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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.
- Sales Development - by Submitted on Jan 27, 2008 from Scott KaplanThe first thing to know when focusing on your sales development, sales training, and coaching, is to know that everybody is selling. It might not be a product or service they are selling, but everyone sells everyday. If somebody wants something from you then they will be selling to you. They ...
Views: 684 - Sales Development Training: Increase Your Sales Value by Being a Super Connector - by Submitted on Aug 30, 2007 from Cheryl ClausenYour sales development training may have been all about technique and presentation skills, but you need to develop your connection skills too. Ideally you want to become the go to person for your clients and your client’s associates. The reason they will go to you is because you’re the guy ...
Views: 748 - Sales Development Training: Why do People Buy? - by Submitted on Aug 20, 2007 from Cheryl ClausenUnderstanding why people buy and what that means to you is an important part of your sales development training. You can know more about your product or service than anyone. You can have your sales presentation down pat. You can know beyond all doubt that your prospect needs what you have ...
Views: 902 - 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: 1202 - Sales Effectiveness: Overcoming Objections - by Submitted on Aug 24, 2012 from stephanie fletcherIn any selling situation, it is likely that you will need to overcome a buyer’s obstacles before a buying decision is made. Often, the way we “handle” objections turns the buyer off. Resolving objections effectively is a process that involves careful, sensitive listening and positive, factual ...
Views: 1588 - Sales Funnel – Building A List Of Targeted Prospects - by Submitted on Feb 02, 2011 from Jon DanielsHaving a sales funnel is extremely important in business. You need to know exactly how you take a cold prospect and convert them into a high paying client. This system of lead management allows you to focus on the sales lead generation strategies. Prospects do not just turned up and pay you ...
Views: 1386 - Sales Ignorance Is Oblivion - by Submitted on Jul 05, 2010 from Jim MeisenheimerSales ignorance is nothing to laugh about. In fact salespeople who are ignorant seldom realize it. Ain't that amazing? Ten quick ways to becoming a sales ignoramus - really: 1. Keep everything in your head. Never write it down. Do you think it's possible to remember everything you ...
Views: 1924 - Sales Interview Skill: "Sell Me This Pen" - by Submitted on Aug 10, 2011 from Peggy McKeeWhat's the most hated question in sales job interviews? Probably it's "Sell me this pen." And yet, it's the quintessential question. It's a role-playing exercise that's hugely popular with interviewers. Hiring managers can learn so much about you by how you answer it. There are a lot of ...
Views: 4721 - Sales Is A Verb - by Submitted on Nov 02, 2009 from Diane HelbigSales is a verb. Okay, now settle down. I know if you look in the dictionary it says that ‘sales’ is a noun. Stay with me here for just a minute. My point is that ‘sales’ is an activity. It isn’t something you do once the phone rings. It is something you have to actively participate in for your ...
Views: 1560 - Sales Is Not A Solo Sport - by Submitted on Mar 06, 2008 from Bill SayersThe sales game requires a team effort for sustainable success. Ask any successful sales rep and they will tell you about their team. Whether it is the accountant, spouse, children, tech support, delivery people, instructors, or suppliers, the rep acknowledges their contribution and is thankful ...
Views: 959 - Sales Is Not Something You Do To Someone, It's Something You Do For Someone - by Submitted on Mar 04, 2008 from Kelly RobbinsI ask you to stop and really think about what that sentence is saying and how it affects your dealings with prospects. Sales is not something you do “to” someone, it’s something you do for someone. This one sentence suggests to me that I should be open about how I can help ...
Views: 1534 - Sales Lessons From A Cruise - by Submitted on Feb 23, 2009 from Jim MeisenheimerSales lessons can be discovered anywhere including a 10 day cruise to the Caribbean. Bernadette, my wife, and I drove from our home in Lakewood Ranch Florida to Fort Lauderdale the day before ship was to leave port. We stayed at the Marriott Renaissance Hotel just minutes from the Port Of ...
Views: 1065 - Sales Lessons Learned From Watching The Apprentice - by Submitted on Jan 19, 2008 from Daniel SitterWatching the celebrity edition of the Apprentice on television proved to be far more than solely an entertaining experience. Knowing in advance that Gene Simmons, the brains behind the KISS phenomenon and the self-proclaimed god of women, would take episodal charge over the female celebrity ...
Views: 1410 - 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: 877 - Sales Management I / III – A Better Way to Motivate Sales People - by Submitted on Jun 03, 2014 from Sam ManferSales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move In the book Drive by Daniel ...
