MTD Sales Training

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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 [...]

13 11, 2018

Why Storytelling Is Becoming The #1 Sales Skill To Master

By |2018-11-13T11:06:58+00:00November 13th, 2018|MTD Sales Training, Partner Content|0 Comments

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery. Whatever it was, the fact we were regaled with a story gave us a taste for using our imagination. It added spice [...]

6 11, 2018

Why You Should Have A CLOSE A & A CLOSE B

By |2018-11-19T14:20:14+00:00November 6th, 2018|MTD Sales Training, Partner Content|0 Comments

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or stall you for a few extra discount percentage points. Your closing [...]