Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example.

However, exactly what does that mean?

Many think that to lead your team by example, is to sell as much or as more as each member of the sales team. In some sales organisations, this may be practical. However, in many other situations, due to time constraints, additional responsibilities and a host of other reasons, it may not only be impractical, but impossible for the manager to lead the team in sales. And should the sales manager still be responsible for “closing sales” too? In some companies when a sales rep moves into a sales management role they step back from the day to day selling and are now responsible for motivating, coaching, developing and driving the sales performance of their teams.

So how can you lead by example?

Excel in the following four critical areas and you will not only lead your sales team by example, but lead them to another level as well!

Just remember that your goal is to L.E.A.D.!

L = Loyal
The single most vital leadership area that your sales people must see in you is a complete and unalterable loyalty to your company, products or services and your industry. You must believe in what sell wholeheartedly, but also in HOW you sell it. You have to have total faith in your sales processes, your operating methodology, sales philosophy and the future of your entire industry. Your sales teams must know that you eat, sleep, walk, talk and even bleed your company at all times.

E = Ethics
First, you need to have a set of ethical standards that are uncompromising and you must practice what you preach. You must have a zero tolerance for anything that in any way represents a misleading concept or statement, misrepresentation, over exaggeration or a fabrication of any kind. In addition, you need to posses and demonstrate an unyielding personal work ethic. Be the first one in, and the last to leave.

A = Attitude
You need to be the unshakable rock of positivity. Nothing, from tough economic times, to competitive issues, to personal problems, should ever dampen your enthusiasm, passion and optimistic outlook on today, tomorrow and beyond. You should be able to see some good in everybody and everything. Your sales people should get a boost of positive energy just from being in your presence.

D = Done It
Finally, to lead by example truly, you need to have been there and done that. While it may not be possible for you to get in the field and sell with your team, the goals and quotes you assign should be things that you have accomplished at sometime in your career. You can tell your sales team that they should be closing ten sales every week and that it is easy and all they have to do is follow the plan. However, if you have never, personally closed ten similar sales a week in your life yourself, you have a serious credibility problem. The team needs to know that anything you ask of them, that you are not only willing to do yourself, but have done it.

L.E.A.D. and your sales team will follow!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

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To quote one of my favourite motivational speakers, we either live a life of discipline or a life of regret.

What do we mean by discipline? You know that time when you have a choice of two or more things and you choose the easier option? You know what I’m talking about…when you could make that one more call but you don’t, when you could prepare better for that presentation but you don’t, when you could manage your time better but you don’t.

Why don’t we do what we know we should? Because disciplining ourselves to live up to the standards we know we can, often causes us more pain than just going with the easy option. But it’s the pain of regret afterwards that can often be greater.

My mum says that if something is worth doing, it’s worth doing well. She also told me that discipline weighs ounces while regret weighs tons. Thanks, mum! Strange how the truth often causes even more pain!

The lack of everyday little disciplines builds up day by day until each of us inherits the final consequences of those deeds. Remember, every day you have a choice of how you are going to manage yourself. Those small disciplines can add up and actually make you feel really good about yourself when you get them right.

Think of the small things you can do that will build your discipline muscles. It’s making that call when you promise to. It’s living up to high standards when it takes just one or two minutes extra. It’s thinking of the right things to say and then saying them instead of running your life by habit and regretting what you said or did just moments later.

When you consider that each of us has thousands of choices to make every day on what we say and do, it’s unsurprising that we don’t make the best choice every time. But if we consider self-discipline to be the key to quality results, we will think before we act, consider before speaking and focus before choosing. Then we won’t have the regrets that many people have to endure and will enjoy the benefits that self-discipline always brings.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

If you’re a true sales professional then you’ll know all there is to know about your competitors.

You need to know their products and services, the features and benefits for each, pricing and pricing options, their key USP’s, what the company is up to, latest news – you name it!

That’s the difference between a Billy Average sales person and a sales professional. You need to be able to educate your prospects and clients on the differences between you and your competitors and when you find out that they have been to a competitor you need to know what they say about your products, services and your company as a whole.

Armed with this information, you’ll sell more through positioning yourself against the competition in the right way.

So, how much do you know about those who are trying to eat your lunch?

Set to it and find out as much as you can and that means letting them sell to you too!

Happy selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone: 0800 849 6732

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Happy New Year!

I hope 2010 brings you all that you want.

What a year 2009 was!

The rise of Susan Boyle, stupid and greedy bankers, the continued threat of terrorist attacks, the war, the loss of Michael Jackson, Tiger Woods…..

I could go on and on!

But what has gone has gone. Now is the time to start a fresh and you should do the same with your selling too.

So no matter whether you had a bumper year or a year to remember in 2009, wipe the slate clean and go again.

