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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

Looking At Sales Success From A Different Perspective

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One of my team has been running a successful sales programme for a large international client and, during one of our recent meetings; he mentioned how the client’s sales teams have been intrigued by our perspective on selling in the 21st century. Many sales programmes put the emphasis on the sales process and how we […]

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How To Guarantee Your Audience Will Sit Up And Take Notice

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Once in a while, I come across a film or video that makes an impression on me and I say to myself that I have to let as many people as possible see it. This particular short film amused and intrigued me at the same time. You know when you fly in an aircraft that […]

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Here Is One Interesting Way To Deal With An Objection…

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Often in a meeting, you’ll get to the point where the prospect brings up an objection. This is the point where the disadvantages of your solution or concerns they have about it outweigh the benefits they would get from choosing it. Many salespeople at this point would handle the objection and move on. But there’s […]

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5 Essential Steps To Eliminate Fear When Selling

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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 […]

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The 5 Stages Of The Customer’s Decision Making Process

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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 […]

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