Do you suffer from call reluctance? No matter how experienced you are – or even how successful you are – picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult.

If you find that your phone has seemed like a 200 lb weight lately – you know, hard to pick up – then follow the 3 suggestions below to get into action again:

#1) Believe it or not, call reluctance often starts the night before – usually Sunday night is the worst. Dread can begin building and by the time Monday comes it’s almost impossible to avoid dumping VM’s, answering emails, organizing leads – anything to avoid making those calls…

The Solution: Set a specific goal for the # of calls you’re going to make each day and then make that your #1 priority for your day. Once you make those calls, you’re free to do all the other things that are important and the pressure will be off you.

Start with a small goal, one you know you can accomplish and then work up from there. Success will build on itself and it will get easier and easier to make calls…

#2) Develop a script you’re comfortable with and then use it on each and every call. Nothing is more demoralizing or frustrating than trying to ad-lib your way through brush off’s, objections and negativity you get day after day. Being prepared with and using a script will give you confidence and help you build rapport quicker.

The Solution: If you want free scripts, then visit my blog. If you want even more word for word scripts, invest in my “Ultimate Book of Phone Scripts”.

#3) Change your expectations. Most sales reps start with the wrong mindset. Because they believe in their products and services, they think that everyone should and would be a deal – if they would only let them pitch them.

The Solution: Reset your expectations. Start by reminding yourself that regardless of how good your product is, you can only sell someone who is interested at that time and willing to listen to you. In other words, you’re only looking for buyers.

Once you adopt that attitude, it will be easy to make calls because when someone says no, you’ll be able to thank them for not wasting your time. You’ll now be able to move on to the next call and next possible buyer.

Bottom line – once you set an achievable call goal, write an effective script, and being calling looking only for the buyers, calling will get much easier.

Mike Brooks, Mr. Inside Sales, if the Best Selling author of “The Real Secrets of the Top 20%” and “The Ultimate Book of Phone Scripts.”  Voted one of the most Influential Inside Sales Professionals two years in a row by The American Association of Inside Sales Professionals, he is recognized as a leader in the industry.  Mike’s core selling skills webinars and onsite sales training programs are packed with proven skills and techniques that make an immediate impact on your bottom line

Mike also works as an executive coach with business owners and sales managers, and does complete phone script development.  To learn more about how Mike can help you and your team succeed, visit: www.MrInsideSales.com

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more.

First, let’s talk about what NOT to do:

1)      First of all, you absolutely have to ask for the up sell in order to get it.  I know that sounds like a “duh!” comment, but take it from me – out of the thousands of sales reps I listen to each year, a very small percentage actually do.

2)      Ask for the up sell as an afterthought.   As you’ll see, timing is everything with the up sell.  Don’t wait until the very end of the sale to suggest one.  You have to make it part of your original product offering as you’ll see.

3)      Ad lib it.  You absolutely have to be prepared, polished and assumptive when asking for the up sell.  Again, this is where many sales reps fall short as you’ll see…

OK.  And now here are the 3 rules for successful up sells:

1)      The first thing you need to do is know exactly what up sell item or service you’re going to sell with what product.  If you sell many different types of products or services, then you may have a pair them in advance and be ready to offer the product that most likely fits or goes with what it is you’re selling.

Take some time this week and map out exactly what specific product or service you’re going to up sell with which product you’re selling.  And then stick to that and pitch that over and over again.

Case Study: I consulted with a blood plasma company once that sold everything from blood plasma, to flu shots, to disposable supplies.  There was a lot to choose from in terms of up sell.  We hired a new rep and he quickly became the number one producer because he decided to up sell the same bottles of blood plasma whenever someone bought blood plasma.  In other words, he didn’t try to them sell them gloves or needles.  Here’s how it went for him:

If the client bought two bottles, he would always say, “That’s great.  You know, we happen to have two more bottles of that left with the same expiration date.  They come in a case of four – would you like me to just send you our last four bottles?”

Over 60% of the time they would!

2)      And that leads me to rule #2: Be prepared with a scripted approach.  The up sell is one of the easiest and most important parts of your presentation to script out.  So many sales reps (like 80% of them), ad lib the up sell (whenever they think about it at all), and often aren’t convincing nor persuasive.

