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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.
- 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: 1912(1 vote) - Tell Me about Your Weakness - by Submitted on May 26, 2013 from Niall CassidyOne of the most difficult questions in job interviews is: tell me about your weakness. Most people find it a very uncomfortable question to answer, because it may affect their image in front of their potential employers. After all, no employer wants to hire a worker who is careless, lazy, ...
Views: 1909 - 5 Reasons Women Make Great Salespeople - by Submitted on Aug 20, 2010 from liz wendlingFive Reasons Women Make Great Salespeople By: Liz Wendling Why do so many business women spend more time hoping or praying for sales rather than just learning to sell? Because the mere mention of the word sales brings up fear, dread and anxiety in the hearts of many! Countless female ...
Views: 1902(1 vote) - 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: 1901 - 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: 1890 - How to Win More Sales with This 5-Step Process - by Submitted on Dec 07, 2006 from Adam Urbanski and the Attract Clients Like Crazy System®Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get ...
Views: 1887 - 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: 1879 - 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) - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1871 - Direct Sales Secrets : What they "Fail to Mention" - by Submitted on Mar 17, 2008 from Joe CrawfordTop direct sales companies offer some of the most robust compensation to their direct sales reps. What Does it really take to earn a six figure or multiple six figure income from the comfort of your own home office? How is it done, and are you a person that can do it? First off earning six ...
Views: 1868 - 21 Ways to Gain and Maintain New Customers in a Slow Economy - by Submitted on Mar 24, 2009 from Michael O'GradyIn this struggling economy, you can’t listen to the radio, watch television, or read a newspaper without getting bombarded with stories about money woes. In these financial times, we have to challenge the idea of a recession. I believe that a recession can be viewed as more of a perception ...
Views: 1867 - 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: 1867 - 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: 1862 - A Sales Prospecting Technique That Steals Your Prospects And Customers - by Submitted on Nov 01, 2009 from Stephen CraineProtect yourself and your sales team from this sales prospecting technique that is used to trick you into giving away the details of your best sales prospects and customers. It’s devious, underhand, and a scam that can catch out even the most experienced of sales people. In fact the more ...
Views: 1860 - Discover Your Own Expertise - by Submitted on Jan 28, 2016 from Lisa SasevichI always knew in my heart that I had an awesome gift - just as you do. Just as we all do. For years I secretly hoped that someone would recognize it and discover me. Maybe they would offer me a chance to speak on a big stage or, better yet, a TV show; something that would allow me to get my ...
Views: 1860 - Sales Training Using The Focus Chart - by Submitted on Mar 10, 2009 from Bob BeckDuring many sales training sessions, one of the biggest areas in anyone’s career development is the ability to stay focused. I call it the Focus Charting. We all have special talents. Some people have more than others, like truly becoming a trusted advisor executing the Quid Pro Quo sales ...
Views: 1856 - How To Choose A Sales Training Program - by Submitted on Mar 15, 2010 from Susan EnnsWhether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before ...
Views: 1852(2 votes) - Frustrated With Your Job Search - by Submitted on Jan 26, 2010 from Robert WeeseI received this note from a friend & business associate who is currently hunting for a new senior sales management position. Karen wrote this after attending a networking meeting for job seekers a few years ago and coming away with the impression that many people believe all you have to do is ...
Views: 1851(2 votes) - 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: 1850 - Hypnotic Selling Techniques: Get Their Unconscious Mind to Say Yes - by Submitted on Apr 26, 2005 from David BarronHypnotic Selling Techniques: Get Their Unconscious Mind to Say Yes One of the most powerful ways to sell anything is to use the techniques of modern hypnosis. In a clinical setting, a hypnotist gently guides the client into a trance. Once in that relaxed state, his or her unconscious mind more ...
Views: 1849 - 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: 1847 - Anticipating Their Objections - by Submitted on Jun 29, 2015 from Lisa SasevichI have a special treat, as I’m pulling today’s article directly out of my 12-point Speak-to-Sell Signature Talk Formula. This is #10, which is addressing the top three objections your ideal clients are likely to have to investing in your product, program or service. You can also call these ...
