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Sales Recruitment Tip

Whilst we specialise in sales training, coaching and consultancy we are very frequently asked, and especially myself for some reason, to help with either the recruitment of or the selection of sales people for organisations. And to tell you the truth I love it because I have seen it all with this! The best and most effective interview question that I…

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Mind Your Language

Growing up in the 70’s and 80’s I always remember that my Nan always used to love watching a comedy programme called “Mind Your Language”. For those of you who do not remember the show it was about a night school class that taught English to ethnic minorities. For those of you who do remember the show you are showing…

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Handling Objections

3 Useful Objection Handling Tactics When it comes to down to it, the way that you deal with your objections will either make or break the sale. Now I know that you are dead busy so here are just 3 useful objection handling tools and phrases that you can start to use right now! TACTIC # 1 SAY OTHER, “BIGGER…

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"Coffee’s For Closers"

I think we have all watched those movies that either act as a lesson or a warning when it comes to sales and business in general. I’m thinking of Gordon Gheko in Wall Street and his “Greed is good” speech! I’m talking about Boiler Room and Ben Affleck’s “Group Sales Interview” speech – whilst I am sure we would all love…

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Sales Copy Nuggets

Here are some top tips when writing sales copy: “The headlines and sub headlines that you write will make or break your copy. You need to create curiosity and the desire for them to read on!” “Focus on benefits and what your products and services will do for your prospect/client” “Use bullet points to explain features and benefits rather than…

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Door To Door Script

I received an email from one of my newsletter subscribers who wanted to go “door to door” to drum up some sales: Hi Sean, I work as a will consultant for a large company and to drum up some extra business over the next 6 weeks I have decided to cold call (door to door)potential clients in my area.Now when…

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Managing Accounts Tips

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. __________________________________________________ Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I’m really wet behind the ears with this. I appreciate that you run…

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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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