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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.
- Seven Great Questions to ask at a Job Interview - by Submitted on Aug 06, 2009 from Paul SloaneIf you are going for an interview as a prospective employee then you should do some research. Read the job description and requirements carefully. Browse the web site to see how the organization presents itself. Search for news items and comments about the company on news sites and ...
Views: 1802(3 votes) - Small Business Coaching - Procrastination Can Be Your Friend - by Submitted on Aug 14, 2009 from Dave CrenshawMy Certified Time Coaches will sometimes tell our clients something that raises a few eyebrows: procrastination can actually be a good thing. In fact, we encourage clients to procrastinate as much as they possibly can. First, let me explain when procrastination obviously doesn’t work. If you ...
Views: 830(1 vote) - Solving the "I Get Tons of Traffic But No Sales" Mystery - by Submitted on Jul 15, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com I can’t even begin to tell you how many times I’ve heard the statement, “I get tons of traffic, but no sales.” It’s normally followed by comments like: “My site is highly optimized for the engines and my rankings are great. I don’t understand why no one ...
Views: 1057(1 vote) - Start Selling: There's Gold in Your Database - by Submitted on Dec 31, 2009 from Adrian MillerDigging deep and drilling down to uncover mutual interests and potential business opportunities is the very essence of effective networking. These same skills are also the key components in maximizing your existing business relationships. The fastest new business opportunities can be ...
Views: 1225(1 vote) - Stealth Selling and Online Marketing - by Submitted on Jun 25, 2003 from George PapazoglouThere's a hilarious yet so fruitful money-making formula, that can be deployed by anyone doing business on the Internet. Your goal is to generate cash and abundance with your Web site, but... you don't know how to prolifically endorse your affiliated products. For the fact that I've heard ...
Views: 1771(1 vote) - Stop Losing Your Customer's Trust - by Submitted on Apr 15, 2010 from Susan EnnsIt's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you ...
Views: 2498(1 vote) - Stop Selling - And Close More Business! - by Submitted on Jun 07, 2004 from Craig Jameshttp://www.sales-solutions.biz What? Am I reading this correctly? Stop selling and I'll close more business? Yes. Let me explain. I was on an initial meeting with a prospective client last week. This prospect was frustrated that several prospects of his that exhibited classic ...
Views: 1746(1 vote) - Taking Your Sales Performance Up-a-Notch - by Submitted on Jul 18, 2003 from Dave Kahle"Selling is more difficult now that it was just a couple of years ago." Most of the participants in my sales seminars nod solemnly when I make that statement. And then they begin to fidget in their seats when I follow that up with this: "And it will be more difficult next year than it is today." ...
Views: 1357(1 vote) - TEN WAYS TO IMPROVE TELEMARKETING - by Submitted on Sep 23, 2009 from Mark Anthony1. Ask "am I catching you at a bad time?" 2. Delete the 'reading from a script' sound. 3. Change tone and pace of voice so it is similar to that of the person you are talking to. 4. Never argue with a customer even when you must defend your position. 5. Ask questions, ask questions, ask ...
Views: 779(2 votes) - The 10 Commandments of Selling - by Submitted on Aug 21, 2009 from Geoff FickeThe 10 Commandments of Selling Every successful entrepreneur must achieve a level of sales competence. Short of spending valuable capital on hiring sales professionals, there is no alternative. Selling is to business as fertilizer is to agriculture. Nothing happens in a company until ...
Views: 2545(1 vote) - THE 5-LETTER WORD THAT WILL CHANGE YOUR YEAR AND FUTURE - by Submitted on Dec 28, 2009 from Aaron SchulmanTHE 5-LETTER WORD THAT WILL CHANGE YOUR YEAR AND FUTURE By Aaron Schulman: Long on Life This could be perhaps the most basic, but the most important letter you read all year, because it can turn a would-be bankrupt year into a profitable year, and a mediocre year into an exceptional ...
Views: 1097(1 vote) - The Advantage Women Have in the Sales Industry - by Submitted on Jul 07, 2010 from Ken SundheimSome Big Advantages Female Sales Professionals Possess Before I begin this article, I do want to make it clear that the sales strengths which I am discussing which female sales professionals typically have are not a hard and fast rule and does not, in any way, apply to every female in the ...
