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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.
- San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1292(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1292(3 votes) - San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most - by Submitted on Jan 25, 2011 from Nancy DrewSan Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the ...
Views: 1292(3 votes) - Putting A New Spin On Selling - by Submitted on Jul 17, 2008 from Jim MeisenheimerThe book SPIN Selling was written by Neil Rackham and published in 1988 is a terrific book. The book emphasizes the importance of asking the right sales questions. This book inspired me so much I eventually wrote my own book emphasizing sales questions, "The 12 Best Questions To Ask ...
Views: 1291 - Should I Promote My Top Gun To Sales Manager - by Submitted on Jan 26, 2010 from Robert WeeseMany companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ...
Views: 1291 - 9 Steps to Building a Profitable Customer Relationship - by Submitted on Aug 14, 2006 from Casey FitzGeraldSuccess in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: Love what you sell, the company you ...
Views: 1290 - Case study – “We’ve Just Been Lazy” - by Submitted on Jun 13, 2011 from Heidi McCarthyHad an interesting experience recently – let me lay out some background for you. First you need to know that we live in a rural area where all the properties are 10 acres. Every day Sugar, Ebony (sometimes Kyle) and I go for walks. There is really only one route we can take. On that route all ...
Views: 1290 - Tracking, Why bother?..Because It Pays Well! - by Submitted on Dec 06, 2007 from Michael Macedonio“Truth or Delusion? Unlike cold-calling, the referral process is difficult to measure. Delusion! “We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. On this card you record the nature and source of each referral, how you ...
Views: 1290 - Are You Planning For Sales Success? - by Submitted on Apr 17, 2008 from Jim KleinA time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not taking time to plan your like a tumbleweed ...
Views: 1289 - Copywriting and Your Five Senses - by Submitted on Jun 25, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com In its most basic form, copywriting is, among other things, the art of conveying a message in writing for the purpose of persuading someone to do something. This is especially true when writing descriptive copy. Why? Because your customer’s five senses ...
Views: 1289 - Use These Two Numbers to Double Your Business in 12 Months - by Submitted on Apr 16, 2006 from Charlie CookEveryone wants to see growth in sales and net revenue. It's important for small business owners to set income goals and to watch sales results, but too much emphasis on these numbers can prevent you from reaching your goals. Using your revenue figure to guide your marketing is like driving by ...
Views: 1289 - What are You Really Saying? - by Submitted on Nov 04, 2010 from Bill SayersWhen you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentable? What is your prospect or customer hearing and seeing? How do you come across? What is it ...
Views: 1288 - Believe in yourself and your customers will believe in your product - by Submitted on Feb 02, 2010 from James FarrellFor any business to be successful and sell, the people involved must believe in their product or service and believe in themselves. Your selling skills depend, in a big way, on your level of self confidence. Other people can sense it if you don’t believe in yourself, and from this they gather ...
Views: 1287(2 votes) - Easier Ways To Bigger Sales - by Submitted on Jan 26, 2008 from O.L. HoustonMost salespeople don’t grow up wanting to be salespeople. They grow up thinking that they’re going to become doctors, lawyers, or businessmen and women that leave the “unpleasant” task of selling to someone else. Well guess what, that unpleasant task is now the way you make your living and it ...
Views: 1287 - Instructions to Use Instagram for Lead Generation - by Submitted on Dec 19, 2018 from dalvir reelHere are five hints to enable you to discover potential clients on Instagram and the strategies you can apply to reel them in. With more than 1 billion dynamic month to month accounts, there's something else entirely to Instagram than entertaining images, inspirational statements and ...
Views: 1287 - Find a System to Train Your Employees - by Submitted on May 17, 2012 from Todd DonnellyOne of the most important things a manager of a business has to do is to train new employees. It can be a very trying and exhaustive process, but it obviously needs to be done. If your business is dependent on good customer service, the training process becomes exponentially more crucial. ...
Views: 1286 - The Right Place At The Right Time - by Submitted on Feb 01, 2010 from Susan EnnsThis is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the future, it was not the right time in the ...
Views: 1286(1 vote) - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 1284 - Creating Sales Training for Simple Selling Processes - by Submitted on Jun 21, 2013 from Kelly LunttuIf there are no sales, despite having everything else – there is no business. So, companies continuously try to ensure that their salespeople are outstanding and have the proficiency needed to effectively execute each step in the selling process. To a larger extent, success in sales depends ...
Views: 1284 - Managing Your Personal Finances - by Submitted on Jun 15, 2007 from Dave KahleDave, I am finding it difficult to manage my personal finances. As a commissioned salesperson, my income varies from month to month. It seems like I'm always struggling with finances. Do you have suggestions for me? Congratulations for having the courage to ask that question. Do I have ...
Views: 1284 - 6 Keys to Communicating Your Value - by Submitted on Jun 07, 2011 from Mike Schultz“So, what do you do?” Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers. The answers are painful to ...
