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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.
- Telesales Techniques - Discover How to Easily Find Highly Targeted Sales Prospects to Call - by Submitted on Jun 09, 2011 from Peter O'DonoghueIf you have an element of sales prospecting and new lead generation involved in your sales position or your business then you have so many options open to you. There is no excuse for not being able identify a constant stream of new sales prospects. There is also no excuse for approaching people ...
Views: 1332 - COMPETING WITH OTHER AGENTS - by Submitted on Mar 23, 2010 from Dirk ZellerAll agents are at different stages of their career and different levels of production. Each has their own philosophy for running their business and different levels of staffing for accomplishing it. I get asked constantly, “How do I compete with agents that have more listings, staff and ...
Views: 1331(6 votes) - Sales Training - The Science and Art of Sales Techniques - by Submitted on Nov 07, 2011 from Henry OkwoOne of the reasons that the top performers of each organization continue to bring in a bulk of the revenues is due to their superior sales techniques. Some sales reps are more adaptable than others. They don't use a one size fits all technique. They learn to adapt as the situation dictates, they ...
Views: 1331 - 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: 1329(4 votes) - Marketing or Selling -- Which Is More Important? - by Submitted on Jul 20, 2009 from C.J. HaydenA question I often get from clients and students goes something like this: "I've been collecting marketing ideas... and I have a drawer full! I also have a stack of promising leads I've accumulated. And I know it's important to stay visible, so I do a lot of networking, but then I just end up ...
Views: 1329 - Reinventing Yourself In Sales - by Submitted on Jun 06, 2008 from Jim MeisenheimerReinventing yourself! Why not become the salesperson you always wanted to be? Well you're probably thinking that's easier said than done. Of course. But why not try? Why keep your head draped over your shoulder always looking behind you? You are responsible for the life you have. I mean ...
Views: 1329 - The Pre-Proposal Proposal - by Submitted on Oct 08, 2007 from Don McNamara CMCNo matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, ...
Views: 1329 - Obligations - by Submitted on Feb 23, 2010 from David SamuelWhen you go to the restaurant, you go with an empty stomach. They give you food, you give them money. There is the emptiness, which is filled, and then what is given gets something in return, money for food. When a child is born, it is empty and helpless. The parents give it food, shelter, ...
Views: 1328(3 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: 1328(4 votes) - How to Shorten the Selling Cycle and Reduce Buying Stalls - by Submitted on Mar 01, 2005 from Doug StaneartThe main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy. If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not ...
Views: 1326(1 vote) - Motivational Sales Speakers Provide Momentum - by Submitted on Oct 12, 2010 from David SteelIf you feel as though your company is having problems generating sales, it might be time to bring in a sales training speaker. This will help your employees to learn a little bit more about the art of selling, which will definitely come in handy as your company grows. Perhaps one of the most ...
Views: 1326 - Stand Up – and Stand Out: 12 Ways To Get Your Prospects to Call You Back - by Submitted on Jul 17, 2006 from Casey FitzGeraldNo matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. ...
Views: 1325 - 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: 1324 - Sales Funnel – Building A List Of Targeted Prospects - by Submitted on Feb 02, 2011 from Jon DanielsHaving a sales funnel is extremely important in business. You need to know exactly how you take a cold prospect and convert them into a high paying client. This system of lead management allows you to focus on the sales lead generation strategies. Prospects do not just turned up and pay you ...
Views: 1324 - How To Write Little Tiny AdWords Ads That Bring Giant-Sized Profits - by Submitted on Nov 10, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com It seems to be a phenomenon. You try Google AdWords Select, your ad gets “disapproved” by the powers that be at Google, you count your losses and give up. It doesn’t have to be that way. There are two primary factors to succeeding at Google AdWords. ...
Views: 1323(1 vote) - Change Is Good. Heads Up For Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanYou’ve heard all about the end of one-directional sales pitches. Now comes the reality check. Get the heads-up with 5 insider tips right here, right now. Change is good. Right? Well, if you’re used to doing your sales presentation the same way that you did for the last 10-years, you might be ...
Views: 1322 - What Is Your Goal? - by Submitted on Feb 01, 2010 from Susan EnnsAt the start of every year, we tend to look forward and set both personal and professional goals for the year. Take a moment and think back. Did you reach the goals you set for yourself last year? If not, it’s probably because you did not develop a plan of action to achieve them. When you are ...
