The MTD Sales Blog

Sell more, more often with the UK's MOST SHARED sales blog


Why You Should Have A CLOSE A & A CLOSE B

Close up of someone signing a contract

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or…

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Why Storytelling Is Becoming The #1 Sales Skill To Master

Businessman holding card saying the power of storytelling

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery. Whatever it was, the fact we were regaled with a story…

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ATTENTION: The New Sales Currency

Coins stacked on each other

The last five years has been remarkable in the propensity for new sales models. Each one is a stage further in the evolution of the sales process and its ability to get the buyer to invest in what’s best for their business. But it’s one of the older models that we return to for inspiration here. You’ll no doubt remember…

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Needs & Wants Are OK, But Problems Are Even Better

Businessman sat at desk with question marks

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘motivation session’ would solve the issue. He replied that everything else…

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Should You Always Agree With Your Client?

Business people agreeing and disagreeing

“The customer is always right” I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent…

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5 Reasons Why Pre-Call Research Is A Must

Staff in a call centre

Here’s a question to start your day. ‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’ Now, if you answered with something like ‘because my products are better than the competition’ or ‘I know what people in their position need’ then maybe you need to take a step back first. We’ve all…

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Why ‘Saying’ And ‘Being Believed’ Are Two Different Things

Saleswoman shaking hands with client

When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes, things were a little different then. One of my uncle’s ideas was that ‘if it’s in the paper, it’s true’….

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How to deal with objections

Episode 24: How to deal with objections This podcast includes: How to deal with objections (before they even arise) How to get prospects to follow you on social media A quote from Jim Rohn Take a look at this episode on

The Best Type Of Question That Gets Quick Answers

Businessman holding two question marks

What makes a great salesperson? Product knowledge? Great organisation and timekeeping? The ability to prospect effectively? All these are, of course, vital in the armoury of the salesperson who wants to make a success of their profession. But there’s one skill that I believe puts a salesperson head and shoulders above their competition, especially when they are actually face to…

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3 Tips To Ensure You’re Selling To The Decision Maker

Salesman selling to clients at a meeting

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer,…

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