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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.
- Pump Up Whiteboard Notetaking For Powerful Selling - by Submitted on Oct 16, 2011 from Milly SonnemanHow do you process information? By taking notes. In traditional classes, we learned to write down everything. But for powerful selling, visual note taking at a whiteboard is much more powerful. Curious how to pump up your whiteboard note taking? In talking with graphic facilitators, ...
Views: 1704 - T.J. Rohleder: 1 Minute Advice of a Millionaire - by Submitted on Apr 27, 2009 from Ted CiubaI 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: 1703 - How are you Presenting Yourself? - by Submitted on May 12, 2011 from Bill SayersHow are you coming across with the people you meet? How do you present yourself? What happens when you walk into a room? What does the person see and feel about you? Who are you? You have to be comfortable with who you are and what makes you “You”! Who Are You? A study was done by a group of ...
Views: 1701(1 vote) - Opening Sentences That Close the Sale - by Submitted on Oct 27, 2006 from Karon ThackstonIt's one of the best pieces of copywriting advice I've ever been given. "As often as possible, start your paragraphs with sentences that hook readers and drive them deeper into the copy." Why? Because - after the headline - the first sentence in any paragraph is what gets read most often. ...
Views: 1699 - People Need What I Got! - by Submitted on Feb 04, 2010 from Eric MulfordYou were put here on this earth for a purpose. You have chosen to fill that role as a Sales Professional. That's what you are a Sales Professional. You are the key to the American economy! You hold in your hand the power to change the world. Because nothing happens until a sale is made. Nothing. ...
Views: 1697(2 votes) - Sales Training – Ideas for closing sales - by Submitted on May 29, 2013 from Andrew HortonKnow what you sell and the value you bring There is no substitute for completely knowing your value proposition and what it is you really sell. This understanding is crucial to effortlessly closing virtually any sale. When you are clear on what you sell, communicating this to your qualified ...
Views: 1697 - Sales Training Ideas On Mobile Cell Phone Use - by Submitted on Oct 15, 2007 from Patricia WeberSalespeople naturally take advantage of mobile cell phones regardless the modes of travel. In general, it makes the job of selling easier and allows them to maximize each selling minute of the day. The catch of using this invaluable sales tool is the likelihood of never unplugging ourselves to ...
Views: 1695 - How a Job in Sales Can Set Up Your Career for Success - by Submitted on Nov 07, 2019 from Mike MonroeWhen young professionals envision sales positions, they might picture the car salesman at the local dealership or their own teenage stints working in retail. In reality, about 5% of the United States population works in the sales industry. The sales job possibilities are seemingly endless — and ...
Views: 1694 - How Repetition Will Help You to Explode Your Sales Results - by Submitted on Sep 03, 2010 from David SteelOne thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. ...
Views: 1692 - 4 Proven Methods to Motivate Salespeople…Gently - by Submitted on Aug 31, 2010 from Ralph BurnsGreat leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading. There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, ...
Views: 1691 - Use the Sales Secrets of Military Recruiters - by Submitted on Sep 29, 2006 from Danek KausLet me begin by stating that this article is not a discussion about the military or the pros and cons of war. It is about learning some of the most powerful persuasion strategies in use today. And the truth is, military recruiters are some of the best salespeople in the world. They have to ...
Views: 1689 - Why Selling Is Better Than Sex - Part One - by Submitted on Jan 18, 2010 from Alen MayerThe world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is ...
Views: 1688(1 vote) - Selecting the Right Vendor For Your Onsite Or Online Microsoft Training - by Submitted on Jun 04, 2010 from T MillerIn our current economy, it is imperative that businesses maximize their profits while minimizing their expenses. Often, businesses choose to eliminate their training from their budgets to quickly show reduce cost. This can often have an adverse effect on their employee's productivity! Instead ...
Views: 1687 - Six Rules of Selling in 2012 - by Submitted on Feb 23, 2012 from Adon RiggRetired CEO of General Electric, the great Jack Welch has six rules for success. Are you following these rules of success, or are you on a path to irrelevance? 1. Control your destiny, or someone else will. 2. Face reality as it is, not as it was or as you wish it were. 3. Be candid with ...
