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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 Coaching: 9 Mistakes That Will Cause You To Fail - by Submitted on Feb 06, 2008 from Cheryl ClausenI work with and am friends with a number of financial advisors. In a recent conversation with a veteran in the business we discussed the main reasons new advisors don’t make it. Truthfully your odds of making it in the business are pretty slim if you just do what they tell you do to, but ...
Views: 951 - Sales Lessons Learned From Selling in a Recession - by Submitted on Feb 02, 2010 from Kelley RobertsonThe past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income—and he works in automotive sales! Yet, another well-established person experienced a decline of more than fifty percent in their sales. There are ...
Views: 951(3 votes) - Seven Keys To Closing More Sales During The Second Half Of 2005 - by Submitted on Jul 23, 2005 from Jim MeisenheimerIt's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting. 1. Develop a system for everything. There's a fundamental reason why companies like ...
Views: 951 - Use the Power of Persistence to Dramatically Increase Sales and Profits - by Submitted on Jun 08, 2009 from Scott HallmanWe all have heard that in order to effectively sell in today’s intensely over competitive world, you (and your sales reps) must be persistent. The sad reality is very few businesses I have worked with (out of thousands) do this very well. Yet statistics show that the majority of sales happen ...
Views: 951 - How to Think Like a Winner, Secrets of a Three-Time Olympian - by What would your life be like if failure was not an option? Would you like to perform at your peak more often? What would you do if you knew you could not fail?
In the next few minutes you will learn how I programed my mind to make my Olympic Dream come true three times! You will learn ...
Views: 950 - Investment Sales Success: Are You Creating a Buying Atmosphere? - by Submitted on Aug 15, 2007 from Cheryl ClausenLong-term investment sales success requires a buying atmosphere. In a buying atmosphere: you both know why you’re meeting, you both feel comfortable and share open communication, and you’re both focused on one thing; the best outcome for the customer. It takes pre-work to create the most ...
Views: 950 - 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: 949 - Sales And Selling Technique: Oh, Now That I'm Mad You Pay Attention to Me? - by Submitted on Feb 19, 2008 from Cheryl ClausenDo you want to get rid of a client really fast never to have them return? Of course, that’s not what you want. When you’ve earned a client or you have a prospect in your sales funnel you want them to stay a client for a life-time continuing to buy from you, and referring others to ...
Views: 948 - Sales And Selling Technique: Problems Closing? - by Submitted on Feb 18, 2008 from Cheryl ClausenDo you get to the end of the sales presentation only to be thanked for the information and ever so nicely invited to keep in touch? Ouch! Zig Ziglar refers to this as being a professional visitor. So, what happened how did you come to this point only to walk away empty handed? ...
Views: 947 - Sales Secrets - The Best Advice - by Submitted on Jun 29, 2008 from Jim MeisenheimerHere's a sales secret. The best advice I ever got was from my father. Growing up as a kid, whenever I asked him, "What do you think I should do," he always responded with, "What do you think you should do?" I guess the best advice wasn't really advice, more like a gift. The gift of learning how ...
Views: 947 - How To Get Face To Face Over The Phone - by Submitted on Feb 27, 2008 from Jim KleinOne disadvantage of selling by telephone is the lack of face to face contact. Mastering this phone skill will give you an advantage over most sales people. When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused ...
Views: 945 - It's Not The Economy, Stupid! - by Submitted on Sep 27, 2008 from Craig JamesAt just about every networking event I attended this Summer, there were two complaints I never failed to hear - "no one's around in the Summer", and "the economy is in recession". To the former, I replied, "I - and everyone in this room, and rooms like this all across town - am around this ...
Views: 945 - How To Be Careful During A Giveaway Event? - by Submitted on Mar 12, 2011 from Simon WilliamsHere are the few tips to ensure that you stay careful while participating in a giveaways event. There are many benefits of participating in giveaways but you must be very careful when you are a part of it. One of the best preventive ways is to build a list before any giveaway event. You get the ...
Views: 944 - How To Sell To Anyone - by Submitted on May 19, 2008 from Kelley RobertsonLet’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we ...
Views: 944 - Similarities Between Getting Sold-Out Sporting Event Tickets, and Making Sales - by Submitted on Dec 23, 2010 from Art SobczakI’m a sports nut. Whenever I travel to a city I typically check the schedules of whatever pro or college team of any sport to see what I might be able to attend. Also, my friends and family are well aware that I’m pretty good at getting great tickets to games by paying less than face value--even ...
Views: 944 - Successful Sales Leads Generation Program - by Submitted on Apr 11, 2012 from Matthew Mendelsohnestablish use the world wide web to build a network of contacts within a short time frame. You could produce leads on autopilot for the business. You will be a step ahead of other corporations who are nonetheless carrying out their marketing and advertising the traditional way. In order to be ...
Views: 944 - The Marketing-Sales Dilemma - by Submitted on Aug 18, 2009 from Karla Jo HelmsFor many professionals, selling is becoming an impossible mission. There are even books written on the subject letting you believe that "selling is dead…" Yes, selling is becoming seriously challenging. The first reason is: there are more and more competitors out there who swear they have a ...
