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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 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: 741 - No Means You Don't Understand - by Submitted on Oct 15, 2007 from Cheryl ClausenWhen you hear no you're hearing it for a very good reason. You’re told no because: you don’t know how to market yourself so you’re talking to the right people for the right reason, you don’t know how to use your marketing as a filtration process, you don’t ask ...
Views: 738 - Discover How Sales Training Courses Can Increase Company Profits - by Submitted on Apr 05, 2011 from Archie J. JohnsonThere are several ways to present sales training. It has been customary to provide instruction to large groups of people in workshops or seminars. In recent years it is becoming more convenient and cost effective to offer training using online webinars and online courses. Also, CDs and DVDs are ...
Views: 737 - Insurance Sales Success: Reason Number 21 You Can't Sell - by Submitted on Oct 01, 2007 from Cheryl ClausenYou want the quick fix instant solution. There is no quick fix instant solution if you want to be a top producing professional. There is a solution that will steadily move you into a top producer spot. Your success won’t be found when you only focus on developing one aspect of the ...
Views: 732 - Insurance Sales: The Secret Weapon For Influencing People - by Submitted on Oct 29, 2007 from Cheryl ClausenThe secret to influence isn't what you probably expect. The big secret to powerful influence is in the way you listen. You have to know how to listen to unlock this powerful influencing force. Effective listening isn’t a natural skill and you make it unnecessarily hard for ...
Views: 732 - Excel Your Sales Career: How to Overcome Fear, Beat Your Competition and Achieve Higher Sales - by Submitted on Aug 09, 2007 from Chuck MacheAs a sale professional, what would you do in this situation? Your new client just signed an agreement putting you way ahead of the previous year. Not only would it catapult you in your organization and the industry, your personal income was about to reach new heights. Then, the following ...
Views: 731 - 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 ...
Views: 731 - The Easiest Way to Get More Sales from the Internet - by Submitted on Jan 05, 2010 from Nika StewartThe simple fact is - most people now look online when researching which companies to use for anything. Your website and your business email correspondence must reflect your professionalism and personal style. They also need to stand out from the competition. And they need to make a connection ...
Views: 730(1 vote) - Sales Success in Challenging Times - by Submitted on Dec 08, 2009 from John MoralesSales Success in Challenging Times This article has come about because of the need to provide quality information on the sales process to the myriads of sales people who want to improve their sales and make a lot of money in sales but don’t have a whole lot of information as to how to ...
Views: 727(1 vote) - Understanding the strength of Numbers While Doing Sales - by Submitted on Feb 19, 2011 from Andrew McCombeGetting the sales you want all depends on how many customers you have, and in the end, your profits are all about numbers. Getting a business off the ground and making it a successful one is not an easy task, but it can be an extremely rewarding one. The thing is to learn about numbers, and how ...
Views: 727 - How to End the Cold Calling Game of Chasing a Sale - by Submitted on Jun 23, 2008 from Ari GalperOur thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people -- or at least chasing the sale. Here are 5 important ...
Views: 726 - Change That Negative Attitude and Increase Your Sales - by Submitted on Jul 30, 2007 from Marcella McMahonSales is not a personal thing - Or is it? A negative attitude in sales will hold you back every time! Do you have a negative attitude holding you back? No one likes to do business with people who are negative. But sometimes we don't even know we have a negative attitude. Take Casey for example: ...
Views: 725 - 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: 725 - Sales Marketing Training Program: The Partnership for Achieving Superior Performance - by Submitted on Aug 16, 2007 from Cheryl ClausenAre you an independent sales professional or small business owner? If you are you may have found some sales success, but you may also feel kind of stymied, and you aren’t sure where to turn or what to do to continue your business growth? Neither sales nor marketing are the whole story when it ...
Views: 724 - Real Estate Sales Training: Being Unique is Good Business - by Submitted on Jul 28, 2007 from Cheryl ClausenReal estate sales is a tough road when you look like and sound like every other agent. First off there are too many agents in every market, so if you can’t find a way for people to recognize you as the agent they want to work with your swimming up stream with little hope of survival. Like so ...
Views: 724 - Turn Selling Around - by Submitted on Nov 29, 2007 from FSB AuthorsThe heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organizations do. The entire psychological orientation is shifted 180 degrees. No longer do you measure your own success first. ...
Views: 723 - Recognize And Diffuse Hidden Pressures In Cold Calling - by Submitted on Jun 15, 2008 from Ari GalperWouldn’t it be great if you could make cold calling pleasant for both you and the other person? Well, it’s very possible, if you’re willing to remove sales pressure from the interaction.. Why? Because sales pressure is the underlying cause of all tension in cold calling. You’re pressuring ...
Views: 722 - Career Sales Training: When Sales Are Down these Are The 3 Things You Don't Want To Do - by Submitted on Oct 05, 2007 from Cheryl ClausenAt some point in your career your sales will be down. When this happens you have a natural desire to do the very three things that will keep your sales down. The three things you don’t want to do are: panic, be pushy, and allow your self-confidence to tank. As your bank account ...