Views: 1685 - How can sales teams take advantage of the new real-time messaging on Salesforce? - by Submitted on Jun 12, 2012 from Abel VelazquezSalesforce, maker of the world’s best selling CRM software solution, has taken various strides to show that it fully embraces the social revolution. One of the biggest of the moves was the introduction of Chatter, the company’s social networking platform that brings Facebook and Twitter-like ...
Views: 1684 - The Secrets to Effectively Using Voicemail to Get Call Backs and Make More Sales - by Submitted on Jun 09, 2011 from Peter O'DonoghueVoicemail is the scourge of many salespeople and yet the number 1 prospecting tool for some of the worlds most successful salespeople. Where does it sit in your sales prospecting armory? I really am surprised that even the most experienced sale people have never, ever taken the time to work ...
Views: 1681 - Increase sales by listening to your customers and getting to know them - by Submitted on Jan 17, 2012 from Peter DickinsonThe problem with most people is they don’t realise why we were all given one mouth and two ears. All they want to do is tell you about themselves. Don’t they realise we aren’t interested in them, only ourselves!! BUT turn this on its head and you have a brilliant technique to instantly make ...
Views: 1680 - Sales Training - How is Your Cold Calling Attitude? - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe way You approach cold calling will have a big impact on the success You have. If you're constantly saying to yourself "They won't be in" "They will be in a meeting" "They will have just come back from lunch" "They won't want to talk to me" "They are probably ...
Views: 1680 - 7 Enlightened Ways To Sell Without Selling - by Submitted on Aug 05, 2009 from Samantha HartleyMost people love to buy stuff, but they don't like being sold. Many of my clients love what they do, but they really detest selling it. How can we reconcile these two points of view? What if you could learn to "sell" without actually selling? Then, you wouldn't have an unpleasant feeling ...
Views: 1675(2 votes) - A lesson in sales from Henry Ford - by Submitted on Apr 04, 2012 from Neil ShorneyA true sales master - Henry Ford, the man famously quoted as offering his Model “T” car as follows: “Any customer can have a car painted any colour that he wants so long as it is black” However, this isn’t the sales lesson from Mr Ford, as most customers demand a little more flexibility ...
Views: 1673 - Conducting Effective Workshops - by Submitted on Jul 25, 2008 from Vincent PetersConducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Views: 1672 - Procrastination - A True Enemy To Your Sales Success - by Submitted on Jan 21, 2011 from Susan EnnsHappy New Year! We are only a few weeks into the New Year and already the gyms are less full than they were the first week of January and many have already cheated on their diets. Similarly, sales people are already missing their daily sales activity targets, so they are no closer to earning ...
Views: 1672 - Break a Few Eggs - by Submitted on May 12, 2009 from Michael O'GradyI’ve listened and read much over the years about keeping your thoughts and statements positive. Thoughts like, “Why does this always happen to me?”, “What else am I suppose to do?”, and “I only have so many hours in a day “; these can be restraining and inhibit productivity toward your goals. ...
Views: 1668 - C-Level Selling: What’s in Your Solution Portfolio? - by Submitted on Apr 30, 2014 from Sam ManferYou sell products, services or both. But buyers don’t want things or services. What they really want are solutions to problems (stating it negatively) or desired results (stating it positively.) These solutions and desired results can sound abstract or intuitive when initially talking, but ...
Views: 1667 - Spring Training For Sales Professionals - by Submitted on May 02, 2012 from Mark Bowser"It is the bottom of the ninth, two outs, men on first and third and Joey Votto at the plate," expressed the baseball announcer. "It has been a good Spring Training for the Cincinnati Reds here in Arizona. A win here today will be the icing on the cake. Reds are down by one and need a ...
Views: 1667 - 5 Tips for Generating More Cash Flow in Your Business TODAY Not Next Month or Next Year! - by Submitted on Dec 17, 2012 from Vanessa SimpkinsI get you – you’re busy, really busy, you’ve got 5 or 6 projects on the go, great ideas flowing in, but something is really off because contrary to what they tell you in school somehow the busier you get the less money is coming in. How is this happening? You work hard, you’re smart, ...
