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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 Doctor of Selling - by Submitted on Apr 26, 2009 from John AOVThree Keys to Building Relationships Top sales professionals see themselves as "Doctors of Selling." They see themselves as professionals, well educated, acting in their "patient’s" best interest, and bound by a high code of ethics. The medical process is the same everywhere. Whenever you go ...
Views: 1147 - Find Your Ideal Role Within An Exciting Career in Telesales - by Submitted on Mar 06, 2012 from Lewis WatkinsThe telesales industry has grown considerably over the past few years, creating a wide range of job vacancies. Many specialist recruitment agencies can help you find your ideal role within the telemarketing sector. Recruitment consultants work to understand your key strengths and motivations, ...
Views: 1147 - Listening Wins Sales - by Submitted on Apr 29, 2009 from John AOVListen Attentively When Others Speak There are books, articles and multi-day courses on listening. There are audio/video-learning programs that include hours of instruction and a variety of exercises. They are all valuable and helpful, but what they teach can be distilled down into a key skill. ...
Views: 1147 - The "Inner Game" of Rapport - by Submitted on Apr 28, 2005 from David Barron“With rapport anything is possible. Without is nothing is possible.” To influence anyone in a persuasion setting (without threats, weapons or coercion) rapport is absolutely vital. Most sales people attempt to establish rapport by finding a topic of interest that they might both have in ...
Views: 1147 - They're Searching So Why Aren't They Buying? - by Submitted on Sep 25, 2003 from Karon Thackston© 2003 http://www.marketingwords.com There seems to be a common myth regarding site visitors and the buying process these days. I’ve heard this statement more than a few times over the last several months: “My visitors find me when they use search engines. They type in the exact keyphrases I’m ...
Views: 1147(1 vote) - Trust is Not Enough - by Submitted on Feb 15, 2013 from Casey FitzGeraldFor many years, developing trust and rapport was considered the hallmark of a great sales process. Driving sales required exposing your sales team to a maximum number of prospects and developing trust and rapport with those prospects. As such, the primary objective for most salespeople has ...
Views: 1147 - Techniques In Selling – Start Strong! - by Submitted on May 05, 2008 from Alvin DayWhat is your sales tactic for your small business or sales career? Do you know? Often people start a business because of their expertise in a particular area. Since their primary motivation for starting the business was their love and knowledge of a particular craft, skill or service, they then ...
Views: 1145 - Are You Putting "Your Girdle" Into Your Sales? - by Submitted on Oct 07, 2005 from Kim Duke“It’s not just enough to swing at the ball. You’ve got to loosen your girdle and really let the ball have it.”– Babe Didrikson Zaharias Years ago I found this quote from Babe Didrikson Zaharias and not only did it make me laugh out loud – it became a personal mantra. Read her bio below – this ...
Views: 1144 - Insurance Sales Success: 7 Steps To Increased Production - by Submitted on Feb 18, 2008 from Cheryl ClausenIncrease your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. First, identify 3 ...
Views: 1144 - Price isn't Everything - by Submitted on Sep 24, 2003 from Kelley RobertsonMany salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement. Effective negotiating, however, is a process that begins with your first contact with your customer ...
Views: 1144(1 vote) - 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: 1144 - To Increase Sales, Connect With Your Audience - by Submitted on Feb 11, 2011 from Peter GeorgeTo increase sales at highly-profitable margins, you must connect with your most profitable target audiences. Better yet, they must connect to with you. You see, it's their choice whether or not to do business with you. However, it's your job to consistently tell them how you benefit them and why ...
Views: 1144(10 votes) - Internet Resolutions - by Submitted on Jan 01, 2004 from Larry JohnsonWith the coming new year, I thought it was time to take review and make some internet resolutions for the coming year. Now these aren't the typical kind of personal resolutions like losing weight or quitting smoking.I have in mind resolutions as they relate to thetime and work each of us ...
Views: 1143(1 vote) - Press Releases Can Increase Search Engine Positioning - by Submitted on Feb 09, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com When you write a press release, what is your ultimate goal? No doubt, getting the information to as many publications and on as many Web sites as possible. The focus lies in moving outward… taking the press release to as many *other* sources as ...
Views: 1142(1 vote) - Selling to the Competitive User - by Submitted on Aug 05, 2009 from Landy ChaseNothing is more rewarding for any business than taking an account away from a competitor. Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic ...
Views: 1142 - If At First You Don’t Succeed - by Submitted on Oct 05, 2009 from Kelley RobertsonI suspect that you have heard the expression “If at first you don’t succeed try, try again.” This adage was created many decades ago and it remains true to this day. And even though many sales people understand it, they make a fatal mistake—they use the same approach although their original ...
Views: 1140(2 votes) - No Voicemail = A Missed Opportunity - by Submitted on Jan 19, 2010 from Kendra LeeLeave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message because how else will they know that you want to speak with them? In today’s world where it’s acceptable to screen ...