Views: 720 - Career Sales Training: Are You Responsible? - by Submitted on Sep 21, 2007 from Cheryl ClausenAs a sales professional do you take full responsibility for your actions? Do you take full responsibility for what happens to you? You are responsible for your actions, your decisions, and what happens to you. Blaming yourself or anyone else, using excuses, and denial only hurt you and keep ...
Views: 719 - How to Set Up an Online Affiliate Program to Sell Your Products and Services - by Submitted on Feb 25, 2009 from Donna GunterI consider Amazon.com to be the Internet pioneer for establishing affiliate programs. Their strategy to permit others to sell their products for a commission on affiliate websites has single-handedly help them become an Internet powerhouse and has resulted in Amazon.com becoming a household ...
Views: 715 - Insurance Sales Training: Which of These 10 Mistakes Are You Making? - by Submitted on Jul 29, 2007 from Cheryl ClausenThe insurance sales training you’re getting from the insurance agency and insurance carriers does little to prepare you for success. For the most part, this training provides half-solutions and makes your job at least 100 times harder than it has to be. Look over this list and circle each ...
Views: 715 - Are Your Sales Executives Marketing Or Selling? - by Submitted on Mar 03, 2008 from Marc Andrew ThompsonHow much business is you company losing due to sales executives using the marketing approach when meeting with existing or potential clients? Over eighty percent of sales executives in South Africa actually market their company’s products and services. The modus operandi of a sales executive in ...
Views: 713 - Insurance Agents and Financial Advisors: Are You Feeling Frustrated Even Violated? - by Submitted on Sep 14, 2007 from Cheryl ClausenWhen you spoke with the recruiter and then the sales manager you were told you’d get all the training you needed to succeed. Now that you’ve been in the business nearing two years do you look back and realize that you aren’t even close to knowing how to do what you need to do to succeed? ...
Views: 712 - Save More On Closeout Merchandise - by Submitted on May 27, 2008 from Richard RiveraPrices of commodities change while we go on our daily lives. They frequently rise and fall but to our disheartenment, prices tend to increase more often than meeting what we have set aside to avail clothing, furniture, footwear, health products, and houseware as well as luxury items such as ...
Views: 711 - Make Your Sales Job Successful - by Submitted on Jul 27, 2009 from Todd HicksDo you have the desire to work as a retail salesperson or promoter? Do you want to learn how to get plenty of signups or sales? This article can help you. Over ten years ago, I worked as a window display demonstrator for a magnetic window company that was based in St. Louis, Missouri. The ...
Views: 709 - Networking Like It’s Your Party - by Submitted on Sep 30, 2010 from Alice KemperWe all do it. We all go to a variety of networking functions: mixers, meetings, seminars, conferences. Just showing up certainly doesn’t guarantee getting connected or meeting people who are your buyers or can get you closer to your decision maker. Just showing up certainly doesn’t guarantee ...
Views: 709 - Career Sales Training: What Actions Aren’t You Taking? - by Submitted on Sep 22, 2007 from Cheryl ClausenCareer sales training not getting you the results you want? Is it the training that’s letting you down or the actions you aren’t taking? Sales success is all about the actions you take. Taking more right actions than wrong actions means you get to success that much faster. Continuously ...
Views: 706 - Cold Calls - A New Way To Open - by Submitted on Oct 18, 2007 from Ari GalperMost of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thing. That’s why as soon as ...
Views: 705 - Winning As A Sales Strategist - by Submitted on Jun 26, 2008 from Tom Ninness“Winning as a Sales Strategist” A strategy is a long term plan of action designed to achieve a particular goal, most often “winning”. A strategy involves tactics or immediate actions along with premeditation, and well designed, rehearsed and executed. Strategies are used to make the problem ...
Views: 703 - Insurance Sales Success: Reason 4 You Can't Sell - by Submitted on Sep 05, 2007 from Cheryl ClausenYour own fear has a strangle hold on you, and it’s keeping you from insurance sales success. Fear isn’t a logical response it’s an emotional response, and emotional responses have very little if any logic to support them. You’re afraid: to focus on a target market, to ...
Views: 702 - 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: 700 - Insurance Sales Success: Do You Just Need to Get in Front of More People? - by Submitted on Jul 22, 2007 from Cheryl ClausenYou don’t need to get in front of more people, in general, you need to get in front of the right people. Meeting with anyone who has a heart beat is not the path to insurance sales success. Meeting with the wrong people is tiring, frustrating, and non-productive. Meeting with the right people ...
Views: 699 - The Fine Art Of The Handshake - by Submitted on Jan 07, 2008 from Kelly McLeanYour handshake says a lot about you. It can convey confidence, warmth, and honesty, or it can signal weakness, uncertainty, and disinterest. Either way, it sends a subtle yet powerful message about who you are, that is not lost on prospective buyers. Use these pointers to make sure your ...
Views: 699 - 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: 698 - Insurance Sales Success: Reason Number 1 You Can't Sell - by Submitted on Sep 02, 2007 from Cheryl ClausenYou think your failures and lack of success is someone else’s fault. Ok: your sales manager’s a jerk, the underwriters just ruined a perfectly good product, no one is providing you with good marketing materials, everybody already has an agent, you haven’t got a great presentation or all the ...
