How To Take Control Of The Conversation With Your Prospect

Do you remember the saying years ago that went along the lines of ‘He has the gift of the gab….he should be in sales!’? According to many people in the old days, if you could talk a lot, you could convince someone that they should buy from you. How times have changed! Today, it’s the customer who holds all the…

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How Salespeople Can Get Into Their Buyer’s Brain

One thing that many salespeople come on our workshops to learn is ‘the Holy Grail’, that is, what can they do to guarantee success every time they try to sell their products. Without being presumptuous and claiming I’ve cracked the Enigma Code of Sales, there truthfully is only one reason why buyers would decide to buy from you. Of course,…

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Here Are 2 Different Ways To Influence Your Prospects…

A book that holds pride of place in my library is Robert Cialdini’s “Influence”, where he talks about the principle of social proof. Cialdini states that “95% of people of imitators and 5% of people are initiators.” He means by this that most people are influenced by the actions of others, rather than furrowing their own trough and taking the…

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How To Deal With The Foul & Abusive Prospect

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately for many salespeople, it can have a profound affect. Imagine you’re making a sales call and the prospect starts ranting and raving. They use abusive language that is…

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Is Your Prospect Negative From The Outset? Try This…

You may have heard the saying that there is no such thing as reality, only people’s perception of that reality. Without getting too Einsteinian today, there is absolute truth in that statement. I’m sure you’ve come across statements by others that they see as real, when your ideas are diametrically opposite or, at the best, very different. Creating a perception…

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Here’s What Motivates Your Prospect (And It’s Not What You Think…)

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. 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. When you dig below the surface of…

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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…

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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…

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21 Questions That Will Build Instant Rapport

This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first…

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How Modern Day Gatekeepers Are Ruining Your Sales Figures

To celebrate ‘Learning At Work Week’, here on the MTD Sales Blog we are giving away materials and resources that will help you enhance your sales skills. This week we have launched our new ISMM accredited ‘Sales Excellence Award’. The award consists of 36 bite sized sessions spread across 5 modules – each session is no longer than 5 minutes…

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