Views: 1843 - Your Sales Team's Attitude heightens Their Altitude - by Submitted on Dec 16, 2010 from Susan EnnsOne of the greatest gifts my sales mentor ever gave me was the belief in myself that I could be successful. I can still hear John’s Scottish accent ringing in my ear saying, “Once you have done it once, no one can tell you that you can’t do it again!” As he coached our sales team to greater ...
Views: 1843 - REVEALED! Why Most Young Sales People Don't Reach their Goals for Sales! - by Submitted on Dec 03, 2012 from Gary DalyIf you are a young professional entering the world of sales, you will most likely have goals for sales targets you want to reach. You will probably go into this new role with a lot of enthusiasm after watching movies of sales people having all the flashy cars etc… But then something happens. You ...
Views: 1832(2 votes) - Want to Sell More? Listen More, Talk Less - by Submitted on Feb 05, 2010 from Marlene ChismIt starts off as curiosity about you. "Hey Marlene, did you just publish a book?" Julia waived me over to join her at the local networking event inviting me into her little cluster of friends that included two guys and another female. How exciting, I thought. I get to be introduced to ...
Views: 1831 - Selling more Annuities through Best Practices - by Submitted on Apr 03, 2011 from Joel AndersonAnnuity brokerage is a difficult area of sales. For insurance agents accustomed to selling policies, the annuities game could be a rude awakening. Despite the allure of bigger commissions and better rewards, annuities are not an easy path to doing more business. However, they can provide an ...
Views: 1830 - Sales Management I / III – A Better Way to Motivate Sales People - by Submitted on Jun 03, 2014 from Sam ManferSales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move In the book Drive by Daniel ...
Views: 1829 - 5 Crucial Signs to Improve Your Lead Generation Efforts - by Submitted on Aug 15, 2012 from Jam DwadeStaying competitive and productive is vital to your business growth. That is why reevaluating the lead generation program of your business from time to time is very important. Is it working effectively? Are your telemarketing strategies still driving desired results? These are just some of ...
Views: 1828(3 votes) - 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: 1825(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) - What Every Salesperson Should Know about the Language of Deal Making - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.” Money is definitely an important part of the language of deal making. Do you speak in the terms of a big deal? Most sales people don’t ...
Views: 1821 - 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: 1817 - Calling All Speakers - Stop Being Boring! - by Submitted on Feb 16, 2012 from Nancy DrewAs a speaker, I present more than 50 times a year in a variety of venues and to a wide range of audience sizes. Whenever I'm attending events, whether it is an annual conference, sales training event or luncheon group, I'm always excited to hear other speakers. But to be honest, I'm often ...
Views: 1812 - Selling – Is this you? - by Submitted on Feb 10, 2013 from Mariano JaucoSelling is stressful, and can be downright discouraging I bet when you started your company you dreamed of freedom, being your own boss and big bountiful earnings. And my guess is you didn’t spend much time wondering how to get clients and polish up your sales skills! So often, my clients ...
Views: 1811 - Write A Direct Sales Business Schedule - by Submitted on Aug 16, 2012 from Deb BixlerTo be successful in the direct sales business, you can find many good suggestions and tips online or from other direct sales consultants. Here are a few of the most common ones: * Set goals and work to achieve those goals. * Network. Continually develop new contacts and ...
Views: 1808 - The 5-Step Method Of Handling Objections - by Submitted on Sep 10, 2008 from Mike BrooksI get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections. This is a Top 20% favorite and it works because you are not ...
Views: 1806 - The "Lunch Bucket" Sales Person - by Submitted on Apr 22, 2009 from Michael O'GradyFirst, what is lunch bucket mentality? Usually this phrase is referenced with football players and their approach to the game. “Rough, tough, lunch bucket group of guys”, is how the sportscasters and critics describe the best of the best players. They’ll do what ever it takes to win, a “real ...
Views: 1805 - Attract Your Potential Clients With Your Compelling Story! - by Submitted on Dec 11, 2009 from Heather DominickWe’re talking about how telling your story can reach your potential client. I want to you imagine that a sales representative for a soft drink company – let’s say, Pepsi – walked up to you and said, “I’d like to sell you one of my beverages.” “All right,” you say. “What’ve you got?” He ...
