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Sending Presell Materials

So, you’ve got the appointment… I recommend that you send some further information to the client BEFORE you meet with them. I’m not talking about an information pack here or a brochure. Instead, I am talking about sending them something that will position yourself as an expert. Something that will get them to know you better. I usually send our…

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Entrepreneur Awards

Sean McPheat came 2nd in the 2007 British Business Awards in the “Young Entrepreneur Of The Year” category. Sean fought off hundreds of other entrepreneurs to take the award for his contribution and innovation in making MTD Sales Training in to one of the leading sales training providers in Europe. MTD have several local offices throughout the UK with their…

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How Not To Sell Furniture

  I received an email recently from a guy called David Poole who described his experiences when purchasing some furniture. Maybe you can learn some lessons form this too? Here’s David’s email: Hi Sean (Sean my apologies for you not knowing who I am, my name is David Poole and both Nick and I subscribe to your fantastic newsletters, oh and Amelie…

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Buyer Reluctance

Here’s a question that was sent through email a couple of weeks ago: “Some of my clients may know someone who has had a bad experience with another product ie. paid £3000 for it and then kept them in a draw. Could you please give me some tips on how to convince my client that that would not happen to…

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Poor Selling In Big Firms

Have you ever noticed how the bigger the organisation, the poorer the sales people are? Well, I have noticed a growing trend of this over the years. MTD deliver hundreds of courses each year and we find that the standards of salesmanship are a lot poorer in the large companies than they are in the SME’s. So why is this?…

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