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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.
- 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: 1038 - The Persuasive Way of Getting Others to Accept Your Point of View - by Submitted on Nov 03, 2009 from stephanie stephanieGetting others to accept you point of view has never been easy. Almost all of us are never taught how to argue your point of view in a right manner. I said right manner because a lot of people when talking about their opinions, they are arguing it in a destructive manner and then conflicts ...
Views: 1038 - The Value of an Appointment - by Submitted on Aug 05, 2004 from tony polaThe value of an appointment Activity is one of the key secrets to sales success .In my sales I use a one stop approach to making a sale and this article is based on this however you could you the same idea if you are using a two appointment process. For the purpose of this article I am ...
Views: 1037 - Powerful Questions That Will Increase Your Sales - by Submitted on Feb 24, 2008 from Kelley RobertsonI recently wrote an article called, Feeble Questions Can Kill Your Business. In the article, I stated that too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones. Many people contacted me and requested more information on what constitutes a ...
Views: 1036 - Are You “Cell”ing Yourself Short? - by Submitted on Feb 27, 2007 from Susan FriedmannCell phones have changed our world. With few exceptions, we can now talk to anyone we like whenever we’d like. The staccato symphony of ring tones accompanies us through our days: from the morning commute to the crowded restaurant at lunchtime, during meetings and even during the quick stop at ...
Views: 1035 - Copywriting Is Not One-Size-Fits-All - by Submitted on May 15, 2004 from Karon Thackston© 2004 http://www.copywritingcourse.com I was in shock. Honestly, I shook my head when I read his email. I meant no disrespect; I just couldn’t believe he really felt that way. “Karon, I want you to write the sales letter for my site. How much will it cost me?” read his note. After ...
Views: 1035 - Get Customers to Sell For You - by Submitted on Apr 29, 2009 from John AOVFully 84 percent of sales in America take place as the result of word-of-mouth advertising. Why People Buy Fully 84 percent of sales in America take place as the result of word-of-mouth advertising. Some of the most important sales promotion sales activities are those that take place between ...
Views: 1035 - The Grey Knit Vest - by When I was little, the sun rose & set on my Grandpapa. Frozen forever in time are memories of wire rimmed glasses and a grey knit vest that almost always had chocolate covered raisins in the left pocket. Grandpapa always read to me. I'd curl up beside him and listen, spellbound.
When Grandpapa ...
Views: 1035 - The 4 Common Errors in Sales - How not to make Them - by Submitted on Nov 16, 2009 from Frank O'TooleI am positive you already know that there can be a lot of mistakes made in sales, we have all made them, but I have found on sales training courses sometimes when you make mistakes you need some one else to point them out as they are not always visible to you. It s no different than sports, ...
Views: 1033(2 votes) - The Key To High Sales Productivity - by Submitted on May 14, 2008 from Michael BeckOne of the issues most often raised by my clients is better time management. People have tried prioritizing tasks, blocking out parts of their day for certain tasks, implementing new systems and getting better at delegation. While all of those things can make a difference, there is something ...
Views: 1033 - 6 Killer Tips To Get Promoted to Sales Management in 2011! - by Submitted on Jan 28, 2011 from Ralph BurnsOne of the things that we get asked the most about at the Sales Management Mastery Academy, especially by those members that are in sales but want to get promoted into sales management and move their career forward and start managing and supervising other sales people is, “How do I ...
Views: 1032 - Don’t Make This Sales Management Mistake - by Submitted on Dec 23, 2010 from Ralph BurnsYou need to set the tone and set out a vision of where you want the team to head, over-performance from a sales performance standpoint. As far as leading and motivating, it comes down to individual tactics and techniques that you need to use with each one of your sales people because they are ...
Views: 1032 - Insurance Sales Success: Achieving Growth - by Submitted on Feb 13, 2008 from Cheryl ClausenIf you aren’t moving forward you’re moving backward. You want to grow and that means you need to attract more prospects. You’re scared to limit yourself to a specific group of people, or you simply don’t know how to narrow the field. One way to ensure your rapid growth ...
Views: 1032 - 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: 1031 - Expecting the Unexpected Can Save Your Tradeshow - by Submitted on Jun 26, 2005 from Susan FriedmannCatastrophes come from out of nowhere. Massive thunderstorms can roll through a region without a moment’s notice, knocking out power and phone lines. An iffy meal at a local restaurant, and you have a staff member flat on their back with food poisoning. Open up your sales materials only to ...
Views: 1030 - What Does Guitar Playing and Sales Have in Common - by Submitted on Jan 27, 2010 from Robert WeeseMy wife and I had a few friends over the other night. My friend Jerry saw one of my guitars sitting in the corner and asked if he could play it. We players are very respectful of other people’s property and would never dream of just picking up the guitar and playing without permission. I ...
