The Three Keys to Handling Objections

I hear a lot of sales reps’ recordings, and when it comes to dealing with objections, you’d be surprised by the mistakes I hear! One of the biggest mistakes I hear is reps not even hearing their prospects out, and instead rushing in to answer what turns out not to be the real objection. This […]

Don’t Answer Objections, Isolate Them

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they shouldn’t answer them, they […]

The 5 Secrets of Motivating Your Sales Team

Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning. Because of this, not everyone will respond the same way to your methods of managing and motivating, and that means you need different ways of motivating, mentoring, counseling, or even some […]

Sorry, Practice Doesn’t Make Perfect

Practice doesn’t make perfect, only practice of perfection makes perfect. –Anonymous This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Everyone has heard this […]

Dealing Successfully With Gatekeepers

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?” And “Is she expecting your call?” And “Have you spoken […]

First We Form Habits, Then They Form Us

“First we form habits,  then they form us.” –Bob Moawad, Edge Learning Institute I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I’m excited for […]

Current Prospecting Tips that Work

Do you hate prospecting by phone? “Who doesn’t?” is probably your answer. And who can blame you. First you have to deal with gatekeepers, receptionists, office managers, etc. Then, if you do finally get through to someone, you get blow offs, resistance, and the old, “Just email me something, and I’ll look at it.” Yeah, […]

How to Handle the Objection, “We’re all set”

Let’s face it — prospecting by phone is hard. It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.), you’re going to get resistance. And if you want to […]

Your Comfort Zone and Your Success

“Everything you want in the world is just right outside your comfort zone. Everything you could possibly want!” – Jennifer Aniston, actress I once heard a joke that goes like this: “The only reason there are matinee movies in large metropolitan cities is for commission sales reps who have hit their comfort zone income early […]