MTD Sales Training

JULY 25, 2011

You worked hard to get the contact information of the decision maker (DM). You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. You established some rapport and interest and the prospect looks forward to receiving your literature. Everything is going along perfectly as to your sales process.

Follow-up 120

Follow-up Gatekeeper Decision Maker Call-back 120

MTD Sales Training

JULY 27, 2011

You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport. However, when you call back to accomplish the next step in the sales process, to set the appointment, disaster strikes.

Follow-up 120

Follow-up Call-back Gatekeeper Decision Maker 120

MTD Sales Training

JULY 29, 2011

You worked hard to get your foot in the door , and you finally reached the decision maker (DM). It took a few minutes, but you established some rapport in the initial cold call. You sent out your information package and called back in anticipation of setting an easy appointment. However, you reach the prospect, and she does not seem to be anything like you remember.

Follow-up 120

Follow-up Cold Calling Call-back Decision Maker 120

MTD Sales Training

JULY 29, 2011

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…”. Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories. Like “King Kong’s Got Nothing On Me,” from Memories of a Sales Manager, some stories are funny, some are serious, but all have a strong sales message!

Face-to-face 120

Face-to-face Travel Up-Sell Call-back 120

MTD Sales Training

AUGUST 1, 2011

“May I help you Sir?”. “No…I’m just looking…”. “Arrrrrrgh!”. Those words, “I’m just looking,” often strike terror in the heart of many sales people, anger and frustration in some and a sense of helplessness in others. This one extremely common phrase causes some retail sales people to simply throw up their hands, walk away from the prospect and wait until the customer announces that they are no longer just looking and have decided to buy something.

Objections 145

Objections Retail Intent Prospecting 145

MTD Sales Training

AUGUST 5, 2011

The islanders panicked as their main generator, the source of all of the electric power on their island had stopped working. They immediately called in everyone on the island with knowledge of fixing generators. The oldest and most reliable electrician in town made the first attempt to fix the generator, as he had nearly 50 years experience with such matters.

Call-back 120

Call-back Study Up-Sell Sales 120

MTD Sales Training

AUGUST 10, 2011

It is easy for a well planned, highly financed, rigorously promoted and eagerly anticipated sales contest to end in fewer sales, less motivation and an overall counterproductive result. The following strategy will help you design sales and incentive contest that will motivate your sales team, increase sales and promote a winning atmosphere. It’s Never Too Late.

Motivation 120

Motivation How To Incentives Incentive 120

MTD Sales Training

AUGUST 12, 2011

Setting appointments and closing sales over the telephone is not easy as numerous obstacles stand in the path of success: elusive decision makers, gatekeeper screens , fierce competition, privacy concerns, cold calling laws, and the lack of control you have over the telephone. However, the most deadly obstacle to achieving success on the telephone is the underlying fear of using the telephone that causes sales people a host of problems.

Cold Calling 120

Cold Calling Telemarketing Gatekeeper Decision Maker 120

MTD Sales Training

AUGUST 12, 2011

Just after the invention of the telephone, sales people took to the streets around the world selling this marvelous new invention. It would seem that to sell a telephone to people who have never seen or used a telephone before, would be easy. Yet, many sales people had problems closing door-to-door sales for this new and advanced product. However, one sales person consistently outsold everyone.

Transportation 120

Transportation Exact Training Closing 120

MTD Sales Training

AUGUST 15, 2011

The first part of this article, “Do you suffer from Phone Phobia,” explained how phone phobia is much more than the simple fear of making calls. It has to do with the misplaced high-level of importance sales people place on the value of the call. To eliminate phone phobia, you must determine and understand the true value of a single telephone call.

How To 120

How To Commission Exact Closing 120

MTD Sales Training

AUGUST 17, 2011

One of the biggest and deadliest mistakes sales people make during a sales interaction is to let the prospect downgrade the competition. In fact, most sales people love it when this happens and usually join in with the prospect in bashing competitive companies. The Common Scenario. The prospect has had a bad experience or heard rumors of such about a competitor.

Competition 120

Competition Prospecting Industry Tools 120

MTD Sales Training

AUGUST 18, 2011

Selling over the telephone or setting appointments , in a cold call , you have just a few short seconds to make a favorable impression on the prospect. In the first three seconds, the prospect forms a mental imagine of you, your surroundings and appearance. By six seconds, the prospect has an impression of your trustworthiness, your professionalism and your product or service, and often, they are all negative.

Cold Calling 120

Cold Calling Call-back ACT Exact 120

MTD Sales Training

AUGUST 19, 2011

“Hi, Mr Prospect. Ethan James here, with XYZ Solutions…”. “I’m not interested!”. Arrrgh! Below is a very effective way to handle the “not interested,” come back. However, it is not a script to follow verbatim. Though I am going to put this in the form of a hypothetical cold call, the words are not important. I want to convey the idea , the concept and the thought process behind it.

