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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.
- Maximizing Your Price in a Soft Economy - by Submitted on Jun 25, 2008 from Mark HunterEstablishing maximum value for your price is never easy. In today's volatile economy, it's even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer's response to a price increase is ...
Views: 996 - The Key To Building Value - by Submitted on Oct 11, 2007 from Mike BrooksYou hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
Views: 996 - 4 Essential Charecteristics in the next Great Sales Employee - by Submitted on Sep 05, 2011 from Nick CassellsAll sales managers know it takes more than the gift of the gab to make a great salesperson. There are many characteristics to be taken into consideration in a prospective employee, if goals are going to be met, business relationships are going to be effective and sales pitches are going to be ...
Views: 995 - How to Master a 30 Minute Sales Meeting - by Submitted on Feb 27, 2011 from Kelley RobertsonYou get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. Unfortunately, you didn’t take the time to ask this new prospect any questions during your brief telephone conversation and now you’re concerned because ...
Views: 995 - 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: 995 - Achieve Sales Success By Breaking the Rules - by Submitted on Jun 16, 2009 from Mark TewartYou are in charge of your destiny. Be happy that you have critics, as it means you have success to be envied. Critics don’t pick on the weak; they don’t have anything to gain in doing so. In Australia, this is called the “Tall Poppy Syndrome.” When one poppy grows taller than the other ...
Views: 994 - Top Salespeople Secrets To Success During a Down Economy: Crank Up The Thermostat During Recession Pep Talk. - by Submitted on Apr 21, 2008 from Patricia WeberIn my thirty years of selling, my sales have never had a downturn during a recession. Have I ever experienced a sales slowdown ever? Of course! I’d be lying if I told you anything else. But I’ve never had this happen during a recession. As a matter of fact I STARTED my business during a downturn ...
Views: 994 - Diary Of A Lonesome Insurance Salesman - Insurance Sales Success - by Submitted on Feb 22, 2008 from Cheryl ClausenWhen you open your appointment book does it look like your bank account? Empty! Can you sit in your office for hours on end with no interruptions in the form of phone calls from potential prospects and suspects dropping in? Feeling as lonely as the Maytag repairman? Well, at least ...
Views: 993 - 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: 993 - The Millionaire Maker: What Do You Need to Be a Sales Superstar? - by Submitted on Jul 08, 2009 from Mark TewartThere are four important skills to master in selling. Sales Skills You don’t need a magic button to overcome objections. You need to understand why people have objections in the first place, and how to eliminate eight out of ten objections before they ever occur. Sales today is about being ...
Views: 992(4 votes) - Sales Training For Women: Increasing Your Sales Effectiveness - by Submitted on Feb 07, 2008 from Cheryl ClausenIn sales effectiveness is doing the right things to produce the desired result which is more sales. Your effectiveness is dependent on your actions, and the relationships you form with clients and prospects. You can’t be effective if you don’t understand your client’s and ...
Views: 991 - The Attitude towards Persuasion - by Submitted on Oct 16, 2009 from stephanie stephanieDo you believe that life is 15% of what happens to you and 85% is on how you reacted to it. That is the work of attitude. You cannot change the past but you can change the future by changing the attitude. You cannot change the inevitable but you can change on how you reacted on it. That’s the ...
Views: 990(2 votes) - When a Client Calls Are You Prepared? - by Submitted on Apr 17, 2009 from Tim NagleIt is easier to close a sale when a prospect has sought YOU out, rather than when you approach them. One of the reasons for this is that when a prospect approaches you, the business relationship starts out on a more equal footing. Contrast the situation where a prospect approaches YOU with ...
Views: 990 - The Fundamentals of Excellent Business to Business Selling - by Submitted on Jun 21, 2011 from Nick CassellsEffective salespeople in the world of business to business sales all have specific factors in common. They not only have excellent sales techniques, they also thoroughly understand the business arena. But perhaps more importantly they have researched their customers business and his specific ...
Views: 989 - Turning Follow-Up Into Sales? - by Submitted on Jun 27, 2008 from Rochelle Togo-FigaOne of the most effective ways in getting more business is following up with the prospect. Sadly, 80% of sales opportunities are missed because people do not follow up consistently. Studies have shown that most prospects, who do not buy short-term, usually make a purchase within 12 months. When ...
Views: 989 - How To Handle Rejection - by Submitted on Mar 27, 2008 from Jim KleinBeing able to overcome the ill effects of rejection is vital to success in sales. This technique for handling rejection comes from one of my mentors, Tom Hopkins. If you focus on this sales prospecting technique when you get rejected you'll turn the bad feelings into good feelings. If you're ...
Views: 988 - Sales Training: Created With Greatness - by Submitted on Sep 02, 2008 from Mark BowserSales success and inspiration go hand in hand. Now, what do I mean by that? To be successful in the world of selling, one has to have a healthy self image. To do that, we have to develop a healthy belief of who we are and why we are here. Here is an inspirational thought that will ...
