Sean’s Thoughts

How To Change The Way You Think About Failure In Sales

Stressed black businessman in panic after business failure sitting at office work desk in front of laptop

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale or don’t progress, it tends to have the opposite effect. Much of our motivation is dependent upon extrinsic or external…

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How To Prescribe The Right Solution For Your Customer

Two men discussing doctor and patient - visit in the office

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer. They have studied for many years to become the doctor you see before you and they don’t make rash or early decisions, because they know the repercussions would be dangerous, if not…

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How To Build Value Before Having To Add Value

Stock market graph and business financial data on LED. Business graph and stock financial indicator. Stock or business market analysis concept.

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. The customer can see exactly what they are…

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How To Build Relationships With Customers And Clients

Trust word written on wooden block. Building trust business concept.

Most buyers we speak to don’t have much time for salespeople. The reason is they still think of them as being slick-talking, time-draining, pressure-inducing parasites who are trying to rip buyers off and get as much profit as possible. We all know this is a hackneyed, superficial oversimplification, based on ages-old templates that were forged from the old snake-oil salespeople…

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5 Best B2B Sales Techniques

business concept

Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period. If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world. Your B2B sales strategies need…

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How To Differentiate Between What The Customer Wants & Needs

Smiling lawyer, realtor or financial advisor handshaking young couple thanking for advice, insurance broker or bank worker and millennial customers shake hands making deal, investment or taking loan

In conversations with salespeople, we sometimes ask if they know the differences between prospects’ needs and prospects’ wants. It may sound pedantic, but it can make a real difference in presenting solutions. Oftentimes, prospects will confuse their wants with their needs and vice versa. Their needs often revolve around the business; their wants often revolve around their personal gains. So,…

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How To Set Appointments Over The Phone?

Smiling customer service representative using headset and computer at work

While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. How…

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What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

Two silhouettes with heart and brain. Logic and emotion concept.

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? You’ve…

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The Prospect Who Needs To ‘Cut Costs’, What Is Active Listening, And A Quote From Mark Hunter

Episode 29: To my sales professional connections (and trainers) This podcast includes: How we deal with prospects expecting a lower price Improving your active listening A quote from Mark Hunter Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast

The 4 Most Common Buyer Types In Sales (And How To Sell To Them!)

Business Signing A Contract Buy - Sell House, Insurance Agent

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a…

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