MTD Sales Training

JANUARY 2, 2019

Here are some company BHAGs that will set the scene for how you can make it more personal: Heinz: To be the world’s premier food company, offering nutritious, superior tasting foods to people everywhere. How can this be applied to us as individuals in the sales world? How will others benefit when I achieve it?

Sales Goal 222

Sales Goal How To Energy Motivation 222

MTD Sales Training

JUNE 4, 2019

he customer can make the connection between the product and the savings he will make, or the benefits they will get for the extra investment. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Build Value Before Having To Add Value appeared first on MTD Sales Training. Happy Selling!

Case Study 255

Case Study How To Discount Decision Maker 255

MTD Sales Training

AUGUST 16, 2017

If they really want the product now, maybe there’s a way you can help them support the application for further budget by highlighting the savings the company would make if they bought now rather than waiting. Keep in touch with them during the time it takes to secure budget and then approach them with the solution again.

Objections 189

Objections How To Call-back Industry 189

MTD Sales Training

NOVEMBER 5, 2018

Journey mapping can be considered as an in-depth analysis of how your customer’s experience is mapped out in their dealings with you and your company. Strengths and weaknesses: What have you got that will benefit the customer? 2) Meet with others in your company who can add value at each point on the journey. Happy Selling!

How To 224

How To Buying Cycle Social Media Follow-up 224

MTD Sales Training

APRIL 23, 2019

We all know that sales are based mostly on emotion and the decision is backed up with logic. 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. Feel valued.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

MTD Sales Training

NOVEMBER 20, 2019

There’s much more to it than just understanding features and benefits. This means that product knowledge is crucial to building effective sales and a lack of application of the right pieces of knowledge is frequently the reason people do not buy – and they don’t always tell you why either. Retail Sales – Essential Topics.

Retail 120

Retail Outsourcing Services Up-Sell Lead Rank 120

MTD Sales Training

NOVEMBER 2, 2017

If there was one quality or trait that you would think all great sales director share, what would you think it to be? Dealing with the change that happens within every company needs vision, foresight, guts and determination. Then help others see the benefits of change and the direction the business will go if everyone gets on board.

Competition 163

Competition Up-Sell Sales Benefit 163

MTD Sales Training

NOVEMBER 15, 2018

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. Finally, my team member asked what it was about their company that made them deserve our business. Happy Selling!

Insurance 163

Insurance Insurance Cold Calling Competition 163

MTD Sales Training

JULY 24, 2012

Is closing a sale a matter of circumstance and running into the right prospect at the right time? Then others will claim that luck or happenstance has nothing to do with success in sales and it is all a matter of skill and effort. Success in sales requires a consistent and unyielding work ethic. MTD Sales Training.

How To 269

How To Cold Calling Objections Benefit 269

MTD Sales Training

MAY 15, 2020

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! ” Here’s 18 sales mistakes that poor salespeople make. Sales Mistakes To Avoid. Lack of sales preparation. How many are you guilty of?

Face-to-face 156

Face-to-face Buyer Up-Sell Follow-up 156

MTD Sales Training

MAY 23, 2018

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. Instead, the team needed to do everything else right in the sales process so that the close was simply a natural next step in the process. MTD Sales Training. Do you agree?”. Happy Selling!

Closing 169

Closing Prospecting Benefit Training 169

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer. This is the company they work for. Sell benefits.

Motivation 133

Motivation Objections Call-back Benefit 133

MTD Sales Training

MARCH 26, 2019

By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Using this type of sales technique, the intention of the salesperson is to overtly sell their product. There doesn’t appear to be much of a sales process. Either face-to-face or online.

Face-to-face 205

Face-to-face Consultative Selling Intent Buyer 205

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. MTD Sales Training. Find Out Here…) appeared first on MTD Sales Training.

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Sales Meeting Meeting Buyer Objections 163

MTD Sales Training

APRIL 7, 2020

You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic. The majority of our sales are face-to-face. Think of remote selling as sales on a different plane to face-to-face. How can we quickly adjust to selling in this digital world?

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

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

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat. Managing Director.

Buyer 308

Buyer Social Media Loyalty Channels 308

MTD Sales Training

APRIL 20, 2017

The initial interaction with the buyer is one of the most critical parts of the sales process. The most common ways of starting the sales interaction have been around for many years. You may have seen our products on the net… Claim To A Benefit. Company Reference. So what would be a better way to open the sale?

Buyer 120

Buyer Follow-up Intent Positioning 120

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. This refers to the way the company does business. MTD Sales Training. Happy Selling! Sean McPheat.

