Poor Selling

5 Ways To Kill The Sale Before It’s Even Started

It’s often said that the best salespeople don’t have to sell; they make it easy for the prospect to make the decision to buy. Even so, companies still need salespeople to actively go out there and show the results that…

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Avoid Five Errors That Many Salespeople Make

Most of my working life has been spent in sales. There have been examples of good, bad and ugly that have stayed with me over the years. During the time that I’ve been involved in training and coaching salespeople, I’ve…

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10 Reasons Why Salespeople Fail

In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have been written with authors’ opinions on what…

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The Effects Of Giving Discounts On Your Products

I always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world. Sometimes these stories highlight points that are worth sharing and today’s…

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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 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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3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price

You went through the entire sales interaction without much problem.  However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” As mentioned in, “3 Ways…

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Mary Portas Hits Out At Customer Service

“Are your people unmotivated, lackluster and uncommitted 24 hours a day, or only the 8 hours a day they spend with you?” (Paul Levesque) Sales people don’t deliberately start out to offer bad service. Sometimes they have a bad day….

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What This Means To You Is….

During the past 2 weeks my wife and I have had about 6 different conservatory companies around our house giving us quotes. The standards of salesmanship have been appalling to be honest. The two biggest problems that they had was:…

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Don’t Under Promise And Over Deliver

If you’re a subscriber to the “under promise and over deliver” philosophy then you’ll probably not survive in sales for too long. I’ve read so many books that say you must under promise and then over deliver and I just…

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Truth in Selling

Truth in Selling There is a big difference between what’s legal and what’s right. As professional sales people, we must hold integrity above all else, including the letter of the law. Honesty is key, misleading, deliberately confusing and bamboozling sales…

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Getting Voicemail Returned

1 minute, 22 seconds! That’s how long a voicemail message was for me that I picked up last Friday! And yes it was from a sales person too. “Hi Mr McPheat, this is Jo Smith from ABC. Sean, we offer…”…

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