MTD Sales Training

OCTOBER 30, 2018

If we are to really connect with our customer, we must tell stories that relate to them or their business. Make the story relevant and informative to this specific customer , as they are more likely to see themselves in the same position as it relates to their business. We become more engaged and receptive to what’s being spoken about.

Networking 154

Networking Influencer Groups Analytics 154

MTD Sales Training

MARCH 6, 2012

This application is a great tool which combines both your LinkedIn and Twitter accounts to display real-time tweets and LinkedIn updates relating to your company and any other specific search terms you request on your LinkedIn profile. .

LinkedIn 262

LinkedIn Networking Decision Maker Company 262

MTD Sales Training

SEPTEMBER 20, 2016

Vision: What’s the company vision and how does this relate to your product? What unique differentials can you offer that relate to the vision? What critical business issues are they going through at present? What potential missed opportunities are they experiencing that you could help with?

How To 120

How To Influencer Buyer ACT 120

MTD Sales Training

DECEMBER 4, 2017

The first thing you need to do is compile a list of keywords related to both your business and the people you are looking to connect with. You can search on keywords related to an industry or job titles. So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Keyword Searches.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

MTD Sales Training

DECEMBER 8, 2011

Relate the Problem to the Christmas Break. Now take the problems that you have unearthed and relate them directly to the Christmas Break, and illustrate how those problems intensify, grow and become worse during the holiday. Relate the problems that you solve to the negative effects of Christmas.

Objections 214

Objections Infusion ACT Exact 214

MTD Sales Training

NOVEMBER 2, 2017

The risks we’re referring to here are business –based, rather than safety related. There are so many different types of business risk that it would be impossible to keep track of them all.

Competition 163

Competition Up-Sell Sales Benefit 163

MTD Sales Training

SEPTEMBER 11, 2017

Help the prospect understand that since you have not yet given them all of the information about the product or service, then the price is irrelevant, as it cannot relate to the product or service. demand; simply ask the prospect “as compared to what?”. It may sound something like this: Prospect: “Just tell me how much!”.

Prospecting 193

Prospecting Exact Training Relationals 193

MTD Sales Training

NOVEMBER 11, 2019

5) It creates chances for you to see how your solutions can fit into their plans and what the spending plans would include, possibly in relation to your solutions. 1) It gives you knowledge as to what the short- and medium-term plans are for the prospect’s business.

Proposal 154

Proposal Objections Buyer Sales 154

MTD Sales Training

FEBRUARY 12, 2018

His advice has stayed with me over the years and I trust it will help you also to improve your client relations. That salesperson I mentioned at the start went on to manage a successful European operation, and I could see why. Happy Selling! Sean McPheat. Managing Director. MTD Sales Training. www.mtdsalestraining.com.

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

MTD Sales Training

FEBRUARY 6, 2012

Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology.

Prospecting 308

Prospecting Travel Exact Up-Sell 308

MTD Sales Training

OCTOBER 17, 2018

But if you were lost in the desert, having not drunk for three days, the value of that water is increased exponentially. You may even max out your credit cards to obtain it! So, value is relative. What’s valuable to you may be insignificant to another.

Salary 244

Salary Lead Rank Lead Scoring Banking 244

MTD Sales Training

NOVEMBER 24, 2011

Then you can offer an additional reward for those who refer sales people that you hire and that attain some basic level of performance. . Monthly or Quarterly Recruitment Lunch. Sales Help Wanted Advertising. In constructing your next ad to hire sales people, get some input from your sales team.

Hiring 293

Hiring Incentives Incentive Advertising 293

MTD Sales Training

MARCH 14, 2017

Relating product usage instead of relying on features. The book itself covers these key components: Having conversations instead of making presentations. Asking relevant questions instead of offering opinions. Focusing on solutions and not only relationships. Targeting businesspeople instead of gravitating toward users. Competing to win?not

Customer 120

Customer Buyer System Training 120

MTD Sales Training

SEPTEMBER 8, 2011

Technical aspects related to your industry. Legal aspects relating to your industry. You need to seek continued knowledge in areas such as: Sales. Your competition. Modern tools and methods. Internet technology. Human nature and basic psychology. Your industry’s past and future. Your prospective clients. Time management.

