The MTD Sales Blog

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Sales Lessons From Steve McClaren

Question mark and thinker

England 2 Croatia 3 Out of the European Championships before a ball is kicked – gutted! So what are the sales lessons that you can learn from this debacle? Sales Managers and Sales Directors – listen up! SEAN’S OBSERVATION 1 When you look at the English team on paper we should be competing to win every international tournament not just…

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I Want To Think About It

Saying no to a salesperson

What do you do and say when the prospect says: “I want to think about it”? Well, I know that if a client says that to me I haven’t really unearthed what the true objections could be. “I want to think about it” is not really an objection. Instead, it’s a way to buy some time and is a stalling…

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Selling Value

Letters spelling out value

Hi, Here’s some free sales training for you! I received an email a couple of days ago that asked for advice on how to react to prospects when you are more expensive than the competition. Here’s the question: “Our company sells installations, a problem that we have is that our prices are quite high and some customers say they have…

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Fenwick Arms

Wants and Needs arrows

Fenwick Arms – A Ramsay’s Kitchen Nightmare revisited last night! The Fenwick Arms was a prime of example of potential going down the pan due to lack of motivational leadership and a sales strategy. Based in Lancaster, the pub had a prime location and from the outside it looked like a Traditional English Pub – the type you’d like to…

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Cold Calling Technique

Telephone in the snow

Cold Calling Technique – What’s yours like? If you are like the vast majority of cold callers out there then you suck! I really mean that – the standards of cold calling that I have to endure as a Decision Maker are terrible. The funny thing is, is that they know (or should know) that they are cold calling the…

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The Procrastinator

Business man checking watch

Here’s a question I was emailed from one of my sales tips newsletter subscribers: Firstly, thanks very much for the tips. I really find them useful. I was wondering if you could help with another type of prospect that I seem to run into a lot. “The Procrastinator”. This is the prospect who seems very interested initially and loves to…

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Asking For Discounts

Blue discount stamp

I love analysing sales people at work especially when someone tries to sell to me as I know exactly what is coming next! One particular instance happened when we moved premises into the prestigous Business Innovation Centre that is part of the new Univeristy of Warwick development. If you haven’t seen a picture of our premises yet please click here….

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Piccolo Teatro

Dull light bulbs with one lit bulb

Piccolo Teatro – the next Ramsay’s Kitchen Nightmare! ….and what a nightmare it was too! Bad management can ruin a business and when that bad management comes from the owner then you are really in the crap! Piccolo Teatro was a vegetarian restaurant in Paris. But the adage of “build it and they will come” does not work! Gordon and…

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Did You Find Everything?

Young woman buying from store

If you run a shop or are a manager in a retail store then listen up as I’ve got a really good tip for you! We’ve just completed some retail sales training for a retail store and as part of the training we also looked at their sales processes too. Now I’m not saying that this sales technique will work…

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Sales Training Consultancy

Salesperson and prospect at a meeting

Sales consultancy is an activity that is high on a lot of our client’s agenda. MTD Sales Training Consultancy As a company looking to improve your bottom line you should take time out to look at how you do things and the sales systems you have in place. Everything that you do should support how your client’s purchase from you….

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