Planning & Mindset

Self-Discipline…The Quality of the Great Salesperson!

What do you think of when you hear the word ‘discipline’? If you’re like me, it conjures up memories of growing up and being chastised by a parent or teacher. I still have the memory of red knuckles, having been…

Read More

Is It All About Attitude?

How many times have you been told that to be successful in sales you have to think positive? Yes, it certainly helps. But how do you do that, especially when our natural tendency is to think negatively. Positive thinking is…

Read More

How Clegg Closed The Sale In Last Night’s Leaders Debate

Last nights first ever LIVE TV Leaders debate between Brown, Cameron and Clegg was well worth a watch. For me, I’m not really into politics but I am into people watching and communication strategies. For me, here’s how Clegg closed…

Read More

Change Your Sales Job! Now!

The amount of information available to buyers –particularly those who require a consultative process —continues to get deeper, more detailed and of greater quality than ever before. Now, a buyer can search your company on the web, find out about…

Read More

Seeing It & Selling It From A Different Angle

At MTD, we are always looking for ways to innovate and see things differently. Charles Thompson wrote one of our favourite books called “What a Great Idea!” and in it he discussed an interesting concept called “problem reversal”. Edward de…

Read More

The Tale Of Two Sales Professionals

A typical sales day! Scene: Sales Person just getting out of bed The good vibe is on the right shoulder, the bad vibe is on the left shoulder Good vibe: It’s going to be a great day today! Bad vibe:…

Read More

It’s All In The Execution That Counts

I trust you’re keeping well, and sales are good? Those of you involved in computer programming will know how important every line of a programme is. If just one instruction is left out, incorrectly written or in the wrong place,…

Read More

Cover An M.B.A Course In Your Car!

An interesting change of thought came up at one of our recent Essential Selling Skills courses. One of the delegates was bemoaning the fact that he spent a great deal of his working day sitting in traffic queues, and after…

Read More

A Little Less Conversation A Little More Action Please!

On the way to work this morning Elvis came on the radio with “A little less conversation a little more action” and I couldn’t help but turn up the volume! It made me think though of how sales people follow…

Read More

Can You Really Motivate Your Sales Team?

“Hi Sean, No matter what I do I can’t motivate my team to make more sales. They are on good salaries, have good conditions and no matter what I say in team meetings or what I offer in terms of…

Read More

How to Keep the Sales Process Going During Downtime

Here’s an interesting question I just got asked: _________________________________________________ “Hi Sean, Unfortunately, I don’t need to think too much about my most burning question for you… It’s an easy one, and I’d title it “How do I keep the momentum…

Read More

Does Your Company Have A Business Prevention Team?

We’ve trained over 20,000 people around the world and I am amazed at how many times I hear statements like: “We’re not a customer centric organisation…” “Finance said that we can only…” “Operations said that we can’t support that growth…”…

Read More