Views: 3606(2 votes) - The Art of Communicating - by Submitted on Sep 23, 2009 from Mark AnthonyINTRODUCTION: There are several basic skills that you need to acquire in order to improve your interpersonal communication skills. Effective communication is an essential part in our everyday lives. In this seminar you will be introduced to the basic interpersonal skills, which in turn will ...
Views: 959(3 votes) - The Baby Bomb - by Submitted on Dec 08, 2009 from Andy AlbrightThere are many, in fact dozens of reasons having adequate life insurance coverage is important. Remember, when selling life insurance, you're not just out there making a living for yourself and YOUR family, you're laying the groundwork to protect the FUTURE of someone ELSE's family. If you're ...
Views: 1878(3 votes) - The Benefits Of Sales Leadership Training - by Submitted on Mar 30, 2010 from Menno SpijkstraThe Benefits and Advantages of Sales Leadership Training. It is widely accepted and recognized that the staff or employees have to be trained some new skills in order to prevent being stagnant. A situation like this not just regresses the person’s development, but also the company’s, too. In ...
Views: 1030(4 votes) - The Easiest Way to Get More Sales from the Internet - by Submitted on Jan 05, 2010 from Nika StewartThe simple fact is - most people now look online when researching which companies to use for anything. Your website and your business email correspondence must reflect your professionalism and personal style. They also need to stand out from the competition. And they need to make a connection ...
Views: 660(1 vote) - The Marketing-Sales Dilemma - by Submitted on Aug 18, 2009 from Karla Jo HelmsFor many professionals, selling is becoming an impossible mission. There are even books written on the subject letting you believe that "selling is dead…" Yes, selling is becoming seriously challenging. The first reason is: there are more and more competitors out there who swear they have a ...
Views: 854(1 vote) - The Millionaire Maker: What Do You Need to Be a Sales Superstar? - by Submitted on Jul 08, 2009 from Mark TewartThere are four important skills to master in selling. Sales Skills You don’t need a magic button to overcome objections. You need to understand why people have objections in the first place, and how to eliminate eight out of ten objections before they ever occur. Sales today is about being ...
Views: 919(4 votes) - The Most Important Value in Creating Wealth - by Submitted on Mar 18, 2010 from Todd SmithA close friend of mine called to tell me that his son regularly follows my posts. The other day his son said, “Dad, is the point Mr. Smith making a little thing or a big thing?” Well Ethan, today’s subject is a big thing. In fact, this lesson about personal integrity is as BIG as they ...
Views: 1537(4 votes) - The Myth of "Flawless Execution" - by Submitted on Aug 11, 2009 from Waldo WaldmanI love being flawless. It puts a big smile on my face. Whether giving a speech, making a cold call, or bluffing at poker, it's nice to have a perfect mission. Ok...let's get real here...it almost NEVER happens!! So many companies have a mission of 'flawless execution' for their ...
Views: 3011(1 vote) - The Persuasion Tips: Getting Others to Take Immediate Actions - by Submitted on Nov 05, 2009 from stephanie stephanieIn the world of business especially in marketing and sales you will encounter a lot of excuses during the process of persuading your client. This usually comes out when you are already closing the sales. So, are you tired of all this excuses? Aside from getting more sales, getting clients ...
Views: 868(2 votes) - The Persuasion Tips: Winning Negotiations and Get What You Want - by Submitted on Nov 30, 2009 from stephanie stephanieWhen it comes to the word negotiations, what comes first to your mind? Negotiation is a dialogue that produces an agreement upon any courses of actions. Mostly negotiation occurs in business especially in marketing and sales. In the world of marketing and sales, everything that happens here, ...
Views: 851(1 vote) - 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) - The Power of Buzz - by Submitted on Sep 12, 2004 from Susan FriedmannHow did Hotmail gain over 12 million subscribers in 18 months? How did the very low budget movie “The Blair Witch Project” become such an incredibly successful phenomenon? The answer lies in the power of “buzz.” Buzz or word-of-mouth marketing influences more people to buy, or not to buy ...