Views: 1802(2 votes) - 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) - Sales Ignorance Is Oblivion - by Submitted on Jul 05, 2010 from Jim MeisenheimerSales ignorance is nothing to laugh about. In fact salespeople who are ignorant seldom realize it. Ain't that amazing? Ten quick ways to becoming a sales ignoramus - really: 1. Keep everything in your head. Never write it down. Do you think it's possible to remember everything you ...
Views: 1800 - The Secret to Making More Sales - by Submitted on Jan 12, 2014 from Rana Kordahi -Limitlessminds Training and CoachingHave you ever wondered why it's always the same people who are making the sales? While you know your pitch quite well, have studied the product inside out and attend every sales training invented? Throughout my career in sales I have observed many successful and unsuccessful sales people and let ...
Views: 1793(1 vote) - Meet Your Clients Where They Are...and Beyond - by Submitted on May 09, 2013 from Lisa SasevichYour clients are in different places geographically, financially, and in their mindset. So when you’re looking for ways to meet them where they’re at, you have to be thinking about all three. For example, we know that not everyone is going to be able to show up in Las Vegas next Thursday for ...
Views: 1790 - How You Can Tap Into the Lucrative U.S. Hispanic Market Segment - by Submitted on Oct 08, 2007 from Don McNamara CMCOVERVIEW How would you like to leverage sales into a largely untapped market segment of potentially lucrative customers for your business that number in the millions and are convenient to target? The segment we recommend is the growing U.S. Hispanic market. According to the current U.S. Census, ...
Views: 1789 - 3 Tips to Getting and Staying Off of Losing Streaks - by Submitted on Jul 24, 2009 from Roger SeipI want to talk about how to deal with one of the most frustrating and demotivating things that happen to people- the slump. We all face them at one point or another, and how you handle yourself through a slump or “losing streak” determines how quickly you get out of it. As Dr. Suess says, ...
Views: 1787(3 votes) - Best Practices In Lead Capture For Sales Database Systems - by Submitted on Nov 01, 2007 from Reuben BernardManually entering contact information into a database is a tedious and distracting task to busy sales professionals. Focused on that month's target and existing deals in the pipeline, crucial contact information is often entered inaccurately or not entered at all. That partial or missing ...
Views: 1785 - How to Warm Up Prospecting Calls by Using “Social Engineering” - by Submitted on Jun 08, 2010 from Art SobczakOne reason that most “cold” calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece. A much better approach, one that stimulates interest, attention, and engagement, is to use personalized, ...
Views: 1781(1 vote) - *** You Can Succeed in Sales - by You have the ability right now to learn what it takes to earn whatever income you want. That’s a pretty strong statement, but don't discount it until you've read the rest of this article.
Do you know that the majority of today’s leaders in business were in sales at one time or ...
Views: 1779 - Cheat Scrabble-The Must Considering Vocabulary Improving Tool - by Submitted on Nov 04, 2011 from Michael GaffaneyScrabble is a mind challenging game that you can play only when you have a good vocabulary. It has been said that scrabble can help a lot increase memory and build a word bank as well. If you are really crazy about this intriguing word game but find it difficult to crack then you are advised to ...
Views: 1773 - Do Buyers and Sellers Have Equal Negotiation Authority? - by Submitted on Dec 07, 2009 from Robert MenardPurchasing and sales pros alike are fascinated by commercial law. We should be; it is part of our daily experience and we need to be masters of it. The purchase and sale of goods is a matter of contract law and a PO is a contract. Yet very few of us have any formal education or training in ...
Views: 1773 - Building Rapport – The Life of a Salesman - by Submitted on Jun 07, 2011 from Mike Schultz“The man who makes an appearance in the business world, the man who creates a personal interest, is the man who gets ahead. Be liked and you will never want.” - Willy Loman in Death of a Salesman. Sure, not everything worked out for Willy the way he might have wanted it to. He needed a lot ...
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