MTD Sales Training

FEBRUARY 20, 2012

Let’s face it, you are human and you will make mistakes. Also, your company and other people you work with have flaws and are prone to err once in a while as well. So what do you do when you or your company screws up , costing the customer time, money, headaches or worse? #1. Acknowledge and Inform as Soon as Possible. The very instant you know that something is amiss; you have to inform the client.

Face-to-face 291

Face-to-face Loyalty Up-Sell Study 291

MTD Sales Training

FEBRUARY 21, 2012

Small talk : That warm up is always a good thing in a face-to-face sales interaction. It’s that short period of time you have to create some rapport and chitchat a bit to ease into the sales presentation. However, should you ever attempt to initiate such a warm up in a cold call ? While there are some very different, if not, vastly opposing views on this among sales people, I don’t think there really is a controversy.

Cold Calling 287

Cold Calling Face-to-face Up-Sell Prospecting 287

MTD Sales Training

FEBRUARY 23, 2012

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude , just isn’t going to happen. The fact is that some things can hit you so hard and are so tangible that it leaves your head spinning and unfocused.

Positioning 261

Positioning Exercises Call-back Up-Sell 261

MTD Sales Training

FEBRUARY 24, 2012

You have gone through the entire sales presentation. You have closed a dozen times. You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. It’s all over and it’s time to leave. Try this last ditch effort. Hey, you have nothing to lose! Apologise! No scripts or magic words here. I want you first to understand the philosophy about this concept.

Face-to-face 259

Face-to-face Objections Commission Exact 259

MTD Sales Training

FEBRUARY 22, 2012

Sales 2.0 and modern day selling are hot topics right now, as more and more sales professionals and business owners are seeing the benefits of applying these concepts within their day-to-day sales processes. Social media and the internet have become big players in the business world, but few professionals really understand how to use these online tools to develop their sales techniques and generate qualified leads.

Social Media 235

Social Media Decision Maker Conference Sales Qualified Lead 235