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13 03, 2019

4 Future Needs Of Customers That Will Drive Your Business Processes

By |2019-03-13T06:36:56+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

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. Read more here Authored and Contributed by: MTD Sales Training

13 03, 2019

How To Stop Objections Before They Are Raised

By |2019-03-13T06:35:55+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

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. Read more here Authored and Contributed by: MTD Sales Training

13 03, 2019

5 Components Of A Successful Salesperson’s Belief System

By |2019-03-13T06:35:02+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

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. Read more here Authored and Contributed by: MTD Sales Training

13 03, 2019

How To Find Out What The Prospect Values Most

By |2019-03-13T06:34:09+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. Read more here Authored and Contributed by: MTD Sales Training

13 03, 2019

How To Handle Objections From A Loyal Client

By |2019-03-13T06:33:15+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. What should we do if we face this dilemma? How should we deal with situations that are unexpected? Read more here Authored and Contributed [...]

13 03, 2019

What To Include In Your Agenda When Meeting A New Client

By |2019-03-13T06:32:19+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you. You don’t want to risk all for a small return on [...]

13 03, 2019

5 Essential Tips For Sales Managers For Running Better Sales Meetings

By |2019-03-13T06:31:20+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Read more here Authored and Contributed by: MTD Sales Training

13 03, 2019

Was Your Prospect Interested In Your Pitch?

By |2019-03-13T06:30:19+00:00March 13th, 2019|MTD Sales Training, Partner Content|0 Comments

How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract? Read more here Authored and Contributed by: MTD Sales Training

4 12, 2018

Needs & Wants Are OK, But Problems Are Even Better

By |2018-12-04T08:22:24+00:00December 4th, 2018|MTD Sales Training, Partner Content|0 Comments

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘motivation session’ would solve the issue. He replied that everything else was OK, so it can only be motivation that’s the problem. [...]

27 11, 2018

ATTENTION: The New Sales Currency

By |2018-11-27T06:39:30+00:00November 27th, 2018|MTD Sales Training, Partner Content|0 Comments

The last five years has been remarkable in the propensity for new sales models. Each one is a stage further in the evolution of the sales process and its ability to get the buyer to invest in what’s best for their business. But it’s one of the older models that we return to for inspiration here. You’ll no doubt remember the AIDA principle for sales and marketing, representing the four stages [...]