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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.
- Step to Success in Sales - by Submitted on Sep 17, 2009 from Frank O'TooleTake those steps to successful sales Imagine you could avoid reluctance and avoid rejection on your sales calls. Now who would not like that? To be a professional sales representative you need to go through a process of steps. In sales training courses it is said that if you do not go ...
Views: 1133(3 votes) - 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: 2081(15 votes) - 11 Step Sales Persuasion Formula for Daily Deals (that works) - by Submitted on Jan 10, 2013 from Shivam SrivastavaIf you tell your income staff and powerful writers that the most beneficial income strategies use an outline created in the 1930’s, they might just wave off the concept. Monroe’s Inspired Series has been the behind some of the most powerful income writing in history. In 2010 I designed my own ...
Views: 1296(2 votes) - My Sales Pipeline is Constipated - by Submitted on Nov 17, 2009 from Adrian MillerThe analysts are, in increasing numbers, starting to tout the end of the recession, but for most of us, it still seems quite slow out there. Even if you’re the most talented salesperson, you probably have noticed that an annoying number of your prospects are stuck in your pipeline. Ok, it’s not ...
Views: 1078(2 votes) - Nope These Are Not Sales Techniques - by Submitted on Nov 17, 2009 from Adrian MillerThe drawn out recession has snapped many salespeople back into reality. Regardless of the industry, the days of fast and easy sales are over. So-called sales professionals who have forgotten or never learned basic proven selling techniques are now realizing that they better ramp up their efforts ...
Views: 1085(2 votes) - Quick…When I Say Salesmen What Comes to Mind? - by Submitted on Aug 13, 2009 from Dennis KelleyWhen I ask most people that question the typical responses are a wrinkle of their nose and words like, pushy, intrusive, won’t take no for an answer, an interruption, and even rude. It is a reaction born from experience and stereotypes. Just think of the last time you interacted with someone ...
Views: 1350(2 votes) - Small Businesses Turn Leads into Sales by Responding Quickly - by Submitted on Dec 30, 2010 from Doug StaneartThe key for a small business to turn leads into sales is speed. When people look for information, products, or solutions on the internet, they want instant gratification. If they have to wait for you to send back an email or wait for a phone call from you, you’ve probably already lost them. ...
Views: 8830(2 votes) - The Attitude towards Persuasion - by Submitted on Oct 16, 2009 from stephanie stephanieDo you believe that life is 15% of what happens to you and 85% is on how you reacted to it. That is the work of attitude. You cannot change the past but you can change the future by changing the attitude. You cannot change the inevitable but you can change on how you reacted on it. That’s the ...
Views: 904(2 votes) - 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) - Why Your March Sales Suck - by Submitted on Dec 14, 2009 from Kelley RobertsonJournal entry: December 10, 2009 “My calendar is full and my sales are on track. Looks like I’ll end the year ahead of target. This means my boss will finally stop bugging me to get my sales on track. After several years of developing my client base, I’m making headway. That means I can finally ...
Views: 962(2 votes) - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1178(3 votes) - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1178(3 votes) - Running Your Race - by Submitted on Nov 17, 2009 from Adrian MillerSkilled long distance runners all have their unique style of racing. Some start out of the gate in a flash and then slow down as they approach the finish line. Others progressively pick up speed and really crank it up as they head into the final miles. Both styles can be successful if the ...
Views: 1066(3 votes) - The Sales Theory of Relativity:ABC = Always Be Closing! - by Submitted on Sep 01, 2009 from Geoff Fickeby: Geoff Ficke Albert Einstein’s famous “Theory of Relativity” (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a soft drink or a jingle for a candy bar. Even though very few amongst these millions actually understand the scientific premise of ...
Views: 2121(3 votes) - ***Question and Answer – Straight Commission - by Submitted on Aug 29, 2011 from Dave KahleQ. We are intent on revising our decades-old sales compensation plan. Management is divided. One half favors straight commission, and the other doesn’t. What are your thoughts? A. In my work as a sales consultant, I am routinely involved in helping my clients revise their sales compensation ...
Views: 4016(2 votes) - ***What's a Professional Sales Manager? - by Submitted on Aug 29, 2011 from Dave KahleI was in the depths of a major depression. As a third year sales person with a good company, I was doing well, and was on my way to becoming the top sales person in the nation for that company. But business had slowed down a little, and I didn't have my usual number of proposals out for ...
Views: 2529(2 votes) - 3 Action Steps to Increase Time & Profit - by Submitted on Nov 22, 2010 from Shelene TaylorAre you feeling pulled all over the place? Are you spending your days (and maybe nights!) spending your time flat out busy and not accomplishing anything towards your goals? Do you feel like you are pulled all over the place operating out of chaos? Are you frustrated that your staff ...
Views: 928(1 vote) - 3 Keys to Easier Cash Flow - by Submitted on Dec 06, 2012 from Hunter PhoenixAny of you who know me, have heard me say this dozens of times,”businesses run on cash, not just hard work and enthusiasm.” But as an entrepreneur, it’s easy to forget that. You get pulled in so many different directions; newsletters, blogs, videos, new marketing gimmicks, fancy new products … ...
