MTD Sales Training

DECEMBER 14, 2011

Never point out someone’s shortcomings in a group sales meeting. In addition, when you intimidate one person in front of the group, the negative affects spread like an airborne virus throughout the group. When a sales person has a problem, or is not performing well, it is easy to use that person’s situation as an example.

Sales Meeting 266

Sales Meeting Meeting Groups Objections 266

MTD Sales Training

JUNE 20, 2018

Check out specific groups that you belong to and see if any group members are close by geographically who would be open to connecting up with you. Identify if any of your second connections have roles or responsibilities that would be beneficial to approach.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Territories 120

MTD Sales Training

OCTOBER 30, 2018

When we are with a group of friends and one of us starts telling a story, we all tend to stop to listen, imagining ourselves in the situation and wondering what we would have done in the same position. Another interesting point is that we are drawn to stories that are not only relevant to us, but also to those in our social group.

Networking 154

Networking Influencer Groups Analytics 154

MTD Sales Training

APRIL 23, 2019

Feel part of a unique group or select band of people. So, think about the feelings and the emotions that you want to stir up with your prospects and clients and use this in your sales. Can your product/service make the prospect: * Feel important. Feel valued. Feel whole. Feel remembered. Feel attractive. Feel trendy. Feel accepted.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

MTD Sales Training

JUNE 7, 2012

Never point out someone’s shortcomings in a group sales meeting. By definition, to subjugate is to bring a group under control or submission by force: to overwhelm, overpower and conquer them. Always discuss a sales person’s negative issues in private.

Sales Meeting 278

Sales Meeting Meeting Motivation Groups 278

MTD Sales Training

AUGUST 27, 2019

A smile always can diffuse a situation, as it determines the human contact between a group of people. Now, it may take me a couple of minutes to rectify this, so shall we take a very short break while I fix this, and then we can come back where we left off’. 2) Maintain your poise.

Webinar Metrics 229

Webinar Metrics ACT Follow-up Groups 229

MTD Sales Training

FEBRUARY 16, 2017

Your LinkedIn Groups are a hotbed of potential contacts, and contributing regularly to key discussions happening in these groups will help you to network and engage with more and more connections – as well as helping to build your profile as an industry expert.

LinkedIn 120

LinkedIn Lead Rank Lead Scoring Leads 120

MTD Sales Training

JANUARY 31, 2012

It’s known as the “teaser” because it’s the only section of your LinkedIn profile which shows up when you appear in the platform’s search results and when you contribute to a discussion in one of your LinkedIn groups.

LinkedIn 275

LinkedIn Ideal Customer Profile Groups Up-Sell 275

MTD Sales Training

NOVEMBER 8, 2011

Join Groups And Participate In Discussion. Find out what groups your prospects are members of, and then join these groups and start contributing to them through genuine and helpful content and by partaking in discussions and debates with fellow members.

LinkedIn 223

LinkedIn Prospecting Social Media Decision Maker 223

MTD Sales Training

FEBRUARY 28, 2012

I’ve said it before but I’ll say it again: Your LinkedIn Groups are a hotbed of potential contacts, and contributing regularly to key discussions happening in these groups will help you to network and engage with more and more connections – as well as helping to build your profile as an industry expert. 4.

LinkedIn 269

LinkedIn Lead Rank Lead Scoring Sales Qualified Lead 269

MTD Sales Training

AUGUST 10, 2018

LinkedIn groups would be a fine place to start. Your marketing department can help you develop articles that will be relevant and applicable to the current market. When you’ve created a portfolio of valuable information, place them where people look. Get yourself known by hundreds and thousands of people in the industry you work in.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

MTD Sales Training

MARCH 6, 2012

Now that you can see who has been tweeting about you, commenting about your company in the groups, and sharing your latest blog posts on their profile you can go in and engage with these connections directly – using the same techniques as you would implement when engaging with key decision makers through your LinkedIn Groups.

LinkedIn 262

LinkedIn Networking Decision Maker Company 262

MTD Sales Training

SEPTEMBER 9, 2011

Elevating business networking to the highest e-level , LinkedIn also affords users the opportunity to forge new relationships by advertising, posting articles and participating in industry specific discussion groups. Join Discussion Groups. Search LinkedIn. When looking for business-to-business contacts, you can search LinkedIn.

