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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.
- Sales Training: A Sales Champion Harnesses The Power Of Questions - by Submitted on Sep 03, 2008 from Mark BowserI read a fascinating story about a little girl named Markita Andrews. When Markita was eight years old, her father abandoned her and her mother. Markita's mother worked as a waitress to support them. One day, she said to Markita, "I'll work hard to make enough money to send you to college. ...
Views: 1016 - Will You Pass The Flinch Test? - by Submitted on Jan 08, 2008 from Lee SalzThere is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test? After a lengthy buying process, the time has come to submit pricing. Countless hours are ...
Views: 1016 - Do You Elevate The Buying Process? 8 Techniques For Selling Your Way To The Top - by “I doubt there is a suggestion more frequently made to sales professionals than “sell higher,” says Bill Stinnett, CEO of Sales Excellence and the author of Think Like Your Customer. “Participants in my workshops ask more questions about this than all other topics combined.” Selling higher ...
Views: 1015 - 14 Steps to Successful Cold-Calling - by Submitted on Jul 28, 2007 from Mark HunterThe vast majority of salespeople do not enjoy cold-calling. Yet, at the same time, it is an activity that most need to do on a regular basis. The biggest reason sales professionals are not more successful in this necessary endeavor is the defense that they have other things to do. However, ...
Views: 1014 - Solution Manual a handy guide to all your problems. - by Submitted on Dec 20, 2010 from Christopher AmejiBut this solution is a new addition in the history of books as they contain the solutions for the problems of all types. You can have a solution for all your problems if you have this manual with you. Due to types of help these manuals have gained popularity very easily and it has been well ...
Views: 1014 - What’s In A Name? The Six Essential Elements You Need To Know - by Submitted on May 04, 2006 from Susan FriedmannSelecting a name for your new business is not easy. A name does more than identify your company. It tells customers who you are, what you do, and more than a little about how you do it. Your name differentiates you from your peers, peaks customer interest, and invites further investigation -- if ...
Views: 1014 - 7 Skills for Ongoing Sales Success - by Submitted on Feb 27, 2010 from Vicky RossHow the skills learned in NLP can be incorporated and applied in business… When people hear NLP for the first time they tend to imagine some ‘new age’ fuzzy fluffy thing. NLP is a methodology. It is a group of skills and tools that we all use all of the time, just most of it is done ...
Views: 1013 - How One Big Idea Can Reel In The Customers - by Submitted on Sep 19, 2007 from Jim MeisenheimerOne big sales tip. When working with your prospects and customers focus on their needs and their customers' challenges. That's where the ideas are. One big sales tip. Imagine you sell shower curtains and shower rods to hotel chains. You call on hotel chains. You want to be different. Your big ...
Views: 1012 - 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: 1011 - The Importance of Sales Management Motivation - by Submitted on Dec 23, 2010 from Ralph BurnsThe difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated. If you are a front line sales manager, or an ...
Views: 1010 - The Power of Persuasion in Negotiations: The Battle Plan - by Submitted on Nov 15, 2009 from stephanie stephanieIn the world of business, I believe you are aiming to win all the negotiations you make. Negotiations are not easy to win because you have a lot of things to learn, practice, master and also prepare. In the military missions, before they engage themselves into battle, they already prepared a ...
Views: 1010(1 vote) - The Power of Podcasting: What Exhibitors Need To Know - by Submitted on May 28, 2006 from Susan FriedmannWhat's the most precious commodity in the world? Nope. Not gold. Not platinum. Not uranium. Not diamonds. The most precious commodity in the world is not something you can mine, or harvest, or hoard in safety deposit boxes. The most precious commodity is something you have an almost endless ...
Views: 1010 - The Ten Worst Mistakes In Selling - by Submitted on Feb 12, 2008 from Robert GrahamThe Harvard Business Review revealed two staggering statistics in a recent study: 1. 56% of executives consider their sales forces “average, worse than normal or catastrophic” 2. 85% of salespeople wish they were doing something else This poor performance and dissatisfaction comes from one ...
