The MTD Sales Training Academy

The MTD Sales Training Academy MTD Sales Training, 5 Orchard Court, Binley Business Park, Coventry, CV3 2TQ Web: www.mtdsalesacademy.com Phone: 0800 849 6732

As a sales person or a sales leader within your company we appreciate that you already know that developing your sales skills or those of your team are vital for sustained long term improvements in performance. Training is the obvious solution and of course we buy in to that completely having trained over 50,000 professionals around the world! Unfortunately, in most cases, any investment in sales development typically buys only a temporary spike in productivity and increased sales. Many salespeople attend a course or listen to a CD set and indeed they then start to implement what they have learnt in the short term, only to drop back into their old habits after only a couple of months. Well, sales training will improve sales performance.but for how long? Attending a course will create a temporary increase in sales productivity but you want long term benefits to see a real return on your investment. The last thing you want is for you or your team to increase their performance for only a couple of months only to find that 6 months down the road they re right back where they started again! After all, you want consistent sales performance over the long haul not just spikes after a training event or at the month or period end! Web: www.mtdsalesacademy.com 2

At MTD Sales Training we are committed to developing new and innovative ways of supporting the sales professional and to help you make more sales on a consistent basis. So much so that we have developed a tool that will help all of your sales people to keep their winners edge and to help them deliver and improve their sales performance over the long term. The MTD Sales Training Academy is an on-going support tool that the attendees of our courses get access to for 6 months after a training event. It helps them to embed the learning and at the same time improve their sales performance due to our drip feed technologies and sales improvement resources. We are also now giving you the opportunity to become a member of sales training academy without you having to attend one of our courses (please read on for what s in the Academy and how it all works). The Academy is the go to resource for the modern day sales professional and consists of 12 unique sales development resources. Some of the resources are pushed to you each month, some of the resources require self-study and other resources will help you in your sales approach and motivation. There is also an option within the Academy to receive an accreditation via the Institute of Sales & Marketing Management (ISMM) because the content has been endorsed by them. Web: www.mtdsalesacademy.com 3

What s in the Academy? The main advantage of the Academy is that it s there when you need it. Web: www.mtdsalesacademy.com 4

As already mentioned, the Academy is there for you to tap into as and when you need it i.e if you re struggling on prospecting you go to the material on prospecting etc. All you need is an internet connection and you re good to go! The Academy is a mixture of self-coaching material and it has a personal help element to it as well via The Virtual Sales Manager. The Virtual Sales Manager is a service whereby you can email our team with any question or need for help and we will get back to you within 24 hours with some personal help, guidance and feedback. Let s take a closer look at the contents of the MTD Sales Academy We appreciate that you haven t got the time to be sitting through hours and hours of material so we have created a vault of 40 sales improvement videos that contain tips, techniques and strategies that you can dip into whenever the needs be. Each session consists of: A short 3-10 minute video playable on your desktop, laptop or mobile device The audio recording of the session in MP3 format ready for download The transcript of what was covered that you can print off and use An infographic one page summary that acts as a quick reminder Example Of A One Page Infographic Web: www.mtdsalesacademy.com 5

For each of the Sales Bytes sessions illustrated above there will be a short exercise and/or assessment available for you to test your knowledge on the topic or to actually take some action in your own selling as a result of working through the video. This is excellent as a resource for self-coaching or if you are a Sales Manager you can use it for developing your team members. You can ask your team to review the material, watch the video and the downloads and then work through the exercise/assessment and then you can discuss the results together in a development session. Web: www.mtdsalesacademy.com 6

Attract more sales like a magnet with these audio sessions. LISTEN ONLINE, DOWNLOAD TO YOUR COMPUTER OR MOBILE/IPOD/MP3 PLAYER OR READ THE TRANSCRIPTS Here are the sessions that you will receive How To Overcome The Economy Objection How To Overcome The Price Objection How To Ask The Right Questions To Unearth The Needs, Wants Problems and Issues How To Build Up The Value Of Your Product or Service How To Design Your Very Own Cold Calling Script How To Get Past The Gatekeeper & Through To The Decision Maker Session Lengths: 18-30 Minutes Format: MP3 Download & Online Streaming Session Transcript Included Web: www.mtdsalesacademy.com 7

