observing how people react in such situations can give us some good insight into how they make ...
Views: 1770 - 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: 1770(1 vote) - Empower Your Sales People By Providing Them With Positive Behavioral Feedback - by Submitted on Apr 22, 2010 from Ralph BurnsThe sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ...
Views: 1765(7 votes) - Schooled By A Shoe Salesman - by Submitted on Jan 28, 2008 from Tim WackelTurning a Simple Shopping Trip into a Great Learning Experience My wife and I are the proud parents of two great kids—a teenage son and daughter. Our daughter is getting ready to start college next week, and our son is like almost every other 15 year old, living life large with lots of ...
Views: 1747 - 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: 1746 - The Right Moment to Close the Sale - by Submitted on Sep 25, 2012 from Shelle Rose CharvetJamie was listening patiently to his potential customer. George had said what he was looking for, why he wanted it and what would happen if he didn’t solve the problem soon. Jamie was eager to close the deal but couldn’t tell if now was the time to ask for the sale. Like Jamie, many sales ...
Views: 1743 - I Don't Have Time To Prospect - by Submitted on Jul 12, 2010 from Susan Enns“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database. To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their ...
Views: 1741 - Don’t Read This…Unless You Want To Have A Really Good Sales Meeting - by Submitted on May 18, 2010 from Ralph BurnsWe’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the ...
Views: 1740(1 vote) - 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 ...
Views: 1736 - 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: 1735 - 5 Quick Tips For Introvert Sales People - by Submitted on Feb 21, 2013 from Alen MayerAt one time, it might have seen an oxymoron to use the term “introverted salesperson,” but times have changed. More than ever before, employers are seeing that selling for introverts is on the rise. The days of the back-slapping, fast-talking salesperson are gone, replaced by a sales staff ...
Views: 1734 - How Do Med Techs or Other Lab Employees Transition to Medical Sales Jobs? - by Submitted on Mar 13, 2010 from Peggy McKeeActually, the first question should be: CAN med techs or other laboratory people transition from a technical role into a sales role? The answer is: it depends. The odds are low, but for those who can beat the odds, they'll likely be fantastic sales reps. It tends to be a love it/hate it ...
Views: 1734(2 votes) - How to Effectively and Successfully Carry Out Telemarketing - by Submitted on Nov 22, 2011 from Steve Kent LimTelemarketing refers to the process of generating appointments or sales leads over the telephone. While some people love it, most people actually dread it. This marketing strategy requires a lot of hard work because people do not really like picking up the phone in the middle of dinner only to ...
Views: 1731 - Sales – How and Why Hypnosis Improves Performance - by Submitted on Sep 07, 2010 from Alicia CramerDo you believe you are a confident and effective sales person? Even the top performers in the field tend to have a limiting belief or two that trip them up from time to time. Chances are if you are reading this article, you want to improve your sales performance. There is a wide range of common ...
Views: 1730 - How To Motivate Salespeople The Easy Way - by Submitted on May 26, 2011 from Ralph BurnsOne of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps. It’s really one of the most popular requests that we get at Sales Management Mastery ...
Views: 1728 - To Understand Your Client, Know Their Buying Motives - by Submitted on May 10, 2007 from Roy ChitwoodAs a salesperson you might think that people buy your product or service because of the reasons you give them. On the contrary, people buy not because of your reasons, not your company's reasons but for their very own reasons. These reasons may not seem sensible, logical or even intelligent to ...
Views: 1727 - A Changing Insurance Market - by Submitted on Feb 15, 2011 from Joel AndersonA Changing Insurance Market In SELLING INSURANCE IN THE DIGITAL AGE, Christian Bieck identifies core changes in the way people shop for insurance. He closes with this: Unimaginable just a decade ago, the rise of the Internet, mobile phones, and social networking is changing how consumers ...
Views: 1724 - The Woes of a Promotional Products Distributor - by Submitted on Aug 08, 2008 from Kathy VlietstraPromotional Products Distributors (PPD’s) don’t start out their business planning to fail. They just fail to plan! There are startling statistics of the number of PPD’s that don’t make it in this business. But, why is that? Following is my TOP TEN LIST to answer just ...
