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Author Archives: Sean McPheat

About 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 2,500 different organisations and 50,000 staff. Our clients include Xerox, Friends Provident, Starbucks, Taylor Wimpey, CISCO, Allianz and Lloyds TSB to name but a few.

Post By Sean McPheat

5 Must Have Sales Trends You SHOULD Be Monitoring

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We are often asked by the media for our take on what is happening in the world of sales and what we think the future holds in that world. The question often is phrased in terms of what trends do we see emerging in various markets and how should sales teams adjust their processes to […]

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There’s More To Farming Accounts Than Repeat Business

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Whenever salespeople think about prospecting, it often has two distinctly different reactions. For some it can be a challenge that they relish, looking forward to seeking out new opportunities and building new relationships. To others, it can fill them with dread, preferring root-canal work to running the risk of being rejected. Prospecting is often viewed […]

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Is A Sales Objection An Unanswered Question?

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When we ask buyers what they look for in their suppliers, we often get a response along the lines of ‘we want someone we can trust and makes us look good in some way’. This is a fairly obvious conclusion, but it begs the question ‘why don’t salespeople recognise this when in the sales process […]

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Have You Built Enough Reasons For The Prospect To Choose You?

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Often, we find when with a prospect that the time has come to present a solution to their needs and wants. In the old days, we would say we are ‘going for the close’. It’s at this point that we should take a step back, mentally, and consider whether we have built up enough trust, […]

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4 Ways To Stop Sounding Like You’re Begging For Their Business!

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I was asked to go on a sales call once by a Sales Manager with one of his sales people who wasn’t bringing home the bacon. He asked me to observe this salesperson to see what might be done to assist his development. What I noticed was he was being a really nice person, minding […]

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