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How Can You Encourage Performance In Your Sales Team?

Human maximising performance

As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes you can measure. All managers realise they have to employ people to do the job for them. If you rely solely on your own skills, your…

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3 Buying Motives Of The Modern-Day Buyer

Modern buyer online shopping

Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has little in the way of time and resources to spend, what do we need to do to assist them to make a decision to choose us and our…

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How To Go From Salesperson To Sales Consultant

Above view of a sales consultant shaking hands

You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of analysing needs and wants before creating options for a successful future for businesses. This means we have to work on…

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How To Approach A New Referral

Wooden blocks showing referral concept

So you’ve achieved that great goal of getting a referral from a customer. This is the holy grail in sales; getting a warm lead without having to do the marketing to achieve it. How should you approach this referral? Here are some ideas: Basically, you need to know what links the two companies or people. What is the business relationship…

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The Top 5 Phrases That Will Close The Deal With Your Prospect

Two women shaking hands over a contract

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. They simply didn’t know what to say to get the order without it appearing to put pressure on…

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3 Powerful Tips To Create Client Loyalty

Increasing graph on customer loyalty

In today’s marketplace of shrinking budgets, growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off one another in search of the best deal. It should be obvious to anyone in business today, that to establish…

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How To Create A Sense Of Urgency In The Sale

Urgent Stamp

The sales interaction went well. The prospect seems very interested, and you feel that you have covered all of the possible objections. However, the prospect sees no reason or need to act NOW. Even though you can expose problems the buyer is having, unless the prospect can see an urgent reason to act today, the natural reaction is to stall, to…

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The 5 Best Phrases To Use When Offering Your Prospect A Discount

interview in office

No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to shave a few pennies from your price in order to satisfy their innate desire to feel they have ‘made a…

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Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement

Episode 17 – Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement This podcast includes: How to prioritise your day in just 10 minutes Seeing things from a different perspective An insight on Confucius on life improvement. Take a look at this episode on

10 Things To Ask Your Client At The First Meeting

Business people shaking hands

It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting contains a whole load of interesting phenomena. You are trying to build rapport; you want to make that great first…

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