Self Improvement Site
On The Internet! Take the Self Improvement Tour
On The Internet! Take the Self Improvement Tour
Sales Training Articles
.jpg "Matthew G. Sikich II"){kind=small}
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 Art of the Sales Process - by Submitted on Oct 09, 2010 from Yogacharya MichaelA proper sales process is essential to your online business success. If you’ve got a promo page for your product(s) with a buy now button nearby, like most web site owners do, then you’re probably missing out on a lot of sales potential. You might even be wondering why you’re sales are down ...
Views: 1231 - What are You Really Saying? - by Submitted on Nov 04, 2010 from Bill SayersWhen you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentable? What is your prospect or customer hearing and seeing? How do you come across? What is it ...
Views: 1231 - Sales Advice I Should Have Learned Years Ago - by Submitted on Jun 28, 2011 from Ken SundheimPretend You Charge By The Hour Or, If You're Good, You Can Get Taken Advantage Of Many sales people fail to understand just how valuable their time is and because of this, many lack even average time management skills. Even when some sales people feel that there is a 90% chance that they ...
Views: 1230(2 votes) - “Top 10 ways to increase sales in 2010” – Part 1 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s 2010! And in honor of the new decade I thought we could start of the year with a top 10 list. We look at the first 5 on our top 10 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new ...
Views: 1230(1 vote) - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1229(3 votes) - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1229(3 votes) - The Fine Line Between Persistence – and Stalking! - by Submitted on Feb 28, 2006 from Casey FitzGeraldIn sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and ...
Views: 1229 - Your Site Map: Spider Food or Just A Light Snack? - by Submitted on Aug 03, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Mechanical spiders have to eat. In fact, they usually have bigger appetites than the real-life spiders you squish under your shoe. What spiders am I talking about? The automated programs sent out by search engines to review and index ...
Views: 1229(1 vote) - Easiest Way to Buy Iraqi Dinars and 1,000,000 Iraqi Dinar - by Submitted on Oct 31, 2011 from Robert CruzThe easiest and simplest way to Buy Iraqi Dinars is to hire a reputed and reliable Iraqi Dinar dealer. You can find all relevant information about the Iraqi Dinar dealers on the internet because most of them have their websites online so that people who want to Buy Iraqi Dinars can seek their ...
Views: 1228 - 10 Easy Ways to Increase Sales - by Submitted on Aug 21, 2010 from Terri SeymourOne of the most common questions asked by internet business owners is “How can I increase sales?” Many articles, ebooks and reports have been written on this subject and trying to absorb that information just tends to make us more confused than ever! Below are some easy, innovative ideas to ...
Views: 1228 - Attract Prospects with Easy Web 2.0 Techniques - by Submitted on Jun 30, 2009 from Kendra LeeThe Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. ...
Views: 1228 - Closing the Sale - by Submitted on Apr 10, 2013 from Andrew HortonAre you 100 % certain that your value proposition holds more value, than you expect your customers to pay for it? Because if you are not, then you can never expect to convince anyone, to invest into what you sell. Everyone you come into contact with has an innate ability to read you like a book. ...
Views: 1228 - Copywriting and Your Five Senses - by Submitted on Jun 25, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com In its most basic form, copywriting is, among other things, the art of conveying a message in writing for the purpose of persuading someone to do something. This is especially true when writing descriptive copy. Why? Because your customer’s five senses ...
Views: 1228 - Sales Training – Salespeople Need Both Building And Maintaining Self-Confidence - by Submitted on Oct 22, 2008 from Patricia WeberDid you ever notice on an automobile dashboard that some of the lights are green, orange or red? And sometimes multiple lights come on? Red lights and two simultaneous lights scream, “Call your auto repair of choice immediately.” The next three sales action indicators for a sales person can ...
Views: 1228 - You, Too, Can Be a Salesperson - by Submitted on Jul 20, 2009 from C.J. HaydenI am not a sales and marketing guru. I've written two books on marketing and taught thousands of people how to sell themselves, but really, I don't know more about sales and marketing than most of you. What I know how to do is talk to people, all kinds of people -- restaurant owners and ...
Views: 1228 - The Right Place At The Right Time - by Submitted on Feb 01, 2010 from Susan EnnsThis is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the future, it was not the right time in the ...
Views: 1227(1 vote) - Should I Promote My Top Gun To Sales Manager - by Submitted on Jan 26, 2010 from Robert WeeseMany companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ...
Views: 1226 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 1225 - 3 Lousy Sales Tactics the Need to Change - by Submitted on Apr 15, 2008 from Kim DukeIn the past week - I felt like I should've been walking around with 2 thick magnifying glasses duct-taped to my head (and noooooo - I don't need bi-focals!) Examples of really lousy sales tactics and salespeople have been popping up everywhere. (always perfect fodder for a writer like moi!) ...
