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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.
- 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) - 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: 1769 - Is the 3-foot Rule Dead? - by Submitted on Jun 04, 2009 from Russ McNeilIs the 3-foot Rule Dead? Or, more importantly, should it be? What is the “3-foot rule” anyway? It’s an old sales adage that means if you get within three feet of me, I’m going to consider you a prospect for whatever I’m promoting or selling. Some folks believe that the 3-foot rule is passé, ...
Views: 1767 - Sales Training - Spark Account Activity - by Submitted on Aug 31, 2012 from Henry OkwoManaging account activity of your sales reps is crucial especially if targets are missed on a regular basis. However sales managers must delve deep beyond mere account activity. They should determine how the particular account activity has progressed over time. The managers must find out how the ...
Views: 1767 - 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) - 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: 1765 - Persuasive Sales and Negotiation Techniques: The Perfect Ingredients - by Submitted on Nov 30, 2009 from stephanie stephanieWhen you baked a cake or cooked something, what do you think that makes it taste good? The greatest success of a chef is when somebody likes their special cuisine. A chef makes it sure that the ingredients they are using is the right one and when they starts to cook it, they follows the right ...
Views: 1764(1 vote) - The Importance of the First 30 Seconds - by Submitted on Mar 03, 2010 from Frank O'TooleA question that is often asked on sales training courses is ‘how should I dress?’ I think this is a vitally important question. You see a prospect will subconsciously have a perception of you built up in their mind in the first 30 seconds to 1 minute of a sales call. The old saying you only ...
Views: 1762(9 votes) - Sales Without Borders: What Salespeople Can Learn From Borders Books' Demise - by Submitted on Sep 06, 2011 from Matt Vassar"Not one single investor, in the whole wide world, thought Borders had a real economic future," tweets George Mason University economist Tyler Cowen. It truly is remarkable that Borders mismanaged itself so badly that it not only went deeply in the red, but also got to the point where things ...
Views: 1758(1 vote) - 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: 1754(3 votes) - 6 Strategies for Getting Past the Gatekeeper: Part 2 of 2 - by Submitted on Apr 06, 2012 from Justin McSharryGatekeepers, whether we love them or hate them, are a part of sales life. There is no magic pill as each gatekeeper is different and each situation demands a customized approach. In Part 1 of this series, I outlined the first three strategies for getting past the gatekeeper and mentioned two ...
Views: 1748 - 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) - 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: 1746 - 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: 1744 - Effective Presentations - by Submitted on Jul 21, 2016 from Lisa SasevichWhen it comes to presentations, be they in front of live audiences or virtually via powerful tools like teleseminars or webinars, people often worry the most about the last 15 minutes, when it's time to make an Irresistible Offer or invitation to work with you or come in for a consult. But if ...
Views: 1743 - 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: 1742 - What Sales Pipelines and Marketing Funnels can do for your Business - by Submitted on Mar 18, 2011 from Adele Howell-PryceIf you need to convince potential clients or customers to do business with you then you need to have either one of these mechanisms in place. Do YOU? So what are they and how do they help you grow your business? Well, a Sales Pipeline is simply graphic way of thinking, visualizing and ...
Views: 1738 - The Qualified Need - by Submitted on Oct 08, 2007 from Don McNamara CMCUnless you are in the top 2% of sales professionals worldwide it's pretty hard to create need. Only those who are able to ask questions which surface a subliminal need and then develop that need into want will be able to make that sale. Sales people should find other ways to identify need ...
Views: 1737 - Case In Point: Get A Full-Page Magazine Ad Free - by Submitted on Nov 21, 2002 from Karon Thackstonhttp://www.ktamarketing.com As you know, I am continually on the look out for innovative marketing ideas that bring a high return on investment. This one is truly creative! Thanks to Roosevelt Best of UK-based Naturally First and Astrology First for sharing his ingenuity – and his results – ...
Views: 1736(1 vote) - Sales Carpe Diem - by Submitted on May 28, 2010 from Drew Stevens PhDThe world of selling is very precarious due to the recent recession. Sellers are having very difficult times remaining focused and motivated. Buyers still worry about budgets since their businesses too continue to struggle. The major concern is the revenue is required- nothing happens without ...
