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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 Talent Is Available And Affordable - Fear of Selling Should Not Impede Entrepreneurs and Inventors - by Submitted on Aug 07, 2009 from Geoff FickeDuring my many years of reviewing and analyzing inventions, new products and service offerings I have been amazed by the innate fear of selling expressed by so many otherwise capable entrepreneurs. There exists a palpable fear of selling that mimics vertigo, arachnophobia or a fear of snakes. ...
Views: 1246 - Sales Techniques & You - by Submitted on Nov 26, 2007 from Cheryl ClausenHave you read, studied, perhaps even trained on the sales techniques offered by the best salespeople out there yet they just don't seem to work when you do them? Are you frustrated and confused as to why and how that could happen? Whether you’ve studied Zig Ziglar, Tom Hopkins, Jeffrey ...
Views: 754 - Sales Techniques - Know What to Do to Increase Sales When Sending Literature - by Submitted on Jun 09, 2011 from Peter O'DonoghueWhen you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale. All too frequently sales people spend an inordinate amount of time posting out literature to prospective clients and customers. Generally it is ...
Views: 1203 - Sales Techniques: Do You have a Strategic Sales Action Plan? - by Submitted on Nov 02, 2007 from Cheryl ClausenDo you want to shake up your sales results? It's time to rethink you're approach and come up with a plan that will produce results. A strategic sales action plan provides an implementable quantifiable path to significantly improve your results. Let’s begin by identifying the key ...
Views: 3624 - Sales Techniques: Are You Following-up? - by Submitted on Nov 28, 2007 from Cheryl ClausenThe ugly truth is that most salespeople have poor or non-existent follow-up. And you have all kinds of excuses for why you don't do it. Let’s take a look at them, and you’ll begin to understand that a lot of your sales struggles are the result of your behaviors rather than your ...
Views: 662 - Sales Techniques: Does It Make Sense To Keep Doing What Isn't Working? - by Submitted on Nov 09, 2007 from Cheryl ClausenPersistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you’ll eventually get what you ...
Views: 674 - 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 ...
Views: 1020 - Sales Techniques: You Aren't Born Creative You Become Creative - by Submitted on Oct 29, 2007 from Cheryl ClausenYou probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought ...
Views: 650 - Sales Through Storytelling: Story Tell, Story Sell! - by Submitted on Aug 21, 2006 from Craig HarrisonNothing succeeds like success! And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not? The secret is in how you share your successes. Learn to tell thirty-second "success stories." During sales calls a quick-hitting story can make or reinforce a point in ...
Views: 1066 - Sales Tip - Being Different Can Astonish Your Customers - by Submitted on Sep 12, 2007 from Jim MeisenheimerBeing better starts with you being different. The difference is you. Let me give you an example. One of the things I dislike doing the most is flying. It would be easy for me to go off on a lengthy sidebar on this subject - but I won't. The airlines don't know anything about customer service, ...
Views: 856 - Sales Tip - What's The Best Day Of The Week - by Submitted on Dec 10, 2007 from Jim MeisenheimerHere's a sales tip - the best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. When you're reading the morning newspaper and don't see your name in the obituary - declare it a great day. Some salespeople ...
Views: 7778 - Sales Tip – 5 Step Prospecting - by Submitted on Jun 06, 2007 from Tom KellyAre you tired of cold calling? What would it mean to your overall sales if you were getting in front of highly qualified, favorably introduced clients on a regular basis? If you are ready to increase your effectiveness as a sales person, use the following 5 Step Prospecting method to increase ...
Views: 1079 - Sales Tip – Power Questions – Your Key To Unlocking Your Sales Potential - by Submitted on Jun 25, 2007 from Tom KellyGood salespeople spend 20% of their time talking to customers, and the other 80% of their time listening to their customers. Great salespeople do this as well, but with a slight distinction - they ask better questions. Asking powerful questions of your customers can open up doors to new ...
Views: 1436 - Sales Tip – What Makes A Great Salesperson? - by Submitted on Jul 11, 2007 from Tom KellyMeet Jim. Jim is an ordinary salesperson about to make a sales call to a new prospect. Jim, like most ordinary salespeople, starts the conversation by asking one of the following questions of his newly found prospect: Who are you currently using as a supplier for XYZ product, and how much are ...
Views: 2283 - Sales Tips - How to Use Framing in the Sales Process - by Submitted on Jun 06, 2011 from Peter O'DonoghueMaster sales people are adept at using a strategy called framing to communicate with prospective clients. Framing ensures their sales messages 'cut through the clutter' and distinguishes them as the credible sales resource for their product or service. Framing is not a difficult skill and it ...
Views: 5439 - Sales Tips from a Sales Superstar - by Submitted on Dec 06, 2012 from Andrew HortonMy wife and I recently found an amazing lifestyle village, where we wanted to stay, so we approached a local estate agent and asked him to sell our current home for us. What astounded me was how quickly he sold it. Within two weeks he had brought about ten qualified buyers through our home and ...
