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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 Top 7 Sales Blunders - by Submitted on Sep 30, 2004 from Kelley RobertsonWe all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. 1. Allowing a prospect to ...
Views: 941 - The Top Five Tips To Increased Sales Success - by Submitted on Jun 20, 2012 from Michael McIntyreI have been a sales trainer for more than twenty years and every year these two questions come up repeatedly: "What are the top things that I can do to make more sales?" or "How can I be successful in sales?" Rookie sales people always ask these questions, but nowadays in such a highly ...
Views: 1421 - The Trust Return on Investment, Part 1 - by Submitted on Jun 30, 2011 from Colleen FrancisIf you are like most organizations, your marketing budget has been squeezed and squeezed as customers become tighter with their spending and competitors become more and more fierce. This means that more and more, the return on marketing investment needs to be measured and maximized. As ...
Views: 945 - The Trust Return on Investment, Part 2 - by Submitted on Jun 30, 2011 from Colleen FrancisIn our previous article, we looked at the extremely interesting study by Nielsen who measured Consumer Trust in Advertising Channels. Essentially, they looked at the various ways that a business delivers its message to prospects, and determined the degree to which that prospect trusted that ...
Views: 856 - The Truth About Sales Presenting - by Submitted on Aug 26, 2011 from Milly SonnemanFar too often a generic sales presentation is the be-all and end-all for a busy sales team. A single presentation is supposed to work in any situation for any audience. But, let’s face it…does this really work? How can one sales presentation do the heavy lifting for every situation and every ...
Views: 1086 - The Truth, the Whole Truth, and Nothing But the Truth - by Submitted on Sep 27, 2006 from Casey FitzGeraldAsk most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, ...
Views: 1317 - The Ugly Truth About Getting Referrals and Why Your Business Isn't Growing As You Expected - by Submitted on Mar 06, 2019 from Jeremy JonesMy life-changing business services were USELESS without the ability to acquire new clients on demand... Let me explain: Imagine a Ferrari, without an engine. Looks nice, but it doesn't drive. So it's useless as a vehicle. Client Acquisition is the engine for your business. This is your ...
Views: 1408 - 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: 1043 - The Value of Lead Prioritization - by Submitted on Sep 30, 2010 from Joel AndersonAll leads are not made the same. Anyone working in sales knows that the value of each individual lead can vary wildly depending on a number of different factors from the time of day to dozens of different pieces of demographic data. In the past, sales managers have been forced to effectively ...
Views: 1422 - The Various Kinds Of Candle Accessories - by Submitted on Jan 19, 2011 from mark smithCandles are an integral part of our daily lives and so are candle accessories. It is made from solid piece of wax with a wick attached on it. Sometimes, it gives us light and sometimes heat. In short it is an important product in our lives. Human beings have the habit of accessorizing products ...
Views: 967 - The Voice of Customer Service - by Submitted on Jul 02, 2006 from Craig HarrisonCustomer relationship management tools abound, yet let's hear it for old technology. Your voice is the most multifaceted customer service tool in your toolkit. Your voice can convey concern, care and compassion. It can alternately convey boredom, neglect or contempt. Your challenge: to insure ...
Views: 1110 - The War Is Won Before It's Begun - by Submitted on Oct 23, 2007 from David Oswald www.theoutsourceking.comIn his great military treatise, The Art of War, Chinese general Sun Tzu laid the plans for victory in any battle. Whether you’re a real estate investor, a top salesperson or anyone who goes to work for a living, we are all on a missions field. To be ready for that mission on a daily basis, ...
Views: 2461 - 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: 913 - The Why of Social Media - by Submitted on Apr 07, 2009 from Barbara GiamancoThe explosion of social media into mainstream consciousness has seemingly come from nowhere. Though it may be new to you, the social media groundswell has been building for some time, and it’s fair to say that the buzz right now is deafening. While there is a growing familiarity with tools ...
Views: 1882 - The Winning Edge - by Submitted on Apr 23, 2009 from John AOVThousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their ...
