The MTD Sales Blog

Sell more, more often with the UK's MOST SHARED sales blog

 

   

4 Quick Tips On Increasing Your Longevity In Sales

The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise on a survey of corporate births and deaths, and it shows the massive changes that business and organisations go through during their relatively short life-times. In fact, he also…

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3 Small Components That Will Elevate Your Sales Success

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’.  This struck me as a great philosophy to live by, and I just want to highlight three…

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9 Quick Tips On Attracting More Business Between Meetings

Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will just see time between meetings as time out of the office. Sales people need to take off these blinkers if they are to open their eyes to the…

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6 Quick Tips On How Sales People Can Gain The Competitive Edge

Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the everyday minutia that keeps the business going. Rarely do they devote much attention to the future-focussed big picture that includes your specific development opportunities. Discussions…

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Use These 6 Opening Statements To Make Your Sales Interactions More Effective

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be used early on in your discussions. Here, we cover how the elevator speech should actually be the foundation for a…

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6 Components That Add Up To A Sale (And How To Utilise Them…)

We often get asked for the Holy Grail of selling, that one thing that would increase sales exponentially. Without being patronising, we say there really isn’t just one-size- fits-all when it comes to sales. But there are a series of components that, when applied together, help you achieve the sale more often than not. To check if there is a…

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The 6 Most Common Mistakes Salespeople Make In Their Opening Discussions

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it normally takes the same amount of time you’re in an elevator to make a first impression and make someone think it’s worth having a conversation with you. What…

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How This Small Change Of Mindset Will Smash Your Sales Targets

I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments he wanted, he felt very demoralised and actually called himself a failure. This happens regularly, where a person’s self-esteem and self-worth are linked to their…

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Use This Example To Get Prospects To Return Your Voicemails

I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no idea who it was. It was just an introduction to his product. Secondly, he garbled his telephone number in…

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Use These 2 Techniques To Guarantee Appointments With The Prospect

You will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in making the purchase. Much has been written about the mind-set of the buyer and how they make decisions. Our job in…

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