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.

Selling For Non-Salespeople – How To Become More Client-Oriented If You’re Not In Sales

Receptionist answering phone at hotel front desk

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…

Read More

Three Powerful Tips For Creating Appointments With Prospects

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…

Read More

Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt

Podcast microphone

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…

Read More

Is There A Good Time To Offer Discounts? What To Do In A Stalling

Podcast microphone

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…

Read More

How To Achieve A Healthy Sales Mindset

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,…

Read More

Five Areas That Will Improve Your Sales Negotiation Skills

Smiling Attractive Mature Businesswoman Handshaking Businessman

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…

Read More

The MOST Important Part Of Your Sales Call

Pretty caucasian businesswoman answering the phone in the office.

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…

Read More

How to build goodwill with customers, 3 ways to become indispensable to your customer

Podcast microphone

Episode 40: How to build goodwill with customers, 3 ways to become indispensable to your customer & a quote from Mary Kay Ash In this episode, we look at how you can build goodwill your customers. Our Skills Pill looks at 3 ways to become indispensable to your customer, by looking at things from their perspective, not ours. And our…

Read More

What Is Key Account Management?

Male executive drawing business plan on a whiteboard

  It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Being a successful account manager means more than knowing your customers, being proactive and…

Read More

Unearthing Customer Needs During A Retail Sales Interaction

A sales person asking a customer some questions

  Good discovery skills are essential if you are to reach the top level of retail sales: being recognised as a trusted advisor by your customers. When you are in this position people will talk more openly to you and tell you what they want to buy, and even how to help them to do it! Not every customer is…

Read More