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.
You have the ability right now to learn what it takes to earn whatever income you want. That’s a pretty strong statement, but don't discount it until you've read the rest of this article.
Do you know that the majority of today’s leaders in business were in sales at one time or ... Views: 1634
“The man who makes an appearance in the business world, the man who creates a personal interest, is the man who gets ahead. Be liked and you will never want.”
- Willy Loman in Death of a Salesman.
Sure, not everything worked out for Willy the way he might have wanted it to. He needed a lot ... Views: 1634
Is the 3-foot Rule Dead? Or, more importantly, should it be?
What is the “3-foot rule” anyway?
It’s an old sales adage that means if you get within three feet of me, I’m going to consider you a prospect for whatever I’m promoting or selling. Some folks believe that the 3-foot rule is passé, ... Views: 1631
If you are going for an interview as a prospective employee then you should do some research. Read the job description and requirements carefully. Browse the web site to see how the organization presents itself. Search for news items and comments about the company on news sites and ... Views: 1631
Purchasing and sales pros alike are fascinated by commercial law. We should be; it is part of our daily experience and we need to be masters of it. The purchase and sale of goods is a matter of contract law and a PO is a contract. Yet very few of us have any formal education or training in ... Views: 1627
We’re talking about how telling your story can reach your potential client. I want to you imagine that a sales representative for a soft drink company – let’s say, Pepsi – walked up to you and said, “I’d like to sell you one of my beverages.”
“All right,” you say. “What’ve you got?”
He ... Views: 1625
Want to increase the value of your sales meetings? Make it about THEM by including your sellers.
When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more! Many ... Views: 1623
Manually entering contact information into a database is a tedious and distracting task to busy sales professionals. Focused on that month's target and existing deals in the pipeline, crucial contact information is often entered inaccurately or not entered at all. That partial or missing ... Views: 1621
http://www.sales-solutions.biz
What? Am I reading this correctly? Stop selling and I'll close more business? Yes. Let me explain.
I was on an initial meeting with a prospective client last week. This prospect was frustrated that several prospects of his that exhibited classic ... Views: 1619
As we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we talked specifically about the 7 major forces of motivation for each of your sales reps.
Where your ... Views: 1619
I want to talk about how to deal with one of the most frustrating and demotivating things that happen to people- the slump.
We all face them at one point or another, and how you handle yourself through a slump or “losing streak” determines how quickly you get out of it. As Dr. Suess says, ... Views: 1615
Your clients are in different places geographically, financially, and in their mindset. So when you’re looking for ways to meet them where they’re at, you have to be thinking about all three.
For example, we know that not everyone is going to be able to show up in Las Vegas next Thursday for ... Views: 1615
Managing 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: 1615
A question that is often asked on sales training courses is ‘how should I dress?’ I think this is a vitally important question. You see a prospect will subconsciously have a perception of you built up in their mind in the first 30 seconds to 1 minute of a sales call.
The old saying you only ... Views: 1615
"Not one single investor, in the whole wide world, thought Borders had a real economic future," tweets George Mason University economist Tyler Cowen. It truly is remarkable that Borders mismanaged itself so badly that it not only went deeply in the red, but also got to the point where things ... Views: 1611
Gatekeepers, whether we love them or hate them, are a part of sales life. There is no magic pill as each gatekeeper is different and each situation demands a customized approach.
In Part 1 of this series, I outlined the first three strategies for getting past the gatekeeper and mentioned two ... Views: 1601
Being a heart-centred entrepreneur that really has a big call to change lives, it can be pretty difficult to 'sell' what you have and so, unfortunately, this tends to mean that
You get trapped taking the side road doing something you do not completely believe in because it pays the ... Views: 1599
Most business owners and entrepreneurs have no problem coming up with ideas of how to make money. The problem they do have, however, is a total sense of fear about taking their idea to market and find the people who pay for it.
People will not just magically appear and freely hand over cash. ... Views: 1599
At one point or another, most of us have experienced that feeling of wanting to be “discovered” for our area of expertise. We secretly hope that someday, someone is going to recognize our brilliance and tell the world about it.
I have felt that way too. For decades, I secretly waited for that ... Views: 1598
http://www.ktamarketing.com
As you know, I am continually on the look out for innovative marketing ideas that bring a high return on investment. This one is truly creative! Thanks to Roosevelt Best of UK-based Naturally First and Astrology First for sharing his ingenuity – and his results – ... Views: 1597
"You can go 60 miles an hour in the car- but you can go 60 miles a minute on the phone."
Selling is about how many times you can get in front of how many potential clients to create how many opportunities to ultimately earn business.
But who says that getting in front of prospects has to be ... Views: 1595
Manatee County in South West Florida has an annual program called Project Teach.
The program objectives include: to illustrate the importance of first impressions, to explore the relationship between education and jobs, to provide a dialogue between students and adults in different ... Views: 1594
The difference between runaway business success and mediocrity often comes down to sales. Yes, you need a great product that uniquely addresses a market need. You need operations and manufacturing teams that can execute. However in the competitive world of complex “solution selling,” the ... Views: 1592
She looked at me and said, “I’ll do whatever it takes to make it right. What do you want me to do?” The right words but her hands were on her hips, her legs were spread apart and she was looking down her nose at me. Everything screamed, “Lady, you really are the problem. Just tell me what it ... Views: 1584
Unless 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: 1582
On this episode of Sales Management Mastery, on our continuing series of motivating and leading your sales team in a recession, we’ll tell you 5 proven sales rewards programs that work to motivate your sales team especially that one sales person that is motivated by rewards and prizes.
