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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.
- Lead Generations Ideas - by Submitted on Mar 08, 2009 from Bob BeckOften times during my Quid Pro Quo™ Sales Training workshops, sales reps complain that they just can't seem to fill their pipeline with leads ending in sales results. The market out there is changing and very competitive. First, to be successful in today's selling environment, you need to ask ...
Views: 1260 - The "Nurse And Banker" Copywriting Lesson - by Submitted on Mar 20, 2019 from Kelvin Dorsey“I recently went to a new doctor and noticed he was located in something called the Professional Building. I felt better right away.” ~ George Carlin A carpenter has his hammer. A painter, his brush. An accountant, his calculator. And… …a salesperson has their ...
Views: 1260 - A New Sales Outlook - by Submitted on Aug 25, 2011 from Linda KesterSales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like a ...
Views: 1259 - Getting Business from Educational Seminars - by Submitted on Mar 02, 2009 from Transform, Inc.We work with a lot of clients who do educational seminars and often wonder why they don't get the results they want from the effort. We believe in doing educational seminars, but to really get results from them, you need to be very clear about what return you want from doing them. Many believe ...
Views: 1259 - Steps To Reach Your Goal! - by Submitted on Jun 12, 2008 from Michael BeckThis is the time of year when insurance professionals are focused on finishing the year strong and reaching all those goals their company has set for them. It’s also the time we begin to think about next year. We think about what goals we’d like to attain, how we’re going to do things ...
Views: 1259(1 vote) - 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: 1259 - Running Short On Leads? Get Back To Basics - by At some point you look up and say to yourself, “Where have all the leads gone?” Actually, they have not gone anywhere; they’ve been where they have always been. With the new age of e-prospecting and social media marketing, many have lost their way, relying almost exclusively on the latest and ...
Views: 1258 - 3 Solid Reasons Why You Should Sell Your Website - by Submitted on Jun 30, 2018 from Emma MiahWhen it has come to sell your website for profit, some people may think what makes you stop from running website. You must have so many reasons before you sell. Running website does take time because you have to always manage and monitor the activity on your sites. You have to make sure that the ...
Views: 1257 - 10 Rainmakers Principles to Live By - by Submitted on Jun 07, 2011 from Mike SchultzPeople often ask us, “What separates the best from the rest in sales?” It always reminds me of what a great business guru once said. “Want to know the secret to making 10 million dollars? First…start with 9 million dollars.” (Thank you, business guru Steve Martin.) Assuming you don’t have ...
Views: 1256 - Business Coaching Tips: How for Turn Your Targeted Leads into Profitable Leads - by Submitted on May 25, 2012 from Joseph FraserAs a business coach who's familiar with the online business industry, I'm advising you to value your leads greatly. All your current sales come from your leads. Your leads have a great chance of being converted as your customers. In these potential customers, you’re probably going to have a ...
Views: 1256 - Six Degrees of Separation? Really? - by Submitted on Jul 25, 2007 from Hollis PolkWe’ve all heard that saying, “Six Degrees of Separation”, meaning that everyone on earth is connected by a maximum of 6 person to person links. What most people don’t know, though, is where this notion came from, and that it’s not exactly true. Item: My friend, ...
Views: 1256 - CHALLENGES FOR SALES PROFESSIONALS - by Submitted on Nov 04, 2009 from Dirk ZellerThe most significant challenge for sales professionals is their time control. How a sales professional uses their time determines income. The sales professionals in the top 10% of their industry control, use, and invest their time more wisely and effectively than the lower performing sales ...
Views: 1255 - Face Off with a Negotiation Master - by Submitted on Sep 10, 2009 from Karel MurraySeated at my kitchen table, I have initiated the “who will blink first” exercise with my black cat, Jette. She is settled at her favorite place by the table leg, one small paw lifted to chest height and her face, emblazoned with a beseeching look, turned up towards me. Her breath is shallow ...
