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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.
- Tips For Dealing With Gatekeepers - by Submitted on Sep 20, 2007 from Niall DevittTip Number One: Mix up your approach There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single ...
Views: 1520 - Setting Goals for Success - by Submitted on Apr 03, 2011 from Joel AndersonIn the opening line of Anna Karenina, Leo Tolstoy states that “Happy families are all alike; every unhappy family is unhappy in its own way.” The same could also be said of companies with successful sales strategies. There are hundreds of different ways that a sales team can frustrate their ...
Views: 1517 - Cold Calling Tips and Tricks - by Submitted on Jun 06, 2011 from Peter O'DonoghueIn an ideal world you would be getting a steady stream of enquiries all day long from people who were interested in the product or service you are selling. Unfortunately this just does not happen and you have to go out and find your sales prospects, and if you like it or not one of the most ...
Views: 1516 - Do You Sound Like A Salesperson? - by Submitted on Apr 18, 2012 from Mark Bowser"How long has your knee been giving you discomfort?" asked the doctor to the frustrated high school basketball player sitting in front of him. "Since about halfway through the season," said the student athlete. "I see. Was there any particular incident in practice or a game where you ...
Views: 1512 - Is Your Ezine A Wealth of Information or A Sales Trap? - by Submitted on Dec 19, 2002 from Karon Thackston© 2002 http://www.creatingezines.com Ask successful ezine publishers what draws subscribers to their ezines, and you’ll be told one very important thing. Content, content, content. However, many would-be ezine publishers focus more on selling than they do on valuable information. They turn ...
Views: 1512(1 vote) - What's Your Marketing Attitude? - by Submitted on Jul 20, 2009 from C.J. HaydenEntrepreneurs pay a lot of attention to the mechanics of marketing. They take workshops, read books, and hire consultants to find out how to do the best job they possibly can. With my own clients, I often discover that their knowledge of marketing techniques is quite good already. What they ...
Views: 1512 - Friendship drives 50% of all sales and business relationships - by Submitted on Feb 13, 2012 from Nancy DrewIf you need more sales you don't necessarily need better sales techniques, you need more friends. Just refer to what Bob Burg calls "The Golden Rule of Networking": "All things being equal, people will do business with, and refer business to, those people they know, like and trust." I find it ...
Views: 1510 - Customers Are Available for Everyone, at Any Time - by Submitted on Feb 09, 2010 from Alen MayerYou’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks in advance so ...
Views: 1505(3 votes) - Sales Training – Objections are never a Bad Thing - by Submitted on May 29, 2013 from Andrew HortonHave you explained your value proposition? Any sales professional, who views objections as bad things, is missing the point. Objections are just your customer or prospects way of telling you that they do not completely understand and appreciate the value both you and your product or service ...
Views: 1505 - “Secrets of Seductive Selling” - by Submitted on Jun 12, 2007 from John James Santangelo PhDHave you ever been in an . . . . intimate relationship? Yes, INTIMATE! And, “HOW do you know?” I know, strange question and what does this have to do with sales anyway? Well, nothing really, unless you’re a mover and shaker who understands the psychology of seductive selling. And ...
Views: 1505 - How To Anticipate & Handle Objections With Confidence - by Submitted on Jul 09, 2008 from Doug DvorakObjections are the hurdles that keep sales people a step away from closing. The swift removal of objections invariably leads to the closing of the sale. Only the well prepared sales person succeeds in removing the objections in a convincing manner. Anticipating Objections No prospect is ...
Views: 1504 - Managing a Prospect with Unrealistic Expectations - by Submitted on Jun 27, 2007 from Niall DevittEarlier this year we looked at some techniques for dealing with objections (Objection Handling Technique 2007-04-20 ) As part of that article I mentioned that unrealistic expectations on behalf of the prospect can sometimes be misunderstood and treated as objections by the sales person. So ...
