The MTD Sales Blog

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

 

5 Components Of A Successful Salesperson’s Belief System

Believe in Potential keyboard

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. That means it can’t always be supported by empirical formulae,…

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How To Stop Objections Before They Are Raised

Objection dart board and darts

It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’ It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call. First, though, we have to understand that an objection isn’t always caused by the prospect  trying to get…

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How To Set Big, Hairy A**** Sales Goals

Wooden figures and goal blocks

We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? One way…

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4 Future Needs Of Customers That Will Drive Your Business Processes

Listen to customers digital dial

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of thumb, or generic guidance, on what will affect us, regardless of our products or services we offer. Here, we discuss…

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MTD Sales Training’s Top 10 Blogs of 2018!

Year change notepad

How much have you achieved in 2018? Did you reach, or even better, exceed your monthly targets? Maybe you finally closed the deal that you’ve been working on for months?! With only a few days until 2019, take some time to reflect on all your greatest achievements this year has bought you. I’d like to think that some of our…

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The 2 Words That Can Eliminate Indecision In Your Prospect

Ground with different arrows

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve gone through all the reasons…

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10 Top Qualities Of A Good Negotiator

Business people negotiating

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out…

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How To Increase Your Value To Clients Without Dropping Your Price

Increasing value for money

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. For others, it could enhance their overall satisfaction and experience with the products or services. And…

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4 Quick Tips For The Up & Coming Sales Manager

Sales manager and team in a meeting

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Think about it; just because they have been successful in one position doesn’t automatically ensure success in another. Many salespeople are excellent at organising themselves, can sell very…

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How To Find Out Why Your Client Is Leaving

Clients thinking about not signing

You’ll have heard many times that it costs more to attract new customers than to retain the business of current ones, and it’s true that the marketing costs plus all the other charges and outlays to attract customers far outweigh the time and effort to keep and increase business with existing clients. So, if your customer does leave you or…

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