Views: 1030(1 vote) - All in A Dog’s Way Can Make You More Sales - by Dogs are great teachers of how to sell easier and better. And if you think about a dog’s life, it’s an easy one. Some dog behaviors can serve as models for do’s and don’ts for salespeople.
Dogs mark their territory.
Do what you can to stand out in your industry or in your working geography. ...
Views: 1029 - 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: 1029 - I Propose - by Submitted on Mar 22, 2008 from Kelley RobertsonMany companies and their decision-makers require written proposals, and if you are like many sales people, you probably shudder at the thought of this request. However, writing a good proposal doesn’t have to be painful providing you keep a few points in mind. First, recognize that closing the ...
Views: 1029 - Take Out The Trash - by Submitted on May 19, 2008 from Kelley RobertsonIs your head trash piling up? The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from taking ...
Views: 1029 - A Sales Lesson From Mt. Everest - by Submitted on Apr 03, 2009 from Jim MeisenheimerHow To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
Views: 1028 - How the World Sees Us - by Submitted on Jul 30, 2007 from Don McNamara CMCUnless you hold a mirror to your face each time you speak with someone, you really have no way of identifying what messages and signals the listener is receiving. This, by the way, applies not just to face-to-face sales calls, it applies to telephone conversations too. You see our face tells ...
Views: 1028 - Salespeople With Focus Get More Results - by Submitted on Dec 17, 2007 from Patricia WeberLike in kickboxing, sticking to sales basics can help even the most introverted or most reluctant salespeople stay focused. Whether it is a side kick, front kick or knee thrust, all kicks require focus and attention. Isn’t that just perfect for a salesperson who tends to be reluctant at some ...
Views: 1028 - 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: 1027 - The Acid Test of Listening to Customers - by Submitted on Apr 21, 2009 from John AOVDon’t get caught not listening to your potential customer. This is critical to your sales success. Paraphrase Your Customer’s Words The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets ...
Views: 1027 - The Best Persuasive Way of Winning over Your Adversaries - by Submitted on Nov 02, 2009 from stephanie stephaniePersuasion means how you can influence others to follow you and like you. This is the meaning of the power of persuasion and not influencing other people to dislike others. Adversaries are always around in the world of marketing and sales and some of your opponents will do everything they can ...
Views: 1027 - 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: 1026 - I'll Never Forget What's-Her-Name!- Winning the Name Game - by Submitted on Dec 13, 2006 from Craig HarrisonMy name is Craig. But I'll answer to Greg. Most Gregs I know answer to Craig. Of course we are not alone: there's Eva and Ava, Bill and Bob, Jeff and John, and many more. I can't complain. I often confuse and occasionally mangle others' names. Names are not my strong suit. My purpose is not to ...
Views: 1026 - Keep Your Clients Coming Back - by As a business success coach and a sales coach, I work with business people whose clients are everything from large companies in California that have been in business for decades to micro businesses that have started in the last two years.
Whoever your clients are, it is far more cost-effective ...
Views: 1026 - Saluting the Squawkers: Complaints Often Key to Improving Sales, Retention and Loyalty - by Submitted on Sep 21, 2006 from Craig HarrisonIt's said nobody likes a complainer. I beg to differ. In customer service a complainer is doing you a favor. They are the extension of your research, testing and quality assurance departments. Although essentially unpaid, they're providing you with invaluable, often real-time feedback on what ...
Views: 1026 - Being the Best vs. Being Consistently Chosen - by Submitted on Apr 07, 2005 from Ginger Wynn© 2003 Garrison Wynn http://www.wynnsolutions.com Do you have the best service, product, or skills in your area, yet for some reason you still are not getting the results you know you deserve? Hey! I thought if you were the best, you were supposed to eventually win. Let’s address the reality ...
Views: 1025 - I Dare You To Do This Impossible Tip... - by Submitted on Apr 15, 2008 from Kim DukeSomething that's as important to me as oxygen....is creativity. Now you may wonder - what does selling have to with being creative? Let me sum it up in 3 words: IDEAS CREATE CUSTOMERS. My office is absolutely gorgeous and it's not an accident. (a heck of a lot of reno work last ...
Views: 1024 - Running Hot or Cold In Your Sales Presentations? - by Submitted on Aug 23, 2011 from Milly SonnemanWhat’s the secret for success in sales presentations and public talks? To dramatically improve the results of your presentations, build an emotional bond. Find out the fast and easy way to do this right now. Why are emotions are so important? Emotions drive our major decisions. You’ve heard ...
