2011 - Sales Pro Central

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

NOVEMBER 29, 2011

Our 2011 Sales Summit was held on Thursday 17 th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day. .

Negotiation

Negotiation Social Media Hotels Decision Maker

The 3 WORST Practices For Conducting A Successful Sales Meeting

MTD Sales Training

DECEMBER 14, 2011

Then, posting December 15, 2011, I will detail the three best practices, the DOs for sales meeting success! Posting December 15, 2011: The 3 Best Practices for Conducting A Successful Sales Meeting. The point is that just because it does not appear to be broken, does not mean it is not. Intimidate. Subjugate. #1. DON’T Berate.

Sales Meeting

Sales Meeting Meeting Groups Objections

What To Do When The Prospect Is Very Late For the Appointment: Part II

MTD Sales Training

OCTOBER 6, 2011

Posting October 7, 2011. If you impress and remain professional, even if you have a limited time, then you will normally find that they will be sincere in their apologies and will even offer to set up another meeting……sometimes even at your place! What To Do When The Prospect Is Very Late For the Appointment: Part III.

Prospecting

Prospecting Insurance Insurance Meeting

3 Ways To Handle The Prospect Who Is Shocked By Your Price

MTD Sales Training

OCTOBER 18, 2011

Posting Oct 19, 2011: The Three DON’Ts. A “shock” situation at the very end of the interaction is likely a failure of the entire sales process or indeed the way that you qualified this prospect in the first place. Instead of trying to put out the fire, it may be best to get out of the building! Happy Selling. Sean McPheat.

Prospecting

Prospecting ACT Objections Referrals

Are You Really Asking For The Order?

MTD Sales Training

DECEMBER 22, 2011

Posting Dec 28th, 2011: Three Ways Of Asking For the Sale. “However Steve, if you place an order with me today, not only will we pick up the shipping costs, but we will give you an additional box of the small widgets…absolutely FREE!”. You cannot wait for the prospect to snatch the contract out of your hand and close himself!

Incentives

Incentives Incentive Closing Follow-up

Today’s Warm Call Is The New Cold Call

MTD Sales Training

NOVEMBER 21, 2011

Posting November 22, 2011: 5 Powerful Tips For Handling the NEW Cold Call. Even if you have set an appointment to call, a poorly timed call can kill the lead. #5: 5: Confirm and qualify: You’ve been corresponding through LinkedIn, but are you absolutely certain you have the true DM? . Happy Selling. Sean McPheat. MTD Sales Training.

Cold Calling

Cold Calling Gatekeeper Face-to-face Decision Maker

Is Selling An Art, A Practice Or A Science?

MTD Sales Training

OCTOBER 24, 2011

Posting October 26, 2011. There appears to be an excellent case for the Science of Selling , as well. . What do you think? Please let me know. Get my take on this in, “The Essence of Selling”. Happy Selling. Sean McPheat. Bestselling Author, Sales Authority & Speaker On Modern Day Selling Methods . MTD Sales Training.

Face-to-face

Face-to-face Study Exercises Analysis

Purchase eselling® Today And Receive Some Stunning Bonuses

MTD Sales Training

JULY 6, 2011

Please note that these special bonuses are only available if you order today, Thursday 7th July 2011. I wish you all the very best in your selling efforts and I look forward to hearing your success story once you start to implement the techniques in the book. Sean McPheat.

Sales Coaching

Sales Coaching Up-Sell Coaching Training

An Effective Way To Identify Top Sales People

MTD Sales Training

NOVEMBER 10, 2011

Check out the next posting on: Nov 11, 2011: - The Ultimate Test For Hiring Top Sales People. The sales person who refuses to drop the price or alter the offer in any way, and continues to build value and close on the original offer at the original quoted price. What does each response say about the salesperson? Happy Selling, Sean.

Hiring

Hiring Objections Discount Proposal

What To Do When The Prospect Blames You For Your Competitors’ Failures

MTD Sales Training

OCTOBER 20, 2011

Posting October 21, 2011: What To Do When The Prospect Blames You, Part II. However, what do you do when the prospect has had a bad experience that is unusual and that you never knew existed? What do you do when the problem seems be an isolated incident? Happy Selling. Sean McPheat. MTD Sales Training.

Fashion

Fashion Prospecting Objections Industry

David Brent pops into MTD’s office and MTD’s 3 year old recruit – ah, bless

MTD Sales Training

SEPTEMBER 27, 2011

The 2011 Sales Summit plays host to seminars from guest speakers such as bestselling author Simon Hazeldine and MTD’s #1 Sales Trainer Mark Williams, who are presenting sessions on the latest sales approaches and strategies regarding prospecting, negotiating and improving sales interactions.

Decision Maker

Decision Maker Social Media Conference Negotiation

How to Compensate A Telesales Staff To Set Appointments

MTD Sales Training

DECEMBER 5, 2011

Posting December 7, 2011. Since the TSR does not close the sale and is not responsible to close the sale, why pay them on closed sales? The TSR is responsible for setting qualified appointments. More specifically, the TSR is responsible to SELL the appointment! Pay them for just that! How To Pay Your Telesales Team To SELL Appointments.

