All posts by Sean McPheat

Hi! I'm the founder and Managing Director of MTD Sales Training - we offer sales training solutions for companies both large and small. I'm blessed to work with 25 of the most talented trainers in the UK....well, I did recruit them! ;-) Today, we've delivered training in over 23 countries to over 3,500 different organisations and 100,000 staff. Our clients include Xerox, Friends Provident, Starbucks, Taylor Wimpey, CISCO, Allianz and Lloyds TSB to name but a few.

Use This Example To Nip Early Objections In The Bud

do walmart sell viagra We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time discussing them. viagra prices united states But what if the objection comes up very early in the discussion, before you’ve had a chance to present or prove anything? buy viagra bahrain Resist the temptation to deal with an objection when you haven’t had chance to build up your value

  • Find out if the objection covers the most important areas for the prospect
  • Tell the prospect that it’s obviously important that his concerns are covered during the discussion, and that you will do that
  • Don’t let the objection stop you in your tracks. Start by finding out what the prospect’s needs are and then build on them, remembering to bring up the objection later on when you’ve covered that subject
  • Remember that every objection is a sign that value hasn’t been built up in the solution, so ensure you cover the value of every benefit your products and services offer.
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    2 Key Components In Building Unbreakable Customer Loyalty what does fake viagra look like When we ask clients why they buy services, we naturally get a wealth of information that allows us to pinpoint the very things we need to do to gain their business. viagra through walmart Not only that, it creates touchpoints for us to follow for when we want to maintain loyalty. farmaceutica viagra doping female We also, though, want to maintain their business, because we have found it’s much easier to get future business from an existing client than try to convert a prospect using a competitive supplier.

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    Ask This Exact Question To Unearth Your Prospect’s Needs

    viagra without a script How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection?

    viagra kaufen deutschland Of course, you won’t get a sale every time, but sometimes it’s actually your own fault rather than the prospects. buy viagra or cialis black market So how can you determine if your product benefits are really benefits to the prospect you are presenting to? generic viagra pay with paypal Managing Director
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    Here’s What Motivates Your Prospect (And It’s Not What You Think…)

    brand viagra 100mg When you ask what motivates your prospects, you will probably get a multitude of answers.

    buy viagra in oslo Whatever it is that drives their decision-making, it will take different perceptions to identify exactly what it takes to make the prospect go with your solution. where can i buy viagra in mumbai So when you approach the next prospect, think how they will be affected by the consequences of their choices. pharmacy viagra echeck accepted Managing Director
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    Here’s One Way To Convince Your Prospect To Buy From You…

    There are not many truths in life that we can rely on these days.

    The rate of change is so great that what many people relied on as truth just a few years ago has radically altered. 

    I suppose the main truths these days revolve around gravity, death and taxes.

    All three are an indisputable fact of life that we’ll never get around!

    Along with that is one more that I agree with: Salespeople make claims about their products and services.

    Prospects expect it.

    Your manager expects it.

    Your competition expects it.

    It’s as likely to happen as the sun rising tomorrow morning.

    But how can you differentiate yourself and your products so that this universal truth becomes one that is built on credibility rather than false claims?

    Well, once you’ve presented your product in the way that customers want to use it and created great value for it in the customer’s eyes, you now have to provide proof of your claims. 

    You may want to consider offering one or more ways for your prospect to experience corroboration of your claims.

    For example, let’s say you’ve claimed your product reduces this prospect’s running costs by 10%.

    Here, you could say “Let me show you what Widget Today said about our productivity and savings for clients” and then share that article on your tablet or laptop.

    Another proof of your claims could follow this example: “Let me show you where we rank in the latest Consumer Reports research”

    If the prospect is still concerned about the quality or your claimed results, you can then confirm what other clients of your have said about your products after they have used them.

    This presupposes you have interviewed current satisfied and loyal customers to ascertain the results they have achieved.

    This proof statement sounds like this: “Let me share some testimonials from companies of a similar size to your who have been using this product”

    What you’re doing in all these cases is providing adequate proof to your potential buyer that your claims are justified and achievable in the real world.

    If they are still not convinced, you can offer to introduce them to real customers of yours who can verify your claims and build confidence in the results you claim they can achieve. 

    What you’re doing in each of these scenarios is offer proof so that the prospect feels confident that your claims are real and will prove justified in the long-term.

