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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.
- Know Your Partner's Dreams - by Submitted on Oct 14, 2008 from Sally ConnollyWhat are your partner’s secret desires? If she could do or be anything that she wanted, what would it be? If he could spend time on one new activity, what would that be? Where would she most like to travel? How does he envision retirement? What are some things that your partner would ...
Views: 906 - Sales Training - Daily Recovery Important for Introverts - by Submitted on Oct 14, 2008 from Patricia WeberWhile autos can go a day or sometimes more before a fill up is required, introverts who sell will discover accelerated sales results with a daily routine centered on three areas: release techniques, comfortable marketing activities and targeting those activities to identified prospects. One ...
Views: 1083 - The Secret Peril That Causes Sales To Be Lost - by Submitted on Oct 13, 2008 from Lee SalzOne of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play. It's September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new ...
Views: 1333 - Screw The Recession - by Submitted on Oct 07, 2008 from Jim MeisenheimerYesterday I was talking to a sales person, Griff Neighbors, who I've known for more than 10 years. He said Jim, "I took your advice and have a white board in my office. On the whiteboard I wrote, Screw The Recession." This got me thinking about what's going on in our country, especially ...
Views: 1055 - Selling What's Different - by Submitted on Oct 04, 2008 from Jim MeisenheimerWhy be different when you can be the same as everyone else? Why stand-out when you can blend in? Why is blending in so much easier? Why is standing out from the competitive crowd often viewed as risky business? It all starts with your childhood. Now, I'm not a shrink but I do think it goes ...
Views: 889 - It's Not The Economy, Stupid! - by Submitted on Sep 27, 2008 from Craig JamesAt just about every networking event I attended this Summer, there were two complaints I never failed to hear - "no one's around in the Summer", and "the economy is in recession". To the former, I replied, "I - and everyone in this room, and rooms like this all across town - am around this ...
Views: 941 - Get Inside Your Prospect's Head - by Submitted on Sep 27, 2008 from Craig JamesDo you ever shake your head and wonder why so many prospects fail to pull the trigger when you've clearly made a compelling case for them to do so? To those of us in Sales, it makes no sense - it's clear as day that they should. But for some reason we can't fathom, it often doesn't appear to be ...
Views: 1061 - Dealing With Key Healthcare Players - by Submitted on Sep 27, 2008 from Vincent PetersToday’s healthcare industry is coping with the effects of change. While global pharmaceutical companies have been dealing with governmental controls for years, U.S. – based companies are seeing the process accelerate from a gradual shift to an abrupt, overnight reversal. Today’s marketplace ...
Views: 3444 - Becoming A Selling Machine - by Submitted on Sep 22, 2008 from Jim MeisenheimerSelling superstars aren't born, they are made. The truth be told, they are self-made. They are selling machines. You can become the quintessential salesperson if you stay focused and work hard. Here are 10 steps to follow if you want to become a selling machine. 1. "Yes I can!" Begin everyday ...
Views: 969 - 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: 1361 - Home Business Sales Recruiting - by Submitted on Sep 21, 2008 from Deb BixlerDirect Sales Income Grows With Recruiting Creating a consistent income stream in home businesses requires sharing your business opportunity with others. Many sales consultants in home party plan businesses hesitate to share their business opportunity. When you share your business you will ...
Views: 1576 - Sales Training: The Keeper of the Spring - by Submitted on Sep 17, 2008 from Mark BowserI came across a story one time which I think illustrates beautifully how we need to take care of our prospects when selling. The story goes something like this. It is about a man who lived in a forest in the eastern Alps overlooking an Austrian village. This old man had been hired years ago ...
Views: 996 - Why I Left My Insurance Agent - by Submitted on Sep 16, 2008 from Michael BeckI was talking to a friend the other day, explaining what I do for a living, when she interrupted me and proceeded to tell me all about how wonderful her insurance agent was. Her story caused me to reflect on why I left my previous agent. I don’t think my previous agent will be upset by ...
