The MTD Sales Blog

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4 Strategies All Successful Salespeople MUST Employ

We often see the successful salesperson and put it down to being in the right place at the right time, getting the breaks or simply being ‘lucky’. When successful people are analysed, though, we see that, although there may be streaks of luck involved in their successful results, by far the majority of the results they achieve come from doing…

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How Building “Psychological Debt” Will Increase Your Sales

I was recently reading an article by Tim Connor on two subjects close to my heart; sales and psychology. As a salesperson, there’s always a lot you can learn from others who have been in the field longer that you, as long as you’re willing to open up your mind to good things that people have to offer. Tim mentions…

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“I’ve Been Selling This Product For Years” – So What?

Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for many years and they have more product knowledge than their team mates and most of their prospects, then that’s all they need to be successful. It set me thinking about…

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Here’s How You Know You’ve Earned The Right To A Referral..

Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation on the line. But what is a good definition of a referral? One word that comes to mind is ‘risk’. It’s risky for a company to…

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21 Questions That Will Build Instant Rapport

This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first…

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How Modern Day Gatekeepers Are Ruining Your Sales Figures

To celebrate ‘Learning At Work Week’, here on the MTD Sales Blog we are giving away materials and resources that will help you enhance your sales skills. This week we have launched our new ISMM accredited ‘Sales Excellence Award’. The award consists of 36 bite sized sessions spread across 5 modules – each session is no longer than 5 minutes…

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7 Steps To Build & Maintain Connections With Your Clients

If there’s one quality that we can always develop on our journey to being great at salesmanship, it’s the quality of connection. Ask any buyer what cements the relationship between them and their best suppliers, somewhere down the line this concept of connection will rise up. No buyer I know will say that they continue buying from a company without…

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Apply These 8 Characteristics To Boost Your Sales Success

How would you define success? More importantly, if someone were to ask you what are the key components of success, would you be able to list the top eight? Richard St John,researcher, marketing guru, and CEO speechwriter, writes about 8 keys to success and I’ve listed them below with some comments for sales consultants in how to apply them. The…

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5 Factors That Prevent You From Being A Sales ‘Nearly Man’

One of my friends likes a flutter now and again. Oh, he’s not a bona-fide better, just someone who now and again enjoys taking the risk of seeing if his horse can beat the others. There’s one big problem. He always bets on the horse to place. When you place a bet on a horse to win, your bet pays…

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How Sales People Get Beyond First Base…

Many sales people ask us for that ‘one thing’, the idea that will solve all their problems and enable them to hit their goals every time. The ‘magic pill’ if you like, that will make them their sales managers’ dream machine. Sorry, but there isn’t just one thing that will make you successful. But if there is one bit of…

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