Views: 1223(1 vote) - 3 Sales Lessons I Learned from a Raccoon - by Submitted on Dec 14, 2009 from Kelley RobertsonFrom the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those of us in the profession know that selling can be intimidating. Cold calls. Objections. Frustration. Rejection. ...
Views: 961(1 vote) - 3 Steps to Building Customer Trust - by Submitted on Mar 07, 2012 from Justin McSharryBuilding a lasting relationship with your customers is beyond important, especially in the age of information. More than ever customers have access to information about your products, yet they still want to buy from people they trust. How important is trust to YOU when you buy? The more a ...
Views: 1620(1 vote) - 4 Fears Salespeople Face - by Submitted on Mar 07, 2012 from Justin McSharryAs a salesperson early in my career, I recall nights as I attempted to drift off to sleep, thoughts scrambling around in my head about the day. I would toss and turn as I worried about things I had done wrong that day while obsessing about doing the right things after I woke up the next day. Was ...
Views: 2168(1 vote) - 5 Keys to the Art of Engagement - by Submitted on Nov 04, 2011 from Warwick MerryWorking with companies on their Trade Show and Expo presence has shown me how many people are lacking in the art of engagement. Exhibiting is like Speed Dating. If you are lucky you have about 90 seconds to convert them from slightly interested to the second date (or qualified prospect in ...
Views: 1309(1 vote) - 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) - CHECKING YOUR PROSPECT’S “DNA” - by Submitted on May 18, 2010 from Dirk ZellerBased on your qualifying efforts, determine the likelihood that your prospect will convert into a good client for your business by conducting a DNA analysis. This involves measuring the prospect’s level of desire, need to take action, and ability and authority to make a purchase or selling ...
Views: 1663(1 vote) - Cost versus Worth - by Submitted on Oct 05, 2009 from Kelley Robertson“How much will this cost?” Many sales people shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when the prospect will either give them the green light to move forward with the sale or say, “thanks but no thanks”. Far too ...
Views: 1034(2 votes) - CREATING SALES AND SALES VOLUME COMPARISONS - by Submitted on Oct 02, 2009 from Dirk ZellerEvaluating your performance against the statistics of other agents or companies in your market segment is a great starting point, but it is rarely enough to uncover your unique edge or point of difference. When you compare your numbers to MLS stats for the number of units sold, number of ...
Views: 1379(1 vote) - Don't Conquer, Clear Your Business Fears - by Submitted on Feb 28, 2017 from Colleen FlanaganBeen wondering if you made a smart decision to start your own business? Have you bought every recommended business book, e-book, video and audio set or invested in a business coach's mentoring program that cost thousands a month or a year? You know what you should be doing to succeed, but ...
Views: 1627(1 vote) - How Meditation Will Increase Your Success - by Submitted on Mar 07, 2012 from Justin McSharryDo salespeople meditate? I asked myself this question recently and as I contemplated I realized there had to be more business people meditating than just me. I’m not THAT special. Or was I? After all, I WAS living in San Francisco, a mecca for all things spiritual, new age and ...
Views: 2129(1 vote) - How NOT to Oversell - by Submitted on Aug 30, 2009 from Karen ReismanHow to NOT Oversell Karen Cortell Reisman, M.S. In the movie, Jerry Maguire, Tom Cruise reaches an epiphany which he has to share with Renee’ Zellweger. After his LONG spiel, Renee’ interrupts him saying, “Shut up. Just shut up.....You had me at hello. You had me at hello.” Do you know ...
Views: 2622(1 vote) - How to Create a Powerful Sales Culture: What’s Your Role? - by Submitted on Jul 09, 2011 from Todd CohenHow can your organization sell more and sell smarter? By creating a powerful sales culture – an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the sales efforts. What Is Sales Culture? Sales culture is the concept that ...
Views: 2230(1 vote) - If At First You Don’t Succeed - by Submitted on Oct 05, 2009 from Kelley RobertsonI suspect that you have heard the expression “If at first you don’t succeed try, try again.” This adage was created many decades ago and it remains true to this day. And even though many sales people understand it, they make a fatal mistake—they use the same approach although their original ...
Views: 1035(2 votes) - It’s a Jungle Out There - by Submitted on Dec 16, 2010 from Michael JohnsonWhoever coined the phrase, “It’s a jungle out there!” must have been a sales rep. Why? Because some days you’ll encounter more difficult customers than there are animals in the jungle. When hacking your way through the dense underbrush to get to the sale, the trick is to stay cool, calm and in ...
Views: 1310(1 vote) - Pick at the Scab - by Submitted on Oct 05, 2009 from Kelley RobertsonSales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t probe deep enough into the size and scope of the problem. I remember hearing a great phrase from another sales trainer. He suggested that sales ...
