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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.
- Changing Your Position When There's Competition - by Submitted on Jul 20, 2009 from C.J. HaydenAre you finding many of your best prospects already working with competitors? When you pursue a new opportunity, is someone else capturing the prize? Maybe it's time to re-evaluate your positioning. Your market position is the place you occupy in the mind of your prospective clients. It's ...
Views: 1322 - Six Degrees of Separation? Really? - by Submitted on Jul 25, 2007 from Hollis PolkWe’ve all heard that saying, “Six Degrees of Separation”, meaning that everyone on earth is connected by a maximum of 6 person to person links. What most people don’t know, though, is where this notion came from, and that it’s not exactly true. Item: My friend, ...
Views: 1322 - Salesperson as Film Director - by Submitted on May 09, 2012 from Shiera O'BrienWhat you have in common with Steven Spielberg Steven Spielberg looked out through his bedroom window as a small child and imagined the night-time shadows were characters and creatures in the stories he told himself. His imagination and ability to create movies - and direct them years later - ...
Views: 1319 - Burn Your Boat! - by Do you allow fear, anxiety and worry to dominant your thinking? Do you find yourself frequently questioning your decision to become a salesperson? Having self doubt or a lack of commitment is emotionally draining and erodes your effectiveness. A truly committed person does not have the luxury ...
Views: 1318 - CRM Is Crucial To Business Success - by Submitted on Mar 28, 2011 from Sarika PeriwalThere is a general buzz surrounding Customer Relationship Management these days declaring it to be the cornerstone of success for any company. Self proclaimed gurus offer consultancy services to help improve the CRM systems of companies. So what exactly is Customer Relationship Management all ...
Views: 1318 - How To Create Instantly Compelling Ads Every Time. - by Submitted on Feb 11, 2005 from Marc GambleHow To Create Instantly Compelling Ads Every Time. By Marc Gamble © 2004 http://www.MYMOnDemand.com Use This Quick 3-Question Evaluation Process, So You Can Be Sure Your Message Will Sell! EVALUATION #1: "Well, I Would Hope So!" When you make a claim, don't think about it in terms of ...
Views: 1318 - Running Short On Leads? Get Back To Basics - by At some point you look up and say to yourself, “Where have all the leads gone?” Actually, they have not gone anywhere; they’ve been where they have always been. With the new age of e-prospecting and social media marketing, many have lost their way, relying almost exclusively on the latest and ...
Views: 1318 - Help the Buyer Calculate ‘Best Value’ - by Submitted on Nov 10, 2009 from Robert MenardAsk any twelve buyers to define ‘Best Value’ and you will likely hear a dozen muddy descriptions. In today’s performance metrics, numbers driven environment, we need to speak the buyer’s language. The successful seller specifies ‘Best Value’ by expressing it in quantifiable terms favorable to ...
Views: 1317 - Getting Business from Educational Seminars - by Submitted on Mar 02, 2009 from Transform, Inc.We work with a lot of clients who do educational seminars and often wonder why they don't get the results they want from the effort. We believe in doing educational seminars, but to really get results from them, you need to be very clear about what return you want from doing them. Many believe ...
Views: 1316 - Lead Generations Ideas - by Submitted on Mar 08, 2009 from Bob BeckOften times during my Quid Pro Quo™ Sales Training workshops, sales reps complain that they just can't seem to fill their pipeline with leads ending in sales results. The market out there is changing and very competitive. First, to be successful in today's selling environment, you need to ask ...
Views: 1316 - The “Instant Close” Technique - by Submitted on Sep 10, 2008 from Mike BrooksWhen I was on vacation in Hawaii, I met a salesperson for Starwood properties. She was selling ownership units (used to be known as timeshares) for one of the more beautiful properties on Maui -- the Westin, Kaanapali Beach, Maui. She told me a little about the great value of the properties, ...
Views: 1316 - 10 Rainmakers Principles to Live By - by Submitted on Jun 07, 2011 from Mike SchultzPeople often ask us, “What separates the best from the rest in sales?” It always reminds me of what a great business guru once said. “Want to know the secret to making 10 million dollars? First…start with 9 million dollars.” (Thank you, business guru Steve Martin.) Assuming you don’t have ...
Views: 1315 - Progressive Headlines Guide Customers To Buy - by Submitted on Sep 25, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com Headlines are, without a doubt, one of the most important elements in copywriting. As has been said countless times before, if you don't get your readers’ attention with the headline, the chance of them reading your copy is virtually none. But headlines ...
Views: 1315 - Projecting an Expert Image - by Submitted on Aug 14, 2007 from Paul McCordVirtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hangers (if they use them), their cold calling spiel, their brochures, and everything else they have tries to communicate this ...
Views: 1315 - Smartening up your message as part of your sales strategy for success. - by Submitted on Feb 16, 2012 from Casey FitzGeraldHow do I help my sales team sell more and be more successful? It’s a question that’s never far from the thoughts of many managers and executives these days. Yes, there are a host of proven lead generation, prospecting and follow-up techniques that can make a real difference in your ...
Views: 1315 - Can a stupid recording really help me sell more? - by Submitted on Sep 17, 2009 from Frank O'TooleIs role playing and videoing a good tool to use for sales people? This is often a question I am asked when meeting prospective clients who are looking at the possibility of running some sales training courses. Well think of it this way, it’s a Monday morning after the big match at the weekend ...
Views: 1314(1 vote) - Sell Feelings Not Facts - by Submitted on Dec 01, 2005 from Alan FairweatherI've been hearing for years that a successful business needsto have a USP (unique sales point). The problem is that mostbusinesses find difficulty in identifying what their USP is.And even if they have a USP, eventually they find theircompetitors doing the same thing. So instead of losing sleep ...
Views: 1313 - The Morality of Selling - by Submitted on Feb 23, 2011 from Lenann McGookey GardnerSo many Christian people learn that a career in business means starting in sales – a job that often carries a reputation for manipulation and dirty dealing. Is it possible for a principled, religious person to take a sales job and feel good about it? Is there a moral approach to selling? The ...
Views: 1312(1 vote) - How To Grab Interest In 5 Seconds - by Submitted on Oct 10, 2007 from Mike BrooksI hear over and over again how important the first few seconds of a phone call are to make a connection and grab interest, and my question to you is -- are you still opening your calls with the standard, “How are you today?" If so, then you've just turned off about half of your ...
Views: 1311 - Avoiding Sales Mistakes as an early stage company - by Submitted on Nov 02, 2012 from Casey FitzGeraldBy Colleen Francis, Engage Selling Many early stage companies face a difficult struggle with their sales teams that can truly affect their ability to achieve long-term success. Building an effective, high-performing sales team as an early stage company can be a tremendous challenge that can ...
Views: 1310(1 vote) - Does Your Copy Look "Fake" To the Search Engines? - by Submitted on Nov 20, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com/keyword From the early days of search engine optimization, keywords and content have always been vital to achieving your goals. Starting back in the days when we used to shove every slightly relevant keyword into our Meta tags, it has been obvious that ...
Views: 1310 - The Truth, the Whole Truth, and Nothing But the Truth - by Submitted on Sep 27, 2006 from Casey FitzGeraldAsk most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, ...
Views: 1310 - CHALLENGES FOR SALES PROFESSIONALS - by Submitted on Nov 04, 2009 from Dirk ZellerThe most significant challenge for sales professionals is their time control. How a sales professional uses their time determines income. The sales professionals in the top 10% of their industry control, use, and invest their time more wisely and effectively than the lower performing sales ...
Views: 1309 - Speed Selling - by Submitted on Jul 09, 2008 from Doug DvorakWhat is It? Pace isn¡¦t everything in life. But let¡¦s admit it ¡V moving in slow motion can be boring sometimes. That¡¦s why people pack a speedway at a NASCAR event and not the long rallies of a Formula One Race that can take days to be complete. Basketball and baseball games are more ...
Views: 1309 - Business Coaching Tips: How for Turn Your Targeted Leads into Profitable Leads - by Submitted on May 25, 2012 from Joseph FraserAs a business coach who's familiar with the online business industry, I'm advising you to value your leads greatly. All your current sales come from your leads. Your leads have a great chance of being converted as your customers. In these potential customers, you’re probably going to have a ...