Views: 944(1 vote) - The Spirit of Service - by Submitted on Jul 28, 2007 from Mark HunterAt one time or another, we have all encountered an employee who would clearly rather be anywhere than at the store serving customers. It's unfortunate because there are few professions where a person has a chance to make a bigger impression on someone than in retail. Every day, a retail ...
Views: 944 - What are You Asking For? - by Submitted on Oct 26, 2010 from Bill SayersBe careful what you ask for; you just might get it. I am always telling sales people this old adage. How are you starting each day and what are you saying to your self before you leave home? What are you saying to yourself as you go into your big meeting this week? What are you asking for as you ...
Views: 944 - 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: 943 - The Persuasion Power in Getting Others to Accept Your Point of View - by Submitted on Nov 02, 2009 from stephanie stephanieEverywhere we go, sometimes we saw or encounter a lot of people fighting each other, screaming and shouting to death. What do you think is happening with them? If you are going to ask them and investigate, you will found out that the most reason of their fight is not accepting each ...
Views: 943 - What Are Your Real Sales Goals for 2011? - by Submitted on Feb 02, 2011 from Kendra LeeWhat do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they need to sell to achieve their own personal ...
Views: 943 - Snap Out of It! 13 Tips for Breaking out of a Slump, and Getting Back on Track - by Submitted on Mar 31, 2006 from Colleen FrancisSales people who have a poor start at the beginning of a year, often find themselves struggling for the rest of the year to catch up. The good news is, whatever you're experiencing, we've all been there at least once. The bad news is, most of us don't know exactly how to snap out of a slump, and ...
Views: 942 - Become Proficient at Reading Moods By Phone - by Submitted on Dec 23, 2010 from Art SobczakWhen we look at someone who is in an obviously foul mood, is stressed out, or otherwise is totally preoccupied, that usually shows in their appearance. And often we react appropriately with our interaction with them. In some cases, we avoid them totally. So, are you a good “mood reader” over ...
Views: 940 - Sales Success: Is it Luck or B.S. - by Submitted on Jul 03, 2007 from Paul HuffSales Success: Is it Luck or B.S.? Are successful salespeople luckier than those who are not successful? Well, yes! But their good luck has more to do with B.S. than you might realize. Let’s get one thing straight: when I refer to B.S., I am not writing about foolish, deceitful, or boastful ...
Views: 939 - The Trust Return on Investment, Part 1 - by Submitted on Jun 30, 2011 from Colleen FrancisIf you are like most organizations, your marketing budget has been squeezed and squeezed as customers become tighter with their spending and competitors become more and more fierce. This means that more and more, the return on marketing investment needs to be measured and maximized. As ...
Views: 939 - 25 Ways To Get Motivated To Start Selling More - by Submitted on Aug 30, 2007 from Jim MeisenheimerMotivation is not my department it's your department. Let me explain. As a professional speaker and sales trainer, I sometimes get introduced as a motivational speaker. The truth is I'm not. You see, if you weren't a motivated person before I started speaking, you probably wouldn't be ...
Views: 938 - Can The Right Headline Really Make You Rich? - by Submitted on Aug 18, 2008 from Virgil StanphillCopywriters have advocated for years how critically important headlines are to the success of any advertisement or sales letter. Because they are. To prove it they often quote copywriting legends such as John Caples, who pointed out “If the headline of an advertisement is poor, the best ...
Views: 938 - The Persuasion Tips: Getting Others to Take Immediate Actions - by Submitted on Nov 05, 2009 from stephanie stephanieIn the world of business especially in marketing and sales you will encounter a lot of excuses during the process of persuading your client. This usually comes out when you are already closing the sales. So, are you tired of all this excuses? Aside from getting more sales, getting clients ...
Views: 937(2 votes) - The Power of Storytelling - by Submitted on Dec 15, 2008 from John Di LemmeEach and every day as we are building our businesses, we all know the key to a successful presentation is a product being sold to the end-line consumer and/or sponsoring a new person. In an upcoming issue, I am going to write about the difference between making a sale and having customer loyalty ...
Views: 937 - A Ridiculously Easy Way To Increase Sales - by Submitted on Jun 04, 2008 from Kim DukeMy mom has a fabulous expression you're going to love. She believes if you want to make life a little more interesting then you need to ... "Stir The Pot" So What Does Stir The Pot Mean? I'm sure you've had this happen. (in fact - you may be experiencing it at this very moment) You've ...
Views: 936 - Growing Your Business One Customer at a Time - by Submitted on Apr 03, 2007 from Liz TahirThe People aspect of business is really what it is all about. Rule #1: Think of customers as individuals. Once we think that way, we realize our business is our customer, not our product or services. Putting all the focus on the merchandise in our store, or the services our corporation offers, ...
Views: 936 - How Sales Training Keeps You From Sales Success - Sales Coaching - by Submitted on Feb 26, 2008 from Cheryl ClausenHow much time, energy, and money have you invested in sales training programs, seminars, workshops, and books? If you’re serious about becoming a top sales professional the total is a large number…perhaps so large you could buy a car or at least make a couple house payments with ...
