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The 23 Word Email To Shake Up Stale Deals – Infographic

Posted on Have Your Say: Leave a comment?

sales man no leadsWe’ve all been there before – those deals that have gone all stale and quiet.

It can’t be a coincidence that every time you call the once keen prospect – they’re away from their desk, on another line or in meetings!

You’ve called and emailed to the point where any more would deem you a pest!

So, how do you re-engage with these prospects?

Below, the infographic ‘The 23 Word Email To Shake Up Stale Deals’ highlights exactly that! This 23 word email is ideal for re-engaging and igniting those stale deals!

Stale Deal Infographic


Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training

(Image courtesy of dollarphotoclub)


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Is Sales The Best Job In The World?

Posted on Have Your Say: Leave a comment?

Best job in the worldOne of my clients was discussing with me a few weeks ago how the attitude of salespeople has changed over the years.

He now employs a lot of ‘millenials’ in his business and has recently noticed how they have become a lot more negative in their endevours.

My client mentioned that one salesperson had remarked how he wouldn’t have chosen sales as a career if he’d known how hard it was going to be.

Whether you agree with that mindset or not, it’s natural at times to reflect on whether your career is taking you in the direction you want your life to go.

It set me thinking on why I got involved in sales and made me contemplate the difference we make in people’s and business’s lives and results.

I believe that we work in one of the best careers in the world, and here’s why:

“Salespeople create opportunities for growth and profits in business”

When done honestly, with integrity and in the right manner, salespeople can change business’s futures by creating opportunities for advancement and increasing production or profitability. We have the power to change a company’s direction of operation and improve their employees’ lives

“Salespeople get to meet a wide variety of people in different industries”

In sales, no two days are the same, as we meet various people with differing needs and a variety of demands. Yes, it can be challenging to have to deal with prospects whose demands are outside our control or scope of fulfillment. But when we are able to deal with the opportunities that present themselves, we can create a whole new world for our customers and clients

“Sales offers tremendous opportunities for growth and development of careers”

Every career has its chances for promotions and developing of skills, but in sales, it’s possible to make a career out of just that one job without the need for advancement into management or the like. A skilled salesperson can make a very good living by creating advancements in technology or improving other company’s profits so their commissions and bonuses can give them a good standard of living.

“Sales offers the chance to act as ‘self-employed’ to bring the best out of your skills”

Few jobs allow you to tap into your potential to be the best and have so much control over your earnings. Having the mindset of being self-employed allows you to create your own agendas, search for your own prospects, build your own list of priorities and create your own long-term relationships. Although your employer may actually pay you a salary, your viewpoint of employing yourself gives you freedom and opportunities few others can match

“In sales, your attitude and aptitude with determine your altitude” 

It’s one of the few careers where your success can be determined by how well you administrate your processes and control your progress. By having the right attitude towards success and building your business acumen, you build a career that offers so much potential to hit the heights.

So, when my client reflects on the kind of people he employs, maybe there will be the chance to review how the job could, if approached in the right manner, actually be one of those that brings a great lifestyle, a positive outlook and a career that offers so many chances for development.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training

(Image courtesy of dollarphotoclub)


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How To Overcome 3 Main Limiting Beliefs In Sales

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iStock_000013904313Large (1)I remember seeing a psychologist on TV talking about how he worked with people on how to change their lives for the better. He succeeded with some people and had not such big success with others.

When asked what made the real difference and what caused them, he said it really boils down to the belief system of the individual.

That is, if they actually believe they can succeed, they will create reasons to do so and will see those successes as the norm. Less successful people will find reasons why they can’t succeed and they become self-fulfilling prophecies.

That’s not to say they deliberately set out to fail; it’s just that the belief system people have will dictate how much focus they put on certain elements that contribute to success or failure.

Certain beliefs that we salespeople share can make or break sales opportunities and here’s my take on just three of them that can have detrimental effects on how we fare in sales situations.