Views: 1987 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 1803 - Sales Management II – What Managers Should Do for Off the Charts Selling - by Submitted on Jul 08, 2014 from Sam ManferSales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do” “Do” means implementing the skills, techniques, ...
Views: 2002 - Sales Management | 5 Proven Methods To Screen Out A Bad Sales Hire - by Submitted on Oct 19, 2010 from Ralph BurnsNo sales manager wants to make the torturous mistake of hiring a complete sales dud. Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to ...
Views: 1061 - 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: 1273 - Sales Myth or Reality: You Be the Judge - by Let’s challenge a few myths. You know what myths are. Lately we are seeing the changeover of “Hi, I’m with the IRS and I’m here to help you,?from myth to reality. Okay so it won’t take over night. Another business myth is that confident statement spoken by a customer, “My check is in the ...
Views: 1119 - 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: 1216 - Sales Performance Boost For Top Salespeople – Part Two - by Submitted on Feb 11, 2008 from Patricia WeberMy husband was stuck in our home elevator for 75 minutes. The inside elevator door latch had no hinge for him to grab and my attempts to remove the outside door hinges failed. A community police officer couldn’t budge them off either. And the eight firemen, who repeated all the same steps and ...
Views: 1107 - 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: 3127 - Sales Prep: Before You Start Your Engines - by Submitted on Mar 17, 2012 from Patrick MorinThere was a moderate crush of people, but it wasn’t the fans; it was the pit crews. Watkins Glen soon enough would be filled with 50,000 cheering NASCAR aficionados for the afternoon race. The crews were there now. They moved quickly and with purpose to their team’s designated position on ...
Views: 2415 - Sales Presentation - Why Did yours Fail - by Submitted on Jun 12, 2013 from kuza biasharaSales presentations are a part and parcel of businesses. Even if you don’t make a presentation in the beginning, you will have to do it once you are stable. In order to compel customers into buying your offerings, you have to ensure that the sales presentation is compelling as well as ...
Views: 1401 - 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: 694 - Sales Process - Ensure You Have a Sales Process For Successful Selling - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhen working with sales people in my sales cinsulting business I am often amazed at the amount of time they spend focusing on the people that are actively interested in their product or service right now. Now don't get me wrong, these are by far the hottest prospects and deserve attention. ...
Views: 1066 - Sales Process Defined - by Submitted on Nov 13, 2008 from Bill CampbellWe all have heard that as small business owners, we are all sales people. This is no doubt a fact when owning and operating a small business. As with any operational function, there should be some type of process or step by step way of doing it. Following a process, with repetition and practice, ...
Views: 1420 - Sales Professionalism - by The challenge with too many salespeople is that they decide at first to ‘try?selling for a while. They don’t commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ...
Views: 980 - Sales Prospecting - The Quickest Way to Find New Business - Part 1 - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhen sales people are prospecting we very often overlook the easy solutions. Where ethically acceptable to do so, the quickest way to get new business appointments meetings is to contact the competition of your existing clients. Example 1: My business was recently emailed by a search ...
Views: 1130 - Sales Prospecting - The Quickest Way to Win New Business Part 2 - by Submitted on Jun 09, 2011 from Peter O'DonoghueWe are looking at the quickest ways to win new business by careful sales prospecting. The reality is there is no quicker way to develop a list of target clients than to revisit your past successes, the companies involved and target their competitors and their Industry. An Example: A ...
Views: 1105 - Sales Prospecting Best Practices - by Submitted on Apr 28, 2011 from Kelley RobertsonProspecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people don’t invest enough time to this integral sales strategy. Part of the problem is that very few companies teach sales reps how to ...
Views: 1254 - Sales Prospecting Techniques - Blogging Can Replace Cold Calling As a Fantastic Lead Generator - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Prospecting in the 21st Century means you have to be blogging to raise your industry profile. Here you will discover the essential first part - the right name choice. Are you blogging? If you are not then you are missing out on one of the greatest tools for accelerating your sales ...
Views: 1369 - Sales Prospecting Techniques - Discover How To Find Out What People Want You to Sell Them - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Prospecting by Positioning Your Business Where Customers Seek You Out "What business are you in?" It sounds a bit strange at first but it has massive implications to your business. Many businesses and salespeople lose sight of the real reason they are in business, that is to solve problems ...
Views: 1447 - Sales Prospecting Techniques - Discover How to Use YouTube to Generate B2B New Business Sales Leads - by Submitted on Jun 09, 2011 from Peter O'DonoghueHave you ever thought of using YouTube as an effective sales prospecting tool? You might think that YouTube is for teenagers to share videos of dancing parrots and car crashes but you would be wrong. There are huge opportunities for professional sales people and business people to get exposure ...
