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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.
- Marketing or Selling -- Which Is More Important? - by Submitted on Jul 20, 2009 from C.J. HaydenA question I often get from clients and students goes something like this: "I've been collecting marketing ideas... and I have a drawer full! I also have a stack of promising leads I've accumulated. And I know it's important to stay visible, so I do a lot of networking, but then I just end up ...
Views: 1404 - How to Shorten the Selling Cycle and Reduce Buying Stalls - by Submitted on Mar 01, 2005 from Doug StaneartThe main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy. If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not ...
Views: 1403(1 vote) - Turning Your Sales Manager Into A Great Sales Coach - by Top performers today consider their manager as a resource. Managers represent a wealth of knowledge, experience and objective ideas. In order to tap this resource, many top performers help guide their managers to become great coaches so that the coach in turn may guide them to a greater level of ...
Views: 1403 - Motivational Sales Speakers Provide Momentum - by Submitted on Oct 12, 2010 from David SteelIf you feel as though your company is having problems generating sales, it might be time to bring in a sales training speaker. This will help your employees to learn a little bit more about the art of selling, which will definitely come in handy as your company grows. Perhaps one of the most ...
Views: 1402 - Selling Scared - by Submitted on Mar 08, 2009 from Bob BeckMany of my posts have talked about becoming a trusted advisor and the skills you need to develop this status with your prospects and customers. Some people never reach their passion of becoming a trusted advisor that adds value because the level of their fear has prevented them from taking ...
Views: 1402 - Sales Presentation - Why Did yours Fail - by Submitted on Jun 12, 2013 from kuza biasharaSales presentations are a part and parcel of businesses. Even if you don’t make a presentation in the beginning, you will have to do it once you are stable. In order to compel customers into buying your offerings, you have to ensure that the sales presentation is compelling as well as ...
Views: 1401 - The Pre-Proposal Proposal - by Submitted on Oct 08, 2007 from Don McNamara CMCNo matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, ...
Views: 1401 - Stand Up – and Stand Out: 12 Ways To Get Your Prospects to Call You Back - by Submitted on Jul 17, 2006 from Casey FitzGeraldNo matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. ...
Views: 1399 - What Do Your Clients Need? - by Submitted on Jul 20, 2009 from C.J. Hayden"Every person who has ever started a business, I imagine, thought he had a good idea. It's the smart person, and the rare person, who tries to find out the most important thing: do other people think it's a good idea?" Those words of wisdom come from Bernard Kamoroff, author of "Small-Time ...
Views: 1399 - The One Email Guaranteed to Get You a Response! - by Submitted on Apr 08, 2011 from Mike BrooksEver had a client or prospect never get back to you? Because you're in sales, then I know it's happened to you (or is happening with several of your clients or prospects right now!). If you ever find yourself in a place where you've qualified a prospect, sent information to them on your ...
Views: 1398(1 vote) - 4 Secrets to Attracting What You Want - by Submitted on Apr 08, 2011 from Mike BrooksPeople ask me if I believe in the Law of Attraction. I tell them that not only do I believe in it, but I use it every day to attract the kind of life I want. In fact, using the Law of Attraction is as important a part of what I do as is picking up the phone and speaking with clients, ...
Views: 1397 - The Best Sales Experts Never Close. They Open. - by Submitted on May 14, 2013 from Dallas HardcastleTruth, how many times have you read that the world’s most successful sales people are the best closers? Have you ever read about the ‘twenty-three power closes’? Or perhaps the ‘ABC (Always Be Closing) method’? Ok, here’s my one question...do you like to be closed? Really, can you ...
Views: 1397 - Change Is Good. Heads Up For Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanYou’ve heard all about the end of one-directional sales pitches. Now comes the reality check. Get the heads-up with 5 insider tips right here, right now. Change is good. Right? Well, if you’re used to doing your sales presentation the same way that you did for the last 10-years, you might be ...
