The Power of Thinking BIG

Cold Calling, Frontline Reps, Motivation, Phone Sales, Sales Tips, Sales Training, Best Practices, Call to Action, Confidence, Vision, Dream Big, Think Big

“Ask yourself this question: ‘How big can I dream?’”

Conrad Hilton

“Ralph Waldo Emerson wrote, ‘The world is all gates, all opportunities, strings of tension waiting to be struck.’ Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts.

“All of us are surrounded by a swirl of great opportunities, but we’re usually too busy to notice. So we continue to do what we’ve always done, wondering why we get what we’ve always gotten.

“If you’re tired of the same old results, try a new approach: Make big plans; dream big dreams; and reach for the opportunities that surround you. In selling, big dreams do come true, but not until you dream them.”

From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman

In my sales career, everything changed when I started asking for bigger orders. At first I was scared that I would frighten away buyers, but, to my amazement, prospects began saying “Yes”!

Suddenly, I was doubling and even tripling my monthly sales all because I had the courage to ask for more. Life really is a ‘self-fulfilling’ prophesy: you get what you ask for…

Here are some of my favorite quotes to help you get into the mindset of thinking BIG:

“Imagine better than the best you know.” Venice Bloodworth (One of my all-time favorites)

“Think big. Act big. Dream big.” Conrad Hilton

“Do it big or stay in bed.” Larry Kelly

“If you want a quality, act as if you already have it.” William James

“The only thing that stands between a man and what he wants from life is often merely the will to try it and the faith to believe that it is possible.” Rick Devos

“Impossibility is a word only to be found in the dictionary of fools.” Napoleon I

“I have learned to use the word impossible with the greatest caution.” Wernher von Braun

“Don’t be afraid to take a big step if one is indicated. You can’t cross a chasm in two small jumps.” David Lloyd George

“As soon as you trust yourself, you will know how to live.” Goethe

So this week, step outside of your comfort zone and ask for the bigger deal, the top option, or the highest priced package you offer. Your results may just surprise you…


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Power of Optimism in Sales

Coaching, Frontline Reps, Motivation, Attitude, Optimism in sales, Sales tips, Sales training, Best Practices, Confidence, Performance,

“It is never too late to be What you might have been.”

George Eliot

“Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of closings. But the pessimist talks himself—and the customer—out of the sale. The result? Lots of frustrations.

“If you’re looking for a proven prescription to improve your closing ratios, try a healthy dose of optimism. Because if you think the sale will close—or think it won’t—you’re right.”

From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman

Here are some quotes to help you get into an “optimistic mindset”:

“We see things as we are, not as they are.” Leo Rosten

“The sun shines not on us, but in us.” John Muir

“Sometimes success is due less to ability than to zeal.” Charles Buxton

“Whenever a negative thought concerning your personal power comes to mind, deliberately voice a positive thought to cancel it out.” Norman Vincent Peale

“We would accomplish many more things if we did not think of them as impossible.” C. Malesherbes

“They are able because they think they are able.” Virgil

“The greatest discovery is that a human being can alter his life by altering his attitudes of mind.” William James

“There is one thing which gives radiance to everything. It is the idea of something around the corner.” C. K. Chesterton

“The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails.” William Arthur Ward

“A pessimist is one who makes difficulties of his opportunities. An optimist is one who makes opportunities of his difficulties.” Harry S. Truman

“I am an optimist. It does not seem too much use being anything else.” Sir Winston Churchill

“Make optimism a way of life.” Lucille Ball

“It is often hard to distinguish between the hard knocks in life and those of opportunity.” Frederick Phillips

“When a man is willing and eager, the gods join in.” Aeschylus


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Rejection in Sales: What to Do About It

Coaching, Frontline Reps, Motivation, Phone Sales, Sales Tips, Goals, Effective, Examples, Performance, perseverance

“Rejection is an inevitable consequence of selling. Ironically, this fact is good news for the disciplined salesperson. If personal rejection were not an integral component of the sales process, anyone could sell; superior sale people would be commonplace. But the reality is this: Superior sale people are quite uncommon and thus demand a high premium in the marketplace.

“If you are looking for a dependable way to build an uncommon sales career, understand this fact: Rejection is an unavoidable part of the sales process. It is never to be taken personal.

“An old adage reminds us that the sale doesn’t really begin until the customers says ‘no.’ It’s worth adding that your sales career doesn’t really begin until you learn to accept ‘no’—and keep on selling.”