Views: 1503 - 5 Mental Attitudes of Winners - by Submitted on Sep 13, 2010 from Mike BrooksSuccess in sales, as in all of life, starts by first developing and maintaining an expectant attitude of success. Simply put, all top performers expect that they are going to succeed, and because of this they consistently take the actions that lead them to achieve their goals and become ...
Views: 1501 - Data Scraping Services Please Try This Service - by Submitted on Apr 26, 2012 from Roze TailerStorage prior to use. Technology, new data scraping and scraping technology by making use of the data is not a successful businessman that his fortune. Sometimes website owners automated harvesting of data cannot be happier. At the end of the possibility remains. Fortunately there is a ...
Views: 1500 - Expanding Your Sphere of Influence - by Submitted on Jan 23, 2003 from Doug StaneartWord-of-mouth advertising is one of the cheapest and most effective types of advertising your company can invest in, but how do we generate this elusive type of advertising? Most experts in the area will say, “Get out and ‘network’.” So we go to a Chamber of Commerce meeting with dozens or ...
Views: 1500(1 vote) - What can you get in promotional clothes - by Submitted on Mar 08, 2011 from Simon WilliamsWhen talk about promotion clothes, many items come into play. They are shirts, which includes T Shirts, Polo shirts; hoddies, caps, socks, jackets, and shoes. However these are just the general category mentioned here, there may be some extensions of these lines too. Today the most liked and ...
Views: 1500 - Closing Takes Guts and Conviction - by Submitted on Sep 23, 2011 from Michael O'GradyThe word guts, when it comes to closing a sale, has much to do with having “intestinal fortitude.” In other words, being fearless. You not only can’t be afraid to ask for the order, you almost need to have a swagger about it. You have to have such a level of confidence that you can ask for the ...
Views: 1499 - Gate-Keepers are the Key to Your Sales Success - by Submitted on May 08, 2013 from Andrew HortonAchieving success in sales is all about knowing who actually wields the hammer when it comes to making buying decisions. In some cases it is the purchasing manager, but in essence he or she may only be following purchasing specifications handed down from someone higher up the food chain. So if ...
Views: 1493 - Selling Is the Most Important Job For Every Entrepreneur - by Submitted on Aug 22, 2009 from Geoff FickeLet’s consider the example of an entrepreneurial inventor attempting to market his newest creation: a portable hydrostatic body fat test appliance. Design is complete, testing is finished and results exceeded initial assumptions, several working prototypes have been built, UL Approval is in ...
Views: 1493(2 votes) - Case In Point: Developing An Ezine Built To Last - by Submitted on Feb 04, 2011 from Karon Thackston© 2003 http://www.creatingezines.com Jill Whalen is well known for her search engine optimization talents. She’s equally well known for her ezine, High Rankings Advisor. From its inception in 2000 until today, she has built an exceptionally loyal subscriber base of over 15,000 that would ...
Views: 1492(1 vote) - Find What Distinguishes You From Your Competitors - by Submitted on Sep 09, 2005 from Catherine FranzU.S.P., in marketing, is the acronym for unique sellingproposition. This is asking, "What distinguishes you fromsimilar products or services, even businesses as a whole?" After using the USP method to uncover the uniqueness of myproducts and services, I continued to find them difficult toname. ...
Views: 1492 - Limited Time Only (Shh! It's A Secret) - by Submitted on Aug 09, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Under normal circumstances, you'd shout it from the rooftops. After all, when you have something urgent to say, you want others to know about it, right? But when it comes to “limited time only” offers, lately I've noticed a disturbing ...
Views: 1492(1 vote) - Seven Lessons to Learn from Great Salespeople - by Submitted on Nov 25, 2006 from Kevin EikenberryChances are this article’s title gives you a strong opinion about whether or not to continue reading. You are either in sales and want to understand your work better and therefore very interested, or you are being kind and giving me until the end of this paragraph to convince you to continue, ...
Views: 1492 - How to Create and Deliver a Killer Sales Presentation - by Submitted on Apr 19, 2011 from Kelley RobertsonEveryone who sells a product or service is required to deliver a sales presentation from time to time. Whether it’s an informal presentation to one over coffee or a formal presentation to a group of decision makers, these sales presentations can make or break your ability to move the sales ...