Happy New Year from me and all of the team at MTD Sales Training

Sean

Sean McPheat
MTD Sales Training

PS Check out our 2010 open course schedule

Ho Ho Ho – It’s Santa Sean Here!

I’m always on the look out for new and fresh topics to write about on my blog so if you’ve got any questions you’d like to ask me then please go ahead and I’ll answer them on this blog in upcoming posts.

It’s my xmas present to you!

So please click on the comments button below and ask away and I’ll promise to give you what you want this christmas.

Thanks again

Sean

MTD Sales Training

I’ve been receiving a lot of emails from sales professionals who have been asking me what my predictions are for the future of selling! Mainly, these have come off the back of my special report
“The Sales Person’s Crisis”

So here are my top 10 predictions for the sales industry in 2010:

1. Expert Status & Positioning Is Vital

There is going to be a trend where your suppliers will want to hunt out and deal with experts to help them. So even if you are selling green socks, what are you doing in terms of building up your reputation within the green sock industry? Are you contributing to blogs and forums? Have you written some articles in the green sock trade journal? Have you spoken on tv about issues facing green socks?

You can use all of this to help position yourself as the “go to” person.

Imagine that a company was meeting with two green sock sellers? You turn up with a bio to die for, you are known as THE expert in green socks. And then Billy Average turns up.

Suppliers want to deal with experts and “industry celebrities” in 2010 so position yourself as one.

2. The Death Of Cold Calling

Anyone who had to make cold calls in 2009 knows that it was a very tough year.

Will 2010 really be the death of cold calling? Well, probably not but it will be the death of cold calling as we know it.

Out goes the enthusiastic, smile and dial approach and in comes a more measured, down to earth and above all, straight talking approach.

Out goes the “Oh, he’ll know what I’m calling about” trick and in will come “this is a sales call Jo, can you spare 5 minutes so I can tell you how to reduce your paper bill by using our new software?”

Your prospects know a cold call when they hear one so just act natural and be honest. It will surprise them and will help to build up the rapport with them because you are being different.

Direct and down to earth will work the best in 2010 – with no tricks!

3. There Will Be More Prospecting On The Web

2010 is the year to get into blogging, Facebook, LinkedIn, Digg, Twitter and the use of email to do your prospecting.

The connections and business that you can create on the web is mind blowing if you know what to do.

So improve your knowledge in these areas because over the years there will be a big shift towards more web marketing and sales.

4. You Need To Respect The Fence Sitter

The fence sitters hold the key to open the door and to let us out of this recession.

What’s a fence sitter?

Well, in 2009 there were 3 types of prospects. Those that did nothing and would not spend because of the recession, those that did want to spend to get them out of the recession. And then those in the middle who were waiting for someone in authority to say “Hey, we’re out of recession you can spend again”

These are the ones that put projects on hold and play a waiting game. But there are billions just waiting to be released. They have the keys to the gold.

So how are you marketing to these people? How are you educating them in the meantime? Will they choose you when they finally say “Full steam ahead”

You need to have a specific ongoing sales and marketing plan for the fence sitters.

5. Different Is Going To Be Better Than Best

In order to capture the attention of your marketplace you need to be different.

How can you do this?

Can you remodel your service in a different way?

Can you offer something truly unique?

Going back to being an expert and positioning yourself – this is an example of being different. Just because you’ve been on the radio about green socks does not mean that your products are any better than anyone else but because there are no other green sock gurus it will position them as so.

Just by being different can unlock the pathway to riches.

6. AIDA No Longer Works In 2010

You’ve heard of AIDI right?

ATTENTION
INTEREST
DESIRE
ACTION

Well, your prospects and clients have got so much on their plates that grabbing their attention nowadays is a lot harder than it once was!

You need to do more than just ask a question to grab their attention because there are another 64,000 things that are competing for their attention each and every day.

So in order to do this you actually need to reverse this statement to begin with so it becomes:

ACTION
DESIRE
INTEREST
ATTENTION
INTEREST
DESIRE
ACTION

You need to take ACTION first. Do something different, this could be sending them something, a unique act, a video, sending them a report, saying this is a sales call when making a call, whatever it is. This creates the desire to find out more and then they’re interested. Only then do you have someones ATTENTION.

And then you can start with the AIDA model again.

7. New “Leaner” Sales Models Are Launched

If you haven’t taken a look at how you current sell in terms of your sales process, your interactions, the measurements etc and have modified your approach for the current climate then you are in big trouble for 2010.

2010 will be the year where a lot of companies will be launching a new, leaner and fitter sales process and approach to cope with the demands of the economy.

Are you?

8. Buyers Will Eat Your Lunch For You

Your buyers know that 2009 was a tough year for you.

They most likely know that 2010 will be the same. They are more educated than ever before and they’ll want to murder your margins.

