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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.
- Ten Characteristics of a Great Manager - by Submitted on May 28, 2007 from Tom HopkinsBeing a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together, it takes a while to get everything to fit smoothly. The second time you attempt to make the pieces fit, you are a little more familiar with the pattern. Each time after that, it ...
Views: 34405(47 votes) - Reading Body Language for Sales Professionals - by Body language is fascinating. People rarely recognize how much information they give off and how noticeable it is to the human eye. Even to the untrained human eye.
I can remember coming home from school as a child after having a tough day and seeing my mother. Instantly she would look at me ...
Views: 31215(5 votes) - Talk too fast? Techniques to slow down - by Submitted on Dec 16, 2010 from Katie SchwartzOne of the most frequently expressed concerns about a person's speech is that she (or he) talks too fast. This can be a real career issue, because your listeners want to understand you the first time. People talk too fast for several reasons. Mostly, they do it because they are nervous. They ...
Views: 19988 - Powerful Words in Sales - by Submitted on Feb 03, 2005 from Greg WoodleyI’d like to discuss the most powerful words you can use during the selling process. After all Rudyard Kipling said, “Words are the most powerful drug used by mankind.” Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you ...
Views: 17761(3 votes) - Sales Commissions...A Tool For Success - by While commission-based compensation isn’t the only—or even necessarily the best—way to compensate a sale force, it is predominate in most industries that rely on a direct personal sales force to market their products or services. The basic problem with many of these commission plans is that they ...
Views: 17183(3 votes) - Follow-Up vs Follow-Through - by Submitted on Aug 05, 2009 from Tony AlessandraWhat is your “follow-up reputation” in your business? Is it ‘always and promptly’? Or, is it ‘usually fairly timely’? Or, could it be ‘doubtful it will get done’? The highest performers keep their promises and exceed the expectations of their prospects and clients. Be a bear about this one. ...
Views: 14321 - Appointment Setting Cold Calling Scripts to Grow Your Small Business Sales - by Submitted on Mar 08, 2009 from Stephen CraineAppointment setting cold calling scripts will help you to make sales appointments that will benefit your small business by using a sales appointment process as a base for your call. If you are making sales appointments for your business now and getting it wrong, it’s costing you time and money, ...
Views: 13767(2 votes) - Sales and the Law of Attraction - by Submitted on Jul 08, 2004 from Bob DoyleI’m about to challenge your belief system, or at least I’m going to try.I’m going to tell you exactly why you make a sale, and why you do not.By doing this, I’m going to give you access to some extraordinary principles that seem to fly in the face of logic, but nonetheless are at work in your ...
Views: 11970(2 votes) - The Feel Felt Found Sales Objections Technique - by Submitted on Feb 07, 2009 from Stephen CraineA sales objections technique that‘s really effective for retail and showroom sales. Feel Felt Found and has been used and proven successful for direct sales to the public. It works on those sales objections that are formed by customer’s feelings. Used by many small businesses, and people ...
Views: 11271 - How to Write and Deliver a Speech That Will Get You Clients - by Tips for Writing a Great Speech
1. The first step is to ask yourself what you hope to accomplish with your presentation. Without an outcome in mind, your speech may be bland and even boring. Once you know what you hope to accomplish, you can begin.
2. Decide the major "must make points" of ...
Views: 10128(2 votes) - Practice the Seven Secrets of Sales Success - by Excerpted from Brian Tracy's Be A Sales Superstar, published by Berrett-Koehler
There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these principles is virtually guaranteed to move you to the top ...
Views: 9374(1 vote) - Closing the Sale: Big Mistakes that Cause Your Customers to Buy from Someone Else - by Submitted on Dec 30, 2010 from Doug StaneartClosing the sale can be one of the trickiest parts of the selling process if you make a few mistakes. You’ve worked really hard to get tons of new people looking at your website and all of those great leads start flowing in. Now the most important part takes place. You have to turn those ...
Views: 9094(4 votes) - How to Use Hidden Hypnotic Commands in Normal Conversation - by Submitted on May 25, 2009 from Wesley AndersonIn one of Edgar Alan Poe's short stories, a stolen letter was hidden out in the open on the desk of one of the characters. Because it was in an envelope from another writer, the searchers looked at it, but never thought to check inside the envelope. In a similar way, it is possible to hide ...
Views: 9075(2 votes) - Definition: Selling Skills - by Submitted on Apr 21, 2008 from Shelly WalkerI love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills. “There’s a born ...
Views: 8888 - 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) - Negotiation Skills Top 10 Tips - by Submitted on Jan 30, 2012 from Harri Saar10 Rules Of Negotiation: 1. Don't negotiate Sell to the problem. They make a decision based if they are willing to pay x amount of money for that solution. 2. Don't negotiate with yourself We all have tendency to lose a bit of a confidence. Ex: what is the other guy thinking? What ...
Views: 8484(1 vote) - Definition: Closing Sales - by Submitted on Apr 21, 2008 from Shelly WalkerClosing the sale or gaining the commitment is part of the sale process. However, many sales professionals to service professionals view closing more as a singularity instead of a process. This results in the less sales and more frustration. Sound familiar? Yes, there are specific skill sets ...