Compensation

Compensation Commission How To Sales Qualified Lead

Handling the “No Name” Policy When Cold Calling: Part I – How to Get A Name

MTD Sales Training

AUGUST 22, 2011

Coming Wednesday August 24 st , 2011. With enough skill and a bit of luck, sometimes you will actually find the exact name or email address of the decision maker you are looking for. In any case, get a name or two in that company, and hopefully in the department for which you need to contact. Happy Selling. Sean McPheat.

Cold Calling

Cold Calling Policies Gatekeeper Decision Maker

Do You Suffer from Phone Phobia?

MTD Sales Training

AUGUST 12, 2011

Coming Monday, August 15, 2011 – How to Eliminate Phone Phobia. Your unatural sounding voice acts like a warning beacon to the person on the other end of the telephone, screaming, “Telemarketer! Sales person, beware!”. You must eliminate phone phobia. Happy Selling! Sean McPheat. The post Do You Suffer from Phone Phobia?

Cold Calling

Cold Calling Telemarketing Gatekeeper Decision Maker

How To Design An Effective Sales Process: Step I – The Total Time

MTD Sales Training

SEPTEMBER 19, 2011

Posting September 21, 2011. Once you have a set length of time the optimum sales process should take, then you have something to compare all sales to, as they move through the process. Next, Part II – The Sales Stages. Happy Selling! Sean McPheat. The UK’s #1 Authority On Modern Day Selling.

Sales Process

Sales Process Top of Funnel Funnel Sales Cycle

Handling the No Name Policy When Cold Calling: Part II – What to Do with A Name

MTD Sales Training

AUGUST 24, 2011

Next up on Friday, August 26, 2011. Sales Person: “Do you know who might be in charge of making decisions on database software in your firm? Just get in the company and talk to anybody. Handling the “No Name” Policy When Cold Calling: Part III – When You have No Info. Happy Selling. Sean McPheat. The UK’s #1 Authority On Modern Day Selling.

Cold Calling

Cold Calling Policies Gatekeeper Decision Maker

Following Up on Literature to Set the Appointment: Tip #1

MTD Sales Training

JULY 25, 2011

Coming Wednesday, July 27, 2011—. In addition, the prospect cannot come back with the excuse, “I haven’t read the material yet, call me back…” Also, if by chance the prospect has read the material, then he has exceeded your expectations and feels like a hero! Happy Selling! Sean McPheat.

Follow-up

Follow-up Gatekeeper Decision Maker Call-back

The Sales Process: Step II – The Sales Stages

MTD Sales Training

SEPTEMBER 21, 2011

Posting September 23, 2011. You may also consider additional stages after the sale, such as: Customer. Reorder Customer. Expansion Customer. Design the stages of your sales process. Next up, Part III – Putting It All Together. Happy Selling! Sean McPheat. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Sales Process

Sales Process Sales Qualified Lead Decision Maker Negotiation

What To Do When The Prospect Is Very Late For the Appointment: Part I

MTD Sales Training

OCTOBER 5, 2011

Posting October 6, 2011. Use the incident to raise the value of you, your time and your products or services. What to Do When the Prospect Is Very Late For the Appointment: Part II. Happy Selling! Sean McPheat. The UK’s #1 Authority On Modern Day Selling. MTD Sales Training | Sales Blog | Image courtesy of FreeDigitalPhotos.net.

Prospecting

Prospecting Decision Maker Insurance Insurance

Following Up on Literature to Set the Appointment: Tip #2

MTD Sales Training

JULY 27, 2011

Coming Friday, July 29, 2011—. My schedule is tight also, and I am wondering if we might get together for a few minutes next Tuesday afternoon, or would very early on Thursday be more convenient for you?”. The material is simply a stepping-stone, a business card. Put less focus on it and set the appointment! Happy Selling! Sean McPheat.

Follow-up

Follow-up Call-back Gatekeeper Decision Maker

Do You Have Sales Superstitions?

MTD Sales Training

DECEMBER 1, 2011

Check the last three Posting December 2, 2011 in: More Sales Superstitions and Phobias. Be careful not to become like an old phonograph record where if something happens that moves you out of the “groove” it is all over. . Still have not seen any superstitions that plague you? . Happy Selling! Sean McPheat. MTD Sales Training.

Exercises

Exercises Sales Closing Report

Sales Pro Central

MTD Sales Training

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

The 3 WORST Practices For Conducting A Successful Sales Meeting

Trending Sources

What To Do When The Prospect Is Very Late For the Appointment: Part II

3 Ways To Handle The Prospect Who Is Shocked By Your Price

Are You Really Asking For The Order?

Today’s Warm Call Is The New Cold Call

Is Selling An Art, A Practice Or A Science?

Purchase eselling® Today And Receive Some Stunning Bonuses

An Effective Way To Identify Top Sales People

What To Do When The Prospect Blames You For Your Competitors’ Failures

David Brent pops into MTD’s office and MTD’s 3 year old recruit – ah, bless

How to Compensate A Telesales Staff To Set Appointments

Handling the “No Name” Policy When Cold Calling: Part I – How to Get A Name

Do You Suffer from Phone Phobia?

How To Design An Effective Sales Process: Step I – The Total Time

Handling the No Name Policy When Cold Calling: Part II – What to Do with A Name

Following Up on Literature to Set the Appointment: Tip #1

The Sales Process: Step II – The Sales Stages

What To Do When The Prospect Is Very Late For the Appointment: Part I

Following Up on Literature to Set the Appointment: Tip #2

Do You Have Sales Superstitions?

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