    Don’t expect your words of wisdom to always get you the sale.

    The proof of the pudding is always in the eating, so reduce the risk the customer is taking by proving your claims, and you’ll see greater opportunities to advance the sale.

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    The 4 Word Statement That ALWAYS Builds Value

    When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision.

    I don’t have many needs in a car….it has to do the job better than I would expect and make me feel every journey is an experience (for the right reasons, of course!)

    Every dealer I visited offered discounts on the cars they were trying to sell me.

    With one exception.

    I visited a prestige German manufacturer and was immediately hooked on a particular model.

    The drive was perfect, the whistles and bells were exactly what I wanted and the delivery was on schedule.

    There was just one concern – I could get other cars cheaper.

    In the discussions, the salesperson said something that made me ask more questions. It was just four words, but it made me sit up and take notice.

    He said “Remember, buy cheap, buy risk”.

    I asked him to elaborate.

    He said that yes, I could get a cheaper car, but with all the needs I had (good performance, safety for the family, low depreciation, etc) I would be taking a risk by buying cheaper models.

    He said the risks I am taking include the facts that the other cars would do the job but wouldn’t give me the classic experience I’d enjoyed with the car I driven with him.

    I would be buying the risk that the car wouldn’t deliver the overall benefits I wanted.

    He convinced me that the price was built on the values I was seeking and that ‘the joy of the experience is remembered long after the pain of price is forgotten’.

    It was an interesting experience talking with him. He realised that price wasn’t a real issue for me so he concentrated on what was most important.

    By not buying the car, he convinced me I would be missing out on something that I really valued in the long term, and the cheaper cars increased the risks I would be taking that I would regret in the long-term.

    So I thought long and hard, spoke to my accountant, identified that he was probably right and, six weeks later, took delivery of the most expensive car on my long list of choices.

    So far, it’s proved to be a brilliant choice.

    It made me think about those four words the salesperson said to me.

    Buy cheap, buy risk.

    It makes us realise that actually the prove of something we buy is only a small component of the buying process.

    If a person has a fixed price in their mind, they risk missing out on longer-term benefits, because the item may not actually accomplish what they are buying it for, or at least not to the level they would like.

    By making compromises because of price, we run the risk of the item not delivering on what we want it to do.

    Oh yes, it might be adequate for the job but it doesn’t last as long or do the job as well or give us the pleasure that a more expensive or better value item would have done.

    Buying cheap always increases risk. If we’re willing to accept that risk, then were are buying into the fact we may not get the results we had hoped for.

    We may not realise what we could have got by investing more, but we will always miss out on what we could have experienced.

    Think of this when your customers are seeking the cheapest option. Identify what risks they may be buying.

    Could they be missing out on better productivity or higher profit potential?

    Could the more expensive option actually be better for their business in the long run?

    Might a better option for them far outweigh the risks of buying cheap?

    By discussing the options prospects have, you convince them that value is much more than getting a good, cheap price.

    The savings they may experience over a period of time may well outweigh the risks they run by buyer a cheaper model.

    I’m glad I made the choice to buy the car I did.

    Not once have I regretted paying the extra, because it’s delivering more than I would have envisaged.

    And I’ve forgotten why I even considered the cheaper options!

    Happy selling!

    Sean McPheat

    Managing Director
    MTD Sales Training

    (Image courtesy of BigStockPhoto)

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    How To Bond With Your New Client Just After The Close

    In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently.

    That’s the bottom line…it cements the long-term relationship with the new client and makes it a no-brainer that they should continue to do business with us.

    So what should you do when you have secured commitment from the prospect and actually agreed the sale?

    Many salespeople miss out on the chance to build the relationship at this point, as they are just relieved or excited to have got the signature.

    Our advice is that you develop a strategy at this point so the new client is convinced they made the right decision to go with you.

    The strategy fits neatly into three steps:

    • You tell them what action you are going to take
    • You tell them when the action will take place
    • You tell them what it means to them or their business

    An example would be:

    “I’ll call you tomorrow to confirm that the delivery has been scheduled for next Wednesday morning”.

    This gives them confidence that the arrangements have been understood by all parties and that you are taking the responsibility for the next action.

    Another example:

    “I’m going back to the office now to process the paperwork and I’ll arrange for John Smith, our customer liaison manager, to contact you this afternoon to make all the necessary arrangements” 

    This confirms the next stage in the process for them and again builds trust in what will happen next.