Views: 1024 - Secrets Buried In a Sales Person's Resume - by Submitted on Feb 24, 2008 from Lee SalzIn my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar ...
Views: 1024 - 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: 1023 - The Art of Communicating - by Submitted on Sep 23, 2009 from Mark AnthonyINTRODUCTION: There are several basic skills that you need to acquire in order to improve your interpersonal communication skills. Effective communication is an essential part in our everyday lives. In this seminar you will be introduced to the basic interpersonal skills, which in turn will ...
Views: 1021(3 votes) - 5 Keys To Hiring The Right Sales Manager - by Submitted on Jan 21, 2008 from Lee SalzThere are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it ...
Views: 1020 - The Secret Sauce to Sales Management Success! Part 2 - by Submitted on Dec 23, 2010 from Ralph BurnsMost of us have had some sort of training on goal setting. We discussed that goals are very important. Many studies have proven that goal setting, and writing them down is critical to your success. That is all well and good, but most people do not actually set goal for themselves, they ...
Views: 1020 - Best quality dry fruits available online in Bangalore - by Submitted on Oct 13, 2020 from Luna DeanAs the winter and Diwali are approaching, the demand for dry fruits goes up. This year has been tumultuous with the Covid 19 lockdown and people being forced to remain indoors. We have had to make changes to the way we have done things including our shopping. Stores have had to open ecommerce ...
Views: 1019 - Book Review: How to Master the Art of Selling - by Submitted on Apr 21, 2008 from Shelly WalkerThis book review is part of a series that covers the topic of Sales Training. Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training. How to Master the Art of Selling, by Tom ...
Views: 1019 - How To Conduct Your Own Research and Use It To Make More Sales - by I received an email from a prospective client the other day. It was disturbing. The message stated, “…my customers aren’t buying and I don’t know what they want anyway. I’m adding new product lines all the time but nothing seems to work.” I could feel her frustration.
In my reply to her, I ...
Views: 1019 - How To Get Clients To Take Immediate Action - by Submitted on May 07, 2005 from Jim KleinAre you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense ...
Views: 1019 - The Art Of The Soft Sell - by Submitted on Mar 06, 2008 from Adrian MillerWhen you come across the phrase the art of the soft sell, you might focus your attention on the word “soft.” You might not even do this consciously; many salespeople don’t. And based on this unconscious focusing, you may lead yourself to believe that the difference between conventional ...
Views: 1019 - Why Social Networking Your Way Won't Build Your Business - by Submitted on Apr 12, 2010 from Joanne BlackBelieve it or not, social networking isn't the next best thing... You are! It's the personal connection that still seals the deal. The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, ...
Views: 1019(1 vote) - Basic Selling Techniques to turn you into a Sales Super Star - by Submitted on Oct 10, 2012 from Andrew HortonPlan your Day the Night Before To this day I always plan my day the night before. My head does not hit the pillow at night, before I have arranged all my appointments for the next day. I chart every move I will make the next day, detailing who I plan to meet face to face, who I will call, who I ...
Views: 1018 - Persuade People and Earn Higher - by Submitted on Jul 15, 2007 from Leon EdwardIn business, the primary goal is to succeed. Competition is fierce in both online and offline businesses. Using four basic principals can increase your sales by up to 300% or more. The first principal is pretty easy. Call your customer by his or her name. By doing this, your customer feels that ...
Views: 1018 - Sales And Selling Technique: Sweeps Week - by Submitted on Feb 21, 2008 from Cheryl ClausenDuring sweeps week the television stations break-out their best programming in an effort to drive their ratings up. They know if they can catch a viewers attention and then give them something they want the viewer is likely to tune in as a regular viewer each week. The stations performance ...
Views: 1018 - Take The Opportunity To Improve Your Selling Techniques - by Submitted on Dec 21, 2011 from Peter McKeonThe modern sales department is aware that improving the skill set of its salespeople could enable them to get more sales and work more efficiently in their relationship with customers. So as to confirm that they are operating at their full potential, knowing effective selling techniques should ...
Views: 1018 - Optimizing Online Catalog Copy for the Search Engines - by Submitted on May 18, 2004 from Karon Thackston© 2004 http://www.marketingwords.com It only makes sense. You have an e-commerce catalog site. You want lots of visitors to come to your site and buy. The best (and most cost-effective) way to do that is with great search engine placement. However, search engines are text machines, and most ...
Views: 1016 - Sales Techniques: Fail To Plan, Plan To Fail - by Submitted on Dec 07, 2007 from Cheryl ClausenYou've heard it before, but you don't understand the impact and implications. You can't get the results you want if you either don't know how, or won't take the time to plan to get them. Your natural instinct is to just go-go-go rather than plan, so you know when and where to go to get the ...
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