http://www.mtdsalestraining.com/mtdblog Learn how to improve your sales and close more deals! Fri, 27 Jun 2008 21:18:50 +0000 http://backend.userland.com/rss092 en I'm writing this from my hotel room on Brighton front - it's 10pm. I'm at the Entrepreneurs Bootcamp 2008 at the Brighton Centre with 4000 budding business owners and wannabes. There are some pretty kool speakers on during this 3 day marathon. The days are long from 9am - 7pm each day. Now ... http://www.mtdsalestraining.com/mtdblog/entrepreneurs-bootcamp-2008.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?” Well, 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 ... http://www.mtdsalestraining.com/mtdblog/offering-discounts.html Just remember...everyone has a bad day every now and again! Some days you'll close everyone you speak to. Other days you won't get a sniff! That's sales for you! It could be worse, you could be this poor chap! Happy Selling! Sean http://www.mtdsalestraining.com/mtdblog/having-a-bad-day.html How to Ask for Referrals from Satisfied Clients I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, ... http://www.mtdsalestraining.com/mtdblog/asking-for-referrals-2.html When it Comes to Prospecting, Planning is Key Efficient prospecting is the difference between success and failure in every B2B sales career. However, good prospecting requires much more than just prospecting skill and professionalism; it also takes good planning. There are many aspects to an effective prospecting plan; however, ... http://www.mtdsalestraining.com/mtdblog/prospect-planning.html Here's an question I received last week. Hi Sean, Firstly I would like to thank you on your weekly emails. They have been thought provoking and really helped with my conversion to a competent salesperson. I am always surprised by the variety of subjects that you cover and hope ... http://www.mtdsalestraining.com/mtdblog/not-it-calls.html One sure way to help make the challenging task of cold calling a little easier is to work from a pre-qualified database. When you are calling from data that has already narrowed the parameters to those businesses that fit your customer demographics, you save a lot of time, money ... http://www.mtdsalestraining.com/mtdblog/the-ice-cold-call.html How To Get Past Gatekeepers The Gatekeeper: the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. If you are in B2B sales then you have come face to face with gatekeepers and a “screen” and learning ... http://www.mtdsalestraining.com/mtdblog/how-to-get-past-gatekeepers.html Is it the Price or the Cost? How to Overcome the Price Objection I’m surprised so many sales people still have problems with objections on price. The reason is that when you hear, “Your price is too high…” it is really not about Price; it is about “Value.” When the prospect objects ... http://www.mtdsalestraining.com/mtdblog/price-v-cost.html Hi there, Do you or your sales people often take the knocks to heart? Maybe your team lack that ongoing motivation to keep on going and working through the numbers and not taking each sales opportunity as a separate event? Well, here is a useful acronym that you and your sales people can ... http://www.mtdsalestraining.com/mtdblog/some-will-and-some-wont.html