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Recently, we discussed the concept of active listening and what we need to do to apply it and improve it (https://www.mtdsalestraining.com/mtdblog/what-is-active-listening-and-how-can-we-improve-it.html) Here, we look at examples of active listening and some exercises we can carry out to ensure we utilise this skill more regularly. First, let’s recap on exactly what active listening is: Wikipedia states that ‘Active listening is a…
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 If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world.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…
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,…
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 ave-nues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. How…
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? You’ve…
One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a…
What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously. Active listening can be defined…
Episode 26: To my sales professional connections (and trainers) This podcast includes: The concept of reverse engineering in sales Reverse engineering your next call A quote from Henry Ford Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast
What is a CRM system? CRM stands for Customer Relationship Management, and it’s essential that when you are selling your promises of a better future to your prospects, you are able to keep manageable records for those sales. What are the benefits of a CRM system? The benefits of CRM systems are manifold, and here we list some of them…
By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. If we were to sell in the same way as the snake-oil salespeople of the Wild West in 19th century America, we would…
