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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.
- A Pragmatic Way of Asking for Referrals - by Submitted on Dec 12, 2012 from Casey FitzGeraldGetting your sales team to ask for referrals can be a challenging process in and of itself. As we have discussed in a previous article sales reps often avoid asking for referrals due to fear and ego. By incentivizing your sales reps to ask for referrals, you can shift their thinking from that of ...
Views: 1091 - 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: 929(1 vote) - How to Be Effective in Customer Acquisition in Three Steps - by Submitted on Dec 11, 2012 from Jam DwadeReaching out to new prospects and getting your marketing message across effectively can be a real challenge. Yet overcoming it crucial to achieving your customer acquisition goals. Any face-to-face interaction with prospects and turning them into buying customers requires a lot of patience, ...
Views: 1392 - 3 Keys to Easier Cash Flow - by Submitted on Dec 06, 2012 from Hunter PhoenixAny of you who know me, have heard me say this dozens of times,”businesses run on cash, not just hard work and enthusiasm.” But as an entrepreneur, it’s easy to forget that. You get pulled in so many different directions; newsletters, blogs, videos, new marketing gimmicks, fancy new products … ...
Views: 990(1 vote) - Sales Tips from a Sales Superstar - by Submitted on Dec 06, 2012 from Andrew HortonMy wife and I recently found an amazing lifestyle village, where we wanted to stay, so we approached a local estate agent and asked him to sell our current home for us. What astounded me was how quickly he sold it. Within two weeks he had brought about ten qualified buyers through our home and ...
Views: 641 - REVEALED! Why Most Young Sales People Don't Reach their Goals for Sales! - by Submitted on Dec 03, 2012 from Gary DalyIf you are a young professional entering the world of sales, you will most likely have goals for sales targets you want to reach. You will probably go into this new role with a lot of enthusiasm after watching movies of sales people having all the flashy cars etc… But then something happens. You ...
Views: 6 - REVEALED! Why Most Young Sales People Don't Reach their Goals for Sales! - by Submitted on Dec 03, 2012 from Gary DalyIf you are a young professional entering the world of sales, you will most likely have goals for sales targets you want to reach. You will probably go into this new role with a lot of enthusiasm after watching movies of sales people having all the flashy cars etc… But then something happens. You ...
Views: 1582(2 votes) - 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: 934(1 vote) - The Power of Referrals - by Submitted on Nov 29, 2012 from Casey FitzGeraldAt a recent conference, I was presenting at a session with sales managers and business owners, and the topic of referrals came up. The sales leaders in the room expressed frustration that their team wasn’t asking for referrals, despite the fact that everyone on the team knew that the quality of ...
Views: 794 - Are you Helping People Get What They Need? - by Submitted on Nov 29, 2012 from Andrew HortonI do not believe that there is such a thing as rejection. Before you ask someone for something, either an order as sales professional, or a date with a beautiful lady, you do not have the order or the date. If the person declines your invitation, you still do not have the order or the date. ...
Views: 677(1 vote) - 10 Tips for a Successful Sales Day - by Submitted on Nov 27, 2012 from Vanessa SimpkinsWhether you’re in sales as a professional, an entrepreneur or a service professional, employing these 10 quick tips will make a big difference to your bottom line. 1. Make an intention for your day Get into the habit of predetermining your success; this is very important. We tend to run on ...
Views: 1148 - Price Has Nothing to Do With Your Lack of Sales - by Submitted on Nov 27, 2012 from John CameronHow can I say that price has nothing to do with sales? There is a very simple way to test whether price is the biggest barrier to you selling your product or service. Sell your product or service on approval. Most software and many services are now sold with a thirty day trial, or on ...
Views: 1440 - Mastering The Art of Engagement – Why Authenticity is The New Currency in Business Today - by Submitted on Nov 23, 2012 from Vanessa SimpkinsAre you tired of people’s eyes glazing over when you tell them what you do? Do you feel like the teacher from Charlie Brown, like the words are coming out of your mouth but all people hear is wa wa wah wah wah? Face it if you’re not standing out amongst the crowd you’re just another boring ...
Views: 1135 - 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: 939 - Would You Buy a Small Bag of Magic Sales Fairy Dust? - by Submitted on Nov 21, 2012 from Chris MurrayI have a friend who refers to the expectations of some sales people and their managers as requiring 'magic sales fairy dust'. The phrase has always made me smile. However, the reason most of those expectations exist is due to the fact that we all live in an age of the 'quick fix'. It's ...
Views: 887 - 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: 936 - The Reason You Can't Close the Sale - by Submitted on Nov 12, 2012 from Meridith Elliott PowellA year ago I made the decision that I wanted -- no, I needed -- new carpet in my home. Believe me, it was time. So that very day I started the process. I found a few hours in my insanely busy schedule and got to work shopping for carpet. I started online, but that was just too hard. There was no ...
Views: 1039(1 vote) - Top 5 Factors to Consider When Crafting a Lead Generation Strategy - by Submitted on Nov 06, 2012 from Jam DwadeCreating a winning lead generation strategy is a key step to achieving your growth goals. As we know, attracting new customers to your business is a pretty daunting task. Doing it sans a well-documented, solid strategy will make the task even a lot more harder. Knowing your goals and ...
