MTD Sales Training

JANUARY 9, 2012

Let’s face it; the fear is not unfounded, in particularly when you work on a 100% commission. You are about to ask for the sale in which there is a potential commission of £1,000 on the table. Should the prospect buy, you earn £250, not £1,000. MTD Sales Training. Understand the Fear. However, that is not true.

Cold Calling 285

Cold Calling Face-to-face How To Commission 285

MTD Sales Training

DECEMBER 7, 2011

In the recent post, “How to Compensate A Telesales Staff To Set Appointments,” I explained some of the major problems that arise when you choose to compensate telesales representatives (TSRs) with commissions on closed sales. . The TSR looks for the easy lay down sale and fails to set appointments with otherwise good qualified prospects.

Commission 227

Commission How To Compensation Salary 227

MTD Sales Training

JANUARY 14, 2020

When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We often put the emphasis on what we have to offer and hope that the quality of our products will convince the prospect to see us. Happy Selling! Sean McPheat.

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

MTD Sales Training

OCTOBER 12, 2011

Sam suggests IT try green eggs and ham in a car, a tree, in the dark, in a box, with a fox, in the rain, on a train, on a boat and even with a goat. Maintained his offer: No matter how many times the prospect said “No,” Sam never reduced his offer. There is no mention of a commission. Sam: You do not like them. So you say.

Commission 300

Commission Examples Objections Consultative Selling 300

MTD Sales Training

FEBRUARY 10, 2012

Only sell something that you would sell to a close loved one, should they be a qualified prospect for the product or service. How long is the average sales process from ‘hello’ to check in hand and commission paid? How much is the average commission? MTD Sales Training. How long is the sales interaction, presentation?

Company 269

Company Commission How To Travel 269

MTD Sales Training

JANUARY 20, 2012

The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly residual commissions! MTD Sales Training. Happy Selling!

How To 283

How To Commission Positioning Software 283

Jeffrey Gitomer

APRIL 21, 2011

Online Training. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. Low commission. See Jeffrey Live! Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

MTD Sales Training

MARCH 5, 2012

However, focusing too much on selling that whale of a prospect can cost you more money than you earn, IF you finally close the deal. Yet, you must be careful not to develop a “tunnel-vision” focusing ONLY on such prospects. You have to have a clearly defined target market and prospect model, and go after all of them.

Commission 284

Commission Top of Funnel Lead Rank Sales Qualified Lead 284

MTD Sales Training

JUNE 20, 2012

Let’s face it; the fear is not unfounded, in particularly if you work on a 100% commission. What will you actually lose if the prospect says no? You are about to ask for the sale in which you would earn a commission of £1,000. Should the prospect buy, you earn £250, NOT £1,000. Sean McPheat MTD Sales Training.

Cold Calling 275

Cold Calling Face-to-face Commission Closing 275

MTD Sales Training

JUNE 6, 2012

Commission on the Sale. Now you have people who are trying to determine, well too early in the sales process , if the prospect will buy, rather than just setting a qualified appointment. 2: The Lay Down Prospect Does Not Buy. You have a TSP that has no choice but to consider if the prospect will buy or not. Happy Selling!

Compensation 265

Compensation Sales Qualified Lead Commission Field Sales 265

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

MTD Sales Training

JANUARY 30, 2012

I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service. Can’t Afford It. This lack of true belief will cause you a ton of problems.

Objections 279

Objections Commission Discount Benefit 279

Mr. Inside Sales

JUNE 30, 2024

How much more confidence will you have if you successfully overcome the objections that used to frustrate you and cost you commission? Imagine: for less than $18 you can suddenly fly past gatekeepers, overcome initial resistance statements from prospects, and qualify leads so you’ll know exactly how to close them!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Decision Maker 255

Hubspot Sales

OCTOBER 25, 2023

After exploring some potential topics, I landed on a long-standing debate about sales compensation — whether commission is the most effective sales compensation structure. ChatGPT and Me: “Commission should be done away with.” Argue from the perspective of 'sales commissions are ineffective and should be done away with.'

Commission 115

Commission Compensation Retention Salary 115

MTD Sales Training

MARCH 2, 2012

The usual fair is to try to find some “fault” as to why the prospect did not buy, even though the objection may be clear. I mean, come on; you closed other sales when the prospect had that same objection…what happened here? You lost the sale and the thought is that you lost a huge commission. MTD Sales Training.

How To 266

How To Commission Objections Closing 266

MTD Sales Training

FEBRUARY 24, 2012

You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. If you believe in your heart that the prospect would be better off by owning what you sell, then if they do not buy, they have to be worse off. You should feel that you let the prospect down. Prospect. “No.

Face-to-face 259

Face-to-face Commission Objections Exact 259

MTD Sales Training

JUNE 13, 2012

If you believe in your heart that the prospect would be better off by owning what you sell, then if they do not buy, they have to be worse off. The prospect is going to suffer, pay more, lose more, save less, or in some way, pay the price for not buying your product or service, and it is YOUR fault. Prospect. “No. Prospect. “Oh

Closing 261

Closing Exact Commission Follow-up 261

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Built-In Tools to Power Sales Execution From prospecting to closing, ZoomInfo includes an integrated toolkit to enhance every stage of the sales cycle. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Mr. Inside Sales

JUNE 23, 2019

The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them. It’s the same for your prospects. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. What do you do? That’s right.

