(If you are looking for an open/public course please click here. Otherwise please read on)

Sales training designed around your

EXACT REQUIREMENTS and delivered at

a location and time of your choice!

In-house sales training is the most cost effective way of improving the performance of your sales team.

You are most likely reviewing your options at the moment for an in-house, bespoke course of 1 to 5 days in duration or you might be looking for a longer sales development programme. Either way, MTD can help you.

MTD specialise in Business to Business, Business to Customer, Telephone and Retail In-House Sales Training.

The likes of Telesoft Technologies, The Holiday Place, Friends Provident, Honda UK, Lloyds TSB, Friends Reunited, Penn Legal, Capital One Bank, Panasonic, Claire's Accessories, 118 118 Directory Enquiries, Aspire Business Solutions and over 50 other organisations, both large and small, have benefited from the training expertise of our staff in providing them with a tailor made training solution to meet their specific requirements.

Whether it be for a group of new or existing sales people we can design and deliver a course that is centred around the exact requirements of your sales team and what you want to achieve.

We can help your sales staff to...

Exceed their sales targets and close more sales in less time

Overcome the objections that they face with confidence and ease

Manage their diary more effectively to free up more time for selling

Understand the motivations and wants of their prospects

Eliminate their frustrations and stress when it does not go their way

Create a step-by-step consultative selling process that works

Learn how to build effective relationships and rapport

Get referrals from your customers, without hounding them

Qualify their prospects more effectively

Develop the right questions to use and when to use them

Boost their self-confidence

Eliminate all of the activities that are costing them sales, time and energy and implement a new system to make them more sales

CLICK HERE to make an enquiry

"Mark did an excellent job at pitching at the

right level to meet everyone's needs..."

"We had a very productive training course. We had a broad range of sales experiences in the group & Mark did an excellent job of pitching at the right level to meet everyone's needs. We enjoyed the informal style of presentation & found the group work interesting, useful & fun. Our training event was very interactive and has made an immediate impact on our sales team. We have made significant changes to our sales processes and techniques as a result of the training and we are anticipating an increase in our business as a result. I am happy to recommend MTD to any organisation wishing to increase their sales successes and should we need further sales training I'll be coming back to you"

Ian Wright - Commercial Services Manager - Aspire Business Solutions

"We will definitely want him back in the future"

"Our trainer, John, was brilliant. We all had a great day and enjoyed learning about personalities and how to adapt this into selling. We all thought the delivery was clear and we were given lots of opportunities to ask questions and make the training relevant to what we are selling. We will definitely want him back in the future. 100% happy customer"

Caroline Goouch - Sales Manager - Friends Reunited Jobs

"Just what I needed to step up my game..."

"I had a really great time and it will be really useful going forward. Was exactly the insight and catalyst I needed to step up my game. A very good course"

Steven Wyer - Capital One Bank

"Upbeat, energetic and fun..."

"Sean's style was excellent and really made me want to learn more. It was upbeat, energetic and fun"
Olivia McLaughlan - Area Manager - Claire's Accessories

"He is very motivational and makes people

strive to achieve results"

"John (our trainer) was a very knowledgeable person. He often used his own past experiences as a salesperson, sales director to reinforce his point or opinion. He has the ability to identify the needs of all within the group he is trying no matter what their skill level. He is very motivational & makes people strive to achieve results they never thought was possible. He is always available to give advice"

Ken Newton - Sales Development Executive - The Holiday Place

What type of courses do MTD run

and what is the process?

We run custom-made, in-house courses for your sales staff.

Whether it is telesales, face to face, consultative selling, retail sales or whatever!

All you need to do is provide us with what you want to achieve or tell us about the training requirements of the group and we will prepare a course proposal for you along with the costs.

What makes us unique is that every delegate who attends one of our courses will receive unlimited amounts of email and telephone support from their course leader. That means that they can ask for some personal advice and tips whilst implementing what they have covered during the course.

After all, it's after the course where the real work starts!

By asking for a course proposal you are under no obligation whatsoever at any stage.

The beauty of in-house training is that we can get to understand about your business before we deliver the training. We will also learn about what you sell and how you sell it to make sure that what we deliver is really specific to your industry and desired outcomes.

The training can be delivered at your premises or offsite at a hotel or training centre - the choice is yours!

In-house courses are usually run for 1-5 days, we also design and deliver longer, on-going sales development programmes that last from anywhere between 3-24 months.

(If you are looking for an open/public course please click here. Otherwise please read on)

CLICK HERE to make an enquiry

"There were no switch off spells..."

"There were no switch off spells as the course was excellent. The presentation style was both friendly and humorous. I now have a method of structuring my style and have a great understanding that different people need to be motivated in different ways"

Bakhtiar Hanan - Videogames - Toys R Us

"Overall, the course was excellent..."

