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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.
- Scripting Your Way to Wins: Some Ideas to Make Your Cold Calls More Successful - by Submitted on Apr 26, 2007 from Mark SanfordI have had several inquiries about scripts recently. Readers want to know how to say what they want to say, or they want to know why a proposition that seems perfectly reasonable and compelling to them doesn’t go over well with the prospect. Or they want to ‘break the code’: ...
Views: 696 - How To Explode Your Affiliate Sales In 2008! - by Submitted on Dec 20, 2007 from John NavataAffiliate marketing has been an incredible opportunity for people around the globe. While some affiliate marketers earn a few extra thousand dollars each month, others consistently bring in hundreds of thousands of dollars each month. However, as more people have begun marketing affiliate ...
Views: 695 - 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: 695 - It's A Jungle Out There - by Submitted on Dec 28, 2007 from Kelly McLeanWhoever coined the phrase, “It’s a jungle out there!” must have been a sales rep. Why? Because some days you’ll encounter more difficult customers than there are animals in the jungle. When hacking your way through the dense underbrush to get to the sale, the trick is to ...
Views: 695 - 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: 695 - 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: 695 - Insurance Sales Success: Reason Number 20 You Can't Sell - by Submitted on Sep 28, 2007 from Cheryl ClausenYou don’t work on being the best. If you want to be the best you have to have a plan for being the best and work your plan. The more you invest in yourself and what it takes to be the best the better you’ll become. The better you become the easier sales become because you ...
Views: 694 - 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? ...
Views: 694 - Monday Blues Or "Make Money" Monday? - by Submitted on Apr 11, 2008 from Tom NinnessMonday Blues or “Make Money” Monday? Mondays-love them or hate them. Do you look at Mondays as the exciting opening to a productive week? Hold high expectations coupled with a brilliantly executed plan? Or are your Mondays a slap in the face reality, back to the grind, mark time to the next ...
Views: 693 - You Can't Sell Insurance To People Who Don't Want To Be Sold To - by Submitted on Nov 19, 2007 from Cheryl ClausenYet, you waste a ton of time and energy trying to do just that. When you could be selling a whole lot more insurance, and doing a whole lot less work if you just knew how. Instead of trying to convince a suspect, only focus your efforts on people who’ve already decided they want what you ...
Views: 693 - Do You Have The Enthusiasm Of A Top Producer? - by Submitted on Nov 28, 2007 from Cheryl ClausenI don't mean the hyper-active jumping up and down talking too much enthusiasm of a person who lacks self-control. I do mean your energy and the way you control that energy, and how it's conveyed to potential buyers. It’s been said many times and it’s still true that the first ...
Views: 692 - You Don't Need Sales Training - by Submitted on Jul 10, 2007 from David NewmanHere's my advice - forget about sales training. Why? Because sales professionals have to get past all the old-school "Same-o Lame-o" sales approaches to break through to generating real business results. If you’re a solopreneur, consultant, business owner, or independent professional, you ...
Views: 692 - Insurance Sales: If You Can't Reduce Their Risk You Can't Earn the Sale - by Submitted on Oct 31, 2007 from Cheryl ClausenWhy don't prospects buy? It's no secret they don't buy because they feel buying is too risky. And they have a very valid concern. With the wrong decision they can get locked into products that are completely wrong for them and too costly to walk away from. It’s your job to ...
Views: 688 - Sales Development - by Submitted on Jan 27, 2008 from Scott KaplanThe first thing to know when focusing on your sales development, sales training, and coaching, is to know that everybody is selling. It might not be a product or service they are selling, but everyone sells everyday. If somebody wants something from you then they will be selling to you. They ...
Views: 688 - 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: 688 - Trust is Better than Selling in Cold Calling - by Submitted on Jul 16, 2007 from Ari GalperI’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with the idea of moving things towards a sales event. But think about what this does to your cold calls. Before you even ...
Views: 687 - Insurance Sales Success: Reason 3 You Can’t Sell - by Submitted on Sep 04, 2007 from Cheryl ClausenYou think you need a killer presentation and it’s killing your insurance sales success. Your insurance sales success is never about a “presentation”. The only person a presentation is helping is you. You may be using it as a crutch so you don’t forget anything, and so you have something to ...
Views: 686 - Insurance Sales Success: Reason Number 19 You Can't Sell - by Submitted on Sep 27, 2007 from Cheryl ClausenYou’re trying to succeed by being someone else? In your training you were probably given or mandated to follow a sales system. The problem is you don’t feel comfortable doing a lot of the things you’re required to do as part of the system. Because you don’t feel ...