Views: 1720 - 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: 1716 - Take Advantage of These Copywriting Key Points for Financial Success In Your Niche - by Submitted on Jul 21, 2010 from Micheal RossGood writing is only one part of producing copy that converts well. You also have to be familiar with your audience and make them believe you have something they need. The following tips on copywriting will help you do just that. When writing sales copy, it's important not to get carried away ...
Views: 1714 - Dealing With A Sales Slump - by Submitted on Jul 13, 2007 from Nicki WeissWe all know about the deadly grip of selling slumps: you have a series of bad days and missed sa1es; you aren’t coming close to your potential; and you can’t stop worrying about it. In this issue of Sa1esWise we are going to explore the slump cycle and what you can do to interrupt it. What is a ...
Views: 1713 - 7 Key Steps to Closing Every Sale - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaWhen a client tells me they’re not bringing in the sales they want, one of the first questions I ask is “Are you asking for the business?” Their response is either “No, I don’t know what to say” or “What if I ask and they’re not interested”? Well, if you don’t ask, you’ll never know where you ...
Views: 1712(2 votes) - An excerpt from “Getting the Second Appointment” How to Close any Sale in Two Calls - by What’s your definition of the word “Selling?” Here’s mine:
“Representing your products, services and solutions in the best interest of the other person or party -- so that their requirements, needs and visions are overachieved in a time-frame that they define.”
There are four activities that ...
Views: 1712(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: 1711(2 votes) - Rapidly increase your sales this Christmas! - by Submitted on Dec 11, 2008 from Sachin BangeraRapidly increase your sales this Christmas! It's Christmas time, time to prepare yourself for the next round of explosive sales! It’s easy to maximize your sales when you add more customers to your list. As this is the peak selling season, its time now to look for new customers ...
Views: 1710 - How To Improve Selling Proficiency - by Submitted on Aug 18, 2017 from Tori UtleyIf anyone has cracked the code, on how to improve selling proficiency, while improving other quality aspects of life as well as create upward revenues, it’s Sam Selim. After almost 30 years in top corporate selling environments, Sam says the key to selling is not in motivation at all, but in ...
Views: 1708(1 vote) - C-Level Selling for Closing Sales and Passing Legislation - by Submitted on May 13, 2013 from Sam ManferPresident Obama could learn from a C-Level selling expert. He’s having issues persuading senators and congress people to support gun control, immigration reform, budgets, debt ceilings and more. These are powerful people, just like the ones sales people encounter or try to encounter in their ...
Views: 1707 - "Curing" the Reluctant Prospector - by Submitted on Apr 30, 2009 from Jennifer AllanHow old are you now - 25? 32? 47? 65? It doesn't really matter; I'll assume that if you're reading a blog about selling, you're old enough. Old enough for what? Well, to know WHO you are, WHAT you like to do, WHERE you like to do it, and HOW often, right? In other words, you are who you are ...
Views: 1704 - ***C-Level Relationship Selling – Gaining the Confidence Required for Selling High - by Submitted on Apr 26, 2011 from Sam ManferIt's uncomfortable selling to C-levels and influential leaders. They are hard to get-to and they are intimidating to talk with. They have an air of superiority and power. The only way to handle these C-levels and top executives is with confidence. Confidence is a sales person’s biggest ...
Views: 1694 - How to Make a Great Impression in the First Five Seconds - by Submitted on May 26, 2015 from Lisa MininniOn average you have a total of five seconds to make a good impression when you meet individuals. Consider how quickly that five seconds goes by especially when you’re talking to a new prospect, on an interview, or meeting your date for the first time! Talk about pressure! Would having a ...
Views: 1694 - Are you learning from the Top Sales Performers in Your Organisation? - by Submitted on Jul 02, 2012 from Andrew HortonI find it astounding that the same sales professionals achieve the top sales results, year after year, whilst others sit back and wonder how they could achieve similar results themselves. When I work with sales teams, I ask one simple question. I ask them if they know who the top three sales ...