Views: 1396 - Copywriting Successes and Failures: A Comparison Of the Good and Bad - by © 2002 http://www.copywritingcourse.com
It’s about 7:00am and time to start my day. While my exact routine varies, one of the first things I always do is check email. As the flood rolls in, I have my finger poised on the delete button… aimed and ready to fire. But then something catches my ...
Views: 1396 - Getting to ‘Yes’ - by Submitted on Jul 26, 2012 from Wendy Weiss“Rejection comes with the territory. If you're going to cold call you're going to have to deal with people saying ‘no’ to you, screaming at you and hanging up on you.” Ecch! Who wants to do that? This go through the "no's" until you get a "yes" myth is probably the most insidious and ...
Views: 1394 - Marketing And Promoting The Training Department - by Submitted on Jul 25, 2008 from Vincent PetersOne of the most important activities of the training department is, the promotion and marketing of its products. So many times we get wrapped up in training people, developing new training programs, and testing, etc, that we lose sight of the big picture. We need to look back and define our ...
Views: 1393 - The Three Important Cs of "Selling" Your Service - by Submitted on Apr 15, 2011 from Kaya SingerI talk to lots of entrepreneurs who say they don't like selling and they won't acknowledge this important aspect of their business. They figure that people will just gladly offer them money and they won't have to ask for it. Most of these people are also struggling to make ends meet because ...
Views: 1393 - Ten Top Tips for Dealing with Gatekeepers - by Submitted on Aug 13, 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: 1391 - How To Write Little Tiny AdWords Ads That Bring Giant-Sized Profits - by Submitted on Nov 10, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com It seems to be a phenomenon. You try Google AdWords Select, your ad gets “disapproved” by the powers that be at Google, you count your losses and give up. It doesn’t have to be that way. There are two primary factors to succeeding at Google AdWords. ...
Views: 1391(1 vote) - Why on-site sales training fails and wastes your money! - by A company schedules a sales meeting, perhaps just for sales training (worst case) perhaps also including other business issues, new product introduction and/or product training.
Management feels that sales could be much better, given the current product acceptance and market conditions ...
Views: 1391 - Close that sale - by Submitted on Sep 17, 2009 from Frank O'TooleJust imagine, if every prospect you met said ‘where do I sign’ or ‘when can you deliver it’ to a salesperson wouldnt that be the ultimate dream. Sales trainers all over the world would probably be redundant as there would be no need for your sales team to attend sales training courses. Companies ...
Views: 1389(1 vote) - COMPETING WITH OTHER AGENTS - by Submitted on Mar 23, 2010 from Dirk ZellerAll agents are at different stages of their career and different levels of production. Each has their own philosophy for running their business and different levels of staffing for accomplishing it. I get asked constantly, “How do I compete with agents that have more listings, staff and ...
Views: 1389(6 votes) - Selling Yourself - A Core Life Skill - by One of the most important skills you can ever develop is the ability to sell. You are required to sell yourself all the time. You do it when you apply for a job or a pay rise. You have to sell yourself to your potential love partner. When you go to the bank to apply for a loan, you are selling ...
Views: 1388 - A Gift for You from “G:” Twenty-five Life Lessons for Your Selling Success - by Submitted on Sep 16, 2011 from Diane PinkardSo, who is “G?” And, what is the importance for remembering him? “G” is my father. To his family he is “Bill,” and to his grandchildren he is “G.” Rather suddenly, “G” passed away at the ripe old age of 90, in April of 2011. Needless to say, for the last couple of years, my life has ...
Views: 1387 - Reinventing Yourself In Sales - by Submitted on Jun 06, 2008 from Jim MeisenheimerReinventing yourself! Why not become the salesperson you always wanted to be? Well you're probably thinking that's easier said than done. Of course. But why not try? Why keep your head draped over your shoulder always looking behind you? You are responsible for the life you have. I mean ...
