http://www.mtdsalestraining.com/mtdblog Learn how to improve your sales and close more deals! Wed, 11 Nov 2009 10:31:15 +0000 http://backend.userland.com/rss092 en http://feeds.feedburner.com/mtds?format=skinmtdshttp://feedburner.google.com Too right you should! I was asked this question at a business breakfast meeting I attended last week. Some prospects will drain the life out of you if you continually follow up with them and they keep brushing you off or if you keep hearing "oh, you've just missed him, he's gone ... http://feedproxy.google.com/~r/mtds/~3/XShvFxNvX2I/should-you-ever-dump-a-prospect.html http://www.mtdsalestraining.com/mtdblog/should-you-ever-dump-a-prospect.html This post is for all of us who prospect or make cold calls whether that be over the telephone or if you turn up unannounced at a prospects premises. How many times do you receive the "I'm not interested" objection before you've even told them anything? If you do then you should ... http://feedproxy.google.com/~r/mtds/~3/MSQAYwgARoU/how-to-overcome-the-im-not-interested-objection.html http://www.mtdsalestraining.com/mtdblog/how-to-overcome-the-im-not-interested-objection.html Go and take a look at your inbox... Are you on top of your emails or are your emails in complete control of you? I've just got off the phone with one of my best friends who just told me that he's declared himself email bankrupt! He found it to be very liberating! He's ... http://feedproxy.google.com/~r/mtds/~3/l4SydqOzbvI/should-you-declare-email-bankruptcy.html http://www.mtdsalestraining.com/mtdblog/should-you-declare-email-bankruptcy.html I need to lose some weight but I don't want to! My doctor tells me that I need to shed a few pounds because of my hectic lifestyle but I don't really want to. So what will I do? I'll probably not do it because the pain of actually shedding the weight is ... http://feedproxy.google.com/~r/mtds/~3/GfoIVcuKNmg/needs-v-wants-people-get-what-they-want.html http://www.mtdsalestraining.com/mtdblog/needs-v-wants-people-get-what-they-want.html Buying Facilitation (R) I had an interesting evening tonight sending and replying to emails from Sharon Drew Morgen. Sharon is the author of the NYTimes Business Bestseller "Selling with Integrity" as well as 5 other books. Anyhow, to cut a long story short, our paths crossed due to me using the term "Buyer ... http://feedproxy.google.com/~r/mtds/~3/exQSZbM-fk0/buying-facilitation-sharon-drew-morgen.html http://www.mtdsalestraining.com/mtdblog/buying-facilitation-sharon-drew-morgen.html Facilitate the buying process by tapping into the way that your prospects and clients think... N.B This post was originally called "Buyer Facilitation - By understanding how they think" (Buyer Facilitation (R)) is also a term used my SharonDrew Morgen in the US. I was not using it in the context that ... http://feedproxy.google.com/~r/mtds/~3/-R61LT1MprY/facilitate-the-buying-process.html http://www.mtdsalestraining.com/mtdblog/facilitate-the-buying-process.html "Sean, what does it take to be a good salesperson?" Funnily enough, I get asked that question a lot! Want to know what I reply back to people who ask me that question? And this may surprise you but I reply back with: "Why do you only want to be a good salesperson?" I know ... http://feedproxy.google.com/~r/mtds/~3/qrdD4TaXOAI/what-it-takes-to-be-a-good-salesperson.html http://www.mtdsalestraining.com/mtdblog/what-it-takes-to-be-a-good-salesperson.html You wouldn't walk into your doctors surgery only for him to say a quick hello and then start to write you out a prescription before he's asked about your symptoms, your problems, where the hurt is or with you sticking your tongue and saying "saying ahh"! So why would you do ... http://feedproxy.google.com/~r/mtds/~3/mf5wtQuVYrI/prescription-before-diagnosis-is-malpractice.html http://www.mtdsalestraining.com/mtdblog/prescription-before-diagnosis-is-malpractice.html If you're like me and love great sales movies like Wall Street, Bioler Room and Glengarry Glen Ross then you might want to check out the comedy movie "The Goods" "The Goods" is based on a car dealership and all of the tricks, the cunning and the daily lives of shady ... http://feedproxy.google.com/~r/mtds/~3/r2x9WNxjy00/the-goods-a-new-hard-sell-movie-to-watch.html http://www.mtdsalestraining.com/mtdblog/the-goods-a-new-hard-sell-movie-to-watch.html Here's a question I received today about prospects who stall and what to do about them: "Hi Sean, I always enjoy your emails and find them useful (and succinct). I am after some advice. What do you do about potential prospects who express high interest, but you have to keep chasing. ... http://feedproxy.google.com/~r/mtds/~3/TLgLi0hp5bE/prospects-stalling-try-this.html http://www.mtdsalestraining.com/mtdblog/prospects-stalling-try-this.html