Views: 1010 - Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want - by Submitted on Oct 25, 2010 from Nancy BleekeRecently, many of my “students” have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals! To start thinking about goals, reflect for a moment on this quote by Diane Scharf Hunt…"Goals are ...
Views: 1009 - The 7 Habits of Highly Ineffective Salespeople - by Submitted on Feb 24, 2009 from Phil GlossermanIn coaching and training thousands people, we've identified 7 harmful habits that hold people back in their business-development efforts and kill sales. Warning: Having even one of these habits is a roadblock to achieving your potential in business. Do any of these sound familiar? 1. Verbal ...
Views: 1009 - Who Makes It About Price? - by Submitted on Oct 26, 2010 from Bill SayersToo often sales reps and sales leaders come to me and say – our business is all about pricing. Our business is different and we have to play in this price sensitive environment. I will listen and ask them about their business and what makes it all about price. I then say to them – “It is not the ...
Views: 1008 - 3 Action Steps to Increase Time & Profit - by Submitted on Nov 22, 2010 from Shelene TaylorAre you feeling pulled all over the place? Are you spending your days (and maybe nights!) spending your time flat out busy and not accomplishing anything towards your goals? Do you feel like you are pulled all over the place operating out of chaos? Are you frustrated that your staff ...
Views: 1007(1 vote) - Close Doors, Not Sales - by Submitted on Jan 11, 2008 from Lee SalzYou have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens. Recently, I was asked to provide my thoughts on sales people and the requirement that they "ask for the business" as a closing technique. ...
Views: 1007 - How To Identify The Essentials of Writing A Sales Letter - by Submitted on Aug 08, 2008 from Virgil StanphillOnce you decide to write a powerful, money-making sales letter, an important thing to realize is that there are two structures you're building simultaneously. One which is seen – the physical structure. The other which is unseen - the “invisible” (psychological) structure. The ...
Views: 1007 - Where Does The Time Go? - by Submitted on Mar 06, 2008 from Bill SayersHow do you manage your time? During the last year I have had the honour of working with hundreds of sales people. When I ask the question – Who writes down what they need to do each day – at least half the room admits they do not write down their activities. If you don’t write down your tasks, ...
Views: 1007 - A Big Sales Tip - by Submitted on Aug 13, 2008 from Jim MeisenheimerThis is a big Sales Tip for you. In the mid-19 60s there was a TV show titled "I Spy." The show featured Robert Culp and Bill Cosby. The title of the show got me thinking about intelligence and how it can be collected easily today. Years ago if you want to keep tabs on your competition you ...
Views: 1006 - How writing sales prospecting emails and negotiation emails is different - by Submitted on Apr 23, 2011 from Kendra LeeHave you noticed that suddenly you’re negotiating with your customers and prospects through email? They don’t have time for face-to-face or phone meetings. Instead, they’d just like “a few quick questions” answered through email so they can make a decision. As this occurs, it’s critical that ...
Views: 1006 - Negotiation Checklist to Ensure a Successful Outcome - by Submitted on Mar 25, 2010 from Mark Hunter1. Never negotiate with anyone who is not qualified to negotiate. If in doubt, ask your contact how they've handled a similar type of negotiating in the past. Listen for names, dates and other details that will provide clues as to their level of responsibility. 2. Never put things into ...
Views: 1006 - 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: 1006 - Salespeople: Blog for your life - by Submitted on Apr 15, 2010 from Jonathan BrillIn 1999 Neil Rackham, one of the authors behind the sales bible, SPIN Selling, co-authored “Rethinking the Sales Force”, in which he posited that worldwide, the number of professional sales people would be reduced by 50% within 10 years. It’s been 11 years and whether that prediction has come ...
