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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 Training - Measure the Internal Drive - by Submitted on Sep 23, 2011 from Henry OkwoWe have all watched a sports game and noticed an athlete that may not be as naturally gifted as others, but he had a burning desire and drive to succeed. You noticed that they never gave up on any plays and contested at every possible opportunity. The internal drive to succeed is crucial is ...
Views: 1469 - Turn On Your Selling MOJO In 4 Easy Steps - by Submitted on Oct 16, 2011 from Milly SonnemanAre your sales presentations falling flat? Do you have exceptional products, services and trainings…but no one ever seems to ‘get it’ and you don’t know why? If so, you’ll love these 5 easy steps. Many experienced and new sales presenters struggle with speaking the language of their ...
Views: 1468 - How To Cold Call Without A Script - by Submitted on Jun 15, 2008 from Ari GalperLear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work.” Some people who use cold calling scripts actually do make some sales. The problem is, even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid ...
Views: 1467 - Quick…When I Say Salesmen What Comes to Mind? - by Submitted on Aug 13, 2009 from Dennis KelleyWhen I ask most people that question the typical responses are a wrinkle of their nose and words like, pushy, intrusive, won’t take no for an answer, an interruption, and even rude. It is a reaction born from experience and stereotypes. Just think of the last time you interacted with someone ...
Views: 1467(2 votes) - Bring Your Sales into the New Millennium - Fast, Easy and Right Now! - by Submitted on Mar 16, 2010 from Jason RosadoOne of the most powerful things you can do in your business is to ask a lot of great questions. This will empower employees, foster growth, increase the quality of decision making, improve relationships and take you and your business to a new level of effectiveness. What it will also do for ...
Views: 1466(8 votes) - Sales Skills: Separating the Boys and Girls From the Men and Women - by Submitted on Oct 07, 2010 from Ken SundheimWhen it comes to sales and the business development sector, regardless of industry, there are certain traits, skills and astutely acquired business knowledge that sales professionals who make it to the executive level (those who progress as well) have as opposed to the salesmen and saleswomen ...
Views: 1466(2 votes) - Using the Marketing "Free Offer" - by Submitted on Apr 06, 2011 from Emma TylorWhat are you currently offering your potential clients for free? Do you have at least one irresistible offer that will make your ideal clients feel like they need to sign up (i.e. opt in) right away so that they can access this great information? If not, then you are doing your business a ...
Views: 1466 - A Scrapbook of Cold Calls - by Submitted on Feb 12, 2012 from Patrick MorinThere are moments in our lives that, because of some emotional connection, we remember more than others. For most of us these include our wedding day, graduation or the birth of a child. For me, mixed in with all of these monumental events, is a cold-call message left on my voicemail when we ...
Views: 1464(1 vote) - Listening Skills For Sales Professionals - by Communication skills are the defining attribute of a top sales person. There are five parts to great communication skills. Listening, Questioning, Body Language, Speaking, and Interpreting. In the next few issues of the Executive Sales Tips Newsletter, we will explore each of these topics. This ...
Views: 1463 - Click for Success! - by Submitted on Mar 23, 2005 from Nicholas DixonBeing online for the last five or so years has made merealized that many persons are seeking a magic button to success.What is even more interesting is that they really believe thatit exist. I have never encountered anything of such nature, theachievements of so many are owed to hard ...
Views: 1462 - What the Top 20% Really Make - by Submitted on Jan 14, 2011 from Mike BrooksYou know how big I am on the 80/20 rule in sales. I see it in every company and industry I work in, and, as many of you know, I’ve dedicated myself to helping sales reps and companies elevate their skills and techniques, so they can start producing sales and income like the top 20% of sales ...
Views: 1462 - Telephone Sales – Building Beliefs Essential to Success - by Submitted on Jul 14, 2009 from Kate TammemagiPositive belief has a direct impact on everything we do in Telephone Sales. It will increase our motivation to achieve higher sales results and our drive to perform well on each telephone sales call. It will improve our skills and abilities with each potential customer – they will HEAR that we ...