LinkedIn 120

LinkedIn B2B Leads Marketing Qualified Lead 120

MTD Sales Training

NOVEMBER 24, 2016

Mike Wells, Ex-Lexus, now Group VP of Sales, Toyota. Dale Hayes, Head of UPS Corporate Public Relations Group . You should make every effort to communicate, and to us that means listening more than telling. You need to continually find new and innovative questions to ask and ways to ask them.

Decision Maker 120

Decision Maker Negotiation Groups System 120

MTD Sales Training

DECEMBER 8, 2014

Naturally, this person or group of people is ultimately responsible for the choice of the solutions, having been affected by the groups above. They have to have proof that your solution will benefit their company more than any of your competitors. Decision-Makers . They usually have final responsibility over the budget. End Users .

Company 120

Company Decision Maker Influencer Groups 120

MTD Sales Training

NOVEMBER 16, 2017

If your team are remotely-based or out on the road, a catch-up on the phone, through a WhatsApp group or even Messenger can often nip a potential issue in the bud or help build motivation. If your team members are seen every day, it’s quite straightforward to ask how you can help them that day.

Sales Management 169

Sales Management Face-to-face Motivation Trends 169

MTD Sales Training

DECEMBER 3, 2014

Use your marketing people to design and run focus groups of prospects and current customers, enabling you to get explicit feedback from people whose opinions count. They are more likely to be open and honest with an outside company than they are with you. A small incentive is a useful tool to achieve higher attendance levels.

Customer 120

Customer Incentives Incentive Loyalty 120

MTD Sales Training

JANUARY 6, 2020

And one more: A set of assumptions, methods, or notations held by one or more people or groups of people, arising out of a person’s world view or philosophy of life. Here is one definition: A fixed mental attitude or disposition that predetermines a person’s responses to and interpretations of situations.

How To 188

How To Commission Sales ACT 188

MTD Sales Training

JUNE 12, 2012

Instead, you bring it up as a group problem, and solve it in unerlatteral fashion. Instead, use those problems as the foundation for your sales meetings. With this method, you do not point out the sales person’s shortcoming directly to him or her. 2: Illustrate.

Sales Meeting 274

Sales Meeting Meeting Fashion Education 274

MTD Sales Training

FEBRUARY 5, 2016

Seek out those groups on LinkedIn where your prospects are looking. Answer questions that people are asking in those groups. When you write an article, ask your followers to retweet it for you. Write articles that are interesting to your network. Become known as a contributor to discussions.

Social Media 120

Social Media Remedy Lead Rank Lead Scoring 120

MTD Sales Training

JULY 16, 2018

Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated?

How To 120

How To Policies Exact Influencer 120

MTD Sales Training

OCTOBER 13, 2011

Never bring up a sales person’s shortcomings or problems in front of the group. Maybe there are disciplinary steps you need to take. In any case, these are things you must do in private. Not only does this embarrass and degrade the sales person in question, but it also diminishes the self-esteem of the whole team. #2.

Sales Management 306

Sales Management Loyalty Report Follow-up 306

MTD Sales Training

AUGUST 24, 2017

If so, reach out to them via your network—whether it’s an individual, a company, or a group. Check out their LinkedIn profiles to see whether you’re connected in any way. Treat Your Clients As Partners, Too. Let them know you view them as a strategic partner, and tell them you hope they’ll do the same with you.

Referrals 189

Referrals Ideal Customer Profile Small Business Small Business 189

MTD Sales Training

FEBRUARY 2, 2017

When we feel comfortable in a group we match, or mirror the body language of others without thinking. Use non-verbal listening techniques; smiling, nodding, changing your facial expression to demonstrate that you are listening. Try not to interrupt. This is irritating and makes you appear less confident. Avoid negative signals.

Face-to-face 120

Face-to-face Positioning Examples Groups 120

MTD Sales Training

MARCH 16, 2017

One person in the group raised an interesting issue about one of his clients. I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers.