But the top reps have taken the time to script out the most compelling up sell pitch they can, and then they deliver it with confidence and in an assumptive manner.  This makes a huge difference.  Here are some great ways to start your up sell script:

“________, I’ll tell you what many of my clients are also taking advantage of….”

“That’s a great choice.  And did you know we’re running a special offer on two or more cases?  Yes, you can get free (shipping, package of wipes, promotional posters, etc…)…”

“_________while that policy is perfect for you, the smart way to go is to increase your coverage to 2 million dollars for just a $100 more a year.  That would be your best move on this….”

3)      The third rule is that timing is everything!  The best time to suggest the up sell is right after your prospect or client has said yes to an order.  Don’t talk past the close, don’t go over any other details, just go right into your up sell pitch.

The reason for this is that your client is in the “buying zone” at that moment and that is when you make your up sell offer.  Don’t worry, they won’t cancel their first order – that’s in the bag.  What you want to do now is suggest an up sell (that you’ve scripted out and that is compelling) at this exact moment and then hit your mute button and listen.

There you have it.  The three rules to effective up sells.  Try them today and watch your sales – and your confidence – soar!

3 Rules for Successful Up Sells

By Mike Brooks, www.MrInsideSales.com

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you can instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more.

First, let’s talk about what NOT to do:

1)  First of all, you absolutely have to ask for the up sell in order to get it. I know that sounds like a “duh!” comment, but take it from me – out of the thousands of sales reps I listen to each year, a very small percentage actually do.

2)  Ask for the up sell as an afterthought. As you’ll see, timing is everything with the up sell. Don’t wait until the very end of the sale to suggest one. You have to make it part of your original product offering as you’ll see.

3)  Ad lib it. You absolutely have to be prepared, polished and assumptive when asking for the up sell. Again, this is where many sales reps fall short as you’ll see…

OK. And now here are the 3 rules for successful up sells:

1)  The first thing you need to do is know exactly what up sell item or service you’re going to sell with what product. If you sell many different types of products or services, then you should pair them in advance and be ready to offer the product that most likely fits or goes with what it is you’re selling at the time.

Take some time this week and map out exactly what specific product or service you’re going to up sell with which product you’re selling. And then stick to that and pitch that over and over again.

Case Study:  I consulted with a blood plasma company that sold everything from blood plasma, to flu shots, to disposable supplies. There was a lot to choose from in terms of up sell.

We hired a new rep and he quickly became the number one producer because he decided to up sell the same bottles of blood plasma whenever someone bought blood plasma. In other words, he didn’t try to sell them gloves or needles. Here’s how it went for him:

If the client bought two bottles, he would always say, “That’s great. You know, we happen to have two more bottles left with the same expiration date. They come in a case of four – would you like me to just send you our last four bottles?”

Over 60% of the time customers said yes!

2)  And that leads me to rule #2: Be prepared with a scripted approach. The up sell is one of the easiest and most important parts of your presentation to script out. So many sales reps (like 80% of them), ad lib the up sell (whenever they think about it at all), and because of that they aren’t very convincing nor are they persuasive.

But the top reps have taken the time to script out the most compelling up sell pitch they can, and then they deliver it with confidence and in an assumptive manner. This makes a huge difference. Here are some great ways to start your up sell script:

“________, I’ll tell you what many of my clients are also taking advantage of….”

“That’s a great choice. And did you know we’re running a special offer on two or more cases? Yes, you can get free (shipping, package of wipes, promotional posters, etc…)…”

“_________while that policy is perfect for you, the smart way to go is to increase your coverage to 2 million dollars for just a $100 more a year. That would be your best move on this….”

3)  The third rule is that timing is everything! The best time to suggest the up sell is right after your prospect or client has said yes to an order. Don’t talk past the close, don’t go over any other details, just go right into your up sell pitch.

The reason for this is that your client is in the “buying zone” at that moment and that is when you should make your up sell offer. Don’t worry, they won’t cancel their first order – that’s already a done deal. What you want to do now is suggest an up sell (that you’ve scripted out and that is compelling) at this exact moment and then hit your mute button and listen.

There you have it. The three rules to effective up sells. Try them today and watch your sales – and your confidence – soar!

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit:  http://www.mrinsidesales.com/booklaunch.htm and get over $400 of FREE Sales Bonuses by Jeffrey Gitomer, Tom Hopkins and more!!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

This saying really resonated with me the first time I heard it. At that time I was selling over the phone, and I knew all about being driven by fear. I was afraid that if I didn’t make quota I would be fired. I was afraid that if I didn’t close any business before the end of the month I wouldn’t be able to afford my rent. I was afraid to cold call because no one seemed interested in what I was selling.

It was this fear that pushed me to show up. It was there in the morning when I awoke. As I laid there it overwhelmed me and pushed me out of bed. When I got to the office, and after I had procrastinated most of the morning away, it was there to push me to make cold calls. Later in the day it was there to push me to make closing calls. All day long (and the days turned into weeks and months) my fear of economic insecurity, of having made the wrong choices in my life, of what my future would be like, pushed me through my life as a salesman.

As I looked around my office I’d wonder what I was doing wrong and why others in my office looked and acted more confident and happy. The top producers driving the new cars and moving into their new homes didn’t look like they had much fear. The two bosses who owned the company didn’t look like they had the fear I had. In fact other producers who seemed to be trying hard and actually looked like they enjoyed the challenge and their successes didn’t seem to have the fear I did.

What was wrong, I wondered?

And then I heard the statement, “Fear pushes, Vision Pulls”. Someone asked me what my goals for the rest of the year were, and I couldn’t tell her. She asked me what got me excited in the morning, and I had to admit there wasn’t much. She asked me what I was looking forward to accomplishing in the coming years, and I didn’t have an answer. She asked me if I had specific goals in each area of my life that I could actually believe in, and I told her I didn’t. And that’s when she explained about the importance of having a vision for my life.

She told me that before I could have a dream come true I first had to have a dream. She explained that developing and having a vision that I could believe in was what made the tough times easier to bear and it made the good times more rewarding. She told me that it was easy to develop a vision and once I really believed that it could come true that it was then destined to manifest itself in my life.

After doing a lot of work with goal setting, affirmation setting, visualization and imprinting my goals into my subconscious, my visions did come true. Books like “The Secret” and “Beyond Positive Thinking” and “The Sermon on the Mount” helped me change my life and my thoughts, and I highly recommend books like these if you’d like to learn techniques and methods to help you manifest your dreams as well.

Over the years, though, what I’ve found to be important is that if I don’t keep painting a vision for my life then fear quickly sneaks back in to push me to take action again. While it works for a bit, it’s highly inefficient and it’s uncomfortable for me and for all those around me. When I’m driven by fear, my life quickly becomes unmanageable and I start asking myself all the old questions again. When that happens I know it’s time to create a new vision for my life.

What I’m doing right now is setting a two year vision for my life and just thinking about it has already rekindled the enthusiasm and spirit that were briefly missing over the last two months. Just mentioning this to my wife has invigorated her as well. Separately and then together, we are mapping out what the various areas of our lives are going to be like by the end of December 2013. We picked that date because it gave us enough time to get everything done and having that time is important to allow us to buy into and believe that it’s possible. That’s one of the keys manifesting.

The other key that has me so excited about the vision I’m creating is that it is balanced and includes all areas of my life – not just my business. I’m setting specific goals in terms of:

Health and fitness

Finances

Creative (in terms of books to write and publish)

Travel and fun!  There are trips to Europe, NFL football games, fall color tours and more

The vision includes daily, weekly, and monthly benchmarks, as well

And through it all I’m staying focused on exactly how I will feel when I’ve accomplished it all. I’ll tell you, I get excited just writing about it right now! I can’t wait to get on the phone! Over the last week I’ve woken up with a new energy and it’s the power of being pulled forward by vision.

If you’ve found yourself in a slump lately, or if you’ve detected some of the old fear creeping back into your life, then I encourage you to sit down over the upcoming holiday and write out some specific goals and to turn those goals into your vision. Read some of the books that inspire you to create the life you know you were meant to live, and share it with those who love you and whose lives will benefit from the dynamic and exciting vision you can create.

