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

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Nobody likes hearing from a salesperson who has “commission breath” as a manager once told me.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

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

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. Your prospecting will go a lot better if you do! Cold calling mistake #2: Don’t pitch your prospect—yet. and allow your prospect to engage with you. Just stop it.

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

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

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

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

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 Licensing 255

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 Objections Commission 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

Jeffrey Gitomer

MARCH 8, 2013

Structure a fair compensation package that is commission based The more they sell, the more they earn. They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. Have regular sales training. A weekly sales meeting should include 15 minutes of training.

Incentives 255

Incentives Incentive Compensation Referrals 255

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

MTD Sales Training

AUGUST 22, 2012

If you walk in thinking about your potential commission, you are dead. Understand what really earn should you close the sale and realize that it is NOT the amount of the total commission. MTD Sales Training. You must take steps to ensure that your thoughts never focus on the money and here is an effective way to accomplish that.

Commission 223

Commission Proposal Closing Exact 223

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 Lead Generation 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

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales Hacker

FEBRUARY 1, 2022

Join us for a visionary conversation about getting rid of the SDR role and doing away with commission — and what should replace them. The role of prospecting in a world without SDRs. A better way to compensate instead of commission. Why prospecting sits apart from sales [6:59]. A new perspective on commissions [19:36].

Commission 91

Commission Quota Demand Generation Agencies Lead Rank 91

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 Incentives Incentive 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 ACT 169

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

Mr. Inside Sales

OCTOBER 28, 2022

I was listening to a training call the last week, and the prospect told the rep that his price was quite high for a certain item. The rep then asked for the part number and told this prospect that he would “see what I can do.”. Try this the next time you’re in this situation and watch your sales—and your commission—grow.

Objections 156

Objections Face-to-face Gatekeeper Licensing 156

Hubspot Sales

DECEMBER 12, 2017

From commission to sales cycles, models, and metrics, you’ll learn the different ways of selling this unique software and what you can expect from the job. SaaS Sales Commission. Then, a salesperson follows up with the prospect to gauge next steps. 4) SaaS Sales Commission. Table of Contents. What is SaaS?

Lead Rank 144

Lead Rank Sales Qualified Lead Lead Scoring Salary 144

The Pipeline

AUGUST 14, 2017

Again, many, not all, let’s go with the crowd favourite: 80/20, so about 80% of reps, actively resist training, development and improvement. It seems that as soon as they hear that training is coming, many hear “they don’t think I know what I am doing, so they are bringing someone in to change things, worse, change me.”

Face-to-face 194

Face-to-face Quota Commission Energy 194

Zoominfo

MAY 13, 2018

It’s also reported that, when a person suffers from stress, they’re unable to access previous knowledge or training and instead resort to an automatic response—typically shutting down, quitting, or losing confidence. Because sales is often commission-based and money-driven, stress and pressure run rampant. Look into prospecting tools.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258