Cold Calling 120

Cold Calling Objections Call-back Exact 120

MTD Sales Training

AUGUST 22, 2011

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. Whew! Even if you already know the likely job title of the DM, it is still frustrating when you do not have a name and the gatekeeper (GK) refuses to give you one or to connect you without one.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120

MTD Sales Training

AUGUST 24, 2011

In Part I, I explained a few ways to find the name of someone in your prospective company. Now, let us see how you can use that name to reach your decision maker (DM). If you were unable to find the name of someone in the company, don’t worry. In Part III, I will give you a few tips to cold call with no information at all. Using a Name. Now that you have the name of someone in any department, make a call.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120

MTD Sales Training

AUGUST 25, 2011

Appointments that cry off at the last minute will cost you a great deal of money. In addition to the time you spent to set the appointment, now you have travel time, gas and a host of other less tangible expenses. Depending on your business, it may be impossible to eliminate canceled appointments completely. However, you can greatly reduce them and diminish their effect on your sales process and income.

Cancellation 120

Cancellation Travel Meeting Google 120

MTD Sales Training

AUGUST 26, 2011

If you have missed Parts I and II of this series, it is a good idea to check them out now—it’s good stuff! Continuing though, when calling that company when you have no name and the gatekeeper (GK) refuses to give you a name or connect you without one. Here are a few ways to handle the situation. Two Important Points. First, keep in mind these two critical points: The average sales person is usually trying to accomplish too many sales goals during one contact.

Cold Calling 133

Cold Calling Policies Telemarketing Gatekeeper 133

MTD Sales Training

AUGUST 29, 2011

While there are many different buyer types that you have to deal with everyday, in today’s age of instant information, there is one type that has become quite formidable. That is the Know-it-all. You know this prospect; the one that believes he or she knows more about what you do and sell than you, your management team, your sales and marketing teams, and everyone else on the planet.

Prospecting 120

Prospecting Referrals Buyer Education 120

MTD Sales Training

AUGUST 31, 2011

Getting your mindset right on your way to the sale is a critical step in your sales process. While there are several things you need to do to prepare physically and technically, you also need to make sure you are prepared mentally and psychologically. Below are three very important psychological steps to make sure you are ready for the sales meeting.

Commission 120

Commission Closing Exact Sales 120

MTD Sales Training

SEPTEMBER 1, 2011

Corresponding with your prospects via email messaging during the sales process is often necessary, yet can cause some serious problems. Misunderstandings and mistakes can cost you sales and money. It is vital that your email correspondence is clear, concise and effective. Below are three important email tips that will help you maintain continuity and flow during the sales process.

Sales Process 120

Sales Process Face-to-face Objections Prospecting 120

MTD Sales Training

SEPTEMBER 2, 2011

I am always talking, teaching and coaching on things you need to say, project and do during a sales interaction. Here however, let me unearth a few things that you should not ever do or say when making a sale. The following three phrases can cause irrefutable harm to your sales process and you must learn to avoid them at all costs. NEVER Say: “Trust me.” .

Follow-up 120

Follow-up Prospecting Up-Sell Coaching 120

MTD Sales Training

SEPTEMBER 7, 2011

Here is a very interesting question I received the other day from a new sales person. It is a common problem that sales people who are new to the selling profession or are just starting with a new company; often run into. “I have just started with a new company and prospects seem to know that I am new right away. Since I have little experience in this industry, I have trouble gaining the buyer’s trust.

Hiring 120

Hiring Guidelines Up-Sell Sales 120

MTD Sales Training

SEPTEMBER 8, 2011

Everyone in the business of selling wants to be the best in their field, earn a high-level income and have a rewarding career. However, most sales people do not take the steps necessary to achieve their career goals. Here is a tough question to ask yourself to determine if you are a true sales professional capable of making it to the top. How much time do you invest in education and training in your profession?

Education 120

Education Engineering Training Industry 120

MTD Sales Training

SEPTEMBER 9, 2011

With the influx of social networking sites flooding the Internet, LinkedIn has emerged as the premiere resource for business professionals. Launched in 2003, LinkedIn reports to have more than 120 million registered members in over 200 countries worldwide. Business professionals around the globe use LinkedIn to establish a professional profile, reconnect with colleagues, share information and look for jobs or hire talented professionals.

LinkedIn 120

LinkedIn B2B Leads Marketing Qualified Lead 120

MTD Sales Training

SEPTEMBER 12, 2011

The sales person invests a ton of time and money getting the correct contact information. He then calls several times to reach the decision maker and works hard to get pass a tough gatekeeper screen. He overcomes several objections with the prospect and finally sets the appointment. However, now elated and a bit anxious that the prospect may change her mind; he rushes off the telephone, causing the prospect to experience immediate buyer’s remorse.

Gatekeeper 120

Gatekeeper Decision Maker Cancellation Prospecting 120

MTD Sales Training

SEPTEMBER 14, 2011

When you hear the term “Zero Tolerance to Sales Management,” I would imagine your first thought is about having little or no patience for inept or slip-shod sales people. However, I am referring to the reverse. When talking about zero tolerance, I am speaking to sales managers who need to adapt to a policy of total responsibility. Total Responsibility.

