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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.
- How To Write Motivational Copy That Sells - by Who of us hasn’t written advertising copy that we thought was great only to find out it flopped big time? Why? When you wrote it, it seemed very persuasive. You included lots of benefits and even gave a money back guarantee. It got YOU up and moving so why did your customers turn their heads? ...
Views: 927 - The Persuasion Tips: Winning Negotiations and Get What You Want - by Submitted on Nov 30, 2009 from stephanie stephanieWhen it comes to the word negotiations, what comes first to your mind? Negotiation is a dialogue that produces an agreement upon any courses of actions. Mostly negotiation occurs in business especially in marketing and sales. In the world of marketing and sales, everything that happens here, ...
Views: 927(1 vote) - 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: 926 - The Sales Person's First Day - by Submitted on Feb 24, 2008 from Lee SalzIt's a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike ...
Views: 926 - Focus on a Trade - Not a Discount - by Submitted on May 14, 2004 from Kelley RobertsonSmart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually ...
Views: 925 - How To Target Your Most Profitable Market - by Submitted on Mar 25, 2008 from Jim KleinTarget marketing is one of the keys to a successful sales marketing program. Starting your marketing efforts without first identifying your target market is like trying to hit a target with a bow and arrow blindfolded. A very small percentage of the arrows will hit the target. Every product or ...
Views: 924 - You Have To Work Hard To Increase Sales? - by Submitted on Mar 11, 2008 from Cheryl ClausenWell, that’s what everyone says isn’t it? That’s what you believe, isn’t it? Confess. You’ve bought into the idea that you have to work long and hard and pay your dues in order to succeed. If you aren’t producing the results you want now you think you ...
Views: 922 - On Paper With Purpose Is A Sales Tip Worth Remembering - by Submitted on Oct 11, 2007 from Jim MeisenheimerSome people dream big while others do big. Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't! Cemeteries all over the world are filled with former salespeople who are buried with their unfulfilled dreams and a multitude of regrets. 19 years ago I was at a ...
Views: 921 - Sales And Selling Technique: The 2 Most Underperformed Steps In Sales - by Submitted on Feb 20, 2008 from Cheryl ClausenDo you think sales starts at the appointment? If you do you’re short-changing yourself and working far harder than you need to. Your sales results are far less than they could be. The first two steps in the sales process happen long before the appointment. Step one is to ...
Views: 921 - The Most Underutilized Strategic Advantage - by Submitted on Feb 26, 2008 from Lee SalzYou have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to ...
Views: 921 - Wholesalers in a Nutshell - Will they Deal with You? - by Submitted on Jun 13, 2006 from Micheal HarryWhat is a wholesaler? In a nutshell, it is a company that buys (usually directly) from a manufacturer in large quantities at a discount, then pieces out the product into smaller quantities that are then sold for a higher price. The usual chain of product goes: Manufacturer > Wholesaler > ...
Views: 921 - Are You Choosing to Survive or Thrive During These Times? - by Submitted on Jan 26, 2010 from Rochelle Togo-FigaEven with everything we've been hearing about the economy, people are still spending money. I stood in line to buy my chai latte at Starbucks...people were buying expensive coffee! I stood in line at the supermarket waiting to buy my groceries...people's carriages were filled to the top with ...
Views: 920(1 vote) - Close More Sales Following These Six Simple Steps - by Submitted on Sep 04, 2009 from Damian KutznerWant to close more sales and get more referrals and repeat business? In this article you'll learn step-by-step how to make sales presentations that sell your product for you. Step 1. Get to know your product or service. What do you offer? What makes you different from the competition? What's ...
Views: 920 - Digitally Printed Stickers - by Submitted on Mar 18, 2011 from Simon WilliamsIn the current era many business across the globe are forced to use the digital printed stickers for the marketing and advertisement purposes. To get them, the companies from big to small are searching for the best possible options online for printing needs. Internet has brought practically a ...
Views: 920 - Small Business Coaching - Procrastination Can Be Your Friend - by Submitted on Aug 14, 2009 from Dave CrenshawMy Certified Time Coaches will sometimes tell our clients something that raises a few eyebrows: procrastination can actually be a good thing. In fact, we encourage clients to procrastinate as much as they possibly can. First, let me explain when procrastination obviously doesn’t work. If you ...
Views: 920(1 vote) - Are You For Sale? - by Submitted on Feb 12, 2008 from Diana HabichRelax. I’m not advocating any illegal activity or compromising behavior. However, consider this. Whether you’re a sales professional positioning a product, a corporate executive proposing an idea or you’re networking for your organization... aren’t you also selling yourself? If you’re not for ...
Views: 919 - Guaranteed Repeat And Referral Business - by Submitted on Mar 18, 2008 from Jim KleinImagine what it would be like if you found a technique to increase your repeat and referral business. What if this technique not only gave you top of mind awareness with your clients and customers but also provide them with real value? Not staying in contact on a regular basis with past clients ...
