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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.
- Insurance Sales Success: Do You Have A Sales Issue Or A Marketing Issue? - by Submitted on Oct 09, 2007 from Cheryl ClausenAre you finding it difficult to find enough people to have a selling conversation with? Are the people you do have selling conversations with really good prospects for you? Could it be that your marketing is the source of the lower than wanted and needed sales results you’re ...
Views: 562 - Make More Sales With Relationship-Building Listening Skills - by Submitted on Oct 09, 2007 from Shann Vander LeekWhen I started in sales, I was focused on one goal, closing the deal. On my quest to make a sales call that would put me over the top of my annual budget, I made a huge mistake and learned a valuable lesson from my client. I came to the appointment with the goal of asking for the order. I left ...
Views: 2185 - NLP And Sales Is There A Connection? - by Submitted on Oct 09, 2007 from Rintu BasuThere is a lot of articles on the internet about what NLP is, how great it is for improving just about everything and why we should all learn something about the subject. Whilst I agree with all of this I think that there is a need to sometimes explain what makes NLP so great. This article sets ...
Views: 949 - Insurance Sales Success: Reason Number 25 You Can't Sell - by Submitted on Oct 08, 2007 from Cheryl ClausenYou don’t understand that you need to aim small miss small and fail forward to succeed fast. Why do 97% of the people entering the industry fail within 5 years? Because they have no clue how to aim small miss small and fail forward fast. Aim small miss small and fail forward fast is a ...
Views: 749 - How You Can Tap Into the Lucrative U.S. Hispanic Market Segment - by Submitted on Oct 08, 2007 from Don McNamara CMCOVERVIEW How would you like to leverage sales into a largely untapped market segment of potentially lucrative customers for your business that number in the millions and are convenient to target? The segment we recommend is the growing U.S. Hispanic market. According to the current U.S. Census, ...
Views: 1844 - The Qualified Need - by Submitted on Oct 08, 2007 from Don McNamara CMCUnless you are in the top 2% of sales professionals worldwide it's pretty hard to create need. Only those who are able to ask questions which surface a subliminal need and then develop that need into want will be able to make that sale. Sales people should find other ways to identify need ...
Views: 1785 - Shifting the Sales Compensation Paradigm - by Submitted on Oct 08, 2007 from Don McNamara CMCExecutive Summary How do you protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease. Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. ...
Views: 1281 - The Pre-Proposal Proposal - by Submitted on Oct 08, 2007 from Don McNamara CMCNo matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, ...
Views: 1329 - Recruiting, Selecting and Hiring Top Sales Performers - by Submitted on Oct 08, 2007 from Don McNamara CMCWithout question the most vital skills in sales management are recruiting, selecting and hiring the best sales representatives. If your goal is hire top sales performers, then you will want to read on. Recruiting Superb sales managers know the value of a solid plan to do the upfront work ...
Views: 1537 - 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 - Career Sales Training: When Sales Are Down these Are The 3 Things You Don't Want To Do - by Submitted on Oct 05, 2007 from Cheryl ClausenAt some point in your career your sales will be down. When this happens you have a natural desire to do the very three things that will keep your sales down. The three things you don’t want to do are: panic, be pushy, and allow your self-confidence to tank. As your bank account ...
Views: 695 - Prescription For Healthy Sales - by Submitted on Oct 04, 2007 from Debbie MrazekMost companies today struggle with sales challenges. With economic instability and world conflict, these issues may seem to be externally afflicted; however, most businesses can utilize a sales check-up to determine areas of vulnerability and to uncover healthy, revitalized sales. Sales is an ...
Views: 657 - Career Sales Training: Are You Accidentally Successful? - by Submitted on Oct 04, 2007 from Cheryl ClausenYou’ve said it, I know you have. At one point or another you’ve looked at the results achieved by another sales person and you thought to yourself that person sure is lucky. Those who have tremendous success in their sales careers are never lucky. They’re never accidentally ...
Views: 804 - Insurance Sales Success: Reason Number 22 You Can't Sell - by Submitted on Oct 02, 2007 from Cheryl ClausenYou forget sales boils down to people liking you because you’re real. The first step in the sales process is gaining an introduction and establishing rapport. When you try killer sales lines and gimmicks you spoil your chance to establish rapport. You’re perceived as a fake and ...
Views: 661 - Insurance Sales Success: Reason Number 21 You Can't Sell - by Submitted on Oct 01, 2007 from Cheryl ClausenYou want the quick fix instant solution. There is no quick fix instant solution if you want to be a top producing professional. There is a solution that will steadily move you into a top producer spot. Your success won’t be found when you only focus on developing one aspect of the ...
Views: 708 - Self-Talk To Sales Success - by Submitted on Oct 01, 2007 from Patricia WeberDo you listen to your self-talk? What is your self-talk saying? How is your self-talk serving you? If your self-talk is more negative, and sounds like a snake’s rattle, it will scare you off from moving forward. This is poisonous thinking for people who are in the business of selling. Most of ...
