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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.
- Goal Setting - If They Can Do It, You Can Do It - by Submitted on Jul 28, 2008 from Jim MeisenheimerGoal setting - it's so easy and yet it's so hard. It has to be hard because so few people do it. Some people did it and don't do it now. Even people who have set goals in the past and have achieved them no longer set goals for themselves. I find it mind-boggling. There is an old Gaelic ...
Views: 1041 - Multi-level Marketing (MLM) Leads To Success - by Submitted on Jul 25, 2008 from Louis JordanThe best Multi-Level and Network Marketing Salespeople have several things in common: 1. They have adapted to the changes in the Multi-Level Marketing (MLM) business. 2. They consistently look for new (and stable) MLM Products, MLM Companies, MLM Opportunities and MLM Leads. 3. They ...
Views: 1126 - 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: 1384 - Dealing With Difficult Customers/Physicians - by Submitted on Jul 25, 2008 from Vincent PetersDealing with difficult customers is a never-ending challenge that we must constantly face in the business world. While there will always be difficult customers, and we can never completely avid them, there are some things that we can do to make our jobs easier. Let’s take a look at what goes ...
Views: 1650 - Conducting Effective Workshops - by Submitted on Jul 25, 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: 1670 - Public Speaking From The Heart - by Submitted on Jul 24, 2008 from Tom NinnessPublic speaking offers a unique path of opportunity. Not only will it provide exposure in numbers but develops a rapport with the audience of credibility, knowledge and proficiency. The ability to offer information in an authentic and genuine manner develops confidence in the speaker, and ...
Views: 686 - Close More Sales By 'Seeing' The Window Of Dissatisfaction - by Submitted on Jul 22, 2008 from Craig EliasHave you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What’s that about? Or consider this: Jack and Tonya learn from Tonya’s doctor that they’re about to have their first baby. Now, everywhere Jack ...
Views: 863 - 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: 1376 - Call Killing Phrases - by Submitted on Jul 18, 2008 from Wendy WeissHow often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot. I know I say it frequently. It's commonly used as a greeting, as a 'hello.' Because 'How are you?' is so commonly used, how often have you ...
Views: 694 - Everything I Needed To Learn About Training I Learned In Kindergarten - by Submitted on Jul 18, 2008 from Adrian MillerSome experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a ...
Views: 1432 - 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: 1288 - Top 10 Tips To Stay In Control When Your Market Feels Out of Control - by Submitted on Jul 17, 2008 from Dorian Tenore-BartilucciWhen the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. Avoid making costly mistakes by learning how to implement the top 10 tips to stay in control ...
Views: 757 - Close More Sales By 'Seeing' The Window of Dissatisfaction - by Submitted on Jul 14, 2008 from Craig EliasHave you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What's that about? Or consider this: Jack and Tonya learn from Tonya's doctor that they're about to have their first baby. Now, everywhere Jack goes, he sees pregnant ...
Views: 881 - Shorten Sales Cycles By Capitalizing On Trigger Events - by Submitted on Jul 14, 2008 from Craig EliasJed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he's not getting very far. "People tell me to call back in two months, four months, six months, when they will be looking at this problem" he says, perplexed. ...
Views: 1061 - Sales Training Vs Sales Motivation - by Submitted on Jul 12, 2008 from Michael PedoneMany sales people go to sales seminars with hopes of removing the struggles that can come along within a sales position. The optimistic outlook of finally learning that one "magical phrase" or technique that will eliminate all objections and close every sale is a powerful lure to a hungry sales ...
Views: 1079(2 votes) - Cold Calls And Taco Bell - by Submitted on Jul 11, 2008 from Meg OrtegoToday, at my boss’s request, I joined him for lunch in his office. Not surprisingly, the big bag of Taco Bell on his conference table caught my eye way before I noticed that my office telephone had been re-connected in his office and was sitting in the middle of our luncheon. Larry told me ...
Views: 966 - Phone Selling Techniques - by Submitted on Jul 11, 2008 from Jim MeisenheimerHere are several easy and practical phone selling techniques you can use to increase your sales. First - do not underestimate the value and the role your telephone plays in your selling success. There are two options when it comes to recording your voicemail message. You can change your ...
Views: 1435 - Go From Good To Great: Five Ways To Boost Your Sales Career - by Submitted on Jul 09, 2008 from Chip EichelbergerMany experienced sales professionals don't see the need for continuous improvement. They often think, "I've been selling for fifteen years, so I must be great." The number of years experience is not a measure of excellence - any honest golfer knows that. Such thinking can limit sales ...
