MTD Sales Training

OCTOBER 11, 2017

Help me understand your approach to our particular vertical markets and examples of net new name business won. Give me examples of how your leadership style has been demonstrated in the past. Tell me examples of when your leadership style had to change, and the results you achieved by making those changes. Performance Questions.

Lead Rank 199

Lead Rank Motivation Margin Industry 199

MTD Sales Training

APRIL 10, 2020

Here are some Competency Based Assessment report examples. Here are some Sales Personality Assessment report examples. You therefore have a benchmark. what excellence looks like in the role and where every member of your team sits next to that. Psychological based assessments look at something completely different.

Face-to-face 156

Face-to-face How To Commission Report 156

MTD Sales Training

JULY 17, 2012

Have you got any examples like this? Don’t send emails that make your prospective clients think that you don’t care about them. Do go out of your way to help them! It’s not rocket science this sales stuff! Just help others and care……a lot. Please make a comment, I’d love to hear them. Happy Selling!

Examples 266

Examples Exact Meeting Report 266

MTD Sales Training

OCTOBER 12, 2011

Below are five successful selling examples Sam-I-Am demonstrates in the book. And the powerful sales example in Sam-I-Am! Sales trainers the world over have used “Green Eggs and Ham,” and Sam’s perseverance as a model of persistence. However, Sam did much more than take a lot of “NOs.” Happy Selling.

Commission 300

Commission Examples Objections Consultative Selling 300

MTD Sales Training

OCTOBER 16, 2017

Example #1. Example #2. Note that in the first example the GK answers the question as to the whereabouts of the DM before asking who was calling. In the second example however, the GK first asks the sales person to identify herself, before telling her anything. Sales Person: “Is Mr. Decision Maker available?”.

Gatekeeper 185

Gatekeeper Decision Maker How To Face-to-face 185

MTD Sales Training

JANUARY 19, 2012

Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. So how can you lead by example? However, exactly what does that mean? D = Done It.

Examples 295

Examples Sales Management How To Loyalty 295

MTD Sales Training

AUGUST 7, 2013

There have been examples of good, bad and ugly that have stayed with me over the years. Most of my working life has been spent in sales. During the time that I’ve been involved in training and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Examples 288

Examples Training Sales 288

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. Happy Selling! Sean McPheat.

Sales Process 185

Sales Process Decision Maker Cold Calling Buyer 185

MTD Sales Training

FEBRUARY 19, 2013

My team and I have sat in on many visits with sales people, listening to great examples (and not so great!) of consultancy sessions, where the client has specific needs and the salesperson deals with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 260

Prospecting Examples Consultative Selling Sales 260

MTD Sales Training

APRIL 20, 2012

1 – Lead By Example [.] Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1

Sales Coaching 293

Sales Coaching Coaching Exact Examples 293

MTD Sales Training

FEBRUARY 11, 2020

Example: “So, Susan, we are talking about three cases of our classic style blades and we will pick up the shipping cost, and as I mentioned, I am including a full year of maintenance at no charge. This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.

Closing 300

Closing Proposal Negotiation Benefit 300

MTD Sales Training

OCTOBER 11, 2016

A couple of years ago, I witnessed a great example of negotiating in action, and it taught me a strong lesson. I was on holiday in Turkey and looking around one of those colourful bazaars where. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Negotiation 120

Negotiation Examples Sales 120

MTD Sales Training

JANUARY 20, 2012

Finally, show some example of this good news in action. As an example, using our hypothetical software upgrade above, you would deliver the bad news that the upgrade is late as are residual commissions. Eliminate the emotional rollercoaster. Begin with the worse news possible, and then deliver good news. Expectations Shape Perception.

How To 283

How To Commission Positioning Software 283

MTD Sales Training

JULY 16, 2018

A training program to develop teamwork, for example, may be useless if an aggressive culture and negative attitudes exist within the team, as participants learn that, “This is not the way we do things around here!” Do you have the attitude that sets the example of what you are looking for? Happy Selling! Sean McPheat.