Lead Rank 163

Lead Rank Lead Scoring Benefit Exact 163

MTD Sales Training

JUNE 6, 2018

” You must have adequate knowledge of what your competition are offering, so you don’t come up short when prospects are comparing your products with other companies. “What unique benefits do we provide?” MTD Sales Training. ” People see uniqueness in different ways. Happy Selling! Sean McPheat.

Customer 203

Customer Up-Sell Competition Benefit 203

MTD Sales Training

SEPTEMBER 26, 2018

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. 3) Identify your ideal clients. Happy Selling! Sean McPheat.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

MTD Sales Training

JANUARY 20, 2012

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! A company earns $200 million in profits.

How To 283

How To Commission Positioning Software 283

MTD Sales Training

AUGUST 14, 2012

Short and sweet, here are the three top qualities of the modern-day sales professional. #1: 1: Today’s Sales Professional is an Expert. It’s not uncommon for the prospect to know as much or even more than the sales person does about their product or service. 2: Today’s Sales Professional is Technologically Advanced.

Consumer 259

Consumer Buyer Education Networking 259

MTD Sales Training

AUGUST 30, 2017

Remember this sequence, and all should be well: Introduction: A cheery greeting with your name and company. 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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Cold Calling 196

Cold Calling Gatekeeper Call-back Energy 196

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

MARCH 2, 2017

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. The prospect says “Your product looks good but it is a lot cheaper at xyz company who we already use”. Let me show you how it can….”. Happy Selling!

Objections 120

Objections Face-to-face Discount Up-Sell 120

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer. This is the company they work for. This doesn’t work!

How To 120

How To Motivation Objections Call-back 120

MTD Sales Training

NOVEMBER 23, 2011

Today’s sales professional has to evolve along with the modern-day buyer in every aspect. So, let’s take a moment and identify some of the qualities needed for today’s modern-day sales professional. . #1: 1: Today’s Sales Professional is a True Believer. 2: Today’s Sales Professional is an Expert.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

MTD Sales Training

MARCH 12, 2019

Yes, that seems contrary to everything we learned in sales, doesn’t it? In fact, many surveys show that the buyer is more than 70% along the buying process before they contact a company. Here are some tips: Approach the sale with an attitude of curiosity. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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Customer How To Exact Buyer 181

MTD Sales Training

FEBRUARY 16, 2012

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. 2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations.

LinkedIn 282

LinkedIn Social Media GoldMine Decision Maker 282

MTD Sales Training

JANUARY 24, 2018

The decision maker will have a lot of things going through their mind, and your job as a sales consultant is to make it easy for them to make that decision. When your preparation is specific and bespoke to the buyer’s company (and themselves, if necessary), you show that there is every reason to build confidence and trust in you.

Decision Maker 120

Decision Maker Guarantee Face-to-face Buyer 120

MTD Sales Training

OCTOBER 10, 2018

They may ask you what makes your product or company better than someone else. Well, depending on how trusting you are of people, built on your experience and conditioning, you may give the person the benefit of the doubt, or you may surmise that you need to prove trustworthy before I offer you that trust. Where do you start?

Social Media 194

Social Media Guarantee Objections Up-Sell 194

MTD Sales Training

AUGUST 21, 2012

However, over the years I have noticed that sales people also have some distinct traits or selling styles as well. So, I thought I would share this educational, Water Cooler titbit about a few Sales Personality Styles and some of the potential drawbacks of each. Which one of the sales styles below most resembles you? The Doctor.

Remedy 219

Remedy Education Loyalty Negotiation 219

MTD Sales Training

JULY 9, 2019

Many salespeople will persist with a sales message and keep forcing their products or services over email or phone. You are showing that you are interested in their company’s success, rather than just selling her your products. This will set you apart from other sales companies and will make you appear to be more valuable to them.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

MTD Sales Training

JULY 19, 2012

Unfortunately, many sales people still have a difficultly time overcoming these, “econojections.” The main reason sales people have such problems with econojections is that they are not objections at all. If they are going to close their doors, then you may want to reconsider this company as a viable prospect. Sales Person.

Objections 282

Objections Benefit Exact Closing 282

MTD Sales Training

FEBRUARY 1, 2018

It’s one of the biggest complaints we hear in our sales programmes. “My Buyers within the companies you are prospecting are not interested in you. Well, it’s not going to be what your company does or what your products do. Show them the benefits their company can receive from dealing with you. MTD Sales Training.

Prospecting 154

Prospecting Loyalty Research Exact 154

MTD Sales Training

APRIL 5, 2016

Get them to introduce you to others in the company who may be of help to you. If you’re an established supplier to the company, remember that this is a golden opportunity for your competitors to enter the mindset of the new buyer. Decide how you will present your company to the new buyer. appeared first on MTD Sales Training.

Buyer 120

Buyer LinkedIn Benefit Groups 120