Views: 686 - Translating Concepts Into Actions For Insurance Sales Success - by Submitted on Nov 08, 2007 from Cheryl ClausenWhen you begin to learn how to sell you’re learning at a conceptual level. Everything you read and hear sounds pretty good. After all it has worked for other people it should work for you, right? Well, yes and no. Yes, it has worked for other people. But you aren’t other ...
Views: 684 - Power Tips - by Submitted on Jan 03, 2008 from Kelly McLeanEverybody likes to buy, because buying is fun. If you don’t believe this, try to find a parking space at a shopping mall, or a seat at an auction, this weekend. However, while buying is fun and exciting, nobody likes to be sold. The truth is: the best salespeople don’t ...
Views: 682 - Insurance Sales: If You have To Cold Call - by Submitted on Nov 19, 2007 from Cheryl ClausenCold calling would never be my first recommendation for success, but there are times when you may have no alternative. So, why not learn how to do it well if you have to do it anyway. There are a few simple things you can do to do it better and have greater success. If ...
Views: 679 - 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: 679(1 vote) - 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: 679 - How to Use Actual, time tested ways To Close the Sale In Person - by Submitted on Feb 19, 2011 from Andrew McCombeEveryone loves the Internet and what it can do for increasing sales for many businesses, but even with all of the advancements in technology, nothing works better for lead generation than getting out there and meeting with others in person. Although there are advantages to Internet lead ...
Views: 678 - How 2 Give Your Salesforce 10 Definite Do’s - by Submitted on Jul 31, 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: 677 - Insurance Sales: If You're in the Commodity Business Get Out! - by Submitted on Nov 05, 2007 from Cheryl ClausenThere's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that’s exactly what you’re doing when you offer to quote someone insurance. ...
Views: 676 - Try Low Prices - Buy TV Stands, Wall Mount Brackets For plasma TVs For All The Brands - by Submitted on Mar 08, 2008 from Amanda GillA High Quality and Easy Installation TV Wall Mount Bracket mean you'll have your Plasma TV on the wall mounted and looking great in no time. This system is easier for clients to use to buy varied tv stands, lcd brackets and wall mounts. Plasma TVs have excellent sightliness from a wide ...
Views: 674 - Sales and Marketing Plan: You Just Need to Run Some Ads so People Will Know Who You Are - by Submitted on Jul 28, 2007 from Cheryl ClausenIf you believe that line your sales and marketing plan is headed for zero results. Here’s why most ads don’t work: people don’t read ads, you have your picture in the ad and no one cares, your ad doesn’t say anything that interests your potential readers, and your ad doesn’t have a valid reason ...
Views: 671 - When Something Has To Change It's Up To You To Create That Change - by Submitted on Oct 12, 2007 from Cheryl ClausenWhen customer retention is falling or returns and cancellations are increasing it doesn't take a genius to determine something is terribly wrong. The exact reason(s) these bad things are happening may be related to actions taken by someone other than you. It really doesn’t even matter ...
Views: 671 - Insurance Sales Success: Do You Form Life-Long Relationships? - by Submitted on Aug 23, 2007 from Cheryl ClausenInsurance sales success is a real challenge that few can achieve. Why is it so hard, and how can you make it easier for you? Insurance sales success is so hard because you’re asking people to make decisions to avoid a pain that might not happen, and they don’t want to think about, and that ...
Views: 670 - Insurance Sales: But They Told Me They Wanted It! - by Submitted on Nov 29, 2007 from Cheryl ClausenHas a prospect ever told you they wanted to buy, and then changed their mind? Or they bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. Were you left wondering how that could happen when they seemed so excited and on board? If ...
Views: 668 - 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: 668 - The Secret of Sales Success - by Submitted on Sep 11, 2007 from Barath SurendranThe secret of sales success There are number of books written in sales and marketing but all the tricks, techniques and methods narrows down to only few principles. You would have heard over and over again that sales in a number game. Do you know why? Because sales is not about calling 20 ...
Views: 667 - Career Sales Training: What Are You Willing To Risk To Succeed? - by Submitted on Sep 25, 2007 from Cheryl ClausenTop producer’s don’t become top producers by being “also rans” in the business. Sales is risky business, and if you want to succeed you need to be willing to take some risks. Now I’m not talking about willy-nilly risks or life threatening risks I’m talking ...
Views: 664 - Using Reciprocity To Increase Sales - by Submitted on Mar 17, 2008 from Tom NinnessThe Law of Reciprocity The Law of Reciprocity means to give and take mutually, to return in kind or even in another kind or degree. The law of reciprocity simply means that when someone gives something you feel an obligation to give back. Stephen Covey, author of “The Seven Habits of Highly ...
