Dealing With Nerves During Formal Sales Presentations

We’ve all been there. You’ve been asked to make a formal sales presentation in front of a panel as part of a beauty parade and you’ve not had a lot of experience or training in doing it. Or maybe you’ve done it before and are naturally a bit nervous, especially when you have to present to work colleagues who know…

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Lose The Projector – Connect Instead With The Prospect

We’re often asked to help salespeople put slides together for their presentation to prospects. Some ideas salespeople have are brilliantly creative; some are as boring as the proverbial wet weekend. Naturally, we help out whenever we can and everyone is grateful for our advice on how to improve their presentations. However… The first question we always ask is ‘Why are…

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Where Your Focus Should Be When Presenting Solutions

MTD’s trainers and consultants often ask delegates on courses to ‘sell’ their products and services in just 10-15 seconds. It focusses the mind and makes the salesperson think hard about what is the most important element of what they actually sell. Most delegates say something about what their product or service actually ‘does’. That is, some feature or benefit that…

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Is Your Sales Presentation Matching The Buyer’s Needs? – Video Blog

When it comes to product demonstrations, many sales people fall into the trap of carrying out a a one size fits all presentation with a prepared monologue of what makes there product the best on the market.   What can you do to put a demonstration together to make a real difference? Watch this short video on making your sales…

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15 Ways To Know When Your Prospect Is Ready To Buy- Video Blog

Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will always give signals and signs as a way of communication to what they are thinking. So how would you know this when…

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Words To Avoid Like The Plague When You’re Selling: “Obviously”

Is it? Is it really? Is it really obvious? To you maybe but not to me and because I didn’t think it was obvious and you said it was then does that make me thick? Because I just didn’t see it! You need to be very careful if you use the term “obviously” in your selling as it can be…

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How To Get Your Prospect In The Right State Before Presenting

Have you been successful in a sale and then tried a similar appraoch with someone else, only to find it goes terribly wrong? Join the club! We often think that because we’ve sold our product or service to one person or company, then it must be right for the next person too. And here’s the surprising thing…it may be the…

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A Quick And Powerful Response To: “Tell Me About Your Company?”

Let me give you a rather quick, short and sweet answer to a common question. However, in the answer, I want you to really understand the concept; the idea that I am trying to make. Understand this and you will help solve more problems and close more sales as you answer this all too popular question. Tell Me About Your…

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A Great Way To Transition To The Sales Close

I still get numerous questions regarding what to say, or how to transition from the sales presentation to the sales close. Questions on WHEN to begin to close as well as exactly HOW to start the closing process still inundate my inbox. Of course, I believe that there is NO transition, and in fact, the entire sales interaction is one…

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3 Ways To Mess Up A Perfectly Good Sale

I teach a lot of “Best Practices” here at MTD Sales Training. However, every once in a while, it’s time to explore some of those “Worst Practices.” You can do a few things at the end of the sales process that completely ruins everything. The prospecting process went perfect. One telephone call set the appointment and the sales interaction went…

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