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 […]
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 […]
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 […]
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 […]
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 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 […]
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 […]
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 competition. […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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, […]
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 […]
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 […]
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 […]
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 […]
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 […]
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, […]
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 […]
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 […]
Let’s face it, you probably prefer to talk to one person at a time when you sell your services, as you can establish good rapport, deal with one question at a time and generally focus on just one challenge at […]
Robert Cialdini, in his great book “Influence”, tells a story of how people working in an office went to another floor to take some photocopies. They went to the front of the queue and asked if they could jump in […]
It doesn’t matter how good your product or service is if you are unable to get the customer interested and convince them that the best use of their time right now is being with you. That’s exactly what we […]
Do you have to conduct sales presentations to win business? If so, you’ve most likely referred to them as beauty parades. This is where your prospect has given you and 3 other vendors a list of requirements and have asked […]
Sales Managers need to be able to communicate very effectively. If you’ve been in management for any length of time you will already know it doesn’t take much to cause animosity, resentment, or even real distaste with people that […]