If you are looking for ready-made planning and performance templates then our Sales Templates & Tools area will be of great benefit to you. Contained within this section are preparation tools, process models, checklists, case study templates, pipeline management tools you name it! The aim of this resource is to cut down the time it takes for you to prepare and optimise your performance as we ve done all of the work for you! Simply download the tools and use them. Some of the sessions include: How to get past the gatekeeper Learn how to get through the gatekeeper by identifying the different types of screens they use. You will soon be getting through to the decision maker more often than not! Learn how to sell to different buyer types Horses for courses Some buyers want to be sold to in a different way to others. Learn how to analyse your prospects and clients and work out different approaches for different people. How to get more referrals Many people feel uncomfortable when asking for referrals yet they are free! There are more effective ways to ask for them you treating everyone the same? This template will get you t though and where to find them. Read on to find out where! The sales training manual for your sales team Every sales team should have one. Do you? When they ask for discounts here s how to respond How well do you manage your margins? Do you just cave in when a prospect asks for money off or for a better deal? Learn how to respond effectively when the D word is mentioned! How to run a successful sales meeting Most sales meetings are a complete waste of time. Use this template for ideas and an approach to make each one as productive as they can be to increase sales. Use the BASIC selling method to become a top sales person Ever heard of the BASIC selling method? Many top sales people have used it to generate six figure salaries each and every year. Learn what it is and how you can apply it with this very useful template. How to make sales presentations The all important sales presentation is still critical in your quest to close the deal. But what do you focus on? This template will tell you what. 17 templates in total Web: www.mtdsalesacademy.com 8

The Sales Vault is where you will find sales improvement articles, tips and documents. New content is added to the vault each month. Here s a flavor of what s in the vault ready for you now: Preparing Your Sales Pitch At some point in the sales process you will need to make your pitch, but are you presenting this to the best of your ability? This document will give you some top tips on preparing for your sales pitch. Selling In A Recession Parts 1 & 2 We all know times have been tough but does that mean that as business owners and sales professionals we should just lie down and wait to go bust? We certainly don t think so! You can sell in hard times, you just need to know how. The 20 Most Common Mistakes In Negotiating Negotiation tactics can be hard to master, so read on to find out the 20 most common mistakes sales people make when negotiating to ensure you are not falling foul of these as well! A Sales Health Check This is a great tool to use at the start of the year or even at the start of each month to ensure that you are ready to overcome any challenges you may face and exceed your targets. Think Again About Objections Over the years you will have become accustomed to dealing with sales objections, but is it time to change your way of thinking? This article will help you view objections in a whole new way. Account Management Every sales professional needs to be a key account manager for their company if they are to ensure customer satisfaction and client retention. This document will talk you through the process of successful account management. 20 sales improvement documents ready for you now Web: www.mtdsalesacademy.com 9

When you sign up as a member to the Academy, you will also receive a membership for your Sales Manager too. As well as receiving the same content as you they will also receive specific sales manager resources that will help them manage their teams more effectively and get the best out of them. And if you are indeed a Sales Manager yourself then this section will really be of benefit to you. Every other week a sales meeting idea will be emailed out to the Sales Manager. This is a specific development training session that the Sales Manager can run with their teams to keep them on top of their game. The sessions range from 20 minutes to 60 minutes in duration and hit a specific topic. For example, the first 4 sales meeting sessions covering the initial 8 weeks of membership include: A sales activity audit analysing how and where you spend your time and its effectiveness Analysis of your competitive advantages and how to use them before, during and after the sale An activity to step into your prospects shoes to see the choices they have between you and your competitors products/services An exercise to review the case studies that you use, how to identify gaps in the case studies you need and when and how to use them This 3-volume set contains valuable information for sales managers. It covers all aspects of the sales management role. Subjects covered: Volume 1 Sales planning and targeting, developing an appropriate management style, taking over new sales teams, managing the sales effort and recruiting and selecting sales staff. Volume 2 Developing leadership skills, motivating team members, setting standards of performance managing team discipline, teambuilding. Volume 3 Problem solving, decision-making, time management negotiating skills, appraising salesforce performance. These resources can be read and used as a book, a self-learning tool or a reference guide. They can be used to produce training sessions as all the pages can be photocopied for internal use. They provide a comprehensive guide to sales management. Web: www.mtdsalesacademy.com 10

Watch this space as we are very shortly adding 40 sales management videos for the Sales Manager level membership. Each video will consist of: A short 3-10 minute video playable on your desktop, laptop or mobile device The audio recording of the session in MP3 format ready for download The transcript of what was covered that you can print off and use An infographic one page summary that acts as a quick reminder Web: www.mtdsalesacademy.com 11

