Sales Process

“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

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, some products and services require light-speed responses, but selling most products and services today, requires more of a consultative approach….

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Still Confused About Modern Day Selling? Watch Sean McPheat In Action At The ISMM

Sales 2.0 and modern day selling are hot topics right now, as more and more sales professionals and business owners are seeing the benefits of applying these concepts within their day-to-day sales processes. Social media and the internet have become big players in the business world, but few professionals really understand how to use these online tools to develop their…

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Should You “Wing It” or Have A 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 tool of sales people, in particular telemarketers, years ago. Alternatively, we had the opposite of the canned spiel with the…

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3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built Up The Value

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since…

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Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

Hi all, It’s Louise here again, filling you in on the latest news from the MTD HQ. November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently! MTD’s MD Sean McPheat has had many successful experiences keynoting at business events and conferences across the country, and he thought it…

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Internet Killed The Telesales Star?

32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities. In today’s modern world, could we now be seeing the start of a new revolution? Has the internet and social media killed off…

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What To Do When The Prospect Is Very Late For the Appointment: Part I

You have set a solid appointment, and immediately sent an email verifying the meeting information.  You then followed up by confirming the appointment by telephone the day before. Finally, you arrive at the 10:00 a.m. appointment a proper 15 minutes early.  The receptionist informs you that she will notify the decision maker (DM) that you are there. However, 10:00 comes and…

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How To Create A Winning Sales Process: Step III – Putting It All Together

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle.  Then, in Step II, you designed the individual sales stages.  Now, let us look at what to do with this information and how the sales process will help you get better results from your sales activity and  make more sales! Let…

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The Sales Process: Step II – The Sales Stages

Business Growth Concept

In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients.  In the first step in creating your sales process, you determined the total length of time it should take to close the sale from start to finish, under optimum…

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How To Design An Effective Sales Process: Step I – The Total Time

Sales process book

The Sales Process is your guide; your step-by-step road map to sales success.  To reach any goal or objective with consistency, you need a plan.  The Sales Process is your plan, your blue print on how to turn a lead into a prospect, motivate a prospect to become a customer and help a customer become a long-term client.  The Sales…

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