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How To Make Sure You’re Selling The “Right Kind Of Value”
What was that? You mean, there are different kinds of value the customer is looking for?Boy, I thought it was hard enough selling value to my customer, and now you’re telling me that there may be...
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Talking Less + Listening More = Increase In Sales…Here’s Why
Years ago I heard a piece of advice that is now committed the dustbin of time, and quite rightly too. Have you ever heard someone say ‘Oh, he has the gift of the gab; he should be in sales”? Ever heard...
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Adopt These 5 Traits To Smash Your Sales Targets
Do you want to be mediocre, average, unexceptional or ordinary? Thought not! Those aren’t qualities that usually come to mind when we consider successful salespeople. We like to think of ourselves as...
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6 Ways To Keep Your Prospects Hot After The First Visit
I received an interesting question yesterday. Here it is: Hi Sean Please can you offer some help. I have purchased a new Laser cutting machine for cutting just about any shape you can think of out of...
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5 Steps To Effectively Follow-Up Prospects
What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a...
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Sales Rules
“We all have what we call our “Rules of Sales” such as “follow the law of averages” or “People buy people”. Sean, what would be your definitive list of the rules of sales?” That was a recent question...
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My Closing Ratios Are Still High, So What’s The Problem?
I received a great question in my inbox last week that was from a salesman whose results were taking a dip yet his sales closing ratio was just as high as normal, the pipeline was a full as it ever was...
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Are You Just Hunting For The Big Sales Deals?
From time to time you’ll close a monster deal! With this you’ll most likely hit 25% of yearly sales target with one piece of business. But do you continually go after whales all of the time at the...
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You Need To Create Value Overload In Your Sales Interactions
Whenever you listen to a sales pitch, are on the receiving end of a sales presentation, read an advert or are reading one of those 453 page sales letters online, what’s going through your head? I bet...
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Are Your Closing Ratios Better Than An NYPD Officer?
What are your hit rates? Do you understand the numbers behind your selling? If you are deadly serious about becoming the best sales person you can be then you need to understand the numbers at EACH...
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Does Your Team Use A Sales Playbook?
Just imagine if you were faced with a selling situation and you could look up which direction or action to take from a book that contained step by step instructions written down by the very best sales...
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Sales Velocity – Shorten Your Sales Cycle For Increased Sales
“Sales Velocity” – it’s a new buzzword in town and I’ve just commented on another decent sales blog at Sales Excellence about the very subject. So what actually do we mean by sales velocity? Well, it’s...
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Get Them In Cheap & Sell Them Deep!
Have you ever experimented by offering different options for your products and services? If you do want to offer options then I recommend the power of 3 options because anymore than that and the...
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How To Design A Sales Process
I received an interesting question yesterday from Keith Lassiter who sells conservatories. Keith asked me how to contruct a sales process from scratch. Now if you have to do this, here’s my top tip on...
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Keep Your Name In Your Prospect’s Mind
During longer sales cycles it’s critical that you keep your name in your prospect’s mind but you don’t want to become a pest either! I’m not just talking about those cringing “touch base” calls that...
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Does Your Company Have A Business Prevention Team?
We’ve trained over 20,000 people around the world and I am amazed at how many times I hear statements like: “We’re not a customer centric organisation…” “Finance said that we can only…” “Operations...
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How to Keep the Sales Process Going During Down Time
Here’s an interesting question I just got asked: _________________________________________________ “Hi Sean, Unfortunately, I don’t need to think too much about my most burning question for you… It’s...
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A Little Less Conversation A Little More Action Please!
On the way to work this morning Elvis came on the radio with “A little less conversation a little more action” and I couldn’t help but turn up the volume! It made me think though of how sales people...
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Stand Out When You Follow Up
People buy from you because of who you are, right? That’s what most buyers tell us. You’re impression on the customer can make or break a sale. Even if you have the best product and service, even if...
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How To Follow Through After Closing
One of our trainers asked delegates on a recent open sales course, when was the sale actually completed and finished? All the delegates volunteered that it was when the prospect said ‘yes’ to the sale....
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Offer Something Better Than Discounts
How do you react when your customer requests a discount? Usually, we react in one of two ways…either with disappointment that we hadn’t built up the value in the customer’s eyes before discussing...
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Check Their Buying Motives
We’ve all been told that buyers these days are only interested in price. Well, if that’s what you really believe, you will be right. You’ll attract that response as soon as you open your mouth....
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3 Myths Of Relationship Selling
Have you ever met with a prospect and got on really well, then it ends up that they never return your calls or emails and you can’t get in touch with them? How frustrating is that?! There are many...
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4 Steps To Sales Success
I recently came across a simple formula or platform for success in sales. Well, it was sold as a simple formula, but it’s anything but simplistic. Here it is: Success = Attitude + Skills + Process +...
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5 Reasons Why Sales Stall At The Close
How many times have you been with a prospect and everything seemed to be going right? You know the feeling…you’ve done your homework, you’re getting good vibes, they’ve made the decision and it looks...
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3 Effective Ways to Reduce Canceled Appointments
Appointments that cry off at the last minute will cost you a great deal of money. In addition to the time you spent to set the appointment, now you have travel time, gas and a host of other less...
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How To Design An Effective Sales Process: Step I – The Total Time
The Sales Process is your guide; your step-by-step road map to sales success. To reach any goal or objective with consistency, you need a plan. The Sales Process is your plan, your blue print on how...
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The Sales Process: Step II – The Sales Stages
In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients. In the first step in...
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How To Create A Winning Sales Process: Step III – Putting It All Together
In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle. Then, in Step II, you designed the individual sales stages. Now, let us look at what to...
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What To Do When The Prospect Is Very Late For the Appointment: Part I
You have set a solid appointment, and immediately sent an email verifying the meeting information. You then followed up by confirming the appointment by telephone the day before. Finally, you arrive...
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Internet Killed The Telesales Star?
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...
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Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic...
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! MTD’s MD...
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3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built...
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...
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Should You “Wing It” or Have A Structured Sales Interaction?
Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era,...
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Still Confused About Modern Day Selling? Watch Sean McPheat In Action At The...
Sales 2.0 and modern day selling are hot topics right now, as more and more sales professionals and business owners are seeing the benefits of applying these concepts within their day-to-day sales...
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“Stick Out Your Tongue And Say Ahh…” To Build Sales Value
You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too...
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Transitioning From Presenting To Gaining Commitment
There comes a time in every salesperson’s discussion with a prospect when they need to change tack and get to the decision-making bit. You know…grabbing the prospect by the throat and saying ‘Look,...
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Change From Being Effective To Affective
I had a very interesting conversation with one of my clients this week. We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the...
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How To Effectively Implement Your Sales Process
One definition of ‘process’ is ‘a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’ A good sales process will...
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The Procrastinator
Here’s a question I was emailed from one of my sales tips newsletter subscribers: Firstly, thanks very much for the tips. I really find them useful. I was wondering if you could help with another type...
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4 Future Needs Of Customers That Will Drive Your Business Processes
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...
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When Was The Last Time You Changed Your Sales Process?
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. Your sales...
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