The MTD Sales Blog
Sell more, more often with the UK's MOST SHARED sales blog
After years of on-the-job training, and tens of thousands of cold calls, you have finally arrived. You are a pro. You are able to pick up the telephone and make appointments seemingly at will. However, do not get too comfortable, because even at your level, there are some major mistakes you must avoid. Below are the three most common mistakes…
Over the years most training and development programmes for salespeople have emphasised the importance of effective processes and techniques to be able to ‘sell’ their products and services. Most salespeople want to know how to ‘open the call’ or ‘overcome objections’. The skill development has revolved around how the knowledge and experience can be built so that they can capture interest,…
Do you know what the two main fears of selling are? Want me to tell you? Well, they are: 1) The Fear Of Rejection From You and 2) The Fear Of Making A Mistake From Your Client Let’s look at these a little more closely: The Fear Of Rejection From You A lot of sales people don’t make as many…
Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the return, is greater than the investment, you will close more sales. The sale often takes place when the prospect feels…
There are only two reasons why a customer’s business will want to change from what they’re doing to something else. The first is that your solutions offer something they don’t have now, and they will be able to benefit from having or using it. The second is if they are experiencing pains associated with the current situation and need to…
It’s often said that the best salespeople don’t have to sell; they make it easy for the prospect to make the decision to buy. Even so, companies still need salespeople to actively go out there and show the results that their customers will achieve with their products and services. It’s still possible, though, that some sales are lost either before…
In conversations with salespeople, we sometimes ask if they know the differences between prospects’ needs and prospects’ wants. It may sound pedantic, but it can make a real difference in presenting solutions. Oftentimes, prospects will confuse their wants with their needs and vice versa. Their needs often revolve around the business; their wants often revolve around their personal gains. For…
Gone are the days when you had to wait for your company to build your leads for you. You know what I mean; walking into that sales meeting and anticipating with bated breath what your manager would hand down to you. Those golden nuggets of information that would give you your next sale. Today’s sales professionals know that they themselves…
One of the most precious assets that a company possesses is the quality of their brand. A great brand image can drive sales onward and upward; a lesser image can ultimately destroy a brand’s presence and present. It’s people that make the brand. How customers are treated or served can improve or destroy an image in the customer’s mind, so…
No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to…