Prospecting 147

Prospecting Face-to-face Decision Maker Call-back 147

Hubspot Sales

OCTOBER 17, 2024

In 2023 alone, the Federal Trade Commission reported approximately more than 2 million Do Not Call complaints, emphasizing the importance of adherence to its regulations. Inform them that their calls may be recorded and explain the purpose of recording, such as for quality assurance or training purposes. Avoid unfair practices.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

The Pipeline

MARCH 7, 2019

The big change, is as you would expect, is driven by buyer behaviour, and since the buyer pays the commissions, it is important that we adjust our calculations and actions. On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive. The Change. Buying cycles have expanded more than measurably.

Buying Cycle 244

Buying Cycle Commission Education Buyer 244

MTD Sales Training

FEBRUARY 3, 2012

As an example, a sales person sets a goal to earn £1,000 in commissions for the week. MTD Sales Training. Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell….

Call-back 287

Call-back Referrals Closing Commission 287

No More Cold Calling

JUNE 15, 2017

We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. I was already planning how to spend my commission. While I’d been working so hard to seal the deal, the other company had developed the advanced sales training it previously lacked. My prospects are on my side.

Account 257

Account Referrals Sales Qualified Lead Vendor 257

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. That sure messes up our forecasts, commissions, and company profits, and it lengthens our sales process.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

SBI Growth

OCTOBER 29, 2012

So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Culture at another firm required Sales Reps to do their own prospecting and sales. Most sales were incremental or competitive displacement when prospects were in an active buying cycle. The IC plan was changed to diminish Rep prospecting.

Compensation 253

Compensation Hiring Incentive Incentives 253

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Tasty – your offers to prospects must be enticing. Train and coach frontline sales leaders. Studies show this is the best place to invest in training with follow-up coaching for reinforcement.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

The Pipeline

OCTOBER 22, 2012

To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest. You figure on $100,000 deal, say 8% commission, going to $95,000 will only impact you by $400, but could be the margin for your company.

Discount 303

Discount Margin Commission Pipeline 303

MTD Sales Training

OCTOBER 16, 2017

For me, it’s all about unearthing the needs, the wants and desires of your prospects and then positioning your product or solution in a way that makes it the only choice. If the need for the commission and sale is greater than your desire to help the buyer then this will show. MTD Sales Training. CONSULTATIVE SELLING TIP # 3.

Consultative Selling 203

Consultative Selling Comparison Policies Commission 203

The Pipeline

JANUARY 25, 2022

How are they selling and negotiating with prospects? How deep are they going in discovery in helping prospects understand the full impact on their business? When given clear attributes of value, defined here, and trained and led to only hunt certain species, you can upgrade. Why Upgrade Your Phone? They have skin in the game.

Margin 188

Margin Commission Territories Negotiation 188

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! Is it to qualify the prospect for a proposal? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Sales Meeting 169

Sales Meeting Meeting Decision Maker Commission 169

Hubspot Sales

AUGUST 27, 2024

Companies should closely monitor their pricing to ensure it doesn’t violate antitrust laws, as the US Department of Justice, the Federal Trade Commission and other regulators are developing and implementing tools to detect anti-competitive behaviors. Step 2 Choose an AI tool or plugin like AI Studio for HubSpot or DealHub CPQ.

Strategy 103

Strategy Margin How To Lead Rank 103

MTD Sales Training

NOVEMBER 11, 2011

The sales person plays the part of a fire equipment sales person and the interviewer is the prospect. The prospect offers some resistance: “Well, that looks good. Is this a sales person who will look at commissions above the needs of the client? The prospect never said that he could not afford to pay the original £1,300.

Hiring 220

Hiring Proposal System Commission 220

Sales Hacker

JUNE 10, 2021

But you can train your HR team to overcome these hurdles. A dominant (D-red) person will want to know about targets, commissions, and opportunities. Investing in some training about personality can really be worth it. Prospecting, presenting, listening, and negotiating. The required skills aren’t taught in school.

Hiring 128

Hiring Training How To Positioning 128

Score More Sales

SEPTEMBER 3, 2012

There are startups looking for their second round of financing, and there are many, many individual contributors whose end of year bonus and commissions depend on more deals. Make sure you have enough prospects so that you are not desperate to try to close the only opportunities you have. Buyers don’t care about your deadlines.

Sports 208

Sports Commission B2B Distribution 208

MTD Sales Training

JANUARY 6, 2020

We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. What can I do to make my products more attractive to prospects?’. 3) Focus on HELPING your prospect.

How To 188

How To Commission Sales ACT 188

Hubspot Sales

OCTOBER 16, 2017

Commission only. Base plus commission. Absolute commission plan. Relative commission plan. Straight line commission plan. When to pay commission. For instance, if you want your reps to prioritize renewals over new business, give them a bigger commission for the former. Commission only.

Compensation 145

Compensation Hiring Salary Commission 145