MTD Sales Training

APRIL 19, 2020

If so, use meeting software that allows for more people to be online. Do identify other uses of the meeting software. Do ensure people on the call are aware of the meeting software’s capabilities. Most people will be coherent with how the software works, but ensure you know how it works yourself. Do some test runs.

Meeting 156

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

MTD Sales Training

JULY 1, 2011

For example, a software developer sells helpdesk management software and typically approaches the Director of I.T. However, the director claims that she has depleted the departmental budget for the year and could not buy the software even if she really wanted to. Could anyone consider that a security issue? Happy Selling!

Objections 120

Objections Demographics Software Software 120

MTD Sales Training

JANUARY 20, 2012

Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. As an example, using our hypothetical software upgrade above, you would deliver the bad news that the upgrade is late as are residual commissions. Begin with the worse news possible, and then deliver good news.

How To 283

How To Commission Positioning Software 283

MTD Sales Training

DECEMBER 28, 2011

Sales Person: “Finally, Sarah, we will deliver, install and test the software. Sales Person: “Finally, Sarah, we will deliver, install and test the software. You have to believe that you are merely verifying the details, or it comes across as a con and the prospect will feel as if you are trying to manipulate them. Prospect: “Yeah.

Closing 279

Closing Software Software Sales 279

MTD Sales Training

FEBRUARY 6, 2012

However, I am so excited about our XJ2000 software that I can hardly think about politics right now…How many servers are you running at this location, anyway?”. #3 Let the prospect know that you are so engrossed in what you sell, that you cannot even think about such other topics right now. 3 – Your Issues, Problems Are Too Important.

Prospecting 308

Prospecting Travel Exact Up-Sell 308

MTD Sales Training

APRIL 25, 2017

Free software is available for you to run and record these sessions, which can then be downloaded to your prospects and allow them to see what you do in their own time, whenever they choose. Don’t ‘sell’ your products at these events; get buyers to see what results they will achieve by using you.

Prospecting 120

Prospecting Face-to-face Social Media Advertising 120

MTD Sales Training

FEBRUARY 9, 2012

While in company A the Help Desk Manager is the DM for help desk software, in company B, the DM may be a purchasing manager or the IT Director. However, more often than not, this is not the case. The exact responsibilities for the same job title will differ from company to company.

Decision Maker 282

Decision Maker Cold Calling Guarantee Up-Sell 282

MTD Sales Training

DECEMBER 22, 2011

Sales Person: “Finally, Sarah, we will deliver, install and test the software. The sales person does indeed accomplish something with this close…they make the whole situation much worse. The total comes to £3,400 for the first year and then £425 per year in maintenance fees. So what do you think?”.

Incentives 291

Incentives Incentive Closing Follow-up 291

MTD Sales Training

JUNE 13, 2012

I apologise that I am not a good enough sales person to show you exactly how scheduling software will save you thousands of pounds on your warehouse costs.”. Or the prospect can accept your apology, in which case they tell you exactly where you DID came up short in your sales interaction.” As an example… Sales Person. “I

Closing 261

Closing Exact Commission Follow-up 261

MTD Sales Training

FEBRUARY 24, 2012

I apologise that I am not a good enough sales person to show you exactly how our help desk software will save you thousands of pounds every month.”. Or the prospect can accept your apology, in which case they tell you exactly what the problem is that is holding them back. Sales Person. “I Well, that’s ok.

Face-to-face 259

Face-to-face Objections Commission Exact 259

MTD Sales Training

JUNE 29, 2011

For instance, assume there are two software companies whom both sell a comparable accounting application. The higher worth and investment for the professional programmers, will increase the intrinsic value of the software. #3.

Hiring 120

Hiring Banking Software Software 120

MTD Sales Training

SEPTEMBER 23, 2011

CRM Software and Your Sales Process. Once you have established a solid sales process, you need to configure and customise your CRM (Customer Relationship Management) software program to reflect and accurately record your activity.

Sales Process 120

Sales Process Proposal Cold Calling Negotiation 120

MTD Sales Training

NOVEMBER 23, 2011

In addition to knowing how to gather all of your sales performance data via sophisticated CRM software, you must know what to do with the information. 5: Today’s Sales Professional is a Performance Analyst. While today’s modern sales professionals works hard; they work smart. .

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

MTD Sales Training

JUNE 27, 2011

A helpdesk software rep should know how and where their product and service could help a company other than just in the I.T. Then, if you can develop this person into a strong ally, they may not only help you get into the main DM’s office, they may help you close the sale. Other Departments. department.

Closing 120

Closing Prospecting Decision Maker Gatekeeper 120

MTD Sales Training

AUGUST 24, 2011

Sales Person: “Do you know who might be in charge of making decisions on database software in your firm? Listen Steve, I was wondering if you could help me…”. Non-DM: “I’ll try. What do you need?”. Just get in the company and talk to anybody. Next up on Friday, August 26, 2011.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120

MTD Sales Training

JULY 8, 2011

Use CRM (Customer Relationships Management) software or some database management system to track your sales activity accurately. Do Not Just Measure the Sales. To get an accurate picture of your sales performance , measure more than the end result—the sale.

Closing 120

Closing Sales Training Up-Sell 120

MTD Sales Training

JUNE 25, 2019

For example, suppose you’re demonstrating a new software solution to a manufacturing company. The resulting demonstration would sound something like this: “Imagine that your production manger calls and tells you a software malfunction has delayed production of a key component for a major part you produce.

How To 279

How To Software Software System 279

MTD Sales Training

DECEMBER 15, 2011

You ask some questions of Steve and find that he is not correctly demonstrating how to run the Profit & Loss Reports of the accounting software. Here’s an example: In your one to one meeting with Steve, you noted that at least twice, he lost sales you think he should have closed. Three Approaches.

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

MTD Sales Training

AUGUST 26, 2011

This is Susan over here at Acme Software…just putting a package in the post…and is there a suite or department number for I.T.?”. Now, if the GK stops you in the middle of this process remain calm, confident and stay very nonchalant…. GK: “Who is this?”. Sales Person: “Oh, I’m sorry. Sales Person: “Great, thanks.

Cold Calling 133

Cold Calling Policies Telemarketing Gatekeeper 133