Hiring 120

Hiring Sales Management Face-to-face Policies 120

MTD Sales Training

SEPTEMBER 14, 2011

Hi, this is Louise Denny and I work in the Communications and Marketing team here at MTD Sales Training. That’s me, right there! From time to time I’ll be reporting on any news from the “MTD Water Cooler” that may be of interest to you or any events that are happening here at MTD. We’ll start with last Thursday (8 th September), which played host to the first ever Synaxon UK Conference, in sunny Cheshire, where over 300 Synaxon members came together to meet, share their experience and lear

Conference 120

Conference Social Media Film Course 120

MTD Sales Training

SEPTEMBER 15, 2011

Customer Relationships Management (CRM) is essential in today’s business environment. If you are still tracking customers and prospects via sticky notes, index cards or your trusty memory, you are a dinosaur in the new world. You must be able to do more than track sales and phone calls. You have to manage relationships. True CRM entails much more than simple contact management.

Software 120

Software Software CRM Analysis 120

MTD Sales Training

SEPTEMBER 16, 2011

Finally, the prospect agrees to meet with you. However, he made it clear that you will have but 15 minutes for this fact-finding, discovery meeting. The door is open. You have an opportunity and you do not want to blow it. Below are four effective tips to help you make the most of that short sales interaction and turn this suspect into a true prospect. #1.

Proposal 120

Proposal Cold Calling Call-back Objections 120

MTD Sales Training

SEPTEMBER 19, 2011

The Sales Process is your guide; your step-by-step road map to sales success. To reach any goal or objective with consistency, you need a plan. The Sales Process is your plan, your blue print on how to turn a lead into a prospect, motivate a prospect to become a customer and help a customer become a long-term client. The Sales Process is like a funnel, where in you will deposit as many “raw subjects” as possible in the top of the funnel.

Sales Process 120

Sales Process Top of Funnel Funnel Sales Cycle 120

MTD Sales Training

SEPTEMBER 20, 2011

Hello again fellow e-sellers, I have another (highly exciting) snippet for you from the MTD Watercooler. Are you ready for it? Well, it is my great pleasure to inform you that MTD are now the sole distributer of eselling® training in the entire of Europe – how fantastic is that! Over the past few months the success of MTD’s MD Sean McPheat’s bestselling book eselling® has ballooned massively, after receiving rave reviews from readers following the book reaching the number one spot on Amazon R

Training 120

Training Social Media Course Decision Maker 120

MTD Sales Training

SEPTEMBER 21, 2011

In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients. In the first step in creating your sales process, you determined the total length of time it should take to close the sale from start to finish, under optimum conditions. With a total allotted time line set for the entire sales cycle, the next step is to figure out each stage in the sales process.

Sales Process 120

Sales Process Sales Qualified Lead Decision Maker Negotiation 120

MTD Sales Training

SEPTEMBER 22, 2011

You have made the sale. However, understand that you have not closed the sale; in fact, you have just opened it. Here are three best practices for after the sale performance that will help you cultivate deeper relationships and turn more one-time customers into long-time clients. #1 – Continue to Sell. What happens to your enthusiasm for your product or service once you close the sale?

Loyalty 120

Loyalty Up-Sell Networking Follow-up 120

MTD Sales Training

SEPTEMBER 23, 2011

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle. Then, in Step II , you designed the individual sales stages. Now, let us look at what to do with this information and how the sales process will help you get better results from your sales activity and make more sales ! Let us use a hypothetical sales person whose sales process looks like this: Suspect Indefinite.

Sales Process 120

Sales Process Proposal Cold Calling Negotiation 120

MTD Sales Training

SEPTEMBER 26, 2011

Closing the sale while sitting across a desk or the dining room table from a married couple can be tricky. When one spouse is solely dominant and clearly makes the decisions, it’s not so bad. However, when they begin to use each other to stall and toss the ball between them, it can be very frustrating: Wife: “Well, what do YOU think?”.

Closing 120

Closing Objections Positioning Course 120

MTD Sales Training

OCTOBER 22, 2013

So, you’ve done all the hard work in preparing for the visit to your prospect. You’ve got all the materials you need, the traffic’s been ok and you’ve arrived on time. You ask for the prospect at reception and you’re told that you will be collected in a few minutes. What can you do during this phase while you’re waiting?

Prospecting 120

Prospecting Decision Maker Course Benefit 120

MTD Sales Training

FEBRUARY 25, 2014

Robotic. That’s what 99% of telesales people sound like when they open a call. They get you on the phone and then immediately “show up and throw up” all over you with the same old, same old phrases such as: “How are you today?”. “My name is Jo Blow from XYZ, we specialise in…”. “You don’t know me but my company increase…”. “Can I ask you a question Sean…”.

Cold Calling 120

Cold Calling Prospecting Up-Sell Conversion 120