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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.
- Become an Expert in Telephone Selling - by Submitted on Jun 06, 2011 from Peter O'DonoghueHave you have experienced the absolute pleasure of listening to a true professional salesperson closing a sale on the telephone. There is nothing like it and it really is something you must aspire to. There is no stress or anxiety in his voice, just a smooth confident flow which you just ...
Views: 821 - Don't Leave Closing the Sale to Chance - by Submitted on Jun 06, 2011 from Peter O'DonoghueUnfortunately, many average salespeople leave the closing of a deal purely to chance. Sure, they make some sales but if you compare their end results with those of a professional you will find there will be a massive gap. Professional and successful sales people always have a plan in place ...
Views: 816 - Successful Sales Planning Made Easy - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe main step you must take for successful sales planning is most definitely preparation. As with anything in life, to be successful you must have a written game plan. Lets not pretend it's easy, because it is not. But just because it is not easy does not mean you should put it ...
Views: 814 - Sales Training Tip - Using Time Management Techniques to Achieve Your Goals - by Submitted on Jun 06, 2011 from Peter O'DonoghueOne of the most important skills that any salesperson must utilize is to set out a strategy to achieve your objectives and to plan in advance how you intend to manage your time and sales territory to reach the end goal. It is often said that time is the most valuable asset of any sales ...
Views: 1023 - Close the Sale by Becoming a Friend - by Submitted on Jun 06, 2011 from Peter O'DonoghueYou know how important it is to make plans which will propel you towards your goals but what is equally important is actually talking to your customers. Everyone one of your customers will have different requirements. Make sure you take time to listen to their requirements and decide how you ...
Views: 792 - Fail to Plan, Fail to Sell! - by Submitted on Jun 06, 2011 from Peter O'DonoghueIt is a known fact that sales people hate planning. Let's be brutally honest here, most of us hate planning. Even though most sales people are motivated by actually taking action they wrongly assume that the time it takes them to plan their leads and administration is time that they just cannot ...
Views: 830 - Cold Calling - Is it Really That Bad? - by Submitted on Jun 06, 2011 from Peter O'DonoghueYou should really try to look at cold calling in a different light because it really can make a big difference to your personal and business success. I know what you're thinking, How can this be so important? There is a common misconception that cold calling is an unskilled job, a job that ...
Views: 1050 - Don't Allow Lost Sales to Get You Down - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be. It is highly recommended that you spend time to research and prepare for your clients before you make the ...
Views: 817 - Cold Calling Tips and Tricks - by Submitted on Jun 06, 2011 from Peter O'DonoghueIn an ideal world you would be getting a steady stream of enquiries all day long from people who were interested in the product or service you are selling. Unfortunately this just does not happen and you have to go out and find your sales prospects, and if you like it or not one of the most ...
Views: 1172 - Don't Stall the Sales Process - by Submitted on Jun 06, 2011 from Peter O'DonoghueThere are many points where it is possible for a sale to stall but the main three are as follows 1.After you have made the initial presentation, 2.The initial proposal 3.When the contract has gone to the legal department for verification. As the last point is really not a matter for ...
Views: 827 - The Curse of the Cold Caller - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of. They will often refuse to take your calls because they assume that you will just be wasting their time. End of, ...
Views: 896 - The Minute That Makes a Great Salesperson - by Submitted on Jun 06, 2011 from Peter O'DonoghueWhat can you say about a minute? That is what can you say about a minute other than it being 60 seconds. Well, what you decide to do with that minute can have a profound effect on your sales career. If you want to be successful, which I'm sure you do, then you must realise that every ...
Views: 737 - Closing the Sale, It's Easier Than You Think - by Submitted on Jun 06, 2011 from Peter O'DonoghueAre you having trouble closing leads? If so you are amongst the many sales people who find this most important part of the sales process to be a big problem This really is one of the most tricky things that salespeople face. It is so important that you learn how to deal with your prospects ...
Views: 802 - Laugh Your Way to Closing the Sale - by Submitted on Jun 06, 2011 from Peter O'DonoghueEveryone can probably remember a cartoon or television show that makes them laugh every time they think about it. And every time we think about it, it makes us laugh again and we tell all of our friends that they have go to watch it as soon as they get a chance. This kind of Humour, you ...
Views: 776 - How to Keep That Sales Seminar Motivation, Forever! - by Submitted on Jun 06, 2011 from Peter O'DonoghueMany sales people, from those with experience to newcomers to the industry, go to sales seminars hoping to learn the tricks to get rid of the many struggles associated with selling. The more hopeful amongst them are aiming to find the holy grail of selling techniques which will close every ...