Views: 1308 - Changing The Behavior Of Your Sales Team - by Submitted on Dec 25, 2007 from Louis JordanMany sales people will not make changes unless they are made to feel uncomfortable. EXAMPLE - If your team feels comfortable forecasting numbers below their quota, or reporting numbers below their forecast they will continue to do so. Unfortunately, that means you must be able, when necessary, ...
Views: 1308 - MLB and Recording Your Calls - by Submitted on Apr 08, 2011 from Mike BrooksI was reading an article by my favorite sports writer, Peter Kings, last week, and he had this small section about his recent visit to the Ranger’s dugout: “Thanks, Jon Daniels, for showing us around the ballpark in Arlington. What amazed me is the video sophistication. Behind the Rangers’ ...
Views: 1306 - Do Not Make The Crucial Mistake in Sales - by Submitted on Sep 16, 2009 from Frank O'TooleI am positive you already know that there can be a lot of mistakes made in sales. The reason that I work as part of a sales training courses provider is because I want to inform people of these mistakes that come up again and again in which I am sick to the back teeth explaining. There are 4 ...
Views: 1304(2 votes) - Finding the Real Decision Maker - by Submitted on Jul 02, 2008 from Bob BeckFinding the Real Decision Maker Reaching decision makers is actually a three-part task. One part is finding them, another is reaching them, last but not least, is creating relationships based on mutual respect. The temptation to rush out and buy a database of names to call can be overwhelming, ...
Views: 1304 - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1302(3 votes) - Defining Entrepreneurial Sales Professionals - by Submitted on Jul 15, 2011 from Ken SundheimMore or less, just about all sales professionals are, by self-definition, "hunters" who claim to only want to effectively sell their respective product or service and, thus make money for both their company and themselves. Even though just about all claim to be hunters, not all sales ...
Views: 1302(3 votes) - How to Get Sales Meetings - Use Technology to Increase Sales Conversion - by Submitted on Jun 09, 2011 from Peter O'DonoghueToday's modern technology lets you do so much in terms of saving time and adding functionality to the sales process. One of the greatest advances is in the area of web meetings or 'webinars' as they more commonly know. A webinar is an online meeting held over the internet using a service such ...
Views: 1302 - Top Dog Sales Secrets - by Salesmanship is an art, a science, and a true profession. A "natural talent" for sales is not enough. People who achieve the highest level of professional success are willing to put in the time to acquire the skills needed to succeed.
The savvy sales professional reads books, attends ...
Views: 1302 - Digging Deep into Needs with the Five Whys - by Submitted on Jun 07, 2011 from Mike SchultzQ. “Why did the chicken cross the road? A. Jack Bauer: Give me ten minutes with the chicken and I’ll find out.” If you want to be a trusted partner, helping your customers solve their most difficult problems and create lasting success, you have to solve the right problems. Many ...
Views: 1301 - Selling Value To Get Results - by Submitted on Aug 11, 2008 from Bob BeckSelling Value: The New Required Foundation for Growth-Minded Organizations and Individuals Are you sure that you’re providing value to your prospects and customers? Even if your answer is an emphatic yes, you might want to take a ...
Views: 1301 - Sales Advice I Should Have Learned Years Ago - by Submitted on Jun 28, 2011 from Ken SundheimPretend You Charge By The Hour Or, If You're Good, You Can Get Taken Advantage Of Many sales people fail to understand just how valuable their time is and because of this, many lack even average time management skills. Even when some sales people feel that there is a 90% chance that they ...
Views: 1298(2 votes) - Self-Talk To Sales Success - by Submitted on Oct 01, 2007 from Patricia WeberDo you listen to your self-talk? What is your self-talk saying? How is your self-talk serving you? If your self-talk is more negative, and sounds like a snake’s rattle, it will scare you off from moving forward. This is poisonous thinking for people who are in the business of selling. Most of ...
Views: 1298 - Five Sections of Your Copy Guaranteed To Get Read - by Submitted on Mar 01, 2005 from Karon Thackston© 2005 http://www.copywritingcourse.com Only about 20% of your copy is going to get read. The rest will simply be scanned. I'm sure you've heard the statistic before. It's nothing new. While it might sound frightening or frustrating, it's a fact of copywriting life. So what do you do ...
Views: 1297(1 vote) - Telesales - Telephone Sales Tips to Produce Results - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhy should you sell over the telephone? • Telesales is cost effective compared to face to face sales • Telephone selling is direct - typically no appointment is required or its a quick and easy way to make a sales meeting • It's personal - your personality can shine through • It's ...