Views: 988 - Industry Pro Interview: Branding – Turning Your Customers Into Evangelists - by When you say the word “branding”, most people think USP (unique selling proposition). However a USP is far from the equivalent of a brand as we’re about to find out. What is branding? Is it just for “big boys”? And how the heck do you create one, anyway?
Rob Frankel (http://www.robfrankel.com) ...
Views: 987 - To Increase Your Advertising Effectiveness – Stop Selling! - by How many times have you heard the old adage, “The customer doesn’t want a drill, he wants a hole in his wall”? While I may disagree with parts of that phrase, one thing is for sure… if you want to increase your advertising effectiveness, you have to stop selling what YOU want the customer to buy ...
Views: 987 - Confidence Sells! - by Submitted on Feb 25, 2009 from Mark HunterRecently, I found myself dealing with a retail salesperson who was attempting to explain to me the benefits of the item I was looking to buy. As I stood there listening to him, I was struck not by what he was saying but how he was saying it. It didn’t take long for me to realize that the ...
Views: 986 - Technology Can Bring Us Together and Increase Sales - by Submitted on Aug 05, 2009 from Colleen FrancisAll too often, businesses look at using technology as a way of putting barriers between customers and employees. In fact, terms like call avoidance are often used as justification to purchase information technology systems that up serve customer information to ensure a live, expensive call ...
Views: 985(2 votes) - Two Proven Methods To Supercharge Your Sales Force - by Submitted on Dec 23, 2010 from Ralph BurnsThe sales person who is motivated primarily by praise and encouragement is probably the most prevalent motivational profile that you will have on your sales team. Everyone to a certain degree enjoys praise and enjoys encouragement. And I thing that we all work under an environment of praise ...
Views: 985 - Unique Selling Proposition - Little Things Can Make A Difference - by Submitted on Aug 12, 2008 from Jim MeisenheimerAccording to Wikipedia the "Unique Selling Proposition (also Unique Selling Point) is a marketing concept that was first proposed as a theory to explain a pattern among successful advertising campaigns of the early 1940s. It states that such campaigns made unique propositions to the customer and ...
Views: 985 - A way to Finish the Cold Calling Game of Chasing a Sale - by Submitted on Apr 29, 2011 from Archie J. JohnsonOur thoughts tend to be always at the foundation of our behaviors. If our thoughts are fixed on the aim of making a sale, then we’re certainly not being forthright. We’re not centered on the chat or the reality of the situation. We’re going after persons -- or at least going after the ...
Views: 984 - How To Quickly Establish Rapport With Your Prospects! - by Submitted on Mar 17, 2008 from Jim KleinI'm sure you'll agree, establishing rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Views: 984 - How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You? - by Submitted on Jun 01, 2011 from Peter O'DonoghueLast year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of ...
Views: 984 - Improve Customer Rapport with Improv! - by Submitted on Jun 26, 2007 from Craig HarrisonAs we look for ways to improve our rapport with customers, clients and prospects let’s cast our gaze to improv — improvisational behavior popularized by those whacky folks seen in drama classes, theatre troupes, on the entertaining television show Whose Line Is It Anyway? It might surprise you ...
Views: 984 - Just a Click Away: Using the Internet to Facilitate Your Market Research - by Submitted on May 04, 2006 from Susan FriedmannMarket research is one of the most valuable selling tools a show organizer has. Up to the minute, accurate market data arms you with the type of valuable information you need to ‘sell’ your show to potential exhibitors, including who is attending your show, how well your exhibitors did at last ...
Views: 984 - Can You Pass this Sales Test, Asks The Sales Coach? - by Submitted on Mar 06, 2008 from Cheryl ClausenBeyond product knowledge, sales skills, and marketing skills there are three essentials for sales success? Do you know what they are? Can you guess? Before continuing please answer for yourself the question, “what are the three essential skills for sales success?” The first ...
Views: 983 - Men Are From Mars - by Submitted on Aug 19, 2005 from Kelley Robertson“Men are from Mars, Women are from Venus.” John Gray penned this phrase many years ago to help men and women communicate more effectively. Since this book was written, it has been determined that both genders not only communicate differently, they also buy differently too. Learning how to ...
Views: 983 - The Power of Belief and Expectation - by While you may not always get what you want, you will always get what you expect! Belief is the most powerful state of mind because your belief system defines and shapes who you are and determines your potential. I believe Henry Ford was correct when he said, “Whether you think you can or think ...
Views: 983 - The Necessity of Starting Your Own eBay Store - by Submitted on May 10, 2007 from Joshua WatsonThis article is intended to explain how and why you need to start and use your own eBay store. After reading this article you should be able to easily understand the importance of having an eBay store and know how to set one up. According to eBay, "over 75% of eBay store owners say that opening ...
Views: 982 - Making More With Existing Clients - by Submitted on May 02, 2005 from Charlie CookHave you ever put on a jacket you haven’t worn in a while and found a twenty-dollar bill in one of the pockets? You'd forgotten all about it, so discovering it is like getting a gift. If you've been in business for a year or longer, you may have gifts in forgotten pockets — sources of additional ...
