MTD Sales Blog with Sean McPheat | MTD Sales Training – MTD Sales Training http://www.mtdsalestraining.com Fri, 26 May 2017 09:52:52 +0000 en-US hourly 1 https://wordpress.org/?v=4.7.5 Follow This Exact 5 Step Strategy For Sales Success In All Situations http://www.mtdsalestraining.com/mtdblog/follow-exact-5-step-strategy-sales-success-situations.html http://www.mtdsalestraining.com/mtdblog/follow-exact-5-step-strategy-sales-success-situations.html#respond Fri, 26 May 2017 08:04:03 +0000 http://www.mtdsalestraining.com/?p=21162 I often meet salespeople in my visits to clients and ask them for their favourite strategies when it comes to sales. Sometimes they tell me a couple of ideas, but mainly I’m met with a blank stare or a mumbling of some quote or other they’ve heard over the years. Why is it so important to have a strategy when...

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I often meet salespeople in my visits to clients and ask them for their favourite strategies when it comes to sales.

Sometimes they tell me a couple of ideas, but mainly I’m met with a blank stare or a mumbling of some quote or other they’ve heard over the years.

Why is it so important to have a strategy when you are selling?

Because it helps you build confidence when you are working with prospects and clients, and enables you to change direction when buyers put up obstacles or objections.

A really good strategy to follow is one that works for you, rather than following a strict code that someone has written.

I’ve used this one for many years, and adapted it for many situations. See what you think:

Step One: Vision

Be absolutely clear on what you want to achieve.

This could be short-term (the next meeting or  the next campaign) or longer-term (a year’s target or career prospects).

It’s designed to give you clarity on your goals so you can plan your journey effectively

Step Two: Values

You must be sure on why you want to achieve those goals.

If they are simply set for you by the company or your manager, there must be something that drives you, personally, towards it, or it becomes just an ethereal objective that serves others’ purposes.

Step Three: Methods

When you know what you want to achieve and why, you can then work on the ‘how’.

What processes must you follow?

What steps must you take to achieve the goals?

What journey must you go on to receive the rewards?

All these questions contribute to helping you go towards the overall objectives.

Step Four: Obstacles

No matter how lucky you feel or how much effort and energy you put into achieving the goals, you will come across some obstacles on the route.

Identify what prevents you from getting nearer the goals and work on what has to happen for you to by-pass them.

Work on those items that you can control (buyers’ objections, quality issues and your own attitude) and don’t let those things you can’t control put a brake on your progress.

Step Five: Measurements

These give your goals clarity and provide you with feedback on your journey.

When you make advances toward your goals, seeing them measured gives you confidence and motivation to drive you onward.

With lack of measurement, you can’t plan for what changes you need to make, as you don’t know how successful your current efforts are.

Be aware of what’s happening around you and make the necessary changes to achieve progress.

These five steps can generically be applied for any plans you are following, short, medium or long-term.

Try using these five steps for your next growth project and see where it takes you.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image courtesy of dollarphotoclub)

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Adopt These 5 Traits To Smash Your Sales Targets http://www.mtdsalestraining.com/mtdblog/adopt-5-traits-smash-sales-targets.html http://www.mtdsalestraining.com/mtdblog/adopt-5-traits-smash-sales-targets.html#respond Thu, 25 May 2017 12:02:02 +0000 http://www.mtdsalestraining.com/?p=21856 Do you want to be mediocre, average, unexceptional or ordinary? Thought not! Those aren’t qualities that usually come to mind when we consider successful salespeople. We like to think of ourselves as successful, positive, popular, prosperous and, yes, outstanding. So, what characteristics would support your quest to be the best? What would we expect of salespeople who make an impact...

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Do you want to be mediocre, average, unexceptional or ordinary?

Thought not!

Those aren’t qualities that usually come to mind when we consider successful salespeople.

We like to think of ourselves as successful, positive, popular, prosperous and, yes, outstanding.

So, what characteristics would support your quest to be the best?

What would we expect of salespeople who make an impact and achieve success?

Here are some of my ideas:

They Are Insanely Curious

Curiosity is one of those things we can develop, but only if we have the right mindset.

Words that come to mind when we think of this are: intense desire to know something, interest, eagerness, questioning, investigation, thirst for knowledge.

Einstein said that ‘the important thing is to never stop questioning.

“Curiosity has its own reasoning for existing”

Being curious means always wondering ‘why?’

It involves thinking on a different plain, identifying questions that will get deeper results and being non-judgemental about what is happening.

Becoming curious drives us down different avenues and creates more opportunities for us to see things from new perspectives.

They Know What ‘Value’ Means In The Customer’s Mind

We may think we know how to sell value, but it means nothing unless that value is built up from the customer’s perspective.

Outstanding salespeople know what drives prospects’ decisions and how to create awareness of that value.

It doesn’t just involve persuasive presentation skills.

You need to involve the prospect at every step in the process.

You need to show the value to them or their business in the solution you are offering.

