MTD Sales Training

DECEMBER 16, 2018

If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. Here’s a few examples: ‘Most people find that they lose out if they don’t decide pretty quickly’. Happy Selling! Sean McPheat.

Prospecting 136

Prospecting Guarantee Discount Course 136

MTD Sales Training

AUGUST 9, 2012

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. Often there is good reason for prospective buyers to share such a sentiment. However, usually the prospect overemphasizes takes these fears and takes them way out of context. Three Traits of the Paranoid Prospect.

Prospecting 273

Prospecting How To Guarantee Buyer 273

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. So, how does this sound in reality and what impact could it have on your prospects? In these examples, you’ll see the two principles in action. Let me tell you what they said….”.

Influencer 120

Influencer Prospecting Face-to-face Small Business 120

MTD Sales Training

JULY 3, 2017

Get a mystery shopping company to “shop” the competition and find out what they do in-between contacts with prospects. For example, to show them is better than to tell them. The post 6 Ways To Keep Your Prospects Hot After The First Visit appeared first on MTD Sales Training. What makes you so different?

Prospecting 133

Prospecting Follow-up Education Competition 133

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? This enables the prospect to see what the result would be if they followed a specific course of action. For example: “How would it be if…. For example: What if…. b) Would that help you to meet your deadlines?

Lead Rank 120

Lead Rank Closing Prospecting Leads 120

MTD Sales Training

JANUARY 5, 2012

As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues. When the prospect picks up the telephone, you are instantly in their living room, their office or perhaps their bedroom! However, at the time of the call, the prospect knows almost nothing about you.

Cold Calling 276

Cold Calling Prospecting Gatekeeper Face-to-face 276

MTD Sales Training

SEPTEMBER 13, 2012

Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. In fact, there are three times during the sale when you do NOT want to look the prospect in the eyes. However, there are a few times in the sale when you deliberately should not look directly at the prospect. #1

Prospecting 272

Prospecting Sales Talent Media Engineering 272

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? That exactly what you need to do with your prospects as well. The post How To Use Both Logic & Emotion When Selling To Your Prospects appeared first on MTD Sales Training.

Prospecting 120

Prospecting Transportation How To Course 120

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

OCTOBER 6, 2011

If you have been in the world of professional B2B selling for any length of time, then you have probably had tha t prospect who kept you waiting for 15, 20, 30 minutes or more. Use the incident to enlighten the prospect of the issue without making it an attack. Here is an example: “James, I can see you’re really busy.

Prospecting 252

Prospecting Insurance Insurance Meeting 252

MTD Sales Training

JANUARY 27, 2016

Or has it been recently recorded saying, for example, that they are out of the office on Friday and will be back on Monday? Remember that the prospect is time-poor, so a sales message has to recognise that fact. There are specific questions the prospect will be subliminally asking themselves: Who are you and from where?

Decision Maker 120

Decision Maker Prospecting Guidelines Call-back 120

MTD Sales Training

OCTOBER 7, 2011

The prospect shows up 30 or 45 minutes late for the meeting. You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time. In Part I and Part II of this article, we began to focus on the following solutions to use the prospect’s tardy incident to your advantage.

Prospecting 261

Prospecting Insurance Insurance Travel 261

MTD Sales Training

NOVEMBER 9, 2011

How do you handle the prospect that is afraid of everything and everybody? That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. . First, I’ll offer some tips to help you better recognise the Paranoid Prospect (PP), followed by three effective ways to handle them. Happy Selling, Sean.

Prospecting 214

Prospecting Guarantee How To Competition 214

MTD Sales Training

OCTOBER 21, 2011

In, “What to Do When the Prospect Blames You for Your Competitors’ Failures,” I mentioned that when this happens, there are two possibilities: #1 – The situation is one that is common in the industry. #2 What do you do when the prospect brings up a negative experience that is a total surprise, and still associates you with the problem?

Prospecting 227

Prospecting Fashion Competition Industry 227

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 20, 2011

What do you do when the prospect wants to hold you accountable for a problem caused by one of your competitors? The prospect had a bad experience with a company that sells the same product as you, and is convinced that doing business with you will have the same result. . Sales Person: “I understand, Mr Prospect.

Fashion 237

Fashion Prospecting Objections Industry 237

MTD Sales Training

AUGUST 8, 2012

Prospective buyers are quick to boast about how long they have been working with your competition. You need to understand this and help the prospect realise that it is very possible that they are getting less than they deserve DUE to the fact that they have been doing business with the same supplier for so many years. Open Their Eyes.

Prospecting 271

Prospecting Objections Loyalty Account 271

MTD Sales Training

SEPTEMBER 29, 2011

The prospect is objecting. Finally, the prospect agrees to the offer. To the prospect, as soon as they said yes, you suddenly became a different person. It is normal, even instinctive for you to react positively after the prospect finally agrees to buy. You are in a selling situation, closing and asking for the order.

Prospecting 120

Prospecting Commission Banking Negotiation 120

MTD Sales Training

AUGUST 29, 2011

You know this prospect; the one that believes he or she knows more about what you do and sell than you, your management team, your sales and marketing teams, and everyone else on the planet. I will give you examples of the idea, the concept. Here is an example: “Wow! Mr Prospect. That is the Know-it-all.

