How to Cold Call for Sales | Cold Calling Techniques that Really Work

Cold Calling—3 Mistakes You Need to Avoid Now
By Mike Brooks, http://mrinsidesales.com/

Cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales

Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales.

With all the technology out there, some people like to say that cold calling and prospecting are dead. But just ask account managers and inside sales managers if they still have to prospect and cold call to develop leads and they’ll tell you absolutely! So, what gives?

The truth is this: while technology has changed the way companies and sales reps source leads and gives them a tremendous amount of intel they can use to make cold calling a bit warmer, in the end, you still have to pick up the phone. Even though technology can make calls for you, eliminating the need to dial in some cases, prospecting for new clients is still a crucial component to selling. Whether you do it after using a tech solution to cull through social media and deliver the best prospects to call, or if you comb through social media yourself, eventually, you have to speak with someone you don’t know. And in that sense, it’s still a cold call.

The real question becomes: how do you get better at prospecting to people you don’t know, and how do you do it effectively? The good news is by avoiding 3 common prospecting mistakes, you can take the “cold” out of cold calling. By following the 3 tips below, you can begin building better rapport with all the sales leads you’ve taken the time to learn more about.

Cold calling mistake #1: Don’t pitch the gatekeeper. A big mistake many sales reps make (both new and senior alike) is to immediately begin pitching the gatekeeper in the hopes that, once they understand how great your product or service is, they will put you through to the decision maker. Nothing could be further from the truth.

To start with, the gatekeeper doesn’t want to hear your pitch. His or her job is simply to find out your name and company name, and maybe the reason for your call, and then to hand you off so he/she can go back to doing their job. They don’t care who you are or what you’re selling. So, stop pitching them.

Also, the moment you pitch them, you just get them annoyed, and they then want to get rid of you. Also, by pitching, you identify yourself as a salesperson, and that kicks in a reaction to screen you out. So don’t do it.

Instead, let them know your full name, your company name, and then ask to speak with the person on your list. And use, “please.” If you need more specific advice on this, see these gatekeeper scripts here.

Cold calling mistake #2: Don’t pitch your prospect—yet. The second biggest mistake sales reps make when prospecting is to immediately dump a pitch on someone as soon as they pick up the phone. Or when they tell you they are doing fine and ask you how you are doing.

The reason for this should be pretty clear: nobody likes to be pitched. Instead, your first goal is to try to make a connection with the person you are speaking with and build some rapport. Ask them how they are and listen to what they say. Acknowledge it if they ask how you are, (“I’m well, thanks so much for asking!”)

And then quickly get into a question early (“I understand you handle the XYZ, is that right?) and allow your prospect to engage with you. Absolutely resist the temptation to give them a two-paragraph dump on what you do, why you’re so great, and what you can do for them. Just stop it.

Cold calling mistake #3: Stop winging it. I know you think you sound so much better when you ad-lib and go with the flow, but you don’t. And if you don’t believe me, then listen to your last ten calls.

Here’s the deal: Even if you wouldn’t be caught dead using a “script,” you already are. When you listen to those last ten calls, aren’t you saying the same thing over and over again? That’s your script.

Instead, do what all top pros do when prospecting or cold calling: script out a best practice approach, complete with rebuttals to common blow offs you get all the time (like, “Just email me something”), and then start practicing and using a better approach. Remember, practice doesn’t make perfect, it just makes permanent. Stop practicing poor sales skills and start getting better on each call.

Now if you’re thinking, “Well, this is all good, but what exactly do I say in all this?” then the good news is that I’ve written many word for word scripts you can get by searching my blog. Or, you can get 500 word-for-word scripts in my latest book, Power Phone Scripts.

If you learn to avoid the three mistakes above, then cold calling or prospecting—or whatever you want to call it these days—will get a lot easier for you and your team.

Artificial Intelligence AI & Sales Automation Software Tools Platforms

AI and Inside Sales: 3 Things You Need to Know Now
By Mike Brooks, http://mrinsidesales.com/

How emerging artificial intelligence is affecting business, marketing by assisting the inside and outbound sales process via automation tools and leads software for Salesforce from the People AI platform

How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales

Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company?

If not, then don’t feel bad. It’s kind of like when the word “cloud” started being used to describe cloud-based computing. No one really understood it, and even fewer people trusted what they heard about it.

