Sales Presentations

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Why Is Body Language Important In Sales?

  This blog post has a dual purpose. Not only will it help you in making sure that your own body language is on point, but it will also help you to read the body language of your prospects and […]

Sales Pitch Tips To Ace That Presentation

  If your sales process includes a sales pitch at some time or another than chances are you’ve been shortlisted somehow. Our Sales Presentation Training is very popular because it covers the technique, the preparation and the all-important, how to […]

The 10 Best Sales Movies You MUST Watch

  We’re big film fans in the office and any new salesperson (or member of staff come to that) that starts with MTD, I always grill them as to the movies they’ve seen about sales. “Have you watched Glengarry Glen […]

What To Do When Something Goes Wrong In Your Presentation

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received… Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team […]

How Important Is Your Brand To A Customer

Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer […]

How To Customise A Compelling Story For Your Sales Presentation

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with the […]

How To Differentiate Between What The Customer Wants & Needs

Do you know what the difference is between a need and a want? A lot of people think that they are the same but they are different. When selling it’s important that you understand the difference between needs and wants […]

What Is Active Listening And How Can We Improve It?

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have […]

Why Sales Storytelling Is A Killer Skill

  If you want to create a true emotional connection with your prospects and clients, then I recommend that you improve storytelling skills. Indeed, in my opinion sales storytelling can be your superpower and really separate you apart from your […]

5 Ways To Ensure Great Sales Communications

  You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will […]

How To Build Value In A Sales Presentation

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the […]

When Planning Your Sales Presentation You Must…

We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by […]

How To Become A More Assertive Salesperson

  One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to […]

5 Stages Of The Buyer’s Decision Making Process

How do you make a decision? Ever thought about it? Many of us have, and have used the facts behind decision-making in identifying how they should work with clients. But many more haven’t studied this subject and consequently lose the […]

What Do You Do When Your Customer Wants To Vent?

There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the prospect and they must let […]

6 Most Common Mistakes Salespeople Make

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. I think most of us have had to work through an exercise on two on […]

6 Quick Ways To Improve Your Influencing Skills

Many of our delegates on our Selling Skills Courses want to improve or increase their influencing skills because they want to impress potential buyers into buying from them. This is natural, because we want to give reasons to buy and […]

53 Takeaways From The Wolf Of Wall Street’s London Seminar

The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London at the Excel Centre to run a short, […]

How To Use “Move Towards” & “Away From” Language

We all have a number of internal filters that information from our senses passes through. Language is one of our internal filters, which influences how we think and enables us to communicate with others and with ourselves.  If you listen […]

Heard Of The Straight Line Sales System By Jordan Belfort?

The Wolf Of Wall Street in my opinion is one of the best sales movies of all time. I just love it. I love it for the fast pace of the movie and the sales. The film is about Jordan […]

Finding Out Who The Decision-Maker Is

There’s one bugbear that most salespeople tell us about when we run Sales Courses for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally understand the rationale behind why many […]

Why Matching & Mirroring Really Works

  Have you heard of matching and mirroring? It’s something that we regularly cover on our Sales Training Courses, but do you know what it is and the background behind it all? It’s the concept psychologists talk about when they […]

Building Rapport – Infographic

Whenever you use phrases like “I only do business with him/her” or “I think that person really understands me”, the likelihood is that you have experienced ‘Rapport’. Rapport is a personal state between two or more people which allow relationships […]

The Most Important Communication Skill For Sales

  We would all agree that communication skills are of paramount importance when any discussion on the attributes of salespeople are discussed. It’s a continuous journey where you will never reach the end destination of perfection. Among the plethora of […]

Using Suggestive Selling To Enhance Value

When I bought my new television recently, I did the research, examined my options and made decisions based on what I wanted. The web was my instructor, expert and advisor. My choice whittled down to two options, and I visited […]

Get Your Prospect In The Right State Before Presenting

Have you been successful in a sale and then tried a similar approach with someone else, only to find it goes terribly wrong? Join the club and we hear that a lot from the learners who attend our UK Sales […]

How To Use The Sales Value Equation

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, […]

“Wing It” or Structured Sales Interaction?

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era, word-for-word, rehearsed, “Pitch.” Such was a primary […]

How To Practice Your Sales Presentation

Practice, practice, practice because practice makes perfect! While that age-old sentiment is nice, it is not true. Practice does not make perfect. Only Perfect practice makes perfect. I ask sales people if they routinely practice their presentation and often I […]

5 Mistakes Salespeople Make During The Presentation

Presenting the solution to a client’s needs is often the most interesting part of the sales process, especially for the sales person, because they are talking about their products, their services and they’re on home ground. And it’s mainly because […]