Views: 1460 - State of the Sales Nation: One Simple Tip for Drastically Refining Your Sales Pipeline in 2013 - by Submitted on Jun 24, 2013 from Casey FitzGeraldUnderstanding that no two sales pipelines are exactly the same, there’s a general flow that most follow. Typically, pipeline models start with some forms of discovery, prequalification, and qualification, before they move on to stages like solution design, customer evaluation, and proposal ...
Views: 1459(1 vote) - Create Email Subject Lines That Draw Prospects In - by Submitted on Jul 26, 2009 from Kendra LeeEmail is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts. Often the ...
Views: 1456 - Effective Managers Stand Up And Go First - by Submitted on Jan 20, 2008 from Nicki WeissI recently conducted an ad hoc survey in which I asked a number of salespeople what they thought about the managers in their company. While many said they like their immediate manager, and other managers in the firm, they reported that, in general, all managers are too busy doing other things ...
Views: 1456 - Why Would Anyone Want to Continue to Cold Call? - by Submitted on Jul 26, 2012 from Wendy WeissHave LinkedIn, Facebook, Twitter and Sales 2.0 finished off cold calling for good? Is cold calling finally dead? An email from a reader: Hi Wendy, Looking over the numbers my sales people generate I have noticed that dials to contacts has slowly decreased in the last 10 -15 years which ...
Views: 1456 - Sales Success Stories to Effectively Close Your Sales - by Submitted on Oct 26, 2010 from David SteelA major problem that quality salespeople run into is that they are unable to close a sale, even if they have done a great job throughout the selling process. This is because these individuals do not have the proper sales force training, as this training will provide them with the skills that ...
Views: 1455 - “Super Verbs” Really Move Your Copy - by Submitted on Dec 08, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com Run or hustle? Eat or devour? Move or scurry? You can boost the power of your copy by boosting the quality of verbs you use. Verbs show action, and the way you describe that action can have a dramatic bearing on your readers. Why would you want to ...
Views: 1454 - 4 Forms Of Sales Pressure That Sabotage Cold Calls - by Submitted on Jun 15, 2008 from Ari GalperIf you’ve been trained in the old traditional sales approach, your cold calling strategy is probably one of persuasion. That is, you use a variety of way to try to persuade another person to buy your product or service. You point out the benefits and features of what you have to offer, and use ...
Views: 1453 - 5 Closing Questions You Must Be Asking - by Submitted on Apr 08, 2011 from Mike BrooksI get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I'm glad to see these requests because it means people understand the importance of identifying and then spending time with ...
Views: 1453(1 vote) - Testing for More Profits - by Submitted on Oct 28, 2009 from Kathy JiamboiThe only way to know if one marketing medium is better than another is to test. Some businesses fall into the trap of doing what they have always done marketing and advertising-wise because it produces what they think are okay results. This is all well and good if you have in fact tested other ...
Views: 1452 - Supplier Evaluation Takes More Than a Pulse and a Price - by Submitted on Nov 10, 2009 from Robert MenardThe issue of supplier evaluation has caused some misunderstanding in purchasing circles. A coherent supplier management strategy requires this best practice so let’s clarify some of the major points that make an evaluation program a success. Is supplier evaluation the same as ...
Views: 1451 - The 4 Areas of Essential Sales Skills - by Submitted on Jul 09, 2011 from Todd CohenFor an organization to sustain continued growth and success, sales must occur at a continuous rate. If there is a sales culture within an organization, then it is more likely to find success over a long period of time. A company where every individual has the necessary skills to understand and ...
Views: 1451(1 vote) - How to Be a Simply Irresistible Salesperson! - by Submitted on May 29, 2009 from Nancy PowersEver notice how some people have a certain energy about them that naturally attracts success. What is their magic secret? Who you are personally shows up in your sales approach. It's a big mistake to think that you can fool people when you are not coming for the right place. It's the subtle ...
Views: 1449 - What are Trigger Events and how to use them - by Submitted on Mar 03, 2009 from Alen MayerYour mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are ...
