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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.
- 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: 3719(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: 3585(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: 5501(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: 1093 - 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 ...
Views: 570 - Sales Prospecting Best Practices - by Submitted on Apr 28, 2011 from Kelley RobertsonProspecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people don’t invest enough time to this integral sales strategy. Part of the problem is that very few companies teach sales reps how to ...
Views: 1080 - A way to Finish the Cold Calling Game of Chasing a Sale - by Submitted on Apr 29, 2011 from Archie J. JohnsonOur thoughts tend to be always at the foundation of our behaviors. If our thoughts are fixed on the aim of making a sale, then we’re certainly not being forthright. We’re not centered on the chat or the reality of the situation. We’re going after persons -- or at least going after the ...
Views: 845 - ***C-Level Relationship Selling – Gaining the Confidence Required for Selling High - by Submitted on Apr 26, 2011 from Sam ManferIt's uncomfortable selling to C-levels and influential leaders. They are hard to get-to and they are intimidating to talk with. They have an air of superiority and power. The only way to handle these C-levels and top executives is with confidence. Confidence is a sales person’s biggest ...
Views: 1840 - How writing sales prospecting emails and negotiation emails is different - by Submitted on Apr 23, 2011 from Kendra LeeHave you noticed that suddenly you’re negotiating with your customers and prospects through email? They don’t have time for face-to-face or phone meetings. Instead, they’d just like “a few quick questions” answered through email so they can make a decision. As this occurs, it’s critical that ...
Views: 855 - Sales Trainer - Three Simple Ways to Instantly Inspire Your Business Brain - by Submitted on Apr 23, 2011 from Nancy DrewAre your well-intentioned plans from January a distant memory? Has your excitement dwindled to the point of feeling like drill? Are your work hours increasing while motivation is simply a word that one of your all-too-perky and over-caffeinated work colleague’s could do with less of? If so, then ...
Views: 1006 - How to Create and Deliver a Killer Sales Presentation - by Submitted on Apr 19, 2011 from Kelley RobertsonEveryone who sells a product or service is required to deliver a sales presentation from time to time. Whether it’s an informal presentation to one over coffee or a formal presentation to a group of decision makers, these sales presentations can make or break your ability to move the sales ...
Views: 1312 - Cold Calling with Honesty - by Submitted on Apr 22, 2011 from Archie J. JohnsonYou probably never explain to potential clients your true goal in calling them, however, you don’t need to. They’re already aware, since we’re all sensitive when the telephone rings and it actually is somebody we don’t know. In the classic standard sales training, we mastered the latest ...
Views: 775 - Basic strategies for successful B2B sales - by Submitted on Apr 19, 2011 from Nick CassellsSalespeople come in many shapes and sizes, and generally speaking, different sales techniques are right for different markets. Consumer selling is a good example – some sales staff takes their product directly to the customer, while others let the customer come to them. However, selling a ...
Views: 2417 - Don't Discount Your Value - by Submitted on Apr 15, 2011 from Young KimTwyla runs a training business. One of her biggest pet peeves is when potential trainees ask for a discount. But one particular trainee sent her over the edge. The trainee asked if Twyla would be willing to train five people for free if the trainee gave Twyla a free training space. First of ...
Views: 1173(4 votes) - Some Customers Are Worth Losing - by Submitted on Apr 15, 2011 from Young KimIn "A Bronx Tale" (dir. Robert De Niro), the main character, Calogero, befriends a gangster, Sonny. Calogero and Sonny are driving around one day, and Calogero spots a guy who owes Calogero some money. Before young Calogero goes running off, the old and wise, Sonny, stops him. Turns out ...
Views: 1172(4 votes) - Win the Networking Game - by Submitted on Apr 15, 2011 from Paige BurkesWhen was the last time you attended a personal or professional networking meeting (personal networking meeting = party)? Did you go with someone or did you go alone? For many people, the thought of showing up alone to a room full of strangers is a very frightening thing. It definitely was for ...
Views: 1154(1 vote) - The Three Important Cs of "Selling" Your Service - by Submitted on Apr 15, 2011 from Kaya SingerI talk to lots of entrepreneurs who say they don't like selling and they won't acknowledge this important aspect of their business. They figure that people will just gladly offer them money and they won't have to ask for it. Most of these people are also struggling to make ends meet because ...
Views: 1192 - The Way To Prevent Cold Calls From Being Uncomfortable - by Submitted on Apr 15, 2011 from Archie J. JohnsonCan not you tell when somebody wants something from you? We definitely can easily. And yes it often seems annoying and invasive. Thus you might understand, then, the reason why clients will usually run for cover once your cold call is just almost “making a sale.” Most of the people sense ...