    And another:

    “I’ll email the details through for the commencement of the services and confirm the next stages so you have control over which services you use specifically and at what time. Are there any further details you need before we start the ball rolling?” 

    This makes the new client aware of the next steps and allows for any final questions to be answered.

    What you’re doing at this point is proving to your new client that you are professional, proactive, dependable and capable of ensuring their complete satisfaction.

    You will start to build trust in the new client’s eyes, proving to them you are more interested in their future results than in your commission or making a sale.

    It’s also a good time to think about ‘upselling’ as the customer is already in decision-making mode.

    Many salespeople say things like: “Would you like to take our extended warranty on that? It’s only £XX and would give you piece of mind.”

    Instead, try using the approach where they would be joining a select band of customers who enjoy the benefits of the extended warranty.

    It would sound something like:

    “Many of our customers enjoy the advantages of our extended warranty package. From what we’ve discussed, your business would certainly benefit from it too. Would you like to do that?” 

    Upselling immediately after your customer has made the decision to buy is much easier than waiting to do it later.

    By using these strategies immediately after the sale, you create that bond between the two of you that allows the relationship to start building and increases the chances of a long-term partnership.

    Happy selling!

    Sean McPheat

    Managing Director
    MTD Sales Training

    (Image courtesy of BigStockPhoto)

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    The 3 Words That Will Galvanise You To Sales Superstardom

    I’ve just finished listening to another Tony Robbins CD.

    He’s someone who I’ve always admired, not only because of his knowledge and awareness of what makes us do what we do (although he’s up there with the rest of the top coaches in those areas) but also because of the way he makes me feel after listening to him. 

    He always finishes his CDs with the same three words, and they make me look at myself every day to check in with my state. 

    Those three words are ‘Live with passion!’

    Passion actually can cover a multitude of sins.

    You may lack product knowledge or experience, but passion can often make up for that through the state of mind it produces. 

    Passion differs from enthusiasm.

    Have you heard people say, ‘Act enthusiastically and you will become enthusiastic’?

    Actually, I don’t agree with that statement.

    It’s OK to be enthusiastic when things are going great, but what about when everything around you is falling apart?

    Do you feel enthusiastic about your problems, your challenges, your frustrations?

    I very much doubt it!

    Passion is different in that it’s a way of thinking that’s woven into your very being.

    It’s who and what you stand for, what you believe in, and how you feel. 

    Who do you know who is passionate about their work?

    You can see it in their eyes, hear it in everything they say, sense it in everything they do.

    When things go wrong, you don’t see them getting down; they see what can be done about it.

    Robbins uses the analogy of going into your garden with your eyes shut and saying ‘There’s no weeds, there no weeds, there’s no weeds!’

    That ‘positive thinking’ outlook won’t help you achieve anything.

    The weeds will just take over.

    Instead, Robbins encourages you to open your eyes, see the situation for what it is, pull the weeds out, take the action that’s required and get on with it.

    I reckon over 90% of the population live to the old mantra ‘Same stuff, different day’.

    Instead, we need to live to the new mantra ‘ Different day, different opportunities.

    This doesn’t mean you live in a PollyAnna state of mind, ignoring every challenge, becoming centered.

    It means that you approach every situation with an attitude of ‘what can I do about this to make it great?’

    It’s a different approach but it taps into the potential we all have to continuously improve ourselves and identify the direction we need to go to get the results we are seeking. 

    Passion doesn’t hide the challenges we are up against. It helps us deal with them and makes us feel differently about them.

    The challenge is still there…we just see them from a different perspective.

    Check in with your level of passion that you have for you job, your company, your products and your career.

    If it’s lacking in any way, decide what must happen to build it and, as Robbins suggests, ‘Live every day with passion!’

    Happy selling!

    Sean McPheat

    Managing Director
    MTD Sales Training

    (Image courtesy of BigStockPhoto)

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    4 Strategies All Successful Salespeople MUST Employ

    We often see the successful salesperson and put it down to being in the right place at the right time, getting the breaks or simply being ‘lucky’.

    When successful people are analysed, though, we see that, although there may be streaks of luck involved in their successful results, by far the majority of the results they achieve come from doing the right things at the right time in the right way with the right people.

    Success isn’t a matter of lady luck shining on us; success comes down to the strategies we employ and the ability to make things work when it seems easier to give up.

