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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. demand; simply ask the prospect “as compared to what?”. Enough said.

Prospecting 193

Prospecting Exact Training Relationals 193

MTD Sales Training

JANUARY 10, 2012

Google Alerts allows you to create free searches related to yourself, your company and the products or services you provide which run continuously. Stop scratching around for sales and learn how to sell the modern way with Sean McPheat’s FREE 40 minute online training session. Louise Denny. Marketing Manager.

Google 256

Google Sales Qualified Lead Tools Competition 256

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. 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. MTD Sales Training. The post 22 Ways To Critique Your Sales Meetings appeared first on MTD Sales Training. Happy Selling! Sean McPheat. Managing Director. www.mtdsalestraining.com.

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

MTD Sales Training

OCTOBER 17, 2018

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post ATTENTION: The New Sales Currency appeared first on MTD Sales Training. 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!

Salary 244

Salary Lead Rank Lead Scoring Banking 244

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? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 6 Components That Add Up To A Sale (And How To Utilise Them…) appeared first on MTD Sales Training.

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. MTD Sales Training. The post A Quick Look Into Prospecting With LinkedIn appeared first on MTD Sales Training.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. appeared first on MTD Sales Training. The Analytical Buyer. People who lack assertiveness and responsiveness are called Analyticals.

Buyer 255

Buyer How To Analytics Negotiation 255

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. MTD Sales Training. Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Happy Selling! Sean McPheat.

Prospecting 308

Prospecting Travel Exact Up-Sell 308

MTD Sales Training

SEPTEMBER 8, 2011

How much time do you invest in education and training in your profession? The doctor then invested 60 to 100 hours a month in continuing education and specialized training, easily totaling 30,000 to 50,000 hours of actual professional training. How much time have you invested in your professional training? Goal setting.

Education 120

Education Engineering Training Industry 120

MTD Sales Training

MARCH 14, 2017

Relating product usage instead of relying on features. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. The post Why ALL Sales People Should Focus On Customer Centric Selling appeared first on MTD Sales Training. Asking relevant questions instead of offering opinions. Competing to win?not Happy Selling!

Customer 120

Customer Buyer System Training 120

MTD Sales Training

OCTOBER 11, 2017

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 50 Sales Director Interview Questions appeared first on MTD Sales Training. 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. Happy Selling!

Lead Rank 199

Lead Rank Motivation Margin Industry 199

MTD Sales Training

MAY 3, 2017

history and come with books that relate each doll’s backstory. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. The post This Is Why Customer Experience Is WAY More Important Than Your Product appeared first on MTD Sales Training. Individual dolls represent different times and places in U.S. Happy Selling!

Customer 133

Customer Insurance Insurance Travel 133

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. appeared first on MTD Sales Training. 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

JULY 18, 2012

The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority. 3 – Today’s GKs are Public Relations People. MTD Sales Training. Modern business understands that image is everything and that anyone can be a potential customer.

Gatekeeper 288

Gatekeeper Cold Calling Face-to-face Decision Maker 288

MTD Sales Training

SEPTEMBER 26, 2012

From the 50,000 people that we have trained over the years the overwhelming majority are thoughtful, caring people who want a win-win outcome in their selling interactions. I’m sick of seeing non-sales related industry spokespeople make comment on the news about the recession. MTD Sales Training. And this is completely wrong.

Industry 265

Industry Media Consumer Lead Rank 265

MTD Sales Training

NOVEMBER 13, 2017

I appreciate that you run courses around this and I will be asking you to come in and help us to put strategies in place and then to train my team in account management best. We can cover all of the above during our training but your new approach needs to: – Identify and focus on the potential high profit accounts. Happy Selling!

Account 120

Account Retention Discount Consultative Selling 120

MTD Sales Training

DECEMBER 13, 2011

Every Tuesday from now on I will be taking over the MTD Sales Training blog with a quick fix of interesting and innovative updates from the technological world which will help you to generate real leads and boost your sales pipeline. Introducing Techy Tuesdays!