Views: 1168 - The Woes of a Promotional Products Distributor - by Submitted on Aug 08, 2008 from Kathy VlietstraPromotional Products Distributors (PPD’s) don’t start out their business planning to fail. They just fail to plan! There are startling statistics of the number of PPD’s that don’t make it in this business. But, why is that? Following is my TOP TEN LIST to answer just ...
Views: 1916 - The World Has Changed, it is Time to accept this and to Take Advantage of it - by Submitted on Oct 11, 2012 from Andrew HortonI often hear about people sitting back, waiting for things to get better, asking questions like, “When are things going to get back to normal”? I am afraid to say that this is the new normal. The market has changed forever and the sooner you accept this and get off your butt and begin making the ...
Views: 941 - The “Instant Close” Technique - by Submitted on Sep 10, 2008 from Mike BrooksWhen I was on vacation in Hawaii, I met a salesperson for Starwood properties. She was selling ownership units (used to be known as timeshares) for one of the more beautiful properties on Maui -- the Westin, Kaanapali Beach, Maui. She told me a little about the great value of the properties, ...
Views: 1323 - Things to Consider When Selecting an Onsite Microsoft Vendor - by Submitted on Jun 04, 2010 from T MillerWhen selecting an onsite Microsoft vendor, make some wise choices regarding the scheduling of the training event. You want to get the biggest bang out of your dollar. Make sure small mistakes don't take away from the training experience you have paid for. Date of Training Do NOT schedule ...
Views: 1658 - This Is Your Year To Be BOLD! - by Submitted on Jan 31, 2006 from Kim DukeWOW!! Can you believe it is 2006? Doesn't it seem like yesterday that we were drinking champagne bringing in the new century?? 6 years have gone by since then. What have YOU filled them with? This Is Going To Be Your Felt-Marker Year! You've seen them - those fabulous huge felt markers ...
Views: 868 - Three big challenges every executive struggles with to meet targets and how you can solve them - by Submitted on May 31, 2012 from Casey FitzGeraldAs a VP of sales, you’re constantly on the lookout for that winning edge to help you and your organization consistently achieve and even surpass your revenue targets. Success in sales is everything. Among executives, it is the most important thing that we are all measured on. Therefore, ...
Views: 1590 - Three Classes of Price Objections - by Submitted on Feb 19, 2009 from Alen MayerObjections to price are the most frequent of all objections. The ability to meet these successfully is a valuable asset, and efficient selling is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to ...
Views: 1528 - Three Keys to Using the Power of Visualization to Increase Your Bottom Line - by Submitted on Jun 22, 2011 from Pat AltvaterDid you watch the Dancing with the Stars finale this season? Yes, I admit it; I watch that show. I love the waltzes that are so graceful with the beautiful dresses and flowing fabric. Hines Ward, of Pittsburgh Steelers fame, won. The cool thing about Hines is that when he danced, it ...
Views: 2560 - Three Must-Have Testimonial Types! - by Submitted on Feb 17, 2011 from Colleen FrancisWith written testimonials there are three versions you want to include in your materials. The good news is that you don't have to get three testimonials from each client. You just need to know how to chop up a letter effectively to create the format you need. Here are some examples you ...
Views: 973 - Three Questions To Transform Your Business - by Submitted on May 02, 2006 from Jim ConnollyThree Questions To Transform Your Business! Allow me introduce you to some people who will know thousands of potential clients for your services – probably tens of thousands! There are a group of people you already know who have the potential to pass volume business your way – I mean, how many ...
Views: 2088 - Three Secrets to Success in Selling - by Submitted on May 21, 2013 from Andrew HortonThe three secrets to sales success are simple – “PREPARATION, Preparation, preparation”. I believe that the more prepared you are before any sales call, the more likely you will be able to, help your customers and prospects, understand their specific needs, see how your product or service can ...
Views: 1495 - Three Steps to Boosting Your Personal Energy That Will Also Boost Your Bottom Line - by Submitted on Jun 22, 2011 from Pat AltvaterYour degree of personal energy is completely up to you because YOU are in control of your choices! That’s hard to remember sometimes especially with the current level of stress most entrepreneurs experience. However, when you take the time to monitor and consciously improve your personal ...