Views: 1387 - Sales Funnel – Building A List Of Targeted Prospects - by Submitted on Feb 02, 2011 from Jon DanielsHaving a sales funnel is extremely important in business. You need to know exactly how you take a cold prospect and convert them into a high paying client. This system of lead management allows you to focus on the sales lead generation strategies. Prospects do not just turned up and pay you ...
Views: 1386 - The 4 Simple Secrets to Selling Training - by Submitted on Mar 25, 2010 from Frank O'TooleOn a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting. I recall a ...
Views: 1385(7 votes) - Why Most Sales and Sales Management Training Courses Fail - by Submitted on Mar 21, 2011 from Susan EnnsIf you have invested in sales or sales management training, you probably have not been satisfied with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there was no positive change in behavior or no measurable improvement in sales results. Why ...
Views: 1384 - Purposes behind Car Shaking when Engine Starts - by Submitted on Oct 22, 2018 from Milind ShahYou possess an auto sufficiently long and that is for certain you'll need to tolerate with some mechanical issues. One such troublesome issue is motor vibration when you begin your vehicle. On the off chance that this issue increments after some time, inconvenience is the main thing you will ...
Views: 1383 - Disciplined Selling Makes Sales Champions - by Submitted on Mar 02, 2012 from Mark BowserHave you ever attempted to coach first and second grade boys basketball? It is a lot like herding cats. I am enjoying the experience of helping coach my son Andrew's Upward Basketball team. We are known as the Minutemen. I have learned a great deal through this experience. A great deal about ...
Views: 1382 - The Key To Creating Headlines That Sell - by E. Haldeman-Julius never wrote a book, but he knew how to sell them. He sold literally millions of books in the 1920s. If a title didn’t sell over 10,000 copies a year, it went to a place in his office called “The Hospital,” where Haldeman-Julius gave it a new title. It the ...
Views: 1380 - When A Competitor Undercuts You - by Submitted on Jul 19, 2008 from Ann BarrShe made the telephone call, scheduled the appointment and everything seemed to go well. She wrote a thank-you note after the appointment and after that, made a follow-up telephone call to the client. The client wanted a demo. The demo was a success. The client asked for a proposal. Wow. ...
Views: 1379 - Is It Time For A Copy Facelift? - by Submitted on Feb 04, 2011 from Karon Thackston© 2003 http://www.copywritingcourse.com I just had to laugh! During a recent conversation about how often you should change your copy, I had one person tell me “Well, if there were any *good* copywriters out there, they’d be able to write it once, and it would work forever!” Oh really? ...
Views: 1378(1 vote) - Sales Training - Finding Mother Inspiration - by Submitted on Sep 23, 2011 from Henry OkwoInspiration is the brother of motivation, if not at least close cousins. Some would even argue that inspiration trumps motivation. One could simply say that inspiration provides the high octane gas that can fuel your motivational drive. In some circles, inspiration implies a higher calling, ...
Views: 1377 - HOW AGGRESSIVE IS YOUR MARKETING? - by Submitted on May 08, 2006 from Charlie CookCathy, a business writer, emailed me and said, "Boy, do I need to work on my Web site this year!" I gave her a couple of ways to improve her site and had her look at several websites that sell effectively on the Internet. Her response was a common one; she thought those sites were marketing ...
Views: 1376 - How Inquisitive Are You? - by Submitted on Apr 21, 2007 from Craig HarrisonThree teen girls entered the subway in mid-conversation: "Is he in our school? " "Yes." "In our grade?" "Yes." "In our calculus class?" "Yes.” “Is he fine? "Yes!" "Steve? " "Noooo. " "Seth? " "Phillip? " "It’s Jeremy!" Indeed it was!!! These girls were playing the game 20-Questions. They were ...
Views: 1376 - Sales Training Tip - Using Time Management Techniques to Achieve Your Goals - by Submitted on Jun 06, 2011 from Peter O'DonoghueOne of the most important skills that any salesperson must utilize is to set out a strategy to achieve your objectives and to plan in advance how you intend to manage your time and sales territory to reach the end goal. It is often said that time is the most valuable asset of any sales ...