A few ... Views: 1576
The expression “attention to detail” has become something of a cliché on most job descriptions. What job doesn’t require attention to detail? But recently, I witnessed first hand, a group of professionals whose entire workload is attention to detail. My mission was to provide training for Event ... Views: 1575
Everyone involved in selling will face situations involving many complexities including objections that can be quite often difficult to overcome. The key is making certain you are fully prepared to handle any type of situation that may arise. Your potential clients will have many needs, ... Views: 1574
I participated in a few charity golf tournaments this summer. At each one, I kept hearing the same comments from some of the participants. “I never hit the ball well off the first tee.” and “I won’t make the putt because I am not a good putter.” Interestingly enough, everyone who made those ... Views: 1573
If you need to convince potential clients or customers to do business with you then you need to have either one of these mechanisms in place.
Do YOU?
So what are they and how do they help you grow your business?
Well, a Sales Pipeline is simply graphic way of thinking, visualizing and ... Views: 1572
When it comes to presentations, be they in front of live audiences or virtually via powerful tools like teleseminars or webinars, people often worry the most about the last 15 minutes, when it's time to make an Irresistible Offer or invitation to work with you or come in for a consult. But if ... Views: 1570
The world of selling is very precarious due to the recent recession. Sellers are having very difficult times remaining focused and motivated. Buyers still worry about budgets since their businesses too continue to struggle.
The major concern is the revenue is required- nothing happens without ... Views: 1570
Testimonials and case studies attesting to the power of your work are great ways to prove your credibility, so that your ideal clients feel confident about investing in themselves through working with you.
But what if you’re just starting out in a new field or niche and you don’t have that ... Views: 1569
In the 1980s I lived in Oklahoma, Tulsa to be exact. My speaking and training business was relatively new and one of my anchor clients was the Oklahoma Bankers Association. They hired me for a total of 27 different presentations over a few years and I wrote a monthly article in their magazine. ... Views: 1568
The 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 has changed, the markets are not the same, peoples buying habits and demand for products has changed. Innovation is driving new products, ... Views: 1564
If you've ever watched the opening of ABC's Wide World of Sports, then you've seen the winning runner break through the finish line, arms upraised in triumph, elated by the "thrill of victory." Of course, you've also seen the championship skier as he miscalculates and goes tumbling down the ... Views: 1562
In almost every sales training seminar or book on selling ever written, there is inevitably a chapter on “overcoming objections.” They will tell you that these are buying signals or a marker that tells you the customer is really requesting more information. I’m here to tell you that is a ... Views: 1561
If you dread picking up the phone to make a sales call or speak to a client then you are not alone. Even extremely good salespeople can sometimes feel nervous when they have to speak to people on the phone.
It can be extremely frustrating because you know you need to make the calls to find ... Views: 1559
I recently asked my good friend, top marketer T.J. Rohleder, "If you had one minute to say something to somebody who was interested in marketing, what would you say?"
Here's T.J.'s pithy response:
"I would say, find the people within the market you want to target who are making a lot of money ... Views: 1556
http://www.ktamarketing.com
How many times a day do you see them as you surf the Web? Pop-up and pop-under windows have become a widely used marketing tool. But do they work? Are they just a nuisance, or are they really the gold mine that all the “gurus” claim?
After doing a good deal of ... Views: 1555
Upon being hired, many sales professionals simply go into the company, do their work, make quota, but don't gain any ground regarding getting to the next level. Then, they spend hours, days, weeks and years wondering as to why this is while they could spend the time bettering themselves.
The ... Views: 1555
Some years ago, I was in London, Canada, speaking to a very large group of lawyers and their spouses about the power of the speaking voice. Part of my presentation on voice deals with color, which is the life, the animation, the emotion you express in speaking. In talking about this aspect of ... Views: 1548
"If I persist, if I continue to try,
if I continue to charge forward,
I will succeed."
The above title is a quote from Og Mandino, the great American writer, sales guru and author of the bestselling book “The Greatest Salesman in the World.” It was the first book I read when I began my sales ... Views: 1545
Whether you’re a CEO or a full-time entrepreneur of a small business, you’ve got a story to tell. A new product. A powerful invention. A transformation. But how can you get other people to listen?
It’s tough to win attention, isn’t it? Most professionals agree that changing the way people ... Views: 1542
Choosing to bid on the right keywords can be key to your pay per click success. By choosing the proper keywords - words that your potential customers would use to search for your product - you can pre-qualify web traffic and skyrocket your conversion rate.
But how do you choose the right ... Views: 1538
Quick - name a product or service that doesn't rely on persuasion in some shape or form, to move people to action and sell more goods?
Stumped?
I can't think of one either.
Which is why I know you'll benefit from the simple
tips I'm about to share with you.
Persuasion, like any other skill, ... Views: 1537
The explosion of social media into mainstream consciousness has seemingly come from nowhere. Though it may be new to you, the social media groundswell has been building for some time, and it’s fair to say that the buzz right now is deafening.
While there is a growing familiarity with tools ... Views: 1537
A slow economy is a difficult time for business and no salesperson welcomes it. As total business volume slumps, triggering apprehension of deeper recession and pessimisms and uncertainty can prevail. However, it is an inevitable part of the economic cycle and businesses should learn to cope ... Views: 1533
I'm having a problem with a rental property. My tenant doesn't seem to find it important to pay her rent; go figure. I've been managing my own rental properties for 14 years now and rarely run into this problem, believe it or not. I've arrogantly attributed my success with my rental properties ... Views: 1532
I 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: 1531