Views: 1027 - Who Are You? - by Submitted on Sep 12, 2008 from Michael BeckIn truth, it’s WHO YOU ARE, rather than what you do or what you know, that persuades someone to buy from you. People will choose to do business with you because they like you, relate to you, and trust you. What traits define “who you are” in the minds of others? Obviously there are many things ...
Views: 1122 - Selling Is Not Politics: Going Negative In Sales Can - by Submitted on Sep 11, 2008 from Patricia WeberPolitical mud-slinging attack campaigns are an approach that isn’t often found in selling. Some salespeople get fearful and defensive as soon as competition is mentioned. Others, those who usually win against the competition, know a productive approach. Commercial ads, like Apple’s Mac versus ...
Views: 1121 - Sales Digging In Progress: Get Prospects To Listen to You - by Submitted on Sep 11, 2008 from Patricia WeberMy dog, Chanel, is awesome. With a petite size tennis ball in her mouth she stands at my office door when she is ready to go out and play. She stands there with eyes on me until I say something like, “Let’s go play!” Many salespeople are mystified about how to get a prospect to listen to them to ...
Views: 1193 - Eliminate The Negatives - by Submitted on Sep 11, 2008 from Michael BeckStop reading the newspaper! Everyone acknowledges that the newspaper is mostly filled with negativity – murder, fire, war, disasters, etc. Stop feeding yourself with it! Believe me, you can’t help but be informed about major stories one way or another. We are bombarded. There is no need to go ...
Views: 1096 - The Key To Building Value - by Submitted on Sep 10, 2008 from Mike BrooksYou hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
Views: 3623 - 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: 1314 - The Five Secrets To Effective Time Management - by Submitted on Sep 10, 2008 from Mike BrooksI don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ...
Views: 1160 - The 5-Step Method Of Handling Objections - by Submitted on Sep 10, 2008 from Mike BrooksI get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections. This is a Top 20% favorite and it works because you are not ...
Views: 1919 - The 5 Secrets of Winning Emails - by Submitted on Sep 10, 2008 from Mike BrooksYears ago voicemail was all the rage. There was no e-mail, so people tended to honor and even return their voicemail messages. It was a good time... But that's history now. Email has changed everything, and people now hit the delete button on their voicemail messages the instant they hear ...
Views: 1033 - Close More Sales Without Selling! - by Submitted on Sep 05, 2008 from Michael BeckLet’s face it… No one likes to be “sold” something. To me, being “sold” is when somebody convinces me to buy something – whether or not I really needed or wanted it. Have you ever been convinced by someone to buy something, maybe even against your ...
Views: 999 - Managing Accounts: Build Rapport And Revenue - by Submitted on Sep 03, 2008 from Justin ZappullaWe tend to think of sales as all about gaining new clients and new accounts. However, existing accounts and clients represent new sales as well. Meeting and exceeding customer expectations and becoming a valuable business resource for your current accounts is one of the best sales tools you ...
Views: 1051 - Sales Training: A Sales Champion Harnesses The Power Of Questions - by Submitted on Sep 03, 2008 from Mark BowserI read a fascinating story about a little girl named Markita Andrews. When Markita was eight years old, her father abandoned her and her mother. Markita's mother worked as a waitress to support them. One day, she said to Markita, "I'll work hard to make enough money to send you to college. ...
Views: 1014 - Sales Training: What Have You Put into Your Mind Today? - by Submitted on Sep 02, 2008 from Mark BowserSuccessful selling is about the mental game. Make sure what goes into your mind is positive because what comes out is always what went in. Most of us have probably heard the statement “garbage in; garbage out.” Well, that is a realistic representation of how our brains work. If we continually ...
