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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.
- Be a Winner in the Sales Industry - by Submitted on Oct 13, 2003 from kelvin chiaEquip yourself with the appropriate selling skills and mindset before you step into the sales battlefield! Doing sales is no longer the same as before. One has to constantly upgrade his skills so as to attain a larger market share in such competitive times. Without the appropriate skills and ...
Views: 1237(1 vote) - Determine the Best Account Activity - by Submitted on Sep 19, 2011 from Henry OkwoDo some organizations still apply the usual sales formula that it takes 10 to 20 cold calls for each sale? If that was the case, a lot of reps who were low performing could just double the amount of calls the next month and success, right? Not so fast, if only if it were that easy. Yes, ...
Views: 1237 - From the Heart: Six Ways to Build Connections in Your Selling Relationships - by Submitted on Apr 07, 2009 from Diane PinkardIf you want to have a fulfilling career in sales, you must first and foremost ask yourself these two questions: Do you enjoy serving people? Do you want to make your customer’s day better than it was before he or she met you or talked with you?” If you answered yes to these questions, then ...
Views: 1236(1 vote) - Persuasion Basics - by Submitted on Apr 14, 2008 from Harlan GoergerIt’s Thursday and I’m meeting with a CEO of a wholesale company. “Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response. “If that is so, why such a challenge in getting more market share?” I asked. “Well, here is ...
Views: 1236 - Where Do You Prospect? - by Submitted on Feb 01, 2010 from Susan EnnsHave you ever been told, “Here’s your business cards, there’s a street. Now go and bang on some doors.”? Or how about, “Here is the phone book, start dialing!” Although these shotgun methods of prospecting may produce results, it really is sheer luck if they do. The chances that you happen ...
Views: 1236 - Rapport vs. Compliance - Killer Sales Tools - by Submitted on Dec 18, 2005 from JK EllisRapport vs. Compliance There is a lot of talk in the persuasion and NLP community about rapport and how to gain it. Yes, it is absolutely true what they say that "With rapport anything is possible and without it nothing is possible." Plenty of trainers have dedicated a LOT of seminar time to ...
Views: 1235 - The Rock and Ripple Effect - by Submitted on Jul 05, 2005 from Kim DukeImagine you’ve just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple…until finally it ...
Views: 1234 - What Can the Sales World Learn from 2012? - by Submitted on Apr 29, 2013 from Casey FitzGeraldWe’re three months into the New Year, so most businesses have turned their attention to the challenges (and opportunities!) that 2013 will inevitably present. And why not? Whether you killed it last year or struggled to live up to your lofty expectations, 2013 presents new hope. The economy ...
Views: 1233 - The Curse of the Cold Caller - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of. They will often refuse to take your calls because they assume that you will just be wasting their time. End of, ...
Views: 1232 - Insurance Sales: A Needs Analysis Isn't A Product Sales Tool - by Submitted on Nov 28, 2007 from Cheryl ClausenAfter you've done a needs analysis, do you get a lot of not now's and other objections? That's because you're incorrectly implementing the right idea. And that happens because you think a needs analysis is a product sales tool and it shouldn't be. You see when you do a needs ...
Views: 1231 - Is Your Copy Upside Down? - by Submitted on Apr 19, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com As a professional copywriter, I’ve seen my share of copywriting mistakes. One that seems to be particularly common is writing copy that’s “upside down.” When you do this – when you don’t relay your message in the correct order – you lose your audience’s ...
Views: 1230(1 vote) - 2008 - Your Time To Shine! - by Submitted on Jan 03, 2008 from Terri CooperEvery year around this time, we begin to reflect on the year that was, sometimes with pride for a job well done and sometimes with regrets. We wonder why it perhaps didn’t turn out the way we had planned – AGAIN! How come I didn’t quite reach the mark! And each year you reflect and dream ...
Views: 1229 - 5 Keys to Successful Selling - by Submitted on Feb 19, 2011 from Andrew McCombeSales are not the easiest thing in the world to do, and the idea of going out for sales is a terrifying one for many entrepreneurs. The fear of rejection can really be overpowering for some people, but it is also something that you just have to get over if you want to be successful. Sure you are ...
Views: 1229 - Cold Calling - Do You Want More Confidence in Your Ability to Sell? - by Submitted on Jun 06, 2011 from Peter O'DonoghueOne of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold ...
