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How To Discover Needs At The Start Of A Prospect Meeting

In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their problems. After all, a prospect can be faced with a BIG problem but have no real need or desire to fix it. So how can you…

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3 Key Ingredients For A Successful Sales Meeting – Infographic

There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our infographic below. Click here to download a full size version of the infographic above Happy selling! Sean McPheat Managing Director MTD Sales Training…

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How To Create A Feeling Of Dissatisfaction In A Prospect

Have you spoken to prospects and they’ve said ‘Thank you, but I’m happy with what I’ve got’? This is the single most common response to salespeople today, in person or on the phone. the prospect has no reason to change because the product or service they’re using is working just fine, or it provides everything they need at the moment,…

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How To Deliver Bad News To The Sales Team

Due to circumstances well beyond your control, the new software version upgrade will not ship as promised. The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly…

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3 Best Practices For Conducting A Successful Sales Meeting

In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T 1. Berate 2. Intimidate 3. Subjugate Now let us look into three BEST practices to help you structure your sales meetings to raise people up, increase sales and elevate your sales team to the next…

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The 3 WORST Practices For Conducting A Successful Sales Meeting

While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. It is the old, “If it’s not broke don’t fix it…” attitude. However, here are three basic things to understand about sales meetings:…

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Making Your Sales Meetings More Predictable

Maybe you’ve faced the situation where you’ve prepared a great presentation for the client and you turn up with all your materials and examples of how you can help them, only to have them say ‘You’ve got five minutes. What can you do for me?’ All that preparation, all that research, all that time spent on getting your pitch ready…and…

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10 Challenging Questions To Ask Yourself Before a Sales Meeting

Your product knowledge is an essential tool in your sales armoury, and must be used at the correct time. By this, I mean that if you just present your product without finding out what the real issues are the customer is facing, then this scatter-gun approach will do more harm than good in your sales meeting. The best salespeople we…

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Make Technology Work For You In Sales Meetings

I had an interesting experience this week. A company called us to introduce a new CRM system that they had developed and made an appointment to come and see us at the office. The salesperson arrived on time, looking very professional and very official. Now, you know me through my tips and blogs, and you must know how I like…

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Sales Meetings From Hell!

If you want to make sure that your next sales meeting and visit bombs quicker than Liverpool’s chances of winning the 2009 Champion’s League then make sure that you take the advice of Ivegotta Closeya, one of the most successful, unsuccessful sales people in the world. Here’s his top 6 tips for making sure that your next sales meeting is…

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