Mike Kunkle

FEBRUARY 5, 2023

Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.

B2B 198

B2B Sales Decision-making Negotiation 198

MTD Sales Training

OCTOBER 3, 2018

Many times, customers will say that the only time they hear from a supplier is when that company wants to sell them something. Be a supplier who is really interested in the company you are dealing with. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

MTD Sales Training

SEPTEMBER 29, 2017

I’m very proud to announce that MTD won Best HR/L&D Supplier at the 2017 CIPD Management Awards held at Grosvenor House, Park Lane. It was a great night and I managed to take quite a few of our team. Mostly those that were not training the next day! Managing Director. Thanks again. Sean McPheat.

Suppliers 48

Suppliers Publishing Sales Training Management 48

MTD Sales Training

AUGUST 22, 2018

Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. Let’s say your customer says ‘I use suppliers whose stock is always good, as we can’t afford to wait for products that takes days or weeks to get here’. Managing Director. appeared first on MTD Sales Training. Happy Selling!

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

MTD Sales Training

FEBRUARY 3, 2020

10) Be the kind of supplier they would wish to contact without feeling pressured. By becoming the supplier they contact, instead of you having to constantly be harassing for more business , you’ll see the sales opportunities naturally fall into place, as the customer trusts you and your advice for future sales.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

MTD Sales Training

SEPTEMBER 3, 2018

If you’re purely giving information, you may approach a client differently than if you wished to motivate them to change suppliers. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. What do you intend to accomplish? How do you want them to react? Happy Selling!

Communication 94

Communication Suppliers Decision-making Sales 94

MTD Sales Training

APRIL 12, 2020

Manage Your Look & Environment. If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance. If you’re looking for Online Sales Training solutions to help you deliver more impactful online sales presentations then our Sales Webinars can help.

Meetings 77

Meetings Suppliers Sales Training Sales 77

MTD Sales Training

SEPTEMBER 16, 2019

Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 74

Suppliers Client Relationships Sales Training Sales 74

MTD Sales Training

NOVEMBER 18, 2019

Here’s what one of their managers said: “If we rely on value alone, we’ll get considerable success. When a client is committed to the relationship, they are more likely to see you as a partner than as a supplier. Then take a look at our Key Account Management Training Course. Managing Director. 5) Fairness.

Suppliers 65

Suppliers Key Account Management Sales Training Account Management 65

MTD Sales Training

AUGUST 9, 2017

Have you tried changing your manager by force? Trying to please your clients, your prospects , your manager, suppliers or others is a road paved with drawing pins. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. appeared first on MTD Sales Training.

Suppliers 67

Suppliers Sales Training Management Sales 67

MTD Sales Training

NOVEMBER 25, 2018

3) What kind of relationship do you wish to have with your suppliers? Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 5 Questions To Ask To Really Understand Your Buyer appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

Suppliers 70

Suppliers Decision-making Sales Training Sales 70

MTD Sales Training

SEPTEMBER 24, 2018

What makes a buyer decide to be loyal to a supplier? Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 5 Ways To Sell To The Modern Day Buyer appeared first on MTD Sales Training. 4) Offer unique and valuable insights. Happy Selling!

Suppliers 48

Suppliers Decision-making Media Sales Training 48

MTD Sales Training

SEPTEMBER 30, 2019

Having a business relationship with just one person within a company will not work effectively as business cut back and revolutionise the way they work with suppliers. If you’re looking to take your game to the next level try our 2-day sales skills training course. Managing Director. Happy Selling! Sean McPheat.

Sales 101

Sales Suppliers Decision-making Media 101

MTD Sales Training

AUGUST 24, 2017

Treat The Vendors And Suppliers With Which You Do Business As Partners. . By providing value for your current client, you’ll find it easier for them to think of colleagues, suppliers, customers and prospects that would find your information useful and valuable. Managing Director. Try this format when next asking for referrals.

Suppliers 75

Suppliers Small Business Sales Training Marketing 75

MTD Sales Training

JUNE 29, 2017

This can be done through blogs, newsletters, LinkedIn posts, emails, articles and the like can show your customer you know enough about their business needs to be of real assistance. Often, a customer will feel little more than a number in your little black book as they suffer apathy and lack of interest from their supplier.

Decision-making 65

Decision-making Suppliers Sales Training Marketing 65

MTD Sales Training

FEBRUARY 26, 2019

Many times, we hear that buyers are not seeing the uniqueness of their suppliers’ services. What has to happen in the sales process is for you to identify how you are different in as many ways as possible from your competitors. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Decision-making 74

Decision-making Suppliers Sales Sales Training 74

MTD Sales Training

AUGUST 31, 2016

So, slowly, suppliers are recognising that USPs rarely exist anymore. This revolution has changed suppliers’ perceptions from offering USPs to DSPs. . A DSP is a company’s differentiation from the other suppliers and market providers. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 48

Suppliers Sales Training Profitability Marketing 48

MTD Sales Training

AUGUST 29, 2013

But our studies have shown that there is one main component in a supplier/client relationship that can go a long way in developing future sales and encouraging that close relationship that can make or break the contact. Better resource management, as different team members can interact with more people within the client’s organisation.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48

MTD Sales Training

APRIL 5, 2016

If you’re an established supplier to the company, remember that this is a golden opportunity for your competitors to enter the mindset of the new buyer. What expectations do they have with their suppliers? Just doing a sales PowerPoint presentation to them about your company won’t cut it. Managing Director. Happy Selling!