  • ‘I believe that the prospect is only interested in price.’ 

This will make us focus on the actual purchase price of our products and services, the upfront outlay that the prospect has to make to gain access to our stuff. As we’ve said on many occasions, the prospect may judge the product on its price but it will judge its success on the results they achieve with it.

A friend of mine told me how he had bought a cheap mattress for him and his wife. He thought he had a good deal, but after a relatively short time he realised he wasn’t getting the quality sleep he needed to be alert and fully functioning. Persuaded by his wife, he spend a relatively high amount on a quality mattress and enjoyed better sleep than he ever had in his life.

If we believe prospects only focus on price, that is where our attention will be also, and it will become a self-fulfilling prophecy. Instead, change that to a belief that prospects will pay what they believe supports their future goals and opportunities. 

A ‘price-only’ belief will can only lead you to the path of discounts and will ultimately destroy many sales opportunities that existed but faded in the light of price.

  • ‘I believe I don’t need to be up-to-date with technological advancements.’

I’ve spoken to many salespeople recently about how they keep abreast of new ideas and what they do to keep their prospects aware of new developments, and a lot of them stare back sheepishly. Technological advances as the norm today, and unless we keep up with the advancements, we will be left behind those salespeople who use what is available to advance their success with customers.

Believe that technology is your friend and you’ll find you can use it effectively to keep up-to-date with what customers want from you and your company. Search new apps that are available to help you achieve more with your time. Identify what advancements your potential future prospects are using and get acquainted with it. When you hear someone mention a specific new product or service, seek out how you could use it to become more effective.

Change is the only constant, so unless you keep on top of it, it will crush you and leave you behind on the road of broken potential. 

  • ‘I believe my career progression is up to others.’

Many salespeople think the only time they can learn new things is when their manager sends them on a course or has the time to coach them. They want someone to tell them what to do and how to do it better.

This will always limit your potential. It stunts any growth you could make because you are placing your development opportunities in the hands of other people.

You need to have a planned development programme yourself, so any outside, extra training and coaching adds to what you have learned yourself. Get hold of downloads that speak specifically about improving sales skills. Adopt the attitude that you are effectively the only person interested in your career progression. Have the belief that ‘if it’s to be, it’s up to me’ and identify the many chances to increase your knowledge about you chosen profession.

Believing you know everything you need to know and not taking improving your knowledge seriously will put you on the slippery slope where you’ll end up blaming others for your results rather than taking full responsibility for what you do and how you do it.

These three beliefs will always insidiously affect the way you perform, so be aware of what you say to yourself and how those beliefs can impact the way you approach you job and your career.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training

(Image courtesy of dollarphotoclub)

Posted in Sales Stories, Sales Tips | Tagged , | Leave a comment

The 10 Questions That Will Uncover All Prospect Problems

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Salesperson Listening To The ProspectWe often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware of how our services can improve their business.

But how about when the prospect doesn’t feel the need for change at the moment? What if they think the current situation they are in is adequate and doesn’t need improving? How about if they are comfortable or satisfied with the status quo?

This is sometimes a dilemma for some salespeople, and often they will just say thank you and move on to find someone else who is aware of the problems they have.

In reality, every prospect should have a need, even if it’s just the need to keep up with the changes that are happening in their industry. But what if they can’t recognise that? Here are some power questions that will aid you to develop a different belief system in your prospect, or at the very least, get them to pause and think for a moment about the opportunities that might exist for them.

Firstly, preface any question or statement with something like: 

“I appreciate that things are going well for you at the moment; however, may I ask you….” 

and then proceed with…. 