Views: 1282 - Are You Writing Too Many Proposals? - by Submitted on Jul 19, 2011 from Lenann McGookey GardnerHow many proposals do you or your team write in an average month? And how many of those proposals generate even $1 of revenue? As an international sales consultant, I’m learning that typical proposal success rates for services providers are often in the range of 10% … which means that 90% ...
Views: 1282 - Creativity is a Game Changer in Sales - by Submitted on Sep 03, 2019 from Laurie HawkinsCreativity is not typically part of the conversation when discussing sales…and yet, it is a distinct differentiator. The most effective sales conversations happen when you leverage creativity. Far too many sales professionals leverage boiler plate “pitches and demos” instead of taking the ...
Views: 1282 - Life Strategy: Choose a "Successful Response" and Move On! - by Submitted on Nov 30, 2004 from Michael RussMaintaining an optimum level of energy, passion, and creativity, requires a specific method for responding to the vast array of challenging events life throws your way. You may not be able to control the event, but you can always choose how to respond to it. Let's face it, as a participant in ...
Views: 1281 - How to Sell More by Attracting Clients - by Submitted on Dec 12, 2012 from Julie JohnsonMy recent experiences of vendors selling in the streets of Egypt has inspired me to write today’s article. Because the approach taken by these market traders is very different to the more traditional western business approach. Now there’s nothing inherently wrong with their approach, as I’m ...
Views: 1280(1 vote) - The Revealing Secrets of Sales Training - by Submitted on Sep 16, 2009 from Frank O'TooleThe truth of the matter is that there are those that are born with the natural ability to sell. As a sales trainer I have come to realise and accept this but I also had to accept that I unfortunately was not one of those people. I have had to work hard and realise that I did need an extra step ...
Views: 1280(2 votes) - Attract Prospects with Easy Web 2.0 Techniques - by Submitted on Jun 30, 2009 from Kendra LeeThe Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. ...
Views: 1279 - How I Became A Good Sales Manager For My Business - by Submitted on Feb 02, 2011 from Jon DanielsDespite working in sales throughout my corporate career, I simply was not prepared for how different the sales process is as a business owner. Without the comfort blanket of a big company offering you security, when I ran my own business I suddenly notice if I didn’t close a deal then I ...
Views: 1279 - Sales Training – Salespeople Need Both Building And Maintaining Self-Confidence - by Submitted on Oct 22, 2008 from Patricia WeberDid you ever notice on an automobile dashboard that some of the lights are green, orange or red? And sometimes multiple lights come on? Red lights and two simultaneous lights scream, “Call your auto repair of choice immediately.” The next three sales action indicators for a sales person can ...
Views: 1279 - Why Aren’t My Salespeople Motivated? - by Submitted on Aug 29, 2005 from Barrett RiddlebergerBefore I got married, the most consistent piece of advice for me and my fiancée was, “You must have trust”. Nobody told me how to get trust – only that I had to have it. They didn’t tell me why I needed trust – only that it was necessary to build a successful marriage. Sales leaders say the ...
Views: 1279 - Your Site Map: Spider Food or Just A Light Snack? - by Submitted on Aug 03, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com Mechanical spiders have to eat. In fact, they usually have bigger appetites than the real-life spiders you squish under your shoe. What spiders am I talking about? The automated programs sent out by search engines to review and index ...
Views: 1279(1 vote) - Dispel The Myths And Find Success - by Submitted on Jul 30, 2004 from Elizabeth mcgeeThe internet has literally redefined the lifestyles of every man woman and child on the planet. With a mouse and a modem you can find love, pay bills, do your homework, and shop ‘til you drop. The world is at your fingertips. With all of the opportunity the internet has to offer it’s no ...
Views: 1278 - Creating Sales Letter Lists That Make Your Customer’s Drool - by You’ve seen them a hundred times. Those lists that copywriters use within their sales letters that tell you what the product or service offers. They might say something like:
· THE most important (and most overlooked) aspect of copywriting
· The 4 personalities of your customer and how to get ...
Views: 1277 - “Top 10 ways to increase sales in 2010” – Part 1 - by Submitted on Mar 01, 2010 from Colleen FrancisIt’s 2010! And in honor of the new decade I thought we could start of the year with a top 10 list. We look at the first 5 on our top 10 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new ...
Views: 1276(1 vote) - SEO Copywriting Makeover: Finding the Right Trigger - by Submitted on Sep 11, 2005 from Karon ThackstonKaron Thackston © 2005 http://www.copywritingcourse.com You've got a great product or service. Now, how do you make buyers sit up and take notice? How do you get them excited about what you're offering? You have to pull the trigger. There is at least one trigger for every product or ...
Views: 1275 - Book Review: Mastering the Art of Selling Real Estate: Fully Revised and Updated - 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. Mastering the Art of Selling Real Estate: Fully ...
Views: 1274 - 3 Lousy Sales Tactics the Need to Change - by Submitted on Apr 15, 2008 from Kim DukeIn the past week - I felt like I should've been walking around with 2 thick magnifying glasses duct-taped to my head (and noooooo - I don't need bi-focals!) Examples of really lousy sales tactics and salespeople have been popping up everywhere. (always perfect fodder for a writer like moi!) ...