Views: 1250 - Using Sales Resistance To Sell - by Submitted on Sep 29, 2007 from Harlan GoergerTwo Keys for using oscillation in selling Now you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation ...
Views: 2432 - Insurance Sales Success: Reason Number 20 You Can't Sell - by Submitted on Sep 28, 2007 from Cheryl ClausenYou don’t work on being the best. If you want to be the best you have to have a plan for being the best and work your plan. The more you invest in yourself and what it takes to be the best the better you’ll become. The better you become the easier sales become because you ...
Views: 665 - Insurance Sales Success: Reason Number 19 You Can't Sell - by Submitted on Sep 27, 2007 from Cheryl ClausenYou’re trying to succeed by being someone else? In your training you were probably given or mandated to follow a sales system. The problem is you don’t feel comfortable doing a lot of the things you’re required to do as part of the system. Because you don’t feel ...
Views: 651 - Insurance Agents & Financial Advisors: Wealth Building is not Directly Proportional to Effort Exerted - by Submitted on Sep 26, 2007 from Cheryl ClausenThere are two ways to make it in this business, the hard way and the smart way. Most agent’s think if they just work hard enough and pay their dues they’ll make it. Yet the statistics prove that’s far from the truth. Working yourself to death doesn’t get you wealth. ...
Views: 595 - Engaging Customers - by Submitted on Sep 26, 2007 from Harlan GoergerEngaging Customers 3 methods to get people talking Step 1: Have you ever wondered why some people turn sales people and others down? To get past this resistance we need to understand that selling is all about communications, not your product. In this segment we will start with the ...
Views: 4737 - Career Sales Training: What Are You Willing To Risk To Succeed? - by Submitted on Sep 25, 2007 from Cheryl ClausenTop producer’s don’t become top producers by being “also rans” in the business. Sales is risky business, and if you want to succeed you need to be willing to take some risks. Now I’m not talking about willy-nilly risks or life threatening risks I’m talking ...
Views: 620 - Forget the Fockers…Meet Your Customers! - by Submitted on Sep 24, 2007 from Craig HarrisonHow much do you know about your customers? Do you know what makes them happy? Mad? Restless? Let's face it…you should! Businesses often operate in ignorance of what their customers like or dislike, ignore and abhor. To ensure retention, pay attention! The Basics: What Customers Love - When you ...
Views: 895 - B2B Sales Leadership: How To Motivate Your Sales Team To Achieve Next-Level Selling - by Submitted on Sep 23, 2007 from Paul CherryHer name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I ...
Views: 624 - Career Sales Training: What Actions Aren’t You Taking? - by Submitted on Sep 22, 2007 from Cheryl ClausenCareer sales training not getting you the results you want? Is it the training that’s letting you down or the actions you aren’t taking? Sales success is all about the actions you take. Taking more right actions than wrong actions means you get to success that much faster. Continuously ...
Views: 662 - Career Sales Training: Are You Responsible? - by Submitted on Sep 21, 2007 from Cheryl ClausenAs a sales professional do you take full responsibility for your actions? Do you take full responsibility for what happens to you? You are responsible for your actions, your decisions, and what happens to you. Blaming yourself or anyone else, using excuses, and denial only hurt you and keep ...
Views: 673 - Tips For Dealing With Gatekeepers - by Submitted on Sep 20, 2007 from Niall DevittTip Number One: Mix up your approach There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single ...
Views: 1449 - Career Sales Training: Where Are All The Opportunities? - by Submitted on Sep 19, 2007 from Cheryl ClausenYou pass up more opportunities each day than you could ever handle. Anyone who wants to be a top producer knows there are two aspects to sales success you need to succeed. First, you have to recognize opportunities others overlook. Second, you need to understand the opportunity well enough ...
Views: 656 - Lessons From The Real Estate Market - by Submitted on Sep 19, 2007 from Paul McCordOver the past few years, mortgage money has been cheap, mortgage companies have been willing to lend money to virtually anyone who could draw breath long enough to close on the home, and the oversight by regulatory agencies has been minimal at best. Consumers saw home values steadily ...
Views: 1237 - 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: 968 - Know Your Product or Service and Believe In It - by Submitted on Sep 19, 2007 from DR. SYBIL L. INGRAMI cannot tell you how many times I have encountered sales people that don’t know anything about the product or service they are promoting and said to myself, “what is this person doing here?” or “why did I even bother to ask this person a question” or worse yet, ,just turn heel and walk ...
Views: 1703 - Insurance Sales Success: Reason Number 13 You Can’t Sell - by Submitted on Sep 17, 2007 from Cheryl ClausenYou don’t set appointments for the right reason. The only reason to set an appointment with a prospect is to explore how you can do business together. Yet, many of you are setting appointments for any reason you can think of because you think if you can at least get them to meet with you at ...
Views: 589 - 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: 961 - Selling Your Business: Is Now the Right Time to Sell Your Business for Maximum Profit? - by Submitted on Sep 15, 2007 from Harvey ZemmelIf your business is a success, you probably had to pour most of your time, energy and money into it for what may seem like forever. You may see your company as an extension of yourself and it may be hard to even imagine life without it. In some cases, your entire family may have depended on the ...