Just because you’ve got good quality or the longest guarantee doesn’t ensure the sale.

Building value in the solution gets you closer to the holy grail.

They Take Responsibility For Everything That Happens

How do you feel when you hear people making excuses for everything bad that happens to them?

It’s the economy, the leads are weak, the competition has better products, the buyers are idiots, we’re too expensive, blah, blah, blah.

Quality salespeople accept that not every prospect will buy, but they don’t blame things outside of their control.

They see the situation for what it is…a situation.

They don’t condemn people.

They work on what they can control and accept responsibility for changing what they can and move away from what they can’t.

They See Failure As An Outcome And/Or Learning Opportunity

Many people see failure as a stain on their character, and a reason to hold back or not take risks.

If you see every result as an outcome, you cease to judge things against the ‘success or failure’ labels.

Things are only a failure if you don’t learn something from it.

Repeat a failure and, yes, you’ve failed.

Do something different and practice learning different ways of progressing, and you now get closer to your goal.

If you label yourself as a failure, it will play havoc with your self-esteem, belief and worth.

See every outcome as a learning opportunity and you’ll identify many ways to improve.

They Develop Their Emotional Intelligence

EQ is something that can be grown and developed.

It combines self-awareness with self-reliance and self-control.

It builds self-motivation.

It creates opportunities to engender empathy and social skills.

Outstanding salespeople see improving their EQ as a challenge to be taken on, a journey to be taken with relish and optimism.

You’ll never complete it; there is no end-destination.

Being aware of how EQ can play a part in successful salesmanship is a key requisite for building continuity in developing your skills and abilities.

Never underestimate this primary driver towards successful interactions.

These are just five characteristics, and there are many more.

Be aware of how you are displaying these and you’ll see advancement quicker than you had ever imagined.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image courtesy of dollarphotoclub)

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Here’s How You Lost The Business In The First 6 Seconds Of Your Call http://www.mtdsalestraining.com/mtdblog/telesales-tip.html http://www.mtdsalestraining.com/mtdblog/telesales-tip.html#respond Mon, 22 May 2017 08:00:04 +0000 http://www.mtdsalestraining.com/mtdblog/telesales-tip.html “Hi! Mr. Jones, my name is…”   That’s it! That’s about all you have to say on the telephone today for some prospects to realise five things instantly!  Number one, they know that you are NOT a friend or an acquaintance.  Two, they know that this is NOT a social call. Three, they know that you probably should not be...

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“Hi! Mr. Jones, my name is…”  

That’s it!

That’s about all you have to say on the telephone today for some prospects to realise five things instantly! 

Number one, they know that you are NOT a friend or an acquaintance. 

Two, they know that this is NOT a social call.

Three, they know that you probably should not be trusted.

Four, you are invading their privacy and number five; they know that you eventually want money. 

By the time you simply said hello, many customers have already began to recoil in fear and disgust.

Now you might wonder how and why do they act like that?

You may wonder why is it that even before you say very much, many consumers today react with such a negative and defensive stance.

You might think that it has to be due to pre-conceived images and past experiences that have nothing to do with you and it is not your fault.

After all, if all you said was Hi my name is… then how in the world could you have caused any problems?

You haven’t even said anything yet?

Well, you may not want to hear this, but please listen closely.

Although you have said almost nothing, YOU are the cause of the negative receptions you get on the telephone.

That’s right. I am saying it is your fault.

All you said was, “Hi Mr. Jones, my name is….” and believe it or not, you have projected an image of fear, distrust, and the old boiler-room image that causes people to react in defence.

You see the first thing you must learn to do is do project a positive and professional image of yourself to the prospect.

The problem however, is that you have less than six seconds to do this and if the first three seconds are done incorrectly, you are done.

You need to be able to project a professional and trustworthy image to the prospect almost BEFORE you say anything!!

By the time you say hello and your name, you need to have sent the prospect a clear message.

In fact, you must instantly relay to the prospect five clear and distinct images and messages.

First, you have to project the image that you are a high-level and highly successful professional.

Two, you have to project that you are a well-known and trusted and respected professional.

Three; that you are NOT a threat.

Four, you have to project that you represent a company that is also a trusted and respected leader in the industry.

And five that most of their peers also work with you and trust you and you are someone who is used to getting a good and positive reception.

You need to do all of this, within five or six seconds AND without using any actual words to that effect!

You have to project this image, this picture of who you are and plant it firmly in the prospect’s mind within a few seconds and do it before you start running your mouth.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image courtesy of bigstockphoto)

 

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3 Key Phrases To Use When Gaining Commitment From Prospects http://www.mtdsalestraining.com/mtdblog/3-phrases-to-gain-commitment.html http://www.mtdsalestraining.com/mtdblog/3-phrases-to-gain-commitment.html#respond Fri, 19 May 2017 08:17:19 +0000 http://www.mtdsalestraining.com/?p=21835 How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has glazed over, approaching a comatose position? When trying to gain commitment from a prospect, it is always better to involve...

