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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.
- Change Generates Opportunity - by Submitted on Jan 11, 2011 from Mark TingReform translates as change. The newest Medical Loss Ratio (MLR) requirement of 80% for the individual and small business market along with 85 percent for large business coverage established by healthcare reform could have increasingly long-term implications for many insurers. Approximately ...
Views: 1116 - Searching for Clients? How to Research Using Keywords - by Submitted on Sep 25, 2006 from Patsi KrakoffIn a previous article about how to be found on the Web, I told you about my experience typing in key words I thought potential clients would use when trying to solve a problem for which I had some answers. I wanted to know if they could find me by using the search engines, and I wanted to know ...
Views: 1116 - Start 2010 With A Sales K.I.S.S - by Submitted on Jan 27, 2010 from Robert WeeseBy most predictions 2010 is looking like a better year for business and the economy. Your company has probably cut expenses to the bone and there is no budget for sales training programs that don’t produce results. So why not start your New Year off on the right foot by setting goals and ...
Views: 1116 - The Winning Edge - by Submitted on Apr 23, 2009 from John AOVThousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their ...
Views: 1116 - Positivity & Optimism = $$$ - by Submitted on Mar 05, 2011 from Nancy DrewSmile and the whole world smiles with you – well, possibly your banker will! Having a positive and optimistic attitude helps you bring in business as new customers connect with your message and are filled with excitement over the opportunity of working with you. The secret is to educate your ...
Views: 1115 - Don't Leave Closing the Sale to Chance - by Submitted on Jun 06, 2011 from Peter O'DonoghueUnfortunately, many average salespeople leave the closing of a deal purely to chance. Sure, they make some sales but if you compare their end results with those of a professional you will find there will be a massive gap. Professional and successful sales people always have a plan in place ...
Views: 1112 - Niche Marketplace Demands Exhibitor Efficiency - by Submitted on Oct 28, 2006 from Susan FriedmannRight now, the business world is a-buzz about Chris Anderson's latest book, The Long Tail. Even if you haven't read it, chances are you've heard of it: the best-selling business book that predicts the future of business lies in selling less of more. Niche marketing, Anderson posits, isn't just ...
Views: 1112 - Enough With the Upsells Already! - by Submitted on Jul 22, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.learn-copywriting.com It happened twice during the same week. All I wanted to do was make a purchase, and they were making every effort to keep me from it (or so it seemed). Why would a business who wanted me to buy from them so badly put enough roadblocks ...
Views: 1111 - Give Your Prospecting Legs with Social Media - by Submitted on Sep 01, 2010 from Kendra LeeSocial media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on several different social networks. But have you given thought to how to use it to increase your prospecting results, or do ...
Views: 1111 - 10 Marketing Tips for Entrepreneurs - by Submitted on May 23, 2005 from Sharif KhanNothing happens in business until a sale is made. Marketing is simply about getting new customers and keeping them. If you’re not doing something everyday to market and promote your business, your competitors are. Here are ten easy-to-implement tips to effectively market and grow your ...
Views: 1110 - Opening the lines of Communication - by Submitted on Oct 26, 2010 from Bill SayersCommunication is a key for the success of any sales person or leader. How you keep your customers, colleagues and staff informed will determine how easily you get things done. Communication comes in many ways. I just had a call with a colleague and he said: It was interesting what was said at ...
Views: 1110(1 vote) - Successful Sales Planning Made Easy - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe main step you must take for successful sales planning is most definitely preparation. As with anything in life, to be successful you must have a written game plan. Lets not pretend it's easy, because it is not. But just because it is not easy does not mean you should put it ...
Views: 1110 - Three things you must do before putting pedal to the metal and accelerating your sales Three things you must do before putting pedal to the metal and accelerating your sales - by Submitted on Feb 16, 2012 from Casey FitzGeraldHaving a well-oiled sales team and a great product ready to launch can fill your head with a lot of tempting plans. Just like finding a shiny roadster waiting in your garage on a sunny day and that wide open road beckoning, the urge can be irresistable to turn the key, hit the accerlator and see ...
Views: 1110 - 7 Differences When Selling to Companies - by Submitted on Aug 25, 2008 from Tessa StoweIf you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different. Selling to multiple buyers is the same as selling to single buyers in that ...
Views: 1109 - Don't Let the Recession Drive Your Prices Down - by Submitted on Feb 13, 2011 from Young KimIn a time of recession, there is a reluctant tendency to lower prices. Rather than targeting people who can’t afford your services, target the ones who can. Think of creative pricing strategies to keep your existing customers and to get new ones. Offer discounts to only your loyal repeat ...
Views: 1109(4 votes) - Cold Calling Isn’t the Only Way to Get Prospects - by Submitted on Sep 15, 2009 from Kendra LeeNot many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.John was a managed services provider looking to grow his company. He ...
Views: 1108 - Don't Stall the Sales Process - by Submitted on Jun 06, 2011 from Peter O'DonoghueThere are many points where it is possible for a sale to stall but the main three are as follows 1.After you have made the initial presentation, 2.The initial proposal 3.When the contract has gone to the legal department for verification. As the last point is really not a matter for ...
