MTD Sales Training

MARCH 19, 2014

Presell & Positioning after sales service customer service value-added service' We then ask the question ‘what specific services do you offer that make you different from your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer Service 283

Customer Service How To Positioning Customer 283

MTD Sales Training

JUNE 17, 2014

Presell & Positioning adding value in the buyers mind getting an insight into the buyers mind' “Build the value” You’ve heard it a million times before in every sales book you read, every sales coaching session you’ve had with your manager and probably countless times from me also! [[ This is a content summary only.

Buyer 246

Buyer Positioning Sales Coaching Coaching 246

MTD Sales Training

MAY 30, 2017

Instead, I am talking about sending them something that will position yourself as an expert. Well, I am positioning myself as an expert in the field and I am preselling the client on both MTD and ME. ” This builds rapport and positions me as an expert. I’m not talking about an information pack here or a brochure.

Positioning 120

Positioning Media Meeting Training 120

MTD Sales Training

JANUARY 22, 2014

Presell & Positioning increasing ROI increasing value personalising value proposing value' As the saying goes, ‘Beauty is in the eye of the beholder’ Well, just as each person has their own individual idea of what constitutes beauty, each prospect will have their own concept. [[ This is a content summary only.

Proposal 252

Proposal ROI Positioning Prospecting 252

MTD Sales Training

JANUARY 8, 2014

Presell & Positioning asking the right sales questions creating long-term clients Future business success Quality questions' Call it an ego thing, or whatever you like, but when a customer signs on the line that is dotted, it makes me feel good about myself, my company, my. [[ This is a content summary only.

Positioning 241

Positioning Company Customer Sales 241

MTD Sales Training

APRIL 9, 2019

Active listening can be defined as ‘the concept of listening that keeps you engaged in a conversation in a positive way’. That positivity is important, because as soon as the conversation becomes even slightly negative, we tend to have the habit of withdrawing or counteracting the concepts the other person has with ideas of our own.

Exercises 224

Exercises Benefit Intent Positioning 224

MTD Sales Training

JANUARY 20, 2012

The Positive Sandwich. You may have heard of the concept of the positive sandwich, in when delivering disconcerting information, you simply position the bad material in between two positive discussions. How you deliver such information to your sales team is critical.

How To 283

How To Commission Positioning Software 283

MTD Sales Training

JULY 18, 2013

Presell & Positioning anticipating sales future planning prospecting for the future' Driving on the motorway at around 60mph in heavy traffic , I was following the car in front (at a safe distance, of course!) when I noticed the cars two or. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Positioning 250

Positioning Course Prospecting Sales 250

MTD Sales Training

DECEMBER 2, 2018

Think about it; just because they have been successful in one position doesn’t automatically ensure success in another. Remember, you were put into your new position because of your successful background and experience. Determine a coaching schedule to assist each person on an individual basis.

Sales Management 224

Sales Management Guidelines Up-Sell Coaching 224

MTD Sales Training

AUGUST 13, 2018

Your clear position will show the prospect that these tactics won’t work in this situation. As soon as the prospect sees they have the power in the negotiation, they often try to push their position to be even stronger. 2) Don’t show that you need their business more than they need your solution. And it may not involve price.

Discount 189

Discount Negotiation Positioning Prospecting 189

MTD Sales Training

APRIL 23, 2019

You could divide them into positive and negative ones. A positive question would be like ‘How do you see your sales improving in the next three years?’ Ask different types of questions. One way you can generate emotional feelings in your buyer is to ask different types of questions.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

MTD Sales Training

JUNE 18, 2019

When we concentrate on what we are gaining, our emotions are affected in a positive sense, which drives us forward as we are focussing on what we can achieve. Our viewpoint is positive; it feeds our positive emotions and makes us feel good about ourselves. Much of this has to do with the way we focus our attention.

How To 174

How To Motivation Positioning Sales 174

MTD Sales Training

OCTOBER 5, 2018

This enables the person you are talking to cover the procedures they use, rather than trying to bolster their own position. You may not want to discuss any negotiating positions with this person at present.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

MTD Sales Training

FEBRUARY 9, 2012

Do not assume the person is the true DM based on job position alone. #2 The sales person makes a few dozen calls, all with little positive results. 2 – Don’t Want to Mess Up a Good Thing. A very common reason so many sales people fail to qualify the DM properly on the telephone, is that they fear they will ruin a good call.

Decision Maker 282

Decision Maker Cold Calling Guarantee Up-Sell 282

MTD Sales Training

MAY 3, 2020

This is ideally the position you want to be in. You’re very responsive, you bend over backwards for your customers and can provide additional extras and value at no or very little cost. You’re still viewed as a vendor but one that is top of the list. STAGE 4 – TRUSTED ADVISOR.

How To 350

How To Vendor Loyalty Call-back 350

MTD Sales Training

FEBRUARY 8, 2018

This doesn’t mean promoting your best salesperson into a management position so they don’t leave; it could require you to create different levels of position within the firm.

Hiring 175

Hiring Policies Ideal Customer Profile Salary 175

MTD Sales Training

AUGUST 14, 2017

If you know who the influencers are, you may be in a position to present at their level, too. The answer to these questions will assist you in developing a closer partnership with the customer and put you in prime position in their considerations. What Criteria Do Your Customers Use To Make Decisions? Happy Selling! Sean McPheat.

Decision Maker 163

Decision Maker Customer ROI Influencer 163

MTD Sales Training

APRIL 20, 2017

Some research suggests that you have between 15 and 30 seconds to establish that perception, either positively or negatively. We suggest starting with an intention statement and then following it up with a positive bonding statement. This creates a positive, productive tone to the meeting. Will they trust you or not?