Views: 1067(1 vote) - The Power of Persuasion in Negotiations: The Battle Plan - by Submitted on Nov 15, 2009 from stephanie stephanieIn the world of business, I believe you are aiming to win all the negotiations you make. Negotiations are not easy to win because you have a lot of things to learn, practice, master and also prepare. In the military missions, before they engage themselves into battle, they already prepared a ...
Views: 942(1 vote) - The Power of Persuasion Tips: Repeatedly Hear the Magical Word ‘YES’ - by Submitted on Nov 11, 2009 from stephanie stephanieI believe that the role of a persuader in marketing and sales is to encourage and make sure that your clients will take a positive decisions and actions. This actions includes when your clients agrees and repeatedly says the magical word ‘YES’ during your persuasion. I will give you some ...
Views: 1142(1 vote) - The Right Place At The Right Time - by Submitted on Feb 01, 2010 from Susan EnnsThis is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the future, it was not the right time in the ...
Views: 1172(1 vote) - They're Searching So Why Aren't They Buying? - by Submitted on Sep 25, 2003 from Karon Thackston© 2003 http://www.marketingwords.com There seems to be a common myth regarding site visitors and the buying process these days. I’ve heard this statement more than a few times over the last several months: “My visitors find me when they use search engines. They type in the exact keyphrases I’m ...
Views: 1056(1 vote) - To Get The Promotion - Better Understanding Your Sales Manager - by Submitted on Dec 16, 2010 from Ken SundheimUpon being hired, many sales professionals simply go into the company, do their work, make quota, but don't gain any ground regarding getting to the next level. Then, they spend hours, days, weeks and years wondering as to why this is while they could spend the time bettering themselves. The ...
Views: 1706(2 votes) - Turn Your Next Sales Presentation Into A Corporate Slot Machine - by Submitted on Aug 20, 2010 from Ken SundheimSales Presentations: Turn It Into a Corporate Slot Machine Contrary to popular belief, sales presentations are now always a lay-up. As a matter of fact, in sales terms, being one of many presenters of a product is like going to battle with your competition. Due to today's competitive ...
Views: 1644(2 votes) - Ultimate Persuasion Power: Lift Up Your Sales and Negotiations to the Highest Level - by Submitted on Nov 26, 2009 from stephanie stephanieA lot of sales person or businessmen spend a lot of money just to be trained on how they can boost up their sales and negotiations. Well of course it’s very obvious, they want to earn more. When the first time you entered the world of business, you will never expect that your sales will rise ...
Views: 861(2 votes) - Understanding the Buying Process Can Increase Your Sales - by Submitted on Mar 26, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com Most marketers don’t give a lot of thought to the buying processes of their customers. That’s a shame. Lending due attention to the buying process can have a dramatic effect on your sales. What is the buying process? Where does your customer fall ...
Views: 1239(1 vote) - Use Consultative Selling Techniques to Combat Economic Uncertainty - by Submitted on May 25, 2012 from Steve EungblutWith the public and commercial sectors of Western markets dealing with an on-going lack of assurance, cuts in investments, and strong competition, a lot of B2B sales people are now working in conditions more demanding than ever before. These demanding circumstances have made the sales cycle ...
Views: 1492(2 votes) - Use the 80/20 Rule to Boost Your Sales Performance - by Submitted on Dec 23, 2009 from Peggy McKee80% of you won’t agree with this. 20% will: 100% – 20% = Failure for a medical sales rep How can that be? If you are a field-based medical sales, laboratory sales, medical device sales, or pharmaceutical sales rep, don’t you always have more tasks to accomplish than time to do ...
Views: 3838(1 vote) - What to Do When You Can’t Keep Your Delivery Commitment - by Submitted on Apr 03, 2011 from Mark S A SmithI had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew ...
Views: 3698(3 votes) - When Selling Do Not Confuse Objections and Conditions - by Submitted on Aug 22, 2009 from Geoff FickeMy first sales manager, a grizzled old veteran with a no excuses allowed attitude used to tell me, “there are no lousy products, just lousy salesmen”. As a rookie salesman I thought the comment surely a strange one. Of course, there are bad products I thought. I know a bad product when I see ...
Views: 1617(1 vote) - Why Selling Is Better Than Sex - Part One - by Submitted on Jan 18, 2010 from Alen MayerThe world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is ...
Views: 1560(1 vote) - Why Will Your Prospect Buy Today - by Submitted on May 18, 2010 from Susan EnnsWhat is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ...
Views: 2256(1 vote) - Will Your Ship Come in Today? - by Submitted on Nov 19, 2009 from Colleen FrancisWhen I am working with private coaching clients I note that ninety-nine times out of a hundred, a lack of consistent revenues is caused by a lack of consistent prospecting. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. ...
Views: 865(1 vote) - Win the Networking Game - by Submitted on Apr 15, 2011 from Paige BurkesWhen was the last time you attended a personal or professional networking meeting (personal networking meeting = party)? Did you go with someone or did you go alone? For many people, the thought of showing up alone to a room full of strangers is a very frightening thing. It definitely was for ...
Views: 1228(1 vote) - Winning Sales Strategies of Top Performers - by Submitted on Oct 23, 2003 from Barbara SanfilippoTo achieve the critical edge over your competition, consider these seven sales strategies of top performers. ATTRACT BUSINESS TO YOUImagine being flooded with phone calls and emails from hot prospects requesting information on your products and services. Top performers have a philosophy that ...
Views: 5602(2 votes) - Your First Words Last Forever - by Submitted on Apr 01, 2003 from Lillian BjorsethOnce you have set your goals, there are two key things you must have ready at all times: your verbal and printed business cards. Let’s look first at those all-important introductory words that describe what you do—words that will capture others’ attention and hold their interest. Your ...
Views: 1458(2 votes) - Your Site Map: Spider Food or Just A Light Snack? - by Submitted on Aug 03, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Mechanical spiders have to eat. In fact, they usually have bigger appetites than the real-life spiders you squish under your shoe. What spiders am I talking about? The automated programs sent out by search engines to review and index ...
Views: 1182(1 vote) - Your Target Audience – Who Are They & What Do They Want? - by Submitted on Feb 10, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com It still amazes me. When I write copy for a company, I always ask about their target audience. I have to know who I’m writing to in order to create a message that will bring a response. But about half the time, the client is absolutely stumped about ...
Views: 1491(1 vote) - “Learn / Teach / Sell” Yourself to More Sales - by Submitted on Feb 27, 2007 from Mark HunterEvery sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a ...
Views: 972(1 vote) - “Secrets of Seductive Selling” - by Submitted on Feb 23, 2006 from John James Santangelo PhDHave you ever been in an . . . . intimate relationship? Yes, INTIMATE! Let me ask you this, “HOW do you know?” I know, stupid question and what’s this got to do with sales? Well, nothing really. Unless you’re a mover and shaker. Then you understand the psychology of seductive sales. Or ...
Views: 2601(1 vote) - Reputation Wins Customers - by Submitted on Mar 30, 2010 from Terrie AndersonDefinition: 'A Sales Legend is a sales person who stands above the rest. He or She will likely enjoy a great lifestyle, earn more and be less stressed than the rest. They will win, win and win again. They will be loved and recommended by customers. They are virtual team leaders, and well ...
Views: 3472(10 votes) - Some Customers Are Worth Losing - by Submitted on Apr 15, 2011 from Young KimIn "A Bronx Tale" (dir. Robert De Niro), the main character, Calogero, befriends a gangster, Sonny. Calogero and Sonny are driving around one day, and Calogero spots a guy who owes Calogero some money. Before young Calogero goes running off, the old and wise, Sonny, stops him. Turns out ...
Views: 1264(4 votes) - Believe in What You Sell, and Sell What You Believe In - by Submitted on Mar 21, 2011 from Young KimI ran into an old friend of mine, Brian, at a nearby bookstore, and we immediately went through the pleasantries of finding out what the other had been up to. Brian started telling me about how he and his wife were struggling financially, but that he was hopeful about a new business venture he ...
Views: 1573(6 votes) - COMPETING WITH OTHER AGENTS - by Submitted on Mar 23, 2010 from Dirk ZellerAll agents are at different stages of their career and different levels of production. Each has their own philosophy for running their business and different levels of staffing for accomplishing it. I get asked constantly, “How do I compete with agents that have more listings, staff and ...
Views: 1288(6 votes)