Views: 1108 - Listen, Don't Hear: A.R.T. Your Way To Sales Success - by There is no better way to distinguish yourself from your competitors than to summarize your prospects' needs- out loud- after probing, and prior to your presentation.
When you summarize, you prove you listened, not that you heard.
What's the difference?
Hearing is simply not being deaf. ...
Views: 1108(2 votes) - Prospect only qualified Leads - by Submitted on Mar 04, 2013 from Andrew HortonYou can never expect to consistently exceed your sales targets, unless you learn the art of utilising your available time as effectively as possible every day. Time is a limited resource, which when invested wisely will allow you to achieve remarkable results and when wasted, will keep you ...
Views: 1108 - Email list management – the key to online business success - by Submitted on Oct 21, 2010 from Yogacharya MichaelIf you’re like me, email list management is something you’ve been avoiding. But as I later learned, it isn’t nearly as difficult as I had always imagined. In fact, there’s a definite science to building a quality email list. Once you learn it, optin email marketing is pretty easy. Email ...
Views: 1107 - Sales Training San Diego - Are you overwhelmed with tasks and not finishing anything? Discover the solution now! - by Submitted on Feb 03, 2011 from Nancy DrewYup common problem – too many tasks, not enough time, what stays and what goes? A lot of our clients including myself have moments of feeling completely overwhelmed. If you’re in business for yourself then there is only ONE person to do it all – that can seem even more daunting! Here’s ...
Views: 1107 - Selling to Today’s Customers - by Submitted on Apr 29, 2009 from John AOVWhat is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for. How Markets Work Our market society is based on the principles of freedom and mutual benefit. Each party to ...
Views: 1107 - Tips for Sales Managers - by Submitted on Jan 12, 2011 from Joe BennetAs a sales manager, it is your responsibility to build and support the best possible sales team. A strong team - backed by superior sales training and effective leadership - can elevate an organization to new heights of success. By the same token, a poorly prepared and underperforming sales ...
Views: 1107 - Copywriting Makeover: It’s Not About YOU, It’s About THEM - by Submitted on Oct 27, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com I’ve always loved scented candles. They help create a cozy atmosphere. They give you a relaxed feeling. And - most importantly - they make your home smell wonderful! So, naturally, I was excited when I was approached to rewrite the index (front) page ...
Views: 1106(1 vote) - Four Keys to Understanding Sales - by Submitted on Apr 17, 2006 from Harlan GoergerOver the years I’ve read a hundred sales books with all kinds of different approaches and ideas. Some were very good and others left questions about their authors understanding of selling. When ever I found myself in a slump or things just didn’t seem to work the answer always seem to be in ...
Views: 1105 - Telesales Tip - If You Don't Have a Reason to Call Then There is No Point in Calling - by Submitted on Jun 09, 2011 from Peter O'DonoghueVery often when I run telesales training courses, one of the biggest failures I see is an understanding of why people are calling. Before you ever embark on a campaign of appointment setting and/or telesales you need to understand why you are calling the other person. Take a few minutes and ...
Views: 1105 - habits to increase your sales and income - by Submitted on Jun 28, 2004 from tony polaTHE 6 “SECRETS” TO SALES SUCCESS AND A 6-FIGURE INCOME There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits ...
Views: 1104(1 vote) - How do You Manage the Sales Person Stereotype? - by Submitted on Oct 26, 2010 from Bill SayersSales people are looked down upon and viewed by many as slick, pushy, aggressive and cheats. While we may have earned that reputation by a few sales people there are too many occasions where we all experience that behaviour. So how do you deal with customers and prospects that have that ...
Views: 1104 - Five Levels of Selling - by Submitted on Jun 29, 2007 from Robert (Bob) CannonThis past week, my wife inadvertently drop kicked our toaster oven and caused it to experience a catastrophic failure. The toaster oven, the microwave and my grill are necessary to sustain life at our house if I have to fix any food. The toaster oven is great because it works well for just the ...
Views: 1103 - How Are Your Finances Looking For 2008? - by Submitted on Jan 03, 2008 from Terri Cooper• Could you be earning more ….? • But even more importantly, could you be keeping more of what you do earn? The top agents not only track their K.P.Is (Key Performance Indicators) and their targets, but … they also have a financial Business Plan and a system which lets them know where ...
Views: 1103 - Short Copy: Understanding Its Purpose Can Increase Sales - by Submitted on Aug 26, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com I believe it was Mark Twain that once said, "If I would have had time, I would have written a shorter letter." His point being... it takes much more thought and time to write a short, concise piece than a long one. It's true, too! Think about it. How ...
Views: 1103 - Solving the "I Get Tons of Traffic But No Sales" Mystery - by Submitted on Jul 15, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com I can’t even begin to tell you how many times I’ve heard the statement, “I get tons of traffic, but no sales.” It’s normally followed by comments like: “My site is highly optimized for the engines and my rankings are great. I don’t understand why no one ...
