The MTD Sales Blog

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

 

   

I give you permission to send me weekly tips & occasional exciting offers from MTD. *

Privacy Policy

Six Ways Of Dealing With A Client Who Won’t See You

Close up of angry woman refuses offer, showing a gesture of refusing junk food, rejects something unpleasant, selective focus. Negative emotion, hand gestures.

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers…

Read More

How To Educate Your Buyer With New Perspectives

Business people meeting at office and use post it notes to share idea. Brainstorming concept. Sticky note on glass wall.

We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They see the obstacle of ‘the comfort zone’ as being a major obstacle in working with the potential buyer. It also…

Read More

How To Customise A Compelling Story For Your Sales Presentation

A young beautiful woman with great idea writing on a transparent board in the office, close-up.

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we…

Read More

How To Change The Way You Think About Failure In Sales

Stressed black businessman in panic after business failure sitting at office work desk in front of laptop

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale or don’t progress, it tends to have the opposite effect. Much of our motivation is dependent upon extrinsic or external…

Read More

How To Prescribe The Right Solution For Your Customer

Two men discussing doctor and patient - visit in the office

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer. They have studied for many years to become the doctor you see before you and they don’t make rash or early decisions, because they know the repercussions would be dangerous, if not…

Read More

How To Build Value Before Having To Add Value

Stock market graph and business financial data on LED. Business graph and stock financial indicator. Stock or business market analysis concept.

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. The customer can see exactly what they are…

Read More

How To Build Relationships With Customers And Clients

Trust word written on wooden block. Building trust business concept.

Most buyers we speak to don’t have much time for salespeople. The reason is they still think of them as being slick-talking, time-draining, pressure-inducing parasites who are trying to rip buyers off and get as much profit as possible. We all know this is a hackneyed, superficial oversimplification, based on ages-old templates that were forged from the old snake-oil salespeople…

Read More

5 Best B2B Sales Techniques

business concept

Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period. If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world. Your B2B sales strategies need…

Read More

How To Differentiate Between What The Customer Wants & Needs

Smiling lawyer, realtor or financial advisor handshaking young couple thanking for advice, insurance broker or bank worker and millennial customers shake hands making deal, investment or taking loan

In conversations with salespeople, we sometimes ask if they know the differences between prospects’ needs and prospects’ wants. It may sound pedantic, but it can make a real difference in presenting solutions. Oftentimes, prospects will confuse their wants with their needs and vice versa. Their needs often revolve around the business; their wants often revolve around their personal gains. So,…

Read More

How To Set Appointments Over The Phone?

Smiling customer service representative using headset and computer at work

While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. How…

Read More