Views: 8011 - Top 35 Sales Tips Mostly for Introvert and Shy Salespeople - by Submitted on Nov 26, 2008 from Patricia WeberIn 1998 I wrote my first book, Sales Skills for An Unfair Advantage: 104 Sales Tips for People in a Hurry. Sales professionals still seem to be in a hurry! With speed in mind and a focus being to help in particular, here are 35 tips to help introverts and shy to sell more easily. Sales ...
Views: 7956 - Sales Tip - What's The Best Day Of The Week - by Submitted on Dec 10, 2007 from Jim MeisenheimerHere's a sales tip - the best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. When you're reading the morning newspaper and don't see your name in the obituary - declare it a great day. Some salespeople ...
Views: 7656 - Positive Attitude in Sales - Use These Words That Sell - by Submitted on Mar 15, 2010 from Kate TammemagiA positive attitude is a key sales tool. A positive attitude is something sales people work on, practice, sharpen and tune. Attitude breeds attitude, and if you are negative, the other person will be negative. Positive thoughts lead to positive language, and this is the language that sells. ...
Views: 7643 - Conducting Effective Training Workshops - by Submitted on Jul 31, 2008 from Vincent PetersConducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Views: 7170 - How to Become an Effective Salesperson: 3 Helpful Tips to Explode Your Sales - by Submitted on Jul 12, 2009 from Michael LeeIf you want to know how to become an effective salesperson, you must first know how to take care of your customers. Why? Because customers are your life source. They’re the ones responsible for the sales of your company. They’re the ones who will tell their friends whether to do business with ...
Views: 6825(2 votes) - Burn the Ships! Succeed or DIE! - by Submitted on Feb 25, 2011 from Rob LianoIn the early 16th century, a Spanish conquistador led an expedition that caused the fall of the Aztec Empire and brought large portions of mainland Mexico under the King of Castile. He was a part of those that began the Spanish colonization of the Americas. His name was Hernando Cortez. There is ...
Views: 6712(3 votes) - 5 Outbound Telemarketing Tips to Save Time - by Submitted on Aug 02, 2010 from Derek HollandThere are many theories on how to best reach out to customers through telemarketing. The different strategies and approaches are so ubiquitous, you may wonder how they could possibly work. Before you decide that it’s time to reinvent the wheel, remember that the strategies you see repeated ...
Views: 6579(1 vote) - Short Selling - Profit When Prices Fall - by Submitted on Oct 28, 2016 from Misty JhonesIf you were told that it is possible to profit from a stock that has a falling price, would that make sense to you? Although it does sound counterintuitive, it is possible to do so by a practice called “Short Selling”. By using short selling, you will be able to take advantage of a stock that ...
Views: 6406 - What do Monkeys, Lions, Elephants and Dolphins have to do with marketing? - by Submitted on Apr 08, 2011 from Helen DowlingAbout a year ago now, I went along to a presentation on sales. The presenter advised us to think about people’s personalities when selling as four key animals – Monkeys, Lions, Dolphins and Elephants. Although all of us have a mixture of these personalities within us, we’re all dominated by one ...
Views: 6232 - THE SALES CALENDAR -- BUILDING MONTHLY SUCCESS -- DAY-BY-DAY - by Submitted on Jan 05, 2005 from Jamie AlbertLooking to make your month the greatest ever? Who isn't? Ask any successful salesperson the secret for having great months and they will all say -- positive attitude, creative preparation, and consistent performance. To succeed month to month, you must execute day to day. Here are 31 creative ...
Views: 6160 - ***Getting People to Buy - by Submitted on Mar 01, 2016 from Tom HopkinsWhat do people want when they come into your place of business or contact you? What makes them choose your product over someone else’s? The specific answer to those questions can only come from your satisfied clients. However, I can address the general answers to help you get started on ...
Views: 6093(4 votes) - K.I.S.S.--Simplify the 3 P's to Sales Success - by "The easier you make it to buy for your prospects, the more they will."
K.I.S.S. - Keep it Simple Silly.
But simplicity goes beyond just ensuring you do not talk technical when describing offerings to prospects. It means keeping everything about the sale simple. It means recognizing that ...
Views: 6004(1 vote) - Sales Rebuttals For Sales Objections - by Submitted on Mar 22, 2008 from Louis JordanTo overcome sales objections we must, first, understand who creates the objections, and why. Only then can we develop appropriate sales rebuttals. Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons for ...
Views: 5863 - 5 Ways to Increase the average Dollar Spend per Customer - by Submitted on Feb 19, 2011 from Andrew McCombeBusiness owners have a goal, and that is to make money. There are two ways that you can go about doing this. You can bring in more customers, and not just to your brick and mortar operation, but to your website as well. The other thing you can do is to get customers to buy more, and do it more ...
Views: 5834 - Conduct Sales Meetings that Inspire Results - by Conduct Sales Meetings that Inspire Results To be an effective professional sales meeting, it must follow the same set up and processes as in a Professional Sales Call.
