The MTD Sales Blog

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s…

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Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to? Someone who has never…

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You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should…

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Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’ If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. I say this because everyone, from the CEO to the janitor, creates an image for what you do. Imagine one of your…

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When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We know it’s a long-drawn-out process to go from initial discovery to firm commitment. Because we know there is a flow to the decision-making process that buyers make, we would…

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Episode 42: Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt In this episode we look at upselling and cross-selling in the sales environment. Our Skills Pill takes a look at what to do when we feel we are lacking confidence, and our Inspire Me quote comes from Elanor Roosevelt. Take a look at this…

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Episode 41: Is there a good time to offer discounts? What to do in a stalling In this episode we look how giving discounts can actually be beneficial. Our Skillspill takes a look at what to do if you find your negotiations are stalling at any point. And our Inspire Me quote comes from Maya Angelou. Take a look at…

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We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. However, we always point out that you could have the best processes in the industry, the most valuable product in the market place,…

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Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare…

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What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. He told me that they weren’t being successful in getting past the first 15-20 seconds of the call, so I…

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