More sales tips by Sean McPheat

Sean McPheat
Hi! I'm the founder and Managing Director of MTD Sales Training - we offer sales training solutions for companies both large and small. I'm blessed to work with 25 of the most talented trainers in the UK....well, I did recruit them! ;-) Today, we've delivered training in over 23 countries to over 7,500 different organisations and 200,000 staff. Our clients include Xerox, Friends Life, Virgin, Taylor Wimpey, CISCO, Allianz and Lloyds TSB to name but a few.

How To Handle Objections From A Loyal Client

Businessman refusing contract

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. What should we do if we face this dilemma? How should we deal…

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How To Find Out What The Prospect Values Most

How To Build Value note

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday. Of course, I recognised immediately that he was trying to up-sell us…

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5 Components Of A Successful Salesperson’s Belief System

Believe in Potential keyboard

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. That means it can’t always be supported by empirical formulae,…

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How To Stop Objections Before They Are Raised

Objection dart board and darts

It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’ It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call. First, though, we have to understand that an objection isn’t always caused by the prospect  trying to get…

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How To Set Big, Hairy A**** Sales Goals

Wooden figures and goal blocks

We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? One way…

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4 Future Needs Of Customers That Will Drive Your Business Processes

Listen to customers digital dial

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of thumb, or generic guidance, on what will affect us, regardless of our products or services we offer. Here, we discuss…

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MTD Sales Training’s Top 10 Blogs of 2018!

Year change notepad

How much have you achieved in 2018? Did you reach, or even better, exceed your monthly targets? Maybe you finally closed the deal that you’ve been working on for months?! With only a few days until 2019, take some time to reflect on all your greatest achievements this year has bought you. I’d like to think that some of our…

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The 2 Words That Can Eliminate Indecision In Your Prospect

Ground with different arrows

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve gone through all the reasons…

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10 Top Qualities Of A Good Negotiator

Business people negotiating

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out…

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How To Increase Your Value To Clients Without Dropping Your Price

Increasing value for money

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. For others, it could enhance their overall satisfaction and experience with the products or services. And…

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