The MTD Sales Blog

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What Is Cross-Selling And Up-Selling?

Businessman draw growing profit graph thanks upselling

I read an interesting article by Jim Domanski the other day, where he introduces the ‘rule of 25’. This rule is good to know when you are trying to cross-sell or up-sell your client. The rule states that, after people have made the decision to buy, they have accepted they will be spending or investing a certain amount of money….

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12 Important Product Knowledge Topics In Retail Sales

Istanbul, Turkey. Bright Premise Of A Modern Sho

This may sound a quite simple topic but you really need to have deep understanding of your product knowledge with regards to what you sell. There’s much more to it than just understanding features and benefits. There are a wide range of product knowledge areas that will be instrumental in reaching the ultimate outcome of a transaction. This means that…

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Two Quick Retail Sales Tips

I was in Dublin recently with a MAJOR player in the food retail industry and it reminded me of two of the very best retail sales tips that every store should use. So it doesn’t matter what you sell in your store, use them! And if you don’t sell in retail then next time you are in a store see…

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6 Ways To Build Up Goodwill With Customers

6 Ways To Build Up Goodwill With Customers

Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. The British Department Store, John Lewis, is renowned for its quality customer service and its build-up of goodwill. Here’s what one of their managers said: “If we rely on value alone, we’ll get considerable success. Then if we add constant and careful cultivation of…

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What is integrative negotiation, how fear can hold us back in sales, and a lesson from nature

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Episode 39: What is integrative negotiation, how fear can hold us back in sales, and a lesson from nature In this episode, we take a look at integrative negotiation. Our skills pill looks at understanding the fears that hold us back. And our Inspire Me quote comes from Christopher McDougall. Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast

Understanding A Sales Budget And Its Implications To You In Sales

A Sales Budget

Do any of your prospects talk to you about their sales budgets? If they do, are you fully aware of how they set those budgets and what they use them for? Here, we discuss what it means to set a sales budget, how it’s defined and the objectives of companies setting budget figures. It will help you develop a rounded-out…

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Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words

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Episode 38: Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words In this episode we take a look at how to handle prospects who are happy with their current supplier. Our skillspill looks at how you can really know what your customers think about you. And our…

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Key Account Management Strategies

Unrecognizable business manager scaling up sales and marketing via artificial intelligence app. B2B technology concept for machine and deep learning, AI, complex IT ecosystem, lead generation.

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that will give us the ability to compete effectively and bring in more business, while developing the connections with people who can…

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Asking for a pay rise, differentiate from the competition

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Episode 37: Asking for a pay rise, differentiate from the competition, quote from Jill Konrath In this episode we take a look at how you can prepare for and confidently ask for a pay rise. Our skillspill identifies the best ways to follow up with customers. And our Inspire Me quote comes from Jill Konrath. Take a look at this…

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The Implications Of Integrative Negotiation

The Implications Of Integrative Negotiation

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’…

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