Views: 936 - Is Selling Unethical? - by Submitted on May 25, 2009 from Helen GravesI’ve noticed that the word “sell” can be a strongly negative trigger for many of us creative service-based business owners. It tends to conjure up visions of polyester, pressure and pushiness, all of which are just downright unattractive qualities. But, the fact is, without a selling ...
Views: 936 - How A Strange Envelop Saved Bob From An Empty Appointment Book - Sales Coaching - by Submitted on Feb 25, 2008 from Cheryl ClausenBob, had just finished up another frustrating day that yielded no sales, and no appointments for future sales. He plopped down at his desk and began to sort through his mail dreading the bills he knew he’d find, and wouldn’t be able to pay. As he quickly sorted through the pile ...
Views: 935 - The Top 7 Sales Blunders - by Submitted on Sep 30, 2004 from Kelley RobertsonWe all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. 1. Allowing a prospect to ...
Views: 935 - Use A Systematic Approach To Managing Information About Competitors - by Submitted on Feb 04, 2011 from Dave KahleHere again is one of those best practices that mark the behavior of the superstars, the Top Gun sales people. Most sales people never even consider this. Every sales person has to compete for the business. In some cases, there can be dozens of competitors, and in other cases, only one. ...
Views: 935 - 5 Steps to Attracting More Sales Beyond Your Wildest Dreams - by Submitted on Jan 25, 2010 from Rochelle Togo-FigaAs entrepreneurs and business owners, we all have dreams of closing sales beyond our wildest dreams, signing up lots of clients, and making more money than we ever thought possible. Unfortunately, it doesn’t always happen as quickly as we’d like it to. Many entrepreneurs and business owners ...
Views: 934 - Insurance Sales Success: Do You Have What It Takes To Make A Match? - by Submitted on Feb 12, 2008 from Cheryl ClausenWhen you try to sell instead of trying to match you can’t sell. Have you ever seen the children’s toy where the child tries to put different shaped objects into matching shaped holes? Essentially selling insurance is the same thing only the shapes and holes are conceptual rather ...
Views: 934 - 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: 933 - Discover 6 Keys To Successful - by Submitted on Mar 05, 2008 from Jim KleinAre you planning properly before making your prospecting calls? Imagine you make an announcement to a friend you're going to take a vacation in a couple of weeks. Your friend gets excited and asks, "when are you planning on leaving?" Your reply, "I don't know". She asks, "where are you going"? ...
Views: 932 - Do You Have This "Nasty" Little Sales Habit? - by Submitted on Feb 28, 2006 from Kim DukeGot your attention didn't I? There is a "nasty" little sales habit that separates "wanna be" amateurs from professionals. And I mean NASTY ... it is a moldy green, time-consuming, energy-wasting, confidence-zapping habit. Want to know what it is? Most sales people CHASE their ...
Views: 932 - Become that one in a hundred! - by Did you know that out of 100 new websites, only one will make it? Sobering, isn't it? If you are like me, you stumbled on to the internet, heard stories of those who made millions and decided that this was your chance! You were going to take the ecommerce world by storm.
Chances are, you threw ...
Views: 930 - Are You 'IFFY' - by Many people say that working for themselves or working on Straight commission is just to 'IFFY' for them.
'I'd rather work for a company that will give me a check every week, that direct marketing stuff is just to 'IFFY' for me.'
'I couldn't quit my day job, it's just to 'IFFY' and your not ...
Views: 929 - 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: 929(1 vote) - Cold Calling with Honesty - by Submitted on Apr 22, 2011 from Archie J. JohnsonYou probably never explain to potential clients your true goal in calling them, however, you don’t need to. They’re already aware, since we’re all sensitive when the telephone rings and it actually is somebody we don’t know. In the classic standard sales training, we mastered the latest ...
Views: 929 - How to Launch a New Website and Quickly Attract Traffic and Generate Sales - by Submitted on Jul 23, 2006 from Matt HockinSo… you’ve got a great product (or service) and your website is now optimized to be a sales conversion machine. Now it’s time for the next piece of the puzzle… getting targeted visitors to your website so they’ll buy. This article covers the most effective methods for getting a quick surge of ...
Views: 929 - Which Of These 5 Sales Struggles Would You Like To End? - Sales Coach - by Submitted on Mar 03, 2008 from Cheryl ClausenWorking with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five ...
Views: 929 - Overcome Objections and Close the Sale - by Unfortunately, the first two orders many new salespeople receive are “get out and stay out!” It is human nature for your prospect to procrastinate when asked to make a decision involving money. Studies indicate that a prospect will say no on average five times before they actually buy. As a ...
Views: 928 - Avoid the What If Approach - by Submitted on Aug 21, 2006 from Kelley Robertson“What if I could show you how you could save money, would that be of interest to you?” “What if I told you that you could capture more market share, would you like to hear how we can help you do this?” “What if our system saved you time, would that be of value to you?” “What if I matched our ...
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