Views: 981 - Give Me 90 Days And I'll Give You A Plan For Phenomenal Success - by Submitted on Feb 28, 2008 from Cheryl ClausenTop producers are regular people who take specific actions that average or poor producers don’t. That means there is nothing preventing you from joining this elite group except you. If you’re willing to remove yourself as an obstacle to your success you’ll become a top ...
Views: 980 - Sales and Selling Technique: Do You have a Daily Sales Plan? - by Submitted on Aug 29, 2007 from Cheryl ClausenA daily sales plan is a great sales and selling technique. Your daily sales plan isn’t just showing up for work each day making calls, and setting and holding appointments. That’s what I call “hopium”. When your plan is “hopium” you’re just showing up, going through the motions of sales, and ...
Views: 979 - 5 Sales Coaching Tips To Get More Appointments - by Submitted on Jan 29, 2008 from Cheryl ClausenWhat does every professional service salesperson need? More appointments with more qualified prospects. Yet, many salespeople fight this daily struggle and feel like they’re losing the battle. Your current efforts to fill your appointment calendar may not be working because ...
Views: 978 - No Just Means The Next Opportunity - by I am always thankful when someone tells me, "No." I have learned not to take it personally. The word "No" doesn't mean anything about me. What it means is I need to find the next opportunity and find someone who does want my services. The answer "No" frees me to move on and look for the "Yes." ...
Views: 977 - Sales And Selling Technique: Turning A So-So Idea Into One That Works - by Submitted on Feb 15, 2008 from Cheryl ClausenAs a service professional when you earn a client you want a life-time client not a one-time sale. The more interaction you have with your clients the greater their satisfaction, and the greater their satisfaction the more likely they are to stay with you, appreciate your services, and refer you ...
Views: 977 - Your Pipeline of Prospects Could Be Fuller - by Submitted on Feb 23, 2011 from Mark HunterKeeping your pipeline of prospects full is no easy task. I’m not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your ...
Views: 977 - Art Of Selling - by Submitted on Jun 16, 2008 from Jim MeisenheimerThe art of selling begins with the right selling attitude. When you combine the right attitude with sharpened selling skills you can achieve everything you want in sales. There's a lesson from golf I'd like to share with you that may impact your attitude - at least I hope it does. If you know ...
Views: 976 - Building Customer Relationships - by Sales and business growth is all about establishing and then developing good business relationships. This takes time and energy--a lot of both. Gone are the days when you showed your customer your product and they said, "Okay, let's go with it." If you offer a service, it takes even longer to ...
Views: 975 - WHAT'S THE MOST POWERFUL WAY TO ATTRACT NEW CLIENTS? - by Submitted on Dec 10, 2005 from Charlie CookDo you know what one of the most powerful incentives you can use in your marketing is? One that is guaranteed to capture your prospects' interest and attention? You may be surprised to learn that it's not money or love. Is it making offers of products that are "guaranteed", "limited", "proven", ...
Views: 975 - Don’t overdo it! - by Submitted on Nov 19, 2009 from Colleen FrancisAvoid the trap of overselling It’s every salesperson’s nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause. As sales professionals, it’s important to recognize that this is a trap that we all ...
Views: 974(1 vote) - Your Approach Makes a Difference - by Submitted on Sep 07, 2006 from Kelley RobertsonNot long ago my wife and I were planning a get-together with some friends and wanted to serve a cheese board after dinner. So, we ventured to a local market to look for some cheeses. We asked for one particular cheese at the first vendor we visited and were told that they did not carry it. No ...
Views: 974 - 6 Common Objections And How To Handle Them - by Submitted on Apr 10, 2008 from Alen MayerYou as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the ...
Views: 973 - America – You Make The Difference! - by have the ability to write this letter to you today because I live in a free country. Free to choose the path I lead. Free to love my country, my family, my freedom and my God. Free to speak on a platform of my choosing. Though destruction abounds my free world, I still stand free because of the ...
Views: 973 - Developing A Media Kit Built To Sell - by http://www.ktamarketing.com
When trying to sell advertising (in your ezine, on your site or for other applications) you’ll often get the response, “Send me your media kit and I’ll look it over.” That sentence usually strikes a note of anxiety in most small business owners. I think the reason ...
Views: 973 - What’s Holding Your Prospecting Back? - by Submitted on Nov 18, 2010 from Kendra LeeThere aren’t many certainties in selling. What works well for one person can be a dead end for another, and what looks like a sure sale can easily deteriorate into a missed opportunity. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling ...
Views: 973 - Becoming A Selling Machine - by Submitted on Sep 22, 2008 from Jim MeisenheimerSelling superstars aren't born, they are made. The truth be told, they are self-made. They are selling machines. You can become the quintessential salesperson if you stay focused and work hard. Here are 10 steps to follow if you want to become a selling machine. 1. "Yes I can!" Begin everyday ...
Views: 972 - Sales Professionalism - by The challenge with too many salespeople is that they decide at first to ‘try?selling for a while. They don’t commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ...
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