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How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has glazed over, approaching a comatose position?

When trying to gain commitment from a prospect, it is always better to involve them in the decision-making process, so they feel part of it, rather than being preached at.

Involving the prospect has two specific benefits:

It Confirms The Value In Their Eyes

Buyers are more likely to mentally see the value to their business when they are sharing the list of benefits to them, rather than just being told what they are.

There is a more persuasive atmosphere when the prospect is sharing what results they see themselves getting with your solution.

It Suggests And Insinuates Ownership

They start to envisage what it will be like when they own the product or use the service.

By using, in essence, a form of mental imagery in the discussions, the prospect starts to get a feeling of what it would be like suing, owning and benefiting from the product.

Much research has been done to prove the brain can’t tell the difference between reality and imagination.

Visualising a decision triggers new synaptic connections that are associated with the action.

This makes it easier and less risky to make a choice, as the person feels they are actually enjoying the results already.

When you imply ownership during this stage of the process, make it sound as if the decision has already been made, but without it sounding like there’s pressure being applied.

It would sound something like this:

“If you were to invest in this, would you want delivery all at once, or would you stagger it?”

“Would you be using your own finance if you decided to go ahead, or would you want to use ours?”

“Of the three options we’ve discussed, which one would be most appropriate for your business?”

Each of these sentences gets the prospect involved in the decision-making, and makes it more real to them.

Rather than just presenting solutions and you doing most of the talking, the buyer feels they can make decisions themselves and has a say in what direction they want to go with the process.

Harvard Business School’s Thomas Steenburgh said that “the prospect feels they have participated in defining the benefits they would attain. This leads to stronger commitment and a sense of urgency to complete the purchase, and it increases the prospect’s willing ness to ‘sell’ the product internally to other divisions or departments within the decision-making unit.”

So, try to create a few commitment questions that involve your prospects.

Make them build value as well as suggest ownership.

Practice them with your colleagues so they feel natural and also get your colleagues to critique them so they feel natural and specific to your products and services.

Hopefully, you’ll see more buyer-involvement and create more commitment.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image courtesy of dollarphotoclub)

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The 3 Step Process Of How To Give A Discount (Only if you have to!) http://www.mtdsalestraining.com/mtdblog/offering-discounts.html http://www.mtdsalestraining.com/mtdblog/offering-discounts.html#comments Tue, 16 May 2017 08:30:05 +0000 http://www.mtdsalestraining.com/mtdblog/offering-discounts.html The Correct Way to Offer a Discount: The Proper Price Drop “How do you effectively reduce your price to help you close the sale?” Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career. However, reducing your price incorrectly...

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The Correct Way to Offer a Discount: The Proper Price Drop

“How do you effectively reduce your price to help you close the sale?”

Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career.

However, reducing your price incorrectly will result in lost sales, trust, credibility and a truckload of income.

Also, understand that such a practice is not feasible for every industry: you must know your business.

Then, you must know the three steps to an effective price drop:

Step 1. Stand firm
Step 2. Build value
Step 3. Find a justifiable reason

Step 1: Stand Firm.

This is where most sales people blow it.

You’ve made your presentation or you performed a thorough consultation and you made an offer that you claim is your best recommendation, your best price and value.

The customer says, “You’re too expensive” and you say, “Ok, how about this price instead?”

Was your first price just a ruse?

When you immediately begin to reduce your price at the drop of a hat, you’re subconsciously telling your prospect that you were seeing if you could get away with your initial price.

With this, credibility and trust goes out the window!

You should close and ask for the order at your original price a minimum of three times before you even think about changing anything.

Step 2: Build Value

The second step in effectively offering a discount, is that you have to build value.

Most price objections have nothing to do with price or even money. It’s about value.

In fact, almost all objections, one way or another, ultimately come back to a question of value.

That is, in the mind of the prospect, the overall value: the total value of the benefits received from the purchase; do not yet equal the value of the price or fee to obtain that product or service.

Consequently, by simply reducing the price, you simultaneously lower the value.

Mrs. Prospect, this anti-theft system actually increases the value of your property…”

“Mr. Prospect, everyday your warehouse is losing a ton of money in delayed shipments. Our solution will stop that and increase your bottom line!”

So to recap, first stand firm on your offer at least three times, then add and build value to the product or service, also at least three times. Now you are ready to offer a discount.

Step 3: Find A Justifiable Reason

You must have a valid reason to justify reducing the price.

You need a reason and it cannot be that you want the sale. There has to be some benefit to you and your company to offer a discount.

“Mrs. Prospect, if you could take delivery at the end of the month instead of now it will help us with our surplus stock levels. If you will do that, I think I can get you a better price…”

Have a reason to make the offer and show how it helps you and your company.

In summary: Stand firm on your original price, build the value and then justify the discount and you will close more sales.

Happy Selling

Sean

Sean McPheat
MTD Sales Training

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