MTD Sales Training

SEPTEMBER 23, 2011

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle. Then, in Step II , you designed the individual sales stages. Let us use a hypothetical sales person whose sales process looks like this: Suspect Indefinite. What is wrong?

Sales Process 120

Sales Process Proposal Cold Calling Negotiation 120

MTD Sales Training

OCTOBER 22, 2014

Decision Makers Sales Process' That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Decision Maker 279

Decision Maker Sales Process Sales 279

MTD Sales Training

SEPTEMBER 2, 2014

Sales Process how to build the right value to the customer selling the value to the prospect' Boy, I thought it was hard enough selling value to my customer, and now you’re telling me that there may be. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 230

How To Sales Process Prospecting Customer 230

MTD Sales Training

JANUARY 13, 2014

We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the. [[ This is a content summary only. Sales Process affecting clients being effective effective sales meetings' Visit my website for full links, other content, and more! ]].

Sales Meeting 241

Sales Meeting Meeting Sales Process Conversion 241

MTD Sales Training

JULY 30, 2013

Consultative Selling consultative sales process consultative selling approach consultative selling tips' The culture we exist in keeps us in a headlock and rubs. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Consultative Selling 248

Consultative Selling Sales Process Sales 248

MTD Sales Training

JULY 11, 2013

Sales Process closing the sale Gaining commitment presenting solutions' There comes a time in every salesperson’s discussion with a prospect when they need to change tack and get to the decision-making bit. You know…grabbing the prospect by the throat and. [[ This is a content summary only.

Closing 242

Closing Sales Process Prospecting Sales 242

MTD Sales Training

OCTOBER 23, 2017

This thinking is skipping the steps in the sales process. When setting appointments, many sales people have this same problem in that they are looking for people who are “ready to buy” instead of setting appointments with those who are simply “qualified to buy.”. Do not skip steps in the sales process.

Referrals 238

Referrals ACT Education Consumer 238

MTD Sales Training

NOVEMBER 21, 2012

Sales mistakes and blunders in the sales process or in. [[ This is a content summary only. Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Visit my website for full links, other content, and more! ]].

Prospecting 308

Prospecting B2B Sales Process Sales 308

MTD Sales Training

MARCH 7, 2013

The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 293

Buyer Benefit Sales Process Sales 293

MTD Sales Training

JULY 3, 2017

Get them sign up their lists, to ask for info and see what sales process the company use on them. Get a mystery shopping company to “shop” the competition and find out what they do in-between contacts with prospects. What makes you so different?

Prospecting 133

Prospecting Follow-up Education Competition 133

MTD Sales Training

AUGUST 6, 2013

This is exactly why Key Account Management is one of the most important aspects of the sales process and an. [[ This is a content summary only. It is 6 to 7 times harder to convert a new customer than to sell to an existing one. Visit my website for full links, other content, and more! ]].

Account 251

Account Exact Sales Process Customer 251

MTD Sales Training

NOVEMBER 30, 2017

6) Recognise that closing is part of the sales process , rather than an individual step. 7) See the whole sales process through the eyes of the customer. It’s often seen as the biggest fear for many salespeople , so practice simply asking for the buyer’s decision. It’s always what they see, rather than what you present.

Closing 186

Closing Decision Maker Sales Cycle Objections 186

MTD Sales Training

NOVEMBER 27, 2012

Often during the sales process it is necessary to send email to the prospect, and usually the prospect is in the middle of the decision making process. The email correspondence you send during this. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 261

Prospecting Sales Process Sales How To 261

MTD Sales Training

DECEMBER 2, 2018

Put together sales processes that unmistakeably and explicitly define expectations for your sales team. You need to provide specific, measurable guidelines so they can manage their processes quickly and easily. It’s just not possible. Unless, of course, you want to do 100-hour-weeks!

Sales Management 224

Sales Management Guidelines Up-Sell Coaching 224

MTD Sales Training

JANUARY 18, 2012

Will your voice present the wrong image and ruin the sales process? Depending on your business model and sales process , perhaps a purely or mostly e-selling process makes sense. Depending on your business model and sales process , perhaps a purely or mostly e-selling process makes sense.

Prospecting 271

Prospecting Face-to-face Gatekeeper Up-Sell 271

MTD Sales Training

APRIL 17, 2012

I teach a lot of “Best Practices” here at MTD Sales Training. You can do a few things at the end of the sales process that completely ruins everything. The prospecting process went perfect. However, every once in a while, it’s time to explore some of those “Worst Practices.” One telephone call set the appointment [.]

Training 267

Training Sales Process Sales Prospecting 267

MTD Sales Training

FEBRUARY 22, 2012

and modern day selling are hot topics right now, as more and more sales professionals and business owners are seeing the benefits of applying these concepts within their day-to-day sales processes.

Social Media 235

Social Media Decision Maker Conference Sales Qualified Lead 235

MTD Sales Training

JULY 4, 2011

Or, the sales person and management team look to increase closing averages by learning more techniques, overcoming a few more objections or being a bit more persistent. Understand the Sales Process. First, you must clearly understand your sales process and your S.O.S. Focus on Other Sales Activities.

Closing 120

Closing Cold Calling Gatekeeper Decision Maker 120

MTD Sales Training

OCTOBER 17, 2011

This process took an even greater leap forward with the invention of the internet, as buyers now had a world of information at their fingertips, meaning that they could “google” all about the product or service, the company and even the sales professionals themselves before they decided to enter into the sales process.