Views: 2254 - Three Things that Define a Best Seller - by Submitted on Dec 05, 2014 from Kathleen GageBeing a best selling author has been made a lot easier with the advent of the Internet, a place where book enthusiasts from all over the world can converge and hunt for their favorite titles. The Internet's open accessibility, however, does not mean every writer that goes online marketing route ...
Views: 1775 - Three things you must do before putting pedal to the metal and accelerating your sales Three things you must do before putting pedal to the metal and accelerating your sales - by Submitted on Feb 16, 2012 from Casey FitzGeraldHaving a well-oiled sales team and a great product ready to launch can fill your head with a lot of tempting plans. Just like finding a shiny roadster waiting in your garage on a sunny day and that wide open road beckoning, the urge can be irresistable to turn the key, hit the accerlator and see ...
Views: 1173 - Timely Tips for Unlocking Great Sales in Today’s Tough Economy - by Submitted on Sep 30, 2010 from Nancy BleekeWhether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Selling in a tough economy seems more challenging, doesn’t it? And yet many people are not feeling the pinch as much as others. How ...
Views: 791 - Tips For Dealing With Gatekeepers - by Submitted on Sep 20, 2007 from Niall DevittTip Number One: Mix up your approach There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single ...
Views: 1525 - Tips For Effective Customer Service - by Submitted on Mar 15, 2012 from Gagan ModiCustomer service plays a crucial role in expanding business. Happy customers are loyal customers. Satisfied customers are worth a billion dollar publicity campaign. Similarly, unsatisfied customers can tarnish the business reputation with their negative feedback. It is necessary for every ...
Views: 1630 - Tips For Effective Training - by Submitted on Jan 27, 2008 from John MehrmannTraining can be used to educate, motivate, and cultivate the work force, partner organizations, and customers. When administered effectively, training is an interactive conduit for delivering measurable benefit to the participants. Whether you are a trainer, a manager responsible for selecting ...
Views: 1596 - Tips for Sales Managers - by Submitted on Jan 12, 2011 from Joe BennetAs a sales manager, it is your responsibility to build and support the best possible sales team. A strong team - backed by superior sales training and effective leadership - can elevate an organization to new heights of success. By the same token, a poorly prepared and underperforming sales ...
Views: 1173 - Tips to become a Sales Super Star - by Submitted on Apr 08, 2013 from Andrew HortonBuild a business Stop thinking about closing single transactions and instead focus on building a sustainable long term business, one satisfied customer at a time and then use all your satisfied customers as leverage, to get referrals to the next perfect prospect, who needs exactly what you have ...
Views: 1250 - Tips to Grow Your Customer Network as a Small Business Owner - by Submitted on Mar 06, 2019 from Mohimenul IslamIf you’re a small business owner, then perhaps you’re on the search for a new client base. Having a reliable stream of prospective individuals who become consumers is the point of reference for a great business. Regardless of if you’re in the service sector, there are tested and proven methods ...
Views: 1256 - To Catch a Bigger Fish... - by Submitted on Apr 20, 2010 from Anne Warfield..to set up the right net in the right way. Imagine that you are looking at putting in a new deck. You call a company and the sales person comes out and talks to you all about the decks they build, the quality they offer and the way they can get the deck done. You decide to have them build ...
Views: 1112 - To Increase Your Advertising Effectiveness – Stop Selling! - by How many times have you heard the old adage, “The customer doesn’t want a drill, he wants a hole in his wall”? While I may disagree with parts of that phrase, one thing is for sure… if you want to increase your advertising effectiveness, you have to stop selling what YOU want the customer to buy ...
Views: 995 - To Script Or Not To Script! - by Submitted on Feb 01, 2010 from Susan EnnsWhether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time. Those that say that every sales call should be scripted, regardless of its purpose, ...