Views: 1255 - Progressive Headlines Guide Customers To Buy - by Submitted on Sep 25, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com Headlines are, without a doubt, one of the most important elements in copywriting. As has been said countless times before, if you don't get your readers’ attention with the headline, the chance of them reading your copy is virtually none. But headlines ...
Views: 1255 - Selling Value To Get Results - by Submitted on Aug 11, 2008 from Bob BeckSelling Value: The New Required Foundation for Growth-Minded Organizations and Individuals Are you sure that you’re providing value to your prospects and customers? Even if your answer is an emphatic yes, you might want to take a ...
Views: 1255 - 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: 1253 - The “Instant Close” Technique - by Submitted on Sep 10, 2008 from Mike BrooksWhen I was on vacation in Hawaii, I met a salesperson for Starwood properties. She was selling ownership units (used to be known as timeshares) for one of the more beautiful properties on Maui -- the Westin, Kaanapali Beach, Maui. She told me a little about the great value of the properties, ...
Views: 1252 - Changing Your Position When There's Competition - by Submitted on Jul 20, 2009 from C.J. HaydenAre you finding many of your best prospects already working with competitors? When you pursue a new opportunity, is someone else capturing the prize? Maybe it's time to re-evaluate your positioning. Your market position is the place you occupy in the mind of your prospective clients. It's ...
Views: 1251 - Learn the Art of Positive Persuasion - by Submitted on Jan 06, 2013 from Andrew HortonIf you really want to excel in 2013 and unleash that sales giant, which is inside every sales professional I have ever encountered, when they move away from old school hard selling and instead focus on using positive influence and persuasion, to build meaningful, mutually beneficial ...
Views: 1251 - Does Your Copy Look "Fake" To the Search Engines? - by Submitted on Nov 20, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com/keyword From the early days of search engine optimization, keywords and content have always been vital to achieving your goals. Starting back in the days when we used to shove every slightly relevant keyword into our Meta tags, it has been obvious that ...
Views: 1250 - Finding the Real Decision Maker - by Submitted on Jul 02, 2008 from Bob BeckFinding the Real Decision Maker Reaching decision makers is actually a three-part task. One part is finding them, another is reaching them, last but not least, is creating relationships based on mutual respect. The temptation to rush out and buy a database of names to call can be overwhelming, ...
Views: 1250 - Self-Talk To Sales Success - by Submitted on Oct 01, 2007 from Patricia WeberDo you listen to your self-talk? What is your self-talk saying? How is your self-talk serving you? If your self-talk is more negative, and sounds like a snake’s rattle, it will scare you off from moving forward. This is poisonous thinking for people who are in the business of selling. Most of ...
Views: 1250 - The Morality of Selling - by Submitted on Feb 23, 2011 from Lenann McGookey GardnerSo many Christian people learn that a career in business means starting in sales – a job that often carries a reputation for manipulation and dirty dealing. Is it possible for a principled, religious person to take a sales job and feel good about it? Is there a moral approach to selling? The ...
Views: 1250(1 vote) - Avoiding Sales Mistakes as an early stage company - by Submitted on Nov 02, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Many early stage companies face a difficult struggle with their sales teams that can truly affect their ability to achieve long-term success. Building an effective, high-performing sales team as an early stage company can be a tremendous challenge that can ...
Views: 1249(1 vote) - Speed Selling - by Submitted on Jul 09, 2008 from Doug DvorakWhat is It? Pace isn¡¦t everything in life. But let¡¦s admit it ¡V moving in slow motion can be boring sometimes. That¡¦s why people pack a speedway at a NASCAR event and not the long rallies of a Formula One Race that can take days to be complete. Basketball and baseball games are more ...
Views: 1249 - Believe in yourself and your customers will believe in your product - by Submitted on Feb 02, 2010 from James FarrellFor any business to be successful and sell, the people involved must believe in their product or service and believe in themselves. Your selling skills depend, in a big way, on your level of self confidence. Other people can sense it if you don’t believe in yourself, and from this they gather ...