Cold Calling 303

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

MTD Sales Training

FEBRUARY 1, 2012

You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is more important than many realise and can steer the sales process in a positive or negative direction. Instead of: Sales Person. Wow, Sarah! This is a great office!

Sports 283

Sports Up-Sell Positioning Follow-up 283

MTD Sales Training

SEPTEMBER 19, 2018

Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). Do it correctly and it can work wonders for you.

Meeting 215

Meeting Video Face-to-face Skype 215

MTD Sales Training

MARCH 1, 2012

You see, since it is the prospect that has the objection, the problem, the mental block that is stalling the sales process, then it is really the prospect who has to overcome the objection—NOT you. As a professional sales person dealing with today’s modern and educated buyer, remember that you are on the same side.

Objections 271

Objections Face-to-face Education Buyer 271

MTD Sales Training

MARCH 8, 2012

Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. When this happens, the prospect is objecting to BUYING and the sales person is trying to CLOSE. Think about that.

Objections 314

Objections Up-Sell Closing Prospecting 314

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services. Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

MTD Sales Training

JULY 31, 2012

However, remember that the NOs are an integral part of your sales process. During the sales process, a professional sales person unearths the problems and exposes the need. Below are at least three NO situations that you should learn to live with. NO #1 – No Problem.

Objections 288

Objections Motivation Course Up-Sell 288

MTD Sales Training

SEPTEMBER 5, 2018

It certainly would, and it would also allow you to take the conversation on at a pace when things might be stalling in the sales process. Wouldn’t that be a golden arrow in your armoury? So, what’s the one question that will uncover your prospect’s REAL needs and wants? It’s this: ‘How will you know you’ve made the right choice?’.

Prospecting 224

Prospecting How To Retention Benefit 224

MTD Sales Training

NOVEMBER 26, 2019

It might help you to gain more incremental sales, and you’ll have the knowledge to know how much farther you could expect your client to go. Would you like to better understand the sales process? Learn from experienced sales professionals by attending our Essential Selling Skills Training Course. Happy Selling!

Up-Sell 173

Up-Sell Insurance Insurance Comparison 173

MTD Sales Training

OCTOBER 19, 2011

Sticker Shock” at the end of the sales interaction is not a reaction to price; it is a matter of value and likely a failure of several steps in the sales process. #2. Conversely, you probably have very serious problems within your sales process, your sales interaction, and in building value. .

Prospecting 251

Prospecting Discount Report Up-Sell 251

MTD Sales Training

FEBRUARY 18, 2015

Can we actually narrow down the whole sales process to just one step? Is there just one reason? Naturally, there are a myriad of stages that people go through before they make the decision to go with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 120

Buyer Sales Process Sales 120

MTD Sales Training

JULY 5, 2012

Everything is going exactly as written in your sales process. It may be hard to believe, but often, you, the sales person, actually caused much of the problem. There are statements and questions most sales people ask when following up on literature that create obstacles and hamper the sales process.

Follow-up 266

Follow-up Gatekeeper Decision Maker Call-back 266

MTD Sales Training

MARCH 26, 2019

Using this type of sales technique, the intention of the salesperson is to overtly sell their product. There doesn’t appear to be much of a sales process. Any process that is in place normally follows the adage of ‘pile them high, sell them cheap’. 2) product-oriented selling.

Face-to-face 205

Face-to-face Consultative Selling Intent Buyer 205

MTD Sales Training

APRIL 17, 2012

The modern day sales process has changed, and sales professionals across all sectors and industries are having to change the way that they sell in order to engage and interact with the modern day buyer. The days of the mighty cold call are fading away fast, as the modern day buyer simply doesn’t want to [.]

Cold Calling 174

Cold Calling Buyer Industry Sales Process 174

MTD Sales Training

FEBRUARY 3, 2020

How about discussing marketing strategies for their business, or helping them to expand their sales processes elsewhere in their markets? If the only time you are in contact with your customer is when you are trying to sell them something, you will be no different to your competitors. 5) Find out who their customers are.

Customer 246

Customer How To Call-back Cold Calling 246

MTD Sales Training

MAY 18, 2016

Remember, rapport building is not a stage of the sales process. You should be building rapport at all times and all throughout the sales process. RAPPORT BUILDING WARNING.

LinkedIn 120

LinkedIn Travel Meeting Exact 120

MTD Sales Training

FEBRUARY 11, 2019

Backing up a little bit in the sales process , you may want to establish what criteria the customer is going to use in order to make a decision. Something like ‘I’ve already reduced the price by X%, Mr Prospect; may I ask why you require more?’ should do it. What’s most important to him in making his decision?

Discount 199

Discount Margin How To Prospecting 199

MTD Sales Training

SEPTEMBER 9, 2019

or “How can I ‘close the sale’ more often?”. Putting the emphasis on the ‘close’ can be a big mistake in the sales process. We often get salespeople asking “What’s the best ‘close’ I can use?” A ‘close’ will not just materialise as a result of asking the right questions, though.

Proposal 196

Proposal Objections Closing Buyer 196

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. Firstly, ensure the buyer is in the right ‘state of mind’ to progress.

Sales Meeting 163

Sales Meeting Meeting Buyer Objections 163