Views: 1273 - Easiest Way to Buy Iraqi Dinars and 1,000,000 Iraqi Dinar - by Submitted on Oct 31, 2011 from Robert CruzThe easiest and simplest way to Buy Iraqi Dinars is to hire a reputed and reliable Iraqi Dinar dealer. You can find all relevant information about the Iraqi Dinar dealers on the internet because most of them have their websites online so that people who want to Buy Iraqi Dinars can seek their ...
Views: 1272 - 5 Key Habits of Highly Successful Salespeople - by Submitted on Aug 25, 2011 from Andrew LudlamHabit 1: Highly successful sales people have a genuine interest in the client. This is important. People sense dishonesty and insincerity. I'm sure you've experienced (all too often) the pushy and artificial salesperson that is overly keen to sell their product or service, without any ...
Views: 1272 - Diligent Salespeople - by Submitted on Aug 05, 2009 from Dirk ZellerMany people in real estate sales think being called a salesperson is like being called an axe murderer. Being a salesperson is an honorable profession. It is a highly skilled and professional vocation. A professional salesperson is a critical cog in any company’s success. Just ask IBM a few ...
Views: 1271 - How To Design An Effective Cold Calling Script - by Submitted on Mar 26, 2008 from Jim KleinDo you have an effective cold calling script that makes you feel confident when you pick up the phone? Or are you afraid and feeling like your telephone weighs twenty pounds? A key to building confidence and overcoming the fear of the phone is to have an effective cold calling script. Although ...
Views: 1269 - Writing & Publishing Tips: How To Get a Top Literary Agent & Sign That Coveted 6 Figure Deal - by Submitted on Oct 08, 2006 from Susan HarrowTop literary agents get about 400-1000 unsolicited queries every month from hopeful book authors. Publishing houses sometimes juggle 5000. Most of my private clients and participants in my seminar, How To Get A Six-Figure Book Advance, ask me “how is an author supposed to get an agent’s ...
Views: 1269(2 votes) - 16 Principles of Influence in Sales - by Submitted on Jun 07, 2011 from Mike SchultzPunch is a powerful beverage. Leaders at companies drink it and invest in major acquisitions. They expand overseas. They purchase zillion dollar new technologies for their companies. And they embrace all sorts of management philosophies and methods. As sellers, we all have punch. But it’s ...
Views: 1268 - Sales Management | How To Be A Flexible Sales Leader - by Submitted on Oct 07, 2010 from Ralph BurnsSales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle ...
Views: 1268 - The 4 Simple Secrets to Selling - by Submitted on Sep 16, 2009 from Frank O'TooleWouldn’t you love to know what separates the winners from the losers in sales? Would you love to learn how to achieve the top sales in your profession? Well below are 4 simple secrets that can be the defining difference in your sales. 1. You’re Attitude. You may never have though about this ...
Views: 1268(3 votes) - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1268(2 votes) - Top 10 Ways to have Loyal Customers - by Submitted on Mar 07, 2005 from Lee FowlerTOP 10 WAYS TO HAVE LOYAL CUSTOMERS FOR LIFE In today's business world it's no longer enough to have satisfied customers - you must constantly delight them in order for them to become loyal Lifelong Customers. Customers who will return to do business with you again and again, year after year, ...
Views: 1268(2 votes) - What Is Your Headline? - by Submitted on Feb 01, 2010 from Susan EnnsWhen people read the newspaper, it is very rare they read every line of every article. There are just too many articles and too little time! In reality, people only have enough time to scan the paper, reading only the articles where the headline has caught their interest. Similarly, it is ...
Views: 1268 - Sales: A Value Exchange - by Submitted on Jun 22, 2009 from Kerry Martin-MooreWe’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and ...
Views: 1267 - Uncover The Twitter Training System - by Submitted on Feb 11, 2011 from Trevor PoulsonDo you want to want to earn big money with very minimal effort and enjoying at the same time? Sounds interesting, right? Well, it is. Earning big money, nowadays, is very hard to do. However, with the right system you can do the same and enjoy while doing so. Just how will you do that? This is ...
Views: 1266(1 vote) - How To Quickly Build Rapport With Your Prospects! - by Submitted on Oct 27, 2008 from Jim KleinI'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Views: 1265 - Practice Golden Rule Selling - by Submitted on Apr 29, 2009 from John AOVTo improve your sales performance, adopt the Golden Rule mentality. The Golden Rule says to, "Do unto others as you would have them do unto you." It also says, "Love your neighbor as yourself." The Golden Rule mentality in sales, says simply, "Sell unto others as you would have them sell unto ...
Views: 1265 - SEO Writing Strategies for Graphic-Oriented Sites - by Submitted on Oct 03, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com As a copywriter, I’d love to tell you that every site on the Web needs tons of copy. However, the simple truth is not all do. Many sites simply produce better sales when they use more graphics than words. Since search engines are hungry for words you ...
Views: 1265(1 vote)