Discount 120

Discount Negotiation Face-to-face How To 120

MTD Sales Training

APRIL 25, 2017

Join LinkedIn Groups And Contribute To Questions And Answers That Are Valuable To Your Clients . Make sure they are interesting and concentrate on the problems your prospects are facing. If You Come Across Blogs That You Think Add Value, Share Them With Prospects You Know So They Can See How Helpful You Can Become.

Prospecting 120

Prospecting Face-to-face Social Media Advertising 120

MTD Sales Training

APRIL 5, 2016

What groups do they belong to? Link up with them immediately on LinkedIn. Identify their history, find out as much as you can about them before your first meeting. Where did they serve before? What were their successes? Identify how the new buyer thinks. What decision-processes do they go through? How do they measure success?

Buyer 120

Buyer LinkedIn Benefit Groups 120

MTD Sales Training

AUGUST 31, 2016

A group of salespeople on one of our sales programmes were asked about their USPs recently. As time has passed, however, the unique offerings companies had have been copied and surpassed by other companies, leaving those previous USPs in tatters. They quoted ‘Quality, Value and Back-Up Services’ as their main selling points.

Competition 120

Competition Analysis Facebook Up-Sell 120

MTD Sales Training

DECEMBER 12, 2011

In fact, that would be selling to a very narrow group of prospects that share certain traits. Let’s look at those thoughts again… Prospecting – A real pro could use the prospecting process so effectively that he or she filters potential prospects to such a laser-targeted degree that most actually buy.

Objections 255

Objections Closing Up-Sell Prospecting 255

MTD Sales Training

FEBRUARY 14, 2017

Volunteer to make a presentation to a group or set yourself a task that makes you feel uncomfortable. I know that this is probably what your mother told you to do when you were young, but it has been estimated that our body language represents 55% of the message we send out at meetings. Do something scary! Make 20 cold calls.

Cold Calling 120

Cold Calling Networking Exercises Objections 120

MTD Sales Training

JULY 21, 2016

People these days tend to be interested in the lives of others, hence the rise in popularity of the ‘fly-on-the-wall’ programmes where we see a group of people living in a house together. 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.

Influencer 120

Influencer Prospecting Face-to-face Small Business 120

MTD Sales Training

APRIL 28, 2016

The Rain Group recently conducted a study where they found out what most sales winners do that also-rans (the guys who don’t win) don’t do. His risk-aversion means he might as well back an also-ran, that is, a horse that never wins but nearly gets there. In sales, there are key factors that separate the winners from these also-rans.

Study 120

Study Education Survey Groups 120

MTD Sales Training

FEBRUARY 17, 2012

Dumb founded, as the small group starred at me with smiles, I shrugged my shoulders to say, “I don’t get it.”. “I just need to know how you pay the rent.”. That is Mrs Chappers! Not the real name)” the daughter explained as if I was supposed to know what that meant. Mrs Chappers!” The daughter insisted. You, know…Mrs Chappers!”.

Top of Funnel 295

Top of Funnel System Referrals Funnel 295

MTD Sales Training

JULY 5, 2017

One definition of rapport is: a state of harmonious understanding with another individual or group that enables greater and easier communication. If it doesn’t exist, it’s unlikely you’ll get very far with building a relationship.

Face-to-face 120

Face-to-face Proposal Social Media Research 120

MTD Sales Training

JANUARY 13, 2012

It is important that this person or group are “qualified” to offer criticism and to help you correct your mistakes. Management or Trainer. Now get in front of your sales management or someone in your firm who is a confirmed expert in delivering the same sales presentation.

How To 269

How To Training Video Sales 269

MTD Sales Training

FEBRUARY 10, 2012

Unfortunately, besides actors and models, sales people are the most mislead group of employment seekers in the world. Here are a few tips to help you find that company that will pay off for you, as you pay off for them! #1 1 – Caution!

Company 269

Company Commission How To Exercises 269

MTD Sales Training

JUNE 13, 2011

Political groups canvassing for election purposes and at other times throughout the year. Yes, the zone is not designed to stop: * Regular callers such as your milkman or paperboy. Regular callers like Avon and Betterware who just leave a catalogue. Utility services such as Gas and Electric companies who call to read your meter.

Cold Calling 120

Cold Calling Face-to-face Survey Up-Sell 120