Prospecting 120

Prospecting Referrals Buyer Education 120

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. 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

SEPTEMBER 3, 2019

Examples could include: I need to get further quotes. Here are some examples: Customer: ‘I need to get further quotes.’ You’re now in control of the conversation and the prospect feels obliged to answer you with further details. Rarely do customers tell you the whole story when they present an objection. You’re too expensive.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

MTD Sales Training

JUNE 8, 2011

Have you ever suggested a solution to a prospect, only to find that that they said that’s exactly what they’re NOT looking for? All these examples show how hard it can be at times to create a ‘future picture’ of events that everyone can agree on. the prospect to think about a future position they may see themselves in.

Prospecting 120

Prospecting Exact Positioning Training 120

MTD Sales Training

JULY 12, 2011

However, in professional sales, there are a few times when you do not want to have that direct eye-to-eye contact with the prospect. #1 As you show the prospect your product, your eyes should relish at the sight of the greatest thing the world has ever seen. Gaze with loving amazement at your product and the prospect will do the same.

Prospecting 120

Prospecting Media Course Consumer 120

MTD Sales Training

FEBRUARY 11, 2019

One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. For example, how much would you pay for a litre bottle of water from a shop? Now, what if your prospect that you’re dealing with wants a bigger discount ? Why does this happen?

Discount 199

Discount Margin How To Prospecting 199

MTD Sales Training

DECEMBER 16, 2019

This means identifying what is most important to the prospect. If you gave in to a request from the prospect without gaining anything in return, you can be seen as a soft touch and someone from whom it is easy to get a reduced price. If the prospect asks for money off, see if you can get an increased order for it.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MTD Sales Training

JULY 17, 2012

Please let me know what you think will work best” Maybe I should be doing the mentoring on how to make their prospective clients feel special instead of feeling worthless because that’s exactly how I felt. Make it easy for your prospective clients to meet with you. Have you got any examples like this?

Examples 266

Examples Exact Meeting Report 266

MTD Sales Training

MAY 20, 2019

Here, we look at examples of active listening and some exercises we can carry out to ensure we utilise this skill more regularly. Let’s look at some examples of what we would call ‘active’ listening and why we would call it that: Paraphrasing – This is where we repeat the meaning that we have heard in the conversation.

Exercises 163

Exercises Examples Call-back Exact 163

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. Salespeople often get roped into this type of sale when a prospect says to them ‘what do you do and why are you selling this to me?’. Either face-to-face or online. 3) needs-oriented selling.

Face-to-face 205

Face-to-face Consultative Selling Intent Buyer 205

MTD Sales Training

OCTOBER 12, 2011

Below are five successful selling examples Sam-I-Am demonstrates in the book. Maintained his offer: No matter how many times the prospect said “No,” Sam never reduced his offer. Sales people often demand the prospect justify their reasoning, which creates an adversarial condition. And the powerful sales example in Sam-I-Am!

Commission 300

Commission Examples Objections Consultative Selling 300

MTD Sales Training

JANUARY 6, 2020

What can I do to make my products more attractive to prospects?’. Being needy puts more pressure on yourself and the prospects you talk to. For example, if one of your products is selling well in one market, don’t automatically assume it will in others. 3) Focus on HELPING your prospect. Do you see the difference?

How To 188

How To Commission Sales ACT 188

MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. Calling a dozen times doesn’t change the underlying dynamic that is causing your prospect not to see you. 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

JANUARY 4, 2019

First, though, we have to understand that an objection isn’t always caused by the prospect trying to get you to lower your price or make you change your offer in some other way. What this means is you shouldn’t discuss options for solving problems before you’ve clarified the main decision-making criteria of the prospect. Sean McPheat.

Objections 161

Objections How To Fashion Proposal 161

MTD Sales Training

OCTOBER 26, 2018

Very often, our prospects will explain their needs in the form of a solution they have already thought of. How many times have you been approached by a prospect who request a certain solution, and you know for a certainty it won’t be the BEST solution for their specific needs or circumstances? What can you do to help us?”.

Proposal 218

Proposal Face-to-face Motivation Analysis 218

MTD Sales Training

NOVEMBER 24, 2017

Ever seen this stats collection that says that 48% of salespeople never follow up with a prospect? Your job is to make the sale easy for your prospect, so you shouldn’t be “Just checking in”. Here’s an example of what you could write: Subject : Hey {{prospect_firstname}}, what next? Forster gathers sales data at Prospect.io

Follow-up 120

Follow-up Campaigns Case Study Up-Sell 120

MTD Sales Training

JULY 19, 2012

A sluggish economy gives prospects a ton of objections and reasons to stall. Since neither you nor the prospect can change economic conditions, the question becomes, what is the prospect going to do about the situation? Is the prospect going to give up, close their doors and just lie down and die? As an example: Prospect.

Objections 282

Objections Benefit Exact Closing 282

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. 2) Do your prospecting professionally.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

MTD Sales Training

AUGUST 15, 2018

Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. By this, I mean you need to uncover what is most important to the prospect in respect to the solution you are discussing. Is price the prime motivator of choice?

Objections 154

Objections Face-to-face Margin Discount 154