Views: 1229 - Sales Prospecting Techniques - Should You Be Using Twitter for Selling to Businesses? - by Submitted on Jun 09, 2011 from Peter O'DonoghueA question I am often asked when delivering sales prospecting training is 'should I be using twitter for business to business sales prospecting?' Why Use Twitter: Twitter is a fantastic way to quickly and easily begin a dialogue with key targeted people and form relationships with them. You can ...
Views: 1229 - Double Your Sales: Your Best Teachers Have a Trick That You Can Use - by Submitted on Jun 30, 2011 from Matt VassarAre you interested in more than doubling your sales? Before I tell you how, I want you to think about the best class you've ever taken. Was it a class where the teacher or professor lectured at you, and you were expected to sit quietly and listen? Likely not. Your favorite class was probably ...
Views: 1225(1 vote) - 3 Things That Get in the Way of a Great Sales Process - by Submitted on Oct 30, 2009 from Kaya SingerIf you own a small business you likely spend more time marketing than everything else put together. You also know that in marketing there’s an order and a system to the process and when you follow the system correctly, it works and it brings you more clients. One of the biggest mistakes ...
Views: 1224 - San Diego Sales Trainer - Your best new sales come from your current customers - by Submitted on Sep 27, 2011 from Nancy DrewAt a business networking event last week, everyone was asked to share their best strategies for gaining new business. Sometimes, what you think EVERYONE knows is really only evident to you. The old adage – “Better to remain silent and be thought a fool than to speak out and remove all doubt” – ...
Views: 1224 - Cold Calling is Dead - What a Pile of Horse Manure! - by Submitted on Jun 09, 2011 from Peter O'DonoghueThere is so much being written at the moment about cold calling being outdated, outlived and down-right dead. I couldn't disagree more. Yes, we all know there are more sophisticated marketing and sales methods around. We would all like our phones ringing off the hook with potential clients ...
Views: 1223 - Paint A Picture To Make The Sale - by Submitted on Mar 06, 2008 from Craig JamesThey say a picture is worth a thousand words. Why is it, then, in our conversations, in our written correspondence, and in our presentations, we act as if the opposite is true - that a thousand words will create the picture we want? Metaphors and analogies are two similar but different word ...
Views: 1222 - Exploring new Technological dimensions with USB Flash with Company Logo - by Submitted on Mar 06, 2011 from Simon WilliamsThe customized made USB Flash with company logo is the accessory many people love to carry with them now. In the technological interacted world, where all information is digital and people are getting technological savvy, USB Flash with company logo is the good replacement of the paper work. ...
Views: 1222 - Phone Sales Tips When Contacting Customers - by Submitted on Feb 27, 2009 from Mark Hunter1. Never ask if it’s a good time to talk. This gives the other person a perfect excuse to end the call. If you are unsure if the person has time to talk, then state up front that the phone call will only take 3 minutes. When you give the person an exact time be sure you time the call. After the ...
Views: 1222 - Sales Trainer - Three Simple Ways to Instantly Inspire Your Business Brain - by Submitted on Apr 23, 2011 from Nancy DrewAre your well-intentioned plans from January a distant memory? Has your excitement dwindled to the point of feeling like drill? Are your work hours increasing while motivation is simply a word that one of your all-too-perky and over-caffeinated work colleague’s could do with less of? If so, then ...
Views: 1221 - Prioritizing Opportunities - by Submitted on Mar 06, 2008 from Craig Jameshow to prioritize potential opportunities - leads - that come your way, or that you uncover, so that you invest your time in such a way as to maximize your income. First, let's define what a lead is. Dictionary.com defines "lead" (in the business sense) as "an indication of potential ...
Views: 1219 - Rules, Regs, and Recommendations for Search Engine Copywriting - by Submitted on Nov 22, 2003 from Karon Thackston2003 http://www.copywritingcourse.com Copywriting is a primary factor when it comes to achieving good search engine placement. However, many times all that is done is to include keywords in the tags of a page and to include a few keyword mentions. While not extremely difficult, writing for the ...
Views: 1219(2 votes) - Speak Your Way to Success - by Submitted on Aug 11, 2007 from Paul McCordSalespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects. While most salespeople who sell directly to consumers are all too familiar with cold calling, purchasing leads, sending out ...