Views: 856 - 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: 1306 - How Trial Closing And Closing Techniques can Save You Time And Help You To Make More Sales - by Submitted on Jul 09, 2008 from Doug DvorakNo sales professional ever intends to get stuck in one sale for a longer period than required. They would like to move on to the next prospect after closing a sales deal as soon as possible. That¡¦s the way to increase total sales volume. Closing techniques ensure that a sales conversation ...
Views: 2222 - How To Anticipate & Handle Objections With Confidence - by Submitted on Jul 09, 2008 from Doug DvorakObjections are the hurdles that keep sales people a step away from closing. The swift removal of objections invariably leads to the closing of the sale. Only the well prepared sales person succeeds in removing the objections in a convincing manner. Anticipating Objections No prospect is ...
Views: 1503 - If You Live By Price - You Will Die By Price - by Submitted on Jul 06, 2008 from Alen MayerIf your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your ...
Views: 1096 - Hit Or Miss Does Not Work In Selling - by Submitted on Jul 06, 2008 from Alen MayerMany sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in ...
Views: 1189 - Lydia Ramsey's Six Secret Sales Weapons - by Submitted on Jul 03, 2008 from Lydia RamseyIf you are involved in sales, and who isn't, you know the terms, techniques and tips for attracting potential customers, creating the desire to buy, gaining trust, closing the deal and maintaining relationship. Each step in the process is critical to the desired outcome: productive and ...
Views: 1020 - Act On Your Thoughts Now! - by Submitted on Jul 03, 2008 from Dirk ZellerBeing successful seems to be everyone’s desire. We all want to achieve what our definition of success is in life. Have you ever wondered why successful people are successful; why they seem to go from one successful situation to another, from one victory in life to another? There is one thing ...
Views: 796 - 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: 1299 - How A Vacation Can Show You The Keys To Business Success - by Submitted on Jul 01, 2008 from Pablo TerrerosI spent this past week in Orlando with my family. If you've never been there before, you need to go. You can go 100 times over and still never experience all there is to experience. Even through all the fun we had, I couldn't help but notice some things that have HUGE business applications. ...
Views: 846 - Helpful Clues To Build Rapport - by Submitted on Jul 01, 2008 from Michael BeckHow to Read the Cards Now that we have a general idea of each social style (previous article “Build Rapport Quickly and Drive up Your Closing Ratios!”), let’s look at how to spot styles in others. Remember that we’re all complex, unique individuals – made up of aspects of all styles. What we’re ...
Views: 1187 - Sales Secrets - The Best Advice - by Submitted on Jun 29, 2008 from Jim MeisenheimerHere's a sales secret. The best advice I ever got was from my father. Growing up as a kid, whenever I asked him, "What do you think I should do," he always responded with, "What do you think you should do?" I guess the best advice wasn't really advice, more like a gift. The gift of learning how ...
Views: 945 - 3 Top Tips For Creating A Memorable Unique Selling Proposition - by Submitted on Jun 27, 2008 from Barbara GiamancoYou've been there. At a networking function someone asks you what your company does, and you freeze like a deer in the headlights. You haven't thought it through so what might roll off your tongue is a lengthy speech that says absolutely nothing. Worse yet, you might default to spitting out a ...
Views: 1577 - Build Rapport Quickly And Drive Up Your Closing Ratios! - by Submitted on Jun 27, 2008 from Michael BeckProduct knowledge is important in selling insurance. Understanding how to uncover your prospect’s needs and then determining which product will best address those needs is critical. But as we’ve heard before, people buy from people they like. People buy Benefits, not Features … and they’re more ...
Views: 1113 - Turning Follow-Up Into Sales? - by Submitted on Jun 27, 2008 from Rochelle Togo-FigaOne of the most effective ways in getting more business is following up with the prospect. Sadly, 80% of sales opportunities are missed because people do not follow up consistently. Studies have shown that most prospects, who do not buy short-term, usually make a purchase within 12 months. When ...
Views: 986 - Winning As A Sales Strategist - by Submitted on Jun 26, 2008 from Tom Ninness“Winning as a Sales Strategist” A strategy is a long term plan of action designed to achieve a particular goal, most often “winning”. A strategy involves tactics or immediate actions along with premeditation, and well designed, rehearsed and executed. Strategies are used to make the problem ...
Views: 703 - The Number One Sales Currency - by Submitted on Jun 25, 2008 from Shane GibsonF.E.A.R. as defined by many personal development gurus (the revered and even the self-proclaimed) is defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the ...