Views: 1224 - 9 Steps to Building a Profitable Customer Relationship - by Submitted on Aug 14, 2006 from Casey FitzGeraldSuccess in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: Love what you sell, the company you ...
Views: 1224 - Find a System to Train Your Employees - by Submitted on May 17, 2012 from Todd DonnellyOne of the most important things a manager of a business has to do is to train new employees. It can be a very trying and exhaustive process, but it obviously needs to be done. If your business is dependent on good customer service, the training process becomes exponentially more crucial. ...
Views: 1224 - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1224(2 votes) - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1224(2 votes) - Why Aren’t My Salespeople Motivated? - by Submitted on Aug 29, 2005 from Barrett RiddlebergerBefore I got married, the most consistent piece of advice for me and my fiancée was, “You must have trust”. Nobody told me how to get trust – only that I had to have it. They didn’t tell me why I needed trust – only that it was necessary to build a successful marriage. Sales leaders say the ...
Views: 1224 - Sales: A Value Exchange - by Submitted on Jun 22, 2009 from Kerry Martin-MooreWe’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and ...
Views: 1223 - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1223(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1223(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1223(3 votes) - The Revealing Secrets of Sales Training - by Submitted on Sep 16, 2009 from Frank O'TooleThe truth of the matter is that there are those that are born with the natural ability to sell. As a sales trainer I have come to realise and accept this but I also had to accept that I unfortunately was not one of those people. I have had to work hard and realise that I did need an extra step ...
Views: 1221(2 votes) - Boost Your Sales Presentations on a Shoestring Budget - by Submitted on Jul 15, 2011 from Milly SonnemanWould low cost creative activities help you get lower-cost leads and more sales? You bet! Find out how to reduce the cost-per-lead, increase effective presentation skills and transform your sales results. One of the most under-used activities for sales presenters is staring you right in the ...
Views: 1220 - How To Design An Effective Cold Calling Script - by Submitted on Mar 26, 2008 from Jim KleinDo you have an effective cold calling script that makes you feel confident when you pick up the phone? Or are you afraid and feeling like your telephone weighs twenty pounds? A key to building confidence and overcoming the fear of the phone is to have an effective cold calling script. Although ...
Views: 1219 - SEO Copywriting Makeover: Finding the Right Trigger - by Submitted on Sep 11, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com You've got a great product or service. Now, how do you make buyers sit up and take notice? How do you get them excited about what you're offering? You have to pull the trigger. There is at least one trigger for every product or ...
Views: 1219 - Practice Golden Rule Selling - by Submitted on Apr 29, 2009 from John AOVTo improve your sales performance, adopt the Golden Rule mentality. The Golden Rule says to, "Do unto others as you would have them do unto you." It also says, "Love your neighbor as yourself." The Golden Rule mentality in sales, says simply, "Sell unto others as you would have them sell unto ...
Views: 1217 - Easier Ways To Bigger Sales - by Submitted on Jan 26, 2008 from O.L. HoustonMost salespeople don’t grow up wanting to be salespeople. They grow up thinking that they’re going to become doctors, lawyers, or businessmen and women that leave the “unpleasant” task of selling to someone else. Well guess what, that unpleasant task is now the way you make your living and it ...
Views: 1216 - Are You Writing Too Many Proposals? - by Submitted on Jul 19, 2011 from Lenann McGookey GardnerHow many proposals do you or your team write in an average month? And how many of those proposals generate even $1 of revenue? As an international sales consultant, I’m learning that typical proposal success rates for services providers are often in the range of 10% … which means that 90% ...
Views: 1215 - Case study – “We’ve Just Been Lazy” - by Submitted on Jun 13, 2011 from Heidi McCarthyHad an interesting experience recently – let me lay out some background for you. First you need to know that we live in a rural area where all the properties are 10 acres. Every day Sugar, Ebony (sometimes Kyle) and I go for walks. There is really only one route we can take. On that route all ...
Views: 1215 - Managing Your Personal Finances - by Submitted on Jun 15, 2007 from Dave KahleDave, I am finding it difficult to manage my personal finances. As a commissioned salesperson, my income varies from month to month. It seems like I'm always struggling with finances. Do you have suggestions for me? Congratulations for having the courage to ask that question. Do I have ...
Views: 1215 - 6 Keys to Communicating Your Value - by Submitted on Jun 07, 2011 from Mike Schultz“So, what do you do?” Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers. The answers are painful to ...
Views: 1214 - Sales Management | How To Be A Flexible Sales Leader - by Submitted on Oct 07, 2010 from Ralph BurnsSales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle ...
Views: 1214 - SEO Writing Strategies for Graphic-Oriented Sites - by Submitted on Oct 03, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com As a copywriter, I’d love to tell you that every site on the Web needs tons of copy. However, the simple truth is not all do. Many sites simply produce better sales when they use more graphics than words. Since search engines are hungry for words you ...