Views: 769 - How to Beat Your Competition - by Submitted on Apr 08, 2011 from Mike BrooksMany sales reps send me emails asking the same thing, "How can I sell against my competition and win the deal?" They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and whistles, ...
Views: 1201(1 vote) - The One Email Guaranteed to Get You a Response! - by Submitted on Apr 08, 2011 from Mike BrooksEver had a client or prospect never get back to you? Because you're in sales, then I know it's happened to you (or is happening with several of your clients or prospects right now!). If you ever find yourself in a place where you've qualified a prospect, sent information to them on your ...
Views: 1167(1 vote) - 4 Secrets to Attracting What You Want - by Submitted on Apr 08, 2011 from Mike BrooksPeople ask me if I believe in the Law of Attraction. I tell them that not only do I believe in it, but I use it every day to attract the kind of life I want. In fact, using the Law of Attraction is as important a part of what I do as is picking up the phone and speaking with clients, ...
Views: 1156 - 5 Closing Questions You Must Be Asking - by Submitted on Apr 08, 2011 from Mike BrooksI get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I'm glad to see these requests because it means people understand the importance of identifying and then spending time with ...
Views: 1225(1 vote) - MLB and Recording Your Calls - by Submitted on Apr 08, 2011 from Mike BrooksI was reading an article by my favorite sports writer, Peter Kings, last week, and he had this small section about his recent visit to the Ranger’s dugout: “Thanks, Jon Daniels, for showing us around the ballpark in Arlington. What amazed me is the video sophistication. Behind the Rangers’ ...
Views: 1085 - 4 Ways to Get Out of a Sales Slump! - by Submitted on Apr 08, 2011 from Mike BrooksLet's face it - every now and then sales don't seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what's important is that we keep control of our ...
Views: 1234 - 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: 6168 - 12 Ways to Sell Against an Entrenched Competitor - by Submitted on Apr 08, 2011 from Mark S A SmithWhen you sell into an established market, if you're going to grow your share, you'll have to take business away from your competitor. Dislodging an entrenched vendor isn't easy, but it is possible and I'm going to show you how! Try these tactics next time you hear, "We're happy with our ...
Views: 3739(3 votes) - Managing your Sales Leads Through The Sales Cycle - by Submitted on Apr 10, 2011 from Kate TammemagiThe best of the best sales people find managing their sales leads through the sales cycle challenging, but essential. Controlling activities at each stage of your sales cycle is key to success in sales. The Sales Cycle is a great model to use to help you to plan, to set goals and to increase ...
Views: 831 - Are you writing sales negotiation emails like prospecting emails? - by Submitted on Apr 07, 2011 from Kendra LeeEmail has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss proposal terms in email. Some savvy sales reps even ...
Views: 818 - How To Build Excellent Relationships In Cold Calling - by Submitted on Apr 10, 2011 from Archie J. JohnsonIn some cases the best solutions would be the simplest. Concentrating on relationships when doing cold calls is one. It maintains us genuine, and eliminates our dread of doing phone calls. We’re real individuals dealing with real things. We are thinking about the dialogue, and it ...
Views: 2157 - Using the Marketing "Free Offer" - by Submitted on Apr 06, 2011 from Emma TylorWhat are you currently offering your potential clients for free? Do you have at least one irresistible offer that will make your ideal clients feel like they need to sign up (i.e. opt in) right away so that they can access this great information? If not, then you are doing your business a ...
Views: 1259 - What to Do When You Can’t Keep Your Delivery Commitment - by Submitted on Apr 03, 2011 from Mark S A SmithI had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew ...
Views: 3622(3 votes) - Pursuing Best Practices - by Submitted on Apr 03, 2011 from Joel AndersonInertia can be a powerful force. Often times in business, the decision not to act and to stick with the same practices is the easiest one to make. However, the ease of sticking with the same shouldn’t allow sales managers to accept the status quo. Maximizing ROI and finding best practices are ...
Views: 1445(1 vote) - 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: 1756 - Setting Goals for Success - by Submitted on Apr 03, 2011 from Joel AndersonIn the opening line of Anna Karenina, Leo Tolstoy states that “Happy families are all alike; every unhappy family is unhappy in its own way.” The same could also be said of companies with successful sales strategies. There are hundreds of different ways that a sales team can frustrate their ...
Views: 1312 - Selling Annuities through a Focused Approach - by Submitted on Apr 03, 2011 from Joel AndersonThe sale of annuities can be a difficult field. Annuities are a very specific product that’s geared towards a relatively narrow segment of the population. As such, each individual lead carries a great deal more weight in annuity sales than in other insurance products. Brokers accustomed to ...