Views: 919 - How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales - by Submitted on Mar 05, 2008 from Cheryl ClausenOne of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you ...
Views: 918 - The Big Sales Lesson From Sex And The City - by Submitted on Jun 04, 2008 from Kim Duke- I'm a grown woman and can admit this. I CAN'T WAIT to see the new Sex and The City movie!! I was one of the die-hards who loved the HBO show as soon as it launched and I definitely helped spread the word of Carrie, Samantha, Charlotte and Miranda. And I'm not the only one. Millions of ...
Views: 918 - The Secret to Overcoming the Price Objection - by Submitted on Feb 25, 2008 from Lee SalzOk. This is false advertising. There is no secret to "overcoming" the price objection. The truth is that the price objection cannot be overcome. That is because it isn't intended to be overcome. It is meant to be resolved through thought facilitation by a sales person. The sales person's role is ...
Views: 918 - Ultimate Persuasion Power: Lift Up Your Sales and Negotiations to the Highest Level - by Submitted on Nov 26, 2009 from stephanie stephanieA lot of sales person or businessmen spend a lot of money just to be trained on how they can boost up their sales and negotiations. Well of course it’s very obvious, they want to earn more. When the first time you entered the world of business, you will never expect that your sales will rise ...
Views: 918(2 votes) - NETWORKING 101 - by Submitted on Dec 29, 2005 from Terry L. Sumerlin“Excuse me, we’ve never met but would you mind giving me a list of all your friends and business contacts so that I might sell them my products and services?” Who would make such a foolish request? Yet, some of the things that are done in the name of networking are just about as ...
Views: 917 - What Every Sales Person Could Learn From the Yankees - by Submitted on Feb 25, 2008 from Lee SalzThis is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a good year. However, as Joe ...
Views: 917 - What is it that Your Customer Values? - by Submitted on Oct 26, 2010 from Bill SayersTake out a blank piece of paper and write down all the things your customer values when doing business with you. What does that list look like? How many items did you come up with? What do you notice about this list? Now identify the top 3 items. Are you sure these are the Top 3? To make sure, ...
Views: 917 - Do You Have What It Takes To Increase Sales? - Sales Coaching - by Submitted on Feb 22, 2008 from Cheryl ClausenMany people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales. If you’re in a service ...
Views: 916 - 53 Ways to Use Testimonials - by Submitted on Feb 17, 2011 from Colleen FrancisUnsure how to use rave reviews in your business? Here are 53 ideas every business can implement to help your customers sell for you! In the biographies of all your team members. “Clients say the following about Colleen......” In the biographies of your management ...
Views: 915 - Are You a Chef or a Cook? Someone Who Can Sell or a Sales Pro? - by Submitted on Nov 02, 2020 from Snv MediaWhen you’re cooking a dish, you obviously need the right ingredients in order to create the recipe. Ingredients alone, however, won’t get you the whole way. You also need the right approach and technique. Without the proper finesse, your ingredients aren’t becoming a delicious meal anytime ...
Views: 915 - For the love o’ sales - by They do it for the love of it. That’s what every successful salesperson will tell you – they love it!
"It" isn't the thing they sell, the personal toiletries at a department store, a new rose at the garden centre, advertising on your favourite radio station, life insurance, or your membership ...
Views: 915 - The Give and Take of Business: 3 Lessons on the Reciprocity of Referrals - by Submitted on Sep 14, 2010 from Nancy BleekeWant to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. Reciprocity is defined as a “mutual exchange” - the give and take of life. In a slow economy it can be your lifeline. Often, referrals can be ...
Views: 915 - An Untapped Gold Mine: Repeat Business - by Submitted on Jul 30, 2007 from Martin LeeMost business people don't work their past customers at all. And those who do work their past customers produce only a fraction of the potential they're capable of producing. Satisfied customers like to be, want to be and are already favorably predisposed toward working with you or doing ...
Views: 914 - Having A Vision - by Submitted on Mar 06, 2008 from Bill SayersRecently I lunched with a friend who had just made a major career change from the corporate world to residential real estate. We chatted about what the change meant to him. He gave me the logical explanation and story for his decision. I knew he had made the right decision when he said, “I knew ...
Views: 914 - Sales professionals - by Submitted on Jan 13, 2005 from Kelley Robertson“Get the sale at any cost.” “Make more calls.” “Tell them what they want to hear.” Sales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But ...
Views: 913(1 vote) - The Invitational Close - by Submitted on Apr 26, 2009 from John AOVThe Invitational Close is simple, low-key, classy and powerful. You use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: "Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?" Or, "Mr. Prospect, does ...