Views: 664 - Insurance Sales: I Know Just What You Need - by Submitted on Dec 03, 2007 from Cheryl ClausenHow many times have you met with a prospect, heard what they said, and then offered a solution only to be told “no”? More often than not, right? Well you may be causing yourself to get a “no” when you should be getting a “yes”. Of course, you ...
Views: 661 - Speaking Is Selling On Stage - by Submitted on Mar 17, 2008 from Tom NinnessMany sales professionals never consider the opportunity to do workshops and presentations in front of the public. If you are one of them, then you are missing a golden opportunity. Public speaking and doing workshops is my number one strategy in capturing potential clients. Speaking allows ...
Views: 660 - Getting the Straight Scoop - by Submitted on Jan 23, 2009 from Lori HubbsWin or lose, how diligent are you in placing a call to get feedback from your clients about why they did or didn’t choose you? There is so much to learn — whether to identify strengths you hadn’t even recognized as such that you can use to win future business, to know what ...
Views: 659 - How Valuable Is Your Time? - by Submitted on Apr 30, 2008 from Tom NinnessTime is money….there are only 24 hours in a day and everybody is allotted the same amount. How time is managed makes the distinction between true sales success and mediocre performance. Big Ben in London has a poignant quote regarding the importance of time inscribed at the base of the clock ...
Views: 658 - The fundamental Guidelines Associated with Sale - by Submitted on Apr 29, 2011 from sturat jeffThe guidelines of the public sale Regardless of whether on the internet or even traditional, online auctions are very well-liked and also have already been a significant appeal with regard to entrepreneurs in addition to typical people also it been around so far as it's possible to find in ...
Views: 658 - Creating A Business Plan Like the "PROS" - by Submitted on Jun 18, 2008 from Tom NinnessCREATING A BUSINESS PLAN LIKE THE “PROS” A business plan is like a blue print. Without one, the structure of your business becomes unsound, without focus and a haphazard project. Every sales professional, no matter what the basis of his or her business is, must build a business ...
Views: 657 - 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: 653 - How To Stop Cold Calls From Feeling Intrusive - 4 key Ways To Be Seen As Helpful While Cold Calling - by Submitted on Oct 16, 2007 from Ari GalperCan’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about "making the sale." Most people sense that cold calls are ...
Views: 651 - Making The Most Of Internet Inquiries - by Submitted on Jan 11, 2008 from Kelly McLeanWhen someone calls to ask about your product or services, you know exactly what to ask, what to say, and how to follow up. Are you as confident, and effective, responding to an Internet inquiry? Without the benefit of talking with the prospect directly, the contact can feel colder than a cold ...
Views: 651 - Insurance Sales Success: Number 2 Reason You Can’t Sell - by Submitted on Sep 03, 2007 from Cheryl ClausenThe second reason you can’t sell is because you don’t understand why your prospects don’t want what you have. You have exactly what they need it’s as plain as day yet they just don’t get it. How can that be? Are they just stupid or lazy or what? None of the above, you are approaching things ...
Views: 650 - Insurance Sales: The Solution To Turning Objections Into Sales - by Submitted on Oct 26, 2007 from Cheryl ClausenAre you tired of hearing "no" and "not now" when the answer should be "yes"? Accept responsibility and start getting "yes". There are three reasons you’re being told “no” and “not now” when the answer should be “yes”. The first reason is ...
Views: 649 - B2B Sales Leadership: How To Motivate Your Sales Team To Achieve Next-Level Selling - by Submitted on Sep 23, 2007 from Paul CherryHer name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I ...
Views: 648 - If You're Not Selling - by Submitted on Dec 27, 2007 from Kelly McLeanAre you working hard, but not getting the results you want? If you’re a professional salesperson and you’re not selling, it could be because: • You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you’re boring ...
Views: 644 - Whose Future Are We Talking About? - by Submitted on Oct 11, 2007 from Cheryl ClausenYou became a financial advisor because you wanted to help people, but you aren't getting enough people to help. Now you find that you're struggling to get appointments and sales are few and far between. You know people need what you have and that you can really help them. So, what’s ...
Views: 643 - Insurance Agents & Financial Advisors: Wealth Building is not Directly Proportional to Effort Exerted - by Submitted on Sep 26, 2007 from Cheryl ClausenThere are two ways to make it in this business, the hard way and the smart way. Most agent’s think if they just work hard enough and pay their dues they’ll make it. Yet the statistics prove that’s far from the truth. Working yourself to death doesn’t get you wealth. ...
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