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Follow These 5 Steps When Preparing For A Sales Meeting

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose As the saying goes, if you have a…

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Qualifying Buyers Using Greater Focus, Successful Sales Meetings & A Quote From Bob Burg

Episode 25: To my sales professional connections (and trainers) This podcast includes: Qualifying buyers using greater focus How to make your next sales meeting more successful A quote from Bob Burg Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast

How To Handle A Client That Wants A Bigger Discount

Businessman with digital percent graph

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have…

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Was Your Prospect Interested In Your Pitch?

Sales presentation meeting

How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract? How often have you then been disappointed that the sales didn’t materialise, especially after you had been convinced the customer bought into your solution…

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5 Essential Tips For Sales Managers For Running Better Sales Meetings

Business woman conducting a meeting

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters –…

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What To Include In Your Agenda When Meeting A New Client

Business people meeting

Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you….

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How To Handle Objections From A Loyal Client

Businessman refusing contract

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. What should we do if we face this dilemma? How should we deal…

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How To Find Out What The Prospect Values Most

How To Build Value note

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday. Of course, I recognised immediately that he was trying to up-sell us…

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5 Components Of A Successful Salesperson’s Belief System

Believe in Potential keyboard

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. That means it can’t always be supported by empirical formulae,…

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How To Stop Objections Before They Are Raised

Objection dart board and darts

It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’ It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call. First, though, we have to understand that an objection isn’t always caused by the prospect  trying to get…

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