Views: 1006(1 vote) - Shut-up and Sell! - by Submitted on Sep 14, 2007 from Mark HunterContrary to popular belief, to be a successful salesperson, it doesn't matter how much you know about your product or service. It also doesn't matter how much of an industry expert you are. It doesn't even matter how great your mother thinks you are. The only thing that really matters to be ...
Views: 1005 - A Persuasion Reminder to Ger Your Clients to Take Immediate Action - by Submitted on Nov 09, 2009 from stephanie stephanieWhen you entered the world of business, you already thought of how you are going to get more sales in just a small period of time. There are a lot of techniques that you can use in persuading your clients to get what you want but you need to learn how, when and where to use this. You must use ...
Views: 1004(2 votes) - Anxious, Stressed or Depressed When Selling? - by Submitted on Jun 20, 2007 from Jacques WerthWhen people participate in our sales training courses we first ask them a series of questions to find out “where they are coming from.” We asked over 1,000 salespeople, “How do you feel when you are prospecting?” Over 96 percent agreed that they were felt anxious, stressed, under pressure, ...
Views: 1004 - Close More Sales Without Selling! - by Submitted on Sep 05, 2008 from Michael BeckLet’s face it… No one likes to be “sold” something. To me, being “sold” is when somebody convinces me to buy something – whether or not I really needed or wanted it. Have you ever been convinced by someone to buy something, maybe even against your ...
Views: 1004 - No Lies – Great Salespeople Always Tell The Truth - by Submitted on Mar 20, 2007 from Tino BunticThere is an old mantra in sales – Under-promise and over-deliver. While many salespeople follow this axiom and, on the surface, it has good intentions, it really tells you to do one thing – Lie to your clients. If you are in sales, try this interesting concept – Tell the truth! The theory ...
Views: 1004 - Sales Coaching: Attitude Blocking Opportunities? - by Submitted on Feb 15, 2008 from Cheryl ClausenDo you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities. Are you like Bob or ...
Views: 1004 - The Development of Selling - by Submitted on Dec 30, 2010 from Justin DavisThe roots of selling has rooted from hundreds of years ago, the first merchants of the world were featured in our history books, crossing the world with galleons bringing along their merchandise. People bartering things have been the system of their business trade till the emergence of money. ...
Views: 1004 - That's Entertainment: Adding Some Show Biz to Your Tradeshow Exhibit - by Submitted on Sep 08, 2006 from Susan FriedmannWhat makes one tradeshow exhibit memorable and another so-so? What can exhibitors do to get attendees talking after the show? What can motivate visitors who may have had no previous intention of visiting your booth decide that they definitely have to stop by? Entertainment! According to ...
Views: 1003 - Everyone Sells---Even You! - by No matter how much you try to ignore that fact it's still blindly ruthful.
You say I don't have my own business--I work for someone else.Then in this case your paycheck depends on whether the people you work for sell anything or not!
You say-- as my father did, that "God will provide". And ...
Views: 1002 - How NOT To Handle a Cold Call - by Submitted on Sep 05, 2007 from Kelley RobertsonLike most business people, I receive my fair share of cold calls. During a more recent call, the person calling said that she worked for one of North America’s largest website developer. She then asked me two questions; “Was I the person in charge of web design for my ...
Views: 1002 - Polish Your Image by Creating Positive Associations - by Submitted on Sep 21, 2010 from Craig JamesWe all have people in our lives whose contact we welcome, and those whose contact we consider unwelcome. At the "welcome" end of the spectrum are our family and friends. At the "unwelcome" end of the spectrum are telemarketers and spammers. The former we're eager to interact with; the latter ...
Views: 1002 - Winning Sales Through NLP - by Submitted on Mar 09, 2008 from Rintu BasuGood sales is important to business development, anything that can give you an extra edge is worth thinking about. How NLP can achive a huge increase to your sales conversions is the subject of this article. We make meaning from our experiences, this is what NLP is about. As a sales ...
