MTD Sales Training

NOVEMBER 26, 2019

Not every customer is open to the kind of conversation we are discussing, but when you approach people in the right way you will find that more of them will be ready to open up to you. We will discuss how to overcome the barriers some might people put up, and this will help you to have good sales conversations with more people every day.

Retail 156

Retail Customer Fashion Motivation 156

MTD Sales Training

APRIL 18, 2012

While an expert-level sales professional can make a sales presentation LOOK like a casual, impromptu conversation, does not mean that it actually IS a causal, unplanned conversation. A great sales interaction is not an accident. In fact, a great sales presentation is very much like a good golf swing. Don’t worry, if you are not [.]

Conversion 279

Conversion Sales 279

MTD Sales Training

SEPTEMBER 9, 2019

It may sound a case of semantics, but it will make a big difference in your attitude and response as the conversation goes on. You’re more likely to get the prospect thinking about the next steps when they see the conversation progressing well. We want to gain commitment and open the relationship, rather than close something.

Proposal 196

Proposal Objections Closing Buyer 196

MTD Sales Training

SEPTEMBER 9, 2014

When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 266

Sales Conversion How To 266

MTD Sales Training

NOVEMBER 26, 2013

One of the most difficult conversations you’ll probably have is the one where the prospect can’t make their mind up, is indecisive or doesn’t know how to make a commitment. Mainly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 289

Prospecting How To Objections Up-Sell 289

MTD Sales Training

JANUARY 28, 2020

This will reduce the impact of the competition and the very nature of the conversation will attract their focus to you, not the competitor. Look ahead at how they need to be structured in one, two- or three-years’ time. Create awareness in what your business can do for them during that time.

Competition 375

Competition Sales Meeting Meeting How To 375

MTD Sales Training

DECEMBER 4, 2013

You’re having a great conversation with the prospect, building up value and creating real desire in their minds for your solution. It happens every day in most sales interactions. They seem to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 283

Prospecting Objections Conversion How To 283

MTD Sales Training

SEPTEMBER 30, 2014

In conversations with salespeople, we sometimes ask if they know the differences between prospects’ needs and prospects’ wants. It may sound pedantic, but it can make a real difference in presenting. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 241

Customer How To Prospecting Conversion 241

MTD Sales Training

NOVEMBER 19, 2014

When you get to a point in the conversation with a customer where you have to negotiate on price or some other issue, remember one thing: the vast majority of negotiations occur because you haven’t. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Negotiation 236

Negotiation How To Conversion Customer 236

MTD Sales Training

SEPTEMBER 25, 2014

How many times have you been in conversation with a prospect and the question of budget comes up? You want to know if you’re pitching in the right ball-park, so you go right out and ask what budget. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 224

How To Buyer Prospecting Conversion 224

MTD Sales Training

JULY 13, 2017

Turn It Into A Conversation Rather Than A Pitch. The best way to do that is to engage in a conversation with the prospect. You can also check out your presentation to make sure it still sounds fresh and you’re clear on its aims. You put pressure on yourself if you think that you need to make a perfect presentation.

Sales Meeting 169

Sales Meeting Meeting Training Sales 169

MTD Sales Training

JANUARY 10, 2013

To know what your prospect is thinking, being able to react and guide the conversation in a way that builds rapport really quickly, is actually. [[ This is a content summary only. Becoming a mind-reader is a dream for most salespeople. Visit my website for full links, other content, and more! ]].

How To 276

How To Conversion Prospecting Sales 276

MTD Sales Training

JANUARY 13, 2014

I had a very interesting conversation with one of my clients this week. We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Meeting 241

Sales Meeting Meeting Sales Process Conversion 241

MTD Sales Training

DECEMBER 17, 2013

In modern businesses today, most sales people will spend a good proportion of their time responding to email enquiries from prospects – rather than having these initial conversations over the phone. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Conversion 227

Conversion Prospecting Sales 227

MTD Sales Training

APRIL 9, 2013

This is especially true when we run activities around the conversational quality of questioning. [[ This is a content summary only. Many of our programmes have exercises and activities that bring the best out of salespeople. Visit my website for full links, other content, and more! ]].

Exercises 254

Exercises How To Conversion 254

MTD Sales Training

JANUARY 6, 2015

When in conversation with your customer or prospect, there are many things said that are important but maybe overlooked. This happens in every conversation we have, because the normal flow of. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Conversion 120

Conversion Customer Prospecting 120

MTD Sales Training

APRIL 6, 2012

You make a connection and engage in a productive conversation, discussing possible interests and developing some rapport. The prospect stops by your booth. Then a few days, a week or more later, you call the prospect back, only to find that the situation is the equivalent of a cold call. If you have ever returned [.]

Trade Show 272

Trade Show Cold Calling Leads Marketing Qualified Lead 272

MTD Sales Training

FEBRUARY 11, 2020

If that’s been your experience, maybe you need to review the questions you ask to drive the conversation on, professionally and with confidence. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision.

Closing 300

Closing Proposal Negotiation Benefit 300

MTD Sales Training

SEPTEMBER 15, 2016

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Conversion 120

Conversion Prospecting 120

MTD Sales Training

SEPTEMBER 22, 2016

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. This is called a softener, and it eases you and the prospect into the next part of the conversation. I’m Fred Smith with ABC Widgets. Happy selling! Sean McPheat.

