MTD Sales Training

MAY 2, 2018

The prospect was not in. The prospect said they were not interested and hung up. If this prospecting period sounds remotely familiar, it is because you suffer from a fear of cold calling. Now you could work all of that out for turnover, profit or indeed the sales commission that you will get paid because of your sales.

Cold Calling 156

Cold Calling Top of Funnel Gatekeeper Call-back 156

MTD Sales Training

FEBRUARY 2, 2012

How Many Prospects Have You Seen? In sales, the true test of knowledge and experience eventually comes down to how many qualified prospects you have seen and how may closing attempts you have made. In addition, the method must take into account the vast differences in products, services, commission structures and sales processes.

How To 286

How To Commission Industry Cold Calling 286

MTD Sales Training

DECEMBER 5, 2011

Commission on the Sale. First, let me expose a few of the serious problems that arise when the TSR is paid via commissions from the sale. Now you have people who are trying to determine if the prospect will buy rather than just setting a qualified appointment. 2: The Lay Down Prospect Does Not Buy.

Compensation 237

Compensation Commission How To Sales Qualified Lead 237

MTD Sales Training

JANUARY 6, 2022

Understand the Fear Let’s face it; the fear of rejection is not unfounded, in particularly if you work on a low basic salary with potential high commission rates. What will you lose if the prospect says no? Not What You Think Let’s make this simple; you’re about to ask for the sale in which you would earn a commission of £1,000.

Face-to-face 156

Face-to-face Cold Calling How To Decision Maker 156

MTD Sales Training

DECEMBER 18, 2021

So, you’ve located the prospect, qualified the lead, made the contact, secured the appointment, made the presentation, presented the proposal, asked for the sale and finally closed the business. You did things like this when you were trying to impress the prospect to get the first sale—now keep it up as you are managing the account.

Account 156

Account How To Conference Sales Qualified Lead 156

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 232

Commission How To Compensation Salary 232

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 194

Prospecting Decision Maker Commission Buyer 194

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 288

Cold Calling Face-to-face How To Commission 288

MTD Sales Training

FEBRUARY 21, 2023

These salespeople normally receive basic Sales Training to gain a firm foundation in the art and science of selling. Prospecting fills a major part of their day, but they may also have to hit the phone to develop leads too. Prospecting fills a major part of their day, but they may also have to hit the phone to develop leads too.

Hiring 156

Hiring Salary Ideal Customer Profile Engineering 156

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 273

Company Commission How To Travel 273

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 302

Commission Examples Objections Consultative Selling 302

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 287

How To Commission Positioning Software 287

MTD Sales Training

MARCH 26, 2019

By different types of sales, we’re referring to the sales styles that salespeople will adopt when they are with prospects and customers. We’ve always had to reflect these changes in the Sales Training that we provide. It revolves around the features and benefits of the product and tries to blind the prospect with science.

Ideal Customer Profile 156

Ideal Customer Profile Consultative Selling Face-to-face Cold Calling 156

MTD Sales Training

MAY 15, 2020

What I’m referring to here is the level that your prospect is thinking at. These three will help you get the right answer o your prospect’s situation and problems 11. They need to be able to greet the prospect and introduce themselves with assurance. You will be happier and so will the prospect. Not being articulate.

Face-to-face 156

Face-to-face Buyer Up-Sell Follow-up 156

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

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. That momentum helps them stick with the grind of more complex training.

Cold Calling 74

Cold Calling Hiring Guidelines GoldMine 74

MTD Sales Training

NOVEMBER 15, 2021

Many people feel that once the sale is closed and the commission earned and spent that any further time allotted to the customer is a waste. We cover in our Sales Training that the value is in the follow up and those sales follow up statistics back that up! Or take a look at our full portfolio of Sales Training Courses.

Follow-up 156

Follow-up Account Top of Funnel Up-Sell 156

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 287

Commission Top of Funnel Lead Rank Sales Qualified Lead 287

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 278

Cold Calling Face-to-face Commission Closing 278

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 270

Compensation Sales Qualified Lead Commission Field Sales 270

MTD Sales Training

NOVEMBER 22, 2021

Every successful salesperson that we’ve met on our Sales Training has always worked towards a sales target. As salespeople it’s in our DNA to achieve and putting a tempting target in front of our noses with the lure of commissions and bonuses makes us sit up and take note. Benchmark Your Sales Skills & Competencies For FREE!

How To 156

How To Cold Calling Lead Scoring Lead Rank 156

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

MAY 1, 2023

It’s something that we always cover in our Sales Training Courses and it’s a very popular topic. Value Selling Methodology In the words of a recent HubSpot article , “the goal of value-based selling is to close the sale by putting the needs of your prospect first.” A value-based approach is more likely to result in good PR.

Lead Rank 156

Lead Rank Lead Scoring Face-to-face Ideal Customer Profile 156

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 282

Objections Commission Discount Benefit 282

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 270

How To Commission Objections Closing 270

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

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 264

Face-to-face Objections Commission Exact 264

MTD Sales Training

NOVEMBER 25, 2021

I warn you there’s lots of the “F” word in the videos and don’t expect to find them on any Sales Training that we run. Here’s a scene below where McConaughey asks for more commission from Pacino – I think the response will surprise you! There’s also some in this list which are a little left field too. You got it with this film.

Film 156

Film Sports Cold Calling Commission 156

MTD Sales Training

JUNE 26, 2020

It’s music to our ears here at MTD Sales Training when a new prospect calls or emails us and says that Sarah from XYZ recommended us to help them with their Sales Training. And then, naturally, you become valuable to the referred prospects, as your value can be passed on to them as well. Offer A Referral Commission.

Referrals 156

Referrals Examples Ideal Customer Profile Advertising 156

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 265

Closing Exact Commission Follow-up 265

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 Education Commission 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 289

Call-back Referrals Closing Commission 289