Views: 831 - The Sales Motivation Secrets You Must Know! - by Submitted on Jun 06, 2011 from Peter O'DonoghueIt does not matter if you are salesperson of the year or if you are in the first week of your sales career, you will definitely come across a period of time where you will encounter a steady stream of 'No Thanks' During these challenging times it is very easy, despite the salespersons amazing ...
Views: 779 - Sales Tips - How to Use Framing in the Sales Process - by Submitted on Jun 06, 2011 from Peter O'DonoghueMaster sales people are adept at using a strategy called framing to communicate with prospective clients. Framing ensures their sales messages 'cut through the clutter' and distinguishes them as the credible sales resource for their product or service. Framing is not a difficult skill and it ...
Views: 5019 - How Well Do You Know the Consumers of Tomorrow? - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe sales world is changing and you should be aware of the impact of the changing tastes of consumers and how it can effect your business. Do you know what makes a millennial tick? The Millennials: Other wise known as the Generation Y, the Echo Boomers and the Net Generation, they are ...
Views: 773 - One Change in Your Sales Offer Can Make You 30% More Profit Instantly - by Submitted on Jun 06, 2011 from Peter O'DonoghueUsing Behavioural economics To Increase Sales In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. ...
Views: 740 - Cold Calling - Do You Want More Confidence in Your Ability to Sell? - by Submitted on Jun 06, 2011 from Peter O'DonoghueOne of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold ...
Views: 915 - Sales Training - How is Your Cold Calling Attitude? - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe way You approach cold calling will have a big impact on the success You have. If you're constantly saying to yourself "They won't be in" "They will be in a meeting" "They will have just come back from lunch" "They won't want to talk to me" "They are probably ...
Views: 1346 - Do You Always Have Trouble Closing Sales? - by Submitted on Jun 05, 2011 from Peter O'DonoghueI was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ...
Views: 796 - Sales Training Tip - Most Sales Come Down to Price - Right? - by Submitted on Jun 05, 2011 from Peter O'DonoghueI was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ...
Views: 751 - Sales Training Tip - Most Sales Come Down to Price - Right? - by Submitted on Jun 05, 2011 from Peter O'DonoghueIt's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale ...
Views: 684 - Selling in a Recession Part 1 - Confidence and Escapism - by Submitted on Jun 05, 2011 from Peter O'DonoghueWe are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction. One of the key areas that I have ...
Views: 791 - Negotiation Techniques - How to Win by Not Negotiating Against Yourself - by Submitted on Jun 05, 2011 from Peter O'DonoghueNegotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a ...
Views: 963 - Sales Training For Service Businesses - Why Should I Use You? - Part 3 of 3 - by Submitted on Jun 05, 2011 from Peter O'DonoghueIn my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together? If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of ...
Views: 641 - Sales Training For Service Businesses - Why Should I Use You? - Part 2 of 3 - by Submitted on Jun 05, 2011 from Peter O'DonoghueIn part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness. Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask "If you can't articulate why ...
Views: 694 - Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3 - by Submitted on Jun 03, 2011 from Peter O'DonoghueIt's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not ...
Views: 795 - How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You? - by Submitted on Jun 01, 2011 from Peter O'DonoghueLast year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of ...
Views: 760 - Can you answer the seemingly easy sales question - Why should I use you? - by Submitted on Jun 01, 2011 from Peter O'DonoghueLast year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits ...
Views: 1099 - Six Questions You Absolutely Need the Answers to for Sales Success - by Submitted on May 28, 2011 from Mike SchultzEver know anyone who you knew could do something but still didn’t do it? We know a lot of people who could succeed in sales – they have the knowledge, they have the skills, and they know the process, but they don’t actually succeed because something else is holding them back. Our most ...
Views: 821 - Goal-Setting for Sales Success - by Submitted on May 28, 2011 from Mike SchultzA colleague of mine who’s a young serial entrepreneur has a sign over his computer. It reads, “Goal: Own the San Francisco 49ers.” And it has a date that’s not so far away. When we talk I always ask about progress. Last week I asked him, “Can you at least buy the 22ers yet?” Interestingly ...
Views: 891 - Methods to Stop Your the Fear of Cold Calling - by Submitted on May 27, 2011 from Archie J. JohnsonMany of us truly don't like cold calling. It’s one of the most dreaded of all sales process, to cause the most denial. But you can find fantastic methods to think in a different way about cold calling. We are able to take away the unfavorable experience that’s typical for both caller and ...
Views: 1349(1 vote) - ***Selling Tips, 4 Steps for Closing Phone Inquiries - by Submitted on May 25, 2011 from Sam ManferTelemarketing Tips, Closing Incoming Telesales for Call Centers Interest and credibility are the keys to successfully leading incoming callers to buy your products or services. When someone calls into your business, be it your, receptionist, multi-person phone bank or home office with an ...