Views: 960 - Sales Training: Created With Greatness - by Submitted on Sep 02, 2008 from Mark BowserSales success and inspiration go hand in hand. Now, what do I mean by that? To be successful in the world of selling, one has to have a healthy self image. To do that, we have to develop a healthy belief of who we are and why we are here. Here is an inspirational thought that will ...
Views: 986 - 7 Differences When Selling to Companies - by Submitted on Aug 25, 2008 from Tessa StoweIf you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different. Selling to multiple buyers is the same as selling to single buyers in that ...
Views: 1159 - Tele-phony - by Submitted on Aug 19, 2008 from Michael BeckAnyone who conducts marketing and sales has to deal with using the phone as an important communication tool. The problem is that most people don’t maximize its effectiveness. Using the phone poorly can inadvertently act as a detriment to our success. Understand that the phone conveys our ...
Views: 1141 - Can The Right Headline Really Make You Rich? - by Submitted on Aug 18, 2008 from Virgil StanphillCopywriters have advocated for years how critically important headlines are to the success of any advertisement or sales letter. Because they are. To prove it they often quote copywriting legends such as John Caples, who pointed out “If the headline of an advertisement is poor, the best ...
Views: 935 - #1 Secret of The World's Greatest Copywriters - by Submitted on Aug 18, 2008 from Virgil StanphillOK, let's get get right to it: The "#1 Secret" of ALL great copywriters is they never try and re-invent the wheel. (In a moment I'll give you a tip on how you can take advantage of something they ALL do.) Again, they never try and re-invent the wheel. Do you believe that? The "great ...
Views: 780 - A Slick Way to Position Yourself And Outsell Your Competition - by Submitted on Aug 18, 2008 from Virgil StanphillBusiness in America – isn't it great? It's also challenging. So challenging, in fact, that you can never let up. Take it easy and rest on your laurels and you're “toast”, as they say. Well here's a great way to place yourself in the lead position, at least for awhile. ...
Views: 888 - 3 Easy Steps to Writing Persuasive Sales Letters - by Submitted on Aug 18, 2008 from Virgil StanphillQuick - name a product or service that doesn't rely on persuasion in some shape or form, to move people to action and sell more goods? Stumped? I can't think of one either. Which is why I know you'll benefit from the simple tips I'm about to share with you. Persuasion, like any other skill, ...
Views: 1718 - Selling Is All About The Whys - by Submitted on Aug 16, 2008 from Tessa StoweSelling is all about the whys. There are some very important whys that you want answered and there are some very important whys your prospect wants answered. If you focus on these whys, selling will become a lot easier for you plus it will be easier for your prospects to buy from you. So what ...
Views: 1116 - A Big Sales Tip - by Submitted on Aug 13, 2008 from Jim MeisenheimerThis is a big Sales Tip for you. In the mid-19 60s there was a TV show titled "I Spy." The show featured Robert Culp and Bill Cosby. The title of the show got me thinking about intelligence and how it can be collected easily today. Years ago if you want to keep tabs on your competition you ...
Views: 1001 - Manager's Corner Article: Start Fishing In The Right Ponds - by Submitted on Aug 13, 2008 from Liz WeberI heard Greg Caruso of Successful Exits share a story recently that I found valuable for my clients because of its simplicity and truth. When he was young, Greg loved to fish. When he grew older, life got in the way until one day he made a conscientious decision to restart his childhood hobby. ...
Views: 879 - An Elevator Speech Can Open Closed Doors - by Submitted on Aug 12, 2008 from Jim MeisenheimerDo you have an elevator speech? How do you answer the question, "What do you do?" It's been said you only have 30 seconds to impress your sales prospects and customers. Actually, it could be even less! If you're selling products and services it's critically important that you can answer the ...
Views: 2052 - Sales Planning Basics - by Submitted on Aug 12, 2008 from Jim MeisenheimerThe key to effective sales planning is thinking and preparation. One of the keys to successful selling is having a written game plan. I won't say this is easy because it's not. Because it's not easy to do it's easy to avoid doing - and that's huge mistake. If you're ready to roll up your ...
