Continuing Education: The Key to Immediate & Long-Term Success

Best Practices, Confidence, Performance, Motivation, Attitude, Optimism in sales, Sales tips, Sales training, continuing education, sales quotes, sales skills, online training program, sales training program, Coaching, Frontline Reps,

“Selling is a skill, and like all skills, it must be learned through study and practice.”Thomas J. Watson

“A salesperson’s education is never completed: each day offers new opportunities to learn. Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. But an integral part of one’s training comes from books, recordings, sales meetings and training courses.

“If you intend to make a lifetime (successful) career in sales, make a lifetime commitment to learning. And never make the mistake of believing that you know everything there is to know about the art of selling. For the savvy salesperson, school is always in session.”

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

Another great truth in the profession of sales. For my own growth and success, I found that the moment I made a commitment to improving my sales skills—from call to call—that was the moment I produced bigger and bigger revenues, month after month.

Enjoy the quotes below and remember that you can still save 15% on our award winning inside sales training that is conducted online starting next Wednesday, September 11th, at 4 pm EDT. Use the coupon code: “early” and get ready to crush your fourth quarter numbers!

Register Here

Quotes on continuing education you might enjoy:

“Only the most exceptional salespeople seek sales training. Only the best people invest in themselves.” Brian Tracy

“Know your business and keep on knowing your business.” Frank Bettger

“A salesman should never rationalize away sales failures. He should carefully analyze his approach and correct mistakes.” George M. Kahn

“Many receive advice, few profit by it.” Publilius Syrus

“No man ever became wise by chance.” Seneca

“Anyone who stops learning is old, whether at twenty or eighty.” Henry Ford

“What we are is God’s gift to us. What we become is our gift to God.” Eleanor Powell

“Learn from the skillful. He that teaches himself hath a fool for his master.” Ben Franklin

“It is what you learn after you know it all that counts.” Harry S. Truman

“When you’re green you’re growing; when you’re ripe you rot.” Ray Kroc

If you’re ready to take your sales to the next level, then save 15% by clicking here and registering your team for next week’s Online Training Program for inside sales!

Better training = better income. It’s that simple


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

How to Overcome the “I’m not interested” objection

overcoming objections, sales tips, sales training, phone sales, phone scripts, sales scripts, cold calling

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

[Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click Here and use the coupon code: EARLY]

Here is an example of the kinds of proven scripts and techniques you’ll learn to handle all the selling situations you and your team face:

If, while prospecting, your prospect tells you, “We wouldn’t be interested,” you can more effectively respond with:

“I’m not interested”

Response #1

 “That’s fine _________, and I’m simply calling to update your information for our records. Quick question: Are you still the right contact person who handles ordering the ________ for your company?”

Response #2

 “Oh that’s O.K., I’m not calling to sell you anything today. Just want to make sure you still know we’re here in case you do need something down the road. By the way, do you guys still carry/use/order ________?”

Response #3

 “I get that all the time, and just know that the only reason I’m calling is to introduce myself as your contact should you ever need to check pricing or availability on an item. Quick question: are you still the right contact for _________?”

Response #4

 “No problem _________. I’ll simply email you my contact information in case you ever do need anything, and then I’ll get out of your hair. By the way, would you be the best person to email this to, or is there someone else who is handling ________ now?”

Response #5

 “That’s no problem at all – quick question: is it that you don’t need anything just now, or do you even order/carry/use ________ anymore at all?”

[“We do order, we just don’t need any now”]

“Great.  When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”

Response #6

 “Quick question: Does that mean you’re not interested at this moment, but in a few months things could change, and I should keep in touch?”

“When should I check back with you?”

[If given a date]

“Great.  So I can be more prepared for that, quick question: are you the right contact for this?” (Then add other qualifying questions) 

Response #7

 “If you were to be interested, what is the typical (volume, amount, frequency, etc.) that you normally order/use/need?”

[If they tell you]

“And who do you normally get that from?”

Response #8

 “When was the last time you were interested in something like this?”

Response #9

 “And what would have to change for you to be more open to something like this in the future?”

Response #10

 “Should I lose your number or put you on a 6-month follow up call?” (Say with a BIG smile!)

