MTD Sales Training

NOVEMBER 29, 2011

Our 2011 Sales Summit was held on Thursday 17 th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day. . Hi all, It’s Louise here again, filling you in on the latest news from the MTD HQ. November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently!

Negotiation 83

Negotiation Internet Media Management 83

Engage Selling

JANUARY 24, 2011

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Jeffrey Gitomer

OCTOBER 24, 2011

My Last Public Seminars of 2011 | Don’t Miss Out! Gitomer | October 24, 2011 | Leave a Comment. Tweet Share I want to make sure you know about my last three LIVE public seminars of 2011: If you live in or close to San Diego, Dallas, or San Marcos, I want you to join me for my events. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact.

Leadership 60

Leadership Media Sales Leadership Sales 60

Jeffrey Gitomer

APRIL 19, 2011

Gitomer | April 19, 2011 | 3 Comments. Einar Wus says: April 22, 2011 at 8:49 am. Avi says: April 26, 2011 at 11:08 pm. Darren says: May 3, 2011 at 4:29 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Triple The Power of Your Presentation By Asking Yourself These 8 Questions | Sales Training Tips.

Media 126

Media Leadership Meetings Sales Management 126

Jeffrey Gitomer

MARCH 14, 2011

Gitomer | March 14, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Want to Start Making an Attitude Change? | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share Take (physical, verbal, AND mental) ACTION: 1. Admit it’s no one’s fault but yours. Understand you always have (had) a choice.

Media 103

Media Sales Training Meetings Sales Management 103

Jeffrey Gitomer

DECEMBER 16, 2011

Gitomer | December 16, 2011 | 1 Comment. Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness. (No AJ says: December 18, 2011 at 2:08 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store.

Internet 77

Internet Media Leadership Sales Leadership 77

Jeffrey Gitomer

MARCH 8, 2011

Gitomer | March 8, 2011 | 1 Comment. Dave Heinrich says: March 9, 2011 at 7:14 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Top 5.5 Things Sales Professionals Whine About | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share Can you guess the top 5.5 things that sales professionals whine about?

Media 82

Media Sales Training Sales Leadership Sales Management 82

Jeffrey Gitomer

APRIL 21, 2011

Gitomer | April 21, 2011 | 8 Comments. Angie Coker says: April 21, 2011 at 6:08 pm. Paul Fredericks says: April 25, 2011 at 9:14 pm. Damiso Arrington says: April 22, 2011 at 1:30 am. Einar Wus says: April 22, 2011 at 8:45 am. Kristine Collier says: April 25, 2011 at 2:08 pm. Paul Fredericks says: April 25, 2011 at 9:13 pm. Darren says: April 28, 2011 at 10:01 pm. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Media 134

Media Suppliers Internet Leadership 134

Jeffrey Gitomer

APRIL 13, 2011

Gitomer | April 13, 2011 | 5 Comments. Steve Waterhouse says: April 14, 2011 at 4:33 pm. Chris Moline says: April 18, 2011 at 6:55 pm. Darren says: May 11, 2011 at 9:14 pm. How to change — Jeffrey Gitomer | Atla$ $ucce$$ says: April 15, 2011 at 4:14 pm. [.] ways to adapt to change | Ian Prowse says: April 18, 2011 at 10:15 pm. [.] There is no time like the present to change things up in 2012 to ensure its better than 2011! Store.

Leadership 129

Leadership Media Sales Management Sales Training 129

Jeffrey Gitomer

AUGUST 15, 2011

Gitomer | August 15, 2011 | 1 Comment. Einar says: August 18, 2011 at 12:37 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Attitude Buster Remedies. Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward.

Sales Training 133

Sales Training Leadership Media Meetings 133

Jeffrey Gitomer

AUGUST 31, 2011

” Gitomer | August 31, 2011 | 4 Comments. Georgia says: August 31, 2011 at 8:21 pm. Jeremy Smith says: August 31, 2011 at 8:42 pm. Scott Frey says: September 1, 2011 at 12:35 pm. Ocha Nix says: September 8, 2011 at 2:30 am. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact.

Media 127

Media Leadership Meetings Sales 127

Jeffrey Gitomer

NOVEMBER 15, 2011

Gitomer | November 15, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Attitude Gems For You To Read And Study. Tweet Share Here are 20.5

Media 133

Media Leadership Sales Training Sales 133

Jeffrey Gitomer

AUGUST 23, 2011

Gitomer | August 23, 2011 | 3 Comments. James Adair says: August 23, 2011 at 11:25 pm. Xavier says: August 24, 2011 at 3:33 am. AJ says: August 24, 2011 at 12:21 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. To Become A Master Salesperson, Master NON Selling Skills.

Profitability 130

Profitability Internet Leadership Media 130

Jeffrey Gitomer

MAY 27, 2011

Gitomer | May 27, 2011 | 3 Comments. Speaking Agent says: May 27, 2011 at 5:34 pm. Norman Wright Jr says: May 28, 2011 at 1:54 pm. Darren says: June 3, 2011 at 5:16 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Lost Secret of Leadership.