Views: 1449 - Measuring a Pipeline in Percentages - by Submitted on May 13, 2013 from Casey FitzGeraldWelcome to “Stop Guessing! Sales Accuracy Redefined.” In this article series, we’ll revisit the concept of a sales pipeline and explain why it’s so important to create an objective percentage measurement for the pipeline instead of the subjective measurements too often used by sales teams. Read ...
Views: 1447 - 5 Tips For Finding Hot Products To Sell On eBay! - by Submitted on Jan 20, 2007 from Art LuffDeciding that you want to utilize the number one auction site on the World Wide Web, to market your goods and services to, can be a risky as well as a scary proposition. You're going to have to do your homework to see if what you have to offer falls into the list of "Hot Items" to sell. Without ...
Views: 1446 - It’s a Jungle Out There - by Submitted on Dec 16, 2010 from Michael JohnsonWhoever coined the phrase, “It’s a jungle out there!” must have been a sales rep. Why? Because some days you’ll encounter more difficult customers than there are animals in the jungle. When hacking your way through the dense underbrush to get to the sale, the trick is to stay cool, calm and in ...
Views: 1446(1 vote) - MLM Recruiting - How You Can Get Over Your Phone Anxiety - by Submitted on Feb 26, 2012 from John EngleHow To Get Over Your Fear of the Phone So many people I talk to have a fear of the phone, here is a secret..I used to too. In this quick blog post I am going to share how I overcame my anxiety and how you can as well. Whoa, Wait, Way Too Cool to Use the Phone! Ray, I have the latest ...
Views: 1445 - Sales Training for Entry Level Sales Representatives - by Submitted on Feb 26, 2009 from Tim WilliamsSales training for entry level sales representatives will refine the basic sales techniques of your entry level sales staff and advance their sales skills with the growing interest of the company. Sales training for sales reps can get your sales team on the same page and focused to obtain the ...
Views: 1445 - Sales Prospecting Techniques - Discover How To Find Out What People Want You to Sell Them - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Prospecting by Positioning Your Business Where Customers Seek You Out "What business are you in?" It sounds a bit strange at first but it has massive implications to your business. Many businesses and salespeople lose sight of the real reason they are in business, that is to solve problems ...
Views: 1441 - The Selling Year Is Almost Over! - by Submitted on Oct 26, 2010 from Susan EnnsWhen you look at the calendar at this time of the year, you start to realize that the selling year is almost over. In fact, when you take out the holidays, there are only about 45 selling days left in the year. That is not a lot of time left for your team to qualify for their annual sales ...
Views: 1441 - Migrating from Vendor to Partner - by Submitted on Feb 26, 2008 from Lee SalzSo, it's been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of the worst things possible¡K a vendor! At this point, you have probably decided that sales really isn't ...
Views: 1439 - Using “Glance & Grab” to Perk Up Your PowerPoint - by Submitted on Oct 08, 2011 from Stephanie ScottiYouTube videos satirize them. Bestsellers criticize them. And we all dread them. I’m talking about those dense, badly organized, put-you-to-sleep PowerPoint presentations. Why do people keep plodding down the typical tedious PowerPoint path? Here are a few possible reasons: That’s the ...
Views: 1439 - Phone Selling Techniques - by Submitted on Jul 11, 2008 from Jim MeisenheimerHere are several easy and practical phone selling techniques you can use to increase your sales. First - do not underestimate the value and the role your telephone plays in your selling success. There are two options when it comes to recording your voicemail message. You can change your ...
Views: 1438 - EVERYBODY SELLS! The Business Skill Everyone Loves to Hate! - by Submitted on Jun 10, 2019 from Oreste DAversa,Everybody Sells! The Business Skill Everyone Loves to Hate! Everyone needs to learn the “Art and Science” of Selling! Selling, arguably the most important function in any business, yet very few people are born with the natural ability to sell. Everything, and I mean everything, in business ...
Views: 1437 - Subtle Emotion - The Key To Copy That Works - by Submitted on May 30, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.marketingwords.com Say the word "emotion" to a man, and he'll immediately jump out of his seat and run from the room! Utter the word "emotion" to a woman, and she begins to conjure up thoughts of romantic, long talks centered around feelings. However, speak ...