Views: 791 - Insurance Agents and Financial Advisors: Are You Feeling Frustrated Even Violated? - by Submitted on Sep 14, 2007 from Cheryl ClausenWhen you spoke with the recruiter and then the sales manager you were told you’d get all the training you needed to succeed. Now that you’ve been in the business nearing two years do you look back and realize that you aren’t even close to knowing how to do what you need to do to succeed? ...
Views: 683 - 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: 953 - Price Cutting is for Sissies - by Submitted on Sep 12, 2007 from Mark HunterSales is all about closing the deal, and in order to achieve that goal, a purchase price must be agreed upon. All salespeople, at one time or another, have had their price challenged. What do you do when that situation arises? As much as everyone in sales would like to consider themselves "great ...
Views: 911 - Sales Tip - Being Different Can Astonish Your Customers - by Submitted on Sep 12, 2007 from Jim MeisenheimerBeing better starts with you being different. The difference is you. Let me give you an example. One of the things I dislike doing the most is flying. It would be easy for me to go off on a lengthy sidebar on this subject - but I won't. The airlines don't know anything about customer service, ...
Views: 815 - The Secret of Sales Success - by Submitted on Sep 11, 2007 from Barath SurendranThe secret of sales success There are number of books written in sales and marketing but all the tricks, techniques and methods narrows down to only few principles. You would have heard over and over again that sales in a number game. Do you know why? Because sales is not about calling 20 ...
Views: 618 - Insurance Sales Success: Reason Number 6 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou struggle with insurance sales success because you think everyone is your prospect. No, everyone isn’t a prospect and most of the people you try to appoint aren’t even suspects. You can change your success by changing who you try to appoint. Your insurance sales success ...
Views: 581 - Insurance Sales Success: Reason Number 5 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou don’t know how to gain the interest of your prospects. You use marketing to effectively gain the interest of your prospects so they reach out to you wanting to know more about how you can help them. You can use the shot gun approach to marketing which is what the average agent ...
Views: 638 - Insurance Sales Success: Reason 4 You Can't Sell - by Submitted on Sep 05, 2007 from Cheryl ClausenYour own fear has a strangle hold on you, and it’s keeping you from insurance sales success. Fear isn’t a logical response it’s an emotional response, and emotional responses have very little if any logic to support them. You’re afraid: to focus on a target market, to ...
Views: 660 - 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: 947 - Insurance Sales Success: Reason 3 You Can’t Sell - by Submitted on Sep 04, 2007 from Cheryl ClausenYou think you need a killer presentation and it’s killing your insurance sales success. Your insurance sales success is never about a “presentation”. The only person a presentation is helping is you. You may be using it as a crutch so you don’t forget anything, and so you have something to ...
Views: 634 - Insurance Sales Success: Number 2 Reason You Can’t Sell - by Submitted on Sep 03, 2007 from Cheryl ClausenThe second reason you can’t sell is because you don’t understand why your prospects don’t want what you have. You have exactly what they need it’s as plain as day yet they just don’t get it. How can that be? Are they just stupid or lazy or what? None of the above, you are approaching things ...
Views: 594 - Insurance Sales Success: Reason Number 1 You Can't Sell - by Submitted on Sep 02, 2007 from Cheryl ClausenYou think your failures and lack of success is someone else’s fault. Ok: your sales manager’s a jerk, the underwriters just ruined a perfectly good product, no one is providing you with good marketing materials, everybody already has an agent, you haven’t got a great presentation or all the ...
Views: 651 - Insurance Sales Success: Top 25 Reasons You Can't Sell - by Submitted on Sep 01, 2007 from Cheryl ClausenIdentify the top 25 reasons you can’t sell now, and start your path to insurance sales success. You can’t fix what you don’t know is broken and you can’t solve problems you don’t understand. This article will help you to identify the things within you that are ...
Views: 815 - Recognizing Your Biggest Competitor - by Submitted on Aug 31, 2007 from Paul McCordIf you were asked to name your biggest competitor, whom would you name? A specific company? Maybe a specific salesperson? Possibly, you view your biggest competitor as a product instead of a company or salesperson? Competition is all around. It may seem that competitors lurk around every ...
Views: 1087 - How To Be Outstanding In Sales - Part 1 - by Submitted on Aug 31, 2007 from Mike YatesHow to be Outstanding in Sales - Part 1 As you may be aware, one of the keys to success in sales is to build trust with your prospects and clients. The best way of building trust is by listening to people talk about their problems and their needs. The only sure fire way to do this is by ...
Views: 549 - Sales Development Training: Increase Your Sales Value by Being a Super Connector - by Submitted on Aug 30, 2007 from Cheryl ClausenYour sales development training may have been all about technique and presentation skills, but you need to develop your connection skills too. Ideally you want to become the go to person for your clients and your client’s associates. The reason they will go to you is because you’re the guy ...
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