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The 2 Biggest Fears Of Selling

man in frustration

Do you know what the two main fears of selling are? Want me to tell you? Well, they are: 1) The Fear Of Rejection From You and 2) The Fear Of Making A Mistake From Your Client Let’s look at these a little more closely: The Fear Of Rejection From You A lot of sales people don’t make as many…

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How To Build Value In A Sales Presentation

value wording

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the return, is greater than the investment, you will close more sales. The sale often takes place when the prospect feels…

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How To Build Up The Gains For Your Customers

Two man discussion

There are only two reasons why a customer’s business will want to change from what they’re doing to something else. The first is that your solutions offer something they don’t have now, and they will be able to benefit from having or using it. The second is if they are experiencing pains associated with the current situation and need to…

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5 Ways To Kill The Sale Before It’s Even Started

Discussion

It’s often said that the best salespeople don’t have to sell; they make it easy for the prospect to make the decision to buy. Even so, companies still need salespeople to actively go out there and show the results that their customers will achieve with their products and services. It’s still possible, though, that some sales are lost either before…

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How To Differentiate Between What The Customer Wants & Needs

wants and needs

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. For…

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3 Modern Techniques To Generate Fresh Leads

Lead generation button

Gone are the days when you had to wait for your company to build your leads for you. You know what I mean; walking into that sales meeting and anticipating with bated breath what your manager would hand down to you. Those golden nuggets of information that would give you your next sale. Today’s sales professionals know that they themselves…

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3 Great Ideas On How To Build & Establish Your Brand

Brand Construction

One of the most precious assets that a company possesses is the quality of their brand. A great brand image can drive sales onward and upward; a lesser image can ultimately destroy a brand’s presence and present. It’s people that make the brand. How customers are treated or served can improve or destroy an image in the customer’s mind, so…

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5 Things Sales Managers Should Never Say To A Salesperson

Man in frustration

No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to…

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7 Key Phrases That Will Spark Your Sales Interactions

woman speaking

Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need a pep up, a lifting of the spirits. Especially if things aren’t going well and sales are drying up. Well,…

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6 Reasons Why You Should Always Plan Your Sales Presentation

Business People On A Meeting

We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for…

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