I guarantee you’ll feel better when you stop being pushed by fear and start being pulled by your vision…

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit:  http://www.mrinsidesales.com/booklaunch.htm and get over $400 of FREE Sales Bonuses by Jeffrey Gitomer, Tom Hopkins and more!!

Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

Years ago I discovered a secret that has enabled me to create so much happiness and success, and the amazing thing about this secret is that it’s the exact opposite of what I had always been taught. You see, I was always told that if I wanted to BE happy or successful, then I had to Do things first that would enable me to HAVE something and then I would BE happy.

So I went about DOING a lot of the things people said I had to DO to be successful. For example when I wanted to become a Top 20% producer, my manager told me that I needed to cold call a lot, that I needed to give a lot of presentations, and that I need work harder, smarter, etc… So I did. But I didn’t become a top producer!

The reason was that the image I held in my mind was that of a bottom 80% producer who was trying to Do the things so I could HAVE the things I thought I needed to BE successful. And that image of me trying to struggle to become something I wasn’t (and that I didn’t see myself as) was the reason I wasn’t making much progress.

It was my self-image of not already BEING something (successful) that kept me from DOING the right things to BE successful. You see, I was still a pretender trying to be something that I didn’t believe I was. So I kept adlibbing it through my sales process, still wasn’t using proven techniques, and I still sent out unqualified leads, etc. So no matter how much more I DID, I remained a struggling rep still trying to get the things (to HAVE them) so I could BE successful.

It didn’t work.

And then I learned the secret. It was simple and made perfect sense, but it wasn’t that easy to do in the beginning. What I learned is that the image I have of myself, my self image or picture that I hold of myself, is what drives and ultimately determines all levels of success and happiness. And my number one priority was to first SEE myself as successful, in other words to BE successful in my thoughts and consciousness FIRST, and then I would Do (take the right actions) and HAVE success.

I learned that the way the world really works is opposite of the way I had been taught. All manifestation and results work like this: You first have to BE something in your mind (really feel it and believe you already have it) and then you imagine to HAVE the things you want and then it will be like you to automatically DO the things you need to do to get them.

And here’s how I now practice this “law of manifestation”:

1) First I identify exactly what I will feel like when I accomplish any goal I have. Exactly what it will mean to me to BE in that state of accomplishment and feeling. If my goal is to achieve a certain level of production and income, I then capture all the feelings and describe all the things I will have now that I’ve accomplished the goal. I do this in intimate and elaborate detail…

2) Then I write up an affirmation card that includes a paragraph that reinforces exactly how I’m feeling and what it’s like to BE at that level of accomplishment. I read and visualize that affirmation and imprint those feelings into my subconscious mind so that I can BE that in my mind’s eye. After a few weeks of BEING this in my mind, my self-image is changed and I have changed the picture of myself at my deepest BEING level.

3) All while this is happening, I watch myself as I begin making better decisions and as I begin getting (HAVING) different, more successful results in my life. And all this leads to me DOING things differently that support and reinforce and bring into reality the image that I now have in my mind (of how I am BEING).

The way this breaks down is that if my goal is to make more money in a month, I visualize what I feel like now that I’ve accomplished this, and then I watch as I naturally take better actions, and watch as more people, situations, and deals come into my life. I know this might sound magical and, well, it is. But it works…

If you find that you are struggling to achieve a certain result – whether it’s earn more money, get in better shape, improve a relationship, etc., then before you wait to be successful at it, why not start with the end result first? Try BEING the thing or state you are trying to accomplish first, and watch as what you HAVE begins to change and the things you begin DOING change to support that new image.

It’s how all long lasting change takes place, and it’s a lot easier than going about it the old way you may have been taught, too.

If you found this article helpful, then you will love Mike’s bestselling book on what it takes to become a Top 20% producer: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey Gitomer!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Years ago I was taught a tool that helps me whenever business or life isn’t going my way. While this is a seemingly simple tool, you shouldn’t underestimate the power in it. You can use it anywhere and at anytime, and it will always work to restore your attitude and your perspective. It has the uncanny power to improve your mood and your outlook. And it always helps you generate the positive results you’re trying to achieve.