Views: 1103(1 vote) - The Five Secrets To Effective Time Management - by Submitted on Sep 10, 2008 from Mike BrooksI don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ...
Views: 1103 - your beliefs and your success - by Submitted on Sep 28, 2004 from tony polaYour Beliefs and Your Success Customers buy from you when they believe in four things. These four things are 1.You 2.Your product or service 3.your Company and finally 4.Your price. If you would like to have a high closing ratio then you must first believe in these things yourself. The ...
Views: 1101 - The Power of Buzz - by Submitted on Sep 12, 2004 from Susan FriedmannHow did Hotmail gain over 12 million subscribers in 18 months? How did the very low budget movie “The Blair Witch Project” become such an incredibly successful phenomenon? The answer lies in the power of “buzz.” Buzz or word-of-mouth marketing influences more people to buy, or not to buy ...
Views: 1100(1 vote) - Follow Up Focus - by Submitted on Apr 26, 2009 from Diane HelbigHow effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth. Many people tell me they just don’t have time to follow up. I submit they ...
Views: 1099 - Persistence Without Stalking - by Submitted on Jun 21, 2007 from Kelley RobertsonPersistence is a vital skill that every sales person needs. It’s been said that most sales are made after eight contacts with a prospect. However, most people tend to give up after just three or four attempts. Let’s explore the behind-the-scene dynamics involved in a typical scenario. Meet Mrs. ...
Views: 1099 - Be a Doctor of Selling - by Submitted on Apr 26, 2009 from John AOVThree Keys to Building Relationships Top sales professionals see themselves as "Doctors of Selling." They see themselves as professionals, well educated, acting in their "patient’s" best interest, and bound by a high code of ethics. The medical process is the same everywhere. Whenever you go ...
Views: 1098 - Don't Allow Lost Sales to Get You Down - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be. It is highly recommended that you spend time to research and prepare for your clients before you make the ...
Views: 1098 - Insurance Sales Success: 7 Steps To Increased Production - by Submitted on Feb 18, 2008 from Cheryl ClausenIncrease your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. First, identify 3 ...
Views: 1098 - Online Sales Training - How to Cut Costs and Increase Performance - by Submitted on Jun 06, 2011 from Peter O'DonoghueOnline Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, online sales training is set to take a massive increase in adoption ...
Views: 1097 - Price isn't Everything - by Submitted on Sep 24, 2003 from Kelley RobertsonMany salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement. Effective negotiating, however, is a process that begins with your first contact with your customer ...
Views: 1097(1 vote) - Selling to the Competitive User - by Submitted on Aug 05, 2009 from Landy ChaseNothing is more rewarding for any business than taking an account away from a competitor. Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic ...
Views: 1097 - Sales Training – Salespeople Who Lose Sales Can Bounce Back - by Submitted on Nov 06, 2008 from Patricia WeberHow quickly a salesperson gets over a lost sale determines how much attraction for a new customer happens on the next call. Finally, after being out boxed in the first nine rounds, in the 10th round of the World Boxing Association fight in Las Vegas, George Foreman became boxing's oldest ...
Views: 1096 - The Focused Objective - by Submitted on Aug 09, 2007 from Alvin DayOne of the strongest messages that I got from reading the self empowerment best seller, Thing and Grow Rich was the concept of a “definiteness of purpose.” Though the explanation in the book focused on life’s general pursuits, I immediately made a connection to the specific pursuit of sales ...
Views: 1096 - 10 Tips To Keep In Mind When Buying A Camcorder - by Submitted on Oct 07, 2007 from Arthur RaiseA camcorder is not just an object of desire. You need to invest in a machine that will give you good value for money. So just don’t rush out and invest around USD 800 or more on a whim. Before you give into your desire sit down with a friend and write down how many times you are likely to use ...
Views: 1095 - Objection Handling Techniques - Learn the Lessons of the Worlds Star Performers - by Submitted on Jun 03, 2011 from Peter O'DonoghueMost people who come to my sales trainings want to know about objection handling and closing. Unless they have had training before or are a little bit more experienced, they think that sales relies on what you say at the end of the process. This is not true because sales is a process that ...
Views: 1095 - Are You a Value Creator - by Submitted on Apr 20, 2010 from Anne WarfieldThe mistake most companies make is believing that their customer always knows what they need. In an economy where people have access to information on the Internet, the client often feels informed enough to make their own diagnosis and then search for the solution they believe is best. In this ...
Views: 1094 - Be My Guest - by Submitted on Nov 01, 2006 from Kelley RobertsonIn recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades. Many restaurant chains as well as car dealerships and airlines have even taken to using this term. ...
Views: 1094 - Bump Your Slump: How To Bring In Business Quick - by Submitted on Aug 19, 2011 from Milly SonnemanIn a rut? No clients on the horizon? If you are stuck in a business slump, now is the time to get new strategies to bring in business quick. Here are 5 tips so you can bring in business—fast. Routinely presenting to clients isn’t going to build a rock-solid stream of business. If you want to ...
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