http://www.mtdsalestraining.com/mtdblog Learn how to improve your sales and close more deals! Thu, 04 Mar 2010 15:03:18 +0000 http://backend.userland.com/rss092 en On the way to work this morning Elvis came on the radio with "A little less conversation a little more action" and I couldn't help but turn up the volume! It made me think though of how sales people follow up on their prospects for some reason! I know....I'm weird! Picture this: You've had ... http://www.mtdsalestraining.com/mtdblog/a-little-less-conversation-a-little-more-action-please.html 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 ... http://www.mtdsalestraining.com/mtdblog/competitor-analysis-is-crucial-for-modern-day-selling.html A complete posting of self promotion this Friday as we're up for a Business Of The Year Award for our growth this year! In a training market that is 27% down according to CIPD, MTD have grown by 40%. I've won entrepreneurial awards in the past but it would be awesome for ... http://www.mtdsalestraining.com/mtdblog/mtd-sales-training-up-for-business-of-the-year-award.html "Hi Sean, No matter what I do I can't motivate my team to make more sales. They are on good salaries, have good conditions and no matter what I say in team meetings or what I offer in terms of reward or recognition, I get nothing back! What can I do ... http://www.mtdsalestraining.com/mtdblog/can-you-really-motivate-your-sales-team.html Just before Christmas, I received a really good question from Stuart who asked: "I am a manufacturer sales person and my products are sold through distribution to customers, who then convert them into the finished product for their customer - the eventually end users. We are going through a process of trying ... http://www.mtdsalestraining.com/mtdblog/ethical-bribes-do-work-in-sales.html Do you have to conduct sales presentations to win business? If so, you've most likely referred to them as beauty parades. This is where your prospect has given you and 3 other vendors a list of requirements and have asked you to present "what you can do for them" and your ... http://www.mtdsalestraining.com/mtdblog/the-beauty-parade-sales-presentation-myth.html If you didn't know already I offer one off sales coaching sessions either face to face or over the telephone to cover certain aspects of your selling if you need a boost. Call it "Pay as you go!" sales coaching! Anyhow, last week a sales person wanted me to come out with ... http://www.mtdsalestraining.com/mtdblog/do-unto-others-does-not-work-in-sales.html If you give demonstrations of your products or services then I recommend that you give this closing line a try: "Why don't you give it a try?" "Try" is a very powerful word in sales as it seems to reduce the risk of the purchase to the buyer. "Why don't you buy it?" ... http://www.mtdsalestraining.com/mtdblog/demonstration-closing-line-why-dont-you-give-it-a-try.html As you probably know I am always looking for tell tale signs of sales scripts being used, blueprints that sales people are working from and basically "how things are put together" Ok, I'm a nosey bugger! But it keeps me ahead of the game. I'm a nightmare when I'm sold to too! ... http://www.mtdsalestraining.com/mtdblog/how-to-report-the-news-funny-video.html I received this question yesterday from Keith Benning who asked: "Sean, when trying to get into a company should I just aim at the top and the ultimate decision maker?" My thoughts: Keith should just focus on getting in! Doesn't matter whether it's at the top or the bottom - just get in! Today's top ... http://www.mtdsalestraining.com/mtdblog/getting-in-to-the-company-is-the-hard-part.html