The MTD Sales Blog

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

 

7 Ways to Destroy Customer Relationships

Customer experience concept online

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will be after the deal is done. If the back-up isn’t there, we may as well say goodbye immediately to this…

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Re-Evaluating Our Way Of Selling

Big Data Technology for Business Finance Analytic Concept

One of my consultants was carrying out a ‘discovery’ session with a sales team recently, to discuss what areas they find most challenging when it comes to selling their products. One gentleman stood up at the start of the session and said, ‘I’ve been selling for over 30 years…what can you teach me?!’ My consultant simply asked him if he…

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How To Make Your Linkedin Profile Stand Out

Linkedin application on the screen

LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer. Demandwave.com states in one of its research papers that, of a group…

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How Important Is Your Brand To A Customer

Business Market Value Identity Design. Brand advertising marketing strategy identity business concept.

Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer has with your product and service more important than the reputation of the brand? Well, in a way, yes, but…

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Six Ways Of Dealing With A Client Who Won’t See You

Close up of angry woman refuses offer, showing a gesture of refusing junk food, rejects something unpleasant, selective focus. Negative emotion, hand gestures.

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers…

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How To Educate Your Buyer With New Perspectives

Business people meeting at office and use post it notes to share idea. Brainstorming concept. Sticky note on glass wall.

We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They see the obstacle of ‘the comfort zone’ as being a major obstacle in working with the potential buyer. It also…

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How To Customise A Compelling Story For Your Sales Presentation

A young beautiful woman with great idea writing on a transparent board in the office, close-up.

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we…

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How To Change The Way You Think About Failure In Sales

Stressed black businessman in panic after business failure sitting at office work desk in front of laptop

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale or don’t progress, it tends to have the opposite effect. Much of our motivation is dependent upon extrinsic or external…

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How To Prescribe The Right Solution For Your Customer

Two men discussing doctor and patient - visit in the office

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer. They have studied for many years to become the doctor you see before you and they don’t make rash or early decisions, because they know the repercussions would be dangerous, if not…

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How To Build Value Before Having To Add Value

Stock market graph and business financial data on LED. Business graph and stock financial indicator. Stock or business market analysis concept.

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. The customer can see exactly what they are…

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