"It was great to understand why people actually buy from you. I will now conduct better customer analysis before my face to face sales meetings. Overall the course was excellent and I would highly recommend MTD"

Barry Crossman - Sales and Product Specialist - Dot Medical

"My manager could not believe the impact
the course had on me..."

"After the training had finished my manager could not believe what impact the course had on me. He thought he had employed another person!"
Phil Hayman - Manager – Faccenda

"I would definitely recommend MTD to others

as a training partner without hesitation ..."

"I chose MTD as one of our training partners because they really give you the personal touch with their training and it is all centred on the needs of our business and the specific needs of our colleagues. The first thing that struck me was the relationship side of things. It was a true partnership and Sean (the trainer) would often stay behind to give recommendations to myself and my training team. Overall, MTD offered excellent customer service and nothing was ever too much trouble for them. I have enjoyed working with MTD and would definitely recommend them to others as a training partner without hesitation"

Gillian Ince - Head Of Training - Claire's Accessories UK

CLICK HERE to make an enquiry

"Our High Performance Teams Programme has
been brilliantly received by the participants..."

"We chose MTD because of their enthusiasm at our initial meetings and because we felt their refreshing approach to people development fitted our particular needs. I feel we have now developed a very professional relationship but with a personal touch. Our High Performance Teams Programme has been brilliantly received by the participants and we are starting to see the benefits that we had hoped for."
John Owen – Training Manager – Friends Provident International

"The course was exceptional..."

"The course was exceptional. What I liked about it was that it was very good information, funny, affirming (as individuals and as a group), practical and has benefits far beyond the content. The facilitation was excellent. Thanks for all this. You are an exceptional person Sean and it was great being on the course"
Susan Grant - Duni Group

"The best course I have ever been on..."

"I have worked for Ford for 30 years and without doubt this was the best course I have ever been on"
Hugh Foley - Manager - Ford Motor Company

CLICK HERE to make an enquiry

"The course made me think about myself..."

"The course was very informative. It made me think about myself and my staff and how I need to change. It had great content and covered all of the key topics"
Robyn Fitzgerald - The Number 118 118 Directory Enquiries

Please call or email us to make an enquiry today...

Call us for FREE on 0800 849 6732

Email us at training@mtdsalestraining.com

Complete our online form

Below are some course outlines that we have delivered in the past to give you some ideas.

The client…

Since their foundation in 1986, The Holiday Place Plc has built a reputation for offering a quality, personalised service and superb value for money for their customers. They are a specialist Tour Operator providing holidays for the discerning traveller to a diverse range of great value hotels & resorts in some of the worlds most exotic locations.

The need…

The Holiday Place wanted their telephone staff to be able to close more deals and up and cross sell a wide range of products and services. With a view to being the No 1 Tour Operator within the UK they called MTD in to design and deliver an ongoing sales training programme for their staff.

The solution…

We designed a 3 module sales training programme for all of their reservation’s staff that included:

Module 1

– Relationship Building Skills and Questioning Methodologies.

Module 2

– Proposing specific solutions to the Customer, and securing their commitment (Closing Skills)

Module 3

– Effective Negotiation and Problem Solving Skills.

We also ran a series of sales coaching workshops for their Team Leaders so that they could get the best from every member of their team after we had conducted the training

"He is very motivational and makes people

strive to achieve results"

"John (our trainer) was a very knowledgeable person. He often used his own past experiences as a salesperson, sales director to reinforce his point or opinion. He has the ability to identify the needs of all within the group he is trying no matter what their skill level. He is very motivational & makes people strive to achieve results they never thought was possible. He is always available to give advice"

Ken Newton - Sales Development Executive - The Holiday Place

"I find it easy to ask for the business now"

"John made the training sessions very enjoyable and included different training methods as opposed to just the standard method. I did enjoy all the training sessions as it was a relaxed atmosphere and at the same did make me think of different ways to approach different situations in a positive light. I am able to listen to clients needs as opposed to selling the client what I feel they want. Therefore not make assumptions. I find it easy to ask for the business now"

Naina Karsan - Sales Consultant - The Holiday Place

The client…

Friends Reunited Jobs is an offshoot of the high successful Friends Reunited website.

As a job search portal it was the Sales staff responsibility to sell advertising space to businesses and they needed sales cycle training from the start to finish!

The need…

Whilst Friends Reunited Jobs were successful at what they were doing they wanted to improve upon the sales targets by handling objections more effectively and negotiating advertising deals with greater success.