Buyer 120

Buyer Follow-up Intent Positioning 120

MTD Sales Training

FEBRUARY 1, 2012

This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. 3 – Position the Buyer as a Client. You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. Oh, a little over 300 at this location.”.

Sports 283

Sports Up-Sell Positioning Follow-up 283

MTD Sales Training

DECEMBER 10, 2013

I remember being on the road with a salesperson whom I was coaching to take up a senior sales position within the company he was working for. His business had called me in to help him improve, as it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Account 283

Account Sales Goal Coaching Positioning 283

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Should you try to by-pass the issue?

Competition 375

Competition Sales Meeting Meeting How To 375

MTD Sales Training

JULY 2, 2019

1) Be curious about their current position. How did they get to the position they are now in? Here are some ways we can offer that insight and help potential clients to see things from another angle. Why did they choose the strategies that they did? At this point, you are in the mindset of enquiry and collaboration, not judgement.

Education 186

Education Buyer How To Positioning 186

MTD Sales Training

OCTOBER 25, 2017

Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. Indeed, there are many people who direct or manage sales , and they are simply in the wrong position. Your role should be to provide the leadership that people should want to follow, regardless of what position you hold.

Lead Rank 181

Lead Rank Lead Scoring Loyalty Positioning 181

MTD Sales Training

AUGUST 23, 2017

This assertively states your position on matters. Let me confirm that I’ve understood your position….”. This statement assertively says you have listened to and appreciated what the buyer’s position is and gets confirmation of a clear understanding ready for progress. “No, I can’t do that, but I can do….”.

Buyer 120

Buyer ACT Positioning Resources 120

MTD Sales Training

JULY 23, 2018

5) If necessary, find a compromise position that will make the customer happy and still maintain a profitable position for you. That way, you aren’t being defensive (yet) but you make it clear you are listening and can weigh up the reasons for the pickiness.

Customer 163

Customer Face-to-face Social Media Follow-up 163

MTD Sales Training

SEPTEMBER 11, 2012

You want to stimulate the emotion of the situation and the gravity of the problems that a positive buying decision will solve. You do not want to prospect to turn to the logical mind BEFORE he or she has made a positive buying decision. The prospect needs the emotion to make a positive buying decision. What will my boss think?

Closing 308

Closing Cancellation Positioning Up-Sell 308

MTD Sales Training

NOVEMBER 22, 2012

Work in a straight, commission only position? “What?! Are you nuts?” ” “On commission only, it’s one week you got it, one week you don’t.” Commission only is more about luck…”. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Commission 283

Commission Positioning Sales 283

MTD Sales Training

MAY 8, 2017

However, the emotional part secures a positive buying decision. The prospect needs the emotion to make a positive buying decision. Immediately after the positive decision, then inundate the prospect with the logic they need to keep the sale sold. What will my spouse say? What will my boss think? Is this the best price?

Closing 120

Closing Cancellation Positioning Prospecting 120

MTD Sales Training

MARCH 12, 2019

Only after you have gained information and built up some kind of knowledge concerning their situation can you officially say you are in a position to make some kind of recommendations. You need to ask a series of questions to determine the situation that your prospect is in. Confirm your understanding of the prospect situation.

Customer 181

Customer How To Exact Buyer 181

MTD Sales Training

APRIL 9, 2015

One of the keys to opening the door to a buyer’s wallet is to determine the position they are in at this moment, and how that position could change in the future. It’s really important to ascertain. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Opportunity 120

Opportunity Positioning How To Buyer 120

MTD Sales Training

JANUARY 18, 2018

For some, though, it would be seen as real progress if they were to be promoted to a management position. So, if you have an employee who is asking about promotion to a management position, ask yourself a few questions : Is the person management material? Not necessarily.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

MTD Sales Training

MAY 16, 2012

We have been doing business with them for many years and have no reason to change…” This position strikes terror [.] Every day, I hear from sales people who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor.

Objections 282

Objections Face-to-face Vendor Positioning 282

MTD Sales Training

MARCH 26, 2012

Below are three tips to help you take some of the sting out of introducing positive change to the sales team. #1 However, change is inevitable, and under good, forward-looking management, it is usually a good thing. 1 – More Money [.]

Positioning 287

Positioning Sales 287

MTD Sales Training

DECEMBER 18, 2017

6) Start each day positively. These questions get you to start thinking in a more positive, action-oriented way, rather than depressing yourself even further. You don’t need to dissect every meeting you’ve had recently or analyse every conversation you’ve had; instead, start contemplating what you can do in the future.

Motivation 181

Motivation Follow-up Competition Campaigns 181

MTD Sales Training

MARCH 13, 2013

They accentuate the positive nature of what they do, and create reasons for clients to not only do. [[ This is a content summary only. Many salespeople and sales managers that I meet and work with are really excellent at their job. Visit my website for full links, other content, and more! ]].

Positioning 229

Positioning Meeting Sales Management How To 229

MTD Sales Training

FEBRUARY 9, 2016

If you’re in the unhappy position of looking for work, here are some ways that we recommend in order to keep yourself motivated : . Your goals should be written down and kept positive. Your positive mindset will be assisted by fresh ideas and inputs. Make sure you start every day effectively . Happy Selling! Sean McPheat.

Motivation 120

Motivation Exercises Influencer Positioning 120

MTD Sales Training

FEBRUARY 11, 2020

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

Closing 300

Closing Proposal Negotiation Benefit 300