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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.
- Positive Self-Talk. The Keys to Staying Motivated - by Submitted on Jul 10, 2013 from Doug DvorakEvery business owner realizes the key to maintaining sales is having salespeople who are highly motivated and goal oriented. When management has the ability to motivate their sales force effectively, it creates a highly charged and positive atmosphere. They can do this through there own methods, ...
Views: 1629 - Are You Using These Techniques to Set Yourself Apart From Other Salespeople? - by Submitted on Jul 13, 2011 from Matt VassarWhat is the number one success-killer that good salespeople make? They set out to do the exact same thing as every other salesperson, except perhaps a little bit better. The problem is that if you set out to be exactly like everybody else, but a little bit better, then you'll experience the ...
Views: 1628(1 vote) - Be Effective in Sales By Understanding People - by Submitted on Jun 05, 2009 from Dirk ZellerTo be an effective salesperson, you have to understand people. You have to understand that people buy and sell for a set of reasons. They also make decisions on whom they do that with based on their reasons, not ours. Being able to read people and ask the right questions is essential to ...
Views: 1626 - Leads360 Secret Shopper Results - by Submitted on Jan 12, 2011 from Joel AndersonInternet leads have become an essential element of doing business for insurance companies in this day and age. However, despite working hard and spending considerable amounts of money on marketing to pull in these leads, most insurance companies don’t do enough of the basic legwork to ensure ...
Views: 1623 - Sales Training - Persuasive Words that Sell - by Submitted on Jun 18, 2008 from Alvin DayThere are many elements to making the sale including a captivating opener, good communication and presentation skills, and strong closing tactics. Perhaps one of the most crucial factors in making the sale is your power to persuade. Persuasion should be apparent all of the elements mentioned ...
Views: 1623 - The Business Linchpin - by Submitted on Mar 02, 2012 from Mark BowserIs there a linchpin that could start a domino effect that could devastate your business? Or, is there a tipping point that could start an avalanche of success like a runaway snowball? Interesting questions, but is there an answer? My wife and I love to watch the hit TV show Castle. ...
Views: 1623 - Tips For Effective Customer Service - by Submitted on Mar 15, 2012 from Gagan ModiCustomer service plays a crucial role in expanding business. Happy customers are loyal customers. Satisfied customers are worth a billion dollar publicity campaign. Similarly, unsatisfied customers can tarnish the business reputation with their negative feedback. It is necessary for every ...
Views: 1623 - How You Can Make Your Sales Soar: A Technique Inspired By Silly Facebook Games - by Submitted on Sep 11, 2011 from Matt VassarIf you've spent any amount of time on Facebook, you've probably seen your friends' pages littered with achievements that they've earned in various Facebook games. You've likely been invited by friends to play such games. Perhaps you have even played one of these games yourself. The most ...
Views: 1621(1 vote) - Stand Out In Any Crowd With World-Class Whiteboard Skills - by Submitted on Oct 16, 2011 from Milly SonnemanStanding out in business presenting is a sure-fire way to get to the top. But it won’t happen if you’re relying on slick slides that don’t tell a powerful visual story. More presenters these days are realizing the truth: poorly designed slides are not working. The slides that worked last ...
Views: 1621 - Become an Expert at Handling Price Objections - by Submitted on Sep 10, 2009 from Alen MayerThe best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to ...
Views: 1619 - Stand Up - by Submitted on Apr 10, 2012 from Patrick MorinStand up PATRICK MORIN It was just after Christmas. I was cold calling in the office with my coworker, Rob. It wasn’t going well for either of us, but I was in a good mood anyway because I loved what I was doing. I turned to Rob and said, “Don’t we have the best jobs in the world?” He put ...
Views: 1619 - Choosing the Right Roll Up Banner Company - by Submitted on Mar 11, 2011 from Simon WilliamsIn order to benefit from maximum exposure at public events, you need an elaborate trade show stand. Of course, this calls for the inclusion of a portable rollup banner stand to enable you to get your company's message across. For the right roll up banner, you need to find a company with ...
Views: 1616 - That Which We Resists Persists - by Submitted on Dec 05, 2014 from Kathleen GageBy now just about everyone has heard of how powerful our thoughts, words and beliefs are. Yet, for some unknown reason people subject themselves to listening to and talking about how bad things currently are with the economy. Over and over we hear how absolutely terrible things are. The fact is ...
