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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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How To Respond To “Why Should I Buy From You?”

Look up the word ‘commodity’ and you’ll find definitions like “a basic good used in commerce that is interchangeable with other commodities of the same type” or “a type of widely-available product that is not markedly dissimilar from one unit to another.” Another definition may be, “a product that is the same as other products of the same type from…

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Talking Less + Listening More = Increase In Sales…Here’s Why

Years ago I heard a piece of advice that is now committed the dustbin of time, and quite rightly too. Have you ever heard someone say ‘Oh, he has the gift of the gab; he should be in sales”? Ever heard that? Well, it may have been true in the days of snake-oil salespeople, where suckers queued up to buy…

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6 Questions That Will Enhance Your Client Relationships

Many salespeople we talk to are happy to discuss their sales techniques and what they do right with their clients. The topics often drift onto which customers they love dealing with and which they would sell to the devil himself if they could. Oftentimes, we take these really great customers for granted. By that I mean we continue getting great…

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