Suppliers 48

Suppliers Sales Training Decision-making Meetings 48

MTD Sales Training

DECEMBER 5, 2018

It appears logical that the same product cheaper from another supplier is, rationally, the better value. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Let’s take three examples of ‘value’ and how they could be interpreted by the prospect: Rational Value.

Decision-making 80

Decision-making Suppliers Sales Training Profitability 80

MTD Sales Training

OCTOBER 9, 2017

choosing you as their supplier) will make a meaningful difference to their business. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Going Beyond Features And Benefits… appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

Suppliers 48

Suppliers Finance Decision-making Sales Training 48

MTD Sales Training

MARCH 31, 2017

Many salespeople revert back to the ‘comparison analysis’, trying to show how they are not as expensive as, say, supplier X or company Y. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. This misses the point that the customer is bringing up. Happy Selling!

Suppliers 48

Suppliers Sales Training Sales Management 48

MTD Sales Training

NOVEMBER 12, 2018

This is always a salesperson’s nightmare, as the current supplier may have built a strong relationship with the prospect. It often transpires that the prospect didn’t choose the cheapest supplier when they made their last choice, but you won’t know that if the conversation simply gets round to prices. Managing Director.

Suppliers 48

Suppliers Sales Training Media Value Proposition 48

MTD Sales Training

JANUARY 14, 2019

If it’s a pricing issue and the client is checking out services with other suppliers, then you need to find out why. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Handle Objections From A Loyal Client appeared first on MTD Sales Training.

Suppliers 64

Suppliers Sales Training Sales Management 64

MTD Sales Training

JULY 26, 2016

It may sound something like this: “Tom, many businesses in the construction industry have been able to save over 15% in their long-term buying cycles by using our preferred supplier status discounts. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy selling!

Suppliers 48

Suppliers Construction Sales Training Sales 48

MTD Sales Training

NOVEMBER 24, 2016

It’s about plugging into our management system. We like to partner with suppliers because it’s efficient and gets rid of the clutter. That helps salespeople to formalise and structure a strategic approach so the customer knows exactly what they can expect from their supplier. Managing Director. Mark Little, VistaPrint.

Client Relationships 48

Client Relationships Suppliers Decision-making Negotiation 48

MTD Sales Training

FEBRUARY 24, 2017

Current Suppliers. What do we need to provide to make us their choice of supplier? Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. The post 11 Quick Tips On Effectively Preparing Your Sales Pitch appeared first on MTD Sales Training.

Finance 53

Finance Suppliers Decision-making Sales 53

MTD Sales Training

JANUARY 30, 2017

If the customer is wearing an expensive suit, looks business like and formal you could try “XYZ supplier keep on pushing the boundaries with their models – it looks amazing doesn’t it?”. That’s no problem, please feel free as it’s the only thing that the Prime Minister has not managed to tax yet”. Managing Director.

Retail 48

Retail Suppliers Sales Training Sales 48

MTD Sales Training

AUGUST 16, 2017

. “We’re Already Using Competitor X For This Product” For most salespeople, this is the end of the line, as they take the slow trudge back to their office and, head bowed, tell their manager there’s no chance with this prospect. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 75

Suppliers Sales Sales Training Profitability 75

MTD Sales Training

AUGUST 20, 2013

They want to do business with suppliers who consider them important enough to warrant flexible and special treatment. Entrepreneurs believe that they are different from all other companies and want to be treated that way, so aim to be the kind of supplier that can show flexibility and responsiveness that will set you apart.

Suppliers 48

Suppliers Decision-making Sales Training Marketing 48

MTD Sales Training

DECEMBER 27, 2018

You value to them increases as they see you as more than just a vendor or supplier of materials. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 4 Future Needs Of Customers That Will Drive Your Business Processes appeared first on MTD Sales Training.

Suppliers 48

Suppliers Sales Training Facilitation Sales 48

MTD Sales Training

JULY 2, 2013

Similarly, if they have good pricing structures with their current suppliers, and again this is the criteria they judge their suppliers on, then you can determine how the offers you can make will increase their profitability as a business. Managing Director. appeared first on MTD Sales Training. Happy selling!

Suppliers 48

Suppliers Sales Training Decision-making Profitability 48

MTD Sales Training

JUNE 5, 2017

For example, if they are haggling for a price reduction of 10% and you have found that the savings they will get over their current supplier will save them £10,000 over the year, you can determine if the savings will outweigh the value of the price reduction. Managing Director. Happy Selling! Sean McPheat.

Decision-making 48

Decision-making Sales Suppliers Negotiation 48

MTD Sales Training

JANUARY 18, 2017

Current suppliers. What do we need to provide to make us their choice of supplier? . 70% of sales people don’t ask because they fear rejection. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. The decision making process. Competition. Happy Selling!

Finance 48

Finance Suppliers Decision-making Sales 48

MTD Sales Training

FEBRUARY 1, 2016

You’re probably aware that we are industry leaders in… top providers of… Number one supplier of… ”. Download your free copy of ‘450 Sales Questions – What To Ask In Any Situation’ here. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub.

Transportation 48

Transportation Decision-making Suppliers Sales Training 48