Here’s how it works:

Whenever you’re in fear (any kind of fear – financial, emotional, professional, etc.), all you have to do is make a list of 25 things you’re grateful for. I like to use a notebook myself, but I suppose a computer or smart phone would do. The point is to write down 25 things you are grateful for today.

Your gratitude list can contain many different kinds of items. Here are some of the things you may be grateful for:

Having a loving family

Having a job

Making money yesterday or last month

Having your health

Having access to fresh water

Being in a position to help others through your work

Going on a vacation or just coming back from one

Being able to spend time with your kids

Having your kids be healthy

Your ability to enjoy a good meal today

Your ability to be able to afford a meal today

Working for a company that creates or sells a great product that helps so many people

Being able to walk without pain

Being able to sleep without pain

Having a home to go to

Having access to all the technology we have

Knowing that the NFL finally starts in a month!

Having faith in God

Being blessed with good friends

Living in a country where you can do and become anything you want

Having options to completely change your life

Having access to great books, CD’s and other material to help you accomplish your goals

Having money in the bank today

Being able to read

Being free to act, think and do as you please

And so many more things.  I’m sure you could add some really great things to be grateful for in your life, couldn’t you?

Why it works:

I love writing a gratitude list whenever I’m in fear about business or money.  You see, because I’m in sales I sometimes forget that I’m not here for me and for what I can get out of it.  Rather, I’m here to offer solutions that help other sales reps and companies do their jobs better and make more money.

When things slow down and I get into fear, I can get self-centered and focus on myself.  When that happens things never go well.  It becomes hard to make calls and take action when I’m only thinking about myself and what I don’t have.

But as soon as I write a Gratitude List, something magical happens.  Suddenly I remember how full my life already is and my perspective changes.  In just a few minutes I transform my perspective, and I remember what I’m here for –  to add value to your life.

Once I’ve completed my Gratitude List, it’s easy for me to take the actions that generate business and abundance in my life – because now I’m thinking about you and how I can help you.  It’s that attitude that gives me the energy to keep prospecting.  And it’s that attitude that opens up conversations because people can sense when you’re being genuine and want to help.

Hey, sales – and life – isn’t always going to go your way.  But when you can stop and appreciate how incredibly fortunate and blessed you already are, and get restored to what your true purpose is, you’ll find that today it’s easy and even enjoyable to take the actions you need to take to help others accomplish their goals.

And when you can help enough people accomplish their goals, you’ll always exceed yours.  So the next time you’re struggling or just not feeling it, do what I do:  Write a Gratitude List.  You’ll be grateful you did.

If you found this article helpful, then you will love Mike’s bestselling book on what it takes to become a Top 20% producer: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey Gitomer!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

If you’re in inside sales management, then you know all about metrics.  In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.  They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what their conversion rate is, and on and on.

When they ask me what I think, I tell them I think they’re measuring the wrong things.  Now don’t get me wrong – those things are important and they should be monitored.  The problem though is that those metrics are not what drive sales.

You see, it isn’t the activity around the sale that’s important (and that everyone measures), but rather, it’s the activity during the sale that matters.

In other words, as a manager you need to know exactly what and how your reps are responding and dealing with their prospects and clients while the sale is going on.

There are two times to monitor and coach this:

1)      You can either monitor your reps while they’re actually on the phone with a prospect or client, or:

2)      You can record the call and spend time reviewing and coaching your rep as you go over their performance.

Both of these methods will give you the most important information of all: Are your reps using the best practice approaches to successfully handle the sales situations they run into 80% of the time when trying to sell your product or service?

You see, if your reps either don’t know how to best handle these sales situations, or if they simply aren’t using effective techniques and skills, or worse, if they just don’t have the talent or willingness to consistently use proven best practices, then it doesn’t matter how much time they spend on calls, or how many calls they make or how many leads they get out.

Again, it’s how they perform during a sales call that matters most.  And your number one goal as a manager is to know how each of your reps perform while in the sale, and then to teach them the most effective, best practice techniques to win more sales.

