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MTD in numbers 52001the year that MTD hasbeen working with a widevariety of clients (both largeand small) in the UK andinternationally 0 clientsthe number of countriesin which we havedelivered training 50,000 people trained49 4head office staff, trainers and consultants9 %)HHIR cXVWRPHU sDWLVIDFWLRQ rDWLQJaccreditationsILM CPD ISM CMI 1awards won – CIPD,Personnel Today,Learning Awards & HRD head office based in the Midlandsand we have Local offices inLondon & Manchester tooGLJLWDO OHDUQLQJ DVVHWV DYDLODEOH“We strongly recommend MTD as a training providerfor their professionalism and for the results we’veachieved.”HR ManagerWeb: www.mtdsalestraining.com Telephone: 0333 320 28832

What we offer at a glance IN-HOUSE, BESPOKE TRAININGWe will design and deliver a sales training solution that suits your specific needs, addressingthe issues and requirements from your training brief that best fits your culture, learning styleand ways of working.OPEN COURSESFrom sales people with no previous experience through to sales directors, we run a numberof open courses to suit all levels. These are delivered throughout the year at various locationsin the UK.SALES DEVELOPMENT PROGRAMMESModular, on-going sales development programmes designed around the needs of yoursales people and business. These can range from 5 days to 2 years in duration.ONLINE SALES TRAININGWe offer a range of online sales courses that can lead to a formal sales qualification.BLENDED SOLUTIONSWe can offer a fully-blended solution to include not only workshops but also e-learning,video, audio, podcasts, webinars, infographics – you name it!SALES ASSESSMENTSWant to benchmark your skills against the best? Our MTD Sales Insight tool will be able to tellyou your strengths and weaknesses as a modern day sales professional.OUR KEY UNIQUE SELLING POINT“Bespoke, practical and quality training delivered bya trainer experienced in your industry is a “given”.Where we really make a difference is how we helpyour sales people to embed and implement thelearning after the course. We offer industry-leadingpost-course support to make this happen so you geta real, tangible return on your investment"" An excellent, well thought through approach to creating a modern and relevant development program.MTD are inspirational and approachable with years of experience. They have been able to adapt the styleand approach to meet the needs an ability of our company to get the results we wanted."People, Performance and Development ManagerWeb: www.mtdsalestraining.com Telephone: 3

MTD Have Worked With.Credibility and trust are two important factors when selecting an external training partner asyou will want to know that you are in safe hands.From multi-nationals through to the small business, no matter what your industry, size orcomplexity, we have delivered training to over 9,000 different organisations and havehelped over 250,000 sales people that include:“We have used MTD for several years now because they are exceptional. Great trainers, easy to work withand deliver the results we need.”Head of HRWeb: www.mtdsalestraining.com Telephone: 4

Essential Selling SkillsA 2-day workshop where you will learn how to.Become A More Effective Sales Person By Receiving A Thorough GroundingIn All Of The Main Essential Skills Of Selling And How To Overcome ObjectionsOverviewThis course is designed to provide you with the essential techniques and strategies tounderstand the sales process and how to overcome objections so that you will closemore sales and exceed your targets.The course is a formally endorsed qualification by the Institute of Sales Management(ISM) and upon attending the course you will receive the “Selling Skills Professional”certificate from the ISM.ISM endorsement is the industry recognised benchmark for high quality sales trainingprogrammes.Supported by their quality assurance system, endorsement confirms that our trainingprogramme is professionally designed and delivered to exacting standards.The course is also CPD Certified (Continuing Professional Development) and afterattending the course you will receive a CPD Certificate at no extra cost.Who Will Benefit From The Course?What Will You Gain From The Course? Field sales peopleBusiness to business sales peopleSales people who have had no formaltraining on the subject beforeSales people who need a refresher andneed to get "back to basics" to refocus theireffortsNew sales peopleClient relationship managersAccount managersBusiness development managersCommercial managers Learn the difference between an average salesperson and a superstar sales personLearn how to identify the specific needs of your clientand how to match these with your offerLearn how to prepare for sales presentations andcallsLearn how to overcome objections and excuses in apositive and influential mannerLearn how to build up credibility and "likeability" fromyour prospectLearn how to elicit your prospects needs and desiresand how to read theseEnhance your questioning and listening skillsLearn how to influence your prospects without themknowing!Learn how to understand the motivations of yourprospectsLearn techniques of how to get to that "YES" andclose the saleHow to get your point across without the waffleLearn how to build effortless rapport with yourprospectsLearn how to make that positive first impressionLearn how to develop and create business over thetelephone and how to respond to excusesWeb: www.mtdsalestraining.com Telephone: 5