Views: 1691 - 6 Proven Lead Generation Strategies that Really Work - by Submitted on Sep 11, 2012 from Jam DwadeWith today’s business scene rife with new competition, it has become more challenging to generate new sales leads for your business. A well-conceived, strategic plan is necessary to push the sales needle forward and help you create a steady flow of prospects coming your way. Below are six of ...
Views: 1689(3 votes) - Four Memory Slips That Can Cost You Sales - by Submitted on Jul 17, 2009 from Roger SeipYour palms begin to sweat and you avoid eye contact with someone you know is a client, but you just can't remember his name. Your heart sinks as you hang up the phone after a phone call with a furious prospect; you forgot you'd made an appointment with her. You pound your forehead in ...
Views: 1674(3 votes) - Salesmanship 101 - by Submitted on May 01, 2009 from Jim MeisenheimerSalesmanship - I just love that word. It's the ability to sell. It's 50% art and 50% science. Of course that's my opinion. Ask most salespeople and they'll say it's 90% art and 10% science. I know, because that's how I felt years ago. I believe there is a science to successful selling and ...
Views: 1673 - Running Effective Sales Meetings - by Submitted on Jan 01, 2009 from Kelley RobertsonSales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group. They offer opportunities to provide additional training (product, skills, and technical). They help keep your team up-to-date. ...
Views: 1670(1 vote) - Telesales Objection Handling - Send Me Some Information in the Post - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Objection Handling - "Send Something in the post" This has to be one of the most horrible phrases ever heard by many salespeople. In fact it generally goes something like this: "Send something in the post and we will call you if we are interested" When many sales people hear this, ...
Views: 1667 - 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: 1665 - 3 Big Indicators You are a Gold Mine - by Submitted on Apr 25, 2013 from Lisa SasevichHave you ever thought or maybe even said out loud: "I feel like I'm sitting on a gold mine." But then you second-guessed yourself. Or resigned yourself to the assumption that you'd have no idea how to access it even if you were. Well, let me tell you, it is possible to know. These three ...
Views: 1661(1 vote) - How to Monitor Whiteboard Selling Skills in 5 Steps - by Submitted on Oct 16, 2011 from Milly SonnemanEver wonder how your sales team is really doing using a whiteboard in sales with customers and prospects? If your staff is dispersed in regions or working remotely, worrying about performance standards could be keeping you up at night. Sleepless nights? If nightmares about performance are ...
Views: 1661 - The Process of Networking to C-Levels and C-Suite Executives - by Submitted on Jan 28, 2015 from Sam ManferMost salespeople have never received a proper education in selling and therefore do not have processes and strategies to use when trying to access and develop relationships with C-Levels and C-Suite executives. In actuality, most learn by trial and error, and errors cause rejections and ...
Views: 1661 - Are You Being True To Yourself? - by Submitted on Oct 17, 2012 from Charlie MooreAs this country is turning more and more to collectivism (where you are part of a group, that has no rights, and that you must sacrifice for others) or are you part of a smaller group fighting to be a individual and staying true to yourself. If you are fighting to stay an individual, I ...
Views: 1658(3 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: 1657(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: 1653(1 vote) - Steps in the Sales Process - by Submitted on Feb 16, 2015 from Avril BettsSteps in the Sales Process 1. Know Your Product The first thing in any sales process is to know your product or service, and even better if you are an expert or authority on it. Knowing your product or service and being able to explain both the benefits and features exudes confidence and ...
Views: 1651(1 vote) - ***Surviving The Sales Stretch... - by Submitted on Mar 12, 2009 from Rod McKinniswww.SalesisSimple.com The Stretch [stretch] verb def - an unbroken period of time in which you are going to accomplish something. Remember your favorite "Come from behind, when all the chips are down, able to gain victory anyway" movie? I.e. Rocky, Remember The Titans, Gladiator or The ...
Views: 1650 - Risk Management for Sales People - by Submitted on Sep 06, 2011 from Linda KesterMy friend Ted sells marine forklifts. He and his boss recently went to a marina to close a large transaction. Ted looked around the marina and said to the customer “I’m not going to sell you this lift.” Both Ted’s boss and his customer were stunned. He followed up with “You would really grow ...
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