MTD Sales Training

APRIL 23, 2019

Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. They could be called “THE LOGICAL BENEFITS” of doing business with you. or ‘What benefits do your customers achieve from your services?’. You’ve heard of a USP right?

Call-back 243

Call-back Up-Sell Proposal Benefit 243

MTD Sales Training

JULY 17, 2017

Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove! Here’s how: Write down the top 5 benefits that your product/service has. Then, you need to reverse engineer those benefits.

Construction 181

Construction Engineering Software Software 181

MTD Sales Training

JULY 23, 2013

Sales Interactions dont push benefits problem analysis sales results selling products' Where I see most successful salespeople getting the orders is when. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Analysis 248

Analysis Benefit Sales 248

MTD Sales Training

APRIL 9, 2019

But we have to see the benefits of active listening in order for us to take it seriously. What are the results and benefits of active listening? There are many books on interpersonal skills that you may benefit from. What exactly is ‘active listening’ and why can it be so difficult at times? Happy Selling! Sean McPheat.

Exercises 224

Exercises Benefit Intent Positioning 224

MTD Sales Training

DECEMBER 2, 2018

You want to build on that so the people who now rely on you to help them succeed can benefit from your knowledge and understanding. By showing your qualities early in your new career, there’s no reason why you shouldn’t see the benefits of successful results very soon. Happy Selling! Sean McPheat. Managing Director.

Sales Management 224

Sales Management Guidelines Up-Sell Coaching 224

MTD Sales Training

OCTOBER 2, 2019

Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. Episode 36: Small businesses versus large, summary statements and a quote from Zig Ziglar.

Small Business 120

Small Business Small Business Benefit Buyer 120

MTD Sales Training

FEBRUARY 12, 2018

By reflecting on the content, you will learn what will benefit this or the next contact when you meet up with them. Things like increase in productivity to keep up with competitors, decrease in staff turnover to reduce costs or improvement in quality to enhance margins might be seen as ‘baseline’ benefits. Now onto the ‘What’.

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

MTD Sales Training

SEPTEMBER 5, 2018

We all know the benefits of using quality questions in uncovering the current position our prospects are in. Let me share some of their comments and show you how they benefitted.”. The better the quality of the questions, the more information you will gain. Their answer to the question “How will you know you’ve made the right choice?”

Prospecting 224

Prospecting How To Retention Benefit 224

MTD Sales Training

MAY 23, 2018

If you decide to go ahead now, you will start saving/improve profits/increase production (whatever the agreed benefits are) as quickly as possible”. That way, your business will see the benefits as soon as possible. This increases the urgency and shows what the prospect will get as a result of their decision.

Closing 169

Closing Prospecting Benefit Training 169

MTD Sales Training

AUGUST 18, 2016

When we are putting our presentations together for a client meeting, we often, if not always, concentrate on the overall benefits to the client of our products and services. But there is also something that should be highlighted on top of all these company benefits, and it is often left out. How will the company benefit?

Decision Maker 120

Decision Maker Benefit Buyer Up-Sell 120

MTD Sales Training

DECEMBER 13, 2018

10) Show the end benefits of the negotiated position. By confirming what benefits you and the other party will have gained by agreeing the final negotiated position, you are able to secure confidence in what you have achieved and are less likely to face further negotiating tactics or ploys as you reach agreement.

Negotiation 174

Negotiation Margin Positioning Insurance 174

MTD Sales Training

JULY 26, 2016

Instead, we recommend you think of your questioning session as one where you talk benefits every time. Instead, think about how you can get the prospect to think of what you have in terms of how it will benefit them. Is that something you’d benefit from too?” . Have I probed enough? Would you ever require a service like that?”.

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

MTD Sales Training

JUNE 6, 2018

“What unique benefits do we provide?” If they see the benefits of uniqueness as meaning they get some added advantage over their competition, then it will be an area that they see real tangible value. ” People see uniqueness in different ways. “What customer needs do we fulfill?

Customer 203

Customer Up-Sell Competition Benefit 203

MTD Sales Training

MAY 3, 2020

To your customers you offer a good range of products and services and there are some other benefits that come along with it to. But if you don’t, you’re in real trouble if you’re at this stage. STAGE 2 – THIRD PARTY SUPPLIER.

How To 350

How To Vendor Loyalty Call-back 350

MTD Sales Training

MAY 19, 2017

How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has glazed over, approaching a comatose position?

Prospecting 120

Prospecting Benefit Lead Rank Lead Scoring 120

MTD Sales Training

NOVEMBER 13, 2013

Our existing clients can be of great benefit to us when trying to boost our sales. They can have a load of potentially new or repeat business, be able to refer you, become a joint venture partner. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 288

Referrals Benefit Sales 288

MTD Sales Training

SEPTEMBER 4, 2012

Also note that this is not just for your benefit, but more so for the benefit of the buyer. If on the other-hand the prospect decides NOT to buy after hearing the price, you have robbed the prospect of the opportunity to solve their problems and benefit from sale. Revealing Price Too Soon Is Unfair To The Buyer. Happy Selling.

Cancellation 300

Cancellation Retail Discount Benefit 300

MTD Sales Training

NOVEMBER 15, 2018

The value you offer has to be standing out in such a way that the customer sees real benefit in using you. How other people have benefitted from using you. You need to showcase your product or service, and this can be done in a number of ways, including: How you have revolutionised the way some of your customers run their business.

Insurance 163

Insurance Insurance Cold Calling Competition 163

MTD Sales Training

OCTOBER 28, 2014

This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits. [[ This is a content summary only. Often in a meeting, you’ll get to the point where the prospect brings up an objection. Visit my website for full links, other content, and more! ]].

