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I talk constantly about the modern-day buyer and how they have evolved from those of the past. However, the modern-day seller must evolve as well. Short and sweet, here are the three top qualities of the modern-day sales professional. Today’s Sales Professional is an Expert Today’s modern consumer is educated and has access to more information about you and what you…
Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t…
One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do…
Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do…
According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust to the changing environment in which it finds itself”. This probably is one of the best bits of advice to…
It’s one of the biggest frustrations in a salesperson’s experience. You’ve done your research on the buyer and their company…you have uncovered all the possible objections the prospect has in mind…you’ve presented the solutions for their concerns…you’ve even discussed a reduction in price for increased orders. It’s obvious the prospect is going to say ‘yes’. Isn’t it? There’s no alternative….
We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information. One question that, when answered, would help you build value…
You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not be the success you could be without having excellent communication skills, especially with clients. How can you start to improve,…
Episode 23: To my sales professional connections (and trainers) This podcast includes: How can we tell if the prospect was interested in our presentation? How to increase your chances of closing over the phone. A quote by Simon Sinek from his book, “The Power of Why Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast
Episode 22: Four Future Needs Of Customers That Will Drive Your Business Process This podcast includes: Four future needs of customers that will drive your business processes Six skills for clearer communications A quote from Winston Churchill Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast
