The MTD Sales Blog

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

 

How To Differentiate Between What The Customer Wants & Needs

Smiling lawyer, realtor or financial advisor handshaking young couple thanking for advice, insurance broker or bank worker and millennial customers shake hands making deal, investment or taking loan

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,…

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How To Set Appointments Over The Phone?

Smiling customer service representative using headset and computer at work

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…

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What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

Two silhouettes with heart and brain. Logic and emotion concept.

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…

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The 4 Most Common Buyer Types In Sales (And How To Sell To Them!)

Business Signing A Contract Buy - Sell House, Insurance Agent

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…

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A new way to present solutions to a prospect,getting rid of negative emotions & a quote from Steven Covey

Episode 33: A new way to present solutions to a prospect,getting rid of negative emotions & a quote from Steven Covey This podcast includes: Our skills pill looks at how we can get rid of negative emotion when working with a client. And we finish with a quote from Steven Covey. Click on the link below for the podcast where…

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How To Educate Your Buyer, When Buyers Say Call Me In Six Months, & A Quote On Building Trust

Episode 32: How To Educate Your Buyer, When Buyers Say Call Me In Six Months, & A Quote On Building Trust 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…

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Standing Out From The Crowd, Tactics Buyers Use On You & A Quote From Vince Lombardi

Episode 31: Standing Out From The Crowd, Tactics Buyers Use On You & A Quote From Vince Lombardi 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…

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The Benefits of A Robust CRM Process, How You Can Really Understand Your Buyer and A Quote From Thomas Edison

Episode 30: The Benefits of A Robust CRM Process, How You Can Really Understand Your Buyer and A Quote From Thomas Edison This podcast includes: The benefits of a robust CRM process How to really understand your buyer A quote from Thomas Edison Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast

Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays

Episode 28: Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays This podcast includes: How we deal with prospects who demand a discount The 5 stages of negotiation A quote from Benjamin Mays Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast

What Is Active Listening And How Can We Improve It?

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously. Active listening can be defined…

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