Views: 1735(1 vote) - Selling Skills – 5 Steps To Obliterating Your Fear Of Selling For Good - by Submitted on Feb 02, 2011 from Jon DanielsMost business owners and entrepreneurs have no problem coming up with ideas of how to make money. The problem they do have, however, is a total sense of fear about taking their idea to market and find the people who pay for it. People will not just magically appear and freely hand over cash. ...
Views: 1733 - The 5 Qualities of Great Salespeople - by Submitted on Feb 06, 2012 from Justin McSharryThe difference between runaway business success and mediocrity often comes down to sales. Yes, you need a great product that uniquely addresses a market need. You need operations and manufacturing teams that can execute. However in the competitive world of complex “solution selling,” the ...
Views: 1733 - The Why of Social Media - by Submitted on Apr 07, 2009 from Barbara GiamancoThe explosion of social media into mainstream consciousness has seemingly come from nowhere. Though it may be new to you, the social media groundswell has been building for some time, and it’s fair to say that the buzz right now is deafening. While there is a growing familiarity with tools ...
Views: 1733 - 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: 1732 - Proving your Credibility in Business - by Submitted on Aug 25, 2016 from Lisa SasevichTestimonials and case studies attesting to the power of your work are great ways to prove your credibility, so that your ideal clients feel confident about investing in themselves through working with you. But what if you’re just starting out in a new field or niche and you don’t have that ...
Views: 1731 - How to feel more comfortable when making sales calls - by Submitted on Jan 23, 2017 from Sharon StilesIf you dread picking up the phone to make a sales call or speak to a client then you are not alone. Even extremely good salespeople can sometimes feel nervous when they have to speak to people on the phone. It can be extremely frustrating because you know you need to make the calls to find ...
Views: 1727 - 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: 1722 - If I Persist - by Submitted on Jul 05, 2007 from Eric Taylor"If I persist, if I continue to try, if I continue to charge forward, I will succeed." The above title is a quote from Og Mandino, the great American writer, sales guru and author of the bestselling book “The Greatest Salesman in the World.” It was the first book I read when I began my sales ...
Views: 1721 - 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: 1720 - All Relationships Are Assets - by Submitted on Mar 24, 2008 from Jim CathcartIn the 1980s I lived in Oklahoma, Tulsa to be exact. My speaking and training business was relatively new and one of my anchor clients was the Oklahoma Bankers Association. They hired me for a total of 27 different presentations over a few years and I wrote a monthly article in their magazine. ...
Views: 1719 - How to Manage Complex Sales - by Submitted on Jul 16, 2013 from Doug DvorakEveryone involved in selling will face situations involving many complexities including objections that can be quite often difficult to overcome. The key is making certain you are fully prepared to handle any type of situation that may arise. Your potential clients will have many needs, ...
Views: 1718 - 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: 1717 - Don't Be Your Own Worst Enemy - by Submitted on Feb 01, 2010 from Susan EnnsI participated in a few charity golf tournaments this summer. At each one, I kept hearing the same comments from some of the participants. “I never hit the ball well off the first tee.” and “I won’t make the putt because I am not a good putter.” Interestingly enough, everyone who made those ...
Views: 1714(2 votes) - Corporate Menu Planning Primer - by Submitted on Feb 17, 2011 from Diane CraigThe expression “attention to detail” has become something of a cliché on most job descriptions. What job doesn’t require attention to detail? But recently, I witnessed first hand, a group of professionals whose entire workload is attention to detail. My mission was to provide training for Event ...
Views: 1712 - Pop-Up Windows: A Nuisance or a Gold Mine? - by Submitted on Nov 21, 2002 from Karon Thackstonhttp://www.ktamarketing.com How many times a day do you see them as you surf the Web? Pop-up and pop-under windows have become a widely used marketing tool. But do they work? Are they just a nuisance, or are they really the gold mine that all the “gurus” claim? After doing a good deal of ...
Views: 1709(1 vote) - ***When You (Unknowingly) Say Something Offensive to Your Audience - by Submitted on Apr 23, 2013 from Nancy DanielsSome years ago, I was in London, Canada, speaking to a very large group of lawyers and their spouses about the power of the speaking voice. Part of my presentation on voice deals with color, which is the life, the animation, the emotion you express in speaking. In talking about this aspect of ...