Views: 2165 - Dealing with the "I'm Happy With My Current Vendor" Objection - by Submitted on May 24, 2011 from John CameronHearing the objection "I'm happy with my current vendor" from a prospective customer is a wonderful thing! Why? There are two reasons for a customer to tell you "I'm happy with my current vendor", and both are good. The first reason is that bad sales people out there have trained him to use ...
Views: 2810 - THE POWER OF - by Submitted on May 20, 2011 from Adrienne MarksZig Zigler said : Motivation doesn’t last – well neither does bathing – that’s why we recommend it daily!! Makes sense doesn’t it? Yet how many times do we start doing something ‘positive’ only to find maybe a week or so in we’ve lost the ‘motivation’; we don’t ‘have the time’; we’re ‘too ...
Views: 866 - ***Unbeatable Cold Calling Techniques for Telemarketing and Out Going Call Centers - by Submitted on May 16, 2011 from Sam ManferInterest and credibility are the keys to successful cold calling and outgoing phone selling. With cold calling, you have to develop interest within the first 7 seconds. When the prospect first answers, this is not the time to tell who you are or where you're from. You may think this ...
Views: 4071 - How Are You Listening? - by Submitted on May 12, 2011 from Bill SayersRecently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested. She got very annoyed and was adamant that I must want to replace some of the windows. ...
Views: 816 - How are you Presenting Yourself? - by Submitted on May 12, 2011 from Bill SayersHow are you coming across with the people you meet? How do you present yourself? What happens when you walk into a room? What does the person see and feel about you? Who are you? You have to be comfortable with who you are and what makes you “You”! Who Are You? A study was done by a group of ...
Views: 1375(1 vote) - Product versus Service - by Submitted on May 12, 2011 from Bill SayersDuring my 25-years in corporate sales life I sold both products and services. Sales people who inform me that they sell a service and that is more difficult than selling a product and it is a different sale, constantly approach me. I ask them how their business is going and they usually say – ...
Views: 776 - Who’s in your Community? - by Submitted on May 12, 2011 from Bill SayersWhen I was growing up I lived in a small town. There was a real community to the town. My family’s community included rural and town people, church members, schoolteachers, community business and political leaders and friends. Everyone looked after and kept an eye out for members of the group. ...
Views: 876 - What are You Doing to Change the Game? - by Submitted on May 12, 2011 from Bill SayersAre you still playing your sales game the same way you did three years ago? Are you doing the same things you have done for years? Are you struggling and can't figure out why? Are you having the same success you enjoyed in the past? What are you doing to change your "Game"? Why Change? I was ...
Views: 770 - What Social Media are you using? - by Submitted on May 12, 2011 from Bill SayersSocial Media is here to stay; so what are you doing with it? Facebook, Twitter, Jigsaw, LinkedIn and blogs are just some of the many sites that are available for you to use in your business. The question is – Are you using these tools. I don’t think you need to be using them all – they can ...
Views: 619 - What Makes You Successful? - by Submitted on May 12, 2011 from Bill SayersHow do you measure your success? When do you know when you have been successful? What is your vision of success? 85% of all lottery winners are bankrupt 5 years after they win the lottery. Obviously money did not make them more successful. Where do you keep that file folder with your written ...
Views: 1260 - The Value of Good Customer Service - by Submitted on May 12, 2011 from Tom HopkinsOne of the biggest challenges facing any business is keeping in balance. In many businesses, more emphasis is put on getting new business than serving existing clients. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. Poor ...
Views: 3556(2 votes) - Closing from a Distance - by Submitted on Mar 01, 2016 from Tom HopkinsIn the past, most companies have divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products. So, companies are more likely to claim as your territory any client who has a need ...
Views: 3393(1 vote) - Make yourself valuable to others - by Submitted on May 07, 2011 from Jacque MillerMake yourself valuable to others When I think about the basics of networking three things come to mind: What do I want? How do I get there/it? And how do I make myself valuable? If you know the answers to these three questions then you are probably well on your way to networking your way to ...
Views: 5310(2 votes) - The Art of Asking Questions - by Submitted on May 07, 2011 from Michael BeckMastering the Art of Asking Questions is essential if you want to succeed. It's not simply a matter of getting in the habit of utilizing questions in your interactions with people. It's really about learning how to ask the right questions at the right time. Whether you're having sales ...
Views: 894 - The fundamental Guidelines Associated with Sale - by Submitted on Apr 29, 2011 from sturat jeffThe guidelines of the public sale Regardless of whether on the internet or even traditional, online auctions are very well-liked and also have already been a significant appeal with regard to entrepreneurs in addition to typical people also it been around so far as it's possible to find in ...
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