Views: 1248(2 votes) - Can a stupid recording really help me sell more? - by Submitted on Sep 17, 2009 from Frank O'TooleIs role playing and videoing a good tool to use for sales people? This is often a question I am asked when meeting prospective clients who are looking at the possibility of running some sales training courses. Well think of it this way, it’s a Monday morning after the big match at the weekend ...
Views: 1247(1 vote) - The Truth, the Whole Truth, and Nothing But the Truth - by Submitted on Sep 27, 2006 from Casey FitzGeraldAsk most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, ...
Views: 1247 - 8 Ways to Get More Email Addresses On Your List ... Today - by Submitted on Oct 29, 2003 from Cynthia SmithWhether you've got 100 or 100,000 people on your email list, chances are you can optimize your web page to better feature and promote your ezine. Here's a few ways to capture more customers and leads - without having to increase your traffic. Give Something (Or a Few Things Away) Studies show ...
Views: 1246(1 vote) - Salesperson as Film Director - by Submitted on May 09, 2012 from Shiera O'BrienWhat you have in common with Steven Spielberg Steven Spielberg looked out through his bedroom window as a small child and imagined the night-time shadows were characters and creatures in the stories he told himself. His imagination and ability to create movies - and direct them years later - ...
Views: 1245 - Smartening up your message as part of your sales strategy for success. - by Submitted on Feb 16, 2012 from Casey FitzGeraldHow do I help my sales team sell more and be more successful? It’s a question that’s never far from the thoughts of many managers and executives these days. Yes, there are a host of proven lead generation, prospecting and follow-up techniques that can make a real difference in your ...
Views: 1245 - Top Dog Sales Secrets - by Salesmanship is an art, a science, and a true profession. A "natural talent" for sales is not enough. People who achieve the highest level of professional success are willing to put in the time to acquire the skills needed to succeed.
The savvy sales professional reads books, attends ...
Views: 1245 - Digging Deep into Needs with the Five Whys - by Submitted on Jun 07, 2011 from Mike SchultzQ. “Why did the chicken cross the road? A. Jack Bauer: Give me ten minutes with the chicken and I’ll find out.” If you want to be a trusted partner, helping your customers solve their most difficult problems and create lasting success, you have to solve the right problems. Many ...
Views: 1243 - SEO Copywriting Makeover: Good Rankings but No Sales Part 1 of 2 - by Submitted on Jan 21, 2005 from Karon ThackstonKaron Thackston © 2004-2005 http://www.copywritingcourse.com It's been a myth for as long as the Internet has been in existence. Get good rankings and your site will be successful. I hate to be the bearer of bad news, but that has never been the case. What you get when you achieve good ...
Views: 1238 - Lessons From The Real Estate Market - by Submitted on Sep 19, 2007 from Paul McCordOver the past few years, mortgage money has been cheap, mortgage companies have been willing to lend money to virtually anyone who could draw breath long enough to close on the home, and the oversight by regulatory agencies has been minimal at best. Consumers saw home values steadily ...
Views: 1237 - Calls-To-Action: Making Them Fit Makes All the Difference - by Submitted on Aug 21, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com It was going so well, so what happened? Many copywriters get off to a wonderful start: The headline is compelling, the body copy is benefit-filled, but then comes the call-to-action and the whole thing falls apart. Why? It could be a dozen different ...
Views: 1236 - How to Get Sales Meetings - Use Technology to Increase Sales Conversion - by Submitted on Jun 09, 2011 from Peter O'DonoghueToday's modern technology lets you do so much in terms of saving time and adding functionality to the sales process. One of the greatest advances is in the area of web meetings or 'webinars' as they more commonly know. A webinar is an online meeting held over the internet using a service such ...