Welcome to that moment again, only different. Today, technology is much more accepted, and technology and sales are inseparable. I mean, can you imagine doing your job without a CRM system? How about access to social media? If you’re a manager, can you do your reporting and metrics measurement without the host of intelligence tools measuring call times, funnel stage reviews, etc.? Probably not…

And so welcome to the future, I mean, present! If your head is still in the clouds (sorry, I just couldn’t help the pun) when you hear the mention of AI then this article is for you.

Here are three things you need to know about AI:

#1: What is AI?

A.I. (artificial intelligence) as applied to the sales environment means that many of the tasks you currently do as sales reps (and managers), can now be further automated and expanded to explode your effectiveness and even predict your sales results. This means improving on (and eliminating even) tasks like putting emails and communication notes into your CRM, or prioritizing leads, or combing through notes and deciding who the “hottest” leads are.

AI can now do all this—and a lot more. AI (as the name suggests), can even tell you which of the leads (in your entire database) are likely to be a deal. Here’s a quote from Lynne Zaledonis – SVP, Product Marketing, Sales Cloud, Salesforce:

“When you sell into a company, you have to go back and read through all of the past deals that were lost or won — and there are typically a lot of them. AI helps you to have any or all of that information at your fingertips — and to analyze it. For instance, AI can automatically synchronize — and natural language processing can review — all of the calendar entries and emails as part of the millions of data points it uses to make potential recommendations. All those data points are what you use to find the right lead to call or to close a current deal. Imagine not having to do the dirty work because AI surfaces the predictions that you just can’t do yourself. Now that you’re armed with all this information, you can approach the deal differently and with greater likelihood or success.” (See full article here.)

Bottom line, it is in your best interest to learn more about the capabilities of this amazing confluence of sales automation and smart technologies and find the best way to use it to crush your competition—before they crush you.

#2: Who are the leading companies in the AI environment and how are they different?

Okay, so you’re sold that there may be some application to your own company or sales environment, what now? Now you need to know who some of the leading companies are that have already harnessed AI and determine which one does what best.

For example, some companies, like Nudge, leverage AI to source news and social updates and filter/deliver this huge amount of information directly to you so you can quickly and efficiently use it to make more strategic sales calls.

Others, like People.ai help improve the visibility and effort of the sales team by identifying where they spend their time. It uses this info to then identify stagnant deals, and gives warning alerts about deals that are slowing down, etc. Useful to know, wouldn’t you say?

For a list of other leading AI companies, and what they specialize in, click here.

#3: Will AI finally eliminate cold calling?

Short answer? No.

Remember when “Sales 2.0” came out and all the pundits claimed, “Cold Calling is Dead!” Remember what happened next? Your manager told you to spend 5 minutes on LinkedIn and then pick up the phone and make a cold call….

Same thing will happen here. Will you have more data on your leads? Sure. Will you have reached out to them through more channels like email, voice mail, text, social media, video emails, etc.? Sure. Will you not have to pick up the phone and qualify and sell? Nope.

So, guess what? You are sill going to have to get really good at the profession of sales (better even), and if you want to get ahead of the AI curve, you’d better start today. A great start is having 500+ current, effective, and proven word-for-word scripts, questions, and phrases to open and close more sales.

If you think that sounds like a good idea, then click here. Get a copy for your entire sales team. This the best resource to use while you’re getting ready for the AI sales revolution to transform your company—once again.

A Proven Approach to Handle the “I’m Not Interested” Objection

There has been a lot of talk recently about “Objections.” What they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to overcome or get around them?

For those of you who have been reading my blog for years know, I’m all about giving you and your team proven, word-for-word scripts and talk tracks so you can successfully deal with the common objections and resistance statements you get, day in and day out.

Today’s blog will give you the best practice approach to one of the most common objections you get while prospecting or cold calling, the: “I’m/we’re not interested,” blow-off. Today’s response will also work for variations on this objection like:

“We’re all set,” or

“We already have a vendor for that,” or

“We don’t need anything at this time,” etc.

Before I give you the scripted response, let me remind you of a few things:

Whenever you get one of these initial resistance statements, remember that these aren’t objections. You haven’t pitched anything yet, so there isn’t anything for a prospect to object to.

Instead, these are just blow-offs to avoid being pitched. It’s the same as when you walk into a department store and tell the sales rep you’re “just looking.” The reason prospects use this line on sales reps is because it works! Most sales reps stumble over it and usually go away discouraged.

That will change with you today.

