MTD Sales Training

FEBRUARY 4, 2013

Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 287

How To Study Research Company 287

MTD Sales Training

OCTOBER 5, 2018

2) Make sure your research is complete and accurate. Either way, your thorough research will help you determine if this is the right person to be talking to. The person may, though, be a key influencer in the process, so you will want them to feel they have confidence in your approach and so build up trust.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

MTD Sales Training

SEPTEMBER 16, 2019

Here are some ideas you would benefit from trying: 1) Do your research. You should research their current situation, where they may be missing out on business and what their future opportunities might be. So, what steps can you take to build closer relationships with current and future clients? 2) Identify your shared values.

Buyer 185

Buyer Follow-up Up-Sell Research 185

MTD Sales Training

NOVEMBER 9, 2017

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. Here are just some of the points from the research that shows us how to learn from the best.

Hiring 268

Hiring Sales Management Loyalty Study 268

MTD Sales Training

NOVEMBER 21, 2018

2) Research with leaders in the field. Send out weekly or monthly news bulletins that show your expertise in areas that are important to others, that they don’t have time to research. If you dropped just one half-hour show per evening, that’s 10 hours per month you could buy time for to do research. Does all of this take time?

Guarantee 174

Guarantee Ideal Customer Profile How To Comparison 174

MTD Sales Training

MAY 14, 2019

5) Be professional in your researching. If you think you’ve done all the research on a company by simply looking at their website, think again. It is possible today to find out everything you need to know about a company and the buyers there by deep research.

B2B 150

B2B Social Media LinkedIn Influencer 150

MTD Sales Training

JUNE 14, 2016

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Research 212

Research Sales 212

MTD Sales Training

APRIL 24, 2014

You’ve done your research on the buyer and their company…you have uncovered all the possible objections the. [[ This is a content summary only. It’s one of the biggest frustrations in a salesperson’s experience. Visit my website for full links, other content, and more! ]].

Buyer 270

Buyer Objections Research Company 270

MTD Sales Training

JANUARY 28, 2020

Your research should tell you what you do better than the competitor, so focus on what those better things are. If they are cheaper than you, concentrate on the value you bring to the marketplace, especially for this specific client.

Competition 375

Competition Sales Meeting Meeting How To 375

MTD Sales Training

DECEMBER 4, 2017

You can track who is looking at your profile and how often they are viewing it, so that you can act instantly on companies and professionals who are already researching you and your company – meaning you are already on their radar and can therefore start to build a relationship with these leads. Research Potential Contacts And Leads.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

MTD Sales Training

JANUARY 10, 2018

Of course it does, but would you rather spend five minutes researching the company and having a good chance of progressing, or doing no research and having no chance? By preparing well, you put yourself in a strong position to increase the value of what you have to offer. Does the above take time? It’s a no-brainer! Happy Selling!

Ideal Customer Profile 220

Ideal Customer Profile Google Competition LinkedIn 220

MTD Sales Training

SEPTEMBER 24, 2018

The new buyer knows what they want and has done a lot of research. Hubspot’s recent report on The State of Inbound (2017) said ““the amount of research and analysis that goes in before employing a particular strategy has increased manifold and constant checks on the trends of consumer behavior are changing as well.”.

Buyer 120

Buyer Social Media Loyalty Channels 120

MTD Sales Training

JULY 5, 2017

Here are just five: Don’t Do Your Research. If you do appropriate research, you can ask specific questions that show you have something of value to offer the client. Your questions or comments on your research can drive the conversation forward. The fastest way to kill rapport and trust is to go into any meeting cold.

Face-to-face 120

Face-to-face Proposal Social Media Research 120

MTD Sales Training

OCTOBER 26, 2017

They plan effectively the research they will share with their key accounts and build these communications so that they are automated and relevant to the individuals within those businesses. Or simply an update on new research within your industry. They spend time every day learning something.

Account 175

Account Decision Maker Face-to-face Research 175

MTD Sales Training

SEPTEMBER 26, 2018

Prospecting today should consist of quality researching, building up a database of people and companies who you know will be interested in your solutions because you have uncovered needs and wants. Simply calling when you’re at your desk, at the right time for you and when you’ve done all necessary research won’t mean you’ll succeed.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

MTD Sales Training

JUNE 12, 2017

If they come across something of value, they do further research to write articles about it that would be valuable to their readers. In effect, they do the hard work of researching for their readers. Continue to do research on what is important to your prospects. Watch your competition and how they attract business.

Lead Rank 145

Lead Rank Lead Scoring Leads Marketing Qualified Lead 145

MTD Sales Training

FEBRUARY 16, 2012

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. Here are some scary facts and figures for you: 90% of buying decisions are based on internet research – Gartner research.

LinkedIn 282

LinkedIn Social Media GoldMine Decision Maker 282

MTD Sales Training

APRIL 19, 2020

When the lockdowns are over, we may find that the virtual world has uncovered a whole new way of researching our customer base and allowed us to seek out information and facts that we hadn’t tried before. See this as an opportunity to research how things will be after we have re-invented our businesses.

Meeting 156

Meeting Face-to-face How To Call-back 156

MTD Sales Training

MARCH 12, 2019

But most people will do a lot of research before contacting a salesperson to finalise their decision. How should we sell our product today, to a well-researched and highly-knowledgeable prospect? Well, most salespeople still sell as if buyers were needing to know information. What does this mean for a salesperson?