Views: 1213(1 vote) - Dispel The Myths And Find Success - by Submitted on Jul 30, 2004 from Elizabeth mcgeeThe internet has literally redefined the lifestyles of every man woman and child on the planet. With a mouse and a modem you can find love, pay bills, do your homework, and shop ‘til you drop. The world is at your fingertips. With all of the opportunity the internet has to offer it’s no ...
Views: 1212 - Life Strategy: Choose a "Successful Response" and Move On! - by Submitted on Nov 30, 2004 from Michael RussMaintaining an optimum level of energy, passion, and creativity, requires a specific method for responding to the vast array of challenging events life throws your way. You may not be able to control the event, but you can always choose how to respond to it. Let's face it, as a participant in ...
Views: 1212 - Get MAD for 21 Days To Improve Your Career - by Submitted on Jan 27, 2010 from Robert WeeseI am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behavior or skill for a minimum of 21 days. Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for ...
Views: 1211(2 votes) - How to Keep Yourself Motivated with Your Sales Calls - by Submitted on Feb 19, 2011 from Andrew McCombeThe main goal of any business is to make profits, and in most cases, the way this is done is through sales. Obviously, the more sales you get, the more you are going to earn, but being a good sales person is not something that comes easily to everyone. Although some people are born with the gift ...
Views: 1211 - How To Quickly Build Rapport With Your Prospects! - by Submitted on Oct 27, 2008 from Jim KleinI'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Views: 1211 - Copywriting Makeover: Search Engine-Friendly Can Also Mean Visitor-Friendly - by Submitted on May 21, 2005 from Karon Thackstonby Karon Thackston © 2005 http://www.copywritingcourse.com When it comes to search engine optimization, copywriting plays a big role. You want to have excellent copy that appeals to both your visitors and the engines in order to create pages that will rank highly. However, sometimes there can ...
Views: 1210 - How I Became A Good Sales Manager For My Business - by Submitted on Feb 02, 2011 from Jon DanielsDespite working in sales throughout my corporate career, I simply was not prepared for how different the sales process is as a business owner. Without the comfort blanket of a big company offering you security, when I ran my own business I suddenly notice if I didn’t close a deal then I ...
Views: 1210 - How Much Is Enough - by Submitted on Mar 28, 2012 from Joe VitaleThink about this… As long as we talked about an imaginary success, it was fine. But when I reported an actual success, it wasn’t fine. What’s the difference? In my experience, it’s often safe to imagine what you want but not safe to actually manifest it. Obviously, there’s a ...
Views: 1210 - Diligent Salespeople - by Submitted on Aug 05, 2009 from Dirk ZellerMany people in real estate sales think being called a salesperson is like being called an axe murderer. Being a salesperson is an honorable profession. It is a highly skilled and professional vocation. A professional salesperson is a critical cog in any company’s success. Just ask IBM a few ...
Views: 1209 - The 4 Simple Secrets to Selling - by Submitted on Sep 16, 2009 from Frank O'TooleWouldn’t you love to know what separates the winners from the losers in sales? Would you love to learn how to achieve the top sales in your profession? Well below are 4 simple secrets that can be the defining difference in your sales. 1. You’re Attitude. You may never have though about this ...
Views: 1209(3 votes) - Deadly Sins of Getting the Second Appointment - by Deadly Sins of Getting the Second Appointment
An excerpt from: “Getting the Second Appointment” by: Anthony Parinello
Have you ever encountered great difficulty getting a second appointment, such as: not getting your calls returned, having meetings cancel at the last minute or worse yet, ...
Views: 1207(1 vote) - How to Sell More by Attracting Clients - by Submitted on Dec 12, 2012 from Julie JohnsonMy recent experiences of vendors selling in the streets of Egypt has inspired me to write today’s article. Because the approach taken by these market traders is very different to the more traditional western business approach. Now there’s nothing inherently wrong with their approach, as I’m ...
Views: 1207(1 vote) - 16 Principles of Influence in Sales - by Submitted on Jun 07, 2011 from Mike SchultzPunch is a powerful beverage. Leaders at companies drink it and invest in major acquisitions. They expand overseas. They purchase zillion dollar new technologies for their companies. And they embrace all sorts of management philosophies and methods. As sellers, we all have punch. But it’s ...
Views: 1206 - Case In Point: What You Need To Know About Link Popularity - by Submitted on Jun 23, 2003 from Karon ThackstonLink popularity. The term has flooded the ‘Net over the last year, and everybody is in a buzz trying to build link popularity for their sites. But do we really understand what link popularity is, and how it works best? If not, you’re about to find out. Debra O’Neil-Mastaler of Alliance Link ...
Views: 1206(1 vote)