Leadership 126

Leadership Media Sales Environment Sales Training 126

Jeffrey Gitomer

OCTOBER 19, 2011

Gitomer | October 19, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Ways To Win Prospects And Contacts At A Networking Event. Tweet Share Networking is fun. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun).

Media 125

Media Leadership Sales Training Meetings 125

Jeffrey Gitomer

JUNE 14, 2011

Gitomer | June 14, 2011 | 2 Comments. walker stewart says: June 20, 2011 at 3:04 am. Mike Stevenson says: June 23, 2011 at 7:46 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The 21.5 BEST Places To Network.

Meetings 130

Meetings Media Leadership Profitability 130

Jeffrey Gitomer

JUNE 2, 2011

Gitomer | June 2, 2011 | 2 Comments. Nabil Gulamani says: June 5, 2011 at 3:39 am. Darren says: June 13, 2011 at 4:19 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Respect Factor — Earning Versus Demanding. Tweet Share Most people expect that with the title, respect will follow. And unfortunately most people are wrong.

Leadership 124

Leadership Media Sales Leadership Sales Training 124

Jeffrey Gitomer

AUGUST 24, 2011

” Gitomer | August 24, 2011 | 2 Comments. John Prusa, CAS says: August 25, 2011 at 6:03 pm. Falisha says: August 26, 2011 at 2:37 am. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not “What’s your brand?” ” It’s “Where’s your brand?”

Media 125

Media Leadership Business Growth Sales Training 125

Jeffrey Gitomer

AUGUST 10, 2011

Gitomer | August 10, 2011 | 1 Comment. Nick Garcia says: August 11, 2011 at 3:22 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not about RESPONSE. It’s about PREVENTION. Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times.

Sales Training 118

Sales Training Media Leadership Sales Management 118

Jeffrey Gitomer

JULY 29, 2011

Gitomer | July 29, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. For the love of sales, not the love of money. Tweet Share Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your customers? These are not questions I pulled out of the air.

Media 127

Media Leadership Sales Training Sales 127

Jeffrey Gitomer

MAY 9, 2011

” Gitomer | May 9, 2011 | 2 Comments. Scott Sylvan Bell says: May 12, 2011 at 12:22 am. says: May 19, 2011 at 12:02 pm. [.] There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. “Help! I’m Slumping, And I Can’t Get A Sale!” Tweet Share In a slump? Not making enough (or any) sales?

Media 122

Media Leadership Sales Management Sales Training 122

Jeffrey Gitomer

JUNE 28, 2011

Gitomer | June 28, 2011 | 4 Comments. marva says: June 30, 2011 at 3:39 pm. Ryan says: June 30, 2011 at 4:20 pm. Wim @ Sales Sells says: June 30, 2011 at 7:49 pm. Michael @ Business Consulting Buzz says: July 19, 2011 at 5:19 am. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact.

Leadership 122

Leadership Media Sales Training Marketing 122

Jeffrey Gitomer

SEPTEMBER 20, 2011

Gitomer | September 20, 2011 | 1 Comment. Ocha Nix says: September 23, 2011 at 3:47 am. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The Skills You Need To Be a True Leader. Tweet Share If you’re a boss, manager, or leader of some kind, listen up. This lesson will help you clarify the real-world skills you need to be a true leader.

Sales Training 117

Sales Training Media Meetings Sales Management 117

Jeffrey Gitomer

NOVEMBER 17, 2011

Gitomer | November 17, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Characteristics of Trusted and Trustworthy People. Tweet Share From my personal life experiences, here are 23.5 characteristics that I have discovered in other people that have led me to trust them: 1. To get trust, first give trust.

Media 118

Media Leadership Sales Training Sales Management 118

Jeffrey Gitomer

MAY 5, 2011

Gitomer | May 5, 2011 | 4 Comments. David Schultz says: May 6, 2011 at 1:04 pm. Dr. Rae says: May 6, 2011 at 2:24 pm. Darren says: May 9, 2011 at 4:25 pm. The RIGHT Path | Machinations4you says: May 19, 2011 at 11:54 pm. [.] There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact.

Media 114

Media Leadership Sales Leadership Sales 114

MTD Sales Training

DECEMBER 22, 2011

Posting Dec 28th, 2011: Three Ways Of Asking For the Sale. Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale. Three Ways of NOT Asking For The Sale. #1.

Sales Training 116

Sales Training Software Software Sales 116

MTD Sales Training

OCTOBER 24, 2011

Posting October 26, 2011. How do you view the profession of selling? . Let’s face it; selling is unlike any other business or profession in the world. . I am not referring to those who do a little selling as part of their overall job function. I am referring to those people who choose to make their living purely by selling products or services, and most often to strangers.

Sales Training 120

Sales Training Sales 120

Jeffrey Gitomer

AUGUST 17, 2011

Gitomer | August 18, 2011 | 1 Comment. Marsia Powers says: August 20, 2011 at 12:43 am. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How Are You Using The Power of First Impression? Tweet Share You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping – working – for.

Sales Training 117

Sales Training Leadership Media Meetings 117

Jeffrey Gitomer

JULY 7, 2011

Gitomer | July 7, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Why Can’t You Get More Referrals? Tweet Share The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for. The definition of “referral” is: Risk.