Also, remember this: when you get this (or any other) initial resistance statement, your goal isn’t to ask why they aren’t interested (that would only feed into their blow-off), instead, it’s to acknowledge that you heard it, then disarm them with a non-threatening, non-salesy statement, and move back into qualifying your prospect.

Here’s how you do that:

Prospect: “We wouldn’t be interested…”

You: “That’s perfectly okay, I’m not calling to sell you anything today. Instead, I just wanted to give you a resource so that the next time you did need this, you’ll know who to call to check your options.

“Let me ask you…” (Choose a good open-ended question to engage your prospect here.)

It’s that simple.

Now: Will this response work all the time? Of course not—no response will. But it will do something more important: It will uncover real, potential buyers because these prospects will answer and engage with you, and you can now have a meaningful (sometimes short) conversation with them. Your goal is to script out good, quick questions and then set appropriate next steps.

And for those who don’t engage? Use one or two more proven statements or questions to get them to open up. (Don’t have a list of those at your fingertips? What were you thinking! Click Here to get over 500 word-for-word proven scripts, questions, and phrases to open and close more sales.).

As with any technique or script, you’ll need to use this for at least two weeks straight before it becomes a habit. But once it does, you can kiss this blow-off statement goodbye.

And soon, if you use all the scripts I suggest, you’ll have licked the objection problem once and for all…

How to Work Anywhere in the World

Lately, I’ve received quite a few emails and phone calls from people asking me if I can help them find a phone sales job they can work anywhere in the world. I spoke with a woman last week who, apparently, has a lot of experience in inside sales, is used to working on a short-term contract basis, and wanted to know if I had any contacts with companies who could use her services. She wants to work from Paris.

Just today, my assistant forwarded me an email from a guy who asked this same question: did I know of any companies who were looking for remote inside sales reps. More and more people are wanting the flexibility to work from wherever, and, presumably, whenever they want, and why not? A couple of years ago, my wife and I took a condo on Waikiki Beach, HI, for two months. I worked in the mornings and by noon I was at the beach. It was pretty sweet.

So, is it possible to earn a living selling over the phone while enjoying the flexibility of working from where ever you want to? And, perhaps as importantly, is it possible to work less than 40 hours a week (or on a schedule that works for you) and still make enough money to enjoy the lifestyle you want?

I’d say, yes…but.

In order to pull this off the way you might want it, you have to get really, really good at selling over the phone first. And you need to have the self-discipline to maintain an independent, structured work day. Let’s break this down quickly:

First, there are only a few really good, top producers in any company. These reps can literally write their own ticket because their employers value what they produce so much. If they want to do what they do from home or from Paris, with today’s technology, most of them can. Moreover, they usually don’t have to look for an industry or company to work for, because they are already successful doing what they do.

Unfortunately, not all sales reps are that good (or haven’t put in the time to get that good yet). For the majority of sales reps like these, they could still conceivably work remotely, but it will be closely controlled, and they will make just an hourly wage (if they can find it). Not quite the freedom to explore Paris that we’d all imagine…

The solution is to first dedicate yourself to becoming the one of the best producers in your company or industry. If you can’t do that, then your options will be limited. But once you’ve attained that level, then you’ll have your pick of industries to work in.

Here’s a big suggestion for you: Pick an industry that has recurring income. Three industries I can think of are debt collection, credit card processing, and financial services. In these (and other) industries, once you develop a book of business, you spend a lot of your time maintaining that book (and enjoying the flow of consistent income) and working referrals.

Next, you need to be self-motivated and very disciplined. Only you can determine if you can do that. I’ve found that very few people can (mostly the 80% of sales reps who are selling to pay their bills), but that the top 20% producers can.

Again, this is something you’ll need to answer for yourself. If you can develop the structure and maintain the discipline it takes to work from a home office, then go for it—after you’ve become a top producer.

So, can you work remotely? Absolutely! You’ll just have to pay your dues first by following the advice above. After that, well, enjoy Paris (or surfing Waikiki)!

The Sooner You Lose the Sale, the Better

Last week I was speaking with a service provider who wanted to joint venture with me. They have a CRM solution they wanted to me to market to my list of subscribers. After the initial conversation, next steps were outlined and they sent me more in-depth info on their product to evaluate.

After exploring their solution, I decided they weren’t a good match for my vertical. So before we went through all the trouble of sending even more information or sitting through a demo, I emailed them and declined. The email I got back was brilliant. They thanked me for my time and then simply said:

“We always like to lose early.”