Views: 1219 - Are you too Impatient to be Great? - by Submitted on Apr 02, 2013 from Andrew HortonHow fast do you believe that you should succeed at anything you try to achieve? Do you believe that, as we live in a world where we have instant coffee, microwaves, instant popcorn etc. it is therefore obvious that success should now also be instant too? Nothing could be further from the truth ...
Views: 1218 - Please... Return My Call - by Submitted on Jan 13, 2010 from Eric SlifePlease… Return My Call By Eric Slife Getting prospects to return your calls is one of the most frustrating problems you experience. You can be 90% sure a deal will close in the next week and suddenly, silence. If you keep calling, you appear desperate and annoying, so what do you do? ...
Views: 1218(1 vote) - Are You Asking the Right Questions in Your Copy? - by Submitted on Mar 09, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com It’s a common approach to writing copy. You begin by asking questions. Why? To evoke thoughts in your readers' minds, to stir up emotions, and to get customers thinking in the way you want them to think. But have you ever thought about how you phrase ...
Views: 1217(1 vote) - How to Make Sales without Being Salesy - by Submitted on Mar 23, 2009 from Kendall SummerHawkNot too long ago I was having a conversation with a small group of clients about how to improve their “Yes Factor” (the number of people who bought from them). Two of the participants spoke up to say they were highly uncomfortable with selling. They preferred to just tell people what they do and ...
Views: 1217 - Copywriting Tips for Sales-generating Brochures - by Submitted on Dec 15, 2003 from Karon Thackston© 2003 http://www.copywritingcourse.com Brochures have held an important place in marketing plans for longer than most of us can remember. There is no doubt that they have the ability to generate sales and increase revenues. Why then do so many of them fail? There are several aspects of ...
Views: 1216(1 vote) - The "Secret" Sales Fortune Cookie You've Been Waiting For! - by Submitted on Sep 11, 2006 from Kim DukeI lovvvvve going to a psychic. Getting my tarot cards read. Cracking open fortune cookies..and all that jazz. It is fun, sometimes enlightening and usually thought provoking. Are you sitting down? I am going to reveal your future in the Sales Diva crystal ball!And it is in the form of a ...
Views: 1216 - The Barf Factor - by Submitted on Mar 19, 2007 from Kelley RobertsonDuring a recent presentation we were discussing the importance of being able to deliver a clear, concise message when you first meet with a prospect and we agreed that a quick, thirty second introduction would be an effective approach. A participant challenged me, saying that an introduction of ...
Views: 1215 - THE POWER OF - by Submitted on May 20, 2011 from Adrienne MarksZig Zigler said : Motivation doesn’t last – well neither does bathing – that’s why we recommend it daily!! Makes sense doesn’t it? Yet how many times do we start doing something ‘positive’ only to find maybe a week or so in we’ve lost the ‘motivation’; we don’t ‘have the time’; we’re ‘too ...
Views: 1215 - Website Savvy: 10 Key Steps to Turn Your Customers ON! - by Submitted on Jun 22, 2004 from Carmen WisenbakerHow to turn slightly interested customers into I’ve got to have it! customers! I am truly amazed as to the lack of information websites contain. You would think that a business would realize that a potential customer would at least like to know how to contact the customer service department. ...
Views: 1214 - Connect With Confidence: Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanAre you preparing an important sales pitch? Are you searching for the best data, current statistics and impressive quotes? Find out how the 5 most important secrets to make a great impression. Whether you are connecting with clients or prospects, your success depends on how you communicate. ...
Views: 1213 - How To Ruin Your Press Release in 3 Easy Steps - by Submitted on Dec 17, 2003 from Karon Thackston© 2003 http://www.marketingwords.com I see it almost every day. People who want to generate a press frenzy, but go about it in just the opposite way that they should. There are some definite strategies you need to use when writing a press release that gets results. There are also some ...
Views: 1213(1 vote) - One Product, Three Customers, Three Different Ways To Write - by Submitted on Apr 24, 2006 from Karon Thackstonby Karon Thackston © 2006 My soapbox is just about worn out. I've been preaching the necessity of knowing your target audience for at least 10 years. "You can't write effectively to someone you don't know," is how my spiel would normally go. When one day someone asked me to show him what I ...
Views: 1211 - The Power of Persuasion Tips: Repeatedly Hear the Magical Word ‘YES’ - by Submitted on Nov 11, 2009 from stephanie stephanieI believe that the role of a persuader in marketing and sales is to encourage and make sure that your clients will take a positive decisions and actions. This actions includes when your clients agrees and repeatedly says the magical word ‘YES’ during your persuasion. I will give you some ...