The solution…

We designed a training programme that covered:

•  The sales cycle

•  Consultative Selling

•  Understanding buyer types

•  Overcoming objections

•  How to ask for the business and negotiating the deal

“100% happy customer”

“John, our trainer, was brilliant we all had a great day and enjoyed learning about personalities and how to adapt this into selling. We all thought the delivery was clear and we were given lots of opportunities to ask questions and make the training relevant to what we are selling. I think we will definitely want him back in the future. I put the techniques into practice right away and got 3 sales immediately! 100% happy customer”

Kind Regards

Caroline Goouch

Sales Manager

www.jobsreunited.co.uk

CLICK HERE to make an enquiry

The client…

Aspire Business Solutions are the business arm of Loughborough College

ABS was set up to sell and offer services that the college can offer to businesses through "Aspire Business Solutions". These include Foreign Languages for business, Distance Learning, E-Learning and Management Training.

The need…

Whilst the sales staff had excellent product knowledge they did not know how to make cold calls and conduct follow up meetings with their clients to ultimately "close" more business. 

The solution…

A 1-day consultative selling course was designed that was delivered to their sales team.

It focused on generating leads through the telephone, how to understand and implement the sales process and how to overcome objections and close more clients.

"Mark did an excellent job at pitching at the

right level to meet everyone's needs..."

"We had a very productive training course. We had a broad range of sales experiences in the group & Mark did an excellent job of pitching at the right level to meet everyone's needs. We enjoyed the informal style of presentation & found the group work interesting, useful & fun. Our training event was very interactive and has made an immediate impact on our sales team. We have made significant changes to our sales processes and techniques as a result of the training and we are anticipating an increase in our business as a result. I am happy to recommend MTD to any organisation wishing to increase their sales successes and should we need further sales training I'll be coming back to you"

Ian Wright - Commercial Services Manager - Aspire Business Solutions

CLICK HERE to make an enquiry

Due to Non Disclosure Agreements We

Are Unable To Name The Following Clients:

Client:

Top 3 European vehicle rental and fleet management organisation, a subsidiary of a major vehicle brand.

The Problem:

Sales force very effective at taking orders from existing customers and managing existing relationships, but demonstrated a large degree of weakness in developing new business, cross-selling and up-selling.

Solutions:

A three tiered approach:

• Working with the senior management to provide them with the necessary sales management skills and approaches to enable them to effectively manage their sales force in a proactive fashion, resulting in a change of behaviours from a ‘numbers’ approach to a proactive Client and business development approach.

• Secondly, working with the Corporate sector salesforce, designing and delivering a bespoke structured sales training and development programme delivered over three months, interspersed with one to one coaching and supported by an interim management role, working directly with the salesforce and the management to reinforce the structures, approaches and methodologies focused upon throughout the training programme.

• Thirdly, designing and delivering a two day sales training programme to the Retail sector staff and management to enable them to understand the way in which the salesforce would be selling, focusing on commercial acumen, local knowledge, identification and creation of opportunities, and excellence in customer service.

Snapshot of Training Content:

A six step sales skills development programme, of modular structure and delivered over three months, interspersed by monthly one-one coaching sessions, comprising of:

1. Before the Sales Begins
Developing a commercial mind set
Eradication of self-limiting beliefs
Customer research and customers’ business understanding

2. Powerful Prospecting
Effective and unobtrusive information gathering
Creating commonality between sales person and customer – relationship building
Securing meetings that count

3. Customer meetings
Psychology of Human Interaction
Building exceptional customer relationships
Excellence in questioning and listening skills
Identifying wants and needs
Creating wants and needs

4. Proposing Specific Solutions
Providing specific advantages and benefits
Directional psychology and identifying buyer motivations
Buying criteria and decision making process
High Impact Presentation Skills
Asking for the business

5. Account Development
Creating effective account development plans
Proposal writing
Bid/Tender responses
The ‘12 Touch’ technique
Ongoing relationship management

6. Account Management
Effective Account Management
Preferred supplier positioning
Managing the buyer
Ring-fencing relationships – protecting your business!

Outcomes:

• Reducing the cold call : contract ratio from in excess of 150:1 to less than 8:1
• Opening of over 300 new accounts within 8 weeks
• Increase in revenue generated from over 100 existing accounts within 3 months
• Securing massive increase in RFP/ITT opportunities within 8 weeks
• Generating in excess of £38 million of new business (GP) within 6 months
• Following the success of this programme, our Consultant was invited back in to the business as an Interim Manager for another 6 months the following year to maintain the new sales process and inject more commercial focus.

CLICK HERE to make an enquiry

Client:

UK division of world leading electronic component distribution organisation.

The Problem:

Internal sales force, under increasing market pressures, were not performing as proactive sales force, concentrating on taking orders and issuing quotes for stock requests on a reactive basis, with little or no follow-up.

