MTD Sales Training

FEBRUARY 12, 2018

There are essentially two things you should reflect on after you’ve met with a prospective buyer…the how and the what. How did the buyer bring up their problems or opportunities? What questions did the buyer bring up? How did I get the buyer involved in those solutions? How did I respond to those?

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

MTD Sales Training

JULY 30, 2019

This concept has been adopted into many industries and can be seen in scientific advancements, technological know-how and globalisation’s acceptance of ‘if it ain’t broke, break it!’. And he defines how buyers are looking for results, not promises of a better future. He talks of co-creating solutions with clients. Happy Selling!

Up-Sell 150

Up-Sell Buyer Trends Exact 150

MTD Sales Training

FEBRUARY 26, 2019

Well, demands and needs of clients change as time progresses, so if you’re still trying to sell the same way as you did five years ago, for example, the market and industry changes that have occurred may well mean the decision-making processes your customers go through will have changed also.

Sales Process 185

Sales Process Decision Maker Cold Calling Buyer 185

MTD Sales Training

DECEMBER 9, 2019

Even though this company sells some of the best products in their industry, the prospects were being turned off by a product push. Reason I’m calling is we recently helped a company in the (customer’s) industry increase their sales by 10% while reducing their marketing spend by the same amount. You guessed it.

Course 235

Course Industry Sales Prospecting 235

MTD Sales Training

AUGUST 9, 2012

Often there is good reason for prospective buyers to share such a sentiment. Once a trusting, opening minded buyer gets caught in a bad situation and gets hurt and loses money or more, it only makes sense that they be a bit more careful. However, usually the prospect overemphasizes takes these fears and takes them way out of context.

Prospecting 273

Prospecting How To Guarantee Buyer 273

MTD Sales Training

AUGUST 14, 2012

I talk constantly about the modern-day buyer and how they have evolved from those of the past. You must know everything there is to possibly know about your product, service and entire industry, as well as the past, present and future conditions of each. #2: Today’s buyer will test you like never before.

Consumer 259

Consumer Buyer Education Networking 259

MTD Sales Training

MARCH 12, 2019

Today’s salesmanship is identified by a professional approach, highly intelligent about their products, their market, their customers and their industry, and a keen desire to find out about their prospects’ business before presenting solutions. Well, most salespeople still sell as if buyers were needing to know information.

Customer 181

Customer How To Exact Buyer 181

MTD Sales Training

JANUARY 25, 2018

Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. 3) Research, research and research some more what the best salespeople in your industry do to succeed.

Influencer 181

Influencer Research Objections Industry 181

MTD Sales Training

OCTOBER 11, 2017

Industry And Market Questions. How will you address your relative lack of experience in the xxx industry? Could you describe your achievements to date in the xxx industry? Tell me your viewpoint on how buyers in this industry have changed over the last 5-10 years.

Lead Rank 199

Lead Rank Motivation Margin Industry 199

MTD Sales Training

AUGUST 7, 2012

If the buyer already had a pre-existing interest in your products or services, would it not make sense that they should have called YOU? The Buyer is Innocent. Sales Person: “You see, Liam, my information is that your company is a leader in the industry and that requires an astute business head, especially in this economic climate.

Cold Calling 290

Cold Calling Decision Maker How To Objections 290

MTD Sales Training

JANUARY 24, 2018

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. They feel that presenting answers will make the buyer sit up and take notice. Buyers do not buy products.

Decision Maker 120

Decision Maker Guarantee Face-to-face Buyer 120

MTD Sales Training

MAY 15, 2020

Remember the radio station that every buyer tunes into…WII fm. Yes, the buyer’s antennae tunes in when they hear something that generates interest at an emotion level, and you answer the question “What In It For Me?”. So, tune into your buyers’ imaginations and make the demonstration come alive. Sell on value not on price.