Objections 248

Objections Benefit Meeting How To 248

MTD Sales Training

JANUARY 28, 2020

Highlighting the overall benefits of dealing with you often shows the competition’s pricing structure up for exactly what it is….cheap If you show how you have helped other companies like theirs accomplish goals, hit their objectives, become more productive or gain more profitability, they will see your value go up in their eyes.

Competition 375

Competition Sales Meeting Meeting How To 375

MTD Sales Training

AUGUST 30, 2017

What you offer: This has to be a benefit to the prospect. If you’ve sold the benefits effectively, he should be willing to at least see you. Don’t just rattle off what you do or the products you sell…your message will be deleted before you get to the end. What you want: An appointment would be good! So ask the prospect for one.

Cold Calling 196

Cold Calling Gatekeeper Call-back Energy 196

MTD Sales Training

MARCH 7, 2013

The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 293

Buyer Benefit Sales Process Sales 293

MTD Sales Training

JANUARY 4, 2018

Don’t overload me with features and benefits. Tell me how your products and services have benefited other, similar companies. Weave it in after business has been discussed, if necessary, but don’t try to ingratiate yourself into a buyer’s good books by being overly gracious.

Buyer 257

Buyer Cold Calling Objections Call-back 257

MTD Sales Training

NOVEMBER 2, 2018

Wordstream articulates a value proposition as something that “tells prospects why they should do business with you rather than your competitors, and makes the benefits of your products or services crystal clear from the outset”. A quick summary of the benefits will ensure you make it easy for the prospect to decide.

How To 219

How To Decision Maker Guarantee ACT 219

MTD Sales Training

FEBRUARY 15, 2012

Continue to push benefits after a buying decision. However, the sales person continues, usually while writing up the order, to push the benefits of the product or service. You have to remember that features and benefits are not solutions. The prospect has said “Yes,” and made the decision to buy. Bash the competition.

Competition 237

Competition Up-Sell Buyer Benefit 237

MTD Sales Training

MARCH 15, 2013

How will it benefit them? To sell to new prospects and clients you must understand their reasons for buying. What is motivating them to make this purchase? What are they going to get from it? Why do. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Motivation 268

Motivation Video Benefit Prospecting 268

MTD Sales Training

MARCH 12, 2019

So, when you present your solution, make sure that you are talking about the results that they will get rather than the features and benefits of your product. By doing this you make it very clear to them how they will benefit from your products. Instead they will buy whatever will solve the current situation that they are in.

Customer 181

Customer How To Exact Buyer 181

MTD Sales Training

SEPTEMBER 18, 2014

You’ve highlighted the value of your products and services and done everything possible to help the prospect see the benefits of dealing with you. You know the situation. And yet you still get the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 209

Prospecting How To Benefit 209

MTD Sales Training

JULY 19, 2012

Whatever it is that you sell; you should be able to tie a savings of some kind to the benefits of the product or service. Benefits may include saving time, money, man-hours, or something. Or, the benefits can include increasing income, which also relates to money and survival.

Objections 282

Objections Benefit Exact Closing 282

MTD Sales Training

SEPTEMBER 24, 2018

Modern research shows that offering insights and helping buyers to make decisions for the benefits of their business is key to getting the modern buyer involved. It’s now the ability to help their business succeed in areas where help and insights are required. 5) Build relationships at multiple levels with the business.

Buyer 308

Buyer Social Media Loyalty Channels 308

MTD Sales Training

SEPTEMBER 30, 2019

These partners could be other companies you can work with to create better versions of what you have now, or different companies that help you to generate better business models for them to progress and benefit from. If you sell B2B, your primary concern has to be the overall benefits you bring to your customer base.

Social Media 253

Social Media Sales Media Energy 253

MTD Sales Training

JUNE 26, 2012

When persisting for your own personal benefit however, you can cross the line after just a few closing attempts. The answer is simple: Persistence for the benefit of the prospect = professional. Persistence for the benefit of your pocketbook = harassment. What is the Difference Between Professional Persistence and Harassment?

Objections 271

Objections Motivation Benefit Course 271

MTD Sales Training

SEPTEMBER 3, 2018

If you know the destination first, you have a better chance of finding the right route and achieving the goal, because the person will know what benefits the communication will have for them. Think of these steps every time you need to communicate a message. Happy Selling! Sean McPheat. Managing Director.

Intent 235

Intent Motivation Sales Benefit 235

MTD Sales Training

NOVEMBER 29, 2017

For most salespeople, price is the biggest objection they have to overcome, and they do it by justifying the price-tag and comparing it against competitors or increasing the benefits of the product through its improved features. While this may have an effect in some cases, the real emphasis should be put on value, not price.

Lead Rank 163

Lead Rank Lead Scoring Benefit Exact 163

MTD Sales Training

JANUARY 16, 2012

With this avenue of thinking, many sales people look to the benefits their product or service offers. They think, ‘find a benefit the prospect likes and push it to make the sale.’ A benefit does not usually create an emotional reaction that leads to a buying decision. Unfortunately, this is a mistake. A Definition.

How To 266

How To Negotiation Benefit Prospecting 266

MTD Sales Training

SEPTEMBER 20, 2012

However, in addition to keeping the overall price or rate high, you also want to hold on to, or suppress one or more additional benefits that you can offer later in the negotiation. Stress the benefits, the problems it will solve and the monetary value of those problems. Example: “This product will cut your expenses by 38%.

Negotiation 264

Negotiation Hiring Examples Benefit 264

MTD Sales Training

OCTOBER 4, 2017

Profile Your Best Customers, The Ones Who Would Benefit Most From Using You. Your sales teams will benefit from having a strategic focus on who they should target and where their efforts would be best directed. This will give you a great marketing base on which to determine where your best efforts should be placed.

Strategy 169

Strategy How To Face-to-face Transportation 169