Views: 3280(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: 1007(1 vote) - What You Can Learn from Warren Buffett about Getting to Deal Makers - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the second richest person on the planet (behind his buddy and board member, Bill Gates) has no problem getting to dealmakers. You, however, until you make that first $1 billion, aren’t so lucky. What you need to land a key account is a champion on the inside. Recruiting a ...
Views: 745 - What Every Salesperson Should Know about the Language of Deal Making - by Submitted on Oct 29, 2012 from Tom SearcyWarren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.” Money is definitely an important part of the language of deal making. Do you speak in the terms of a big deal? Most sales people don’t ...
Views: 1648 - 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: 935 - The World Has Changed, it is Time to accept this and to Take Advantage of it - by Submitted on Oct 11, 2012 from Andrew HortonI often hear about people sitting back, waiting for things to get better, asking questions like, “When are things going to get back to normal”? I am afraid to say that this is the new normal. The market has changed forever and the sooner you accept this and get off your butt and begin making the ...
Views: 713 - Basic Selling Techniques to turn you into a Sales Super Star - by Submitted on Oct 10, 2012 from Andrew HortonPlan your Day the Night Before To this day I always plan my day the night before. My head does not hit the pillow at night, before I have arranged all my appointments for the next day. I chart every move I will make the next day, detailing who I plan to meet face to face, who I will call, who I ...
Views: 790 - Sales Tips to help you Secure Long Lasting Sales Relationships - by Submitted on Oct 09, 2012 from Andrew HortonThe first step towards developing long term relationships with people who you have qualified as perfect prospects for your product or service, is to think long term. Do not try to make a sale, focusing on a single transaction. Take a long term view of the value proposition you offer and work to ...
Views: 870 - Stop trying to Shout Louder than everyone else to make the sale - by Submitted on Oct 08, 2012 from Andrew HortonThe secret to sustainable sales success is not found by trying to shout louder than everyone else out there. The secret is to move away from the crowd and the noise and to begin the process of building connection with the right people, in the right place at the right time. This is a case of ...
Views: 822(1 vote) - Selling Secrets Learned from 25 Years - by Submitted on Oct 05, 2012 from Andrew HortonCold calls are no longer an option, old hard core selling is a distant memory and viewing your customers as buyers of your products and services from a purely transactional perspective, is as effective as using a bucket to try to empty the ocean. Selling has changed more in the past 25 years ...
Views: 727 - Embrace Rejection and become a Sales Superstar - by Submitted on Oct 04, 2012 from Andrew HortonI do not believe that rejection exists at all. Before you approach a prospect to offer them a solution, which will allow them to alleviate a challenge or satisfy a need they may have. You do not have a sale. If they do not see the value in what you are offering and decline your offer, you still ...
Views: 1245 - The Right Moment to Close the Sale - by Submitted on Sep 25, 2012 from Shelle Rose CharvetJamie was listening patiently to his potential customer. George had said what he was looking for, why he wanted it and what would happen if he didn’t solve the problem soon. Jamie was eager to close the deal but couldn’t tell if now was the time to ask for the sale. Like Jamie, many sales ...
Views: 1768 - Your Goals Must Be Crystal Clear! - by Submitted on Sep 19, 2012 from Gary DalyYour goals must be easy to perceive, understand, or interpret. Albert Einstein knew how to set and achieve goals and once said “If you can't explain it simply, you don't understand it well enough.” These are wise words from a wise man, so it’s vital to pay heed of Albert’s wisdom. You must be ...
Views: 2952 - Break Out of Your Sales Comfort Zone and Become a Sales Super Star - by Submitted on Sep 19, 2012 from Andrew HortonThe numerous changes we see all around us every day and the roller-coaster economy, has presented us with a few new and interesting challenges. Everything continues to change, and will most certainly keep changing into the future. The markets are no longer the same, peoples buying habits and ...
Views: 2783 - Sales Success Demands Preparation and an Understanding of your Prospects Emotions - by Submitted on Sep 18, 2012 from Andrew HortonI have been involved in sales in one way or another for what feels like my entire life. I got my first sales position working in a chemist, when I was only ten years old. The wily old pharmacy owner knew that the people, who came in to his pharmacy, were there to buy prescription drugs or other ...
Views: 802 - 6 Proven Lead Generation Strategies that Really Work - by Submitted on Sep 11, 2012 from Jam DwadeWith today’s business scene rife with new competition, it has become more challenging to generate new sales leads for your business. A well-conceived, strategic plan is necessary to push the sales needle forward and help you create a steady flow of prospects coming your way. Below are six of ...
Views: 1709(3 votes) - Sales Training - Spark Account Activity - by Submitted on Aug 31, 2012 from Henry OkwoManaging account activity of your sales reps is crucial especially if targets are missed on a regular basis. However sales managers must delve deep beyond mere account activity. They should determine how the particular account activity has progressed over time. The managers must find out how the ...