Views: 1015(2 votes) - Recruiter shares how salespeople can succeed in new economy - by Submitted on Sep 30, 2010 from Ann Zaslow RethaberFOR IMMEDIATE RELEASE Media Contact: Ann E. Zaslow-Rethaber (888) 866-7276 www.iscjobs.com Recruiter shares how salespeople can succeed in new economy “The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ...
Views: 1487(4 votes) - Sales Management Training: 8 Competencies of Top Sales Professionals - by Submitted on Sep 29, 2009 from Marc WeinerBeginning in the early 1980s, organizations and well-renowned establishments such as the Harvard Business School, The Gallup Organization, the Chally Group, the Xerox Corporation, among others, began studying outstanding salespeople to identify the competencies – also referred to as the vital ...
Views: 1024(1 vote) - Sales professionals - by Submitted on Jan 13, 2005 from Kelley Robertson“Get the sale at any cost.” “Make more calls.” “Tell them what they want to hear.” Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But ...
Views: 824(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: 1971(1 vote) - The 4 Areas of Essential Sales Skills - by Submitted on Jul 09, 2011 from Todd CohenFor an organization to sustain continued growth and success, sales must occur at a continuous rate. If there is a sales culture within an organization, then it is more likely to find success over a long period of time. A company where every individual has the necessary skills to understand and ...
Views: 1336(1 vote) - The Easiest Way to Get Your First Information Product Done! - by Submitted on Jul 29, 2013 from Lisa SasevichWouldn’t it be amazing to be able to make money and a difference all around the world, 24/7, regardless of time zone, while you were awake, asleep, working, playing or doing whatever you wanted to do? Of course it would! That’s why so many heart-centered entrepreneurs are adding information ...
Views: 1644(1 vote) - Why Sales People Hate Cold Calling - by Submitted on Dec 14, 2009 from Kelley RobertsonCold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some ...
Views: 1103(1 vote) - Will Water Conservation and Water Saving Green Technologies Spur the Future of American Prosperity? - by Submitted on Oct 06, 2009 from Eric NelsonIn June of this year, California Governor Arnold Schwarzenegger asked President Obama to declare Fresno County a federal disaster area. The White House has not yet responded to Governor Schwarzenegger's request. Requests for presidential disaster declarations are much rarer for droughts than for ...
Views: 911(1 vote) - The Trifecta of Growth - by Submitted on Aug 15, 2010 from Erik TherwangerEveryone wants to improve their results, especially when it involves their income. Sales associates, business owners, managers, and leaders, attempt to structure their day to experience growth. I meet with people each day who are committed, dedicated, and passionate about building their ...
Views: 1409(2 votes) - The Little Known Secret To Sell My House Fast In Any Market - by Submitted on Oct 18, 2010 from Adam AyerDid you just ask yourself, "Where can I sell my house fast?" but you are puzzled on how to move forward in hard markets like Brooklyn, NY or California? If so, keep reading. In this article, I am going to give you a few solutions with their pros and cons. By the end of this page, you will be ...
Views: 980(5 votes) - 3 Ways to Assume the Throne and Own Your Category - by Submitted on Jun 14, 2013 from Lisa SasevichAt one point or another, most of us have experienced that feeling of wanting to be “discovered” for our area of expertise. We secretly hope that someday, someone is going to recognize our brilliance and tell the world about it. I have felt that way too. For decades, I secretly waited for that ...
Views: 1765(1 vote) - Avoiding Sales Mistakes as an early stage company - by Submitted on Nov 02, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Many early stage companies face a difficult struggle with their sales teams that can truly affect their ability to achieve long-term success. Building an effective, high-performing sales team as an early stage company can be a tremendous challenge that can ...
Views: 1198(1 vote) - 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) - Nip and Tuck – Three Quick Tricks for Writing SEO Copy - by Submitted on Apr 19, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com Have you ever been to one of those sites that has obviously been written to get high search engine rankings? You know the ones… they have copy that sounds like this: “When you buy quality silver jewelry from us, you know your quality silver jewelry is ...
Views: 1234(1 vote) - State of the Sales Nation: One Simple Tip for Drastically Refining Your Sales Pipeline in 2013 - by Submitted on Jun 24, 2013 from Casey FitzGeraldUnderstanding that no two sales pipelines are exactly the same, there’s a general flow that most follow. Typically, pipeline models start with some forms of discovery, prequalification, and qualification, before they move on to stages like solution design, customer evaluation, and proposal ...
Views: 1358(1 vote) - 10 Tips for a Successful Sales Day - by Submitted on Nov 27, 2012 from Vanessa SimpkinsWhether you’re in sales as a professional, an entrepreneur or a service professional, employing these 10 quick tips will make a big difference to your bottom line. 1. Make an intention for your day Get into the habit of predetermining your success; this is very important. We tend to run on ...
Views: 1432 - 3 Problem-Solving Steps for Sales Managers - by Submitted on Jul 26, 2007 from Nicki WeissMy sons are lovely human beings. They're helpful, funny, big-hearted, and cute. They are also extraordinarily challenging, each in his own way. Which is why I continuously seek out resources and information to help me deal with them, and to attempt to stay sane in the process. Last week I went ...
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