From: The Salesman’s Book of Wisdom, Dr. Criswell Freeman

Another great quote from this book which I’ve been featuring the last couple of weeks. I especially like the part about rejection not being personal. This was important for me to learn all those years ago.

When I realized that, I came to understand the saying: “Some will, some won’t, who’s next?”

Here are some other sayings, related to rejection, you might enjoy:

“Eighty-five percent of our customers say ‘no’ at least once before buying.” Ross Perot

“The greatest test of courage on earth is to bear defeat without losing heart.” Robert Ingersoll

“What is defeat? Nothing but education, nothing but the first step to something better.” Wendell Phillips

“Don’t believe in defeat.” Norman Vincent Peale

“To be successful, you’ve got to be willing to fail.” Frank Tyger

“Never let the fear of striking out get in your way.” Babe Ruth

“There is no failure except in no longer trying.” Elbert Hubbard

“To conquer fear is the beginning of wisdom.” Bertrand Russell

“Despair is the conclusion of fools.” Benjamin Disraeli

“Man is troubled not by things but by the view he takes of them.” Epictetus

“The human spirit is stronger than anything that can happen to it.” C. C. Scott

So get out there and just keep selling…


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Harder You Work, The Luckier You’ll Get

Phone sales, sales motivation, sales tips, working hard, top salesperson, persistence,

“The only place where success comes before work is in the dictionary.”

Vidal Sassoon

“The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough. He knew that he also had to sell his product to the public. And he did.

“Like any good salesman, Edison was an energetic worker. In fact, he attributed his success not to intellect but to diligence. He once said, ‘Genius is 1% inspiration and 99% perspiration.’ The same ratio applies in sales…”

From: The Salesman’s Book of Wisdom, by Dr. Criswell Freeman

In my 35 years of selling, managing, and coaching inside sales, there is one thing that has remained constant: The top producers in any company or industry are also the hardest workers. And if you’re in sales, then I know that you see this relation as well.

Here are some quotes to keep you focused on working hard:

“Selling is the easiest job in the world if you work it hard, but it’s the hardest job in the world if you work it easy.” – Frank Bettger

“If there is no wind, row.” – Latin Proverb (And great advice during summer!)

“I’m a great believer in luck, and I find the harder I work, the more I have of it.” – Thomas Jefferson

“If you believe in the Lord, He will do half the work: the last half.” – Cyrus Curtis

“Doubt, of whatever kind, can be ended by action alone.” – Thomas Carlyle

“It’s the job that’s never started that takes the longest to finish.” – J. R. R. Tolkien

“Action is worry’s worst enemy.” – Old-Time Saying

“The shortest answer is doing.” – George Herbert

So, bottom line? Get busy…


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

If You Love Sales—Then Pass This On

B2B Sales, B2C sales, Cold Calling, Frontline Reps, Motivation, Phone Sales, Sales Tips, Best Practices, Call to Action, Performance,

“We are all salesmen every day of our lives.”

Charles M. Schwab

Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom, by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so awesome, that I wanted to share the three paragraphs with you. Share this with others if you resonate with it as well:

“Selling has been called the greatest profession in the world and with good cause. Few experiences in business can match the excitement of a big sale. But the thrill of the close is always preceded by mundane activities such as training, prospecting and preparation. For the successful salesman, there is no dozing before the closing.

“What keeps top sales professionals motivated? In part, it is the love of selling. Effective salespeople love to make calls. Ineffective salespeople love the idea of selling, but they dislike the act of making the call. The results are predictable.

“Legendary football coach Vince Lombardi warned, ‘If you aren’t fired with enthusiasm, you’ll be fired with enthusiasm.’ His words apply not only to professional football players but also to professionals in all fields. So, if you wish to become an exceptional salesman, remember that sales calls should be savored, not endured. Once you learn to love your work, your work will love you back.”

I especially like the, “…no dozing before the closing.” Classic.

If you’re a sales manager or business owner, send this to your team members. If you’re an individual producer, then share it with your teammates.

Share the love of sales….


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Summer Sales Slow? Five Things to do NOW!

B2B Sales, Cold Calling, Frontline Reps, Motivation, Phone Sales, Prospecting, Sales Tips, Sales Training, Goals, Relationship, Sales Skills,

I don’t know about you, but right after July the 4th business seems to slow down and then it limps along until September. There is business to be had, of course, but the excitement and urgency of the first half of the year seems to have evaporated in the heat of the days.

What happened?