Views: 995 - So what can we do about Stress? - by Submitted on Jun 25, 2008 from Michael BeckIn my workshops, I'll ask participants for examples of stress-causing situations or events. They're always eager to offer real-life examples of stressful events. (Some examples may have already popped into your head as you read this.) But the reality is that there are no stressful situations! ...
Views: 1090 - Maximizing Your Price in a Soft Economy - by Submitted on Jun 25, 2008 from Mark HunterEstablishing maximum value for your price is never easy. In today's volatile economy, it's even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer's response to a price increase is ...
Views: 992 - Selling With Your Personality - by Submitted on Jun 25, 2008 from Mark HunterAnyone can sell if the price is cheap enough or if what is being sold is something people can't live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of ...
Views: 866 - How to Stop Cold Calls From Feeling Intrusive - by Submitted on Jun 23, 2008 from Ari GalperCan’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about “making the sale.” Most people sense that cold calls are ...
Views: 774 - Cold Calling with Integrity - by Submitted on Jun 23, 2008 from Ari GalperYou probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know. In the old traditional training, we learned the ...
Views: 865 - How to End the Cold Calling Game of Chasing a Sale - by Submitted on Jun 23, 2008 from Ari GalperOur thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people -- or at least chasing the sale. Here are 5 important ...
Views: 726 - How to End Your Fear of Cold Calling - by Submitted on Jun 23, 2008 from Ari GalperMost of us really dislike cold calling. It’s probably the most dreaded of all sales activity, and causes the most rejection. But there are wonderful ways to think differently about cold calling. We can eliminate the negative experience that’s typical for both caller and receiver simply by ...
Views: 776 - How to Make Cold Calling Effective - by Submitted on Jun 23, 2008 from Ari GalperHow can we make cold calls “work” when we’re talking to someone we haven’t met, about something they may not need? Well, it’s really simple. First we look at how to relate to them rather than hoping they’ll relate to us and our solution. When we approach cold calling with a question about ...
Views: 855 - Every Cold Call Needs a Problem to Solve - by Submitted on Jun 23, 2008 from Ari GalperIn the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best! This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the ...
Views: 804 - Manage Stress To Boost Productivity - by Submitted on Jun 20, 2008 from Michael BeckWe live in a time when it seems like we're regularly put into situations that cause us stress. Sometimes we feel a little stress for a short time and sometimes we feel a lot of stress for a long time. The fact is that when we feel stress, especially for extended periods of time, not only does ...
Views: 1097 - How tTo Make Cold Calling Opportunities Out Of Voicemail - by Submitted on Jun 19, 2008 from Ari GalperMost people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.” This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, ...
Views: 786 - How To Avoid Cold Calling Burnout - by Submitted on Jun 19, 2008 from Ari GalperOld-school traditional cold calling can take a toll on a person’s self esteem over time. It’s just not natural to have somebody hang up on us, or to experience rejection over and over each day. Because of this, many of us tend to recoil at even the idea of cold calling. It’s a fear-laden ...
Views: 1028 - How To Break Old Cold Calling Habits - by Submitted on Jun 19, 2008 from Ari GalperIt’s always a little scary to try something new when an old formula (even if it doesn’t work very well) is familiar to us. But remember that the definition of insanity is to continue doing the same thing over and over, while expecting different results. This new approach I’m presenting around ...
Views: 771 - 3 Cold Calling Phrases That Get Results - by Submitted on Jun 19, 2008 from Ari GalperHow can we possibly avoid rejection and still stay “real” while cold calling? Well, the truth is that the more genuine we are, the less likely we are to be rejected. Once you understand why cold calling is so difficult, and you start to shift your mental view of the cold call, then you can ...
Views: 859 - How To Take The Suspicion Out Of Your Cold Calls - by Submitted on Jun 19, 2008 from Ari GalperWhy do cold calls based on the old-school traditional mindset break down so quickly? Because we usually start with a predictable introduction and a mini-sales pitch. Right away the other person puts up “The Wall” and we’re trying to scramble around it. None of us intentionally want to create ...
Views: 691 - Sales Training - Persuasive Words that Sell - by Submitted on Jun 18, 2008 from Alvin DayThere are many elements to making the sale including a captivating opener, good communication and presentation skills, and strong closing tactics. Perhaps one of the most crucial factors in making the sale is your power to persuade. Persuasion should be apparent all of the elements mentioned ...
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