[If call back in 6 months]

“Great.  What should I keep an eye out for in between then?”

Regardless of your product or service, I’m sure you can adapt one of these 10 proven responses to deal with the “I’m not interested” blow off.

And if you’d like more proven solutions, like this, then use the coupon code EARLY to save 15% on our AA-ISP Award Winning inside sales training.

New online, 7-week training starts Wednesday, September 11th, at 4 pm Eastern.

All courses are recorded and come with all handouts, scripts, and information you need to instantly upgrade your sales skills and sales results.

For companies registering up 5 or more reps, your average investment is less than $399 per rep!

Read more here.

Look forward to having you in the training!


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

How to Overcome the “I’m not interested” objection

overcoming objections, sales tips, sales training, phone sales, phone scripts, sales scripts, cold calling

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

[Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click Here and use the coupon code: Gitomer]

Here is an example of the kinds of proven scripts and techniques you’ll learn to handle all the selling situations you and your team face:

If, while prospecting, your prospect tells you, “We wouldn’t be interested,” you can more effectively respond with:

“I’m not interested”

Response #1

 “That’s fine _________, and I’m simply calling to update your information for our records. Quick question: Are you still the right contact person who handles ordering the ________ for your company?”

Response #2

 “Oh that’s O.K., I’m not calling to sell you anything today. Just want to make sure you still know we’re here in case you do need something down the road. By the way, do you guys still carry/use/order ________?”

Response #3

 “I get that all the time, and just know that the only reason I’m calling is to introduce myself as your contact should you ever need to check pricing or availability on an item. Quick question: are you still the right contact for _________?”

Response #4

 “No problem _________. I’ll simply email you my contact information in case you ever do need anything, and then I’ll get out of your hair. By the way, would you be the best person to email this to, or is there someone else who is handling ________ now?”

Response #5

 “That’s no problem at all – quick question: is it that you don’t need anything just now, or do you even order/carry/use ________ anymore at all?”

[“We do order, we just don’t need any now”]

“Great.  When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”

Response #6

 “Quick question: Does that mean you’re not interested at this moment, but in a few months things could change, and I should keep in touch?”

“When should I check back with you?”

[If given a date]

“Great.  So I can be more prepared for that, quick question: are you the right contact for this?” (Then add other qualifying questions) 

Response #7

 “If you were to be interested, what is the typical (volume, amount, frequency, etc.) that you normally order/use/need?”

[If they tell you]

“And who do you normally get that from?”

Response #8

 “When was the last time you were interested in something like this?”

Response #9

 “And what would have to change for you to be more open to something like this in the future?”

Response #10

 “Should I lose your number or put you on a 6-month follow up call?” (Say with a BIG smile!)

[If call back in 6 months]

“Great.  What should I keep an eye out for in between then?”

Regardless of your product or service, I’m sure you can adapt one of these 10 proven responses to deal with the “I’m not interested” blow off.

And if you’d like more proven solutions, like this, then use the coupon code Gitomer to save 15% on our AA-ISP Award Winning inside sales training. This code expires on Monday, September 9th.

New online, 7-week training starts Wednesday, September 11th, at 4 pm Eastern.

All courses are recorded and come with all handouts, scripts, and information you need to instantly upgrade your sales skills and sales results.

For companies registering up 5 or more reps, your average investment is less than $399 per rep!

Read more here.

Look forward to having you in the training!


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

Just Email Me Something….

What do you say when you get this objection while prospecting?

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is.

Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?” or “Just send me a brochure,” etc. Then email started and guess what? A new stall was born.

So, what’s the best way of handling it? The first thing you want to do is find out whether it is a blow off (80% of the time it is), or whether your prospect is truly interested in what you have and wants to know just a little bit more before they speak with you.

There is an easy way to find out.

All you have to do is have an email already prepared while you’re prospecting. If someone tells you to email them something, simply ask them what their email address is and the send it! Right then!

Simply say:

“Okay, I’ve just sent it to you. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later.

“Meantime let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

  1. Give you the time to speak further with them. (If not, they weren’t going to open your email anyway, and if they will, then you know there is a legitimate chance they are interested.)
  2. Actually open the email. (This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.)
  3. Blow you off with another objection. (This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!)
  4. Allow you to set a definite follow up appointment. (Which is what you want.)

Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then putting this prospect into your follow up queue.

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. And then watch as more deals roll out of it!


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

Join Our Next Training:

Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program
Training dates: Every Wednesday, from January 8, 2020 to February 19, 2020
Training start time: 2 pm Eastern Standard Time (New York)
Duration: 60-minutes per session (7 sessions total)
Total sessions: 7
Presenter: Mike Brooks, Mr. Inside Sales

REGISTRATION DEADLINE: 1/6/2020


PROVEN SALES TRAINING THAT GETS RESULTS!

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

Four Proven Responses to: “We’re all set”

overcome sales objection. sales scripts,

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”

If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection.

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…”

Now get into your qualifying questions…

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now—I want to give you an option for the next time you’re in need of this. Let me ask you…”

Back to qualifying…

Response Three:

“I understand—I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”

Now re-engage by asking a qualifying question.

Response Four:

“Got it.  Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time – especially asking about time frame, budget, etc.

As with all selling situations, it’s easy to handle objections and stalls if you’re prepared with a good response.


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

Join Our Next Training:

Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program
Training dates: Every Wednesday, from January 8, 2020 to February 19, 2020
Training start time: 2 pm Eastern Standard Time (New York)
Duration: 60-minutes per session (7 sessions total)
Total sessions: 7
Presenter: Mike Brooks, Mr. Inside Sales

REGISTRATION DEADLINE: 1/6/2020


PROVEN SALES TRAINING THAT GETS RESULTS!

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

Overcome ALL Objections with This ONE Question

Want to know a secret about objections? There are really only two types:

  1. Real concerns that need to be addressed, and, once you do, you can then close on, and,
  2. Smokescreen objections hiding something else (like the real reason your prospect isn’t buying).

Now here’s the trouble for many sales reps and teams: The most frequent objections they get are smokescreens and yet they try to overcome them as if they were real objections.

And that never works.

So, the question is: How do you know if you’re dealing with a real objection (one you can actually deal with and have a chance of overcoming), versus a smokescreen objection that you will never be able to overcome? (Unless you find out what is hiding behind it.)

And that’s easy if you use the technique you’ll see in today’s article. Before you read it though, let me quickly remind you what a smokescreen is: It’s when your prospect gives you an objection, like price, when in fact, there is something else holding them back (like they aren’t sold on your solution, or their partner isn’t sold, or they are looking at other options, etc.).

So, the smokescreen is really just a dodge hiding the real objection.

The first step to dealing with a smokescreen is to first figure out that is that you’re dealing with one!

So here is your technique:

Whenever you get an objection—no matter what it is—always say:

“And in addition to that, what else is holding you back today?”

That’s it! Simplicity is always best, and what this technique does is isolate the objection….

Any other answer than, “Nothing really,” means that the objection they just gave was indeed just a smokescreen. And you’ve got to now dig deeper to find out what is really holding them back.

If, however, they say “Nothing,” then you need to have a few proven closes ready to deal with and overcome the objection and “sell” them on your solution.

As with all our techniques, don’t take our word for how effective this is—use it and see for yourself how much further into the sale you get.

If you’d like more tips like these, then visit our blog page.

If someone sent this article to you, then consider subscribing to our blog to get more tips like these.

Happy selling!

How to Overcome the Fear of Cold Calling

Do you struggle with call reluctance when it’s time to cold call?

If you do, then you need to remember a couple of things that will help take the pressure off you, and give you the perspective you need to “smile and dial….”

Closing Sales is Like First and Goal

closing sales, overcoming objections, sales tips,

Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a week ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last scoring drive of the Eagles. How they went for it on 4th down with 56 seconds left—and scored the winning touchdown.

That reminded me of what I was taught when I was new on the phone: that the sale doesn’t start until the fourth or fifth no. My manager used to tell me that it’s a like football:

He said that driving the ball down to the red zone was the same as giving your presentation. And that as soon as you asked for the sale at the end, you were now in the red zone.

He told me that if the client said “no,” then it was up to me to use a close and ask for the sale again. This was like running the first play in the red zone.