Summer happened, that’s what! As I speak to clients and colleagues (who aren’t on their family vacations) they tell me the same thing—many of their bosses, co-workers, suppliers or business partners are either on vacation, just coming back from a vacation, or just about to take a vacation. 

In fact, many people I know are taking as much as three to four weeks off! (I just spoke with a potential coaching client, and when I asked him when he was thinking of starting our coaching relationship, he told me it would be after his month-long vacation in August. He and his wife will be back right before Labor Day. 

So there you have it. Business is seasonal. Kids get out of school. The weather changes. People have worked hard and are now ready to take some time off. Business changes and people seem to relax. 

Does this mean companies aren’t buying or planning for the fall? Of course not. It just means that they are going to begin doing things on their timetable, not yours.

So here’s what you can do to not only make sales now, but also set yourself up for the best finish of any year you’ve ever had:

  1. Don’t let up. Keep working hard—if not harder. Make more calls. Send more emails; stay later and come in earlier. The time you put in now may not seem to pay off right away, but in the fall you’ll see the fruits of your labor.

It reminds me of the “dog days of summer” in NFL training camps. I still remember what Bill Parcells told his players in late December when they were about to begin a drive that would determine whether they got into the playoffs or not. He looked at his exhausted linemen and said: “This is why you lift all those damn weights!” 

The effort you put in now will make the difference at the end of this year…

  • Connect with established clients. This is the perfect time to send a card, to make a call, and to talk with clients about things other than business. For example, where are they going for summer vacation? 

Face it, if things are slow for you, they are probably slow in their business as well. How about asking what they are doing to deal with this period and what they are doing to get ready for the fall. And how about asking how you can help them do that?  Can anyone out there say “up sales”?

  • Work on improving your skill set, new product development or other part of your business that will make a difference in the second half of the year. If any of you have thought about developing a greeting card campaign to stay in front of your customers and prospects, this is the perfect time to do it!

Some of you know that I use Send Out Cards to keep in front of my clients and prospects, and did you know that you can now use that same system without a sign up fee?  Click Here to find out how.

Why not design a card with a picture of yourself and family on YOUR vacation and send it to all your clients and prospects? That’ll give you something to talk about.

  • Make goals for September through December and develop a plan of action to accomplish them. Develop an affirmation card and goal sheet of exactly how much you’re going to earn, what it’s going to feel like over the holidays to have accomplished that and begin smiling each day as you feel the feelings of having done it. 

Remember, “Fear Pushes, but Vision Pulls.” Use this time to create a compelling vision of the rest of the year for yourself and let that vision pull you through the summer…

  • Feed your mind a positive diet. This is the time to feed your mind every single day (and many times during the day as well). My favorite book to re-read during each summer is: “Beyond Positive Thinking” by Dr. Robert Anthony. You can get it on Amazon.com

I’ll bet you have your own list of positive reading material you’d like to finally read. Pick one book tonight, put it on your desk and commit to reading it before the next holiday.

That alone will make a huge difference for you.

The most important thing to remember during the summer is that “This too shall pass.” If business has slowed down, that will change. And if you take advantage of any of the five suggestions above, you’ll be the most prepared to prosper when it does…


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

The Harder You Work, The Luckier You’ll Get

working hard, success, earning money, sales career,

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling.

“I was number one!” he answered proudly.

“And if you look at your team right now, many of whom are not at their goal, can you point to one thing you did to be number one that you don’t see in your team members?”

“That’s easy, I had a burning desire to succeed, and so I was constantly at my desk working. I had an urgency that was unmatched,” he replied.

“And what do you see as the main problem with your team right now?” I asked him.

“Simple: they don’t spend enough time making calls. They find too many other things to do instead of constantly hunting or contacting prospects or following up with clients.

“I fact,” he offered, “If they just spent more time dialing, they would all make a heck of a lot more sales and commissions,” he concluded.

I agree completely. And I see it everywhere I consult: Those reps who are the top producers are also the hardest working reps in the office. You don’t need to tell a top producer to get on the phone, or to spend less time in the breakroom. They already know that.

In fact, if you need to tell them anything, it’s to take an occasional break so they don’t burn out! (And all you managers know exactly what I’m talking about.)

I may not be popular for what I’m about to say, but sales is still a numbers game. Better numbers, sure. With social media, A.I., etc., we can qualify more in advance than simply “dialing for dollars,” but this should actually make the calls we do make even more successful!