Make sure that you spend a lot of time in honing and perfecting your art to deal with these new and upgraded buying machines.

9. Activity Based Targets Become More Important

Too many sales people are focused on the actual amount that they need to make that they forget or ignore what will help them to achieve it. And that’s all about ACTIVITY.

In 2010, sales commissions will be linked to a combination of both performance AND activity and not just the target alone which has been the bread and butter of sales commissions and bonuses in the past.

10. If It Moves Then You Need To Measure It!

Part of the problem why so many companies are struggling is because they do not understand what’s going on in their sales process.

More than ever before you need to invest in measuring what you do and how you do it.

If it moves, measure it.

Those are my predictions for 2010.

There is business out there, you’ve just got to make sure that it comes your way!

Happy Selling

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training
MTD Sales Blog

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…

It’s a GO GO GO!

If you’d like a copy of Drive Time Sales Strategies, my new 5 cd sales improvement programme, then please click on the link below.

You can get a massive 50% of the RRP as a special launch bonus.

CLICK HERE NOW FOR THE DETAILS

Please act fast as I have only got 500 copies to give away at half price.

Thanks again

Sean

Sean McPheat
MTD Sales Training

Ok, ok – here’s a sneak look at the packaging of the programme!

Since telling the world that my latest sales cd programme will be launched on 6th October I’ve been swamped with emails asking me questions about it!

Well, you’re going to have to wait just a little bit longer for the detail but here’s a picture of the programme.

Watch this space tomorrow for more details!

Happy selling

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Telephone: 0800 849 6732

I’m constantly championing and fighting the corner of sales people.

The fact is, a lot of sales people get a bad name in the press and society as a whole and this is mainly down to the consumer having had a bad experience themselves or reading about a sales horror story.

Yes, there are some awful sales people out there who will take the shirt off your back if you’ll let them, yes there are some sales people out there who are more like conmen who will trick and hard sell you to sign on the dotted line but the majority of sales people are hard working and HONEST people who are trying to make a living.

How do I know this?

Well, here at MTD Sales Training we’ve trained over 10,000 people so we’ve been up close and personal with them and to me I get sick and tired of hearing people slag off sales people. What about the managers out there who manipulate their staff? What about the nurses out there who do enough just to get by? What about the school teacher who couldn’t remember my name and I had been in her class for 2 years?!

Yes, these are all exceptions to the rule. But it’s the same point.

There are good and bad in all industries so lay off sales people!

And who do you think will help companies to survive and thrive through this economic slump?

The politicians? Nope

The bankers? Yeah right!

Nope – it will be the quality of sales people. With lay offs and hundreds of companies closing their doors every single day the only way that a business can survive (apart from the availablility of credit) will be the quality and effectiveness of their sales people.

And please remember nothing EVER happens without a sale. Don’t believe me?

What about that chair you’re sitting on? The keyboard you’re typing on? The clothes you are wearing?

Sales is the starting point for everything.

“But someone like surgeons don’t rely on sales people” said one delegate to me a couple of weeks ago. But oh yes they do. Who do you think sold them their operating utensils and equipment to use? What about the scanning equipment? There’s not one sole supplier out there you know!

Surgeons rely on the very latest equipment available to save lives and guess who made this possible? Yes, sales people.

So please help me in my quest for fighting the corner of the sales person. We need to make a stand against the public’s perception of sales people.

Please make a comment below to show your support so we can make a stand!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Visit Sean’s MTD Sales Blog

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…

I was watching Derren Brown’s Evening Of Wonders the other night and I was amused, entertained and amazed at some of his tricks. Correction – I was amazed by ALL of his tricks.

He confesses not to be a psychic or a medium so all of his stunts and tricks are based upon:

* Suggestion
* Hypnosis
* Slight of hand
* Misdirection
* Psychology
* Showmanship

I then got to wondering!

How effective would Derren Brown be if he were a salesman?

Now I’m not suggesting that you should EVER EVER trick your prospects into buying but there are certain techniques that you can use to “get on their wavelength” and to “read them” more effectively.

You can also use hypnotic language, use certain elements of NLP and you can just use the good old fashion laws of life!

To be an outstanding sales person in the 21st Century you need to master techniques that the bog standard Jo Smith sales person would not even dream of. When you look at the list above of what Derren Brown actually uses, I’ve highlighted the areas that I recommend that you look further into to give you the sales edge.

Remember, sales is not about manipulation. i.e getting them to do something that is not in their best interestd. You have to believe that your product or service is right for them. Then and only then should you use techniques such as these to connect with your prospects and clients to close the deal.

Happy Selling!

Sean

PS – Do you think Derren Brown would make a good sales person? Leave me a comment below

Sean McPheat
Managing Director
MTD Sales Training International

Telephone: 0800 849 6732

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…