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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.
- 8 Steps to Reach Your Sales Goals - by Submitted on Feb 27, 2011 from Kendra LeeThe end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more ...
Views: 1146(1 vote) - Building Sales Skills - Punching The Tree - by Submitted on Nov 09, 2008 from Warren TatersallWhen I was young, and new to sales and marketing, I heard a story that has stayed with me all my life. It is about a Japanese Martial arts expert who lived long ago. I cannot give a source for the story or tell you if it is fact or urban myth the lesson it teaches for sales, for life, makes it ...
Views: 1146 - Stepping into the Sales Trap: Colleen Francis on the Sales Mistakes that Cause Serious Pipeline Havoc - by Submitted on Nov 21, 2012 from Casey FitzGeraldAn interview with Josh Zywien Sales expert and entrepreneur Colleen Francis hates to be a Debbie Downer, but she has a warning for expansion-stage companies whose sales organizations killed it last quarter: Next quarter might suck. In fact, if you’re not careful, it could be a total failure. ...
Views: 1145 - The Rollercoaster Can Reward You - by Submitted on Jan 26, 2008 from O.L. HoustonIs your stomach still moving? The market opened yesterday with the Dow dropping over 400 points as everyone in the world worried about the economy. Let’s set the record straight. The economy is in trouble for a number of reasons and the only way you are going to fix your economy is to select ...
Views: 1145 - Sales Advice That Can Make Or Break A Career - by Submitted on Dec 22, 2010 from Ken SundheimNobody Likes To Be Sold People hate to make the wrong decisions and, even more, people hate to be pressured. Therefore, sales professionals have to be careful not to overdo it. As a business development professional, you must let the sale come to you. By doing so, you will not look desperate ...
Views: 1143(2 votes) - 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: 1143 - “Out of Focus” Ads Can Cost You Customers - by Submitted on Aug 08, 2003 from Karon ThackstonAs I was riding down the road last week, I noticed a billboard. As I sat waiting on a stoplight I kept staring at it. I couldn’t help wondering what those people were thinking when they created that thing. It made no sense to me whatsoever. The focus was completely off. They were spending ...
Views: 1140(1 vote) - How Do I know if Sales Training is Right for Me? - by Submitted on Apr 20, 2009 from Stephen Craine"This sales training will increase your sales." How often have you heard that when looking for sales training? Whether it’s a book, a CD, DVD, or a live course by a well known sales trainer, how do you know if it will work for you. If you’re investing money into improving your sales skills, or ...
Views: 1140 - Who’s in your Community? - by Submitted on May 12, 2011 from Bill SayersWhen I was growing up I lived in a small town. There was a real community to the town. My family’s community included rural and town people, church members, schoolteachers, community business and political leaders and friends. Everyone looked after and kept an eye out for members of the group. ...
Views: 1140 - Why Sales People Hate Cold Calling - by Submitted on Dec 14, 2009 from Kelley RobertsonCold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some ...
Views: 1140(1 vote) - Sales Coaching: 3 Skills To Focus On - by Submitted on Feb 11, 2008 from Cheryl ClausenA sales professional’s success is determined by your willingness to invest in yourself. There are two areas for personal development that most will invest in, and one area only Top Producers invest in. Those who aren’t Top Producers never even think to invest in themselves in this ...
Views: 1139 - Sales Coaching: 7 Steps To Turning Bizop To Biz Reality - by Submitted on Feb 19, 2008 from Cheryl Clausen”It won’t be easy, but …it could be the most challenging, most rewarding thing you’ve ever done”, reads a recent ad for State Farm Insurance. It could apply to nearly every business opportunity ad you’ve ever read or considered for any service business. ...
Views: 1139 - The Five Types of Shoppers - by Submitted on May 12, 2007 from Mark HunterIn the retail industry, it seems as though we are constantly faced with the issue of trying to find new customers. Most of us are obsessed with making sure our advertising, displays, and pricing all “scream out” to attract new customers. This focus on pursuing new customers is certainly prudent ...