Views: 1364 - To Understand Your Client, Know Their Buying Motives - by Submitted on May 10, 2007 from Roy ChitwoodAs a salesperson you might think that people buy your product or service because of the reasons you give them. On the contrary, people buy not because of your reasons, not your company's reasons but for their very own reasons. These reasons may not seem sensible, logical or even intelligent to ...
Views: 2144 - Top 10 Tips for Effective Sales - by Submitted on Feb 24, 2009 from Adrian MillerWe’re all crossing our fingers these days and hoping for a better economic environment. It’s been more than a little scary for many of us. However, even during these tough times, effective salespeople are acquiring new customers and making sales. How? Here are the top ten tips for effective ...
Views: 1123 - Top 10 Tips To Stay In Control When Your Market Feels Out of Control - by Submitted on Jul 17, 2008 from Dorian Tenore-BartilucciWhen the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. Avoid making costly mistakes by learning how to implement the top 10 tips to stay in control ...
Views: 764 - Top 3 Fatal Sales Mistakes: What Not to Do to Succeed in Sales! - by Submitted on Dec 07, 2005 from Colleen FrancisTOP 3 FATAL SALES MISTAKES: WHAT NOT TO DO TO SUCCEED IN SALES! Over the past few weeks, I've found myself on the receiving end of a series of particularly heinous sales techniques - all of which were aimed at getting through a gatekeeper to a decision maker, and all of which ended disastrously ...
Views: 899 - Top 35 Sales Tips Mostly for Introvert and Shy Salespeople - by Submitted on Nov 26, 2008 from Patricia WeberIn 1998 I wrote my first book, Sales Skills for An Unfair Advantage: 104 Sales Tips for People in a Hurry. Sales professionals still seem to be in a hurry! With speed in mind and a focus being to help in particular, here are 35 tips to help introverts and shy to sell more easily. Sales ...
Views: 8124 - Top Dog Sales Secrets - by Salesmanship is an art, a science, and a true profession. A "natural talent" for sales is not enough. People who achieve the highest level of professional success are willing to put in the time to acquire the skills needed to succeed.
The savvy sales professional reads books, attends ...
Views: 1305 - Top Sales Techniques And Psychology – How This Can Work for You! - by Submitted on Apr 08, 2011 from Karen Keller, Ph.D.Marketers have been using logic and emotion for years in selling their products and services. So how does this work? It’s all about the decision making process and the triggers that make a difference between yes or no. Sometimes these triggers can be impulses, or they are coupled with logic or ...
Views: 904 - Top Salespeople Marketing Muscles Flex During Recession or Down Economy - by Submitted on May 02, 2008 from Patricia WeberIf you watch television or listen to the radio, there is no escaping the recession talk. It’s a comedy of sorts really. Think about it. Your sales day went along smoothly. You may have gotten a new client, a new prospect, a potential joint venture partner. Then, before or after dinner, the media ...
Views: 969 - Top Salespeople Secret #3 During A Down Economy: Renew, Renew, Renew - by Submitted on May 02, 2008 from Patricia WeberYou can be a salesperson who is a thermometer or a thermostat during a down economy. You can gain control of your beliefs and actions if you are more like a thermostat. And that is what these top seven secrets depend on: you being more like a thermostat. Secret one in quick review, “Step away ...
Views: 1080 - Top Salespeople Secrets To Success During a Down Economy: Crank Up The Thermostat During Recession Pep Talk. - by Submitted on Apr 21, 2008 from Patricia WeberIn my thirty years of selling, my sales have never had a downturn during a recession. Have I ever experienced a sales slowdown ever? Of course! I’d be lying if I told you anything else. But I’ve never had this happen during a recession. As a matter of fact I STARTED my business during a downturn ...
Views: 1000 - Top Salespeople Walk Away From Negative Talk During a Recession or Down Economy – Part 2 - by Submitted on Apr 21, 2008 from Patricia WeberAre we headed for a recession in 2008 or not? Larry Summers, the former United States Treasury secretary said the economy is… “currently in recession.” Tammy Erickson, Harvard Business has stated, “Now we may be headed into a recession. If so, it will be the second in more than fifteen ...
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