Now that’s a response from a company who understands the value of disqualifying. Unfortunately, most sales reps operate the exact opposite way. Here’s how most sales reps do it:

Most sales reps act with desperation to put anyone into their pipeline that will take their information. They are then happy to call these very shaky prospects back and waste their time sending information or revising documents or whatever else they are asked to do. And after this long and frustrating process, the majority of these prospects end up not being a sale. In fact:

The industry wide closing average is 2 or 3 out of ten prospects!

Think about that for just a moment. Think about all the time, energy, phone calls, voice messages, emails, chasing, and disappointment you have to go through pursuing 7 or 8 prospects through a sales cycle only to have them finally tell you no.

That’s why the response, “We always like to lose early” is so brilliant. By losing the sale early in the process—as a direct result of an intensive, first qualifying call, by the way—we both saved ourselves a lot of work, a lot of time in following up, and the disappointment of a lost deal at the end of it all.

What this all comes down to is the concept of “disqualifying” your leads rather than qualifying them just enough to get them into your pipeline. What this allows you to do is spend less time pitching unqualified leads that steal your valuable time. And I’m sure you know who I’m talking about…

In order to identify non-buyers early on, get into the habit of asking these types of qualifying questions during the initial call:

“I know we’re at the very early stages of this but please give me an idea of your time frame for making a decision on something like this.”

OR

“If you like what you see in our demo, what would be the next steps for you?”

AND

“What would hold you back from making a decision to move forward on something like this in the next two weeks?”

AND

“Besides yourself, who would be making the final decision on this?”

Then layer:

“And what insight do you have on where they are leaning right now?”

And finally,

“From what I’ve been describing so far, what are your initial thoughts on this?”

If any of these questions reveal that your prospect might not be a good fit or won’t buy at this time for any reason, then make a solid note of that and don’t become a pest by trying to persuade them to move earlier! The less time you spend pitching bad leads who aren’t going to buy, the more time you can spend finding the real buyers.

This is a big point, so here it is again:

Top 20% producers spend more time disqualifying out the non-buyers and so less time stuffing unqualified leads into their pipeline hoping they will close. They would rather lose early because it frees them up to find and spend more time with buyers later on. And this is what makes them top producers. 

I challenge you to start losing more sales earlier in your sales process, so you can spend more time winning bigger deals more often.

Legal Intake: The Key to Increasing Conversion Rates

If you are a regular reader of my blog, then you know I work in a variety of industries and with many different companies in those industries. At first, when new companies are going to engage with me, some will ask what kind of experience I have in their specific vertical. My answer is always the same: sales skills and best practice selling techniques are transferrable. Core inside sales skills and strategies work in all industries (that is why they are foundational) and can be adapted to work effectively in other industry.

And this is especially true in the legal field. For over a year now, I’ve been training some of the largest and most successful legal firms in the country and helping their intake teams dramatically increase their conversion percentage of inbound leads.

The clients I have worked with have seen as much as a 30% increase and more in conversion percentages using the proven inside sales skills and techniques I’ve perfected over the last 30 years. I’m going to list three of those techniques below, and I want you to ask yourself how many of these techniques and skills you (or your team) currently use when selling your product or service over the phone.

Skill One: Build rapid rapport with your prospect. In the legal industry, the calls are inbound—for the most part—and while you might think this would make them easy to handle, for some reason many of the intake specialists handling these leads treat them very much like a cop who pulls you over would. “It’s all about the facts, mam.”

You’ll hear many intakes start with, “And what is your name?” “Address?” “Phone number?” “And what happened?” etc.

The first thing I recommend to the teams I work with is to get on a first name basis with the caller. It starts with, “And may I call you by your first name? Great. And my name again is….”

Getting personal as soon as possible builds a bond with the caller and this instills trust. And trust is crucial for converting any sale.

In addition, there is a surprising lack of ongoing warm, of empathy, and genuine concern. Just little phrases I introduce make a huge difference in the overall feeling of the call and, more importantly, in getting buy-in from the caller. Things like:

“I’m so sorry you had to go through that!” And:

“Well you’ve called the right firm today, and I’m going to do everything I can to take care of you. Now let me ask you…”

These—and many other phrases and statements—instantly build rapport and trust, and this sets the tone for building investment throughout the call.

Skill Two: Getting the caller to act during the intake to increase their investment in the intake process.

