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The One Question Every Buyer Wants Answered

Over the years. most trainings and development programmes for salespeople have emphasised the importance of effective processes and techniques to be able to ‘sell’ their products and services. Most salespeople want to know how to ‘open the call’ or ‘overcome objections’. The skill development has revolved around how the knowledge and experience can be built so that they can capture interest,…

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Three Buying Motives Of The Modern-Day Buyer

Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has little in the way of time and resources to spend, what do we need to do to assist them to make a decision to choose us and our…

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Are You Ready To Sell To The Modern Day Buyer? – Infographic

The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf of the sales pro, to an in-depth internet-based research analysis on the part of the buyer – before they are even willing to interact with a sales…

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How The Social Media Movement Has Changed The Face Of Selling

I have spoken many times on this blog about how the sales process has changed, and that the modern day buyer now makes their purchasing decisions in a completely different way to their predecessors. Modern day buyers are much more sales savvy than before, and are able to find out everything they need to know to help them make a…

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Sean McPheat Is Bringing Modern Day Selling To The ISMM This October

In no less than 6 weeks MTD Sales Training’s MD Sean McPheat will be returning to the stage at the Institute of Sales and Marketing Management’s (ISMM) Successful Selling Conference at the Ricoh Arena in Coventry on October 12th. Following on from the success of last year’s conference where Sean keynoted to over 1,000 sales professionals on his alternative sales…

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3 Top Qualities Of The Modern-Day Sales Professional

I talk constantly about the modern-day buyer and how they have evolved from those of the past. However, the modern-day seller must evolve as well. Short and sweet, here are the three top qualities of the modern-day sales professional. #1: Today’s Sales Professional is an Expert Today’s modern consumer is educated and has access to more information about you and what…

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4 Reasons Why Prospects Fear Cold Calls

We have heard for years about how much today’s consumer detests receiving the dreaded cold-call. We all know that cold calling has become increasingly difficult and the modern-day buyer has become more evasive, defensive, suspicious and even hostile towards getting a telephone solicitation call. As a result, there are tons of training and tips on how to handle such obstacles…

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And The Moral of the Story Is…

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the Story is…” Start your weekend by looking here every Friday morning at 10:00 am for some entertaining sales stories.  Like…

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When The Buyer Does Not Perceive Your Value

Many times, your buyer will take a look at your up-front price and reject it. This is because they don’t see how the goods or services you offer will solve their problems at the price stated. In other words, value has not been built up in the customer’s mind. Value isn’t waht you think it is. Value is alwyas what…

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(Video) Why The Modern Day Buyer Has Changed By Sean McPheat

Here’s a short video that I put together about why the modern day buyer has changed. You know what? They’ll take the shirt off your back if you’ll let them! Press play below… Let me know what you think by making a comment below Heppy selling! Sean Sean McPheat Sean McPheat The UK’s #1 Authority On Modern Day Selling MTD…

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