Sales Mindset

You Are A Sales Person; But Are You A Sales Professional?

Over the years, it seems the concept of a “Professional” has lost its luster. The word “professional” is loosely defined most simply as, “Someone who gets paid for what they do…”, and that may apply to many professions. When it comes to the profession of selling however, I believe the term “Professional” demands far more stringent qualifications. My definition of…

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There Are Really Only TWO Sales Objections In The Whole World

I imagine the title of this piece not only grabbed your attention, but also caused a bit of confusion or even shock. First, let me clarify exactly what I am saying. There are only TWO objections that exist. That’s all; just two. They come disguised as dozens of other issues and appear to be tons of objections. My contention however…

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3 Effective Ways To Mentally Prepare For The Sale

Of course, you must prepare for the sales interaction, and that includes making sure the tangible and technical tools are all in order. However, you also must make certain that your mindset is in proper order. Below are three very important ways you can mentally prepare for the sale. #1: Lose The Personal Problems I know this is much easier…

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How To Handle The Prospect Who Trusts No One

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. They are paranoid and suspect of everything and sometimes even sold proof to the contrary does not sway their beliefs. Often there is good reason for prospective buyers to share such a sentiment. Once a trusting, opening minded buyer gets caught in a…

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What To Do When The Prospect Tries To Bash Your Competition

Often during a sales interaction, the sales person will attack and downgrade their competition. While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The sales person believes that this…

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How To Get LUCKY…In Sales

Does selling have anything to do with luck? Is closing a sale a matter of circumstance and running into the right prospect at the right time? Some will say that selling is all a matter of luck, and one week you got it and one week you don’t. Then others will claim that luck or happenstance has nothing to do…

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3 Ways To Lose The Sale After The Prospect Says YES

There are a thousand and one ways to lose the sale during the sales interaction and during the close.  A poor sales interaction that fails to reach its objectives, or not being able to anticipate or overcome objections, is common to the selling profession. However, these are situations where the sale is not actually lost, because you never had the…

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How To Make The Extraordinary, Ordinary

To be a top sales person requires the ability to go above and beyond the norm every single day. As a professional sales person, your job is to do things that are quite remarkable on a routine basis. Incredible Think about what it means to make a sale from a cold call: You contact someone who has never heard of…

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Do Not THINK About Closing the Sale

There are a million tips all over the world on what to do to help you close the sale. You can find all sorts of tips, tricks, and magical scripts, as well as a bunch of pat answers to objections. In addition, in some places, like here at MTD Sales Training, you will find some very sophisticated and powerful closing…

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Overcoming The Fear Of Rejection In Sales

You may have heard of the dreaded “Fear of Rejection,” or “Phone Phobia.” Those dreaded mental and psychological blocks that hamper and even destroy sales success. To have a fear or apprehension of rejection is actually a very natural human reaction. However, as a sales professional, you do not have the luxury of succumbing to this normal human emotion. A…

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