Face-to-face 156

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

MTD Sales Training

MARCH 9, 2017

But this is also known by today’s modern buyer , and they see through it like silk underwear. But if you utilise this phenomenon, you will be looking out for new ideas, wondering why the company is doing this, or why the buyer said that. Why has the buyer been using the competitor’s product? What makes a strong tree or plant?

Prospecting 120

Prospecting Film Buyer Industry 120

MTD Sales Training

JULY 9, 2019

By condemning the buyer as a fool for not seeing you is counterproductive and leads to your attitude being one of constriction and lack of advancement. So, what strategies can you consider that would help in the situations where you can’t get in front of the buyer? 4) DON’T judge the prospect because of their unwillingness to see you.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

MTD Sales Training

SEPTEMBER 20, 2016

To check if there is a chance for further engagement with a potential buyer , you can use objective criteria for assessing the sales opportunity. Take a look at these six components and see how they fit in with your industry. Pain: Do you know what buyer pains they are suffering? How can you get the buyer to buy-in to the value?

How To 120

How To Influencer Buyer ACT 120

MTD Sales Training

APRIL 17, 2012

The modern day sales process has changed, and sales professionals across all sectors and industries are having to change the way that they sell in order to engage and interact with the modern day buyer. The days of the mighty cold call are fading away fast, as the modern day buyer simply doesn’t want to [.]

Cold Calling 174

Cold Calling Buyer Industry Sales Process 174

MTD Sales Training

APRIL 5, 2016

And it’s possible that you have built up a good relationship with the buyer you have been dealing with. They keep you informed proactively of changes happening in their business or their industry. Here are some tips when you know the buyer is leaving the client: Have a chat with the current buyer before they leave.

Buyer 120

Buyer LinkedIn Benefit Groups 120

MTD Sales Training

JULY 5, 2017

You will have heard how important it is to build rapport with a buyer and gain their trust. This harmony is important because without it at the subliminal level, you don’t connect emotionally with the buyer and you end up with some form of conflict, even if it is at a superficial level. Here are just five: Don’t Do Your Research.

Face-to-face 120

Face-to-face Proposal Social Media Research 120

MTD Sales Training

DECEMBER 7, 2017

18) Recognise that buyers have access to much more information than ever before. 19) Remember that buyers don’t buy your products or services; they buy the results your products and services give them. 21) Technology is changing the buying cycles of buyers, so build your knowledge of all the technological advances in your industry.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

MTD Sales Training

OCTOBER 5, 2018

Your search may bring up the details of the company buyer, but are they the person who is going to make the final decision? Check out their LinkedIn credentials, or google them to find other facets of their industry experience. 2) Make sure your research is complete and accurate.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

MTD Sales Training

MARCH 23, 2017

It’s normally because the buyer trusts the salesperson much more than they do the company. These could be new ideas, strategies or research relating to their industry, or suchlike. Remember to always understand what value means to the buyer, and discuss what really matters to them. Why does this happen? Differentiation.

Prospecting 120

Prospecting Competition Buyer Exact 120

MTD Sales Training

MAY 14, 2019

Here are some techniques that will help you stay relevant in your industry: 1) Be aware that companies don’t buy your products or services. It is possible today to find out everything you need to know about a company and the buyers there by deep research. 4) Know more about your competition than your prospects do.

B2B 150

B2B Social Media LinkedIn Influencer 150

MTD Sales Training

AUGUST 16, 2017

It could be the buyer has a similar solution and doesn’t want to change. We’re Unique” This may occur because of a statement you made or because the prospect doesn’t see you as a strong player in that industry. Objections occur for many reasons. Maybe you haven’t built up the value of your solution.

Objections 189

Objections How To Call-back Industry 189

MTD Sales Training

DECEMBER 27, 2018

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. The real key is adapting and developing your services so that buyers feel you can assist them to gain more business in the future.