Views: 1489 - Professional Sales Coaching: 5 Hidden Objections - by Submitted on Jan 28, 2008 from Cheryl ClausenYou “hear” objections on a daily basis. The problem is the objections you “hear” are rarely the real objections that are preventing prospects from buying your solution. When you understand the five hidden objections you can proactively remove them. The 5 ...
Views: 1488 - Data Extraction Services For Progress Of Business - by Submitted on Jan 17, 2012 from Gungun VghlExtraction or analysis and research to businesses with vital information. The service you get all kinds of information when necessary makes. With this method, you simply remove your name and information filters. Research Services Consumption E-Commerce Direct Marketing Financial ...
Views: 1486 - Three Secrets to Success in Selling - by Submitted on May 21, 2013 from Andrew HortonThe three secrets to sales success are simple – “PREPARATION, Preparation, preparation”. I believe that the more prepared you are before any sales call, the more likely you will be able to, help your customers and prospects, understand their specific needs, see how your product or service can ...
Views: 1485 - Book Review: Sell It Today, Sell It Now - by Submitted on Apr 21, 2008 from Shelly WalkerThis book review is part of a series that covers the topic of Sales Training. Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training. Sell It Today, Sell It Now, by Tom Hopkins, is a ...
Views: 1484 - Embrace Rejection and become a Sales Superstar - by Submitted on Oct 04, 2012 from Andrew HortonI do not believe that rejection exists at all. Before you approach a prospect to offer them a solution, which will allow them to alleviate a challenge or satisfy a need they may have. You do not have a sale. If they do not see the value in what you are offering and decline your offer, you still ...
Views: 1484 - 4 Ways to Get Out of a Sales Slump! - by Submitted on Apr 08, 2011 from Mike BrooksLet's face it - every now and then sales don't seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what's important is that we keep control of our ...
Views: 1483 - Sales Trainer - Five Ways to Attract Superstar Employees - by Submitted on Mar 14, 2011 from Nancy DrewThis month our blog topics have focused on team development and how to turn your employees into superstars! In today’s blog, I will share five ways to attract great candidates. 1. Always keep an eye out for possible employees and try not to hire when you’re desperate to find someone, anyone. ...
Views: 1483 - Before You Complain About the Economy - by Submitted on Jun 04, 2010 from Colleen FrancisBy Colleen Francis I think we can agree that the economy is still unstable. While some companies are flourishing others are suffering. Likewise some sales professionals are exceeding their goals and others. I would say about 75% are crying about their poor results blaming the economy. ...
Views: 1482(1 vote) - Why Are the Best Sales Producers the Best? - by Submitted on Mar 02, 2012 from Mark BowserIt is not an accident that the top producers in the world of selling are at the top. It is also true that there are no born sales champions. Yes, some people have more talent then others. But, success in selling comes down to some basic fundamentals. Fundamentals, if taken action on consistently ...
Views: 1482 - Do You Always Have To Lower Your Price? - by Submitted on Feb 01, 2010 from Susan EnnsAre you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes! Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. ...
Views: 1481(2 votes) - Important Information about Buying Dinars and Iraqi Dinar Dealer - by Submitted on Oct 31, 2011 from Robert CruzIt is a well known fact that Iraqi Dinar a new currency in the market and trading of Iraqi currency can be really dangerous because of the activities going on in Iraq. Thus, if you want to Buy Dinars you will have to keep faith of the currency because the stability of Iraqi Dinar is dependent on ...
Views: 1480 - Taking Your Sales Performance Up-a-Notch - by Submitted on Jul 18, 2003 from Dave Kahle"Selling is more difficult now that it was just a couple of years ago." Most of the participants in my sales seminars nod solemnly when I make that statement. And then they begin to fidget in their seats when I follow that up with this: "And it will be more difficult next year than it is today." ...