Course Agenda Day 1Introduction & ObjectivesHow To Be A Superstar Sales PersonWe start by looking at the differences between average sales people and those that are atthe very top of their profession. What makes them so special? What makes an outstandingsales person? Learn the mistakes to avoid as well!How Today's Buyer Has ChangedLearn how today's buyer is so different from even five years ago. If we try to sell the sameway as we did then, that buyer doesn't exist anymore.What will influence their decision?Learn how buying decisions are processed in our prospect's brain, and what you need to doto influence their decision.LunchLearning How To Understand Your Prospects NeedsLearn how to step into the clients shoes and see the situation from their position. Learn howto adapt your approach based upon what they want. Learn how to position yourself, yourcompany and your product in light of what they want and how they want it.The Techniques and Communication Skills of Superstar Sales PeopleLearn how to ask the right questions at the right time. Learn selling techniques and differentmodels. Learn how to listen attentively and use the information that the prospect gives youto your advantage. Learn how to read body language and buying signals. Learn how tobuild effortless rapport with your prospect.CloseWeb: www.mtdsalestraining.com Telephone: 6

Course Agenda Day 2Recap And The Day AheadHow To Make Effective Sales Presentations and Sales CallsLearn how to plan out and structure sales presentations, sales calls and talks. Learn how towork out what to focus on and what style to deliver the presentation in.How To Get To The Close and Ask For The BusinessSo many people feel uncomfortable asking for the business but this need not be the case.During this session you will cover some strategies on how to identify buying signals, knowwhen is the right time to close and how to close down more prospects than you ever havebefore.How To Overcome Objections and ExcusesLearn how to overcome the negative responses that you receive from your prospect andhow to turn these around into positive situations.LunchHow to Create Your Future ProspectsLearn how to brand yourself as someone of value to clients and prospects alike.Action Plans and CloseWeb: www.mtdsalestraining.com Telephone: 7

Client Comments FromPrevious Open Courses:"The sales course was dynamic and verybeneficial. I was struggling to make salesbefore but now I feel really confident that whenI get back to the office I'll be able to improveupon my figures""Your trainer was very good. The course was wellpresented and very relevant to my role as asales director"Grace Mupfurutsa - Sales Liaison Manager Churchill London"Thanks for the course, it was great. Restassured, I wouldn't have any problemsrecommending the course to my fellowcolleagues. I found it extremely useful andthought provoking and thought the courseleader was a great facilitator and tutor""10 out of 10. The application of the techniqueswill improve every aspect of my sales cycle as awhole. All I can say is that at not one point ofthe course did I want to be anywhere else, itwas engaging and fun. My idea of howeducation should be!.Jamie Gow - Sales Account Manager - NJW Ltd“The whole course was excellent and I reallyenjoyed the areas that will help me tocommunicate with the customer. Mike wasexcellent at helping everyone from all differentbackgrounds of knowledge regarding sales. Ialso really enjoyed the fact I feel I can alwaysstay in touch if I need any assistance.”Tom Astles – Sales Manager – Inroads International“I now feel I have the confidence to go out, getbusiness and close a deal. Mike was wellspoken and helped me understand the subjectsthat I found tricky”Ronnie Slater – Print and Production Assistant – SMRCreativePaul Getland - Sales Director - NJW LtdGarry Cochrane - Account Manager - Fine Ltd"This course will give me the competence tosucceed and was exactly what I needed. I nowunderstand my buyers a lot better and I haveimproved my questioning skills so much. Markwas excellent with a thorough knowledge of thesubject - it was great fun with a nice bunch ofpeople too"Parminder Singh - Industrial Sales Co-ordinator Rotherham College"This course was very useful and enjoyable. I gotsome great ideas from it which I will easily beable to into practice. I loved the idea of lettingthe client buy from me rather than actuallyselling to them"Max Raja - International Media Executive Air Transport Publications"The trainer kept the subject matter fresh andmade it relevant to all participants. I specificallyliked the section on questioning techniques andunderstanding the needs of my clients and thenpresenting my product and services in light ofthis"Georgia Hellend - CRM Manager - HCML Ltd"The course formalised selling into a processwhich I could easily understand and pathed theway for long term sales success. Mark wasenthusiastic (not overly so) and inspirational"Paul Callaghan - Sales Engineer - Ably SheltersWeb: www.mtdsalestraining.com Telephone: 8

LocationsManchesterVillage Manchester Cheadle, Cheadle Road, Cheadle, SK8 1HWCoventryDoubleTree by Hilton Coventry, Paradise Way, Walsgrave Triangle, Coventry, CV2 2STHeathrowHilton Garden Inn Heathrow Airport, Eastern Perimeter Road, Hatton Cross, London, TW6 2SQCentral LondonDoubleTree by Hilton Central London, 60 Pentonville Road, London, N1 9LARequire Accommodation?MTD Sales Training has negotiated special discounted rates with local hotels if you needsomewhere to stay.Please contact us and we will make sure that you receive preferential rates.Start/Finish TimesStart: 9.30amFinish: 4.30 – 5.00pmWeb: www .mtdsalestraining.com Telephone:

Your Course LeadersSuk GillAnthony MaddalenaGavin MugeLisa ThompsonFeedback From The Last 72 Sales Professionals Who Attended This CourseAreaAverageTrainer's Knowledge Of The Subject9.3 out of 10Trainer's Presentation Skills9.3 out of 10Trainer's Helpfulness9.4 out of 10Variety Used In Delivery9.5 out of 10Web: www.mtdsalestraining.com Telephone: 10