Views: 913 - Are Your Policies Hurting Your Business? - by Submitted on May 08, 2006 from Kelley RobertsonA customer’s purchase is overcharged by $10.00. The store policy is clear… “No cash refunds” so the sales associate refuses to issue the refund even though the mistake was hers. The customer was told he would have to accept a store credit or wait for a cheque to be issued by head office. A ...
Views: 912 - 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: 912 - My Secret to Attracting Love and Business - by It has been about a year and a half ago that I sat down with my personal coach and expressed my frustration about not having a romantic relationship. The thought occurred to me that at thirty years old, maybe I wasn’t the type of person who would get married and have a family. Perhaps my own ...
Views: 911 - Sales Coaching: 3 Ways To Simplify The Solution - by Submitted on Feb 11, 2008 from Cheryl ClausenSelling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term ...
Views: 911 - Engaging Difficult Prospects - by Submitted on Aug 07, 2009 from Waldo WaldmanWe've all been there! Trying to get a noteworthy prospect to return our calls and take our value added proposal, product, or service seriously. No matter how many times it happens, it's never easy getting used to the fact that some folks simply will not return our calls or take the next step in ...
Views: 910(1 vote) - The Sales Training Series: The Right Way To Sell - by Submitted on Feb 09, 2006 from Randy DennisonHow Will This Buying Decision Be Made? Three-quarters of the secret to professional, strategic selling boils down to asking The Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services ...
Views: 910 - Which Words Sell - by Submitted on Apr 23, 2009 from John AOVWant your ads or sales pitch to get people’s attention in 15 seconds or less? "We just bought a full-page ad in our local newspaper promoting our computer sales and repair services, and as far as I can tell we didn’t get a single response. Why didn’t our newspaper ad bring in at least one ...
Views: 910 - 5 Sales Training Tips For Women Who Want To Be Great - by Submitted on Jan 30, 2008 from Cheryl ClausenWhy do so many saleswomen struggle to compete and excel? It isn’t because you lack skill or knowledge. It’s because you get confused and lose focus on what’s important. Don’t try and make sales more complicated than it needs to be. Understand that there are ...
Views: 909 - Characteristics of Successful Salespeople - by Submitted on Sep 29, 2005 from Kelley RobertsonWhat separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics: 1. They are persistent. Selling or running a business for a living requires a tremendous amount of persistence. Obstacles ...
Views: 909 - How To Get Past Call Reluctance And Make Your Calls More Profitable - by Submitted on Mar 24, 2008 from Jim KleinGetting past call reluctance is one of the keys to successful cold calling. Understand what's causing the reluctance and work on a solution. The three main causes of cold calling reluctance are lack of a plan, attitude and fear of rejection. Cold Calling Tip #1: Have A Plan. Planning is a key ...
Views: 909 - Know Your Partner's Dreams - by Submitted on Oct 14, 2008 from Sally ConnollyWhat are your partner’s secret desires? If she could do or be anything that she wanted, what would it be? If he could spend time on one new activity, what would that be? Where would she most like to travel? How does he envision retirement? What are some things that your partner would ...
Views: 909 - Multi-tasking: How to Take the “Crazy” Out of Crazy Busy - by Submitted on Oct 29, 2010 from Nancy BleekeIf you consider yourself a “multi-tasker” and often reply “crazy busy” when people ask you how you’re doing, then you should listen up. A recent analysis from the business research firm Basex, estimates that extreme multi-tasking costs the US more than $650 billion a year in lost ...
Views: 909 - ONLINE MARKETERS MAKE SERIOUS MONEY AT HOME - by Submitted on Sep 25, 2009 from Jewell EvansWith the economy tanking and thousands of workers in fear of losing their jobs or have already been retrenched there is one industry that is going ahead in leaps and bounds and putting thousands of dollars into the pockets and bank accounts of ordinary people. Some disaffected workers are even ...
Views: 909(5 votes) - The Way To Prevent Cold Calls From Being Uncomfortable - by Submitted on Apr 15, 2011 from Archie J. JohnsonCan not you tell when somebody wants something from you? We definitely can easily. And yes it often seems annoying and invasive. Thus you might understand, then, the reason why clients will usually run for cover once your cold call is just almost “making a sale.” Most of the people sense ...
Views: 908 - Are You A Chicken? - by Submitted on Sep 19, 2005 from Kim DukeThere are many traits/habits required to be a successful sales person. Determination. Creativity. Negotiation. Superior customer service. Risk taking. Integrity. You know the one trait that isn't required? Being a chicken! This is one of my 7 year old niece's favorite phrases - she likes to ...
Views: 907 - Learn, Teach, Sell Yourself to More Sales - by Submitted on Feb 27, 2009 from Mark HunterEvery sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a ...
Views: 907 - Quit Being a Salesperson - by Submitted on Jul 28, 2007 from Mark HunterMany sales are lost because of "sales." To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can ...
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