Have you ever sat through a sales meeting during which you have asked yourself "what in h... am I doing here?" Well, you're ...
Views: 5799 - Objection Handling Techniques - by Submitted on May 10, 2007 from Niall DevittThe ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level the prospect has or is considering buying and should be welcomed by the salesperson. An objection is a ...
Views: 5787 - The Bricklayer: 5 Steps to Building a Successful Career - by Submitted on Mar 01, 2011 from Rob LianoHave you ever seen a bricklayer do their job? Initially, you can’t really tell what they’re building. The first brick is put in place. Just one. And then the second and so on. It appears so small and insignificant at first and then over time it becomes something, a fence, a wall, a house, a ...
Views: 5768(3 votes) - Winning Sales Strategies of Top Performers - by Submitted on Oct 23, 2003 from Barbara SanfilippoTo achieve the critical edge over your competition, consider these seven sales strategies of top performers. ATTRACT BUSINESS TO YOUImagine being flooded with phone calls and emails from hot prospects requesting information on your products and services. Top performers have a philosophy that ...
Views: 5602(2 votes) - Salesperson’s Magic Bullet - 4 Ways to Smile When You Talk - by Submitted on Jul 09, 2009 from Roger SeipI was driving around last week listening to a guy named Andy Andrews in my car, and he said something that hit me right between the eyes. Mr. Andrews (author of the book The Traveler’s Gift) was saying that if he was allowed only 1 minute on stage and one thing to say that would change ...
Views: 5593(4 votes) - 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: 5591(2 votes) - ***How to Set and Achieve Your Goals - by Submitted on May 28, 2007 from Tom HopkinsHere are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life. 1. Your ...
Views: 5574(1 vote) - Everything is A State of Mind - by Submitted on Jun 14, 2007 from Jeff GeeEverything starts with a thought. What you think about eventually creates what happens in your life. I say ‘eventually’ because can you imagine if there was no time lapse between what you thought and what actually happened: like you’re sitting in your living room daydreaming about tigers and ...
Views: 5565 - How to Persuade People to Buy from You - by Submitted on May 22, 2009 from Michael LeePersuasion techniques are probably the most important strategies you need in life. If you’re handling your own business, you would need persuasion techniques to close a deal. If you’re a teenage girl, you would need persuasion techniques to convince your parents to buy you that dress. So you ...
Views: 5548 - 10 Guerilla Small Talk Techniques - by Submitted on Aug 08, 2007 from Nicki WeissI recently read about a study of MBAs 10 years after they graduated. Researchers at Stanford School of Business found that Grade Point averages had no bearing on their success. Surprisingly, a major deciding factor was their ability to converse with others. The skill of connecting in short, ...
Views: 5539 - Hit the Prospects Hot Buttons to Close More Sales - by Submitted on Aug 25, 2009 from Geoff FickeAt the conclusion of every sales presentation the salesman will have achieved one of three results: a sale is made, a sale is lost or valuable information is gleaned that can result in building a relationship. The third result can be called identifying the “hot button”. Obviously, the purpose of ...
Views: 5501(3 votes) - A Powerful Competitive Advantage: The Confirmation Call - by Submitted on Mar 02, 2009 from Transform, Inc.In working with our clients we are always looking for ways to differentiate them from their competition. One behavior we've found that does this is for the organization to commit to confirming an appointment at least one day prior to the appointment. While most physician and dentist offices do ...
Views: 5496 - What am I Doing Today? - by Submitted on Nov 04, 2010 from Bill SayersWe all need plans and to have a sense of what we need to do to be successful. Very few sales people have written plans for their business or their personal goals. They tend to say: I know what they are and I know what I need to do. Yet at the end of a year they are rarely happy with the results ...
Views: 5449 - Network Marketing 101 : for Beginners - by You¹ve just decided to make THE move. You are considering joining a Network Marketing Company. Maybe you¹ve already found one. Great!
You¹ve spent some time evaluating the best ones, with the best products, the best compensation plan, the best trainingŠ and finally you have made your choice. ...
Views: 5319(1 vote) - Selling Techniques - How to Convince People to Buy From You - by Submitted on Jun 09, 2011 from Peter O'DonoghueHave you heard the saying "People buy people?" If you have been in sales or business any length of time then you would have heard this a thousand times. The trouble is no one has ever really been able to show you how you can go about selling yourself - until now, that is. You might work ...
Views: 5318 - Productive Joint Field Work-A Five Step Process - by Submitted on May 28, 2010 from Susan EnnsJoint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is ...
Views: 5307(1 vote) - 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: 5297 - What You Must Do Immediately When An Employee Leaves Your Company - by Submitted on Jul 28, 2010 from Susan EnnsI have been trying to track down a billing issue with a company for over a month. After sending yet another follow up email to my account manager today, I finally received a response. It started out by saying “So-and-So is no longer with our company…” The first thing that crossed my mind was ...
Views: 5237(1 vote) - Sales Professionalism - by Submitted on Mar 01, 2016 from Tom HopkinsThe challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ... The ...
Views: 5113(2 votes)