If you’re picking up the phone and dialing…

Here are some sayings that, as a top producer, I used to live by:

“If you’re willing to do the things that most sales reps aren’t willing to do (like picking up the phone and making the most amount of calls in the office), then soon you’ll be able to enjoy the things that most sales reps will never be able to enjoy.”

Things like: Working from Hawaii—or anywhere else in the world—family vacations to the best spots on earth, retirement & savings accounts that allow you to sleep soundly at night, driving any car you want to drive, etc…

“If you want to buy something for yourself or your family, then pick up the phone and have someone else pay for it for you…”

“Sales solve everything.”

“The more calls I make, the luckier I get.” (The more buyers & sales I find.)

“Whenever I am undecided about when I should call a client or prospect back, it means I should pick up the phone right now and call them…”

“Prospecting is easy—once I follow a best practice approach and am prepared for the inevitable blow offs and objections I get—because they never change!”

“Making more sales and income is sure easier than being broke and worrying.”

“Riding on the bus sucks.” A Tribe Called Quest (still one of my favorite bands.)

“Some will, some won’t, who is NEXT?”

“If anyone else in the office can be a top producer, I can, too!”

As a top producer, I’m sure you can come up with some of your own. Email them to me; I’d love to hear them: Mike@mrinsidesales.com

If you agree that the more dials you make, the more people you will speak with and that will mean more buyers you’ll connect with, the resolve to make just 10 more dials today than you’re making right now. That is an easy goal. And look at how powerful that is:

10 more dials a day = 50 more calls in a week = 210 per month (4.2 weeks average in a month), = 2,520 more dials in a year! Hey, that’s more than some reps will make in a year total!

Just think of how much more commission you’ll earn if you just did that. What is that number worth to you?

And then double that. Triple it.

Are you getting a feeling for how you can double or triple your income this year?

The bottom line, as I like to say, is that the harder you work, the luckier you will get. The real question is: How motivated are you to earn more?

And that’s a question only you can answer.


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

3 Ways to Overcome Call Reluctance

call reluctance, cold call resistance, how to improve selling skills,

Do you or your team suffer from call reluctance?

Would you rather send emails than make calls?

If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone.

Speaking in public used to be the biggest fear someone could face (even before dying), but I think that for salespeople it’s making outbound calls. No one likes to be rejected, and the resistance you get from gatekeepers, receptionists, decision makers, etc., can quickly result in call reluctance.

There are many things you can do to be more prepared to make successful calls, and here are my top three:

#1: Be prepared with proven scripts or “talk tracks” to handle the inevitable rejection and responses you’re going to get. If you don’t have proven answers that automatically flow out of your mouth when you get things like:

  • “Will he know what this call is regarding?”
  • “We’re all set,”
  • “I wouldn’t be interested.”
  • “Just email me something.”

And more, then this is job one. You must have proven and effective responses ready for these, otherwise you’ll struggle on each and every call…

#2: Have all your leads/phone numbers/contacts ready in advance. Do your research and then compile a list of 50 – 100 names and numbers you can dive into. If not, then you’ll spend your time between calls researching, reading blog posts, looking at websites, taking lunch, and then not calling enough prospects to make a difference.

Being prepared in advance to sit down and dial repeatedly not only builds momentum, but gets you results.

#3: Take the pressure off yourself. Not everyone you’re going to speak to is going to be interested or even a fit, so don’t set your expectations too high. You’re not trying to sell or convert each person you speak to; instead, you’re just looking for an opportunity.

When you look at this this way, you’ll be much less likely to take the inevitable rejection you face personally. Instead, just tell yourself that if someone isn’t interested, then you’ve moved that much closer to finding the person who is.

If you can take care of the three items above, then you’ll be removing a lot of the “internal resistance” you have around making calls. And the good thing is that once you do get into a groove of making successful calls, your confidence will grow as will your sales.

If you’d like to learn even more strategies or get the tools and skills you need to get better selling over the phone, then see our new online training program.

Sign up for it today and get ready to double or even triple your sales this year….


Need More Proven Responses to the Selling Situations You Face Every Day?

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Who Should Attend?

Any sales reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Book Mike Now for Your 2019 Sales Kickoff!

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Looking for a dynamic speaker for your sales kickoff event? Book Mike Brooks, Mr. Inside Sales, early to ensure your 2019 sales kickoff gives your team both the motivation and the sales skills they need to make next year your best year yet!

Click here to watch the video and forward to those in your company who are planning your 2019 sales kickoff or convention!

