The MTD Sales Blog

Do any of your prospects talk to you about their sales budgets? If they do, are you fully aware of how they set those budgets and what they use them for? Here, we discuss what it means to set a sales budget, how it’s defined and the objectives of companies setting budget figures. It will help you develop a rounded-out…

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Episode 38: Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words In this episode we take a look at how to handle prospects who are happy with their current supplier. Our skillspill looks at how you can really know what your customers think about you. And our…

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Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that will give us the ability to compete effectively and bring in more business, while developing the connections with people who can…

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Episode 37: Asking for a pay rise, differentiate from the competition, quote from Jill Konrath In this episode we take a look at how you can prepare for and confidently ask for a pay rise. Our skillspill identifies the best ways to follow up with customers. And our Inspire Me quote comes from Jill Konrath. Take a look at this…

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Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’…

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Episode 36: Small businesses versus large, summary statements and a quote from Zig Ziglar In this episode we look at how a smaller businesses differ from larger ones you may be dealing with. Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. And a quote from Zig Ziglar. Take…

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How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Value can be seen as your overall worth to the marketplace and it’s how you…

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Episode 35: Handling objections, a new way to research competitors and a quote from Mark Hunter In this episode we look at some techniques to help you handle objections. Our Skills Pill looks at the latest ways to research your competitors to gain an edge. And our Inspire Me quote comes from Mark Hunter. Take a look at this episode…

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The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation. You could have…

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There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’ Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. Your thought processes are controlled by the nature of…

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