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 their customers will achieve with their products and services. It’s still possible, though, that some sales are lost either before…

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7 Things You Should Never Say When Closing

I’m sure you’ve been in that situation where you’re about to gain commitment from the buyer and then you put your foot right in at, and completely blow the moment! It could be that you said something the buyer picks up on and it makes them nervous about making that final decision. This is the point of every conversation where…

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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 seen and experienced ideas and techniques that have worked so well that I have been convinced and persuaded to buy….

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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 makes people a success in sales in today’s modern world. I thought it appropriate to discuss this from the opposite…

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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 post is exactly one of those. Here’s the story I received, as I received it… ——————————————————————————————————————————————— I work for an…

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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 speakers was the MD from a firm of business mentors. Now being a CEO (it’s lonely at the top! lol) I thought…

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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 that completely ruins everything. The prospecting process went perfect. One telephone call set the appointment and the sales interaction went…

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Are You Really Asking For The Order?

Failing to Ask For the Sale A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale,…

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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 To Handle The Prospect Who Is Shocked By Your Price,” when the sales interaction fails to uncover problems and pain…

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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. Sometimes they genuinely make mistakes. But on many occasions they simply don’t care enough to give quality customer service. Mary…

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