Views: 1140(1 vote) - Tag Lines Tell A Tale of One's Occupations - by Submitted on Jul 08, 2007 from Craig Harrison"What do you do?" In our society this is the first question we’re asked, after "What is your name?" The real question is: “How do you answer this question?” Do you tell people your title: clerk, programmer, driver, teacher, sales rep or receptionist — or do you answer more descriptively? ...
Views: 1140 - Recognizing Your Biggest Competitor - by Submitted on Aug 31, 2007 from Paul McCordIf you were asked to name your biggest competitor, whom would you name? A specific company? Maybe a specific salesperson? Possibly, you view your biggest competitor as a product instead of a company or salesperson? Competition is all around. It may seem that competitors lurk around every ...
Views: 1139 - The Attractor Factor - by Submitted on May 12, 2009 from Jim MeisenheimerDid you know that being different is an attractor factor? It's true! Allow me a quick sidebar: Last week, Bernadette, my wife and I drove to the East Coast of Florida for three days. We stayed at the grand Biltmore Hotel in Coral Gables. It's a five-star hotel built in 1926. The hotel was ...
Views: 1139 - your beliefs and your success - by Submitted on Sep 28, 2004 from tony polaYour Beliefs and Your Success Customers buy from you when they believe in four things. These four things are 1.You 2.Your product or service 3.your Company and finally 4.Your price. If you would like to have a high closing ratio then you must first believe in these things yourself. The ...
Views: 1139 - Be a Solution to Your Customers' Needs - by Submitted on Mar 29, 2013 from Hiten ThakrarWhen times are tough at home, at work, or in business we as customers, business people, and as consumers become much fussier. We want more, but we don't want to part with the cash unless we are absolutely satisfied. Higher customer expectations can be frustrating for us as salespeople, and we ...
Views: 1138 - Always On - by Submitted on Nov 02, 2009 from Diane HelbigAs a small business owner or salesperson you are always on. You are always presenting, marketing, selling and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business. Let’s break it down and take a ...
Views: 1137 - Do You Always Have Trouble Closing Sales? - by Submitted on Jun 05, 2011 from Peter O'DonoghueI was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other ...
Views: 1137 - Fill Your Pipeline by Refining Your Referral Requests - by Submitted on Jun 30, 2009 from Kendra LeeLately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, ...
Views: 1137 - An Underutilized Marketing Tool - by Submitted on Sep 23, 2011 from Troy VictoryThe telephone is one of the least utilized tools to grow and promote a business, yet is it one of the most effective ways to market your goods and services. Recent Direct Marketing Association statistics show telemarketing more than doubled the response rate of its closest competitor. ...
Views: 1135 - Features and Benefits and Sales . . . Oh My! - by Submitted on Apr 26, 2009 from Diane HelbigDo you sell features or benefits? Do you know the difference? All too often salespeople think features are key. Of course, it’s because that’s what they’ve been shown. ‘Look at all the bells, whistles, and gadgets!’ It’s as if the more gadgets, the more valuable the product or service. Well, ...
Views: 1135 - How Are You Listening? - by Submitted on May 12, 2011 from Bill SayersRecently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested. She got very annoyed and was adamant that I must want to replace some of the windows. ...
Views: 1135 - Copywriting Makeover: Know Where Your Customers Are In The Buying Process Part 1 of 2 - by Submitted on Mar 23, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com When you begin to write copy for any product or service, there are a few things you have to take into consideration. The first is always your target audience: who you’ll be writing to. Finding out about the needs and wants of the audience members, ...
Views: 1132(1 vote) - Trigger Events And Sales 2.0 - by Submitted on Apr 10, 2008 from Alen MayerWeb 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or ...
Views: 1132 - Small Mistakes Cost You Big Money - by Submitted on Jan 14, 2007 from Kelley RobertsonMy wife and I were shopping for a new lighting fixture to hang above our dining room table. We wanted something relatively contemporary, and in our quest, we visited over a dozen stores in search of the perfect light. This experience uncovered a wide variety of mistakes that are costing ...
Views: 1131 - Become an Expert in Telephone Selling - by Submitted on Jun 06, 2011 from Peter O'DonoghueHave you have experienced the absolute pleasure of listening to a true professional salesperson closing a sale on the telephone. There is nothing like it and it really is something you must aspire to. There is no stress or anxiety in his voice, just a smooth confident flow which you just ...
Views: 1130 - Sales Training – Uncover The Treasure Trove with Your Sales Prospect - by Submitted on Nov 06, 2008 from Patricia WeberWhat are a salesperson’s treasures? How do you find them? Treasures were found in King Tutankhamen’s tomb in Egypt in November of 1922. These treasures had remained uncovered even after looters had stolen so much over the years. So what and how are the treasures that selling has for you? They’re ...
Views: 1130 - It works! Knock-Their-Socks-Off, Wildly Effective Advertising - by Have you ever noticed that most ads suck?
For example, you probably saw and heard about 400-600 ads yesterday. How many of them do you even remember?
Why do most ads suck? Because marketers and advertisers follow trends. If everyone's doing it, it must be right.
Tsk, tsk. I can just hear ...