Views: 1322 - Marketing And Promoting The Training Department - by Submitted on Jul 25, 2008 from Vincent PetersOne of the most important activities of the training department is, the promotion and marketing of its products. So many times we get wrapped up in training people, developing new training programs, and testing, etc, that we lose sight of the big picture. We need to look back and define our ...
Views: 1321 - 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: 1319(1 vote) - Ten Top Tips for Dealing with Gatekeepers - by Submitted on Aug 13, 2007 from Niall DevittTip Number One: Mix up your approach There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single ...
Views: 1318 - 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: 1318 - Sales Presentation - Why Did yours Fail - by Submitted on Jun 12, 2013 from kuza biasharaSales presentations are a part and parcel of businesses. Even if you don’t make a presentation in the beginning, you will have to do it once you are stable. In order to compel customers into buying your offerings, you have to ensure that the sales presentation is compelling as well as ...
Views: 1318 - 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: 1317 - What Do Your Clients Need? - by Submitted on Jul 20, 2009 from C.J. Hayden"Every person who has ever started a business, I imagine, thought he had a good idea. It's the smart person, and the rare person, who tries to find out the most important thing: do other people think it's a good idea?" Those words of wisdom come from Bernard Kamoroff, author of "Small-Time ...
Views: 1317 - Getting to ‘Yes’ - by Submitted on Jul 26, 2012 from Wendy Weiss“Rejection comes with the territory. If you're going to cold call you're going to have to deal with people saying ‘no’ to you, screaming at you and hanging up on you.” Ecch! Who wants to do that? This go through the "no's" until you get a "yes" myth is probably the most insidious and ...
Views: 1316 - Is It Time For A Copy Facelift? - by Submitted on Feb 04, 2011 from Karon Thackston© 2003 http://www.copywritingcourse.com I just had to laugh! During a recent conversation about how often you should change your copy, I had one person tell me “Well, if there were any *good* copywriters out there, they’d be able to write it once, and it would work forever!” Oh really? ...
Views: 1316(1 vote) - HOW AGGRESSIVE IS YOUR MARKETING? - by Submitted on May 08, 2006 from Charlie CookCathy, a business writer, emailed me and said, "Boy, do I need to work on my Web site this year!" I gave her a couple of ways to improve her site and had her look at several websites that sell effectively on the Internet. Her response was a common one; she thought those sites were marketing ...
Views: 1315 - A Gift for You from “G:” Twenty-five Life Lessons for Your Selling Success - by Submitted on Sep 16, 2011 from Diane PinkardSo, who is “G?” And, what is the importance for remembering him? “G” is my father. To his family he is “Bill,” and to his grandchildren he is “G.” Rather suddenly, “G” passed away at the ripe old age of 90, in April of 2011. Needless to say, for the last couple of years, my life has ...
Views: 1313 - How Inquisitive Are You? - by Submitted on Apr 21, 2007 from Craig HarrisonThree teen girls entered the subway in mid-conversation: "Is he in our school? " "Yes." "In our grade?" "Yes." "In our calculus class?" "Yes.” “Is he fine? "Yes!" "Steve? " "Noooo. " "Seth? " "Phillip? " "It’s Jeremy!" Indeed it was!!! These girls were playing the game 20-Questions. They were ...
Views: 1312 - Close that sale - by Submitted on Sep 17, 2009 from Frank O'TooleJust imagine, if every prospect you met said ‘where do I sign’ or ‘when can you deliver it’ to a salesperson wouldnt that be the ultimate dream. Sales trainers all over the world would probably be redundant as there would be no need for your sales team to attend sales training courses. Companies ...
Views: 1309(1 vote) - Increasing Conversions Through Action-Oriented Copywriting - by Submitted on Feb 10, 2005 from Karon Thackston© 2005 http://www.copywritingcourse.com I do site reviews. Needless to say, I see a lot of Web copy. One thing that always befuddles me is the lack of focus many site pages have. It's as if the writer assumes the site visitor will read the copy and automatically know what to do next. The ...
Views: 1308 - Insurance Sales: How To Get Referrals & Never Be Pushy - by Submitted on Nov 14, 2007 from Cheryl ClausenThe way you're trained to ask for referrals is pushy, obnoxious, and downright embarrassing. You hate it and your clients hate it, and it does nothing to further you’re relationship. You ask clever questions like, who are the three people who speak most highly of you. Choke, ...