Once you’ve given your team the skills and techniques to succeed in your selling environment, and you’ve trained them thoroughly on them, then managing simply becomes a job of coaching adherence to these best practices (see numbers one and two above).

Again, it isn’t the activity around the sale that’s important, but rather, it’s the activity during the sale that matters.

Best Way to Handle the “Email me your information” Blow off

How do you currently handle the brush off, “Just email me – or send – me your information”?  Believe it or not, about 80% of sales teams I speak with actually shoot off an email, schedule a follow up call, put the company in their pipeline and then begin the frustrating process of chasing unqualified leads.

If you’re doing this as well, then I don’t have to tell you what it’s like trying to get back to these leads.  Want a better way?

I was having a conversation with a director of sales the other day, Kevin Gaither, and he told me that his team has come up with a great response that helps them qualify past this blow off objection.  Here’s what they say:

“I’d be happy to email you our information.  (Prospect’s name) I have a 64 page PDF file that I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part that you’d be most interested in?”

Brilliant response, huh?  Now I can already hear some of you – “But I don’t have a 64-page PDF….”  Well, how about adjusting this response to what you DO have?  How about:

““I’d be happy to email you our information.  (Prospect’s name) I have a variety of brochures/price lists/product catalogues/programs I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part/the specific information/the right price list that you’d be most interested in?”

What I like about this response is it immediately calls their bluff.  If they are just trying to blow you off, then they will not cooperate here and will tell you again to just email your information – which you won’t do.  It’s better to set another time for the call (for when they do have 5 minutes to discuss this with you).

On the other hand, if they are even slightly real, then they will allow you to ask a couple of qualifying questions and you’ll be able to see if they would be a right fit for your product or service.  Either way, you win.

If you found this article helpful, then you’ll love my NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit: http://mrinsidesales.com/booklaunch.htm to find out why Brian Tracy and Tom Hopkins call this the best book on inside sales available today!

I don’t know about you, but two days before July the 4^th business slowed down and then after the holiday, it seemed to stop!  We do have business, of course – very much like you – but the pace of business, the new leads and the urgency of the first half of the year seem gone…

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 time table, 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…

2)      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?   Set yourself to work with them when they’ll be ready…

3)      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.  Just use this number to try this system out for free: 83661

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.

4)      Make goals for September through December and develop a plan of action to accomplish them.  Develop an affirmation card and goal sheet of what you’re going to earn, what it’s going to feel like over the holidays to have accomplished it 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…

5)      Feed your mind a positive diet.  This is the time to feed your mind every single day (and many times in 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 Labor Day.  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…

If you found this article helpful, then you will love Mike’s bestselling book on what it takes to become a Top 20% producer: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  (Recommended by Jeffrey Gitomer!)  Get a Special Offer and read about it by clicking here: http://www.mrinsidesales.com/secrets_and_CD.htm

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE Ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

Want to know a little secret?  One of the most powerful techniques you can use to ensure your immediate and continued success is to stay focused on what you want – and all aspects of that – and not to give in to worry, doubt, or to the temporary circumstances that might be happening right now in your life.  I know this sounds simple, but most people find it extremely hard to put into practice.

To start with, while everyone understands the importance of goal setting, and many of you may even have goals now, what usually happens after the excitement wears off is that reality settles in.  You may have a goal to earn a certain amount of money, or drive a different type of car, etc, but after you receive a few checks that seem to be about the same, or after you get back into your old car for a few months, have you ever found that you forget about your goal and just start accepting that things are probably going to remain the same?

Or have you ever attended a motivational seminar or read a motivational book and been fired up for a while?  Have you even taken some of the advice and written down your new goals or even taken some action on trying a new marketing plan or diet?  If you have, then you’ve probably experienced the kind of let down that comes from not making progress fast enough and of laying in bed at night worrying about your income or about your future.

In fact, let me ask you right now: “How much of your thinking is about what you don’t want to have happen or about what might happen if something you’re trying to accomplish doesn’t work out?”