Views: 1211(1 vote) - Improving Sales Results, Success in making Sales Appointments - by Submitted on Nov 24, 2009 from Kate TammemagiMaking appointments is an essential part of the sales process in all direct selling situations. We need an appointment to give us our platform where we can apply our excellent consultative sales skills to the advantage of both parties. But making those awful appointment calls! Who wants that ...
Views: 1210(1 vote) - The Rollercoaster Can Reward You - by Submitted on Jan 26, 2008 from O.L. HoustonIs your stomach still moving? The market opened yesterday with the Dow dropping over 400 points as everyone in the world worried about the economy. Let’s set the record straight. The economy is in trouble for a number of reasons and the only way you are going to fix your economy is to select ...
Views: 1210 - Sales Performance Boost For Top Salespeople – Part One - by Submitted on Feb 11, 2008 from Patricia WeberIt was 4:45 pm, on a Friday. Abiding the cardiologist orders to take it slow and no straining, my husband took the elevator from our garage to our living area. Then I heard the elevator alarm go off and thought, “THAT little devil is playing with me!” And I kept about my unpacking, totally ...
Views: 1209 - Building Sales Skills - Punching The Tree - by Submitted on Nov 09, 2008 from Warren TatersallWhen I was young, and new to sales and marketing, I heard a story that has stayed with me all my life. It is about a Japanese Martial arts expert who lived long ago. I cannot give a source for the story or tell you if it is fact or urban myth the lesson it teaches for sales, for life, makes it ...
Views: 1208 - Is Your Sales Presentation In Danger? 5 Top Tips Of Sales Communication Training - by Submitted on Aug 26, 2011 from Milly SonnemanCountdown to a big client pitch? Are you struggling to get organized, focus on benefits and answer tough questions? Learn 5 top tips to be a super star sales communicator. If you’ve ever faced an important client presentation with increasing anxiety, there is an alternative. Sales ...
Views: 1208 - THE BEST KEPT WEB SITE MARKETING SECRET - by Submitted on Jan 05, 2006 from Charlie CookIf you have a web site that's not pulling in prospects and sales, I have a marketing secret to share with you. Your s.ales and profits will increase as soon as you apply it. Whether you're marketing on the web, in print or in person, you are guaranteed to improve your web site marketing and make ...
Views: 1208 - Stepping into the Sales Trap: Colleen Francis on the Sales Mistakes that Cause Serious Pipeline Havoc - by Submitted on Nov 21, 2012 from Casey FitzGeraldAn interview with Josh Zywien Sales expert and entrepreneur Colleen Francis hates to be a Debbie Downer, but she has a warning for expansion-stage companies whose sales organizations killed it last quarter: Next quarter might suck. In fact, if you’re not careful, it could be a total failure. ...
Views: 1207 - I'm Not a Salesman... Or Am I? 10 Tips for Maintaining Your Professional Image While Selling Your Services - by Submitted on Jun 09, 2011 from Lenann McGookey GardnerAs a thoracic (chest) surgeon, Aaron was used to working on hearts and lungs. He’s a gifted surgeon, with a wonderful bedside manner, impeccable skills, and true caring for his patients’ lives and families. But the truth was, his case volume was down, and so too was his income. What to do? ...
Views: 1206 - Sales Advice That Can Make Or Break A Career - by Submitted on Dec 22, 2010 from Ken SundheimNobody Likes To Be Sold People hate to make the wrong decisions and, even more, people hate to be pressured. Therefore, sales professionals have to be careful not to overdo it. As a business development professional, you must let the sale come to you. By doing so, you will not look desperate ...
Views: 1205(2 votes) - Copywriting Makeover: The Value of Being Crystal Clear: Part 2 of 2 - by Submitted on Mar 10, 2006 from Karon Thackstonby Karon Thackston © 2006 http://www.copywritingcourse.com In Part 1 of this series (http://www.marketingwords.com/articles/copywriting_makeover_providerwatch.html), you were introduced to Provider Watch, a company whose site copy was a bit confusing. (You can see the original copy here: ...
Views: 1204 - 8 Steps to Reach Your Sales Goals - by Submitted on Feb 27, 2011 from Kendra LeeThe end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more ...
Views: 1203(1 vote)