Sales Expert Sean McPheat is regarded in the media as the UK 's #1 Authority On Modern Day Selling. Sean is the founder and MD of internationally acclaimed MTD Sales Training who have helped over 650 different companies and 10,000 staff to improve their effectiveness.

As a thought leader within the sales industry Sean is a much sought after motivational speaker at conferences and events and his media credits include CNN, BBC, ITV, Arena Magazine, a whole host of daily newspapers and radio stations and over 100+ different publications and resources.

Sean coaches and consults with a wide variety of personal clients ranging from the small business right the way through to the multi-nationals. His style is direct, engaging, entertaining and above all else results driven!

Contact:
Email: enquiries@seanmcpheat.com
Tel:    0800 849 6732

One of the most productive things you can do with your book of business, especially in today’s rocky sales climate, is to maintain and foster your relationships with your current clients.

In order to do so you’ll need to make contact with them regularly but, contrary to popular belief, you should touch base in between regular sales calls. No one likes to hear from their company representative only to hear a sales pitch. You’ve probably spent a decent amount of time talking to your contacts. Drop them a line occasionally to ask them about their kids, jobs, and lives. They’ll appreciate the personal touch your “working friendship” brings.

You’ll also want to keep track of the anniversary dates of your clients - aka the dates you first made contact. If you’ve had a client for a few years you might want to acknowledge them by sending a quick note of thanks. If you’ve reached a major milestone, like a 10th or 20th anniversary, you may want to do something a little nicer - like sending a gift basket to the office for the staff to share.

Adding a personal touch to your relationships will go a long way in yoru customer retention process. You don’t have to shower your clients with expensive gifts or fancy dinners but you should acknowledge that they exist. If they’re ever faced with another option they’ll remember how well you’ve treated them.

Sean

Sales Expert - Marketing Consultant - Motivational Speaker

Yup - we’re back to cold calling. I know exactly why you hate it so much. It’s the introduction - breaking the ice - that makes things rough. You don’t really want to make the call and the person on the other end really doesn’t want to listen to you.

So what do you need to do in order to a) make your life easier and b) keep your potential prospect on the phone? Try doing the following right at the beginning of each call:

1. Let your prospect know exactly how much time you need - 2 minutes, 5 minutes, 10 minutes. Whatever it is - be true to your word.
2. Make sure your prospect knows why you’re calling - to set up an appointment review something, provide information, or to make a sale.
3. Tell your prospect why he should stay on the phone. Relate your call to something he is familiar with - a previous phone conversation you’ve had or an informational package you mailed the week before.

Getting your clients to relate to your call is paramount. The sooner you can do so the more likely it is they’ll be willing to stay on the phone and hear what you have to say. Are they too busy to talk? Set up a better time to call back. Keep your phone calls quick and to the point. Doing so will ensure you don’t waste the valuable time of your prospects - or your own!

Sean

Sales Expert - Marketing Consultant - Motivational Speaker

Summer is officially right around the corner and, if you’re anything like I am, you’re really looking forward taking some time off to relax and hang out with your family or friends.

On the other hand, you may be panicing, wondering exactly how you’re going to keep up your sales goals and take a vacation at the same time. Keep the following three tips in mind as you plan your vacation and you’ll find that your vacation really won’t have a negative impact on your sales for the month.

• Make a plan in advance. Designate another employee to check your email and voicemail and make sure they respond to things that don’t need your specific attention. Make sure you leave a capable employee in charge in case he or she needs to close a sale on your behalf.
• Never leave a message on your voicemail saying that you are on vacation. A customer with an urgent need will panic and go elsewhere. Leave your regular voicemail message in tact and either return the call yourself or have someone else do it for you. Either way, your customer will have some real, human contact.
• Plan blocks of personal time for checking your email and phone messages into your vacation. If you plan an hour here or there you won’t feel as though you’re disrupting your vacation as much as you would if you had to actually interrupt an activity part way through.

Remember this, too - you deserve your vacation. If you hadn’t been working hard throughout the year you wouldn’t have earned enough money to go. Be proud of your accomplishments and - most important - learn to relax!

Sean

Sales Expert - Marketing Consultant - Motivational Speaker

As a salesman you want to share the most valuable information about your products and services as possible. As a consumer, your prospect wants to make sure he’s getting the most bang for his buck. The end results is usually a conversation regarding the way you’ve priced your product and, in the mind of your prospect, no matter what you say your price will be too high.

There are, fortunately, a few things you can do to ensure that you don’t find yoruself in the midst of a price war. Today I’ll share three.

First, make sure you dress to impress. The better you look, the more your client or prospect will respect you and what you have to say. The sloppier you look the less they’ll trust you and, sadly, the less they’ll think of your product. You have to look as though you feel as valuable as you want your prospects to believe you are.

Next, you’ll want to avoid using phrases that give your prospect the impression that discounts may be available. Avoid phrases like “retail price” or “rack price.” The average consumer knows that there is a significant markup between manufacturer and retail stores/salesperson. They may not know what that markup is but they do know it leaves room for negotiation and will want to know why you can’t give them your wholesale price. Don’t put the thought into your prospect’s mind.

Finally, you need to carefully consider whether you want to offer a discount at all. If you’re trying to land a large account, for example, and offer a discount the prospect will never forget that you were able to do so. For the duration of your business relationship he will expect you to continue offering discounts (or will believe that by merely pushing you to do so you’ll find a way to get him one). Is that the type of unprofitable relationship you want to build with your clients?

Think carefully before you begin your sales presentation. The actions you take and the words you speak will dictate whether or not your client believes your price is reasonable or whether or not he believes you’re trying to overcharge him. Make sure you lead your prospects down the right path.

Sean

Sales Expert - Marketing Consultant - Motivational Speaker

Sean and his team have worked with over 600 businesses providing marketing services, marketing consultancy and sales training that have and can include:

• Internet marketing consultancy to improve the way that you market online and to integrate it into your marketing plan
• To act as a branding consultant to ensure your marketing messages and image are consistent with what you want to achieve
• To provide innovative and cost effective marketing strategies to develop new business at a reduced cost compared to "normal marketing methods"
• Training your sales teams on how to close more deals
• Reviewing your existing sales process to modify it and to give your sales teams the best chance of success
• To help you formulate a strategy for your marketing in line with your company goals
• To help you develop a marketing plan that you can easily put into action!

Make an enquiry today to discuss your requirements.