Customer 181

Customer How To Exact Buyer 181

MTD Sales Training

FEBRUARY 6, 2013

When I bought my new television recently, I did the research, examined my options and made decisions based on what I wanted. The web was my instructor, expert and advisor. My choice whittled down to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Research 258

Research Sales 258

MTD Sales Training

NOVEMBER 27, 2017

Increase Your Research Base. The way to do this is to increase the amount of research you carry out so it becomes a daily habit. Take your knowledge, see how it can apply in other situations and build your business acumen to assist new and existing clients alike. Make it a habit and you’ll become really useful to them.

Influencer 267

Influencer Knowledge Base Research Trends 267

MTD Sales Training

SEPTEMBER 28, 2017

4) Find relevant content from blogs and articles you have researched and share them with current and future customers. You may uncover research about certain subjects that a prospect is interested in and send it to them, with a short note saying ‘I saw this and thought of you’.

Cold Calling 169

Cold Calling Ideal Customer Profile Decision Maker Face-to-face 169

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. Brooks and Tom Travisano have researched what makes a customer switch off immediately, and these six are at the top of their researched list. Will they trust you or not?

Buyer 120

Buyer Follow-up Intent Positioning 120

MTD Sales Training

FEBRUARY 1, 2018

If you research what the most important issues they are concerned with at the moment, your voicemail can include those items. You will grab their attention if you say: “Our research has shown many companies are struggling with customer loyalty and the effect that has on profitability these days. Is profit a key issue?

Prospecting 154

Prospecting Loyalty Research Exact 154

MTD Sales Training

OCTOBER 17, 2011

Today’s buyers are much more sales savvy than their predecessors – they conduct research online about your products and services, your company, your competitors and they can even find out information about you on a personal level as well. 90% of buying decisions are based on internet research – Gartner research.

Cold Calling 303

Cold Calling Social Media Decision Maker Face-to-face 303

MTD Sales Training

MAY 12, 2017

All our research is showing that, in the future, the role of the salesperson will not be to sell anything. Prospects can now research company information, reviews, feedback, and all manner of information online, so the need to have a salesperson presenting and demonstrating benefits is becoming less and less necessary.

Negotiation 120

Negotiation Groups Channels Prospecting 120

MTD Sales Training

MARCH 7, 2018

1) Lack of research. If you turn up and it’s obvious you haven’t done sufficient research to allow you to have a decent conversation with the prospect , then the buyer wonders why they should spend their valuable time filling you in. Here are just five of the things salespeople can do to kill the sale. What do you do?’.

Cold Calling 120

Cold Calling Call-back Buyer Follow-up 120

MTD Sales Training

AUGUST 23, 2016

It’s the customer who has done their homework and research, and it’s they who set the rules for the conversation. Before you make contact, research what the prospect already knows about you and your company. According to many people in the old days, if you could talk a lot, you could convince someone that they should buy from you.

Conversion 120

Conversion Prospecting How To Construction 120

MTD Sales Training

SEPTEMBER 3, 2019

Again, with the ‘too expensive’ example, they could mean they have researched you against competitors and you are more expensive than they are, or they bought similar products two years ago for a cheaper price, or they have a figure in mind and your price is higher, or they would buy from you if the price was a little lower.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

MTD Sales Training

DECEMBER 13, 2018

3) Do your research on what the other party might be wanting from the negotiations. Researching their positions before starting may well make it clearer to you where you stand. What you MUST not go beyond (the point where you will stop or walk away). Setting these limits means you won’t be tempted to do business at any price.

Negotiation 174

Negotiation Margin Positioning Insurance 174

MTD Sales Training

JUNE 6, 2017

Research states that when you read a page of text that includes your name in it, you can pick it out in a matter of seconds, even if there are hundreds of other words on the page. If you’ve done your research effectively (and you shouldn’t send an email until you have), then you can personalise the information to their specific situation.

Prospecting 163

Prospecting Decision Maker Face-to-face Cold Calling 163

MTD Sales Training

JANUARY 14, 2020

To do this, • Research how your products or services will assist their business to improve in some way. Well, think about what would make the person give up half-an-hour (or however long the appointment would be for) to listen to you? This would be the value message, or the value proposition, as it’s known as.

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

MTD Sales Training

APRIL 25, 2017

Do Research On Elements That Are Really Important To Your Prospects At The Moment. For instance, if new legislation is affecting their business in some way, research what others are doing and offer advice to potential clients so they see how helpful you could be to their businesses.

Prospecting 120

Prospecting Face-to-face Social Media Advertising 120

MTD Sales Training

OCTOBER 31, 2018

All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. The excitement you feel when you get a positive response from your prospect is palpable. It’s all going so well.

Closing 243

Closing Discount Buyer ROI 243

MTD Sales Training

AUGUST 6, 2018

This shows you have at least done a little bit of research and have something in common. That tells them immediately who you are and the purpose for the call. You open up the conversation by asking for their opinion. 2) I saw on your LinkedIn profile that…. You’re talking their language when you talk about their business.

Prospecting 184

Prospecting Face-to-face Ideal Customer Profile Industry 184

MTD Sales Training

DECEMBER 27, 2018

MTD’s research has highlighted these four as being generic and impactful. The one word that keeps cropping up in research about future business is the ability to be ‘agile’ in our response to needs. See what you think: Swift Responses to needs – Flexible, agile, adaptable.

Customer 120

Customer Loyalty Vendor Competition 120

MTD Sales Training

NOVEMBER 8, 2011

You can track who is looking at your profile and how often they are viewing it, so that you can act instantly on companies and professionals who are already researching you and your company – meaning you are already on their radar and can therefore start to build a relationship with these leads. Research Potential Contacts And Leads.

LinkedIn 223

LinkedIn Prospecting Social Media Decision Maker 223