This is an important component in any sale, but especially true in intake. The more things you have the caller do, the more invested in the intake and in your firm, they are.

Some of the things I recommend are:

  • Getting the prospect to take down your name and phone number early in the call.
  • Getting your prospect to send you any pictures of the accident or any paperwork they have.
  • Having your prospect commit to directing any calls from an insurance company to their attorney at your firm.

These, and many other things, add up to making your prospect feel like they are already a client by the time you direct them to sign up with your firm.

For those of you in other industries, how many things do you ask your prospect to do? How can you invest them during your call or presentation?

Skill Three: Being prepared for the inevitable questions and objections at the end of the intake. As those of you who have read my latest book know, the secret to sales is knowing and being prepared for the stalls and objections that come at the end of your presentation. And it’s no different in intake.

Common objections and reasons that callers use not to sign right then include:

  • I want to think about it.
  • I want to talk to my spouse.
  • Your fees are too high.
  • I’m at work and can’t sign right now.
  • Etc.

Sound familiar? They should because these are the same objections all sales reps get at the end of their presentations!

The way I help legal intake teams crush their competition is the same way I help other industries succeed: by developing best practice scripts to deal with these objections and stalls. And they work!

There are a lot of other techniques and skills I teach in my intake training, including solid customer service skills (it’s amazing how poorly intake reps handle the little things like putting people on hold!), building value in the law firm, creating trust and confidence, getting buy-in and investing the prospect during the intake process, disqualifying cases so as not to waste time on cases they don’t even want, and many others.

But the bottom line is still the same for the legal industry as well as any other: Sales is a set of skills that can be learned, and, if applied consistently, dramatically increase the conversion of leads.

And isn’t that what we’re all after?

** If you have a law firm—or know of one that needs help in maximizing their conversion percentage—then visit my website that is specific for the legal vertical: http://intakemastery.com/

Or call our office: (919) 267-4202.

I look forward to working with your team in converting more leads—regardless of the industry!

Objections: 5 Things You Need to Do Now

I was on the “Sell or Die” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”

That did cause me to think. After a moment, I told him that while there are a lot of variations of objections, in truth there are really only a few. And he agreed. Jeffrey said that once he was training onsite and he asked the manager that same question, and the manager replied, “There are a hundred different objections!”

Jeffrey then challenged him with, “I’ll bet my entire fee there are no more than 15, and if there are less than 10, you double my fee.” After going through them with this manager, there turned out to be just 12.

And that’s been my experience as well. Whenever I’m onsite with a company, I brainstorm with the team to identify all the objections they get. They rarely can come up with more than 5-7 for prospecting and about the same amount for the close.

So given this truth (and I’m sure once you think about your own situation you’ll agree), I can give you 5 things you need to know how to do to anticipate, prevent, deal with, and overcome them. Here they are:

1) As I write about in Power Phone Scripts, the key to dealing effectively with objections is to recognize that there are a finite number of them (about 5-10). And you’re going to get these same ones over and over again. So you need to anticipate them.

Be prepared for them with an effective, best practice approach or script. In fact, write out three or four responses to the most frequent objections you get, learn them, and use them over and over again.

Sounds easy, I know, but you would be amazed by how many sales people still won’t take the time to do this. If you will, however, you’ll increase your success rate and your confidence exponentially.

2) Prevent them. At the end of your presentation, two of the biggest objections and stalls are, “The price is too high,” and “I need to talk it over with…”

These two objections should have been uncovered and dealt with during your prospecting call. These should have been qualified for and you should know in advance what the decision process is like, and if this fits within their budget.

If you don’t, then weave these kinds of qualifying questions into your prospecting script and never encounter them again.

3) Know when to deal with objections. My mentor taught told me there were three times to deal with objections: When they come up, later in the presentation, or never.

You need to decide which time is best for you. If you deal with them when they come up, you’re likely to lose momentum and give control over to your prospect. If you delay them until the end, (“I’ll cover that in just a few minutes”) then you can buy yourself some time and the objection might even go away. And if you don’t answer it at all, sometimes you’ll find that the prospect doesn’t bring it up again.

When you decide to handle an objection depends on many things, and you can probably tell when the right time is. Just know you have options.

4) Know how to deal with an objection. One of the biggest mistakes people make is they rush to answer an objection. That shouldn’t be your first approach. Instead, always get into the habit of questioning an objection and make your prospect work to answer and clarify it.

