MTD Sales Training

SEPTEMBER 3, 2018

How can you start to improve, so that you have the best chance to make an impact and create high level communications with clients that will persuade them they are making a good decision to choose your products and services? What decisions should they make? How do you want them to react? Happy Selling!

Communication 94

Communication Suppliers Decision-making Sales 94

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties.

Negotiation 61

Negotiation Sales Decision-making Suppliers 61

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. What makes a buyer decide to be loyal to a supplier? But the evolution of the buyer has been exponentially faster.

Suppliers 123

Suppliers Decision-making Media Sales Training 123

MTD Sales Training

MAY 3, 2011

So what are the main reasons why buyers make decisions to buy? Here are four: 1) The supplier has the knowledge they are looking for. 3) The relationship with the supplier’s company. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat.

Decision-making 48

Decision-making Suppliers Sales Training Sales 48

MTD Sales Training

OCTOBER 5, 2018

No, but maybe they are claiming to have more power than they really have in the decision-making process. 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.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

MTD Sales Training

AUGUST 13, 2019

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. What is it that makes buyers really want to do business with you? What makes them keep buying from you and building long-term loyalty? Happy selling!

Suppliers 77

Suppliers Decision-making Sales Training Marketing 77

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? Do it wrong and it can completely ruin the sale! Be prepared and make sure everyone knows what they need to do to access the session beforehand. You just lose all momentum and it always seems to be the decision maker! Close Down All Other Windows.

Meetings 77

Meetings Suppliers Sales Training Sales 77

MTD Sales Training

OCTOBER 3, 2018

Jeff Gittomer states that ‘value is what you do up-front before the sale, and what you do during the relationship. 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.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

MTD Sales Training

JANUARY 4, 2018

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. So, here are some tips that buyers would tell you, to make your life easier when you approach a new or existing prospect: Make your website informative and interesting, so I can quickly approach you.

Suppliers 102

Suppliers Sales Decision-making Sales Training 102

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

MTD Sales Training

AUGUST 22, 2018

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. Their answer to this simple question with give you information as to their decision-making criteria.

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

MTD Sales Training

SEPTEMBER 30, 2019

Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Leanne Howard, an Agile Practices Consultant, defines five components that make an agile mindset: • Positive attitude. It requires you to make time to improve and invest in your future career.

Sales 101

Sales Suppliers Decision-making Media 101

MTD Sales Training

FEBRUARY 26, 2019

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. If you don’t evolve your sales processes accordingly, you may be left behind when it comes to customer expectations. What exactly is a sales process?

Decision-making 74

Decision-making Suppliers Sales Sales Training 74

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know.

B2C 98

B2C Sales CRM Profitability 98

Revenue Storm

APRIL 19, 2022

As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Further, to ensure the training program delivers a solid return, you may have invested in professional sales coaching training for yourself. Sound familiar? Deliver the Core Message. Establish Credibility. The Promise.

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

MTD Sales Training

JUNE 6, 2018

The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. For many, this is a key reason to choose a supplier. Convenience is a factor that can make a big difference when making a choice. MTD Sales Training.

Suppliers 81

Suppliers Decision-making Sales Training Sales 81

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives. Shame on you!

Meetings 67

Meetings Suppliers Sales Sales Training 67

Corporate Visions

NOVEMBER 7, 2018

Want to wow your sales team for kickoff? Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. That would make for a big kickoff!

Meetings 64

Meetings Suppliers Sales Decision-making 64

MTD Sales Training

NOVEMBER 25, 2018

One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. 3) What kind of relationship do you wish to have with your suppliers? Happy Selling! Sean McPheat. Managing Director.

Suppliers 70

Suppliers Decision-making Sales Training Sales 70

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. You get a lot back for your car when you sell it making it a good investment. Their lack of professionalism excludes them from the top 5% of salespeople who make all the money.

Finance 53

Finance Suppliers Decision-making Sales 53

MTD Sales Training

JUNE 5, 2017

If you can determine what would influence their decision-making process most, you’re on the road to solving problems and dealing with what affects customers most. What would it ‘cost’ the prospect if they delayed making a decision? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Decision-making 48

Decision-making Sales Suppliers Negotiation 48

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. What makes a buyer decide to be loyal to a supplier? But the evolution of the buyer has been exponentially faster.