Solutions:

Working with three divisional internal sales forces, and in conjunction with their management, we carried out a skills audit, ad compared it then to the ideal skill set that the business felt it required.

A structured and totally bespoke training programme was then designed, and delivered in a modular fashion to each of the groups, thus ensuring minimum down time and disruption to the business.

With real focus on effective telesales, as opposed to the incumbent ‘order-taking’ approach, this programme really had to combat the ‘hearts and minds’ attitudes that were entrenched within the business – as the staff in the majority of cases felt that things were not broken, why should they fix it?

Therefore, in an environment that was somewhat resistant to change, we had to work very closely and sensitively with the management and HR functionality to ensure that the sales force were taken on a journey that they wanted to be on, and this was completed with resounding success.

Snapshot of Training Content:

A staged sales skills development programme, of modular structure and delivered over five months, interspersed by monthly one-one coaching sessions, comprising of:

1. Customer Service Provision vs. Selling Skills
Developing a commercial mind set
Building your own sales toolkit
Beliefs, Attitudes, Knowledge, Skills and Behaviours of Effective Sales People
Eradication of self-limiting beliefs
Understanding he power of self.

2. Customer Understanding
Understanding what your customer does, why they do it, and how they do it.
Simple and Effective information gathering
Understanding the supply chain and ‘Shamrocks’ of business
Cost of Sales, Opportunities and having the competition eat your lunch whilst you pay for it!

3. Picking Up the Phone, proactively
Psychology of Human Interaction
Building exceptional customer relationships
Excellence in questioning and listening skills
Quotation follow-up and asking for the order
Identifying future wants and needs
Creating future wants and needs

4. Proposing Specific Solutions
Providing specific advantages and benefits
The role of the buyer and their issues
Buying criteria and decision making process
High Impact Presentation Skills
Asking for the business
Handling price objections.

5. Account Development
Creating effective account development plans
Proposal writing
Bid/Tender responses
Ongoing relationship management

6. Negotiation Skills
Effective negotiation techniques
Positioning attitudes and powerbase creation
WEB methodology
Margin motivation
Value Added Services
Variables for effective negotiation
Goal setting

Outcomes:

• Introduction of motivated, inspired staff
• Quote to order ratio established and improved on, week by week.
• Skilled, proactive sales staff adding value to their customers and making money
• Weekly telesales days introduced, with up to £300,000 being generated on a proactive basis per month that had never been experienced before.
• Opening of over 100 new trading accounts within 3 months
• Substantial (40%) increase in revenue generated from existing accounts within 3 months.
• Huge improvement in time management, motivation and overall effectiveness of staff.

CLICK HERE to make an enquiry

Claire's Accessories

The Requirement? - "Coaching Skills For Managers"

Claire's Accessories identified the requirement for all of their District Sales Managers across 350 locations in the UK to be able to coach and develop their Branch Managers to improve sales in each of their stores.

A program was required to train and develop their District Sales Managers in the art of coaching and staff development.

The Solution

A 2 day "Coaching For Managers" program was designed and delivered that covered coaching models, learning styles, management styles, body language, tonality, inflection, how to conduct one to ones and how to deal with under-performers and over-achievers.

These courses were delivered over an 8 month period.

Now all of their branch managers throughout their stores nationwide are performing at a much higher sales level due to the enhancement in their personal and professional development.

The Requirement - 2 Day Advanced Communications Course

Serono is a global biotechnology leader with over 4,900 employees and worldwide revenues of USD 2.46 billion and a net income of USD 494 million in 2004.

MTD received a call from the Director of Customer Services Division who wanted to improve the communication skills of his sales and service staff.

He didn't just want the "bog standard" communication skills course.

Instead he wanted to be "WOWed"!

The Solution

We put together a 2 day Advanced Communications course and delivered it at their Head Quarters in Geneva, Switzerland.

We also included some NLP techniques and Serono were that impressed that they have rolled out and offered our Advanced Communications course to the rest of their company!

Feedback

On behalf of all the participants, I want to convey our highest level of satisfaction on the course we have received from your trainer. He was a MASTER in communications, an excellent coach and a very friendly person.

Our objectives have been exceeded!

Thank you so much,

Luis Llull
Director Customer Services
Serono International SA

The Requirement - "To Provide Our Managers With A Good Grounding"

The Number 118 118 have been plastered over the TV recently promoting their directory enquiries number. We received a call from their HR department because they were looking to improve the skills of a group of their managers providing a good grounding in management and leadership skills.

The Solution

We delivered a 2 day management skills course at their Head Office in Cardiff.

10 managers from cross functional areas attended the training that covered topics such as dealing with poor performance, coaching, performance management, staff development and delegation skills.