Views: 879 - Sales Tips From Top Six Exercise Lessons - by Submitted on Dec 17, 2007 from Patricia WeberGoing back to the basics in sales tips is like starting a new exercise program. Muscles working out in an established routine may no longer respond to toning or strengthening. Sales skills in your regular routine may never get a tune up. Like physical exercise, why not tune-up your sales skills? ...
Views: 1204 - Sales Tips to help you Secure Long Lasting Sales Relationships - by Submitted on Oct 09, 2012 from Andrew HortonThe first step towards developing long term relationships with people who you have qualified as perfect prospects for your product or service, is to think long term. Do not try to make a sale, focusing on a single transaction. Take a long term view of the value proposition you offer and work to ...
Views: 1122 - Sales Trainer - Five Ways to Attract Superstar Employees - by Submitted on Mar 14, 2011 from Nancy DrewThis month our blog topics have focused on team development and how to turn your employees into superstars! In today’s blog, I will share five ways to attract great candidates. 1. Always keep an eye out for possible employees and try not to hire when you’re desperate to find someone, anyone. ...
Views: 1488 - Sales Trainer - Three Simple Ways to Instantly Inspire Your Business Brain - by Submitted on Apr 23, 2011 from Nancy DrewAre your well-intentioned plans from January a distant memory? Has your excitement dwindled to the point of feeling like drill? Are your work hours increasing while motivation is simply a word that one of your all-too-perky and over-caffeinated work colleague’s could do with less of? If so, then ...
Views: 1227 - 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: 1094 - Sales Training - Finding Mother Inspiration - by Submitted on Sep 23, 2011 from Henry OkwoInspiration is the brother of motivation, if not at least close cousins. Some would even argue that inspiration trumps motivation. One could simply say that inspiration provides the high octane gas that can fuel your motivational drive. In some circles, inspiration implies a higher calling, ...
Views: 1377 - Sales Training - Goal Development, Isolate and Attack - by Submitted on Aug 31, 2012 from Henry OkwoTo increase sales performance, sales managers must highlight essential areas of goal development for the sales reps to improve in. Even if the reps are lacking in many professional selling areas, it's best to identify and focus on one area for specific measurable improvement at a time. Next the ...
Views: 1819 - Sales Training - How is Your Cold Calling Attitude? - by Submitted on Jun 06, 2011 from Peter O'DonoghueThe way You approach cold calling will have a big impact on the success You have. If you're constantly saying to yourself "They won't be in" "They will be in a meeting" "They will have just come back from lunch" "They won't want to talk to me" "They are probably ...
Views: 1686 - Sales Training - In Search of Sales Inspiration - by Submitted on Aug 31, 2012 from Henry OkwoBusiness owners and sales management can take steps to inspire their staff to new heights. They should be transparent in communicating the actual business results of the organization. Incentive programs can be introduced to all employees and not just the sales team to foster better overall ...
Views: 1766 - Sales Training - Measure the Internal Drive - by Submitted on Sep 23, 2011 from Henry OkwoWe have all watched a sports game and noticed an athlete that may not be as naturally gifted as others, but he had a burning desire and drive to succeed. You noticed that they never gave up on any plays and contested at every possible opportunity. The internal drive to succeed is crucial is ...
Views: 1475 - 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 ...
Views: 1628 - Sales Training - Self-Confidence is What Top Salespeople Build and Maintain - by Submitted on Oct 22, 2008 from Patricia WeberIf you suffer from low or no confidence, or whatever your self-confidence indicator may be, this can translate to something minor or major which leads to low sales. Just as cars have become more sophisticated with warning lights, a salesperson who is in tune with their own kind of indicator ...
Views: 1351 - Sales Training - Spark Account Activity - by Submitted on Aug 31, 2012 from Henry OkwoManaging account activity of your sales reps is crucial especially if targets are missed on a regular basis. However sales managers must delve deep beyond mere account activity. They should determine how the particular account activity has progressed over time. The managers must find out how the ...
Views: 1919 - Sales Training - The Key to Unlock Self-Motivation - by Submitted on Sep 23, 2011 from Henry OkwoOne could make the argument that self-motivation may well be the most crucial ingredient for sales performance. However evaluating motivation in a sales team is a complex matter. It's assumed that most sales reps are motivated by money of course and making their quota every month. However one ...
Views: 2182 - Sales Training - The road to Success - by Submitted on Oct 26, 2010 from Jennnifer MearsThe sales and reputation of a company depends on its sales team. The more trained and effective the sales team is, the more profit is guaranteed for that company. Sales training is an important aspect that is necessary for generating effective sales. Sales training helps the sales personnel to ...
Views: 834 - Sales Training - The Science and Art of Sales Techniques - by Submitted on Nov 07, 2011 from Henry OkwoOne of the reasons that the top performers of each organization continue to bring in a bulk of the revenues is due to their superior sales techniques. Some sales reps are more adaptable than others. They don't use a one size fits all technique. They learn to adapt as the situation dictates, they ...
Views: 1408 - Sales training and its Effectiveness - by Submitted on Oct 25, 2011 from Bahadir YenerEfficiency of sales training can be weighed easily in terms of turnover of the company after training. Marketing people of any company is driven by numbers. It is no doubt that these sales people are important part of any business. Moreover if the company do not get proper support from other ...