Views: 1365 - Data First - by Submitted on Apr 03, 2011 from Joel AndersonIn his popular 2003 book Moneyball: The Art of Winning an Unfair Game, author Michael Lewis details the way Oakland A’s GM Billy Beane cleverly managed to field a consistently excellent team despite spending half of what big-market teams like the Yankees and Red Sox were spending. His approach ...
Views: 1386 - Vinyl decals, Inexpensive solution for your marketing needs - by Submitted on Apr 01, 2011 from Simon WilliamsFrom classic two toned themes to flashy and funky designs Vinyl decals are very top of the line printing items to be used for different purposes. Kind of designs, shapes you could create with vinyl decals were never possible with older technologies and materials for stickers. With the emergence ...
Views: 838(1 vote) - Top Sales Techniques And Psychology – How This Can Work for You! - by Submitted on Apr 08, 2011 from Karen Keller, Ph.D.Marketers have been using logic and emotion for years in selling their products and services. So how does this work? It’s all about the decision making process and the triggers that make a difference between yes or no. Sometimes these triggers can be impulses, or they are coupled with logic or ...
Views: 758 - Discover How Sales Training Courses Can Increase Company Profits - by Submitted on Apr 05, 2011 from Archie J. JohnsonThere are several ways to present sales training. It has been customary to provide instruction to large groups of people in workshops or seminars. In recent years it is becoming more convenient and cost effective to offer training using online webinars and online courses. Also, CDs and DVDs are ...
Views: 619 - CRM Is Crucial To Business Success - by Submitted on Mar 28, 2011 from Sarika PeriwalThere is a general buzz surrounding Customer Relationship Management these days declaring it to be the cornerstone of success for any company. Self proclaimed gurus offer consultancy services to help improve the CRM systems of companies. So what exactly is Customer Relationship Management all ...
Views: 1137 - Widely Used Roll up Banners - by Submitted on Mar 27, 2011 from Simon WilliamsMostly the roll up is also known by the title of roll up professional because they are normally used in the professional areas. Now the roll up becomes the part of the society and it plays an important role in any professional field whether there is the educational institution or any company of ...
Views: 823 - Learning the Power of Negotiating in Sales - by Submitted on Mar 27, 2011 from Ben SandersonOne of the most important parts to the selling process is pure negotiation. It's a valuable skill we needs to close deals and provide the perfect pitch. One of the best ways to do this is by reading the Power Negotiating for Sales People by Roger Dawson. It helps you focus on how to negotiate ...
Views: 769 - How to make bold marketing statements with rollup banners - by Submitted on Aug 13, 2011 from Simon WilliamsWith a rollup banner, you are able to walk into any corporate boardroom with a lot of confidence and get the attention of your audience. This enables you to make a powerful statement and set the backdrop for a win-win dialogue. A good rollup banner will effectively convey your business vision ...
Views: 1434 - The Art And Science of True Marketing Magic - by Submitted on Mar 29, 2011 from Randy S. HallTo effectively market any product you must first know who your target audience is and just how the product best suits the needs of that audience. Research is necessary to learn just exactly what benefits the majority of those in your demographic are wanting to have. To know where the people ...
Views: 652 - Why Most Sales and Sales Management Training Courses Fail - by Submitted on Mar 21, 2011 from Susan EnnsIf you have invested in sales or sales management training, you probably have not been satisfied with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there was no positive change in behavior or no measurable improvement in sales results. Why ...
Views: 1164 - Building Your Acupuncture Practice with Zen Philosophy - by Submitted on Mar 21, 2011 from Practitioners ProfitGratitude, what exactly is it? It is defined scholarly as being the state or feeling of appreciation for anything. On a more spiritual and philosophical side, some have explained it as being in the present and in peace, while having a deep appreciation for life in general. In nature, one ...
Views: 1165 - Believe in What You Sell, and Sell What You Believe In - by Submitted on Mar 21, 2011 from Young KimI ran into an old friend of mine, Brian, at a nearby bookstore, and we immediately went through the pleasantries of finding out what the other had been up to. Brian started telling me about how he and his wife were struggling financially, but that he was hopeful about a new business venture he ...
Views: 1488(6 votes) - Building Your Acupuncture Practice with Ethical and Sincere Sales - by Submitted on Mar 20, 2011 from Practitioners ProfitIt is clear that to build an acupuncture practice we have to be both the health practitioner and the business person, everyday we go to work. Therefore, we are always wearing 2 hats when dealing with our patients. One hat is the person taking care of the patient and administering the ...
Views: 1182 - What are the elements of a good sales letter? - by Submitted on Mar 22, 2011 from Helen DowlingThinking about sending out a sales letter to your contacts this year? Before you do, stop and put in place some things that will prevent you from making some of the basic mistakes that sales letters tend to have in them. 1. Being too short One of the biggest mistakes sales letters include ...
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