Consultative Selling

3 Times You Should NOT Maintain Eye Contact With The Prospect

Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. While this is essentially true, it is not literal. In fact, there are three times during the sale when you do NOT…

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No, No – I’m Trying To Give YOU Money Here!

I am literally amazed at how people make it so damn difficult for me to give them some money! And lots of money too! Not so long back I attended a freebie breakfast meeting. All was ok and one of the…

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3 Powerful Tips For Turning Incoming Calls Into Incoming Profits

Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that…

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3 Key Ingredients For A Successful Sales Meeting

A great sales meeting can uplift the sales team, create sales momentum and stimulate teamwork and unity. While creating a good sales meeting is not easy, it is quite simple. Integrate the following three key ingredients, and you will have…

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3 Major Sales Meeting Mistakes

You constantly hear about all of the great and positive things you can do to conduct a successful sales meeting and all of the inspirational tips and motivational tricks you can use to help encourage and train a sales team….

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The Sales Person And The Prospect Want The Same Thing

For some reason, many sales people still feel that they and the prospect are on different sides of the issue. Many sales professionals today still suffer from the outdated thinking that selling is a battle; a contest. The whole though…

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Level The Playing Field For A Great Sales Contest

It is easy to spend a small fortune on sales contests and incentive programs designed to motivate, stimulate and reinvigorate the sales team. However, you may have found that such programs meant to motive, can end up having the reverse…

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3 Ways To Mess Up A Perfectly Good Sale

I teach a lot of “Best Practices” here at MTD Sales Training. However, every once in a while, it’s time to explore some of those “Worst Practices.” You can do a few things at the end of the sales process…

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Use Client Testimonials To Close More Sales

You face some objections so regularly, you know well in advance you will get them and you know how to answer them. You also have customers whom you have closed by overcoming those same objections. Here is a way to…

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“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course,…

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One Great Sales Close

Following is one powerfully effective sales close that I am finding is quickly becoming a favourite among many sales people. The three main reasons I like this sales close is… 1. It is simple 2. It HELPS the prospect sort…

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Can You Change The Price Only Prospect Into A Good Loyal Client?

In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service,…

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