Call Us Today 0800 849 6732

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 Essential Steps To Eliminate Fear When Selling

Posted on Have Your Say: Leave a comment?

Fear is one of the most debilitating emotions a human being can experience. It can stop you emotionally and physically from carrying out even mundane tasks, depending on the level of fear experienced. Being fearful is not something that can normally be instantly put aside. If you’re really concerned about an upcoming meeting, where you […]

Posted in Sales Tips | Tagged , | Leave a comment

The 5 Stages Of The Customer’s Decision Making Process

Posted on Have Your Say: Leave a comment?

When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes from the Latin “Desicio”, literally meaning ‘to cut off from’. So when your prospect makes a decision, he or she […]

Posted in Decision Makers, Sales Process | Leave a comment

Would You Employ Any Of Lord Sugar’s Apprentices?

Posted on Have Your Say: Leave a comment?

Yes, it’s excruciating, painful and hilarious. But it’s also a great study programme for those of us interested in the psychology of the fame-seeker. And the interest is shaken, stirred and served up with a delicate slice of hyperbole in this season’s BBC1 extravaganza, The Apprentice. I love to see how these obviously intelligent people […]

Posted in Sales Stories | Tagged | Leave a comment

How To Overcome The Prospect Who Needs To ‘Cut Costs’

Posted on Have Your Say: Leave a comment?

When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. Now, I realise that, although MTD are tried and trusted with many clients, new prospects haven’t had the opportunity […]

Posted in Negotiation Skills | Tagged , | Leave a comment