Views: 1612 - Six Steps to Reinventing Enrollment - by Submitted on Jan 12, 2011 from Joel AndersonSix Steps to Reinventing Enrollment During the recent economic downturn, for-profit educational institutions have experienced a dramatic rise in enrollment as people return to school seeking new skills and education. This boom has meant grand new opportunities for schools in this sector. ...
Views: 1611 - Use Consultative Selling Techniques to Combat Economic Uncertainty - by Submitted on May 25, 2012 from Steve EungblutWith the public and commercial sectors of Western markets dealing with an on-going lack of assurance, cuts in investments, and strong competition, a lot of B2B sales people are now working in conditions more demanding than ever before. These demanding circumstances have made the sales cycle ...
Views: 1610(2 votes) - The Entrepreneurial Bright and Shiny Object Syndrome Exposed - by Submitted on Oct 17, 2016 from Susan FriesenWhat You Need to Know Before You Sign Up for Yet Another Program There’s an insidious travesty happening in the entrepreneurial world and I’ve stayed silent about it long enough. It’s time to expose what’s really happening to unsuspecting entrepreneurs and business owners when it comes ...
Views: 1609 - How Competing For Sales Limits Your Prosperity - by Submitted on Mar 29, 2007 from Terri Roulette McCartneyMost sales processes that are used today have the essence of competition at their core. Competition is seen as the normal way of doing business in an era characterized by commoditization. The commoditization trap that many businesses find themselves in is causes them to lower their prices ...
Views: 1607 - Recruiter shares how salespeople can succeed in new economy - by Submitted on Sep 30, 2010 from Ann Zaslow RethaberFOR IMMEDIATE RELEASE Media Contact: Ann E. Zaslow-Rethaber (888) 866-7276 www.iscjobs.com Recruiter shares how salespeople can succeed in new economy “The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ...
Views: 1603(4 votes) - Striking While the Iron is Hot - by Submitted on Jan 12, 2011 from Joel AndersonStriking While the Iron is Hot When it comes to converting leads, there’s no more important factor than simple speed. Leads almost always close with the first company that contacts them. And speed to contact isn’t just about getting to a lead first, leads are 22 times more likely to convert ...
Views: 1603 - Change Your Bad Habits Into Good Ones! - by Submitted on Oct 19, 2010 from Nancy DrewAll of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them! You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer ...
Views: 1602 - How to Handle the “I don’t have the Time” Objection - by Submitted on Jan 14, 2011 from Mike BrooksWelcome to the New Year! So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.” Because of the ...
Views: 1601 - 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: 1601 - #1 In Sales Means Nothing - by Submitted on Aug 12, 2009 from Kevin BurnsThe sign in the front window of my local UPS Store reads. "#2 Store in Canada." I laugh every time I see it. It's too rare that you see a sign reading "#2" in anything. I get it though. Wayne and the staff at my UPS Store do a great job and give great service. They're always busy. Apparently ...
Views: 1600(1 vote) - Sales Prospecting Techniques - Discover How to Use YouTube to Generate B2B New Business Sales Leads - by Submitted on Jun 09, 2011 from Peter O'DonoghueHave you ever thought of using YouTube as an effective sales prospecting tool? You might think that YouTube is for teenagers to share videos of dancing parrots and car crashes but you would be wrong. There are huge opportunities for professional sales people and business people to get exposure ...
Views: 1600 - Your Target Audience – Who Are They & What Do They Want? - by Submitted on Feb 10, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com It still amazes me. When I write copy for a company, I always ask about their target audience. I have to know who I’m writing to in order to create a message that will bring a response. But about half the time, the client is absolutely stumped about ...
Views: 1600(1 vote) - Ideas to Make Your Sales Training More Worthwhile - by Submitted on Jul 13, 2012 from David AlexanderGoing through good sales training courses is necessary if you are serious about a sales career. This field is very competitive and without an excellent sales training program to polish your skills, you are likely to end up with empty hands and score zero in career advancement. On the other hand, ...
Views: 1596 - Greatest Sales Strategy Ever - by Submitted on Jan 29, 2008 from Jon GordonAs a student of people and ideas I had to admit that what two guys are doing in a Northeast Florida Starbucks is absolutely genius. The other day as I tried to pay for my green tea at my local Starbucks the cashier said, “Don’t worry about it sir. Those guys over there are paying for it ...