LinkedIn 274

LinkedIn Social Media Scale Campaigns 274

MTD Sales Training

MARCH 23, 2017

These could be new ideas, strategies or research relating to their industry, or suchlike. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. The post 3 Methods That Will Give Your Prospect No Choice But Choose You appeared first on MTD Sales Training. Have you found that to be the case yourself? Happy Selling!

Prospecting 120

Prospecting Competition Buyer Exact 120

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Use These 2 Examples To Uncover Prospect Needs appeared first on MTD Sales Training. Happy selling! Sean McPheat.

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

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. MTD Sales Training. Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. However, more often than not, this is not the case.

Decision Maker 282

Decision Maker Cold Calling Guarantee Up-Sell 282

MTD Sales Training

FEBRUARY 24, 2017

Having trained many Mercedes salespeople I have learned that their customers buy for different reasons and these can be summarised as image, performance, finance and safety. On my training courses I stress the importance of asking questions in a controlled and structured way. Think about a Mercedes car. What is important to them?

Motivation 133

Motivation Objections Call-back Benefit 133

MTD Sales Training

NOVEMBER 24, 2011

MTD Sales Training. 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. Happy Selling!

Hiring 293

Hiring Incentives Incentive Advertising 293

MTD Sales Training

FEBRUARY 17, 2012

MTD Sales Training. Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. 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. 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

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. You know what I mean here. Happy Selling!

Face-to-face 120

Face-to-face Proposal Social Media Research 120

MTD Sales Training

OCTOBER 17, 2016

It could be technologically-related, but not necessarily so. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. The post 8 Quick Tips On Creating Value For Your Customer appeared first on MTD Sales Training. Here’s just a selection: Innovative. Happy Selling! Sean McPheat. Managing Director.

Customer 120

Customer Scale Segment Guarantee 120

MTD Sales Training

JANUARY 18, 2017

Having trained many Mercedes salespeople I have learned that their customers buy for different reasons and these can be summarised as image, performance, finance and safety. On my training courses I stress the importance of asking questions in a controlled and structured way. Think about a Mercedes car. What is important to them?

How To 120

How To Motivation Objections Call-back 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. MTD Sales Training. Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session.

Closing 284

Closing Cold Calling Proposal Up-Sell 284

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. MTD Sales Training.

Objections 214

Objections Infusion ACT Exact 214

MTD Sales Training

JULY 19, 2012

Or, the benefits can include increasing income, which also relates to money and survival. MTD Sales Training. 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. Happy Selling.

Objections 282

Objections Benefit Exact Closing 282

MTD Sales Training

DECEMBER 2, 2014

MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. The post Understanding Customers’ Perspective To Improve Client Interaction appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

Customer 133

Customer Positioning Customer Service Follow-up 133

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. MTD Sales Training. Telephone sales expert and trainer, John Landrine of the U.S., The Mental Process. Happy Selling.

Cold Calling 291

Cold Calling Telemarketing Face-to-face Social Media 291

MTD Sales Training

FEBRUARY 21, 2012

This is what I mean when I say everyone is right: What we all need to understand is that a cold call, a warm call, indeed, any type of sales call, should be an individual and customised inter-relational experience; hence, and INTERACTION. MTD Sales Training. While you should have a PLANNED talk, you should not have a CANNED pitch.

Cold Calling 287

Cold Calling Face-to-face Up-Sell Prospecting 287

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. MTD Sales Training | Sales Blog | Image courtesy of Slava Baranskyi at FreeDigitalPhotos.net. Regards, Louise. Louise Denny. Marketing Manager.

Twitter 120

Twitter Account Social Media Media 120

MTD Sales Training

FEBRUARY 2, 2012

Well, let’s relate the selling profession to other professions. MTD Sales Training. Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Most have a desire to excel beyond their peers and rise to the top of their industry. Happy Selling! Sean McPheat.

How To 283

How To Commission Industry Cold Calling 283

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

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. MTD Sales Training. So the real question then is how do you use LinkedIn to prospect and connect to potential leads?

LinkedIn 223

LinkedIn Prospecting Social Media Decision Maker 223