Decision Maker 120

Decision Maker Objections Call-back Industry 120

MTD Sales Training

MAY 4, 2018

If you want the client to remember you, have some pearls of wisdom to discuss with your client at strategic points in the conversation. Conversely, the people on the ground can see car number plates and shop signs. Following on from that, the second mistake is having a poor structure to the call.

Film 184

Film Decision Maker Exact Course 184

MTD Sales Training

JULY 23, 2015

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 120

Customer Conversion Sales 120

MTD Sales Training

SEPTEMBER 5, 2018

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. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections. Wouldn’t that be a golden arrow in your armoury?

Prospecting 224

Prospecting How To Retention Benefit 224

MTD Sales Training

JANUARY 14, 2020

If you be yourself and allow the conversation to be between two business people, one of whom has a challenge, the other the answer to it, you are on equal terms and have a great opportunity to build a relationship based on improvements for all concerned. It’s quite difficult to sound perfect, so don’t even try. Instead, be natural.

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

MTD Sales Training

FEBRUARY 6, 2012

Well, a great way to gain direct contact with these desired connections is to strike up a conversation with them in one of the many LinkedIn groups that the platform has to offer. So how can you delve into this network of key decision makers and engage with them on a one-to-one level?

Decision Maker 291

Decision Maker Groups Networking LinkedIn 291

MTD Sales Training

JULY 26, 2016

But the truth is that this can bog you down into thinking you’ve got to vary your questioning type and it can lead to confusion and a lack of flow in the conversation. These questions now allow you to open up the conversation to deeper questioning and a further examination of the prospect’s specific needs.

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

MTD Sales Training

DECEMBER 9, 2019

Did you notice that you didn’t mention your products or services in that first part of the conversation? You’re setting expectations that can’t be met if you do, and that will only cause more problems in the long run. It’s not relevant or necessary. What you need to do is build their interest to know more.

Course 235

Course Industry Sales Prospecting 235

MTD Sales Training

JANUARY 8, 2015

So you’ve finally got through to the decision-maker and had some form of conversation with them. They seem interested in what you have to offer. You get a tiny thrill of excitement, as you think this. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Objection Handling'

Decision Maker 120

Decision Maker Objections Conversion 120

MTD Sales Training

MAY 10, 2018

By keeping the prospect engaged at all times, you keep the communication lines open , the conversation progressing and the commitment to advance the sale uppermost in their mind. This keeps them involved and ascertains if the direction you are going is the way they wish to proceed. Happy Selling! Sean McPheat. Managing Director.

Meeting 163

Meeting Prospecting How To Sales Meeting 163

MTD Sales Training

JULY 5, 2017

Your questions or comments on your research can drive the conversation forward. If you allow the client to take early control of the conversation, you run the risk of just being a sounding board and answering question after question, so the client just pumps you for information which you obediently regurgitate.

Face-to-face 120

Face-to-face Proposal Social Media Research 120

MTD Sales Training

FEBRUARY 25, 2014

The issue with all of these is that the caller assumes that I’ve got the time and desire for the conversation. By doing this at least you are asking their permission to ask them a few questions and to get into a conversation. “You don’t know me but my company increase…”. Can I ask you a question Sean…”. I could go on and on!

Cold Calling 120

Cold Calling Prospecting Up-Sell Conversion 120

MTD Sales Training

MAY 28, 2019

She engaged him in conversation, she asked about his family, gave him his refreshments and ensured he had everything that made him comfortable. He told the story of how he was treated by a member of the cabin crew, and it was stunning in its simplicity but profound in its results. The passenger was not only impressed, but intrigued.

Customer 219

Customer Face-to-face How To Travel 219

MTD Sales Training

FEBRUARY 1, 2012

1 – Prevent the Conversation From Going Off Target. You also want to direct the conversation so it does not delve into sensitive areas such as politics or religion. The warm up IS part of the sales interaction and an integral part of the entire sales process. 2 – Gather More Information.

Sports 283

Sports Up-Sell Positioning Follow-up 283

MTD Sales Training

JANUARY 10, 2019

He recognised us and got us into conversation about our holiday. Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at.

Prospecting 163

Prospecting How To Exact Up-Sell 163

MTD Sales Training

FEBRUARY 5, 2018

Questions that will encourage and stimulate conversation. Instead of asking these types of questions, salespeople should be asking business-related questions. Questions that will make your customer think about their business. Let’s face it; how many of your prospects have got that amount of time to ‘chew the cud!’

Prospecting 154

Prospecting Face-to-face Sports Relationals 154

MTD Sales Training

DECEMBER 13, 2011

By tapping into the vast network of conversations which are going on in this platform you can uncover some truly brilliant content ideas for your blogs, webcasts and whitepapers. LinkedIn Answers has the potential to give you direct feedback on your business by those whose opinions you value most.

LinkedIn 274

LinkedIn Social Media Scale Campaigns 274

MTD Sales Training

DECEMBER 16, 2018

What can you do to overcome decision at this point in the conversation? What if they decide and it goes wrong? What if they buy and then find they could have got it cheaper elsewhere? There are two words you can use that may work, and most people will find success when they are used. Here are the two words: Most people.

Prospecting 136

Prospecting Guarantee Discount Course 136