Views: 1595 - 10 Tips for a Successful Sales Day - by Submitted on Nov 27, 2012 from Vanessa SimpkinsWhether you’re in sales as a professional, an entrepreneur or a service professional, employing these 10 quick tips will make a big difference to your bottom line. 1. Make an intention for your day Get into the habit of predetermining your success; this is very important. We tend to run on ...
Views: 1594 - 5 Keys to Doubling Your Networking Results - by Submitted on May 02, 2013 from Yoon CannonAre you frustrated with the results you’ve been seeing from traditional live networking events? Well, did you know if you run a strong online campaign that will help you convert more prospects who you meet offline? That way, the people you do meet face to face at live networking events have ...
Views: 1594(2 votes) - Make the Sale and Avoid Frustration with Open Ended Questions - by Submitted on Aug 08, 2011 from Don TalbertHow many of you know that effective selling is about asking questions? Many people believe that selling is about "explaining" to the prospect, why he or she needs their product or service. Show and tell, features and benefits: these are phrases which come to mind. Well, it's really neither -- ...
Views: 1593 - Audacity and Vigor - by Submitted on Jan 17, 2012 from Heidi McCarthyThe method of the enterprising is to plan with audacity and execute with vigor. Christian Nevell Bovee What a great thought to start the New Year with! Plan with Audacity (daring, boldness or courage) and execute with Vigor (energy, dynamism and vitality). We all know what to do at ...
Views: 1592 - Review: The Step-by-Step Copywriting Course - by Submitted on May 03, 2005 from Karon ThackstonJill Whalen © 2005 http://www.highrankings.com/copywritingcourse I've spent the past couple of weeks reading Karon Thackston's copywriting course, and boy-oh-boy is it a winner! Karon spent five long months putting down on virtual paper everything that she's learned in her 20+ years as a ...
Views: 1592 - Tips For Effective Training - by Submitted on Jan 27, 2008 from John MehrmannTraining can be used to educate, motivate, and cultivate the work force, partner organizations, and customers. When administered effectively, training is an interactive conduit for delivering measurable benefit to the participants. Whether you are a trainer, a manager responsible for selecting ...
Views: 1592 - 7 Keys To Boost Sales With Your Whiteboard Presentation Skills - by Submitted on Aug 23, 2011 from Milly SonnemanHere we are at ‘back to school’ time for children…and for sales teams. If you haven’t picked up a whiteboard marker and started to practice, now is the time. Here are 7 ways to prepare fast. Give a set of markers to a child and you’ll watch their eyes light up. Do the same to a subject matter ...
Views: 1591(1 vote) - Data First - by Submitted on Apr 03, 2011 from Joel AndersonIn his popular 2003 book Moneyball: The Art of Winning an Unfair Game, author Michael Lewis details the way Oakland A’s GM Billy Beane cleverly managed to field a consistently excellent team despite spending half of what big-market teams like the Yankees and Red Sox were spending. His approach ...
Views: 1591 - How To Deliver Your Worst Elevator Pitch - by Submitted on Jul 31, 2008 from Paul YatesHave you ever been to a networking event and asked someone, much to your regret what they do, and half an hour later you are still standing there nodding your head feigning interest and wondering why you even bothered getting out of bed? It has happened to us all…but the trick is not to ...
Views: 1591 - Are Your Sales Slugging? See How the Power of the Second Person Can Double Your Sales! - by Submitted on Jul 22, 2011 from Matt VassarHow would you feel if I told you that there is one simple technique that has been scientifically proven to double your sales? It's so easy that anybody can do it, and when you do, you will see an immediate increase in your sales numbers. In fact, all you have to do is increase the use of one ...
Views: 1590(1 vote) - Business Acumen And Modern Day Selling - by Submitted on Mar 27, 2012 from Ioventures IncNowadays, customers get the majority of their product and application data from the Internet. This means that selling has become more difficult for sales professionals, who now have to add value to the business of every customer and work with the selling firm to attain shared objectives. Toss ...