Drive Time Sales Strategies was created as a CD product for sales professionals to play in their car while on the way to the sale This product has been developed further and the digital downloads are now available so you can listen to these 39 sessions while you are on the move. CD 1 How To Get Focused For Selling These sessions are all about getting your mindset right. They are about getting focused and ready for the job at hand. CD 2- How To Plan Out And Make Successful Cold Calls These sessions are all about learning modern, up to date techniques and strategies to make successful cold calls whether that be setting up appointments or closing a direct sale over the telephone. CD 3- How To Plan Out And Make Successful Sales Interactions Throughout these sessions you ll cover what it takes to deliver interactive and compelling sales interactions when face to face with your prospects and clients. CD 4- How To Understand Where Your Buyer Is Coming From These sessions are designed so that you ll build up an unrivalled knowledge and appreciation about your buyers. You ll understand how they process the information that you give to them, what the world looks like according to them, how they make their buying decisions and what type of personality they have. CD 5- How To Gain An Unfair Advantage Over Your Competition This CD covers all of the techniques and methods that will really get you ahead of your rivals. Some of the approaches and ways of thinking are brand new and will set you apart from the rest. 39 sales audios in total Web: www.mtdsalesacademy.com 12

Personal Help & Guidance When You Need It As part of the Academy we also offer you the opportunity to ask any specific questions that you may have to our team of experts. If you are having a problem in a specific area where there are lots of variables at play and could do with some one on one expert advice or indeed you may have just lost your way a little and need to get back on track then our Virtual Sales Manager can help you. All you need to do is access the Virtual Sales Manager and send in your question and our team will respond with a call or an email with some personal advice and guidance of what to do and how to do it. At the Academy, there is always someone around to bounce ideas off and for help. One of the real benefits of the Academy is that it is focused on providing real world techniques to read world situations. Ask The Virtual Sales Manager Archives Contained within the Virtual Sales Manager archives, we remove the names and the companies to protect the innocent and we post all of the questions and queries that we receive from our members along with our expert replies. As a member of the Academy you have unlimited access to all of the sales coaching advice and tips from all of the questions and scenarios that are posed to our experts. Here are a couple of archives that we have in the vault. The questions posed below are from sales professionals just like you: (All of the answers to these questions are around 3-5 pages of A4) I have only been in sales for under 10 months and I would like to know how to approach cold calling without sounding like a salesman with a script in front of him. I m not a fan of cold calling, I manage but I d like some tips on the best way to open the call? How do I keep motivated with very few leaders/motivated people around me? 38 archived questions in total Web: www.mtdsalesacademy.com 13

Each day a random sales excellence question will be posted in the Academy. Its purpose is to get you to think about a certain aspect of your selling. Sales Managers use them with their teams and or you can use them as an individual to keep you sharp. Here are some examples: How good is your product knowledge? Give yourself a score out of 10 with 10 being the highest. What can you do to make yourself a 10? It s a lot easier to sell when you are seen as a product specialist rather than a salesperson Are you too quick to discount the price rather than concentrating on building value instead? Analyse the last 5 times you ve lowered your price and how you went about it. How can you improve for next time? Each day a new motivational quote will be uploaded in the Academy to keep the fires burning! Don t sell life insurance. Sell what life insurance can do. -Ben Feldman If you are not taking care of your customer, your competitor will. -Bob Hooey The key is not to call the decision maker. The key is to have the decision maker call you. -Jeffrey Gitomer Timid salesmen have skinny kids. -Zig Ziglar If you work just for money, you ll never make it. But if you love what you are doing,and always put the customer first, success will be yours. -Ray Kroc Web: www.mtdsalesacademy.com 14

We currently offer 2 membership levels to The MTD Sales Training Academy. Sales Team Membership Enterprise Membership Unlimited access to the Academy for up to 3 sales people and a sales manager is just 49 per month (Pay for 12 months membership upfront to receive a 20% discount) Unlimited access to the Academy for up to 10 sales people and a sales manager is just 97 per month (Pay for 12 months membership upfront to receive a 20% discount) Payments can be made via invoice or credit card. To book please download our booking form and email it back to us. Web: www.mtdsalesacademy.com 15

Unlimited access to the Academy for 10+ sales people and a number of sales managers. Please call or email us for a specific quotation based around your exact requirements. Email: membership@mtdsalesacademy.com Phone: 0800 849 6732 We can create your very own Sales Academy for you by using all of our videos, resources and tools and will brand everything with your logo and details. Please call or email us for further details. Email: branded@mtdsalesacademy.com Phone: 0800 849 6732 Web: www.mtdsalesacademy.com 16