Description: If you’re looking for a sales speaker who will deliver not only a motivational sales keynote session (or breakout session), but will also give your team actionable, and effective sales techniques they can use the moment they get back to their office, then consider booking Mike Brooks, Mr. Inside Sales.

I customize all keynotes and kick-off sessions so they resonate with your sales team. They will receive proven scripts and effective responses to the sales objections and situations they get into over and over again. Here are just some of the topics I can cover for your team:

  • Proven prospecting tips
  • Building rapport with decision makers (so you don’t sound like a sales person calling)
  • Qualifying without interrogating
  • Setting appointment calls that actually show up!

And for closing sales:

  • How to open the presentation call the right way
  • The importance of building a “Yes” momentum
  • The proper use of trial closes
  • How to ask for the sales–multiple times
  • Overcoming common objections with confidence

The American Association of Inside Sales Professionals has had me out to speak at their largest convention of the year: The Leadership Summit, two years in a row. The AA-ISP has also awarded our company the “Service Provider of the Year Award”.

Visit the links below to learn more about me and to see interviews with me:

Interview: http://mrinsidesales.com/script-playbooks/

Home: http://mrinsidesales.com/

Sales Philosophy: http://mrinsidesales.com/blog/

Interested? Reach out to us here: (919) 267-4202 or email me to set up an appointment to speak: info@mrinsidesales.com.

I look forward to speaking with you and helping make your sales kickoff event the best yet!

Mike Brooks

Mr. Inside Sales

Do You Have What it Takes?

I remember my first sales job out of college. It was working for a company that sold investments – limited and general partnerships – to high net worth individuals around the country. My job was to make 150 cold calls a day, identify prospects, and then send out a brochure that I would follow up on a few days later to pitch and try to close. It was hard going, lots of resistance and lots of hang ups. Frankly, I wasn’t very good at it. Soon I began to long for the care-free days of college life.

One thing that always intrigued me, though, was that out of an office of 25 sales reps, there were always three top producers who seemed to easily make triple to quadruple the amount of sales that I was making. At the end of each month, these were the same reps who won the bonuses, and at the end of each quarter, they were the ones winning the trips, and making the president’s club. They were the ones who drove the Porches and Mercedes, and they were the ones who were buying nice houses. As I watched them easily excel at the same work I was doing, I wondered what I was missing. I began to ask myself whether I had what it took to perform like that.

The answer to that question began with a different question that was about to change my life. It was asked by my boss, who was a very forward thinking man, constantly on the lookout for tools, training, and technologies that would allow himself, and his company, to succeed. He had found a program that he was using in his own life to set personal goals and to help grow his company, and he decided he would mentor me and share this information with me. Each day, we got together in the mornings and he taught me the system that was not only changing his life, but that would change mine as well. And he started by asking me this question:

“Mike, can you run a marathon?”

I didn’t need to think about that because the answer was clearly “No.” I had a lot of evidence to back that up. Ever since I was a kid, I was never very athletic. I didn’t participate in team sports in school, and in P.E., I was the last kid picked on any team. I still remember the horrors of Junior High School when we were all forced to run four laps around the field. Four! After the first one I wanted to die, and by the third, I didn’t care if I got an F – I was through. I grew to dread P.E. more than any other class. So my answer was easy and clear: “No, I can’t.”

I can still remember the sly smile that crept over my boss’s face as he told me something that was forever to change the way I viewed my life and my ability to do things. He said, “Mike, you actually ‘can’ run a marathon – if you choose to – because ‘can’ actually refers to your ability to do something, your potential and capacity to do it, not whether you are doing it now.” That made no sense to me, so he explained.

He told me that I had the ability to run a marathon because of all the people, who are far worse off than I am physically, who run marathons now. He told me stories people who were born without feet and without legs who nonetheless train for and run marathons. He told me people with physical disabilities like M.S., and people who have had heart transplants, and people who are in their nineties and yet run marathons. He challenged me to do some research (and there are plenty of examples on the Internet right now), and to learn more about people with far less potential than I, that nonetheless had made decisions to train and now regularly run marathons. And then he said something that caused my first shift.

He said: “Mike, even though you may not run marathons now, what’s important for you to acknowledge is that, if you choose to, you can run a marathon. In fact, if I offered you a million dollars cash if you completed a marathon six months from now, could you do it?”

