Sales Presentations

Finding Out Who The Decision-Maker Is

There’s one bug-bear that most salespeople tell us about when we run programmes 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 companies…

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Where Your Focus Should Be When Presenting Solutions

MTD’s trainers and consultants often ask delegates on courses to ‘sell’ their products and services in just 10-15 seconds. It focusses the mind and makes the salesperson think hard about what is the most important element of what they actually…

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Is Your Sales Presentation Matching The Buyer’s Needs? – Video Blog

When it comes to product demonstrations, many sales people fall into the trap of carrying out a a one size fits all presentation with a prepared monologue of what makes there product the best on the market. What can you…

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Avoid The Five Biggest Sales Email Blunders

We see so many emails come through our office that, in all honesty, are an embarrassment to our profession. They are poorly laid out or lack impact or are lame in the extreme, too patronising, or something similar. Being one…

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Why Matching & Mirroring Really Works

Have you heard of matching and mirroring? It’s the concept psychologists talk about when they refer to us building unconscious rapport with another person. They talk about matching their unconscious body language and gestures so that they feel at ease…

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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…

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The Key Communication Skill To Improve Your 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 skills…

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The Concept Of Inquiry: How To Get A Balanced View Of The Prospect’s Needs

Many of our programmes have exercises and activities that bring the best out of salespeople. This is especially true when we run activities around the conversational quality of questioning techniques. Naturally, we as humans are inquisitive and want to find…

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How To Listen To Your Prospects Wants & Needs – Video Blog

As a sales professional, improving and advancing your listening skills is one of the most important things you can do to help you prospect and sell more. Being able to listen to what your prospects and clients really want and…

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Sales Tales: How Stories Can Increase Your Sales Success

‘Let me tell you a story…” I remember my mum using those words many times, and it used to grab my attention as I was whisked away into far-off lands, awed by mythical creatures and fairy-tale events. I was hooked…

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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…

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How To Get Your Prospect In The Right State Before Presenting

Have you been successful in a sale and then tried a similar appraoch with someone else, only to find it goes terribly wrong? Join the club! We often think that because we’ve sold our product or service to one person…

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