Views: 1708 - 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) - 5 Proven Sales Rewards for 2011 - by Submitted on Jan 13, 2011 from Ralph BurnsOn this episode of Sales Management Mastery, on our continuing series of motivating and leading your sales team in a recession, we’ll tell you 5 proven sales rewards programs that work to motivate your sales team especially that one sales person that is motivated by rewards and prizes. A few ...
Views: 1704 - STOP Overcoming Objections - by Submitted on Mar 04, 2012 from Dave EisleyIn almost every sales training seminar or book on selling ever written, there is inevitably a chapter on “overcoming objections.” They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I’m here to tell you that is a ...
Views: 1704(1 vote) - How To Uncover Profit-Pulling Keywords for Your Pay Per Click Campaign - by Submitted on Apr 14, 2005 from Kathryn O'NeillChoosing to bid on the right keywords can be key to your pay per click success. By choosing the proper keywords - words that your potential customers would use to search for your product - you can pre-qualify web traffic and skyrocket your conversion rate. But how do you choose the right ...
Views: 1702 - Sharpen Your Selling Skills and Seize Opportunities - by Submitted on Jul 09, 2012 from Andrew HortonThe numerous changes we see all around us every day and the roller-coaster economy, has presented us with a few new and interesting challenges. Everything has changed, the markets are not the same, peoples buying habits and demand for products has changed. Innovation is driving new products, ...
Views: 1696 - Are You Netiquette Savvy? - by Submitted on Apr 07, 2009 from Barbara GiamancoAs the use of social media networking tools continues to grow in popularity, understanding the netiquette do's and don'ts of online communication is critical to your success. A blended word for “network etiquette”, Wikipedia defines netiquette as “a set of social conventions that facilitate ...
Views: 1693 - How to Change Minds - by Submitted on Feb 23, 2017 from David CostaThe secret to changing minds is extremely simple. So simple, in fact, you are probably not doing it. In order to change minds, you must first have a relationship with your prospect or client. That's it! You could simply stop reading at this point. You have been given the secret. Still ...
Views: 1688 - Whiteboard Story Selling—Revealed - by Submitted on Oct 16, 2011 from Milly SonnemanWhether you’re a CEO or a full-time entrepreneur of a small business, you’ve got a story to tell. A new product. A powerful invention. A transformation. But how can you get other people to listen? It’s tough to win attention, isn’t it? Most professionals agree that changing the way people ...
Views: 1683(1 vote) - The Importance of Business Training - by Submitted on Aug 15, 2014 from Tracey FieberGreetings! Thank you, today, for the opportunity to share my thoughts on the importance of business training, workshops, hiring and handling business more conveniently which are critical aspects of growing any business. This I would like to shed light on the importance of Business ...
Views: 1681 - 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: 1680 - Virtual Selling—Double Your Sales in ½ the Time - by "You can go 60 miles an hour in the car- but you can go 60 miles a minute on the phone."
Selling is about how many times you can get in front of how many potential clients to create how many opportunities to ultimately earn business.
But who says that getting in front of prospects has to be ...
Views: 1676 - Five Steps For Sales Success In A Slow Economy - by Submitted on Dec 08, 2008 from Doug DvorakA slow economy is a difficult time for business and no salesperson welcomes it. As total business volume slumps, triggering apprehension of deeper recession and pessimisms and uncertainty can prevail. However, it is an inevitable part of the economic cycle and businesses should learn to cope ...
Views: 1675 - The "At Leaster" Phenominon - by Submitted on Jul 15, 2009 from Brian AzarIf you've ever watched the opening of ABC's Wide World of Sports, then you've seen the winning runner break through the finish line, arms upraised in triumph, elated by the "thrill of victory." Of course, you've also seen the championship skier as he miscalculates and goes tumbling down the ...
Views: 1674 - WARNING to Home Based and Small Business Who Want to Buy Television Cable Advertising - by Submitted on Jan 08, 2005 from Dr. Letitia Wright, D.CCopyright 2005 Most small businesses will not even try to advertise on television. It’s too expensive and the audience is too broad. The ads on television are not targeted enough. Think back to the last time your entire family was gathered around a television set. It was fun family time, but ...
Views: 1671(1 vote)