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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.
- 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: 1650 - 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: 1645 - Maximising Sales with Basic NLP - by Submitted on Nov 19, 2009 from Cherise OwenSalesmanship requires a complex array of skills and natural abilities, and in the day to day pressure of writing sales proposals, arranging meetings and closing deals the finer points of the art are often overlooked. It is often these finer points, though, that will help you win that important ...
Views: 1641(3 votes) - 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: 1639 - 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: 1638(1 vote) - How to Use Dr. Robert Peterson’s Five Pillars Of Selling For Resounding Profits - by Submitted on Feb 19, 2011 from Andrew McCombeA lot of people are afraid of sales, when there really is no need to be. Making sales is not always the easiest thing in the world, but as you develop the skills needed to be a great sales person, you will find it to be quite rewarding. There are many things to learn about the sales process, ...
Views: 1634 - 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: 1634(3 votes) - 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: 1623(1 vote) - 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: 1622(2 votes) - 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: 1620(1 vote) - 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: 1619 - 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: 1612 - 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: 1611 - How Pablo Picasso Dealt With The Price Objection - by Submitted on Dec 09, 2007 from Jim MeisenheimerThe price objection is what I always hear whenever I'm doing an in-house corporate sales training programs. I always ask the group this question. "What are the biggest challenges you face in growing your business?" They always say the price objection. Within ten nanoseconds, someone raises his ...
Views: 1609 - 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: 1604 - 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: 1602 - 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: 1601 - 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 ...
Views: 1597 - 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: 1596 - 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: 1595 - 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: 1595 - 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: 1591 - You were Born with an Innate Ability to Sell - by Submitted on Apr 08, 2013 from Andrew HortonIt cannot be disputed that certain people have specific strengths, which will certainly support them to be better at what we would traditionally call sales, than other people. I do however believe that, as we are all in sales, from the moment we utter our first cry, where by crying, we are ...
Views: 1591 - 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: 1582(1 vote) - 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: 1578(2 votes) - Subliminal Advertising - Make Them Buy Anything You Sell - by Submitted on Feb 05, 2011 from Nelson BerryBy The Pioneer of Subliminal Messages Online. Selling a product? Any product has a potential market. It’s in the way that you sell and advertise your products that tell the difference between getting a sale and not. If you want to make more profits, you have to be creative with your ...
Views: 1578 - Make It About THEM: Sales Meetings That Engage - by Submitted on Aug 11, 2010 from Nancy BleekeWant to increase the value of your sales meetings? Make it about THEM by including your sellers. When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more! Many ...
Views: 1576 - 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: 1575 - 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: 1571 - 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: 1571 - 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: 1568 - 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: 1565 - 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: 1564 - 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 ...
Views: 1562 - 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: 1560(1 vote) - 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: 1559 - 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: 1557 - 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: 1557(2 votes) - 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: 1554(3 votes) - How To Design An Effective PowerPoint Sales Presentation - by Submitted on Oct 16, 2011 from Milly SonnemanAre you and your teams giving effective PowerPoint sales presentations? Or are you guilty of putting audiences to sleep? While sales professionals have the best intentions, poor sales presentations often stems from poor planning. It’s not that you are intentionally abusing your audience. But ...
Views: 1554 - Why Money Doesn’t Motivate Salespeople - by Submitted on Sep 30, 2010 from Ralph BurnsAs we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we talked specifically about the 7 major forces of motivation for each of your sales reps. Where your ...
Views: 1554 - 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: 1546 - 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: 1542 - 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: 1540 - What 4th Graders Can Teach You About Sales - by Submitted on Jul 05, 2010 from Jim MeisenheimerManatee County in South West Florida has an annual program called Project Teach. The program objectives include: to illustrate the importance of first impressions, to explore the relationship between education and jobs, to provide a dialogue between students and adults in different ...
Views: 1536 - 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: 1532(2 votes) - 3 Tips To Sell without being Overly Salesy. - by Submitted on Oct 10, 2015 from Rosemary Nonny KnightBeing a heart-centred entrepreneur that really has a big call to change lives, it can be pretty difficult to 'sell' what you have and so, unfortunately, this tends to mean that You get trapped taking the side road doing something you do not completely believe in because it pays the ...
Views: 1531 - 5 Steps to Being Assertive so you get Things Done Without Being Aggressive - by Submitted on Apr 20, 2010 from Anne WarfieldShe looked at me and said, “I’ll do whatever it takes to make it right. What do you want me to do?” The right words but her hands were on her hips, her legs were spread apart and she was looking down her nose at me. Everything screamed, “Lady, you really are the problem. Just tell me what it ...
Views: 1531 - 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 ...
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