Education 120

Education Engineering Training Industry 120

MTD Sales Training

MAY 3, 2017

history and come with books that relate each doll’s backstory. American Girl has prevailed for so long because it’s not really selling dolls; it’s selling an experience. Individual dolls represent different times and places in U.S.

Customer 133

Customer Insurance Insurance Travel 133

MTD Sales Training

SEPTEMBER 26, 2012

I’m sick of seeing non-sales related industry spokespeople make comment on the news about the recession. But we in the sales industry “get it” and we know and understand our worth. I guess we’re a “bad news” obsessed society! But there are things that we can do…. Instead, leading figures in the sales industry should be making the comments.

Industry 265

Industry Media Consumer Lead Rank 265

MTD Sales Training

JULY 25, 2018

There are four basic styles of behaviour and these are determined by the way, in which people relate to one another. Others are unwilling or unable to respond in this way and we see these people often as being negative or difficult. The Analytical Buyer. People who lack assertiveness and responsiveness are called Analyticals.

Buyer 255

Buyer How To Analytics Negotiation 255

MTD Sales Training

JULY 18, 2012

3 – Today’s GKs are Public Relations People. Even if the GK has no direct authority, a negative or positive report from the GK to the DM can make or break the sale. Therefore, although the main DM may decide if they will do business with you are not; often the GK decides if you can even get to that point. #3

Gatekeeper 288

Gatekeeper Cold Calling Face-to-face Decision Maker 288

MTD Sales Training

JULY 26, 2016

A quick benefit statement, followed up with a specific question relating to that benefit may save you and them a lot of time. Imagine setting out your proposal or presentation and after going through loads of information and then finding out the prospect has other needs and you’ve just wasted yours and their time!

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

MTD Sales Training

JULY 19, 2012

Or, the benefits can include increasing income, which also relates to money and survival. Whatever it is that you sell; you should be able to tie a savings of some kind to the benefits of the product or service. Benefits may include saving time, money, man-hours, or something. As an example: Prospect.

Objections 282

Objections Benefit Exact Closing 282

MTD Sales Training

NOVEMBER 8, 2011

The first thing you need to do is compile a list of keywords related to both your business and the people you are looking to connect with. You can search on keywords related to an industry or job titles. So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Keyword Searches.

LinkedIn 223

LinkedIn Prospecting Social Media Decision Maker 223

MTD Sales Training

MARCH 23, 2017

These could be new ideas, strategies or research relating to their industry, or suchlike. Have you found that to be the case yourself? The best way to build confidence in your expertise is to share meaningful insights with customers and prospects. When you demonstrate your expertise to someone, you become a valuable resource to them.

Prospecting 120

Prospecting Competition Buyer Exact 120

MTD Sales Training

AUGUST 12, 2011

whom many credit with originating the term in 1990, Phone Phobia relates to much more. Phone Phobia relates to a mentality sales people often develop that leads to the result of being afraid to pick up the telephone along with a host other problems. However, according to telephone sales guru, John Landrine of the U.S.,

Cold Calling 120

Cold Calling Telemarketing Gatekeeper Decision Maker 120

MTD Sales Training

SEPTEMBER 18, 2012

In his work, “How to SEE On the Telephone,” John explained that Phone Phobia relates to a mentality that sales people develop that results in problems much more serious than the simple fear of making calls. Telephone sales expert and trainer, John Landrine of the U.S., is credited with first introducing the term Phone Phobia in 1990.

Cold Calling 291

Cold Calling Telemarketing Face-to-face Social Media 291

MTD Sales Training

FEBRUARY 9, 2012

In some instances, a person’s job title may prove a guarantee that he or she is the true DM for the related product or service. Qualifying mistakes often happen due to the sales person seeking the prospect with a particular job title. However, more often than not, this is not the case.

Decision Maker 282

Decision Maker Cold Calling Guarantee Up-Sell 282

MTD Sales Training

OCTOBER 11, 2017

And if you are applying for a Director role, take notice of these so you can prepare effectively for the upcoming interview. Industry And Market Questions. Help me understand your approach to our particular vertical markets and examples of net new name business won. How will you address your relative lack of experience in the xxx industry?

