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The 10 Questions That Will Uncover All Prospect Problems

Salesperson holding question mark

We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware of how our services can improve their business. But how about when the prospect doesn’t feel the need for change at the moment? What if they…

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How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Dan Pink On What We Need To Work At Our Best

Episode 20 – How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Dan Pink On What We Need To Work At Our Best This podcast includes: How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Inspire me quote from Dan Pink On What We Need To Work At Our Best…

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Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding

Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding This podcast includes: Ways to help you gain more repeat business. How to use the gatekeeper to get more information. An inspire me quote from Tom Peters on branding. Take a look at this episode on https://www.mtdsalestraining.com/loads-bubbling-podcast

How To Overcome The Prospect Who Needs To ‘Cut Costs’

Business man cutting costs

When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. Now, I realise that, although MTD are tried and trusted with many clients, new prospects haven’t had the opportunity to see how we can…

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How To Respond To “Call Me Back In 6 Months”

Calendar with entry "follow up"

Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time. Your manager asks you about this prospect and you say, “Yep, this one’s in the bag…all I need is to…

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6 Steps That Help Your Prospect Know They’ve Made The Right Decision

Salesperson and prospect shaking hands

We’re often taught as salespeople that we have the best solution for prospect’s businesses and that we should be able to sell to everyone. If they don’t buy, then our sales managers think you haven’t tried enough or you made some errors along the way. While these ideas may be correct in some circumstances, we can only get so far…

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How To Effectively Implement Your Sales Process

Sales process book

One definition of ‘process’ is ‘a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’ A good sales process will give you a good framework and template for you to follow and apply. So, what steps does a good process follow to give you a chance to…

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7 Ways To Coach & Mentor Your Sales Team

Manager coaching his sales team

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role? Here are some tips…

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How To Keep Generating Fresh Leads

lead generation written on a notepad

Your pipeline is your Holy Grail for future leads. If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks. So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? Here are a few tips: Divide your territory in…

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3 Vital Tips On Sending Email During The Sale

Person typing an email

Often during the sales process it is necessary to send email to the prospect, and usually the prospect is in the middle of the decision making process. The email correspondence you send during this crucial time period is critical to your success. The slightest misunderstanding or miscue could derail all of the good work you have done. Below are three…

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