Views: 1666 - Cold Calling Scripts – Shocking Secrets for Success - by Submitted on Jan 13, 2011 from Leslie ButerinThere is a great cold calling scripts debate in the sales community. One group argues scripts make callers sound canned. The other side says if you don’t know where you are going you are likely to get there and your script is the roadmap. The anti-scripts camp does not want to sound like the ...
Views: 1664 - Connect with the Right People and you will Dramatically Increase your Sales - by Submitted on May 19, 2012 from Andrew HortonIt is a well-known fact that people buy from people they know, like and trust. So if you have a desire to increase your sales, then you need to stop sitting with your feet braced firmly against the table, with a desperate look on your face trying to sell your products or services. Instead you ...
Views: 1663 - Are you an introvert or an extrovert? - by Submitted on Mar 19, 2013 from Alen MayerAre you a sales introvert or a sales extrovert? In your sales role, which activities do you prefer? Where do you focus your attention? How do you recharge? Every salesperson tends toward one of two preferences: introversion and extroversion. There is the distinction of these preferences ...
Views: 1661 - Selling To Your Strengths - by Submitted on Apr 12, 2012 from Mark Bowser"Play your game," said Coach Galen Scott. The pointed advice was given to a very weary, frustrated college tennis player. If you haven't guessed, that frustrated athlete was me. I was losing matches, my mind was clogged, and I didn't know what to do. That is when Galen stepped in an instructed ...
Views: 1660 - Develop Your Elevator Speech - by You might be wondering what on earth an elevator speech is and why you would want to develop one? Simply put, your elevator speech is a concise, powerful statement clearly defining what you do, and presented in such a way that it creates a desire for more information. I call it an "elevator ...
Views: 1656 - Your Customer is Lying…Did You Catch It? - by Submitted on Feb 25, 2009 from Mark HunterAs much as we hate to admit it, at one time or another, we’ve all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, lying from a customer occurs more often than we are aware of. Did you realize that nearly every sales call starts off ...
Views: 1656 - FOUR EASY STEPS TO HANDLING PRESENTATION OBJECTIONS - by Submitted on Jul 29, 2009 from Dirk ZellerSales objections are part of selling. For most people in sales, they present an immovable object in the road to your success. Real estate Agents often freeze when presented with a sales objection. They don’t know what to do or say in the face of this perceived danger. Let me share with you ...
Views: 1655 - Dealing With Difficult Customers/Physicians - by Submitted on Jul 25, 2008 from Vincent PetersDealing with difficult customers is a never-ending challenge that we must constantly face in the business world. While there will always be difficult customers, and we can never completely avid them, there are some things that we can do to make our jobs easier. Let’s take a look at what goes ...
Views: 1654 - #3. Unleash your secret sales force by obtaining great testimonials - by Submitted on Apr 27, 2010 from Colleen FrancisFive great ways to send your sales skyrocketing in 2010 It’s a challenge that even the most accomplished sales professionals have to tackle regularly: how to attract more of the targeted customers who are best suited to help your business thrive. After all, it’s not enough to know who it ...
Views: 1652(2 votes) - Things to Consider When Selecting an Onsite Microsoft Vendor - by Submitted on Jun 04, 2010 from T MillerWhen selecting an onsite Microsoft vendor, make some wise choices regarding the scheduling of the training event. You want to get the biggest bang out of your dollar. Make sure small mistakes don't take away from the training experience you have paid for. Date of Training Do NOT schedule ...
Views: 1652 - Complimentary Consultations: What They Are and What They Are Not - by Submitted on Nov 14, 2014 from Margie BeiswangerLet's start with what a complimentary consultation is not. It is not a place to give away free coaching, consulting, or services. In my business philosophy, a complimentary consultation is not a place for a 'hard sell' either. The purpose of a complimentary consultation, also referred ...
Views: 1651 - What Really Motivates Sales People? - by Submitted on Jul 12, 2013 from Doug DvorakBeing in a leadership position on your sales team can be one of the biggest challenges you will face in your professional career. You will not only need to know how to find sales success and manage a team, but you will need to be able to find a way to motivate your members as well. Proper ...