Views: 1376 - The Sweet Spot For Selling Services - by Submitted on Mar 08, 2008 from Suzi PomerantzIntegrated action seals the deal. Want to fast-track results in a business development venture? Want to step up your rainmaking timeline? Want to leverage your sales skills, marketing know-how and networking panache? The secret to impacting your success in sealing multiple deals lies in your ...
Views: 1376 - How to Cold Call Canadians - by Submitted on Nov 15, 2011 from Alen MayerWhen cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the ...
Views: 1375 - Ten Deadly Sales Sins - by Submitted on Jul 17, 2007 from Niall Devitt10: Driving all Day Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as ...
Views: 1375 - Sales Training - How to Work with Difficult People without Losing Your Mind! - by Submitted on Sep 25, 2010 from Nancy DrewThe damage of working with difficult people can affect the whole office, including customers. In this article, I'll explore tips that will help you deal with challenging people! Have you heard the people in your office saying the following? - “I’m just trying to do my job. I don’t know why ...
Views: 1374(2 votes) - Increasing Conversions Through Action-Oriented Copywriting - by Submitted on Feb 10, 2005 from Karon Thackston© 2005 http://www.copywritingcourse.com I do site reviews. Needless to say, I see a lot of Web copy. One thing that always befuddles me is the lack of focus many site pages have. It's as if the writer assumes the site visitor will read the copy and automatically know what to do next. The ...
Views: 1372 - How To Attract Clients - by Submitted on Sep 22, 2008 from Michael BeckAh, those magic words – “Attract Clients”. Virtually every professional I know loves the idea of attracting clients, and would be even happier if there was a “magic formula” for accomplishing it. Well, actually there is a formula that works like magic for attracting clients to you. And I’m going ...
Views: 1371 - The DNA Of Sales Mastery - by Submitted on Nov 21, 2007 from George LudwigTransform Your Selling DNA: Seven Special Powers That Will Take Your Sales Revenue From So-So . . . to Sensational You really, really, really want to increase your sales. And it seems you've tried every trick, every technique, every script that books and motivational tapes and sales ...
Views: 1370 - Sales Prospecting Techniques - Blogging Can Replace Cold Calling As a Fantastic Lead Generator - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Prospecting in the 21st Century means you have to be blogging to raise your industry profile. Here you will discover the essential first part - the right name choice. Are you blogging? If you are not then you are missing out on one of the greatest tools for accelerating your sales ...
Views: 1369 - Do You Set The Right Expectations - by Submitted on Feb 01, 2010 from Susan EnnsEvery time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work. If a website promises 24/7 technical support, it creates an expectation. Or if you promise installation within 24 hours, the customer now ...
Views: 1368 - Recessionary Times - Beat it. - by Submitted on Mar 03, 2010 from Frank O'TooleAs the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales. Never have we seen such a change in the world, people who had money burning holes in their pockets 12 months ago no longer have the same ...
Views: 1367(9 votes) - Building Your Acupuncture Practice with Ethical and Sincere Sales - by Submitted on Mar 20, 2011 from Practitioners ProfitIt is clear that to build an acupuncture practice we have to be both the health practitioner and the business person, everyday we go to work. Therefore, we are always wearing 2 hats when dealing with our patients. One hat is the person taking care of the patient and administering the ...
Views: 1364 - How To Become A “Silent Sales Leader” - by Submitted on Aug 31, 2010 from Ralph BurnsOn this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques The longer I used to talk to my salespeople, typically the more silent I would actually become. This is not usually what sales managers do, and I ...
Views: 1364 - Putting Your Sales Training Under the Microscope - by Submitted on Oct 20, 2010 from David SteelIn every industry sales training has different levels of organization that are used to benefit the company. Employees are trained to act according to the company standards and the various sales training programs are designed for a limited scope. With that in mind some companies choose to ...
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