Views: 1437 - Everything I Needed To Learn About Training I Learned In Kindergarten - by Submitted on Jul 18, 2008 from Adrian MillerSome experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a ...
Views: 1435 - How the 5 Stages of Change Can Help Buyers Buy - by Submitted on Jun 18, 2011 from Dr. Rick KirschnerIt's a tough economy, no doubt about it. And though the pace of business is accelerating, some businesses are taking longer to make buying decisions. When the people talking with vendors and potential vendors are hesitant, they could be concerned about making a wrong move and losing their job ...
Views: 1435 - Don’t Miss Out On The Whiteboard Sales Presenting Craze - by Submitted on Aug 19, 2011 from Milly SonnemanWhiteboard presentations for selling are rocking the business world. Audiences expect to be simultaneously engaged, entertained and excited. Are you using all of these 7 opportunities to get ahead? If you are selling a terrific solution but settling for less than this, step back and ask: why ...
Views: 1434 - Sales Prospecting Techniques - How to Use Google to Never Have to Get Past the Gatekeeper Again - by Submitted on Jun 09, 2011 from Peter O'DonoghueHow is your sales prospecting success? One of the applications of the Internet that really excites me more than most for sales prospecting, is the ability to get direct contact numbers for almost anyone you want contact with. Historically, appointment setting training and material has largely ...
Views: 1434 - CPC and PPC Marketing in 2019 - by Submitted on May 03, 2019 from John Moore WilliamsBefore I take you to the nitty-gritty of Pay per click and cost per click in 2019, let me refresh these terms in your memory by telling you what they mean. Cost per Click which is also called as CPC is a term used to describe the price you pay for each click in your pay per click marketing ...
Views: 1433(1 vote) - Sales Coaching: How Much Time Do You Spend Actively Selling? - by Submitted on Feb 19, 2008 from Cheryl ClausenProudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%. There are several reasons you actually spend so little time selling: administrative tasks, travel time, ...
Views: 1432 - Not Every Interested Client Is A Buying Client: 5 Tips - by Submitted on Jan 29, 2011 from Rick CarterTrue or false: Every now and then, you in your role as salesperson will meet someone who simply won't buy what you are selling. Well, obviously, that's true, right? I mean, no one has a 100% sales record. Because even though you have taken all the top-notch sales training courses and the ...
Views: 1431(5 votes) - Who's Playing On Your Team? - by Submitted on Jul 13, 2007 from Nicki WeissHave you ever had a project where you succeeded? Sure you have. So have I. Mine include starting a business, growing my business, staying fit, having a family, and buying a house. Have you ever had a project where you didn’t succeed? Yes, I have, too. Mine include not developing a solid ...
Views: 1431 - 5 Tips To Use Consultative Selling To Improve Sales Conversions - by Submitted on Feb 19, 2011 from Andrew McCombeWhen it comes to sales, in order to really get the success you are looking for, you need to do more than just the old fashioned fast-sell. You need to create a sense of trust, which is not always the easiest thing to do, especially when people have so much access to the information they are ...
Views: 1430 - A Radical New Approach For Setting Sales Goals for Achieving Outrageous Results! - by Submitted on Dec 12, 2007 from Richard FentonEveryone has heard that it is important to set goals. We’re going to suggest a somewhat radical change to the way you currently set goals. And that radical change is this: Beginning right now… today… stop setting “YES” GOALS… in other words, goals that revolve around results and ...
Views: 1430 - Sales Tip – Power Questions – Your Key To Unlocking Your Sales Potential - by Submitted on Jun 25, 2007 from Tom KellyGood salespeople spend 20% of their time talking to customers, and the other 80% of their time listening to their customers. Great salespeople do this as well, but with a slight distinction - they ask better questions. Asking powerful questions of your customers can open up doors to new ...
Views: 1429 - Sales Trainer - Can’t Sell? Here’s Why! - by Submitted on Mar 12, 2011 from Nancy Drew90% of what it takes to be a good sales person is your mindset. Yes, I know this is a strong statement. Even if you have the skills and all the moves, you won’t be successful if you have a terrible attitude – no one will want to buy from you! The sales person who wants it the most is the one ...
Views: 1428(1 vote)