If the prospect was still willing to engage with me but still said no, then all that meant was that I didn’t get into the end zone on that play, but I had three more tries. So, I’d read another close and ask for the sale again.

If I got another no, then it was just third down. Time to deliver yet another close and ask for the sale again.

Same thing on fourth down: Run another play and try to get into the endzone.

Same thing in sales: If you’ve received three or four no’s, it’s time to try for it again, to read another close.

Think about the Eagles game. Did they give up after they ran first down and didn’t get into the endzone? Of course not.

What they did was they ran two more plays and then they went for it on fourth down. And they scored and won.

Now a couple of quick lessons:

1) You’re not always going to score on the first or second or even third closing attempt, but you must keep running plays—ask for the sale all four times.

2) Sometimes you get a penalty on the defense and get another set of downs—more times to ask for the sale!

3) Sometimes you can kick a field goal (drop close) and still come away with some points—or a partial sale.

The bottom line is that you don’t give up when the prospect says no—instead, just look at it like a fresh set of downs in the red zone—four new attempts to deliver a close, overcome an objection, and keep asking for the sale.

That’s how I dealt with objections (I kept running plays—using closes), and that’s how I made hundreds of thousands of dollars every year selling over the phone.

And it’s how you will, too, IF you keep closing and running plays in the red zone.

Most Popular Article of the Last Two Years!

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As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy.

Responses that work.

And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily.

I thought you’d benefit from my most popular article I’ve published over the last two years. It’s no surprise it deals with objections you get while prospecting.

Study these and adapt them to your product or service and then use them to overcome the objection: “We’re all set.”

And happy Holidays!

BTW: A variation of this objection is anything along the lines of:

“We are okay with our present system.”

OR

“We’ve already got a company that handles that.”

OR

“We’re fine for right now.”

Here’s how to handle it:

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…” 

Now get into your qualifying questions…

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now—I want to give you an option for the next time you’re in need of this. Let me ask you…”

Back to qualifying…

Response Three:

“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”

Response Four:

“I understand – I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”

Now re-engage by asking a qualifying question.

Response Five:

“Got it. Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time—especially asking about timeframe, budget, etc.

Response Six:

“Understand, and let me ask you: When is your next buying season for this?”

Then keep the conversation going by asking additional qualifying questions.

Response Seven:

“That’s fine; I totally understand. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?” 

And then ask how you can become one of them, what their budget is, who the decision makers are, etc.

Response Eight:

“No problem. What you might find helpful is to know about our special pricing and the additional services we provide. Did you know that….”

Then pitch one or two things you do that others don’t – and use a tie down!

Response Nine:

“I’m glad you said that. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”

Give them a shocking statement about how you’ve just been rated number one, or that you give free delivery, etc. Something that will peak their interest…

Response Ten:

“No problem. Could I be the “next in line” company you call the next time you’re in the market for this?”

If yes,

“Great, let me get your email and send you my info…”

Then:

“And just out ofcuriosity, what would have to change for you to even begin looking at someoneelse?”

Look for an in here…

So there you have it: ten ways of handling this age old blow off.  Just remember, your goal isn’t to try to overcome this—rather, it’s to sidestep this resistance statement and get information you can use to create value and continue the conversation.

Now, it’s not too late to give yourself the best gift you’ll get this holiday season: Over 500 more word-for-word scripts, questions, and phrases that will help you make 2019 your Best Year Yet!

Order Power Phone Scripts here.

Note: There will not be a blog article next week on Christmas Day. Our next blog will come out on Wednesday, January 2nd.

Four Proven Responses to: “We’re all set”

overcome sales objection. sales scripts,

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”

If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection.

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…”

Now get into your qualifying questions…

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now—I want to give you an option for the next time you’re in need of this. Let me ask you…”

Back to qualifying…

Response Three:

“I understand—I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”

Now re-engage by asking a qualifying question.

Response Four:

“Got it.  Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time – especially asking about time frame, budget, etc.

As with all selling situations, it’s easy to handle objections and stalls if you’re prepared with a good response.

If you’d like over 500 more responses to the common objections and stalls you face, then invest in my bestselling book on phone scripts: Power Phone Scripts.

You don’t have to keep struggling!