Views: 1651 - Pursuing Best Practices - by Submitted on Apr 03, 2011 from Joel AndersonInertia can be a powerful force. Often times in business, the decision not to act and to stick with the same practices is the easiest one to make. However, the ease of sticking with the same shouldn’t allow sales managers to accept the status quo. Maximizing ROI and finding best practices are ...
Views: 1648(1 vote) - How to Be Great at Sales - by Submitted on Feb 18, 2012 from Tyler HolsingSales techniques and skills are not always something one is born with. Often people think if they are not given the skills naturally then they will not be successful in sales. .But it is nothing but a fallacy Plenty of successful salesman have taken training courses, read books written ...
Views: 1647 - A Sales Lesson From Mt. Everest - by Submitted on May 01, 2009 from Jim MeisenheimerHow To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
Views: 1644 - Disruptive Selling - by Submitted on Feb 27, 2009 from Mark HunterOne of the new marketing trends is “disruptive selling.” This is defined as any marketing strategy that is bold enough, unique enough or enough out of the ordinary to create buzz and, consequently, sales. It could be marketing that runs counter to the time of year when competitors are running ...
Views: 1642 - Encourage and Expect Individual Accountability - by Encourage and Expect Individual Accountability is a necessity in life as it is in business. I have yet to find a business professional, athlete, or parent who maintains a high level of integrity, honesty, and success without understanding this law. One of the most difficult things is to say, ...
Views: 1642 - Mastering Mistakes In Whiteboard Sales Presenting - by Submitted on Oct 16, 2011 from Milly SonnemanWorried about making mistakes in front of important clients? If presenting and selling with a whiteboard is in your future, it helps to know what to watch out for…and how to recover instantly. Many subject matter experts worry about appearing professional and poised in front of decision ...
Views: 1642 - The Most Important Value in Creating Wealth - by Submitted on Mar 18, 2010 from Todd SmithA close friend of mine called to tell me that his son regularly follows my posts. The other day his son said, “Dad, is the point Mr. Smith making a little thing or a big thing?” Well Ethan, today’s subject is a big thing. In fact, this lesson about personal integrity is as BIG as they ...
Views: 1642(4 votes) - Where the Clients Are - by Submitted on Jul 20, 2009 from C.J. HaydenA friend of mine is an IT consultant. He's been an independent contractor for the 20-plus years I have known him, and gets all his consulting contracts through agencies. Even when he works a year or two for the same client, the agency takes 15-20% of what the client is paying for his services. I ...
Views: 1640 - How To Earn Bigger Tips And Commissions - by Submitted on Mar 04, 2008 from Victor AntonioOne of the fastest ways to build rapport and trust is to prove, in concrete terms, that you are looking out for the client’s best interest. Zig Ziglar said that people don’t care how much you know until they know how much you care about them. One tried and true strategy that I use ...
Views: 1635 - Sales Training – Top Doublespeak Traps Salespeople Want to Avoid - by Submitted on Nov 17, 2008 from Patricia WeberThe annual Doublespeak Award is given to some public figure whose language is deceptive, evasive, jargon or confusing or euphemistic. While usually associated with public figures and corporate environments, some salespeople easily fall into the doublespeak traps without knowing it! Here are the ...
Views: 1635 - Do It Yourself Fundraising: How to Get Money for Your Nonprofit - by Submitted on Jan 29, 2007 from Marc PitmanI often get asked by start-up nonprofits how to raise money. The panic of making budget seems to make raising money impossible without knowing someone rich and famous like Bill Gates or Warren Buffet. But fundraising isn’t impossible. It can an incredibly exciting adventure. Here is a simple ...
Views: 1634 - The Seven Steps Needed to Make Your Next Sale - by Submitted on May 05, 2007 from Roy ChitwoodThere are five buying decisions all prospects make before they purchase a product or service. Central in their decision making process is the question: "What will it do for me?" A salesperson should imagine this question emblazoned across the forehead of every prospect because it is this ...
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