The MTD Sales Blog

Sell more, more often with the UK's MOST SHARED sales blog

 

   

Follow This Exact 5 Step Strategy For Sales Success In All Situations

I often meet salespeople in my visits to clients and ask them for their favourite strategies when it comes to sales. Sometimes they tell me a couple of ideas, but mainly I’m met with a blank stare or a mumbling of some quote or other they’ve heard over the years. Why is it so important to have a strategy when…

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Adopt These 5 Traits To Smash Your Sales Targets

Do you want to be mediocre, average, unexceptional or ordinary? Thought not! Those aren’t qualities that usually come to mind when we consider successful salespeople. We like to think of ourselves as successful, positive, popular, prosperous and, yes, outstanding. So, what characteristics would support your quest to be the best? What would we expect of salespeople who make an impact…

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Here’s How You Lost The Business In The First 6 Seconds Of Your Call

“Hi! Mr. Jones, my name is…”   That’s it! That’s about all you have to say on the telephone today for some prospects to realise five things instantly!  Number one, they know that you are NOT a friend or an acquaintance.  Two, they know that this is NOT a social call. Three, they know that you probably should not be…

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3 Key Phrases To Use When Gaining Commitment From Prospects

How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has glazed over, approaching a comatose position? When trying to gain commitment from a prospect, it is always better to involve…

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The 3 Step Process Of How To Give A Discount (Only if you have to!)

The Correct Way to Offer a Discount: The Proper Price Drop “How do you effectively reduce your price to help you close the sale?” Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career. However, reducing your price incorrectly…

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What To Do When Salespeople Are No Longer Needed…

All our research is showing that, in the future, the role of the salesperson will not be to sell anything. Prospects can now research company information, reviews, feedback, and all manner of information online, so the need to have a salesperson presenting and demonstrating benefits is becoming less and less necessary. If the role is going to change so significantly,…

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The MOST Important Part Of Your Sales Call

One of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. He told me that they weren’t being successful in getting past the first 15-20 seconds of the call, so I asked to take a look at their scripts. You guessed it. It was all about them and their products….

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NEVER Ask This Question While Closing the Sale

You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale.  Some closing statements and remarks may be very helpful and some may make no difference.  However, one question is extremely damaging and will often kill the sale. “What do you think?” While this question may seem harmless and necessary,…

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5 Phrases You SHOULDN’T Use With Your Prospects

How do you build up trustworthiness before meeting with a client or prospect? Of course, you can write blogs and articles on LinkedIn, send personalised emails and refer back to previous visits. This builds credibility with prospects and gives them a reason to trust you. But this trust isn’t always earned, even when you are building the relationship. We often…

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This Is Why Customer Experience Is WAY More Important Than Your Product

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. Of course, people don’t buy the product for what it is (hence features and advantages are becoming less salient to consumers) but they do buy what it will help the customer to accomplish. For instance,…

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