Blog

Too Expensive

15/02/2020

Ten Replies to Too Expensive

The best was to handle price is to do a Worth Analysis and focus on what it is worth not on what it costs. Outside of that  I have listed 10 replies to help in in this area.

1 Too Expensive

You know Mr Smith you’re only going to design this once in the next five years. You want it to be the most reliable component  you can get don’t you? Why don’t you take it?

2 Too Expensive

What we’re talking about here is an investment in your business. And your business deserves the best doesn't it? Why don’t you take it?

3 Too Expensive

But you wouldn’t let that stop you having the most reliable components on the market would you? Why don’t you take it?

4 Too Expensive

You have worked hard to but this project together and you want to support it with the very best, up to date electronics you can get don’t you? Why don’t you take it?

5 Too Expensive

You know that Quality is remembered long after price has been forgotten. And quality and reliability is going to be vital in this operation. Why don’t you take it?

6 Too Expensive

You can always buy cheaper, but you can’t buy better. And you do want the best you can get don’t you? Why don’t you take it?

7 Too Expensive

I understand you want value for money Mr Smith. Let’s look at where the value and the savings are for Smith & Co.

8 Too Expensive

It’s an investment in the quality of your business and the quality of service you give your customers. And that’s Priceless isn’t it? Why don’t you take it?

9 Too Expensive

If you cut back on the quality of your components you cut back on the quality of service you give your customers and that’s where the real profit is in your business Why don’t you take it?

10 Too Expensive

You know Mr Smith, looking at your building, your offices your car. You’re not a man that buys on price. You want Quality and reliability. And this is the best there is. Why don’t you take it?

Sales Forecasting

10/01/2020

Forecasting Future Sales

What would you say if I said I could take you to a time and a place where you could control the Future. Would that excite you?

Well now is the time and now is the place. Why? Because the sales that are coming in today have nothing to do with what you have done today.

They are the result of what you did or did not do yesterday.

If you are a farmer and you want a good harvest in summer then you know you have to start now.

No point waiting until harvest time to discover you have nothing to harvest.

A good farmer knows he needs to plough the fields sow the seed, water the plants and keep the crop healthy to reap the benefits.

Farming is a process and so is selling.

Great sales people and great Sales Managers understand that the skill is in  doing the right Sales

activities today in order to forecast the sales of the  future.

In very simple terms, No seeds no crop.

Keep up the good work and take control of your future.

Best regards.

Mike Le Put MLP Training.

An M.O.T for your Sales Team

06/01/2020

An M.O. T For Your Sales Team

Sales people need a wide range of skills to be effective and successful in their role.

Below is a list of core competencies for Top Sales People. As you know in Sales everything counts. If your Sales people are going to produce outstanding results you need a Sales Team that scores ten out of ten in all areas.

Why not get your team to score themselves against a list like this the one below .  Ask for total honesty and emphasise that you want to give them the very best support in the most relevant areas.

You may even get the high scoring members to cover a topic at the next Sales Meeting.

.Telephone Selling.

.Prospecting

.Appointment Making

.Rapport Building

.Questioning

.Listening

.Identifying needs

.Confirming the Need

.Matching Product/Service Benefits

.Building a Desire

.Presenting the Solution

.Quotation Qualification

.Objection Handling

.Defending Price

.Negotiating

.Closing

.Follow up

.Account Development.

You can also focus on areas of need during Field visits and one to ones.

Hope this help. Why not share with a friend.

Best regards

Mike Le Put MLP Training

When Do You Close The Sale

03/01/2020

When do you close?
You only close when your customer is ready to say Yes. How do you know when they are ready to say yes to the big question? It is when they have said yes to everything else.
You can think of closing like a room full of doors. The doors are called things like the Price door. The Specification door. The Delivery door. The Warranty door. The After-sales door.
When the customer says “leave it with me I’ll think about it” they are leaving the room via one or more of these doors.
The Sales Persons job is to Close all the doors.
A simple way to do this is to use what we call a Trail Close or a Summary Close.
Involve to solve.
Get the customer involved in the decision making with options and questions. For instance
What would be your ideal solution?
Would you like this specification or this specification?
Did you want to Buy. Hire, or Lease?
Use trails closes such as  How does that sound? How do you feel about that? What are your thoughts on what we have covered so far?
Are you happy with......?
If the customer is not happy with a detail then this door is still open and you can repackage the offer long before you ask for an order.
If the customer is happy on this, then this door is closed and you can move on to the next part of the sales process.
Remember you cannot close the Sale until all the doors are closed.
Trial closing achieves three things:
It tells you where you are in the sales process.
It tells you when to ask for the order.
It increases your conversion ratio.
This is one of most important thing you can do to improve closing techniques.

