The MTD Sales Blog

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“We’re Happy With Our Current Supplier”…What Now?

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the gizmos that impress other clients….you may have recommendations spilling out of your top pocket…..your value may be better than your competitors….. But the prospect is happy with…

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How To Deal With The Foul & Abusive Prospect

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately for many salespeople, it can have a profound affect. Imagine you’re making a sales call and the prospect starts ranting and raving. They use abusive language that is…

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Is Your Prospect Negative From The Outset? Try This…

You may have heard the saying that there is no such thing as reality, only people’s perception of that reality. Without getting too Einsteinian today, there is absolute truth in that statement. I’m sure you’ve come across statements by others that they see as real, when your ideas are diametrically opposite or, at the best, very different. Creating a perception…

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Use This Example To Nip Early Objections In The Bud

We are all used to the prospect coming up with some kind of doubt about your claims on the validity of your product, or looking for discounts on your services when you have spent a lot of time discussing them. Maybe the value hasn’t been built up yet, or they simply can’t believe your product is that good. These are…

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2 Key Components In Building Unbreakable Customer Loyalty

When we ask clients why they buy services, we naturally get a wealth of information that allows us to pinpoint the very things we need to do to gain their business. Not only that, it creates touchpoints for us to follow for when we want to maintain loyalty. Yes, we might get business from clients when we offer great value…

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Ask This Exact Question To Unearth Your Prospect’s Needs

How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? ‘Tell me about it, Sean’ I hear you say. ‘Like….every time I present?’ Yes, it’s one of those almost inevitable things that happen, isn’t it? Most salespeople will say that it’s inevitable because not every prospect will…

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Here’s What Motivates Your Prospect (And It’s Not What You Think…)

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it is that drives their decision-making, it will take different perceptions to identify exactly what it takes to make the prospect go with your solution. When you dig below the surface of…

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Here’s One Way To Convince Your Prospect To Buy From You…

There are not many truths in life that we can rely on these days. The rate of change is so great that what many people relied on as truth just a few years ago has radically altered.  I suppose the main truths these days revolve around gravity, death and taxes. All three are an indisputable fact of life that we’ll…

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The 4 Word Statement That ALWAYS Builds Value

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a car….it has to do the job better than I would expect and make me feel every journey is an experience…

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How To Bond With Your New Client Just After The Close

In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship with the new client and makes it a no-brainer that they should continue to do business with us. So what should you do when you have secured commitment…

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