Sell more, more often with the UK's MOST SHARED sales blog
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…
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…
Most buyers we speak to don’t have much time for salespeople. The reason is they still think of them as being slick-talking, time-draining, pressure-inducing parasites who are trying to rip buyers off and get as much profit as possible. We all know this is a hackneyed, superficial oversimplification, based on ages-old templates that were forged from the old snake-oil salespeople…
Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period. If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world. Your B2B sales strategies need…
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. So,…
While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. How…
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? You’ve…
One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a…
Episode 31: To my sales professional connections (and trainers) This podcast includes: How you can educate your buyer. Our skills pill looks at what to do when buyers use the “Call me in 6 months” excuse. And and a quote on building trust. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher…
Episode 31: To my sales professional connections (and trainers) This podcast includes: How to make yourself stand out from everyone else. Tactics that your buyers can use on you. A quote from Vince Lombardi. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast https://www.mtdsalestraining.com/loads-bubbling-podcast