Views: 1296 - The Fine Line Between Persistence – and Stalking! - by Submitted on Feb 28, 2006 from Casey FitzGeraldIn sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and ...
Views: 1296 - You, Too, Can Be a Salesperson - by Submitted on Jul 20, 2009 from C.J. HaydenI am not a sales and marketing guru. I've written two books on marketing and taught thousands of people how to sell themselves, but really, I don't know more about sales and marketing than most of you. What I know how to do is talk to people, all kinds of people -- restaurant owners and ...
Views: 1296 - Understanding sales careers to find your perfect sales job - by Submitted on Mar 11, 2012 from Finlay HumphreysOutbound Sales Careers Outbound telesales is sometimes known as telemarketing. Sales careers in outbound telesales will consist of speaking directly to the consumer to sell products or services. Your phone call is likely to be the customer’s first exposure to the product, so you need strong ...
Views: 1295 - 10 Easy Ways to Increase Sales - by Submitted on Aug 21, 2010 from Terri SeymourOne of the most common questions asked by internet business owners is “How can I increase sales?” Many articles, ebooks and reports have been written on this subject and trying to absorb that information just tends to make us more confused than ever! Below are some easy, innovative ideas to ...
Views: 1294 - Calls-To-Action: Making Them Fit Makes All the Difference - by Submitted on Aug 21, 2004 from Karon Thackston© 2004 http://www.learn-copywriting.com It was going so well, so what happened? Many copywriters get off to a wonderful start: The headline is compelling, the body copy is benefit-filled, but then comes the call-to-action and the whole thing falls apart. Why? It could be a dozen different ...
Views: 1294 - 8 Ways to Get More Email Addresses On Your List ... Today - by Submitted on Oct 29, 2003 from Cynthia SmithWhether you've got 100 or 100,000 people on your email list, chances are you can optimize your web page to better feature and promote your ezine. Here's a few ways to capture more customers and leads - without having to increase your traffic. Give Something (Or a Few Things Away) Studies show ...
Views: 1293(1 vote) - Most Important Tips to Become Certified Salesforce Admin - by Submitted on Sep 21, 2016 from william lohrSalesforce Admin Certification & Your Career Being a Salesforce certified professional is of course both important and rewarding if you want to pursue a career in cloud computing. Studies have revealed that most companies insist on at least a basic level certification for all job ...
Views: 1293 - SEO Copywriting Makeover: Good Rankings but No Sales Part 1 of 2 - by Submitted on Jan 21, 2005 from Karon ThackstonKaron Thackston © 2004-2005 http://www.copywritingcourse.com It's been a myth for as long as the Internet has been in existence. Get good rankings and your site will be successful. I hate to be the bearer of bad news, but that has never been the case. What you get when you achieve good ...
Views: 1293 - The Art of the Sales Process - by Submitted on Oct 09, 2010 from Yogacharya MichaelA proper sales process is essential to your online business success. If you’ve got a promo page for your product(s) with a buy now button nearby, like most web site owners do, then you’re probably missing out on a lot of sales potential. You might even be wondering why you’re sales are down ...
Views: 1293 - Boost Your Sales Presentations on a Shoestring Budget - by Submitted on Jul 15, 2011 from Milly SonnemanWould low cost creative activities help you get lower-cost leads and more sales? You bet! Find out how to reduce the cost-per-lead, increase effective presentation skills and transform your sales results. One of the most under-used activities for sales presenters is staring you right in the ...
Views: 1292 - Closing the Sale - by Submitted on Apr 10, 2013 from Andrew HortonAre you 100 % certain that your value proposition holds more value, than you expect your customers to pay for it? Because if you are not, then you can never expect to convince anyone, to invest into what you sell. Everyone you come into contact with has an innate ability to read you like a book. ...
Views: 1292 - Lessons From The Real Estate Market - by Submitted on Sep 19, 2007 from Paul McCordOver the past few years, mortgage money has been cheap, mortgage companies have been willing to lend money to virtually anyone who could draw breath long enough to close on the home, and the oversight by regulatory agencies has been minimal at best. Consumers saw home values steadily ...
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