Views: 1047 - Sales Training and its Importance - by Submitted on Oct 13, 2011 from Bahadir YenerFor every business, training is an important part and it is highly essential if it is a big business concern. Sales team are important part of any company and one could see immediate results in the growth of the company after making them to undergo training with the help of professionals. It is ...
Views: 1194 - Sales Training Courses that Bring Lead Generations to Life - by Submitted on Feb 26, 2009 from Tim WilliamsSales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generating leads. Advanced sales training courses can reinvigorate your sales team to ...
Views: 823 - Sales Training for Entry Level Sales Representatives - by Submitted on Feb 26, 2009 from Tim WilliamsSales training for entry level sales representatives will refine the basic sales techniques of your entry level sales staff and advance their sales skills with the growing interest of the company. Sales training for sales reps can get your sales team on the same page and focused to obtain the ...
Views: 1449 - Sales Training for Senior Manager Performance Improvement - by Submitted on Feb 26, 2009 from Tim WilliamsSales training courses for senior managers can train, educate and motivate senior sales managers to get their sales force to surpass the sales goals of the company. Advanced sales training for senior sales managers can turn a great senior sales manager into an excellent sales team leader. ...
Views: 3011 - Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3 - by Submitted on Jun 03, 2011 from Peter O'DonoghueIt's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not ...
Views: 1066 - Sales Training For Service Businesses - Why Should I Use You? - Part 2 of 3 - by Submitted on Jun 05, 2011 from Peter O'DonoghueIn part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness. Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask "If you can't articulate why ...
Views: 933 - Sales Training For Service Businesses - Why Should I Use You? - Part 3 of 3 - by Submitted on Jun 05, 2011 from Peter O'DonoghueIn my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together? If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of ...
Views: 906 - Sales Training for the Fiery Edge on Your Competitors - by Submitted on Feb 26, 2009 from Tim WilliamsYour company’s rival could be investing in sales training for their sales staff while your sales staff sits complacently at their office desks, perhaps reaching sales goals but never exceeding them. Not investing in sales training gives your competitors another edge that maybe you can’t afford ...
Views: 865 - Sales Training For Women: Increasing Your Sales Effectiveness - by Submitted on Feb 07, 2008 from Cheryl ClausenIn sales effectiveness is doing the right things to produce the desired result which is more sales. Your effectiveness is dependent on your actions, and the relationships you form with clients and prospects. You can’t be effective if you don’t understand your client’s and ...
Views: 995 - Sales Training Ideas On Mobile Cell Phone Use - by Submitted on Oct 15, 2007 from Patricia WeberSalespeople naturally take advantage of mobile cell phones regardless the modes of travel. In general, it makes the job of selling easier and allows them to maximize each selling minute of the day. The catch of using this invaluable sales tool is the likelihood of never unplugging ourselves to ...
Views: 1699 - Sales training is key to a successful business - by Submitted on Jan 11, 2011 from Jennnifer MearsIt doesn’t matter whether you are running a large corporation or just a small business, keeping your customers happy is the key to your company’s success. When you can’t make your customers feel content with your products or services, you can be sure that they will take their business elsewhere. ...
Views: 766 - Sales Training Online: It's a Reality - by The costs of training are high, especially salespeople. It's estimated that it typically costs $8000 to train one sales rep at a 3-day, instructor-led course. That's $1500 for an instructor, plus airfare, hotel, and per diem for trainees.Moreover, there are the opportunity costs of lost sales by ...
Views: 918 - Sales Training Program: Is Buying Today the Only Option? - by Submitted on Aug 03, 2007 from Cheryl ClausenIs your sales training program helping you to be a proactive seller or a reactive seller? A reactive seller isn’t really prepared for, not now. Consequently when a reactive seller is faced with buyer resistance or objections they aren’t prepared to develop a positive alternative for the ...
Views: 683 - Sales Training Program: Want Referrals? - by Submitted on Aug 03, 2007 from Cheryl ClausenIn your sales training program have you been told that if you want more referrals you just have to ask? If you’ve been asking you may have experienced some problems with just asking, such as: the people you’re asking don’t really feel comfortable referring you, the people your asking are at a ...
Views: 708 - Sales Training Program: You Got the Appointment, Now What? - by Submitted on Aug 08, 2007 from Cheryl ClausenAll too often getting the appointment is the crescendo of your sales training program and then things fall a little flat after that. Getting the appointment is just the entry to begin the sales process. It’s what you do during and after the appointment that determines the sale. In many cases, ...
Views: 689 - Sales Training San Diego - Are you overwhelmed with tasks and not finishing anything? Discover the solution now! - by Submitted on Feb 03, 2011 from Nancy DrewYup common problem – too many tasks, not enough time, what stays and what goes? A lot of our clients including myself have moments of feeling completely overwhelmed. If you’re in business for yourself then there is only ONE person to do it all – that can seem even more daunting! Here’s ...
Views: 1176 - Sales Training Tip - Most Sales Come Down to Price - Right? - by Submitted on Jun 05, 2011 from Peter O'DonoghueIt's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale ...
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