http://www.mtdsalestraining.com/mtdblog Learn how to improve your sales and close more deals! Wed, 01 Jul 2009 11:10:48 +0000 http://backend.userland.com/rss092 en I've said it before and I'll say it again but those first few moments in ANY sales interaction will either set youself up for success or failure. Here are 7 ways to guarantee that you'll really hack them off in your first encounters with them: 1. On the telephone - you manage ... http://www.mtdsalestraining.com/mtdblog/7-ways-to-lose-a-prospects-attention-and-interest-very-quickly.html You've probably had in drummed into you about FAB - Features, Advantages and Benefits. But don't forget the motives too. Let's have a quick recap of what each means and then I'll talk some more about using MOTIVES too. Remember: FEATURES - Are what your products and services have ADVANTAGES - Are what your features ... http://www.mtdsalestraining.com/mtdblog/features-and-benefits-but-dont-forget-the-motives-too.html When it comes to selling, a lot of talk is always made about sales technique or fancy closes to use etc But an area that is often overlooked is the attention span of our prospects. Let's face it, our prospects are being bombarded every single day with advertisements, promotions, marketing - you ... http://www.mtdsalestraining.com/mtdblog/your-prospects-suffer-from-an-attention-deficit.html Let's assume that you're meeting with a prospect for the first time... Now do you know exactly what you're going to say to open the conversation? You see, what you say and how you say it will either make the prospect want to open up and tell all or they will feel ... http://www.mtdsalestraining.com/mtdblog/the-first-thing-you-say-creates-barriers-or-an-open-mind.html If you want to be really successful at selling then you need to learn how to pull out the problems and the hurt from your clients rather than just pushing your products and services down their throat. Unfortunately a lot of salespeople just "show and throw up" all over their clients. "Our ... http://www.mtdsalestraining.com/mtdblog/pull-rather-than-push-for-successful-selling.html "Sean, what should I say to close a sale?" "Can you give me 10 of the most effective closing lines to use at the end of the sale?" "Should I use the assumptive close?" If I had a pound for everytime someone has emailed me with one of those questions then I'd be ... http://www.mtdsalestraining.com/mtdblog/the-secret-to-closing-salesis-no-secret.html Are you using Twitter yet? In the UK, Twitter is still in it's infancy but I've been using it for quite some time now and I've managed to get some clients from it so you should check it out. Twitter is basically a social networking tool similar to the instant message programs ... http://www.mtdsalestraining.com/mtdblog/5-ways-to-use-twitter-in-your-selling.html During the past 2 weeks my wife and I have had about 6 different conservatory companies around our house giving us quotes. The standards of salesmanship have been appalling to be honest. The two biggest problems that they had was: (and please avoid these yourself!) 1. Not qualifying me up front One guy had ... http://www.mtdsalestraining.com/mtdblog/what-this-means-to-you-is.html How many of your appointments cry off at the last minute? Maybe it's down to the fact that you are not confirming them in the right way. Here's a way to make the appointment stick! Just remember the word cement. C-E-M-E-N-T C - Confirm Confirm or re-confirm addresses, telephone numbers, and the dates and ... http://www.mtdsalestraining.com/mtdblog/cementing-an-appointment.html Order Taker? Trusted Advisor? Or Cheese Monster? From the customer's point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the stages I'm about to describe below you can really make a huge difference to their business and ... http://www.mtdsalestraining.com/mtdblog/from-order-taker-to-trusted-advisor.html