MTD Sales Training

JANUARY 25, 2018

This could involve improving your industry knowledge, or sharpening up you soft skills, or making sure you do better research next time. 3) Research, research and research some more what the best salespeople in your industry do to succeed. MTD Sales Training. 2) Recognise that not everyone will be your customer.

Influencer 181

Influencer Research Objections Industry 181

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. 3) Use the gatekeeper screen to get further information. Happy Selling! Sean McPheat.

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. 2) Identify your shared values. Happy Selling!

Buyer 185

Buyer Follow-up Up-Sell Research 185

MTD Sales Training

JANUARY 14, 2020

To do this, • Research how your products or services will assist their business to improve in some way. Does your team need extra training in appointment creation? Take a look at our Appointment Setting Training Course. MTD Sales Training | Sales Blog. Have examples of how you have helped others to achieve their goals.

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

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. MTD Sales Training.

LinkedIn 282

LinkedIn Social Media GoldMine Decision Maker 282

MTD Sales Training

NOVEMBER 27, 2017

Most of your learning will take place on the job and outside of a training classroom, so look for chances to build your knowledge and keep an eye out for improving your learning every day. 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.

Influencer 267

Influencer Knowledge Base Research Trends 267

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? MTD Sales Training. The post 8 Tips For Preparing For A Sales Call appeared first on MTD Sales Training. It’s a no-brainer! Happy Selling! Sean McPheat.

Ideal Customer Profile 220

Ideal Customer Profile Google Competition LinkedIn 220

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

B2B 150

B2B Social Media LinkedIn Influencer 150

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

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. Happy Selling!

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

MTD Sales Training

APRIL 7, 2020

Just as a health consultant wouldn’t prescribe an answer to a patient’s problem before doing a full diagnosis, the virtual connection offers an opportunity for you to find out more about their business through previous online and in situ research, before prescribing what you see as the antidote to their current challenges. Happy selling!

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

MTD Sales Training

MARCH 26, 2019

Lots of research has proved that salespeople who have this specific type of salesmanship do different things to the norm. Learn more about different types of effective selling techniques with MTD Sales Training course. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. 5) insight selling . Happy Selling!

Face-to-face 205

Face-to-face Consultative Selling Intent Buyer 205

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? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. appeared first on MTD Sales Training. Happy Selling!

Customer 181

Customer How To Exact Buyer 181

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. MTD Sales Training. They spend time every day learning something. Happy Selling!

Account 175

Account Decision Maker Face-to-face Research 175

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.”. Happy Selling!

Buyer 120

Buyer Social Media Loyalty Channels 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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Why You Should Have A CLOSE A & A CLOSE B appeared first on MTD Sales Training.

Closing 243

Closing Discount Buyer ROI 243

MTD Sales Training

JULY 23, 2019

Demandwave.com states in one of its research papers that, of a group of B2B marketers surveyed, 59% were able to confidently say LinkedIn is generating leads for them. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Make Your Linkedin Profile Stand Out appeared first on MTD Sales Training.

Ideal Customer Profile 161

Ideal Customer Profile LinkedIn Google How To 161

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. Sean McPheat. Managing Director.

Meeting 156

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

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’. Happy Selling! Sean McPheat. Managing Director.

Cold Calling 169

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

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

AUGUST 6, 2018

This shows you have at least done a little bit of research and have something in common. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post The 7 Best Phrases To Use With Your Prospects appeared first on MTD Sales Training. That tells them immediately who you are and the purpose for the call.

Prospecting 184

Prospecting Face-to-face Ideal Customer Profile Industry 184

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. MTD Sales Training.

Prospecting 154

Prospecting Loyalty Research Exact 154

MTD Sales Training

JANUARY 4, 2018

Do your research about me before contacting me. Buyers can see these a mile away, and they will know you have been on a training course. MTD Sales Training. The post 17 Sales Tips A Buyer Would Give You If You Would Listen appeared first on MTD Sales Training. If you DO cold-call me, don’t waste my time. Happy Selling!

Buyer 257

Buyer Cold Calling Objections Call-back 257

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

NOVEMBER 2, 2018

When we ask this question, many salespeople we train will answer “to save money!”. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. What’s most important to your prospects? And you can do it in five minutes! Happy Selling!

How To 219

How To Decision Maker Guarantee ACT 219

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

Face-to-face 120

Face-to-face Proposal Social Media Research 120

MTD Sales Training

MAY 25, 2018

Obviously, you’ll want to research the referred person’s company and analyse how you could be in a position to help. MTD Sales Training. The post How To Approach A New Referral appeared first on MTD Sales Training. What are their specific needs? In other words, why precisely are they being referred to you? Happy Selling!

Referrals 163

Referrals How To Enterprise Enterprise 163

MTD Sales Training

NOVEMBER 5, 2018

How you research their business. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Map Out Your Buyer’s Journey Pre & Post-Sale appeared first on MTD Sales Training. You start by identifying the stages a customer goes through in their relationship with you. Happy Selling!

How To 224

How To Buying Cycle Social Media Follow-up 224

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? Happy Selling! Sean McPheat.

Buyer 120

Buyer Follow-up Intent Positioning 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. MTD Sales Training. Here are just five of the things salespeople can do to kill the sale.

Cold Calling 120

Cold Calling Call-back Buyer Follow-up 120

MTD Sales Training

FEBRUARY 7, 2018

I’ve found that it probably boils down to just three key points, and I give you these ideas based on research and experience. MTD Sales Training. Find Out Here…) appeared first on MTD Sales Training. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct.

Sales Meeting 163

Sales Meeting Meeting Buyer Objections 163

MTD Sales Training

OCTOBER 18, 2017

A weak manager will blame the lack of training opportunities or the poor systems that the team have to use. A weak manager will not create those chances via coaching and mentoring, but will leave the development of their team up to the training department or wait for a suitable outside training course to come around.

Sales Management 120

Sales Management How To Influencer Coaching 120

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. Happy Selling!

Negotiation 120

Negotiation Groups Channels Prospecting 120

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. What you MUST not go beyond (the point where you will stop or walk away).

Negotiation 174

Negotiation Margin Positioning Insurance 174

MTD Sales Training

JANUARY 6, 2020

Instead, adopt the mindset of curiosity and do your research before coming to conclusions. MTD Sales Training | Sales Blog. The post How To Achieve A Healthy Sales Mindset appeared first on MTD Sales Training. Making assumptions means believing something that you accept as true without question or proof. Happy Selling!

How To 188

How To Commission Sales ACT 188

MTD Sales Training

APRIL 30, 2018

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. MTD Sales Training. The post 5 Steps To Effectively Follow-Up Prospects appeared first on MTD Sales Training. What causes it?

Follow-up 163

Follow-up Prospecting Call-back Proposal 163