MTD Sales Training

JANUARY 28, 2020

Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Y ou need to show your value and differentials in how you approach the sales offering. MTD Sales Training | Sales Blog. Happy Selling!

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Competition Sales Meeting Meeting How To 375

MTD Sales Training

SEPTEMBER 30, 2019

Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. If you sell B2B, your primary concern has to be the overall benefits you bring to your customer base. When you develop your skills over time, you become a more valuable person in sales and in general.

Social Media 253

Social Media Sales Media Energy 253

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. 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! So that’s the benefit.

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Construction Engineering Software Software 181

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat. Managing Director.

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Intent Motivation Sales Benefit 235

MTD Sales Training

JANUARY 4, 2018

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. Don’t overload me with features and benefits. Tell me how your products and services have benefited other, similar companies. MTD Sales Training. Many salespeople ask us for our best tips on how to sell.

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Buyer Cold Calling Objections Call-back 257

MTD Sales Training

JUNE 26, 2012

You know the drill: you do a great sales interaction, cover as many objections as possible before they arise, ask for the order , and then continue to ask for the order. The question many sales people and more importantly, many buyers ask is when does that persistence cross the preverbal line and become harassment? Happy Selling!

Objections 271

Objections Motivation Benefit Course 271

MTD Sales Training

SEPTEMBER 4, 2012

We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. Of course, there are some products and services where price is common knowledge and not integral to the sales process, as in many retail selling scenarios.

Cancellation 300

Cancellation Retail Discount Benefit 300

MTD Sales Training

OCTOBER 4, 2017

So, when you are planning your approach to sales, it makes total sense to determine the strategies you are going to use to make it successful. But what exactly is a ‘sales strategy’? A sales strategy outlines the goals you will achieve and how you will go about qualifying prospects, overcome objectives and gain commitment.

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Strategy How To Face-to-face Transportation 169

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.

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Call-back Up-Sell Proposal Benefit 243

MTD Sales Training

JANUARY 2, 2019

How can this be applied to us as individuals in the sales world? How will others benefit when I achieve it? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Set Big, Hairy A * Sales Goals appeared first on MTD Sales Training. What would be my ultimate success picture?

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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!

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Case Study How To Discount Decision Maker 255

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 5, 2018

Strengths and weaknesses: What have you got that will benefit the customer? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Map Out Your Buyer’s Journey Pre & Post-Sale appeared first on MTD Sales Training. What can’t you provide that the customer might want?

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How To Buying Cycle Social Media Follow-up 224

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.

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How To Cold Calling Objections Benefit 269

MTD Sales Training

AUGUST 16, 2017

They may not know that your product offers gains they may not have thought of or allows them to increase benefits they didn’t know about. Many of your sales will have been made to companies who weren’t interested at first, but afterwards saw the advantages of dealing with you. Happy Selling! Sean McPheat. Managing Director.

Objections 189

Objections How To Call-back Industry 189

MTD Sales Training

FEBRUARY 15, 2012

Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind? Here are four common ways that you can actually lose a sale after it’s done and dusted! #1. Continue to push benefits after a buying decision. This can often cost you the sale. In a word, YES!

Competition 237

Competition Up-Sell Buyer Benefit 237

MTD Sales Training

MARCH 8, 2018

The first is that your solutions offer something they don’t have now , and they will be able to benefit from having or using it. Would that better quality be of some benefit to your customer? 3) Are there specific features or benefits your customer enjoys that could be improved with your solutions? MTD Sales Training.

Customer 120

Customer How To Proposal Benefit 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? Then help others see the benefits of change and the direction the business will go if everyone gets on board. MTD Sales Training. Do you welcome it, or do you wish everything would basically stay as it is.

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Competition Up-Sell Sales Benefit 163

MTD Sales Training

SEPTEMBER 27, 2017

Objections are a normal course of any sales interactions, but only if the extrinsic and intrinsic value hasn’t been raised in the customer’s mind. So, here’s a 3-step process that will help you overcome objections that come up during the sale: 1) Be Absolutely Clear On What They Mean. Observe these objections: “You’re too expensive”.

Objections 120

Objections How To Discount Benefit 120

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. Sell benefits. This doesn’t work! What is important to them?

Motivation 133

Motivation Objections Call-back Benefit 133

MTD Sales Training

APRIL 9, 2019

But we have to see the benefits of active listening in order for us to take it seriously. Why is it so important to display this skill, especially in a sales setting? Well, it embodies the whole professionalism of a sales consultant, in that it shows how important you consider the views, ideas and concepts of the prospect or customer.

Exercises 224

Exercises Benefit Intent Positioning 224

MTD Sales Training

MARCH 21, 2017

I am intrigued by Sky Atlantic’s high-octane, high-finance series ‘Billions’, starring Damian Lewis as a multi-faceted billionaire, whose private and professional life is as incongruous with the real sales world as it could possibly be. Most salespeople would talk about the benefits of the service and try to gain agreement to taking them.

Cold Calling 120

Cold Calling Call-back Buyer Follow-up 120

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

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

MTD Sales Training

FEBRUARY 21, 2018

One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Even if you are time-poor, give this key element in your sales process the attention it deserves. If you do, you’ll immediately see the benefits for yourself, and in the loyalty of new customers. MTD Sales Training.

Loyalty 163

Loyalty Prospecting Up-Sell Sales 163

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives. Shame on you!

Sales Meeting 169

Sales Meeting Meeting Decision Maker ACT 169

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. The post Small businesses versus large, summary statements and a quote from Zig Ziglar appeared first on MTD Sales Training. And a quote from Zig Ziglar. Take a look at this episode on [link].

Small Business 120

Small Business Small Business Benefit Buyer 120

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. STAGE 3 – THE VALUE ADDED SALES PERSON. We cover a lot of material on how to be a trusted advisor within our Online Sales Training and our Key Account Management Training courses. Happy Selling!

How To 350

How To Vendor Loyalty Call-back 350

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

SEPTEMBER 5, 2018

We all know the benefits of using quality questions in uncovering the current position our prospects are in. It certainly would, and it would also allow you to take the conversation on at a pace when things might be stalling in the sales process. Let me share some of their comments and show you how they benefitted.”.

Prospecting 224

Prospecting How To Retention Benefit 224

MTD Sales Training

SEPTEMBER 11, 2012

You can find a ton of sales training material and suggestions on what to SAY during a sales interaction, especially at the close. Although, this question may seem harmless and often necessary, it is usually harmful to the sale. The money they will save as a benefit of your solution. What Do You Think?”.

Closing 308

Closing Cancellation Positioning Up-Sell 308

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. Lack of sales preparation.

Face-to-face 156

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

MTD Sales Training

OCTOBER 30, 2018

Get your customer to use their imagination, rather than just stating facts, features and benefits about your products. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Why Storytelling Is Becoming The #1 Sales Skill To Master appeared first on MTD Sales Training. Happy Selling!

Networking 154

Networking Influencer Groups Analytics 154

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. Happy Selling! Sean McPheat.

Closing 169

Closing Prospecting Benefit Training 169

MTD Sales Training

MAY 8, 2017

You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale. However, one question is extremely damaging and will often kill the sale. The money they will enjoy as a benefit of your solution. During the sales close , you want the prospect to focus more on the emotion.

Closing 120

Closing Cancellation Positioning Prospecting 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

JUNE 5, 2017

Value is increased when the prospect sees the benefits of your solution to them and their business. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 5 Highly Effective Ways Sales People Can Respond To Sales Objections appeared first on MTD Sales Training. Happy Selling!

Objections 120

Objections Negotiation Sales Prospecting 120