    Here are some ideas that will help you be an exceptionally successful salesperson.

    Have a planned purpose for every day

    Many salespeople have to-do lists and calendarised visits, but here I’m talking about having meaningful plans for every day, so that the purpose for that day is one of results-orientation, not action-orientation.

    Just having actions to carry out doesn’t guarantee anything.

    What makes one successful is having a real purpose behind everything you do and looking at achieving results.

    Tons of action with no results is a waste of time.

    Stretch yourself to achieve goals

    Many people when they hit resistance give in or blame the resistance for their failures.

    Successful people stretch themselves to achieve their goals even though they may be out of their comfort zones.

    Remember, a muscle only grows when it is put under pressure and stretched beyond comfort.

    You will never achieve success by staying in your comfort area.

    Link up with people who are better than you

    The saying goes that you only learn when you listen, not speak.

    Listening to smart people who have been there and done that gives you opportunities to learn and benefit from these successful people’s experience.

    There are so many books, podcasts, videos, websites and DVDs that you can learn from.

    Be sensible in who you choose to listen to and your successful journey can be accelerated immeasurably.

    Be resilient in your approach

    This doesn’t mean being stubborn, but does mean approaching every situation from an angle of ‘How do I get over this obstacle?’

    When you are resilient, you achieve more self-will and build your self-esteem.

    One definition is ‘an individual’s ability to properly adapt to stress and adversity’.

    Nothing will be perfect in life, but as Tony Robbins says, it’s not what happens to you that is important; it’s your response to it that makes you grow.

    Always look for opportunities to grow

    When you experience opportunities to grow and accept them as part of life’s journey, you create abilities that would normally be left by the wayside.

    Seeing the choices you have and then taking the right ones has always been top of the list for successful people.

    If you are able to learn and grow from every experience you encounter, you encourage yourself and others to look out for those opportunities that would defeat less resilient people.

    Of course these aren’t the only areas that successful people display; there are many other things that exceptionally successful people do, but I’ve found that these mentioned above are among the top skills that people who desire to be successful continuously and consistently carry out.

    Happy selling!

    Sean McPheat

    Managing Director
    MTD Sales Training

    (Image courtesy of BigStockPhoto)

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    How Building “Psychological Debt” Will Increase Your Sales

    I was recently reading an article by Tim Connor on two subjects close to my heart; sales and psychology.

    As a salesperson, there’s always a lot you can learn from others who have been in the field longer that you, as long as you’re willing to open up your mind to good things that people have to offer.

    Tim mentions a number of good points in an article I read of his.

    He talks of ‘failing to build psychological debt’ in your customer’s mind.

    What do you do when someone gives you a complement like ‘You really know your stuff’ or ‘Your products are excellent’ or ‘Your company sounds great’?

    Naturally, you reply with a ‘thank you, I appreciate that!’ or something similar.

    You have, in effect, educated them on a problem they have, or given them the benefit of your experience, or offered something of real value to them, i.e. your time.

    You’re building a psychological debt in the client’s mind.

    They owe you something, and the way they subliminally pay you back that debt is by giving you some kind of compliment.

    By accepting the compliment with a ‘thank you’, the debt is repaid.

    So Connor suggests you don’t accept the compliment.

    Doesn’t that sound a bit crass, you may be thinking?

    Of course when someone offers you a compliment you’re going to thank them!

    What he’s referring to here is that the compliment needs to be backed up with action.

    When the client compliments you on your product knowledge, you can reply with ‘Thanks, and that’s the reason we should be doing business together, because I can support your future growth plans.’

    When the client compliments you on your company back-up services, you can reply with ‘Yes, and that’s how we can make your company successful too!’

    What you’re doing is taking the compliment and using it to advance the sale.

    Simply by acknowledging the compliment, you’re repaying the psychological debt that the client thinks they owe you.

    By advancing the sale to the next logical point of action, you are showing them that the debt isn’t going to be repaid until they accept that next stage.

    It’s a logical thought, and helps you build belief in your client’s mind that takes the relationship with you onto the next level.

    So, next time you get a compliment from a client or prospect, use it to build the next stage and help you create further opportunities for your client’s business.

    When you’ve got the sale, that’s the time when you can say ‘thank you!’

    Happy selling!

    Sean McPheat

    Managing Director
    MTD Sales Training

    (Image courtesy of BigStockPhoto)

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