Greetings from Chicago! I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. If you’re attending the Summit, then make sure and say hello to me. And if you’re in the city, then stop by and join the breakout session I’m giving tomorrow, Wednesday, at 4:15 pm in the […]
Why People Hate Cold Calling – And What to Do About It
The words “cold calling” still make sales people sweat. I was on the phone with a client just a moment ago, while writing this, and he told me the biggest problem with his sales team is call reluctance. When I asked him why they won’t make more calls, he said they hated being rejected. Here […]
Building Rapport – It’s the Little Things That Matter Most
We’ve all been there: you’re in the middle of something and your phone rings and it’s a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters. And if you listen for just 2 minutes longer, your hunch is confirmed – […]
The Proper Way to Follow Up on a Lead
In my book, Power Phone Scripts, I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing […]
Is This a Good Time to Speak?
How do you feel about this opening? People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this […]
I Doubled My Income in 90 Days Using This Technique
Seems too good to be true, doesn’t it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the […]
Three Ways to Handle the Price is Too High Objection
Are you still ad-libbing a response to the “your price is too high,” objection? This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, […]
Cold Calling: Stop Pitching the Gatekeeper
Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees. He told me that some […]
Why Motivation Isn’t Enough
As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to. And during […]
Knowledge is Power – Or Is It?
The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could […]