Top Sales Pro Central Sales Prospecting Content for January, 2012

The 3 Biggest Listening Mistakes Sales People Make And How to Avoid Them

MTD Sales Training

JANUARY 26, 2012

Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. There are reasons that listening skills deteriorate over time in the sales business and below are the main three.

How To

How To Exact Objections Prospecting

How To Knock On The Telephone

MTD Sales Training

JANUARY 6, 2012

Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. However, as mentioned in, “4 Reasons Why Prospects Fear Cold Calls,” most buyers still seem to harbour fear and animosity toward receiving a telephone solicitation call. Many feel a cold call… #1. Is an invasion of their privacy. #2.

Cold Calling

Cold Calling Telemarketing How To Buyer

How To Overcome The Fear Of Rejection In Sales

MTD Sales Training

JANUARY 9, 2012

A sales person with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to begin to develop a pessimistic anticipation when closing sales. In addition, those old thoughts like, “It takes X amounts of NOs to get a YES…” and, “You should not take rejection personally…” provide little comfort.

Cold Calling

Cold Calling Face-to-face How To Commission

Are Your Sales Teams Putting Out Fires When They Should Be Closing Sales?

MTD Sales Training

JANUARY 12, 2012

In this age of economic problems, strained budgets , reduced revenue and increased competition; companies the world over are doing what is necessary to survive. Often this includes reducing expenses, and rightly so. However, there is one area where reducing expenditures can cause more harm than good. In fact, you may think about increasing your budget in the area of Sales Support.

Closing

Closing Cold Calling Proposal Up-Sell

How To Deliver Bad News To The Sales Team

MTD Sales Training

JANUARY 20, 2012

Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly residual commissions!

How To

How To Commission Positioning Software

A Simple Way To Refocus On Your Selling When You’ve Been Distracted By Events

MTD Sales Training

JANUARY 11, 2012

It’s only normal and human for family problems, health concerns, financial issues and even the state of the ozone layer to sometimes flood your brain and distract you from optimum performance. You may have also found that simply to, “Put such thoughts out of your mind…” is much easier said than done! One way to deal with distractions that hamper sales success is to work.

Decision Maker

Decision Maker Call-back Competition Exact

Should You Own The Product That You Sell?

MTD Sales Training

JANUARY 30, 2012

Many sales people ask if they should buy the product or use the service that they sell. My answer is also a question in, “Do you truly believe in what you sell?” I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service.

Objections

Objections Commission Discount Benefit

4 Reasons Why Prospects Fear Cold Calls

MTD Sales Training

JANUARY 5, 2012

We have heard for years about how much today’s consumer detests receiving the dreaded cold-call. We all know that cold calling has become increasingly difficult and the modern-day buyer has become more evasive, defensive, suspicious and even hostile towards getting a telephone solicitation call. As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues.

Cold Calling

Cold Calling Prospecting Gatekeeper Face-to-face

How Effective Is Your LinkedIn Teaser?

MTD Sales Training

JANUARY 31, 2012

Your LinkedIn “teaser” is the short header section which appears at the top of your profile on the site, and includes your picture, name, profession, location, industry and most recent status update. It’s known as the “teaser” because it’s the only section of your LinkedIn profile which shows up when you appear in the platform’s search results and when you contribute to a discussion in one of your LinkedIn groups.

LinkedIn Ideal Customer Profile Groups Up-Sell

Should You “Wing It” or Have A Structured Sales Interaction?

MTD Sales Training

JANUARY 23, 2012

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era, word-for-word, rehearsed, “ Pitch.” Such was a primary tool of sales people, in particular telemarketers, years ago. Alternatively, we had the opposite of the canned spiel with the show up and throw up method, where sales people just walked in and did whatever they thought came natural.

Telemarketing

Telemarketing Fashion Exact Education

Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

MTD Sales Training

JANUARY 18, 2012

You made the initial contact through LinkedIn. You then directed the prospect to your company website for additional information. You emailed more documentation and now it is time to call to set an appointment. Fear begins to set in. Will you face a strong gatekeeper screen? Will the prospect have time to talk? Will your voice present the wrong image and ruin the sales process?

Prospecting

Prospecting Face-to-face Gatekeeper Up-Sell

How To Practice Your Sales Presentation

MTD Sales Training

JANUARY 13, 2012

Practice, practice, practice because practice makes perfect! While that age-old sentiment is nice, it is not true. Practice does not make perfect. Only Perfect practice makes perfect. I ask sales people if they routinely practice their presentation and often I get the response, “Oh, I have been doing this for years. I got it.” Or, “I’ve done this presentation so many times, I can do it in my sleep.”.

How To

How To Training Video Sales

How To Push Your Prospect’s Hot Buttons

MTD Sales Training

JANUARY 16, 2012

“Find the prospect’s hot buttons!” “ Push their hot buttons !” We’ve heard these thoughts before; but what do they mean? Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? How do you push those so-called buttons anyway? How do these hot buttons help you close sales? Exactly what is a Hot Button?

How To

How To Negotiation Benefit Prospecting

“You Had Me At Hello” – 3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

MTD Sales Training

JANUARY 25, 2012

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Although you may get many chances to do this during the sales process, the best time to differentiate yourself is in the very beginning. Here are three powerful ways to help you eliminate your competition so they could ultimately respond with “You had me at hello!