  • Have any of your customers or clients recently asked you for more efficiencies or developments of your products or services? 
  • Do you see any changes looming on the horizon that might mean you have to change as well? 
  • How do you keep up with the advancements your competitors are making? 
  • Do you see any opportunities for growth and advancement in the near future that will mean changes for your department or your organisation? 
  • I read recently about some of the technological advancements coming about in your industry. Do you think they will have an impact on the way you conduct business in the future? 
  • Some of my clients have been telling me about how they reckon the changes in the economy will force them to re-invest in better skills and technology. How do you see that yourself? 
  • How do you see your company advancing in the future to keep up with changing demands from customers? 
  • What future plans do you have for the development and improvement of your services to your prospects? 
  • One thing I’m talking to my clients about at the moment is how their business strategies are going to change over the next two or three years. What changes do you see happening that may affect the way you run your business? 
  • What plans do you have for developing and improving your products and services over the next couple of years?

Remember, your prospect will remain comfortable and not want to change unless one (or both) of these things occur:

  • They associate some kind of pain or discomfort with their current situation, or
  • They see some better opportunity in the future than what they are currently experiencing

The 10 powerful questions and statements above will help you uncover what might be a potential problem or future opportunity for the prospect. Try the appropriate one at the right time and see if it causes them to stop and consider if everything really is as perfect as they imagine at the moment.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training

(Image courtesy of dollarphotoclub)

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What I Specifically Do To Keep Motivated

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MTD Sales - Impossible Made Possible“It’s a numbers game. Keep churning the activity” says your Sales Manager.

That’s easy for him to say, he’s not the one who is 50% of quota for this quarter and he’s not the one who has received more “no’s” than an ugly guy at a Miss World Competition!

Keeping and staying motivated is a key ingredient for your success in sales and in business as a whole.

So how can you stay motivated when all seems against you?

Let me tell you what I do and I hope it will work for you too.

Ever since I was about 18 and I first stepped into the world of self-development I’ve created three things every single year without fail.

Number one, is that I create compelling reasons as to why I want to succeed and why I am doing what I’m doing.

Secondly is that I create goals and third, I create an action plan of how I am going to achieve them.

Now most people in life focus on goal setting and action plans but they miss out the most important part; The WHY.

The WHY is the single most important thing that you can create to keep you motivated.

They are the very reasons why you do what you do and who you are doing it for.

Let me bare my soul and give you a couple of my reasons WHY:

  • I don’t want to be seen as a failure in the eyes of my daughter
  • I don’t want to be old and poor
  • I don’t want to feel that I’ve wasted my life. Have no regrets when I am 60

OK, that’s all you’re getting!

There are 10 others including the next house I want to purchase, the next car I’ll be buying, our vision as a family and lots more besides.

You might notice that the 3 examples I gave you are “move away” motivators. i.e they are things I want to avoid or move away from. Yes, a lot of people think I am motivated by money and achievement but deep down I am motivated more by fear and loss. It’s important that you understand what your key drivers are.

Now, what do I do with these reasons?

Firstly, I create a “WHY BOARD” (sometimes called a “VISION BOARD”).

It’s a collage of pictures and images on a piece of A3 card and it’s stuck on the wall of my office at home. I would show you an image of it but it has a lot of personal information on there.

MTD Sales - WHY Board

Example of a VISION BOARD

Apart from looking at that every single morning to keep me focused whenever I go off track and I do go off track, I get centred again by looking at my WHY board and remember why I am doing what I am doing.

I close my eyes and visualise the pain of not achieving my “WHYs” and the pleasure of achieving them.

My reasons WHY are so strong that I muster up the energy and motivation no matter how down I may feel.

So now it’s your turn. Remember, if you have not got strong enough “WHYs” then this exercise will not help you because you will not create the emotion that is needed to keep your motivated.

You also have to be brutally honest with yourself too. Now is not the time to “flower” up your reasons. Be straight to the point and say what you feel.

That way you’ll stir the emotions and that’s the whole point of the exercise.

There are no right or wrong answers, it’s what works for you.

Good luck and I hope this helps you.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training

(Images courtesy of dollarphotoclub and

Posted in Sales Motivation | Tagged , | Leave a comment