Views: 1479(1 vote) - The Competitive Landscape - by Submitted on Mar 14, 2012 from Patrick Morin“If you know your [competitors] and know yourself, you will not be imperiled in a hundred [engagements].” That was Sun Tzu, a Chinese General and author of the oft quote, “The Art of War”. There are lots of “intelligences” being trumpeted on various best seller lists, academic halls, and ...
Views: 1478 - CREATING SALES AND SALES VOLUME COMPARISONS - by Submitted on Oct 02, 2009 from Dirk ZellerEvaluating your performance against the statistics of other agents or companies in your market segment is a great starting point, but it is rarely enough to uncover your unique edge or point of difference. When you compare your numbers to MLS stats for the number of units sold, number of ...
Views: 1477(1 vote) - Using Neuro Linguistic Programming Techniques to Get Better Sales Results - by Submitted on Apr 18, 2017 from Linda CattelanWe're all in sales whether we want to believe it or not. When was the last time you had to sell your boss or colleagues on an idea you had, or put together a proposal to increase your project budget? When was the last time you had to convince your kids to do something they should have been doing ...
Views: 1477 - Will Seminars Get You Clients? - by Submitted on Jul 20, 2009 from C.J. HaydenI often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, ...
Views: 1477 - Discover the 2 Reasons Why People Purchase any Product or Service - by Submitted on Jan 16, 2009 from Jim KleinWhen it comes to qualifying a prospect it’s important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to ...
Views: 1476 - How do you change the behavior of an experienced salesperson? - by Submitted on Jul 22, 2003 from Dave KahleEvery client I deal with, in one way or another, eventually asks that question. The words may be different, but the question is the same. In this turn-of-the-century economic environment, it's a universal question. If you haven't confronted the issue yet, it's only a matter of time before you ...
Views: 1476(1 vote) - Go For The NO in Sales - by Submitted on Aug 18, 2010 from liz wendlingGO FOR THE “NO” IN SALES By: Liz Wendling How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ...
Views: 1474(1 vote) - How the Masters Seduce Their Customers with Word Power to Make Millions! - by Submitted on Mar 22, 2007 from Don PriceIt’s amazing just how powerful words are and how little we recognize their enormous power to influence us. Scientific research, over and over again, validates the power of words to seduce our every action. In the minds of children words can surface in later years, bringing with them ...
Views: 1474 - The Other Four Letter word for Success - by Submitted on Feb 05, 2013 from Andrew HortonWhether you have the word Salesperson on your business card or not, I am certain that you were involved in a number of sales conversations today, without even being aware you were selling or trying to sell something. Maybe you tried to influence a work college to see your point of view or you ...
Views: 1474(2 votes) - Do you LOVE to HELP people get what they want? - by Submitted on Apr 11, 2013 from Andrew HortonIf you want to excel at sales, you can no longer afford to blunder blindly into meetings with your customers and prospects, where you sit with your feet braced firmly against the desk. Maintaining a one sided perspective, where you are looking to get as much as possible from every individual ...
Views: 1473 - Sure-fire Ways to Build a Successful Sales Force - Part 1: Be Data Savy - by Submitted on Sep 23, 2013 from Casey FitzGeraldIn this new four-part series of articles, we’re going to look at the steps you can take in your own business today to build a sales force that can help you steadily grow your presence in the marketplace in the years ahead. To keep things simple and easy to read, the seven points we are ...
Views: 1473 - Can you answer the seemingly easy sales question - 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 ...
Views: 1471 - Copywriting Makeover: Making An Emotional Connection - Part 1 of 2 - by Submitted on Jul 30, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com One statistic shows that over 80% of all buying decisions are emotional. That means your copywriting should be, too. This is something I firmly believe in and have preached for most of my copywriting career. However, all too often, I find people ...
Views: 1470 - 3 Misconceptions about being in Sales - by Submitted on Aug 07, 2012 from Joe AuerBeing a sales professional can be really tough and there are a lot of misconceptions floating around about the job. In some cases, the stereotypes that are created have a hint of truth to them, but most of the time they are truly misconceptions. This article will go through a few of the ...
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