Lead Rank 199

Lead Rank Motivation Margin Industry 199

MTD Sales Training

JANUARY 3, 2012

Another great feature of Social Oomph is the ability to track related keywords and @replies, ensuring that you never miss an opportunity to connect with your followers and discover new leads. Social Oomph allows you to take control of your Twitter activity in all these ways and more, and that’s just with the basic free account.

Twitter 136

Twitter Account Social Media Media 136

MTD Sales Training

OCTOBER 31, 2011

That difference is in your motive for persisting. The difference comes from what is in your heart and mind. . Benevolent Motive. Consider this example: You and a very close friend or relative are walking down a quiet street, talking. You interrupt your friend and tell her that she needs to watch her step.

Motivation 248

Motivation Benefit Objections Up-Sell 248

MTD Sales Training

JANUARY 3, 2012

Another great feature of Social Oomph is the ability to track related keywords and @replies, ensuring that you never miss an opportunity to connect with your followers and discover new leads. Social Oomph allows you to take control of your Twitter activity in all these ways and more, and that’s just with the basic free account.

Twitter 120

Twitter Account Social Media Media 120

MTD Sales Training

APRIL 16, 2019

There are four basic styles of behaviour and these are determined by the way, in which people relate to one another. Others are unwilling or unable to respond in this way and we see these people often as being negative or difficult. Let’s look at four types of buyers in sales, and how we can deal with them: The Analytical Buyer.

Buyer 212

Buyer How To Analytics Negotiation 212

MTD Sales Training

JUNE 21, 2012

This unnatural tone acts like a warning beacon to the prospect and generates the negative feelings and past images. What is Normal? If you listen carefully, you will note that most normal telephone calls start with a brief hesitation of some sort. When calling a friend or relative for example, you may THINK you said, “Hello, Sharon. This is Steve.

Cold Calling 286

Cold Calling Call-back ACT Prospecting 286

MTD Sales Training

FEBRUARY 17, 2012

Well, I closed the sale and got a ton of referrals, which almost all resulted in sales. However, the price point was a serious problem. I could not go and sell all of her friends and relatives the same system for more than I sold it to Mrs Chappers, and she made that very clear. Judging that book by the cover cost a ton of money.

Top of Funnel 295

Top of Funnel System Referrals Funnel 295

MTD Sales Training

OCTOBER 17, 2016

It could be technologically-related, but not necessarily so. Here’s just a selection: Innovative. Something in your offering satisfies a need the customer didn’t perceive before because there wasn’t anything like it around.

Customer 120

Customer Scale Segment Guarantee 120

MTD Sales Training

JULY 5, 2017

The salesperson who turns up, makes some small talk then opens up the laptop ready to present a pre-prepared presentation of their products and services that bear little relation to the challenges the client is really facing. You know what I mean here.

Face-to-face 120

Face-to-face Proposal Social Media Research 120

MTD Sales Training

JANUARY 12, 2012

That is, adding up all the sales related tasks such as emails, phone calls, and personal visits, the sales person makes 100 contacts with prospective clients before closing one sale. Look at this example: Your average sales person closes ten sales per month, generating £50,000 in revenue, averaging £5,000 each sale.

Closing 284

Closing Cold Calling Proposal Up-Sell 284

MTD Sales Training

DECEMBER 2, 2014

The best method for understanding the customer perspective is simply learning to lead clients through a gentle, productive discussion of their perspective. Employees should use positive phrases that affirm they are listening, such as “I understand” or “I see”, and ask the questions that reflect the client’s language.

Customer 133

Customer Positioning Customer Service Follow-up 133

MTD Sales Training

AUGUST 21, 2012

You may see some of these traits in yourself, or perhaps you directly relate to one particular sales style. Often what appears to be an interested buyer who is asking for a little more; is actually a scheming prospect, playing companies off each other. Which Are You? Happy Selling. Sean McPheat. Managing Director.

Remedy 219

Remedy Education Loyalty Negotiation 219