Customer 120

Customer Loyalty Vendor Competition 120

MTD Sales Training

NOVEMBER 27, 2017

Successful BDMs ask those deeper questions, because they see them as the only inroad to increasing knowledge about their industry, their products and services and their clients. You identify industry trends that you can pass on. By creating a curious mindset, the BDM is never satisfied with being ‘good enough’.

Influencer 267

Influencer Knowledge Base Research Trends 267

MTD Sales Training

JUNE 25, 2018

Discovering: This is where you work with the buyer to ascertain what your services can help their company achieve. Presenting: Here, you go through the options that might be available to the buyer and help them choose the ones that are most conducive to them achieving results. Is my prospecting system robust, usable and effective?

Sales Process 120

Sales Process How To Collateral Webinar Metrics 120

MTD Sales Training

SEPTEMBER 30, 2019

We still meet salespeople on our programmes who lack the ability to become known in their industry as an influencer, someone who is an inspiration and makes an impact on their customers’ businesses. Your ability to quickly connect with your customers to advise on new technologies, new industry events and news that will help their business.

Social Media 253

Social Media Sales Media Energy 253

MTD Sales Training

AUGUST 29, 2011

While there are many different buyer types that you have to deal with everyday, in today’s age of instant information, there is one type that has become quite formidable. This prospective buyer in the past was not more than an inquisitive person who possessed some rudimentary knowledge of your industry, and worked primarily on conjecture.

Prospecting 120

Prospecting Referrals Buyer Education 120

MTD Sales Training

AUGUST 24, 2017

An invitation to a breakfast or lunch seminar or webinar on an industry topic, research briefs, an article about a regulatory change or industry trend, etc. Create A List Of Buyers You Want To Work With. Provide Valuable Content Your Referral Sources Can Share With Their Network.

Referrals 189

Referrals Ideal Customer Profile Small Business Small Business 189

MTD Sales Training

DECEMBER 14, 2017

Linked to that is t he ability to see things from the buyer’s point of view. Rather than trying to push your products or services on a prospecting call, identify what potential problems the buyer in a particular company may be currently facing and adapt your call to those issues.

Prospecting 136

Prospecting Face-to-face Cold Calling Benefit 136

MTD Sales Training

JUNE 27, 2012

However, done incorrectly, the smallest price decrease can cost you the sale, the trust of the buyer, many other sales and possibly your reputation in the industry. He told the buyer, that this is exactly what they need and this is the best price. Understand that today’s modern buyer is educated and perceptive.

Discount 283

Discount How To Referrals Objections 283

MTD Sales Training

OCTOBER 11, 2011

Through eselling® you can learn to position yourself as an industry expert in your field and become a trusted advisor to your potential clients and buyers, and demonstrate why you are the person they should come to for their wants and needs.

Conference 258

Conference Decision Maker Licensing Social Media 258

MTD Sales Training

NOVEMBER 12, 2018

Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the cheaper option. They will come across as weaknesses in your presentation.

Proposal 120

Proposal Social Media Discount Buyer 120

MTD Sales Training

FEBRUARY 13, 2012

In today’s marketplace of shrinking budgets , growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off one another in search of the best deal.

Loyalty 262

Loyalty Referrals Banking Guarantee 262

MTD Sales Training

NOVEMBER 23, 2011

You probably know already that I often speak and write about the evolution of the modern-day buyer. . Today’s sales professional has to evolve along with the modern-day buyer in every aspect. Today’s buyer will test you, like never before. However, simply adapting to some new and advanced techniques is not enough.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. The problem with this is that today’s modern buyers know that this is a biased point of view! Recession Or Not, It’s Going To Be Like This For A Long Time.

Social Media 149

Social Media Negotiation Lead Capture Margin 149

MTD Sales Training

OCTOBER 26, 2017

Or simply an update on new research within your industry. Great KAMs recognise that they have to monitor when the best time to communicate with buyers is. It could be a quick search on a particular problem an account is facing, or a look at what your competitors’ offerings could mean to clients.

Account 175

Account Decision Maker Face-to-face Research 175