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.

Active Listening Examples & Exercises

African hr manager listening to caucasian applicant at job interview

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…

Read More

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 If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world.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 ave-nues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. How…

Read More

What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

Two silhouettes with heart and brain. Logic and emotion concept.

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…

Read More

The 4 Most Common Buyer Types In Sales (And How To Sell To Them!)

Business Signing A Contract Buy - Sell House, Insurance Agent

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…

Read More

What Is Active Listening And How Can We Improve It?

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…

Read More

Reverse Engineering In Sales, Applying Reverse Engineering To Your Calls & A Quote From Henry Ford

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 And How It Can Benefit Your Business

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…

Read More

What Are The Different Types Of Selling?

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…

Read More