Views: 1139 - Sales Training – ‘Gunk’ Threat To Salespeople - by Submitted on Oct 31, 2008 from Patricia Weber‘Gunk’ is usually what that nasty stuff which collects in the engine and other car parts is called if you don’t change car fluids regularly. But gunk can also refer to bird poop, splattered insects, even some soap scum that sits on the surface after washing a car. Just like this wide variety of ...
Views: 1138 - THE 5-LETTER WORD THAT WILL CHANGE YOUR YEAR AND FUTURE - by Submitted on Dec 28, 2009 from Aaron SchulmanTHE 5-LETTER WORD THAT WILL CHANGE YOUR YEAR AND FUTURE By Aaron Schulman: Long on Life This could be perhaps the most basic, but the most important letter you read all year, because it can turn a would-be bankrupt year into a profitable year, and a mediocre year into an exceptional ...
Views: 1138(1 vote) - Goal-Setting for Sales Success - by Submitted on May 28, 2011 from Mike SchultzA colleague of mine who’s a young serial entrepreneur has a sign over his computer. It reads, “Goal: Own the San Francisco 49ers.” And it has a date that’s not so far away. When we talk I always ask about progress. Last week I asked him, “Can you at least buy the 22ers yet?” Interestingly ...
Views: 1136 - Nope These Are Not Sales Techniques - by Submitted on Nov 17, 2009 from Adrian MillerThe drawn out recession has snapped many salespeople back into reality. Regardless of the industry, the days of fast and easy sales are over. So-called sales professionals who have forgotten or never learned basic proven selling techniques are now realizing that they better ramp up their efforts ...
Views: 1136(2 votes) - Sales Digging In Progress: Get Prospects To Listen to You - by Submitted on Sep 11, 2008 from Patricia WeberMy dog, Chanel, is awesome. With a petite size tennis ball in her mouth she stands at my office door when she is ready to go out and play. She stands there with eyes on me until I say something like, “Let’s go play!” Many salespeople are mystified about how to get a prospect to listen to them to ...
Views: 1134 - The REAL Secrets to Sales Management Motivation - by Submitted on Dec 23, 2010 from Ralph BurnsMotivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in ...
Views: 1134 - Why the Best Sales People Never Sell - by Submitted on Feb 08, 2011 from Warwick MerryThe best sales people never sell. They never sit over you and shove a contract and a pen under you nose wanting you to sign. They never encourage you to buy the outfit that they know and you know you don’t really like. They don’t lump you with a “once in a lifetime opportunity”. Quite ...
Views: 1134 - Cold Calling - It Can Make Or Break Your Sales Success - by Submitted on Jan 25, 2008 from Joe BottoneCold Calling - It Can Make or Break Your Sales Success How to cold call. Cold calling is slowly becoming a lost art. However, it is still one of the most powerful tools that a sales and marketing organization can enlist. For starters, a lot less companies untilze cold calling these days. That ...
Views: 1133(2 votes) - Creating Urgency - by Submitted on Sep 21, 2010 from Craig JamesDespite our best efforts, some of the deals we work on will at some pint in the sales process stall. How can you extricate yourself from the land of no-decision for those cases in which - despite your best efforts - your deals nevertheless grinds to a halt. There are three points in the ...
Views: 1133 - My Sales Pipeline is Constipated - by Submitted on Nov 17, 2009 from Adrian MillerThe analysts are, in increasing numbers, starting to tout the end of the recession, but for most of us, it still seems quite slow out there. Even if you’re the most talented salesperson, you probably have noticed that an annoying number of your prospects are stuck in your pipeline. Ok, it’s not ...
Views: 1133(2 votes) - Sales Training – Top Salespeople Constantly Fill The Sales Pipeline - by Submitted on Oct 31, 2008 from Patricia WeberTop salespeople have similar habits to collector car enthusiasts. A car collector or enthusiast can have what is referred to as a ‘daily driver,’ or an every day driving automobile. A ‘trailer queen’ car simply goes from a heated and air-conditioned garage to a trailer for transportation to a ...
Views: 1133 - Guidelines to Furnish a Commercial Bar - by Submitted on Oct 11, 2011 from jason gonceIt is an unspoken dream of every sales associate to be the manager of a sales team later in their career. To accomplish this feast, sales professionals work long hours and leave no stone unturned; unfortunately, due to lack of exposure and time being a constraining factor in skill upgrade, many ...