Views: 3117 - Unique Selling Proposition - Little Things Can Make A Difference - by Submitted on Aug 12, 2008 from Jim MeisenheimerAccording to Wikipedia the "Unique Selling Proposition (also Unique Selling Point) is a marketing concept that was first proposed as a theory to explain a pattern among successful advertising campaigns of the early 1940s. It states that such campaigns made unique propositions to the customer and ...
Views: 982 - 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: 1297 - Short Term Profits vs. Long Time Clients - by Submitted on Aug 09, 2008 from Tom NinnessIn today’s world, price is everything. Everyone seems to be looking for a bargain. Shopping the grocery stores for the weekly deals: hunting down the gas station with the lowest price, or waiting for retail stores to put merchandise on sale or clearance. Everyone wants a bargain. But ...
Views: 872 - Sales Letter Training- The World's Greatest Copywriters #1 Secret - by Submitted on Aug 08, 2008 from Virgil StanphillOK, let's get get right to it: The "#1 Secret" of ALL great copywriters is they never try and re-invent the wheel. (In a moment I'll give you a tip on how you can take advantage of something they ALL do.) --------------------------------------------------------- Again, they never try ...
Views: 872 - How To Identify The Essentials of Writing A Sales Letter - by Submitted on Aug 08, 2008 from Virgil StanphillOnce you decide to write a powerful, money-making sales letter, an important thing to realize is that there are two structures you're building simultaneously. One which is seen – the physical structure. The other which is unseen - the “invisible” (psychological) structure. The ...
Views: 1004 - The Woes of a Promotional Products Distributor - by Submitted on Aug 08, 2008 from Kathy VlietstraPromotional Products Distributors (PPD’s) don’t start out their business planning to fail. They just fail to plan! There are startling statistics of the number of PPD’s that don’t make it in this business. But, why is that? Following is my TOP TEN LIST to answer just ...
Views: 1911 - Addressing Differentiation: Can You Turn Today’s Tough Economy In To Your Best Year? - by Submitted on Aug 05, 2008 from Anne WarfieldGetting clients and building your base through referrals is essential in the insurance field. Yet, it is harder than ever to be able to do just that. Clients guard their time and seem more reluctant than ever to release their friend’s names even if you have done a fabulous job for them. As ...
Views: 1069 - Sales Presentations And The Truth About Selling - by Submitted on Jul 31, 2008 from Anthony VultaggioI had a friend who was just getting into sales for the first time. She knew I was a business coach and had trained many sales teams and sales managers in the past. She wanted to try her “pitch” on me. “Pitch” is sales talk for presentation (if you live in LA it means, ...
Views: 688 - Breaking Through Uncertainty, Welcoming Adversity - by Submitted on Jan 06, 2010 from Jim McCormickWe all question our ability at times. Uncertainty plagues us. It is even more intense if the ability we are questioning relates to something we have never tried or not succeeded at in the past. Setbacks are common, but we rarely welcome them. We are inclined to respond negatively to ...
Views: 3156(2 votes) - How To Deliver Your Worst Elevator Pitch - by Submitted on Jul 31, 2008 from Paul YatesHave you ever been to a networking event and asked someone, much to your regret what they do, and half an hour later you are still standing there nodding your head feigning interest and wondering why you even bothered getting out of bed? It has happened to us all…but the trick is not to ...
Views: 1588 - Conducting Effective Training Workshops - by Submitted on Jul 31, 2008 from Vincent PetersConducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Views: 7294 - How To Seal The Deal In Seven Seconds - by Submitted on Jul 30, 2008 from Lydia RamseyCan you close a sale in just seven seconds? You can do it even faster if you make a great first impression. Seven seconds is the average length of time you have to make a first impression. If your first impression is not good you won' t get another chance with that potential client. But if you ...
Views: 1023