Views: 1590 - Your First Words Last Forever - by Submitted on Apr 01, 2003 from Lillian BjorsethOnce you have set your goals, there are two key things you must have ready at all times: your verbal and printed business cards. Let’s look first at those all-important introductory words that describe what you do—words that will capture others’ attention and hold their interest. Your ...
Views: 1590(2 votes) - Expert Advice for Rookie Consultative Sales Professionals - by Submitted on Feb 24, 2009 from Marshall NorthcottGain a clear understanding of what has the ability to or what does make you vulnerable in your profession and then protect yourself against it. For example. an individual who is just getting started into real estate sales who has financial challenges (a short supply or exhausted reserve funds) ...
Views: 1589 - Practice the ABC Method - by Submitted on Apr 26, 2009 from John AOV"The first law of success is concentration - to bend all the energies to one point, and to go directly to that point, looking neither to the right or to the left." –William Mathews The more thought you invest in planning and setting priorities before you begin, the more important things you ...
Views: 1588 - Sharp: Strategies for Optimal Thinking and Behavior - by Submitted on Oct 24, 2013 from John Johnson“Can you recommend some CD’s on hypnosis that I can listen to, because I want to be smarter?” Alan asked me (name changed to protect the so-called innocent). I've never been asked this before, not until now. It’s not for me to pass judgment on any inquiries. No matter how unique they may be. For ...
Views: 1588(1 vote) - 5 Keys to Overnight Success In Sales Presenting - by Submitted on Oct 16, 2011 from Milly SonnemanLooking for a realistic approach to sales presenting? You’ll be delighted how easy it is to go from ‘anxious and uncertain’ to ‘fearless and loving’ it.’ If you find presenting to clients and prospects makes you feel sick to your stomach, lose your voice, get shaky knees or break out into a ...
Views: 1587(1 vote) - Are Your Listening Ears On - by Submitted on Nov 17, 2007 from Diane HelbigAnyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked to put theirs on all the time. Interestingly, we forget that rule as adults. What ears do you listen with? To your co-workers, clients, prospects, family, friends? When it ...
Views: 1586 - Quit Wasting Your Time: 4 Questions to Accelerate Your Success - by Submitted on Mar 22, 2012 from Justin McSharryTime management systems are all over the place these days… and with good reason. If you can maximize your time and focus on the right areas, you’ll hit your goals faster and have more time for your personal life. Since the late 1990′s, I’ve read a shelf full of books on time management, ...
Views: 1586 - A FRESH LOOK AT ALUMNI RELATIONS: Revolutionize your Fundraising by Turning Your Development Effort On Its Head - by Submitted on Nov 09, 2004 from Marc PitmanHave you ever thought of your alumni relations activities as the preeminent part of your school’s advancement effort? Or do your colleague have an “I-suppose-it’s-important-but-I’m-not-really-sure-what-they-do” mentality about your staff? Far too often, alumni relations is seen as a second-class ...
Views: 1585(1 vote) - Breaking the Voice Mail Barrier - by Submitted on Jul 20, 2009 from C.J. HaydenEven if you never place a cold call, you still have to reach people by phone. That customer who was so interested last month never called you back, and now you must call her. You call once, twice, three times, but you can't get her in person. How can you manage to close a sale if all you ever ...
Views: 1585(2 votes) - 5 Visual Tips To Boost Sales - by Submitted on Sep 23, 2011 from Milly SonnemanWhether you’re in a global organization or a small business, marketing and sales departments are often on different planets. What can you do to boost sales—and boost communication? Over and over I talk with marketing and sales leaders. Consistently they tell me horror stories of gaps in ...
Views: 1584(1 vote) - 3 Top Tips For Creating A Memorable Unique Selling Proposition - by Submitted on Jun 27, 2008 from Barbara GiamancoYou've been there. At a networking function someone asks you what your company does, and you freeze like a deer in the headlights. You haven't thought it through so what might roll off your tongue is a lengthy speech that says absolutely nothing. Worse yet, you might default to spitting out a ...
Views: 1582 - Sales Effectiveness: Overcoming Objections - by Submitted on Aug 24, 2012 from stephanie fletcherIn any selling situation, it is likely that you will need to overcome a buyer’s obstacles before a buying decision is made. Often, the way we “handle” objections turns the buyer off. Resolving objections effectively is a process that involves careful, sensitive listening and positive, factual ...
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