Competition

Competition Prospecting Hiring Call-back

Manage Your Facebook Leads Through Vitrue

MTD Sales Training

JANUARY 17, 2012

According to the latest facts and figures released, Facebook is now used by every 1 in 13 people on earth, and with over 50% of these logging on every day, the ability for prospecting and connecting with your followers through this platform is at an all-time high. As a sales professional or business owner you would probably love to be doing more prospecting on Facebook and be able to utilise this platform to the best of its abilities – but as with most social media sites, this can be very

Facebook

Facebook Lead Rank Lead Scoring Leads

Techy Tuesday – Be In The Know With Google Alerts

MTD Sales Training

JANUARY 10, 2012

When the Google.com domain first went online in 1997, few could have guessed it would soon become the massive online entity that it is today. With over 620 million visitors to the site every day, who produce more than 87 billion worldwide searches every month, Google should be considered any business’ first point of call when it comes to building a successful online presence.

Google

Google Sales Qualified Lead Tools Competition

MTD’s MD Named As Top Sales Influencer For 2012

MTD Sales Training

JANUARY 14, 2012

Hi all, It’s MTD’s Marketing Manager Louise here today. I thought I’d take over the Sales Blog today as I have some interesting news about MTD Sales Training’s MD Sean McPheat. Sean has been named as one of the Top 25 Sales Influencers For 2012 , which he is obviously very excited to know. The article has been produced by OpenView Labs, who have detailed their list of top influential sales leaders on the Web today – and Sean has been named as one the most powerful thought leaders in the wo

Influencer

Influencer Lead Generation Training Sales

How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

JANUARY 24, 2012

So how exactly do you prospect on LinkedIn ? Most sales professionals and business owners are only aware of their first degree connections. These are the people that you probably already knew before LinkedIn; friends, colleagues, people you have worked with in the past etc. But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with?

LinkedIn Prospecting Decision Maker How To

Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. 1. Recession Or Not, It’s Going To Be Like This For A Long Time. Whether you think we’re coming out of the recession or not, business has changed for a long time to come. You’ve got to accept that no-one is going to wave a magic wand and open the flood gates of spending again so if you’re waiting for that moment then you’ll b

Social Media

Social Media Negotiation Lead Capture Margin

Techy Tuesday – Put Some Social Oomph Into Your Twitter Account

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales. Twitter has grown significantly over the last year to become one of the most powerful social media platforms out there, and considering that Twitter users are now ave

Twitter

Twitter Account Social Media Media

Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. 1. Recession Or Not, It’s Going To Be Like This For A Long Time. Whether you think we’re coming out of the recession or not, business has changed for a long time to come. You’ve got to accept that no-one is going to wave a magic wand and open the flood gates of spending again so if you’re waiting for that moment then you’ll b

Social Media

Social Media Negotiation Lead Capture Margin

Techy Tuesday – Put Some Social Oomph Into Your Twitter Account

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales. Twitter has grown significantly over the last year to become one of the most powerful social media platforms out there, and considering that Twitter users are now ave

Twitter

Twitter Account Social Media Media

How To L.E.A.D By Example For Successful Sales Management

MTD Sales Training

JANUARY 19, 2012

Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. However, exactly what does that mean? Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. In some sales organisations, this may be practical. However, in many other situations, due to time constraints, additional responsibilities and a host of other reasons, it may not only be impractical, but impossible for the m

Examples

Examples Sales Management How To Loyalty

How To Inspire Sales People To Do Their Best

MTD Sales Training

JANUARY 27, 2012

The sales team works hard. Most put in long hours , study diligently and follow the plan. However, are all doing as well as they can? Are all of your sales people actually working as hard, trying has much and giving it all they have? In short, are they doing their very best? Below are some effective ways to help you motivate your sales people to do their very best and try their hardest.

How To

How To Motivation Face-to-face Exact

Sales Pro Central

January, 2012

MTD Sales Training

The 3 Biggest Listening Mistakes Sales People Make And How to Avoid Them

How To Knock On The Telephone

Trending Sources

How To Overcome The Fear Of Rejection In Sales

Are Your Sales Teams Putting Out Fires When They Should Be Closing Sales?

How To Deliver Bad News To The Sales Team

A Simple Way To Refocus On Your Selling When You’ve Been Distracted By Events

Should You Own The Product That You Sell?

4 Reasons Why Prospects Fear Cold Calls

How Effective Is Your LinkedIn Teaser?

Should You “Wing It” or Have A Structured Sales Interaction?

Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

How To Practice Your Sales Presentation

How To Push Your Prospect’s Hot Buttons

“You Had Me At Hello” – 3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

Manage Your Facebook Leads Through Vitrue

Techy Tuesday – Be In The Know With Google Alerts

MTD’s MD Named As Top Sales Influencer For 2012

How To Prospect On LinkedIn Through Your Connections

Sean McPheat’s 6 Sales Predictions For 2012

Techy Tuesday – Put Some Social Oomph Into Your Twitter Account

Sean McPheat’s 6 Sales Predictions For 2012

Techy Tuesday – Put Some Social Oomph Into Your Twitter Account

How To L.E.A.D By Example For Successful Sales Management

How To Inspire Sales People To Do Their Best

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