Views: 1129 - Manage Your Pipeline - by Submitted on Sep 21, 2010 from Craig JamesMost of us detest those weekly 1-1 pipeline reviews with our managers. Why? Because more often than not, the manager is calling you on the carpet to explain why this deal hasn't closed, or why that deal hasn't progressed, or why those deals were lost. Or at least we think he is. But in a ...
Views: 1129 - 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: 1129 - 5 Surefire Ways to Increase Sales - by Submitted on May 19, 2006 from Jeff CasmerThe Internet has changed how people do their business. Even small business owners are able to reach global market inexpensively nowadays, selling anything from apparel, collectibles, to computer software, service and coaching. The core of every business is sales. Many of the strategies to ...
Views: 1128 - Sales Training – Salespeople ‘Dear Santa’ Letter Wishes to Deliver - by Submitted on Nov 06, 2008 from Patricia WeberSalespeople, what do you have to lose by writing to Santa for what you want? Since 1952 or 1953 children have been writing letters to Santa, so why not write your own Dear Santa letter? Mine would go something like this: ”Dear Santa, You know who I am and how old I am and that I have been a ...
Views: 1128 - Case In Point: Getting 24% ROI On Email Campaigns - by So often we hear of individuals who get exceptional returns-on-investment from their advertising campaigns. However, what we don’t often hear are the intimate details of how these people work their strategies. Marketer Diane Hughes has agreed to give us the nitty gritty of her latest solo ad ...
Views: 1127 - How To Make The Most Of An Incoming Sales Lead - by Submitted on Nov 04, 2010 from Ken SundheimFor any sales professional, receiving a call out from "of the blue" from an unknown, incoming lead that is already interested in their products or services can brighten a day. After all, obtaining this lead did not involve any hunting. Moreover, the person seems to have interest in the products ...
Views: 1127(2 votes) - How to Write a Successful Ad - by Submitted on Aug 21, 2010 from Terri SeymourBuying advertising slots and spreading your ad all over the net won’t do much good if the ad does not get anyone’s attention. Your ad must motivate people into following the call to action contained within the ad. Advertising is an art and we need to learn that art to write effective, ...
Views: 1127 - Selling Strategy: Start-Stop-Change - by Submitted on May 01, 2009 from Jim MeisenheimerWhat kind of selling results are you getting your current selling strategy? "Insanity is doing the same thing over and over and expecting different results." This quote is attributed to Albert Einstein, a pretty bright guy. Why do we rely on the same selling strategies that don't work? I ...
Views: 1127 - Top Ten Reason to Publish an Ezine AND a Blog - by Submitted on Feb 28, 2005 from Patsi KrakoffBlogs are the hottest thing going these days when it comes to marketing on the Internet. A blog is a way of delivering your messages and article to clients. They are a like personal web sites, easy to create and far less expensive than traditional web sites. Just when you thought you were ...
Views: 1127 - Vinyl Decals the cost effective solution for your marketing campaigns - by Submitted on Mar 18, 2011 from Simon WilliamsNo company can reach anywhere in the market full of competition without doing well on marketing and advertising fronts. Even if you consider normal life anywhere in the world even in a five minute walk a person comes across many advertisements, billboards, hoarding. Print media and electronic ...
Views: 1127 - What was Popeye's strength? - by Submitted on Aug 05, 2007 from Debbie MrazekSalespeople spend their time thinking about what they aren't good at and how they can get better. We are taught to learn from our mistakes as we are growing up. Today there is a "strengths" movement afoot that suggests that what we learn from our mistakes is the characteristics of mistakes. ...
Views: 1127 - How to use transitions in your presentations - by Submitted on Aug 04, 2011 from Anne WarfieldMany people don't realize how important transitions are when speaking. They are what makes good conversation flow and what make many speakers seem eloquent. Plan your transitions and vary them so you don't put an audience to sleep or in to a pattern by always using the same transitions. ...
Views: 1126 - SEO Copywriting - In the Wake of the “Florida” Update - by Submitted on Jan 13, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com/keyword After Google’s most recent update, those in the search engine optimization (SEO) field seem to be standing at attention. As sites that have held long-standing positions in the top 10 flounder and bob around in the search results like a fishing ...
Views: 1126(1 vote) - Is Your Leadership Effective? - by Submitted on May 14, 2008 from Michael BeckIn many ways, good leadership is hard to define. It can't be directly measured. There's no leadership "score" or report card. In fact often the measure of leadership is qualitative rather than quantitative - although quantitative results always follow. So, the questions remains, how can you tell ...
Views: 1125 - Overcoming Poor Coworker Relationships - by Granted. You can’t always get along with everybody. There are some people on this earth who simply won’t allow you to make friends with them. However, at some point in life, you are likely to come upon a situation where a good relationship with a coworker has become strained for one reason or ...
Views: 1125 - Pick at the Scab - by Submitted on Oct 05, 2009 from Kelley RobertsonSales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t probe deep enough into the size and scope of the problem. I remember hearing a great phrase from another sales trainer. He suggested that sales ...
Views: 1125(2 votes)