Doing so often allows you to get more information about what the real objection is, and often times your prospect—in explaining it—will give you the seeds to answer it. Simple statements could be, “Really? Why is that?” or “What do you mean by that?” or “Why is that important to you?” or my favorite, “Oh?”

5) Be ready to go to work when you get an objection. The final thing I want to share from my podcast with Jeffrey is when we both talked about how the sale starts when you get an objection. In fact, I shared that I was taught that the sale doesn’t start until you’ve received 5 objections!

Compare that to how you handle objections today. Do you tend to give up after one objection? How about after two? Bottom line is that if you’re not prepared with a best practice approach (a script!) of what to say when you get objections, then you’re probably not ready to stay the course and keep closing until you win the sale.

Think about the 5 points above, and compare your own methodology to handling objections. If you need to change something to fit these 5 points then do it. You’ll close more business as a result.

And finally, check out the upcoming Sell or Die podcast to hear the interview in near future (August 8th). You’ll enjoy it and learn a lot.

Cold Calling Sucks—But Only if You Suck at It

There is a lot of talk these days about how cold calling sucks. And I agree—it can be brutal. When I started my career in the financial industry, I had to make more than 150 cold calls every day. Sometimes, I’d be so beaten up by 11 am that I just wanted to go to lunch and never come back!

I knew that if I continued like that, I wouldn’t make it in sales, and I knew that something needed to change. What I finally figured out was that the top reps in the company didn’t mind cold calling. In fact, they actually “smiled and dialed.” I soon learned that cold calling sucked because I sucked at it. And I became determined to change that…

What I learned, and part of what I teach now, is that to get good at cold calling—or prospecting, or whatever you want to call it—you have to invest some time and energy and, yes, even some money. Here are three things you can begin doing now to get better at prospecting:

Number One: Invest in some sales material to help you instantly get better. Face it: you’re not alone in having to prospect for a living, and many others have been there and done that. Why not leverage what they have discovered to make calling easier?

There are plenty of good books on theory out there, but if you want to actually get better on your next phone call, you’re going to need actual word-for-word scripts. Best place to start?

Power Phone Scripts: 500 Word-For-Word Questions, Phrases, And Conversations To Open And Close More Sales. Get it here.

Number Two: Start thinking about helping people rather than selling them. I learned years ago that the people I was calling were actually just people—just like me. Once I took a genuine interest in building rapport with them, learning about them, listening to them, and making a connection, I did much, much better. And I enjoyed my work more.

Take a hint I’ve given people over and over again and record yourself. When you listen to yourself, ask: how well do you actually listen to people? If you’re like many sales reps, you may be talking over people, or just waiting for them to take a pause so you can start pitching. Nothing will turn someone off quicker than that. People can tell when it’s all about you or if you’re truly interested in them.

Learn to use your MUTE button when someone is talking, and force yourself to pause after you think they are done talking. Use the “1,2,3 alligator” pause after they finish talking before you begin.

Listening is the most important thing you can do to get better—start practicing this today.

Number Three: Put a smile on your face. Get a mirror and look into it before you pick up the phone. People can tell if you’re smiling, and you’ll transfer that energy to your prospect. People can also tell if you are tense, angry, or in a hurry to pitch.

I know it sounds corny, but trust me: the $4 you’ll spend on a mirror will go a long way to improving your phone presence while prospecting…

Don’t underestimate the impact these three tips will have in improving your cold calling. If you think prospecting sucks, then I’ll wager that you kind of suck at it. That can change if you’re committed to getting better. If you’re in sales, then I hope you are, because you’re going to be making a ton of prospecting calls over the life of your career.

So what are you waiting for? Get busy. Order a book of phone scripts, get a mirror at CVS at lunch, and listen to a phone call on your afternoon break. If you do these things, you’ll be better at cold calling by tomorrow.

Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP

Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP’s 2018 Leadership Summit last week: Service Provider of the Year Award – Sales Script Development AND The TOP 25 Most Influential Inside Sales Professionals in 2018 Award. 

Raleigh, NC, April 9, 2018 — MrInsideSales.com announced today that the AA-ISP recognized Mike Brooks as part of the AA-ISP Leadership Summit 2018 at an awards gala held on April 4th at the Sheraton Grand in Downtown Chicago, Ill.

Mike’s company, Mr. Inside Sales, is hired by business owners to develop and implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. He also offers customized sales training programs, works as a virtual V.P. of Sales and presents at sales conferences, delivering keynotes and break-out sessions around the world.