Views: 1530 - Sales Training - Goal Development, Isolate and Attack - by Submitted on Aug 31, 2012 from Henry OkwoTo increase sales performance, sales managers must highlight essential areas of goal development for the sales reps to improve in. Even if the reps are lacking in many professional selling areas, it's best to identify and focus on one area for specific measurable improvement at a time. Next the ...
Views: 1441 - Sales Training - In Search of Sales Inspiration - by Submitted on Aug 31, 2012 from Henry OkwoBusiness owners and sales management can take steps to inspire their staff to new heights. They should be transparent in communicating the actual business results of the organization. Incentive programs can be introduced to all employees and not just the sales team to foster better overall ...
Views: 1386 - Sales Effectiveness: Overcoming Objections - by Submitted on Aug 24, 2012 from stephanie fletcherIn any selling situation, it is likely that you will need to overcome a buyer’s obstacles before a buying decision is made. Often, the way we “handle” objections turns the buyer off. Resolving objections effectively is a process that involves careful, sensitive listening and positive, factual ...
Views: 1382 - Effective Networking is one of the Top Sales Skills Required to Succeed Today - by Submitted on Aug 23, 2012 from Andrew HortonOne of the most important skills you need to develop as sales professionals is your ability to build meaningful, mutually beneficial relationships and real connection with people who matter. Dare to take inventory of your current relationships right now. Are the relationships you have, ...
Views: 732 - Learn the Art of Positive Influence and Become a Sales Superstar - by Submitted on Aug 17, 2012 from Andrew HortonOne of the greatest success skills super achievers develop is the ability to build meaningful, mutually beneficial relationships with their clients and to add real and meaningful value to them, when they sell them either their products or services. When I talk about sales I am not referring to ...
Views: 823 - Write A Direct Sales Business Schedule - by Submitted on Aug 16, 2012 from Deb BixlerTo be successful in the direct sales business, you can find many good suggestions and tips online or from other direct sales consultants. Here are a few of the most common ones: * Set goals and work to achieve those goals. * Network. Continually develop new contacts and ...
Views: 1542 - 5 Crucial Signs to Improve Your Lead Generation Efforts - by Submitted on Aug 15, 2012 from Jam DwadeStaying competitive and productive is vital to your business growth. That is why reevaluating the lead generation program of your business from time to time is very important. Is it working effectively? Are your telemarketing strategies still driving desired results? These are just some of ...
Views: 1611(3 votes) - Ways to Retain (and Grow!) Your Customer Base - by Submitted on Aug 09, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product or service is one that is offered elsewhere on the market for the same quality or price. Some time ago, if a customer liked or trusted you ...
Views: 1045 - Are You Being True To Yourself? - by Submitted on Oct 17, 2012 from Charlie MooreAs this country is turning more and more to collectivism (where you are part of a group, that has no rights, and that you must sacrifice for others) or are you part of a smaller group fighting to be a individual and staying true to yourself. If you are fighting to stay an individual, I ...
Views: 1712(3 votes) - What is sales training? - by Submitted on Aug 07, 2012 from Elia WinsonOne of the key departments in a company is the sales department. This is that part of the organization, which is responsible not only for the generation of the business but is also indirectly involved in branding of the company as well as the profits. Hence, hiring sales people is an imperative ...
Views: 1231 - Superior and Effective Sales Training course - by Submitted on Aug 07, 2012 from Elia WinsonAuthor and Business columnist Harvey Mackay had once commented, “The sale begins when the customer says yes”. Funny it may sound, but it simply puts the whole essence of sales out on the face. Reflecting on the quote, we can state that the sale begins or rather becomes a sale only when the ...
Views: 960 - Importance of Sales Training Courses - by Submitted on Aug 05, 2012 from Elia WinsonDue to financial crunch and with an aim to save some money so that the profits accrued can be more, many companies want to do away with a system of proper and an elaborate sales training course. What they do not realize is that though this step may not have immediate repercussions, there are ...
Views: 943 - Strategies to Improve Sales Effectiveness - by Submitted on Aug 05, 2012 from Elia WinsonIn a typical scenario in a company, the sales department tends to strive hard to achieve both customer satisfaction as well as the sales. In such a scenario, the term 'sales effectiveness' is of the utmost importance. It is important to acknowledge the fact that one has to be prompt and ...
Views: 757 - Do You Have These Important Skills for B2B Sales? - by Submitted on Aug 02, 2012 from Oliver Scottsucceed in the field of b2b sales lead generation and appointment setting, you may need some essential skills. In b2b sales, these skills will help in terms of opening business relationships--prospecting and of course, for asking the prospects' commitment, which also means your ability to close ...
Views: 1429 - Drive Sales Success, Give More to Fewer Clients - by Submitted on Jul 31, 2012 from Andrew HortonUnless you are in the business of selling a complete commodity product or service, which relies exclusively on massive numbers of people buying your easily substitutable, low value product or service, you will find that the Pareto principal applies. Where 20 % of your clients give you 80 % of ...
Views: 961 - 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 ...
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