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Sean McPheat's Articles in Sales

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Sales Training Tip – What to say and how to say it
In my new “What’s In a Word” series, I will offer a different word or phrase that could help you or seriously damage your sales efforts. As everyone knows, I’m a harsh critic of the canned spiel and I don’t advocate word-for-word scripts; however, I do advocate a well PLANNED sales presentation.
Sales Training Tip – How To Respond To “I’m Happy With My Supplier Thanks”
I want you seriously to think about Sales Training Tip: When the prospect says, "I'm happy with my supplier." What barrier, what objection, what problem are we talking about?
Reviewing Accounts for Further Business: Care, Cultivate, Consult
If you want to learn how to look after your accounts, keep them up-to-date and get more business then read on to learn the tips and techniques to succeed and get more SALES!
10 top tips to become the worst sales person in your company!
Being the best sales person in your company is a tough task whereas being the worst is a synch! Read on to learn how to guarantee that you are the worst sales person in your company and whether you already hold the crown!
Sales Training Tip - 10 reasons why hard sales tactics never work
There are so many great sales techniques out there but for some reason the sales professionals of today still use the hard sell tactics,which no longer have the same effect. Read on to find out 10 reasons WHY hard sell tactics never work
Sales Training Tip – How To Retain Top Sales People
Keeping your sales staff is a tough job as there doesn’t seem to be any loyalty any more. Read this article for tips on how to retain your best sales staff!
Sales Training Tip – Keep The Customer For Life
Marketing and sales will, of course, be of the utmost importance to the success of your small business. However, do you even know the difference between the two? Marketing is everything your company does to reach out to the consumer and find potential clients.
How to get referrals in the sales process
First, getting referrals is as easy or as difficult as you make it. The main reason most sales people are not good at getting referrals is simply because they do not ask or do not ask with conviction. Asking a prospective customer or a customer for the names and contact information for a few of their friends or associates is really not a big issue.
10 Ways to Overcome Sales Objections
According to the experts who conduct sales coaching and sales training courses, most of the sales objections take place when a sales rep has failed to show to the client the usefulness of the product. Overcoming these objections is a very important lesson for a sales rep. It is important to remember that the customer may not always give the actual reason for objecting to the sale.
Top 5 Tips of the Most Successful Sales People
Learning from others experiences and mistakes is always a good idea. And for a sales person what better way to learn than from some of the most successful sales people. Some sales training and sales coaching classes bring in successful people to give a talk to the new batch of sales people. But, if you haven’t got a chance to hear these people talk then, not to worry here are the 5 tips from the most successful sales people.
How to move the sale forward
I must admit I get a little bored every time I hear a trainer or article say "There are two types of questions, open and closed. Only use open questions when xyz and only use closed questions when abc"
What is Consultative Selling?
Consultative selling sales training courses are becoming increasingly popular. Even other sales training classes and sales coaching classes are offering consultative selling as a part of the curriculum. So, what is consultative selling? As any of these sales training courses will tell you consultative selling is a type of selling in which the selling is based on customer needs rather. It is a non-manipulative process. The focus here is not on product.
How To Overcome Objections
Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind

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