The MTD Sales Blog

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

 

   

NEVER Say This To A Prospect On A Sales Call…

We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our marketing was working and where it wasn’t. But she said something that made my team member realise the company hadn’t…

Read More

Use These 4 Phrases When Overcoming These Objections

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. In order to combat this you should have included them in the solution from the very beginning. You should have been asking questions around what their current situation is,…

Read More

Use These Creative Sales Tactics To Get To The Decision Maker

Sometimes do you just find it impossible to get through to the decision-maker? You call them, you write to them but they never get back to you? Well, over the years I have heard of some really creative and often radical ways to grab the attention of the decision-maker. So much so that they have given in and booked the…

Read More

11 Quick Tips On Effectively Preparing Your Sales Pitch

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. This doesn’t work! People are different and buy for different reasons. When people buy things buyers have what we call…

Read More

Use These 3 Cross Selling Questions To Generate More Business From Existing Clients

People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers Prevent existing customers from going to a competitor Find new customers Sell new products For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise…

Read More

5 Quick Tips On How To Generate Fresh Leads Through LinkedIn

When it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online. There are numerous different ways I in which you can use LinkedIn to network with…

Read More

12 Attributes ALL Salespeople Need To Be Successful

People often ask me what makes a successful salesperson? Technical ability, product knowledge and communication skills rank highly. However, being successful in sales doesn’t require academic ability, good looks or a posh accent. The most important attribute you need is confidence. Here are some tips on increasing your self-confidence: Start with you. Being fit and healthy is important. Eat a…

Read More

How To Use Both Logic & Emotion When Selling To Your Prospects

Did you know that every buying decision is an emotional one? People buy something from you because they either want it or desire it. Wants and desires are emotional triggers and are much different to  a persons needs. Let me ask you a couple of questions: How many times in the past have you needed something but never actually purchased…

Read More

How This Slight Change In Mindset Will Smash Your Sales Targets…

Most salespeople are set sales targets. These are usually expressed in terms of turnover, market share, profitability, number of new accounts and renewal of existing contracts and so on. The problem with being in sales is that everything we do is measured and if we are underperforming we are vulnerable. It’s not our sales manager’s fault. He or she is…

Read More

How Salespeople Build Rapport Using Body Language

Understanding body language is an important skill for salespeople to learn. However, it is important that we understand some key concepts first: Look for more than one sign. Try this for example. Cross your arms. It feels good doesn’t it? You are hugging yourself. Yet, if you read books on body language they will tell you that this is a…

Read More