The MTD Sales Blog
Sell more, more often with the UK's MOST SHARED sales blog
The old adage, “It is not what you say, but how you say it,” is true and valid. In today’s business environment, the wrong words or tone of those words can cause misunderstanding and resentment. As today’s buyers are more educated and sophisticated, sales management must realise that today’s sales people have evolved as well. You Said One Thing, They…
There’s a great saying that I’m sure you know well; “The bitterness of poor quality remains long after the sweetness of low price is forgotten”. Most clients know the association between low price and poor quality. Here are 10 things that the prospect wants more than the lowest price available. 1) Reliability And Dependability Remember those old, sad stories about…
When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, buyers are busier than ever, and even if they are available, may put their phones through to voicemail, simply because…
How confident do you feel in asking for referrals? If you’re like most salespeople we meet on our programmes, the answer will range from ‘not very’ to ‘about as confident as a snowman in summer’. How, then, do you build that confidence so it becomes a natural way to gain more business from your current clients’ database? Well, firstly you…
It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack the resources required to behave assertively. This may come across as submissive, passive-aggressive or even overtly aggressive at times. So, what phrases can you use in sales that will show an assertive disposition without…
Your ability to make a profitable sale often hinges on your skills when discussing what price you are willing to settle on for your product. If you are worried about whether you will make the sale or not, you may well offer a lower price to get the buyer to agree to the sale. However, buyers are cute (!) and…
Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them or their business. Don’t be put off by objections. If you walk away at the first sign of resistance, you…
Here are three critical questions you need to confirm with your customer before you have a hope in progressing the sale: Who Is Going To Make The Decision? That’s pretty obvious, but do you know who the key influencers are, too? Who are the people the decision-maker is going to take counsel from, ask approval of, or commit the product…
One thing that you can be certain of is that you cannot be successful on your own these days. You need a coach or a mentor to assist you to achieve those aspirations and opportunities that may come your way, but be missed if you try to do it all yourself. That’s why I keep my eyes and ears open…
You’ll have read lots of information on what you need to do to improve your sales. I have thought about it from a different perspective and come up with things that you shouldn’t do! Keep away from these concepts and you should avoid a lot of the traps associated with failure, many times without even knowing the reasons why. Don’t…
