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3 Cold Calling Techniques That Really Work

Man at his desk talking on the telephone

Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has no place today? Well cold calling does indeed still have a place on today’s sales playing ground, and while the face of this tried and…

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The Key Sales Skills Of The Modern Sales Professional

Modern salesman working out calculation

The global situation we face means that literally everything has changed in the last few years. Change is the only constant, and businesses who have fallen by the wayside lay as epitaphs to the inability of many organisations to recognise how they have to adapt to the real world of today and the future. The sales profession is no different….

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How To Find The Prospect’s Decision-Making Process

confused man trying to make a decision

How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? It happened to me a number of times when I was first selling MTD’s services. Then it hit me that this was an obvious question that should come up early in the…

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6 Questions To Ensure You Build Value For Your Customers

Building value up

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of the prospect. But how can…

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How Can You Encourage Performance In Your Sales Team?

Human maximising performance

As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes you can measure. All managers realise they have to employ people to do the job for them. If you rely solely on your own skills, your…

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3 Buying Motives Of The Modern-Day Buyer

Modern buyer online shopping

Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has little in the way of time and resources to spend, what do we need to do to assist them to make a decision to choose us and our…

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How To Go From Salesperson To Sales Consultant

Above view of a sales consultant shaking hands

You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of analysing needs and wants before creating options for a successful future for businesses. This means we have to work on…

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How To Approach A New Referral

Wooden blocks showing referral concept

So you’ve achieved that great goal of getting a referral from a customer. This is the holy grail in sales; getting a warm lead without having to do the marketing to achieve it. How should you approach this referral? Here are some ideas: Basically, you need to know what links the two companies or people. What is the business relationship…

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The Top 5 Phrases That Will Close The Deal With Your Prospect

Two women shaking hands over a contract

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. They simply didn’t know what to say to get the order without it appearing to put pressure on…

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3 Powerful Tips To Create Client Loyalty

Increasing graph on customer loyalty

In today’s marketplace of shrinking budgets, growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off one another in search of the best deal. It should be obvious to anyone in business today, that to establish…

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