Views: 1608 - Sales Prospecting Techniques - How to Use Google So You Never Need to Cold Call - by Submitted on Jun 09, 2011 from Peter O'DonoghueIs there an alternative to cold calling in sales prospecting? There is and it's good old Google! Ah, Google! Possibly the greatest invention of the 20th Century. What did we ever do without it? I know what I did without it because I was selling before it existed. I can remember spending a whole ...
Views: 2650 - Sales Prospecting Techniques - How to Use Google to Never Have to Get Past the Gatekeeper Again - by Submitted on Jun 09, 2011 from Peter O'DonoghueHow is your sales prospecting success? One of the applications of the Internet that really excites me more than most for sales prospecting, is the ability to get direct contact numbers for almost anyone you want contact with. Historically, appointment setting training and material has largely ...
Views: 1443 - 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: 1237 - Sales Prospecting Techniques - Should You Use Twitter for B2B Sales People? - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales Prospecting with Twitter.com, is called a 'micro blog'. It is a blogging platform that allows posts to be a maximum of 140 characters. It has taken the online world by storm and is set to stay as a dominant online networking platform for years to come. But the main question is if you are a ...
Views: 1784 - Sales Prospecting With Blogging for Professional B2B Salespeople - by Submitted on Jun 09, 2011 from Peter O'DonoghueSales prospecting using blogging is a fantastic way to generate new business. In this article, which is part of a series released here, you will discover some advanced ways for salespeople to use blogging for sales prospecting. This is rather an advanced way of thinking about blogs but is ...
Views: 1422 - Sales Rebuttals For Sales Objections - by Submitted on Mar 22, 2008 from Louis JordanTo overcome sales objections we must, first, understand who creates the objections, and why. Only then can we develop appropriate sales rebuttals. Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons for ...
Views: 5966 - Sales Rebuttals Overcome Sales Objections - by Submitted on Mar 08, 2008 from Louis JordanThe best way to overcome sales objections is to understand who creates the objections, and why. Only then can you develop appropriate sales rebuttals. Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons ...
Views: 3412 - Sales Reluctance In Any Part of Selling - by Submitted on Jul 22, 2007 from Patricia WeberYou may ask yourself, “What does sales reluctance mean?” Sales reluctance can be like wearing a straightjacket. You know it’s restricting your sales success, yet you don’t feel you have a way out. There are many facets of sales reluctance. One for introverts is the ...
Views: 704 - 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: 953 - Sales Success Demands Preparation and an Understanding of your Prospects Emotions - by Submitted on Sep 18, 2012 from Andrew HortonI have been involved in sales in one way or another for what feels like my entire life. I got my first sales position working in a chemist, when I was only ten years old. The wily old pharmacy owner knew that the people, who came in to his pharmacy, were there to buy prescription drugs or other ...
Views: 1014 - Sales Success Stories to Effectively Close Your Sales - by Submitted on Oct 26, 2010 from David SteelA major problem that quality salespeople run into is that they are unable to close a sale, even if they have done a great job throughout the selling process. This is because these individuals do not have the proper sales force training, as this training will provide them with the skills that ...
Views: 1462 - Sales Success: Gap Analysis - by Submitted on Apr 23, 2009 from John AOVThe key to making the sale is to discover the gaps between where the prospect is now and where they could be by using your product or service. Identify the Real Need of the Prospect As a salesperson, you are in the business of gap analysis. You are a "problem detective." Your job, somewhat like ...
Views: 1030 - Sales Success: Is it Luck or B.S. - by Submitted on Jul 03, 2007 from Paul HuffSales Success: Is it Luck or B.S.? Are successful salespeople luckier than those who are not successful? Well, yes! But their good luck has more to do with B.S. than you might realize. Let’s get one thing straight: when I refer to B.S., I am not writing about foolish, deceitful, or boastful ...
Views: 945 - Sales Superstars: Nothing Happens Unless Someone Sells Something - by Submitted on Jun 03, 2009 from Mark TewartThe world as you know it exists because of sales. If someone, somewhere, somehow is not selling every single day, you wouldn’t have food to eat, a car to drive, or a house to live in. We can live a day without the skills of a lawyer, or even a doctor but you can’t live even one single day ...
Views: 1098 - Sales Symphony - by Submitted on Dec 05, 2007 from Cheryl ClausenHave you ever played the piano? If you’ve ever learned to play the piano, or any other musical instrument for that matter, you know that at first the learning process is very mechanical. First, you have to figure out what keys relate to what note. Then you begin to methodically try and ...
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