Views: 1132 - Sales Training and its Importance - by Submitted on Oct 13, 2011 from Bahadir YenerFor every business, training is an important part and it is highly essential if it is a big business concern. Sales team are important part of any company and one could see immediate results in the growth of the company after making them to undergo training with the help of professionals. It is ...
Views: 1132 - Marketing in the 21st Century - by Submitted on May 31, 2009 from Terri HarleyWhen I first started in business, marketing was easier and less complicated and had a local focus. That was in the 1970’s. When I opened my first business as a Temporary Secretarial Bureau, all I did for marketing was two things: 1. Find secretaries that wanted to earn more money, have a ...
Views: 1131 - Are you selling at the right level? - by Submitted on Jul 02, 2006 from Tim ConnorAre you selling at the right level? One of the common mistakes salespeople make is they fail to recognize at what level they should be selling their products or services. There are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling ...
Views: 1130 - Setting Your Goals In Sales Training - by Submitted on Mar 13, 2006 from Patrick Porter, PhD, Creator Of The MindFitIt doesn’t matter if you are in an auto sales training, TV and radio sales, estate sales or time share sales in my conversations with sales management over the years, I’ve found that top producers all have one thing in common: they’ve taken the time to sit down and create goals for themselves ...
Views: 1130 - How to Keep That Sales Seminar Motivation, Forever! - by Submitted on Jun 06, 2011 from Peter O'DonoghueMany sales people, from those with experience to newcomers to the industry, go to sales seminars hoping to learn the tricks to get rid of the many struggles associated with selling. The more hopeful amongst them are aiming to find the holy grail of selling techniques which will close every ...
Views: 1129 - Power of Persuasion: Sales Breakthrough - by Submitted on Nov 30, 2009 from stephanie stephanieIn the world of business, selling and negotiating with your clients or customer is not easy. Your intelligence cannot always help you. Sometimes what help a lot are your charm and your wittiness. Use your intelligence, charm and wit and empower it using the power of persuasion. I believe that ...
Views: 1128(2 votes) - Sales Techniques - Know What to Do to Increase Sales When Sending Literature - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhen you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale. All too frequently sales people spend an inordinate amount of time posting out literature to prospective clients and customers. Generally it is ...
Views: 1128 - Create Opportunities in our Tough Economy - by Submitted on Jun 30, 2009 from Kendra LeeEvery day we’re hearing about how tough it is out there. Prospects won’t take calls. Budgets are on hold. And yet, I remain optimistic, seeing opportunity all around us. While many clients are halting spending, others are getting creative and looking at their businesses from new perspectives. ...
Views: 1126 - Helpful Clues To Build Rapport - by Submitted on Jul 01, 2008 from Michael BeckHow to Read the Cards Now that we have a general idea of each social style (previous article “Build Rapport Quickly and Drive up Your Closing Ratios!”), let’s look at how to spot styles in others. Remember that we’re all complex, unique individuals – made up of aspects of all styles. What we’re ...
Views: 1126 - Making the Best Sales of Your Life: Who Will You Invite to the Party? - by Submitted on Aug 25, 2011 from Matt VassarNot long ago, I was planning a party with my friends. We wanted a big party, something boisterous, something people would talk about. So, we set out to create a guest list and invite as many people as possible. Then we got to one particular person. There was a pause. Then finally, my friend ...
Views: 1126(1 vote) - Buying a Rollup Banner - by Submitted on Mar 06, 2011 from Simon WilliamsRollup banners are becoming increasingly popular amongst businesses that wish to effectively promote their goods or services in a cost effective manner. Today, you can find rollup banners everywhere from your local grocery store to the doorsteps of large supermarket chains. A rollup banner is ...
Views: 1125 - The 80-20 Principle in Sales Success - Do You Know It? - by Submitted on Jun 09, 2011 from Peter O'DonoghueThe 80/20 principle is also know as the Pareto principle after the economist who developed it. It is an almost universal principle that can be applied to business and life. It generally shows us that 80% of your return comes from 20% of your effort. We use this principle right throughout our ...