How To 120

How To Policies Exact Influencer 120

MTD Sales Training

JULY 12, 2012

Here is one example: Who’s Who? For example, let us say your objective is to reach the Human Resources Director. Of course, that is just a generic example of the many ways this can play out. What I am saying is that you need to look for a different door. First, find a name of anyone in the company in almost any department.

Gatekeeper 271

Gatekeeper Decision Maker Account Course 271

MTD Sales Training

JULY 21, 2016

You could use this interest in others’ opinions as an example for influencing people to believe in your products that they haven’t tried before. Here are some examples: “I was talking to another small business owner like yourself about some similar challenges he was facing, and this is what we were able to do to help him….”.

Influencer 120

Influencer Prospecting Face-to-face Small Business 120

MTD Sales Training

NOVEMBER 22, 2016

For example: “Suppose we were able to bring those deliveries forward, a) How would that change things for you? For example: “How would it be if…. For example: What if…. This offers suggestions of how movement could be made. It could also suggest movement from both or either side. b) Would that help you to meet your deadlines?

Lead Rank 120

Lead Rank Closing Prospecting Leads 120

MTD Sales Training

NOVEMBER 24, 2017

Here’s an example of what you could write: Subject : Hey {{prospect_firstname}}, what next? For example, the sales team Xpenditure likes to cold email and follow up by including personalised videos in their message. Your job is to make the sale easy for your prospect, so you shouldn’t be “Just checking in”. Make it a system.

Follow-up 120

Follow-up Campaigns Case Study Up-Sell 120

MTD Sales Training

FEBRUARY 27, 2012

I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest! I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. Excellent Service = More Sales.

Customer 297

Customer Customer Service Examples Positioning 297

MTD Sales Training

FEBRUARY 9, 2017

Let me give you an example of what I am talking about here. Let’s take another example – what about that flash car that you have just bought? Likewise, how many times have you purchased something (i.e a want) but you didn’t actually need it? When was the last time you actually needed a bag of fish and chips? Did you actually need it?

Prospecting 120

Prospecting Transportation How To Course 120

MTD Sales Training

MARCH 2, 2017

For example, the prospect says: “I don’t have the time to spend on implementing this system”. With that example you build up credibility by dropping an existing client into the conversation , the fact that they had that same objection and still ordered. For example “It’s just too much money, we do not have enough for this”.

Objections 120

Objections Face-to-face Discount Up-Sell 120

MTD Sales Training

FEBRUARY 18, 2019

For example, make sure your battery on your laptop is charged, just in case there’s a problem with your power lead. It’s never possible for you to be prepared for everything that may occur, but there are a few things you could look out for. Have more items than necessary to give out at the meeting, just in case more people turn up.

Sales Meeting 224

Sales Meeting Meeting Cancellation Travel 224

MTD Sales Training

DECEMBER 13, 2018

In the above example of the car sale, you could get the buyer to come closer to your original asking price by offering something of value to them that would outweigh the actual amount of money involved.

Negotiation 174

Negotiation Margin Positioning Insurance 174

MTD Sales Training

JULY 19, 2012

As an example: Prospect. That is a generic example and as always not meant to be a script, but I think you get the idea. Or, the benefits can include increasing income, which also relates to money and survival. You should be able to show how what you sell will help them achieve their goal to succeed in a sluggish economy. Sales Person.

Objections 282

Objections Benefit Exact Closing 282

MTD Sales Training

NOVEMBER 26, 2019

As an example, think of a customer who buys a new car. So, if your client has already invested £100 in your product or service, asking them to spend more than around £25 more on back-up products or services may prove to be a step too far. What could be considered ‘cross-selling’?

Up-Sell 173

Up-Sell Insurance Insurance Comparison 173

MTD Sales Training

FEBRUARY 24, 2017

Clarify what style and length of presentation the customer wants: for example, a full blown PowerPoint presentation, a product demonstration or a short briefing followed by a discussion. Collate any facts and evidence to support your argument: for example, product samples, brochures or customer testimonials. Establish your objectives.