Views: 696 - Career Sales Training: Where Are All The Opportunities? - by Submitted on Sep 19, 2007 from Cheryl ClausenYou pass up more opportunities each day than you could ever handle. Anyone who wants to be a top producer knows there are two aspects to sales success you need to succeed. First, you have to recognize opportunities others overlook. Second, you need to understand the opportunity well enough ...
Views: 695 - Do You Wish There Was An Easier Way To Respond to Sales Objections? - by Submitted on Nov 09, 2010 from Alice KemperCustomers are saying ‘It costs too much.” “Business is slow I don’t need to advertise.” And most sellers have a prepared response. Unintentionally, these responses are often framed to prove the customer wrong. There’s a better sales technique. It’s very simple: You don’t need to have an ...
Views: 695 - Call Killing Phrases - by Submitted on Jul 18, 2008 from Wendy WeissHow often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot. I know I say it frequently. It's commonly used as a greeting, as a 'hello.' Because 'How are you?' is so commonly used, how often have you ...
Views: 694 - Sales and Selling Technique: Who’s Listening? - by Submitted on Aug 19, 2007 from Cheryl ClausenListening is one of the most important sales and selling techniques you can have. Many of you think you’re listening, but you’re not. I can’t tell you how many clients have told me they are really good listeners, but it was obvious to me and everyone else that they aren’t. How often do you ...
Views: 693 - Career Sales Training: You Receive What You Believe - by Submitted on Aug 24, 2007 from Cheryl ClausenWhat beliefs are you holding, that are holding you back in your career sales training? Mr. and Mrs. Claus are found dead on the floor. They are found in a locked room. On the floor is broken glass and water. There is an open window and a table in the room. How did Mr. and Mrs. Claus die? ...
Views: 692 - How To Take The Suspicion Out Of Your Cold Calls - by Submitted on Jun 19, 2008 from Ari GalperWhy do cold calls based on the old-school traditional mindset break down so quickly? Because we usually start with a predictable introduction and a mini-sales pitch. Right away the other person puts up “The Wall” and we’re trying to scramble around it. None of us intentionally want to create ...
Views: 692 - Selling Skills that Get More Results - by Submitted on Jun 23, 2007 from Patricia WeberWhile sitting under my hat in our 1933 Packard before we knew we won one of the second highest awards at the Annual Concours d’ Elegance of the Eastern United States; Bethlehem PA, I got to thinking about hats and selling. How you use your sales hat is critical to your results. Here are ...
Views: 692 - How 2 give your salesforce 10 definite do's - by Submitted on Jul 27, 2007 from Polly AndersonI’m told that parts of Southern Europe are littered with ‘T.I.R.E.D.’s’ (Thirty-Something Independent Radical Educated Drop-outs) – people who have walked away from big jobs because they just “weren’t happy…” Salespeople should be as far removed from ‘T.I.R.E.D.’s’ as it is possible to be. ...
Views: 690 - Insurance Sales Success: Building Champions - by Submitted on Aug 13, 2007 from Cheryl ClausenYour insurance sales manager is on a mission to build champions. Make sure his or her mission is in your best interests. It’s not uncommon for insurance agents to be forced into master mind groups. I say forced because your attendance and participation is mandatory. Master minding can be an ...
Views: 690 - 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: 690 - Insurance Sales Success: Reason Number 22 You Can't Sell - by Submitted on Oct 02, 2007 from Cheryl ClausenYou forget sales boils down to people liking you because you’re real. The first step in the sales process is gaining an introduction and establishing rapport. When you try killer sales lines and gimmicks you spoil your chance to establish rapport. You’re perceived as a fake and ...
Views: 688 - Insurance Sales Success: Reason Number 5 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou don’t know how to gain the interest of your prospects. You use marketing to effectively gain the interest of your prospects so they reach out to you wanting to know more about how you can help them. You can use the shot gun approach to marketing which is what the average agent ...
Views: 688 - Negativity Has Left the Building: Focus on the Positive & Show Negativity the Door - by Submitted on Aug 25, 2010 from Alice KemperIt’s the beginning of August, and I just received a phone call from someone I met at a July 4th Bar-B-Q. Quite honestly I had forgotten about this particular conversation until the phone call today. You see, I had given this person a personal challenge and asked him to try it for 3 weeks and let ...
Views: 688 - Public Speaking From The Heart - by Submitted on Jul 24, 2008 from Tom NinnessPublic speaking offers a unique path of opportunity. Not only will it provide exposure in numbers but develops a rapport with the audience of credibility, knowledge and proficiency. The ability to offer information in an authentic and genuine manner develops confidence in the speaker, and ...
Views: 688 - Insurance Sales: Are You Winning The Sale before The Sale? - by Submitted on Nov 12, 2007 from Cheryl ClausenIsn't it true that before you can ever sell anyone anything you have to sell them on having an appointment? Do you find it challenging to fill your appointment book? Wouldn’t you like to hold appointments each week with people who are genuinely interested in doing business with you? ...
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