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Natural Born Sellers Update – Are You A Natural Born Seller?

Click here for my comments on Natural Born Sellers Episode III Stop Press – for my comments on Episode II click here: Natural Born Sellers II Make sure that you sign up in the top right hand corner of my webpage for regular Natural Born Sellers blog updates. I’m going to be pulling no punches when commenting on the sales…

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Don’t Try and Overcome Objections.

Two people discussing

Don’t Try and Overcome Objections. Ok, this is going to sound like a radical, even crazy idea at first. But if you stick with me, and think about this, you will see that it makes perfect sense. If you’re in the world of selling for any length of time, then you have come up against objections. Objections, a ‘bad word’…

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Memories of a Sales Manager:

manager with unhappy team

Memories of a Sales Manager: In tribute to the many dedicated professionals who benefit from MTD Sales Training, I am starting a new series called, “Memories of a Sales Manager.” In this column you will find true stories from sales managers in the front line who lead by example. Some stories are funny, some serious, but each teaches a valuable…

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Natural Born Sellers

Click here for my comments on Natural Born Sellers Episode III Stop Press – for my comments on Episode II click here: Natural Born Sellers II ITV launch a new reality TV circus this week in NATURAL BORN SELLERS. With this a group of sales people replace an existing workforce each week for winner takes all stakes. Who will make…

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Truth in Selling

Unrecognizable corporate manager activating training for two employees in a group of four. Business concept for continued professional development onboarding and competing for the best talent.

Truth in Selling There is a big difference between what’s legal and what’s right. As professional sales people, we must hold integrity above all else, including the letter of the law. Honesty is key, misleading, deliberately confusing and bamboozling sales advertising, literature and talk is no more acceptable today than the old school smile and dial rhetoric of the past….

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7 Ways To Effective Sales Coaching

Business Coacher

7 Ways to Effective Sales Coaching Want to become a great sales coach? Then include these golden rules: Lead By Example: The “do as I say, not as I do,” theory doesn’t work. If you can’t do it, or have never done it, then don’t tell your sales people they can do it. If you can’t walk-the-walk, don’t talk-the-talk. Care:…

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Confessions of a Gatekeeper:

Businessman holding up hand showing no

Confessions of a Gatekeeper: Understanding the Guardians of the Gold The Gatekeeper: A secretary, receptionist or any frontline person whose job it is to screen your call and prevent you from getting to the decision maker. Sales people have more problems with the gatekeeper screens sadly they don’t even know it. While at one time, these gatekeepers (GK’s) were considered…

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Post Sales Follow Up

Calendar with follow up

Post Sales Follow Up After-the-Sale Service Practices The Return on Your Investment One of the reasons so many sales people have trouble committing to after sales service and follow up is because they cannot see the return on their investment. Many people feel that once the sale is closed and the commission earned and spent, any further time allotted to…

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Using AutoText To Improve Your Sales

As you probably know by now, I’m all for making your role a lot easier in terms of saving you time so it frees you up to sell more! 🙂 Well, I don’t know whether you are aware of this but there is a neat little tool called AutoText in outlook that could save you a shed load of time…

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Setting Appointments

Organiser with a pen and mobile phone

Setting Appointments Executive Summary It’s simple: Make efficient use of the telephone and set good qualified appointments and you will succeed. Fail in this one area and YOU fail. No matter how great your product, or professional your sales presentation or even that enticing offer you’ve just put together, if you don’t have a consistent stream of qualified prospects to…

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