Suppliers 48

Suppliers Decision-making Media Sales Training 48

MTD Sales Training

DECEMBER 5, 2018

It appears logical that the same product cheaper from another supplier is, rationally, the better value. Value may be decided by how it makes the buyer feel. Many scientists believe we actually make most of our decisions based on emotional connection to it, and then justify it afterwards with logic. Emotional Value.

Decision-making 80

Decision-making Suppliers Sales Training Profitability 80

MTD Sales Training

APRIL 18, 2018

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.

Value Proposition 72

Value Proposition Decision-making Suppliers Negotiation 72

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. Most people in sales present a standard pitch that all their customers get to hear. You get a lot back for your car when you sell it making it a good investment. Their lack of professionalism excludes them from the top 5% of salespeople who make all the money.

Finance 48

Finance Suppliers Decision-making Sales 48

MTD Sales Training

JUNE 29, 2017

The acid test is your ability to convince your customer they are making the right decision to keep using you and your services. When your decision-makers see the efforts you are making to support their business rather than just sell products, they will believe you have a part to play in the future of their business.

Decision-making 65

Decision-making Suppliers Sales Training Marketing 65

5600 Blue

OCTOBER 5, 2017

While there are exceptions, today’s sales process follows a pattern and as a result it creates frustrations for most sales leaders. When they think they have found the answer, they reach out to suppliers to ask for quotes on a solution that aligns to the change they have identified. Allow me to explain.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

MTD Sales Training

OCTOBER 9, 2017

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? Meaning’ is a key driver to making decisions. Happy Selling! Sean McPheat. Managing Director.

Suppliers 48

Suppliers Finance Decision-making Sales Training 48

MTD Sales Training

JUNE 1, 2012

Two minutes into the sales interaction, the prospect is demanding to know the price. 1 – Do you normally make decisions this way? Simply ask the prospect if they normally make important decisions in such a manner. That is, do they usually make decisions BEFORE they have ALL of the necessary information?

Decision-making 114

Decision-making Suppliers Sales Training Sales 114

MTD Sales Training

OCTOBER 30, 2017

Keep detailed records of the calls you make, what you said, the response you get etc. You may go 50 calls with no sales in the future and you may feel like you’re in a slump when all it is are your averages catching up with you. Can you find out who their existing supplier is? MTD Sales Training.

Suppliers 84

Suppliers Sales Training Decision-making Management 84

MTD Sales Training

NOVEMBER 24, 2016

What is it, then, that makes businesses open their inner sanctum to you and your company, allowing you to build relationships and contacts that are gold-dust to you, leaving competitors in your wake? Rick Cheatham (Leader of BTS Sales Practice). We like to partner with suppliers because it’s efficient and gets rid of the clutter.

Client Relationships 48

Client Relationships Suppliers Decision-making Negotiation 48

MTD Sales Training

AUGUST 7, 2012

You finally get through to the decision maker (DM) and before you can even explain the reason for your call , you hear, “I’m not interested!”. However, most sales people launch into a plethora of “rebuttals” in attempt to overcome this non-objection, resulting in nothing but a virtual fight. The sales process is an educational one.

Suppliers 116

Suppliers Decision-making Sales Training Sales 116

MTD Sales Training

FEBRUARY 1, 2016

Your job is to seek out the decision-maker and make them say ‘yes’ to an appointment and ultimately sign up to buying your products and services. You pick up the phone and, when connected to the decision-maker , start giving them reasons why they should drop everything they were doing and have a good conversation with you instead.

Transportation 48

Transportation Decision-making Suppliers Sales Training 48

MTD Sales Training

MARCH 8, 2012

Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. I know it seems obvious that when you call to set an appointment, you are not calling to try to make the sale over the telephone. Sean McPheat.

Suppliers 125

Suppliers Decision-making Meetings Sales Training 125

MTD Sales Training

APRIL 5, 2016

Make sure they’re one of your first connection on LinkedIn. 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 decision-processes do they go through? What expectations do they have with their suppliers? Sean McPheat.

Suppliers 48

Suppliers Sales Training Decision-making Meetings 48

MTD Sales Training

AUGUST 20, 2013

Ask buyers what their main decision-making criteria are and you’re bound to get a plethora of answers that revolve around the company’s goals, the saving of money, the reduction of risk, the efficiencies of running the business, and a host of others. How do you make your company stand out against the crowded market? .”

Suppliers 48

Suppliers Decision-making Sales Training Marketing 48