Motivation 133

Motivation Objections Call-back Benefit 133

MTD Sales Training

JANUARY 14, 2020

Have examples of how you have helped others to achieve their goals. This would be the value message, or the value proposition, as it’s known as. To do this, • Research how your products or services will assist their business to improve in some way. Create reasons why their time would be well-spent in seeing you.

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

MTD Sales Training

FEBRUARY 2, 2017

Try this for example. For example, some cultures are very expressive when it comes to physical touch. Understanding body language is an important skill for salespeople to learn. However, it is important that we understand some key concepts first: Look for more than one sign. Cross your arms. It feels good doesn’t it? Body posture.

Face-to-face 120

Face-to-face Positioning Examples Groups 120

MTD Sales Training

NOVEMBER 18, 2016

Here’s an example of one I received recently. For example, CDE distributes hundreds of messages to its delegate base on a monthly basis, timed to perfection and bespoke to the individual needs of those important people. But the emails are so lousy or self-serving that they. (a) a) don’t tell me how I would benefit or. (b)

Prospecting 120

Prospecting Loyalty Cold Calling Distribution 120

MTD Sales Training

OCTOBER 5, 2018

Here’s an example of how it works: Gatekeeper: “ABC Ltd, how can I help you?”. Some salespeople dread talking to the gatekeeper (a person whose job is to filter approaches so the decision-makers don’t get hounded by sales calls ). But they can also be very helpful in you getting in front of the right person.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

MTD Sales Training

NOVEMBER 20, 2019

If you sell contracts, for example mobile phones, there can be many terms and conditions that you must understand in order to advise your customers properly. So if you sell a large furniture item for example then you need to know the lead times of delivery – sometimes this can be weeks so you will need to inform the customer of this.

Retail 120

Retail Outsourcing Services Up-Sell Lead Rank 120

MTD Sales Training

JANUARY 18, 2017

Clarify what style and length of presentation the customer wants: for example, a full blown PowerPoint presentation, a product demonstration or a short briefing followed by a discussion. Collate any facts and evidence to support your argument: for example, product samples, brochures or customer testimonials. Establish your objectives.

How To 120

How To Motivation Objections Call-back 120

MTD Sales Training

NOVEMBER 9, 2017

The study gives an insight into what great companies to do achieve, maintain and develop their businesses, and we can all learn a little from their example. No point re-inventing the wheel when others have already done it before! Happy Selling! Sean McPheat. Managing Director. MTD Sales Training. www.mtdsalestraining.com.

Hiring 268

Hiring Sales Management Loyalty Study 268

MTD Sales Training

SEPTEMBER 21, 2017

Here’s an example: Hi Mr Prospect, Thanks for taking my phone call (or for the meeting) today, and I enjoyed learning about your role at (company name). Another example: Hi Mr Prospect. So, what’s the best way to follow up after an initial contact? Be professional and make it worth their while contacting you back.

Follow-up 120

Follow-up How To Call-back Face-to-face 120

MTD Sales Training

OCTOBER 6, 2011

Here is an example: “James, I can see you’re really busy. Note two things in the example: First, instead of, “Since YOU were late…”. Simultaneously, you want ensure you have the allotted time for the meeting. Since we’re behind schedule, will we still be able to have the full 30 minutes today as we agreed?”.

Prospecting 252

Prospecting Insurance Insurance Meeting 252

MTD Sales Training

DECEMBER 16, 2019

For example, make a decision that you won’t go beyond a certain figure of discount, unless you get increased orders or higher margin on other services you offer. If you don’t have this point in your planning and preparation, you run the risk of going further than you had planned and reducing your chances of getting good margins.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MTD Sales Training

JUNE 13, 2012

What follows, as always, is but a generic example of the idea and not a script. As an example… Sales Person. “I However, do so in the following manner, and you will turn many of those sales around at the last minute! Please Forgive Me For Being Such An Inept Sales Person. But like I said, I’m have to say no. Sales Person. “No

Closing 261

Closing Exact Commission Follow-up 261