Views: 1236 - Putting A New Spin On Selling - by Submitted on Jul 17, 2008 from Jim MeisenheimerThe book SPIN Selling was written by Neil Rackham and published in 1988 is a terrific book. The book emphasizes the importance of asking the right sales questions. This book inspired me so much I eventually wrote my own book emphasizing sales questions, "The 12 Best Questions To Ask ...
Views: 1236 - Do Not Make The Crucial Mistake in Sales - by Submitted on Sep 16, 2009 from Frank O'TooleI am positive you already know that there can be a lot of mistakes made in sales. The reason that I work as part of a sales training courses provider is because I want to inform people of these mistakes that come up again and again in which I am sick to the back teeth explaining. There are 4 ...
Views: 1235(2 votes) - Five Sections of Your Copy Guaranteed To Get Read - by Submitted on Mar 01, 2005 from Karon Thackston© 2005 http://www.copywritingcourse.com Only about 20% of your copy is going to get read. The rest will simply be scanned. I'm sure you've heard the statistic before. It's nothing new. While it might sound frightening or frustrating, it's a fact of copywriting life. So what do you do ...
Views: 1235(1 vote) - Understanding sales careers to find your perfect sales job - by Submitted on Mar 11, 2012 from Finlay HumphreysOutbound Sales Careers Outbound telesales is sometimes known as telemarketing. Sales careers in outbound telesales will consist of speaking directly to the consumer to sell products or services. Your phone call is likely to be the customer’s first exposure to the product, so you need strong ...
Views: 1235 - Creating Sales Letter Lists That Make Your Customer’s Drool - by You’ve seen them a hundred times. Those lists that copywriters use within their sales letters that tell you what the product or service offers. They might say something like:
· THE most important (and most overlooked) aspect of copywriting
· The 4 personalities of your customer and how to get ...
Views: 1234 - 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: 1234 - Book Review: Mastering the Art of Selling Real Estate: Fully Revised and Updated - by Submitted on Apr 21, 2008 from Shelly WalkerThis book review is part of a series that covers the topic of Sales Training. Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training. Mastering the Art of Selling Real Estate: Fully ...
Views: 1233 - Use These Two Numbers to Double Your Business in 12 Months - by Submitted on Apr 16, 2006 from Charlie CookEveryone wants to see growth in sales and net revenue. It's important for small business owners to set income goals and to watch sales results, but too much emphasis on these numbers can prevent you from reaching your goals. Using your revenue figure to guide your marketing is like driving by ...
Views: 1233 - Are You Planning For Sales Success? - by Submitted on Apr 17, 2008 from Jim KleinA time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not taking time to plan your like a tumbleweed ...
Views: 1232 - Most Important Tips to Become Certified Salesforce Admin - by Submitted on Sep 21, 2016 from william lohrSalesforce Admin Certification & Your Career Being a Salesforce certified professional is of course both important and rewarding if you want to pursue a career in cloud computing. Studies have revealed that most companies insist on at least a basic level certification for all job ...
Views: 1232 - Tracking, Why bother?..Because It Pays Well! - by Submitted on Dec 06, 2007 from Michael Macedonio“Truth or Delusion? Unlike cold-calling, the referral process is difficult to measure. Delusion! “We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. On this card you record the nature and source of each referral, how you ...
Views: 1232 - Creating Sales Training for Simple Selling Processes - by Submitted on Jun 21, 2013 from Kelly LunttuIf there are no sales, despite having everything else – there is no business. So, companies continuously try to ensure that their salespeople are outstanding and have the proficiency needed to effectively execute each step in the selling process. To a larger extent, success in sales depends ...
Views: 1231 - Telesales - Telephone Sales Tips to Produce Results - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhy should you sell over the telephone? • Telesales is cost effective compared to face to face sales • Telephone selling is direct - typically no appointment is required or its a quick and easy way to make a sales meeting • It's personal - your personality can shine through • It's ...
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