Media 119

Media Leadership Meetings Sales Management 119

Jeffrey Gitomer

APRIL 29, 2011

Gitomer | April 29, 2011 | 2 Comments. Steve Hughes says: April 29, 2011 at 9:16 pm. Darren says: May 2, 2011 at 4:42 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Ways To Earn A Testimonial. Tweet Share 1. Do everything you said you would do on time or sooner.

Internet 113

Internet Media Leadership Small Business 113

Jeffrey Gitomer

AUGUST 3, 2011

Gitomer | August 3, 2011 | 1 Comment. John Wolforth says: August 4, 2011 at 3:39 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. The pizza philosophy. What toppings do you offer? Tweet Share How is the pizza philosophy working for your business? Not sure what I mean? Watch the video below: Share this Post.

Sales Training 107

Sales Training Leadership Media Sales Leadership 107

Jeffrey Gitomer

NOVEMBER 22, 2011

Gitomer | November 22, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Team or Family? Tweet Share Whenever I ask a leader how many people are in their group, they will respond with a number and the word team. “I have 17 people on my team.” ” Sometimes they will say, “I am responsible for a team of 21.”

Insurance 111

Insurance Media Leadership Sales Training 111

Jeffrey Gitomer

MAY 22, 2011

Gitomer | May 23, 2011 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Recognize Employee Recognition For What It Is: GOLD! Tweet Share At the corporate sales meetings where I give presentations, I am often asked to participate in giving out sales awards. The customer is elated when I say okay.

Government 116

Government Media Leadership Profitability 116

MTD Sales Training

OCTOBER 18, 2011

Posting Oct 19, 2011: The Three DON’Ts. You felt that it was a good presentation and that the entire sales interaction was on track. Then you present the price, and suddenly the prospect acts as if they just had a heart attack! What happened? A better question is, what do you do? Below are three important steps you should take when this situation occurs. The Three DOs. #1. Do Start Over.

Sales Training 112

Sales Training Negotiation Sales 112

MTD Sales Training

OCTOBER 27, 2011

It is true, that you never get a second chance to make a first impression. As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance. However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook. Keep these things in mind as they are easy to forget and take for granted. Bad Breath: Ok, so you are convinced that you do not have a case of genuine halitosis.

Sales Training 124

Sales Training Food and Beverage Sales 124

MTD Sales Training

DECEMBER 14, 2011

Then, posting December 15, 2011, I will detail the three best practices, the DOs for sales meeting success! Posting December 15, 2011: The 3 Best Practices for Conducting A Successful Sales Meeting. While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. It is the old, “If it’s not broke don’t fix it…” attitude.

Meetings 106

Meetings Sales Training Sales Marketing 106

Jeffrey Gitomer

MAY 18, 2011

Gitomer | May 18, 2011 | 3 Comments. Darren says: May 18, 2011 at 7:39 pm. Jennifer says: May 23, 2011 at 5:18 pm. uswah says: June 19, 2011 at 3:50 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. How Personal Information Leads To A Relationship (And To Sales).

Media 106

Media Leadership Sales Training Meetings 106

MTD Sales Training

DECEMBER 1, 2011

Check the last three Posting December 2, 2011 in: More Sales Superstitions and Phobias. Are you superstitious? Do you throw salt over your shoulder when you spill some, or freak out at the sign of a black cat crossing your path? While your first thought may be that you have no belief in such irrational magical forces , do not be so sure. . Even some of the best, highest-level sales professionals, unknowingly suffer from some serious sales superstitions and phobias.

Sales Training 108

Sales Training Sales Communication 108

Jeffrey Gitomer

JULY 26, 2011

Gitomer | July 26, 2011 | 2 Comments. Ben Weeks says: August 1, 2011 at 7:40 pm. Charlene says: August 20, 2011 at 1:35 am. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. What should a business lunch consist of? Tweet Share There are 4.5 business lunch categories: 1.Building a relationship and trying to make connections.

Media 104

Media Leadership Sales Training Meetings 104

MTD Sales Training

OCTOBER 13, 2011

You can find a ton of tips and tricks on what to do to motivate and build a sales team. However, there are a few things you should not do. The loyalty and dedication your sales team has in following you, is fragile and it does not take much to lose their respect. Below are three sales management blunders that you must avoid. #1. Criticise in Public. There are often times when you need to criticise or correct a sales person’s actions.

Sales Management 122

Sales Management Management Sales Training Sales 122

MTD Sales Training

NOVEMBER 4, 2011

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. . The Steps to a Price Reduction (In the right way!). Offering a discount is a delicate issue and you should only use it as a last resort.

Sales Training 121

Sales Training Sales 121

MTD Sales Training

DECEMBER 19, 2011

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer?

Sales Training 118

Sales Training Sales Management Management Sales 118

MTD Sales Training

OCTOBER 17, 2011

32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities. In today’s modern world, could we now be seeing the start of a new revolution? Has the internet and social media killed off the more traditional ways of selling?

Internet 121

Internet Media Marketing Sales Training 121