Views: 1125 - 5 Surefire Ways to Increase Sales - by Submitted on May 08, 2006 from Jeff CasmerThe Internet has changed how people do their business. Even small business owners are able to reach global market inexpensively nowadays, selling anything from apparel, collectibles, to computer software, service and coaching. The core of every business is sales. Many of the strategies to ...
Views: 1124 - Are You Targeting the Right Prospects with Your Small Business Marketing? - by Submitted on Oct 10, 2006 from Charlie CookSteve called from Minneapolis to ask how to attract new clients for his auto repair shop. He has been in business for two years and has four trained technicians to keep busy, but he was having difficulty attracting enough new customers. Steve wasn't just waiting for people to show up at his ...
Views: 1123 - How To Get Face To Face Over The Phone - by Submitted on Feb 03, 2005 from Jim KleinOne disadvantage of selling by telephone is the lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight when you hit a hot ...
Views: 1123 - Why Internet Marketers MUST Evolve - by Submitted on Nov 30, 2012 from TJ PhilpottIn order for internet marketers to be able to earn a long term income they must be willing to evolve with any changes they encounter! It's very easy to get comfortable with the way you're marketing your business or even the products you offer but changes will and do occur that you'll need to ...
Views: 1123(1 vote) - Executive Deal Making Advice from Warren Buffett - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett says, “You don’t have to swing at everything -- you can wait for your pitch.” Buffett is fond of baseball and often uses the game to illustrate his philosophy. In deal making you get to stand at the plate all day, and you never have to swing. A business leader can wait for the ...
Views: 1122 - Top Two Ways To Close The Sale - by Submitted on Apr 14, 2008 from Jim KleinYou found a prospect and got the appointment, now what? It's time to decide if this person or organization is in need of your product or service. It's time to find the problem you can solve with your product or service. Selling Tip #1: Find the prospects problem The BEST way to implement this ...
Views: 1122 - Common Mistakes That Can Kill Your Web Copy - by Submitted on Aug 27, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Sometimes learning what not to do is as important as learning what to do. Copywriting is no exception. I oftentimes see copy that is well written, but obviously created by an amateur. How do I know? One or more of the following five ...
Views: 1120 - Running Your Race - by Submitted on Nov 17, 2009 from Adrian MillerSkilled long distance runners all have their unique style of racing. Some start out of the gate in a flash and then slow down as they approach the finish line. Others progressively pick up speed and really crank it up as they head into the final miles. Both styles can be successful if the ...
Views: 1120(3 votes) - All Sales People Fall Into 1 of 3 Categories - by Submitted on Nov 21, 2012 from Chris MurraySales People fall into 3 categories. Can't afford to lose them Can't afford to pay them Can't afford to leave Can't Afford to Lose Them There are certain individuals who deliver so much value, that it usually takes half their working life for the pay structure to catch up with ...
Views: 1119 - Practice Makes Permanent - by Submitted on Feb 16, 2008 from Dave KurlanThis past week I experienced two examples of practice that, if applied to selling, would dramatically alter your results for the better. At the Dave Pelz Short Game Golf School, I had the opportunity to learn a number of lessons but the key to the school is that they taught for about 1 hour, ...
Views: 1119 - Copywriting Makeover: Know Where Your Customers Are In The Buying Process Part 2 of 2 - by Submitted on Mar 23, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com In part one of this article series, I introduced a client of mine (AEwebworks) who suffered from some copywriting traumas. The basic diagnosis was a lack of synergy within the copy, ineffective use of testimonials, a lack of focus on the target ...
Views: 1118(1 vote) - Copywriting Makeover: The Value of Being Crystal Clear: Part 1 of 2 - by Submitted on Mar 10, 2006 from Karon Thackstonby Karon Thackston © 2006 http://www.copywritingcourse.com Sometimes, despite our best efforts, the message we most want our customers to hear gets lost in a sea of superlatives. The marketer within us takes over and - before we know it - the core focus of the Web page, brochure or flyer ...
Views: 1118 - Art Of Successful Selling - by Submitted on Feb 22, 2012 from Gagan ModiMany of us often wonder how a particular businessman fares better than other in spite of recession or stiff competition. How often have you as a customer walked into a store second time just because your previous experience was pleasant. How many of you have changed your service providers on ...
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