Views: 1002 - Vinyl decals, Inexpensive solution for your marketing needs - by Submitted on Apr 01, 2011 from Simon WilliamsFrom classic two toned themes to flashy and funky designs Vinyl decals are very top of the line printing items to be used for different purposes. Kind of designs, shapes you could create with vinyl decals were never possible with older technologies and materials for stickers. With the emergence ...
Views: 1001(1 vote) - Are you writing sales negotiation emails like prospecting emails? - by Submitted on Apr 07, 2011 from Kendra LeeEmail has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss proposal terms in email. Some savvy sales reps even ...
Views: 1000 - Bad Customer Service Is Not So Funny: Five Secrets to Giving Outstanding Customer Service - by Submitted on Jul 14, 2007 from Ed SykesThe following story tells how a customer experience went from funny to sad in less than 24 hours, and five secrets to creating an outstanding customer experience. Recently, Joy and I were invited to go to a local comedy club. It was one of those clubs where you eat dinner while listening to ...
Views: 1000 - Sales And Selling Technique: Don't Go For The Close Too Soon - by Submitted on Feb 13, 2008 from Cheryl ClausenOne of the biggest mistakes you can make is trying to go for the close too soon. Now I don’t literally mean asking for the sale. What I mean by going for the close too soon is that you jump to your solution or outcome too soon in the sales conversation ruining any chances you have for ...
Views: 1000 - Customer Service - by Submitted on Sep 15, 2007 from Jade SoetaertSome reasons to provide awesome customer service to your customers are: It doesn't cost you anything, so it's a great way to grow your business for free! Increase customer and employee satisfaction. If you treat people well they will treat you well in return. Increase customer loyalty, and ...
Views: 998 - Sales Training: The Keeper of the Spring - by Submitted on Sep 17, 2008 from Mark BowserI came across a story one time which I think illustrates beautifully how we need to take care of our prospects when selling. The story goes something like this. It is about a man who lived in a forest in the eastern Alps overlooking an Austrian village. This old man had been hired years ago ...
Views: 998 - The Number One Sales Currency - by Submitted on Jun 25, 2008 from Shane GibsonF.E.A.R. as defined by many personal development gurus (the revered and even the self-proclaimed) is defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the ...
Views: 998 - What Sergio Garcia Can Teach You About Selling - by Submitted on Mar 11, 2009 from Jim MeisenheimerSergio Garcia probably can't teach you much about selling. As a matter of fact, you can probably teach him more about selling than he'll ever need to know. But there is something about Sergio Garcia and the game of golf, which if applied to the game of selling, can be very instructive for ...
Views: 998 - Widely Used Roll up Banners - by Submitted on Mar 27, 2011 from Simon WilliamsMostly the roll up is also known by the title of roll up professional because they are normally used in the professional areas. Now the roll up becomes the part of the society and it plays an important role in any professional field whether there is the educational institution or any company of ...
Views: 998 - Managing your Sales Leads Through The Sales Cycle - by Submitted on Apr 10, 2011 from Kate TammemagiThe best of the best sales people find managing their sales leads through the sales cycle challenging, but essential. Controlling activities at each stage of your sales cycle is key to success in sales. The Sales Cycle is a great model to use to help you to plan, to set goals and to increase ...
Views: 997 - Emotions Are the Key to Sales Success - by Submitted on Feb 24, 2009 from Phil GlossermanWhat REALLY drives people to do business with you? You might think it's your expertise, product knowledge, great service, or even competitive pricing. Sure, all these factors are important, but in today's crowded marketplace they are not enough to distinguish you from the others who offer the ...
Views: 996 - Insurance Sales Success: Turning Setbacks Into Comebacks - by Submitted on Feb 15, 2008 from Cheryl ClausenSetbacks are your opportunity to make powerful comebacks. Throughout your working years as a service business owner you will experience adversity from both internal and external forces. If you lack persistence and determination you will crumble and lose it all. With persistence and ...
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