On receiving this year’s award, Mike said: “I was humbled and delighted to have a new category created to acknowledge the importance of creating best practice script playbooks for inside sales teams. My passion is driving excellence through standardizing the messaging that each company, and each sales rep, delivers.”

“It is an honor to recognize Mike Brooks, Mr. Inside Sales, as this year’s recipient of the 2018 Service Provider of the Year Award for Sales Script Development. Mike has consistently proven his dedication to helping advance the professionalism and performance of the inside sales industry, which is the mission of the AA-ISP,” said Bob Perkins, Founder and Chairman.

“We applaud Mike and thank his company, Mr. Inside Sales, for their service to our growing profession and community of inside sales representatives, leaders and solution providers,” stated Perkins.

In addition, Mike Brooks was also named as this year’s recipient of The TOP 25 Most Influential Inside Sales Professional Awards. “Mike Brooks has proven his dedication and commitment to advancing the profession of inside sales, which is the mission of the AA-ISP,” said Bob Perkins, Founder. “We are confident that Mike will continue to have an impact on   the inside sales community for years to come”, stated Perkins.

A complete list of companies and individuals recognized by the AA-ISP will be published on the AA-ISP website, go to www.aa-isp.org.

About company 

Mike Brooks, Mr. Inside Sales, is a master phone script writer and author of the new bestselling book on phone scripts: Power Phone Scripts: 500 Questions, Phrases, and Word-for-Word Scripts to Open and Close More Sales.

Mike is THE recognized authority on inside sales training and phone script development, and his company, Mr. Inside Sales, was awarded the 2017 Service Provider Designation for training and development by the American Association of Inside Sales Professions last year as well.

Mike is hired by business owners to develop and implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. He also offers customized sales training programs, works as a virtual V.P. of Sales and speaks often at sales conferences, delivering keynotes and break-out sessions around the world.  For more information, visit his website: http://mrinsidesales.com

About AA-ISP

The AA-ISP, the global Inside Sales association and our industry’s most trusted and respected resource for everything Inside Sales, is dedicated exclusively to advancing the profession of Inside Sales. The association engages in research studies, organizational benchmarking, and leadership roundtables to better understand and analyze the trends, challenges, and key components of the growth and development of the Inside Sales industry. Our mission is to help Inside Sales representatives and leaders to leverage our information and resources through published content, local community Chapters, global conferences, career development, and an Inside Sales Accreditation program.

For more information on AA-ISP, please visit www.aa-isp.org or follow the company on Twitter @AA_ISP.

 

Top 25 Comments:

  • No theory with Mike…he did it himself and is continuing to do it.  Everything he’s learned is transferrable and understandable.
  • Mike is consistently the best- best ideas that work!
  • Great insight and the simplicity of his techniques are so easy to implement.
  • Consistent, quality information and tips for inside sales people, and as a marketer, I also use the tips to help me “sell” as well. Love his insight, lessons and I always learn something.
  • Mike provides clear responses to objections, blow-offs etc. that help a salesperson to have a back-up plan and continue the discussion.
  • His techniques and information is the best!
  • Very informative with tremendous insights into teaching urgency and the creation of value statements.
  • Mike provides very practical solutions to what can be an intimidating process.  His scripts give you first-hand ways to make yourself more productive.
  • Outstanding insights into structuring outbound outreach that works.
  • His content and scripts are amazing – the cornerstone of my inside sales process.
  • He’s given so much real USE info.  He’s sharing everything that can help people; so much more than GENERAL theories that aren’t duplicatable.  His stuff is immediately actionable!
  • As one of the most direct, down to earth, sales trainer out there. His content, books and training really deliver ready to use knowledge with no time wasted.
  • Freely shares his experience and insights
  • His dedication to share the knowledge and skills that have helped him elevate himself from a low income salesperson to one of the top sales people in his career.
  • Mike consistently provides the highest quality sales information that is easy to understand and apply.
  • Because I listen to his tapes and read his book on phone scripts that just always give me more confidence especially when I get stuck. When it comes to inside sales, he makes it easy
  • Mike is good at bringing out the salesman in everyone.
  • He provides incredible content. His script framework and content surrounding the habits that lead to success are superb.
  • I feel that the information and techniques found in Mikes books and the personal attention he gives his clients make him a top candidate for this award. He has helped me and my team tremendously. The scripts and the grading techniques he taught us has made our firm much more competitive in our market.
  • Mike has great pointers and scripts on handling cold-calling and prospecting that I’ve found to be very helpful!
  • Mike is extremely knowledgeable and experienced in sales. He has they awesome little tips and ways of looking at things that end up making a huge difference in how you approach sales. I’ve been reading all of his stuff for a few years now and recently did sales coaching sessions with him. He has greatly enhanced my ability and comfort with sales. I highly recommend him for this award! He deserves it!
  • Mike provides many on-line training sessions regarding sales.  He is very knowledgeable of sales and offers tips on how to improve.
  • Very easy to use useful suggestions.  Definitely has a thorough understanding of the sales process.
  • Mike’s scripts are very effective.  We use them in many of our marketing and sales efforts.  His blog and website are very content rich.  The tips included in his blog are consistently effective.
  • Mike has done nothing but make our company money with his open, honest and motivating information.   I honestly cannot imagine how we would be training new employees, or for that matter, re-training old ones without his help.  There is no substitute for what he has to offer.
  • Over the years, I have found Mike Brooks’ Mr. Inside Sales information on track, relevant, and motivating.  I can’t say that about any other Inside Sales pros out there today.
  • Presentations and books are invaluable tools in the growth of my business.
  • Mike has never ask for anything from me. He gives value first and has provided weekly helpful hints and performance improvement suggestions without ever asking for anything in return. If and when I have another staff of inside sales pro’s – I will turn to hi for training. :
  • Mike is very motivating and his tips and scripts are things I can actually use in my daily business
  • In our start-up the teachings from Mr. Brooks have really been a life-saver.
  • I’ve been in sales setting up appointments for our professionals for 30 years, and his book Power Phone Scripts has opened my eyes to a right-on approach.
  • Freely shares his sales wisdom and truly is a great surrogate mentor to me over the years.
  • His products have increase my sales
  • The information Mike shares is top-notch.
  • Mike does an amazing job at clearly sharing his expertise to help my team and I do a better job with our clients – especially qualifying prospects so we can spend more time with folks who want to buy. Tuesday is one of my favorites days of the week as I look forward to Mike’s weekly sales column.
  • Mike is very generous with his knowledge.  He offers real, tested advise that works.
  • He is pleasant to work with and knowledgeable and very helpful!
  • Always great articles, tremendous insight into the inside sales world and I learn something every time I read it.
  • I’ve bought Mike’s books and gained useable and productive work tips.
  • Great author, leader, mentor, and most importantly, an excellent salesperson with quantified results.
  • His phone scripts have helped me tremendously
  • He is tops at what he does and helped our team so much!
  • I have been listening to his recordings and have been subscribed to his weekly ezines for 3 years and I have found his information to be very, very helpful.
  • He provides a lot of valuable tips and information at no charge and without pushing other products.
  • He really helped me a lot with his information in qualifying prospects, plus some new insights in general sales techniques.
  • Mike has some great insights and his guidance is well thought through
  • He study under Stan Billue and then became a master himself helping others conquer Inside Sales.

Thank You to My Readers: MIS Wins 2018 Service Provider Award!

Chicago: AA-ISP Leadership Summit:

I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year.

At the Summit in Chicago last week, a brand new category was created just to acknowledge my commitment and contribution to inside sales. MIS was awarded the “2018 Service Provider of the Year Award” in the category of Sales Script Development!

Now that was unexpected, and I’m deeply humbled by it.

In addition, I was named one of the “Top 25 Most Influential Inside Sales Professionals”—for the eighth year in a row!

It was an honor to be recognized in this way, and even more so because I was nominated and voted on by you—my clients and readers! So thank you very much! (Visit my AA-ISP page to view some of your comments.)

For all of you who have supported me over the years, I’d like you to give a free sample from my new book, Power Phone Scripts. In this sample, you will get word-for-word scripts on a variety of cold calling subjects such as:

  • A brand new prospecting approach
  • A better opening than “How are you today?”
  • Don’t say that, say this!
  • How to develop an effective elevator pitch
  • Four ways to get past the gatekeeper
  • Why asking for help is a great way to get information
  • Stop pitching the gatekeeper – and what to do instead
  • What to do if the prospect takes only emails

You can access your free sample with all these scripts here.

Thank you again for all your support. I look forward to continuing to create great content, and word-for-word scripts that you can use every day to become more successful selling over the phone.