“Absolutely!” was my immediate response. When I looked at it that way, I realized that if I was going to be given one million dollars in six months for completing a marathon, I’d stop off at the nearest running store on the way home from work, and I’d buy the best shoes, work out pants, etc., and I’d start with jogging around the block that very night. In six months, I’d be ready and I would definitely complete a marathon. No problem. Maybe not at the best time, but I would!

And that’s when he explained this concept again. He told me that I have a lot more ability and potential than I use. And the word ‘can’ is just a measure of that untapped ability – and a measure of my attitude towards it. He told me that I should begin shifting my awareness and opening up to the true potential in my life. And he said that it would all start if I began answering any “Can you?” question with an immediate Yes. Because again, “can you” simply asks whether you have the ability or potential to do something, not whether you are doing it now.

My sister, for example, likes to play the game of Mahjong. Once I was over her house and one of her friends asked me if I could play Mahjong and, to my sister’s surprise, I said Yes! The friend than said they needed another player and invited me to sit down with them. And that’s when I said, “I can, but I haven’t learned how yet…”

They looked at me oddly, and I explained: “I can play Mahjong – in other words, I have the ability to play the game – but I haven’t learned how yet. But I ‘can’!” And that’s when another little shift occurred for me. I then told them that I had chosen not to learn because I wasn’t into games like that. But I could, if I wanted to. That change of awareness was huge for me because it gave me the power to acknowledge my true potential – to look beyond the limits I had set on myself – and it gave me the power of choice over my life.

My boss then explained the concept of potential to me. He said that we all have much more potential than we’re using. He defined potential as the sum of our natural ability – which we all have a lot of, though different amounts in different ways – and our training and knowledge. Another component to using or maximizing our potential, and one that many people think as the regulator or driver of potential, is our level of desire or motivation. We’ll examine these other components in a moment, but for right now, it’s important to recognize that we all have vast amounts of potential and ability that we don’t use.

And one of the big reasons we don’t use it is because of the beliefs and words we use. The “I cant’s” which simply aren’t true and that severely limit our natural ability and our – what some would say unlimited – potential. And these self-imposed limitations also limit our results in each and every area of our lives.

After we went through this first lesson, my boss asked me whether or not I had what it took to be a top producer at his company. As I waivered and began coming up with excuses for why I couldn’t, he quickly asked me, “If these other reps can do it, can you – if you choose to do it – can you become a top sales rep, too?”

He was asking if I had the ability to do it if I decided to. I immediately realized that I did. In fact, I made up my mind right then and developed the mantra, “If they can do it, I can do it better.” And in that instant, I decided I was going to outwork, outlearn, and do any and everything I needed to to become a top producer at that company. I didn’t know how I was going to do it, but I was committed to learning how.

My boss told me we would next examine that second component of potential – training and knowledge – and that I might be surprised by what I’d learn. I couldn’t wait. In the meantime, he gave me a challenge that I’ll give to you. He told me to start examining all the areas in my life where I had more ability than I was using. He challenged me to shift my thoughts from, “Oh, I can’t do that,” to “I could if I choose to.” He told me to begin measuring the difference this made in my attitude towards my life and the potential I had to make my life the way I might dream for it to be. He asked me:

“Can you speak French?”

“Can you live at the beach?”

“Can you have the ideal relationship?”

“Can you make as much money as you’d like to make?”

“Can you achieve the goals that truly inspire your heart?”

And on and on. This was an interesting exercise because it put me face to face with my limiting and negative attitudes, my self-image, and my old habits of thinking which, I was to learn, were the keys to either releasing or suppressing my ability and potential. I was to learn that I had many, many limits on my ability that were mostly self-imposed and unconsciously held, put there through previous conditioning and false beliefs.

I was to find that my success in using more of my potential, and achieving and enjoying a more fulfilling life, would be determined by how effective I was in transcending these limitations and developing empowering beliefs which would be more in alignment with the ability and potential I truly had.

And I would like to challenge you today to begin examining the “can’s and “can’ts’ in your own life. In fact, begin making a list of what you believe you can and can’t do and start asking yourself a different question: “If you choose to, what can you do in your life?”

Make a list this week of the things you’d really like to do, the things you’ve dreamed about doing, and the things you’ve been afraid of even attempting. And then ask yourself, “Can you” do them? And listen carefully to your automatic, internal response.

Then shift your thoughts and your question to, “Do you have the ability and potential to do them, if you choose to?” If you’re honest, you’ll see your entire life begin to open up for you. And with this first shift in your awareness, and in this process, that can and will change your life for the better.

It is the first step in releasing the enormous and untapped potential you truly have.