Views: 1308 - The Sweet Spot For Selling Services - by Submitted on Mar 08, 2008 from Suzi PomerantzIntegrated action seals the deal. Want to fast-track results in a business development venture? Want to step up your rainmaking timeline? Want to leverage your sales skills, marketing know-how and networking panache? The secret to impacting your success in sealing multiple deals lies in your ...
Views: 1308 - The Ugly Truth About Getting Referrals and Why Your Business Isn't Growing As You Expected - by Submitted on Mar 06, 2019 from Jeremy JonesMy life-changing business services were USELESS without the ability to acquire new clients on demand... Let me explain: Imagine a Ferrari, without an engine. Looks nice, but it doesn't drive. So it's useless as a vehicle. Client Acquisition is the engine for your business. This is your ...
Views: 1308 - How to Cold Call Canadians - by Submitted on Nov 15, 2011 from Alen MayerWhen cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the ...
Views: 1307 - The 4 Simple Secrets to Selling Training - by Submitted on Mar 25, 2010 from Frank O'TooleOn a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting. I recall a ...
Views: 1307(7 votes) - Disciplined Selling Makes Sales Champions - by Submitted on Mar 02, 2012 from Mark BowserHave you ever attempted to coach first and second grade boys basketball? It is a lot like herding cats. I am enjoying the experience of helping coach my son Andrew's Upward Basketball team. We are known as the Minutemen. I have learned a great deal through this experience. A great deal about ...
Views: 1306 - Lose your Sales Pitch and Make the Sale - by Submitted on Jan 23, 2013 from Andrew HortonYes, it is obvious that every sales professional needs to have an intimate knowledge of their product or service and all the benefits it has to offer, as these are all part of the value proposition. Note, I said a part of the value proposition and not the total value proposition. The complete ...
Views: 1306 - Sales Training - How to Work with Difficult People without Losing Your Mind! - by Submitted on Sep 25, 2010 from Nancy DrewThe damage of working with difficult people can affect the whole office, including customers. In this article, I'll explore tips that will help you deal with challenging people! Have you heard the people in your office saying the following? - “I’m just trying to do my job. I don’t know why ...
Views: 1306(2 votes) - How To Attract Clients - by Submitted on Sep 22, 2008 from Michael BeckAh, those magic words – “Attract Clients”. Virtually every professional I know loves the idea of attracting clients, and would be even happier if there was a “magic formula” for accomplishing it. Well, actually there is a formula that works like magic for attracting clients to you. And I’m going ...
Views: 1305 - 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: 1305 - Ten Deadly Sales Sins - by Submitted on Jul 17, 2007 from Niall Devitt10: Driving all Day Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as ...
Views: 1303 - The DNA Of Sales Mastery - by Submitted on Nov 21, 2007 from George LudwigTransform Your Selling DNA: Seven Special Powers That Will Take Your Sales Revenue From So-So . . . to Sensational You really, really, really want to increase your sales. And it seems you've tried every trick, every technique, every script that books and motivational tapes and sales ...
Views: 1303 - Why Should You Use A Sales Training Company? - by Submitted on Jul 09, 2012 from Don J. WeissCompany uses sales training is the logical choice for most business owners started. Gone are the days of long ago to give the phone book for the employee and tell them to continue to ask the companies. Well, if you want to achieve excellent results in the current business environment and this is ...
Views: 1302 - 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: 1301 - Do You Set The Right Expectations - by Submitted on Feb 01, 2010 from Susan EnnsEvery time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work. If a website promises 24/7 technical support, it creates an expectation. Or if you promise installation within 24 hours, the customer now ...
Views: 1300 - 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: 1299 - How To Become A “Silent Sales Leader” - by Submitted on Aug 31, 2010 from Ralph BurnsOn this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques The longer I used to talk to my salespeople, typically the more silent I would actually become. This is not usually what sales managers do, and I ...
Views: 1297 - Sales Training - Finding Mother Inspiration - by Submitted on Sep 23, 2011 from Henry OkwoInspiration is the brother of motivation, if not at least close cousins. Some would even argue that inspiration trumps motivation. One could simply say that inspiration provides the high octane gas that can fuel your motivational drive. In some circles, inspiration implies a higher calling, ...
Views: 1297 - What Could the Social Media Business Model and Your Business Have in Common? - by Submitted on Nov 11, 2009 from Ted McGrathRight now you may be asking yourself, what the heck does the Social Media Business Model have to do with my business and do I even care? The answer: You should care because anyone who was ever successful was not only creative but they also modeled the success of others. Well, Why not model ...
Views: 1297(3 votes)