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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.
- Overcoming Buyers Reluctance to Increase Your Sales - by Submitted on Jun 29, 2010 from TJ PhilpottIn order to increase your sales online it is important to overcome any resistance a customer may have towards making a purchase. Being it is impractical to address these concerns on an individual basis it seems targeting the most common factors is the best approach. It appears the typical buying ...
Views: 2030(1 vote) - The Seven Forces of Sales Motivation, Part 2 - by Submitted on Sep 30, 2010 from Ralph BurnsOn this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people As a quick review, we went through the first 4 of the 7 forces ...
Views: 2029 - 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: 2028 - 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: 2028 - 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: 2026 - The Lazy Sale’s Manager’s Way To Coach Salespeople - by Submitted on Aug 31, 2010 from Ralph BurnsA couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime. I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company’s as wekll. I did that for many years. but one of the ...
Views: 2025 - The Persuasive Words with Great Persuasion Power - by Submitted on Nov 30, 2009 from stephanie stephanieWhen you persuade people, you converse with them. Your conversation may take more time depending on how you are going to take them to your way of thinking. Some says that when you talk more, there will also be more mistakes. For me, this statement may depend on how you negotiate your clients. ...
Views: 2021(1 vote) - 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: 2020 - C-Level Selling - 6 Steps to Get Your Higher Price - by Submitted on Apr 17, 2017 from Sam Manfer1. Sell in the C-Suite Don’t bypass the subordinates, but don’t get stuck there either. C-levels are looking for value, not price. Subordinates are looking for whatever they think their boss, the C-level, General Manager, Profit Center leader wants. Only the C-level boss knows what s/he ...
Views: 2016 - 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: 2015(1 vote) - 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: 2013(3 votes) - 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: 2008 - 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: 2007(3 votes) - 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: 2006 - 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: 1998 - 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: 1984 - 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: 1980 - Book Review: Tom Hopkins' Low Profile Selling - by Submitted on Apr 21, 2008 from Shelly WalkerThis book review is part of a series that covers the topic of Sales Training. Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training. Tom Hopkins' Low Profile Selling, is a valuable ...
Views: 1980 - 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: 1975 - 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: 1973 - 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: 1973(2 votes) - Decision-Maker or Decision-Faker? - by Submitted on Feb 06, 2010 from Lawrence RosenbergExcerpt from the book "Chase the Championship - Kicking Ass, Taking Names and Becoming a Dealmaker!" Stay far away from the boss’s underlings when you are in search of a decision. The heads of Marketing, IT, Human Resources, or whoever else is part of the “decision-making chain” for the ...
Views: 1971(2 votes) - 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: 1971 - 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: 1971(1 vote) - 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: 1967(1 vote) - An Elevator Speech Can Open Closed Doors - by Submitted on Aug 12, 2008 from Jim MeisenheimerDo you have an elevator speech? How do you answer the question, "What do you do?" It's been said you only have 30 seconds to impress your sales prospects and customers. Actually, it could be even less! If you're selling products and services it's critically important that you can answer the ...
Views: 1962 - 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: 1962 - The Biggest Mistake Sales Managers Make - by Submitted on May 28, 2010 from Ralph Burns“I’m swamped right now” “I’m way too busy to do that” “I’ll need to call you back, I’m way behind right now”… Does this sound like you? If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ...
Views: 1959(2 votes) - C-Suite Selling: Identifying the Ultimate Decision-Maker - by Submitted on May 25, 2017 from Sam ManferSometime it’s tough to know who actually makes the final decision. Well, the person responsible for profit and loss (P/L leader) is the ultimate decision-maker for anything of consequence in his or her domain. This person can be a CEO or a General Manager or a Plant Manager, or a Product-line ...
Views: 1958 - ***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: 1956 - 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: 1951 - 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 ...
Views: 1950 - 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: 1945(2 votes) - "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: 1943 - 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) - Three Questions To Transform Your Business - by Submitted on May 02, 2006 from Jim ConnollyThree Questions To Transform Your Business! Allow me introduce you to some people who will know thousands of potential clients for your services – probably tens of thousands! There are a group of people you already know who have the potential to pass volume business your way – I mean, how many ...
Views: 1932 - 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: 1930(1 vote) - Creating a Targeted Prospecting Strategy - by Submitted on Jun 06, 2017 from Sam ManferCreating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for ...
Views: 1929 - ***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: 1927 - 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: 1927 - 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) - 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: 1926(7 votes) - 5 Difficult Business Questions - by Submitted on Apr 28, 2016 from Lisa SasevichPeople ask me a lot of questions, so I thought it would be useful to gather a few of the most important ones together and answer them here in one place. These questions are important because their answers can save you from making costly missteps as well as dramatically boost your sales and ...
Views: 1924 - Curing Entrepreneurial Perfectionism - by Submitted on Feb 26, 2016 from Lisa SasevichIt almost goes without saying that, as entrepreneurs, we want to put our best foot forward. However, in our quest for excellence, it's very easy to get stuck in a cycle of perfecting and perfecting - our logo, our copy, our offer, our talk - to the point where, six months later, we still haven't ...
Views: 1923 - Email Marketing Strategies – 4 Tips - by Submitted on Feb 03, 2013 from Avril BettsOver the years email marketing has evolved based on the wants, needs and actions of the audience. Companies were abusing their client base and spamming them with an overload of emails, and still today there is a huge amount of spam. As a result various spam filters and controls have been ...
Views: 1922(1 vote) - From Zero-Cost To...Fraud! - by Submitted on Jun 22, 2010 from S. KumarFrom Zero-Cost To...Fraud! By S. Kumar, Learnhomebusiness.com Personalization! One of the decisive ingredients of a ...
Views: 1922(1 vote) - 4 Simple Steps for C-level Selling - by Submitted on Mar 14, 2017 from Sam ManferThe main reason companies and sales people lose orders is the sales person delivered the wrong message. It isn’t about price, or competition having something you don’t have. S/He hears his or her vision of what’s needed will be fulfilled by someone other than you. Bottom line and never ...
Views: 1916 - 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: 1914(3 votes) - A Distinctive Way to Close on More Sales - by Submitted on Mar 20, 2015 from Lisa MininniIt has been estimated that 9 out of 10 sales training courses have no lasting impact after just three months. That’s really unfortunate since many business owners spend thousands of dollars on sales training each year. With a significantly high failure rate, that’s a major cut into your ...
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