MTD Sales Training

How To Handle A Client That Wants A Bigger Discount

MTD Sales Training

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen?

5 Components Of A Successful Salesperson’s Belief System

MTD Sales Training

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs.

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5 Essential Tips For Sales Managers For Running Better Sales Meetings

MTD Sales Training

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of.

How To Set Big, Hairy A * Sales Goals

MTD Sales Training

We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Should You Always Agree With Your Client?

MTD Sales Training

“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name.

What To Include In Your Agenda When Meeting A New Client

MTD Sales Training

Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them.

Was Your Prospect Interested In Your Pitch?

MTD Sales Training

How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract?

3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process.

How To Map Out Your Buyer’s Journey Pre & Post-Sale

MTD Sales Training

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Top 5 Ways To Gain More Repeat Business

MTD Sales Training

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before?

How To Increase Your Value To Clients Without Dropping Your Price

MTD Sales Training

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying.

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How To Handle Objections From A Loyal Client

MTD Sales Training

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns.

How To Articulate Your Value Proposition In 5 Minutes Flat

MTD Sales Training

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!”. And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you.

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How To Find Out Why Your Client Is Leaving

MTD Sales Training

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How To Find Out What The Prospect Values Most

MTD Sales Training

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday.

Why You Should Have A CLOSE A & A CLOSE B

MTD Sales Training

The excitement you feel when you get a positive response from your prospect is palpable. 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. It’s all going so well.

Needs & Wants Are OK, But Problems Are Even Better

MTD Sales Training

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘ motivation session ’ would solve the issue.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

5 Ways To Sell To The Modern Day Buyer

MTD Sales Training

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress.

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How To Stop Objections Before They Are Raised

MTD Sales Training

It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’. It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call.

5 Reasons Why Pre-Call Research Is A Must

MTD Sales Training

Here’s a question to start your day. ‘If If you’re going to make some contacts with prospects today, why should they bother talking to you?’.

5 Ways To Ensure Great Sales Communications

MTD Sales Training

You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

4 Quick Tips For The Up & Coming Sales Manager

MTD Sales Training

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role.

10 Ways To Prepare For Your First Cold Call

MTD Sales Training

Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines.

How To Uncover Your Prospects Needs & Wants With 1 Question

MTD Sales Training

We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information.

How To Guarantee An Increase In Value

MTD Sales Training

How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Why ‘Saying’ And ‘Being Believed’ Are Two Different Things

MTD Sales Training

When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes, things were a little different then.

5 Questions To Ask To Really Understand Your Buyer

MTD Sales Training

One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions.

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10 Top Qualities Of A Good Negotiator

MTD Sales Training

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’.

What To Do To Make Yourself OUTSTANDING!

MTD Sales Training

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

The Best Way To Generate New Leads

MTD Sales Training

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. He wanted our opinion on how to get more leads without having to cold call.

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The 2 Words That Can Eliminate Indecision In Your Prospect

MTD Sales Training

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’.

3 Ways To Handle Clients That Won’t Stop Negotiating Discounts

MTD Sales Training

There are many times when a client tries to intimidate or get the better of salespeople.

Why Storytelling Is Becoming The #1 Sales Skill To Master

MTD Sales Training

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.