Contact us for More on Sales Training. e-mail mlp@mlptraining.co.uk call 01204 888826

Getting Apppointments

01/01/2020

Celebrating 30 years of providing outstanding training

01/01/2020

Event Management

01/06/2019

The Essential Steps to Successful Event Management:

Event Selection

Make sure you have a market for this event, in this place at this price at this time of year.

Great Team

Select a team of High energy, low maintenance winners with a Can Do attitude.

Project Plan

With mile stones a team member ownership. Covering Who What When How and Why.

Great venue

Get the right venue. In terms of Security, location, image, price, quality service and support. 

Great Data

Identify the target market and get this very best data.

Proven Routs to Market

E-mail Direct Mail PR Social media Telesales Road shows Local radio etc.

Great Web Site

With simple to use online Booking and payment.

Customer Focused Procedures

With empowered people who can make it easy for customers do business with us.

Follow up & Tracking systems

What gets monitored gets done. Inspect what you expect.

Praise the procedure you want repeated. And catch your people doing something right.

Control Cost

Delegate, and outsource costs, and liabilities.

Get Paid

Cash flow is king. Ensure you get paid on time.

Event Debrief

What would we do differently?

Celebrate your success and give credit to the team.

Find Another Great Project! 

See More

Guaranteed Funding for your business

30/03/2019

Guaranteed Funding For your Business

Did you know that as a UK company you are still entitled to 50% UK Funding on a full range MLP Sales Training & Management Training Courses.

Simply visit the website www.mlptraining.co.uk  select a course and enter UK Funding voucher code F50 the code will reduce the cost of your training by 50%.

At MLP Training we run over 80 courses a year at our training venue. Now you can Key into this great training.

Hope you can join us while the funding lasts.

Best regards

 Mike Le Put

MLP Training 01204 88 88 26 www.mlptraining.co.uk e-mail mlp@mlptraining.co.uk

Train Your Team As A Team

22/03/2019

Why not train your team as a team.

At MLP Training we can provide a Trainer to Train your Team as a Team on any of the courses on our site www.mlptraining.co.uk

Great Courses

These Powerful Courses have been carefully honed using continuous customer satisfaction surveys and best practice. They are tried, tested and proven to deliver great results.

Great Trainers

MLP Trainers are among the UK’s Finest with each one having a minimum of 25 years experience. They deliver great training and are highly recommended.

Great Value

If you have a number of delegates to train you could make substantial savings by Training your Team as a Team.

Company Focused

The training will be company specific focusing and on the needs of your people.

Action
Why not select a course and contact on 01204 888826 e-mail mlp@mlptraining.co.uk www.mlptraining.co.uk.

We look forward to hearing from you

Best regards

Mike Le Put
MLP Training

Managing Change After Brexit

04/03/2019

According to the Gartner 2019 Future of HR Survey 47% of HR Leaders are looking at Change Management as a Top priority.

This is going to be a year of change for most companies in the UK and Senior Managers are working hard to ensure their teams are ready for that change.

The Good News is that at MLP Training we has 50% UK funding available for you to train your team.

On the 10 April Melanie Windle senior Change Management Consultant at MLP Trainer will be running a one day Managing Change course at The Bolholt Country Park Hotel Bury.

Who is this course suitable for?

Managers and leaders who have to work through changes and get teams and individuals on board with that change.

It would also be very beneficial for those who are experiencing change and would like to understand their own reactions to it and know how to handle change constructively.

Managing Change course content:

- Why do organisations experience change?

- The pace of change

- Continuous Improvement

- The Change Model

- 12 Rules for overcoming resistance

- Raising morale and motivation in self and others

- Creating a high-performance culture

- Using PESTLE Analysis for identifying future changes

- Planning a change process in detail

- Personal action plans.

Please Note This course has 50% UK Funding reducing the delegate from £375+vat to just £187.50+vat

You can book online CLICK Call 01204 888826 Quote Funding Voucher code F50 or e-mail mlp@mlptraining.co.uk.

Hope you can join us while the funding lasts.

Best regards

Mike Le Put MLP Training.