Apps for Recording Your Phone Calls

Years ago, Stan Billue – the top inside sales trainer at the time – made a claim that every sales rep could double their income in 90 days by doing one thing. Intrigued (and highly skeptical), I listened to what he said next, and then challenged myself to do it. His advice was:

Record and listen to your calls, every day, for 90 days.

So I did. And 90 days later, I had indeed doubled my sales, and my commission. I was sold on the technique, and have since made it the cornerstone of my training and consulting practice. Why? Because it works! Nothing will make you more aware of all the areas you need improvement in (or of exactly how to improve), more than listening to yourself in action with a prospect.

With many people using cell phones these days for at least a portion of the calls they make, I get many requests of the best way to record calls using a cell phone. I was reading The Week magazine the other day, and they listed the following “Best apps” for cell phone recording. I thought you’d want to know about them:

Automatic Call Recorder Pro really is “automatic. The app records either every call or those from specific contacts. “You simply set it and forget it while it records your calls in the background.” ($7 Android only)

TapeACall Pro is a recording app that provides “just about every feature you could want,” including savable MP3 files. The setup for each call takes a moment, and the app costs $10, plus $8 a year for unlimited recording. “But if you do a lot of recording, it’s well worth it.”

Call Recording by NoNotes is a free app that offers most standard features plus built-in voice transcription, making it handy for recording interviews.

Call Record might annoy you with its ads, but for a free app, it’s “about as good as you’re going to get,” and can record every call automatically. As with all recording apps, be alert to state laws restricting recording.

Source: Gizmomo.com

What Stan said all those years ago is still true today: If you want to double your income in 90 days, then make a commitment to recording and reviewing your calls every day. And now, with these apps, you no longer have any excuse not to.

Why You’re Wrong about Phone Scripts

Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago. If you’re going to that event, make sure and email me so we can meet during the conference: Info@MrInsideSales.com

You can read more about the event here.

I’m going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.

Some obviously get the importance of having a standardized, best practice approach set of scripts to train and measure their reps against, while some others don’t think their reps should use a script. They think they’ll sound too much like a telemarketer or that their sale is too “consultative” for them to follow a script.

Here’s what I tell them: First, all your reps are already using a script. If you don’t believe me, then just record them for a week, transcribe what they’re saying, and then what will you have? You’ll have a script of what they say, day in and day out!

But, I tell them, you’ll also have ten or fifteen different versions of what should be a best practice “story” you’re telling about your company, product, and service. This is because most sales reps are winging it and ad-libbing their way through their sales presentations.

And that is why they are struggling and not consistently making their revenue numbers.

The solution to this is straight forward: Take the message your top producers are delivering, combine that with a standardized “best practice” approach, script it out, and then have your team use that scripting until they have internalized it and are consistently delivering your best messaging.

Once I explain it that way, they suddenly realize what I mean when I tell them they are all wrong about phone scripts.

In fact, when you have and follow a scripted approach, you will be:

More confident during your pitch
You’ll be able to listen because you won’t be thinking up what you should say next
You’ll be able to qualify your leads to identify real buyers
Your presentations will run smoother because you’ll be engaging your prospects
Objections will be easier to deal with and overcome
You’ll make more sales and actually look forward to coming to work!

And many, many other benefits.

Bottom line: I’ve been training inside sales reps for over 30 years, and I know what works and what doesn’t. Scripts work – ad-libbing doesn’t. It’s that simple.

If you would like to know more, then book a flight to Chicago and join me next week. It would be good to see you!

How to Deal with the Price Objection (Webinar)

Even though the price objection is nearly as old as time itself, sales people still struggle to overcome it. Think about it: in the markets of ancient Egypt, a shopper at a stall objected to a vendor selling something, and their objection was that it cost too much! With centuries of experience at getting this objection, you’d think we, as sales professionals, would be better at handling it.

The good news is that there are some proven strategies and techniques that will help you deal with and overcome this age old objection.

Sign up for Mike Brooks’ new Webinar “How to Overcome the Price Objection” this Thursday, April 27th, at 1pm EST/10am PST Sign Up Here

But let’s start at the beginning. First, if you are getting this objection at the end of your presentation, then you haven’t done a thorough enough job of qualifying for it in the beginning of your sales cycle. You should never be ambushed by, “It costs too much” when you ask for the sale. To avoid that, use any of the following wording during your qualifying stage:

“And just to let you know, the range of participation is anywhere from $5,000 for our introductory service, up to $25,000 for the full suite of services. Where would you fit, again, if you like what you see?”

If your prospect comes right out and asks you for the price, respond with:

“The good news is that this service is only $250 to get set up, and then just $199 per month on a no obligation, month to month basis. Is that something that would work for you if you liked what you see?”

So that is on the front end. At the close of your presentation, if you get the price objection, you can use a variety of closes, including my favorite:

“{Prospect’s name}, let’s put price aside for a moment. Assuming this were something you could afford (or were more within your budget), does this solution look like something you would choose?”

As you can see, the key to qualifying for and handling the price objection is in being prepared with good scripts.

To help you get even more prepared to handle this objection, join Mike for a full webinar where he will give you even more proven word-for-word responses to help you successfully overcome this objection.

In this proven webinar, you’ll learn:

1) How Top Producers across all industries handle this objection
2) Why your best option is to NOT answer it at all!
3) The proven technique of what to say – and three examples of how to say it
4) How you can use this technique to deal effectively with other objections as well
5) An email script to use when prospects aren’t responding to you any more

If you want to stop struggling with the price objection…

Then Register Now for Mike Brooks, Mr. Inside Sales: “How to Overcome the Price Objection”. You’ll be glad you did!

Preview of My New Book: Power Phone Scripts

Great news everyone: Wiley, a publishing house out of New York City, has picked up the domestic and international rights to my new book: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!!

The release date is July 11th, 2017. When you get back to the office after the July 4th holiday, be on the lookout for it. I consider this my best sales book ever!

Power Phone Scripts is packed with everything I’ve learned in over 30 years in the inside sales industry, and anyone who reads it will have everything they need to be a top producer in their industry.

Here is a sneak preview of a couple of scripted approaches to handle the “I’ve already got a relationship with someone for that” objection:

Existing relationship close—#1:

“I totally know how that is, and I’m not here to come between you and that relationship. But hey, everything changes, as you know, and if something should change between how you are doing things now, it’s always good to have done your research in advance so you are not scrambling later…

“Why don’t we at least get together briefly, and I will give you some solid options in case you ever need them …” (Set the appointment)

Existing relationship close—#2:

“I understand and you know , every now and then initiatives change. Sometimes you might need a lower price, or more variety of product, or who knows. The point is that it’s always good to know what your options are.

“How about this: it doesn’t cost anything to at least compare what else is out there these days, and who knows, if things change with you at least you will know who to call to ask questions. Let’s do this …”

As always, adjust these two scripts to fit your personality, your product or service. And then practice with them until you deliver them perfectly!

And mark your calendars and be on the lookout for my new book on July 11th: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!!