The answer to that one question will always determine your ultimate success.  You see, the secret to all success is to be able to stay focused on exactly what you want regardless of how long it takes, or what else is currently happening, or what temporary obstacles might be in your way.  It is this single ability to stay focused, committed and always trained on the end result you want – no matter what – that will enable you to ultimately achieve any goal you can set.

So how do you stay focused on what it is you want when so much seems to be to the contrary, or your mind constantly says, “Yes, but….”?  Here are some tips that help me, and they might help you as well.

I remember when I wanted to upgrade my Nissan Hatchback to a Mercedes.  Well, at first I couldn’t afford the down payment, didn’t know how I was going to make the monthly payments, insurance, etc.  Instead of trying to figure all that out, I started with the thought, “If other reps in the office drive nice cars and they seem to be able to write enough business to afford them, why not me?”

That basic belief was the core driving thought that I always went back to when I had a bad sales day, or week.  Whenever my mind started to go negative on me with the, “Who are you kidding?  You a Mercedes?”  And so forth, I would always reaffirm what I could believe in – “If others could do it, I could do it too!”

After that, I strengthened my vision by going to a Mercedes dealership and test driving the car I wanted; I had the sales rep at the dealership take pictures of me next to my ideal car (in fact you can see that exact picture by clicking here and scrolling down a bit), and I brought all the brochures home that I could and kept them on my desk and looked at them often.  And then I wrote up an affirmation card and spent three to five times a day slowly visualizing how I felt now that I owned that car.

That combination – always combating any negative thoughts with a thought I could believe in – “If others could do it, I could as well” – along with constantly feeding myself the feelings of having accomplished my goal, enabled me to stay focused on what I wanted, rather than on what I didn’t have.

The result?  Four months after writing up my affirmation card and making the commitment to own the car of my dreams, I went back to the same dealership and bought the exact car I had been visualizing about.  You see, the manager drove that car and it was still available when I was ready to buy.  Coincidence?  I don’t think so!

So my question to you is this: What do you want, and what belief can you buy into that can become your default belief that will counteract any negative thinking?  And then what kinds of reinforcement tools can you surround yourself with that will keep you dreaming about how you’ll feel once you attain your goal?  These, coupled with an affirmation statement that you visualize several times a day, will keep you focused on what you want.

And once you do that, your goal will always become a reality…

I get emails all the time and it’s great because I get real insight into what reps face day in and day out – and how they are dealing with it.  The email below is a perfect example of this.  I’m sure this rep isn’t alone in facing this kind of selling situation.  Read his email below and ask yourself how you handle it when a prospect asks you for your price:

Hello Mike,

I’ve listened to your CD set many times. You opened my eyes to disqualifying prospects. You’re right, “You can’t close unqualified leads.”

I sell life insurance and on occasion I will have someone ask me, “How much would an insurance policy cost me say for $25,000?” If I just tell them how much it costs then I usually lose the sale and it ends there.

After listening to your CD’s I think I shouldn’t be giving out the price. What would you say if someone asked you this question?

Thank you Mike

Rino R.

Canada

Rino, that’s a great question, and you’re right – you shouldn’t just give a price.  If you do, you’re giving away all control and leverage of the sale.  Here’s what you should do instead.  Just say,

“It depends.”

After that, it’s your turn to qualify and then decide, based on their answers, whether to give out a price or not.  You may want to follow that up with questions like:

“When are you looking to put a policy like this into effect?”

“Would you want to combine this with another policy?”

“How about your wife?  Does she have a policy?”

“What have you been quoted on this kind of a policy in the past?”

“Why didn’t you go with it?”

“What are you waiting for?”

“What is your price range on this?”

“What is your budget?”

“If I could get you a price that would fit your budget today, is this something you’d seriously like me to pursue for you?”

You get the idea.  Before you give your price, you must qualify for interest.

Now, if your prospect is just shopping and you get the feeling he/she isn’t serious about it now, then after you ask these questions and determine they aren’t ready, then instead of giving a price you should say:

“Well, as I said, it really depends on when you’re ready to buy the policy.  I’d give you a range of anywhere from $75 – $100 per month.  Tell you what, when you’re ready to look at some definite numbers, could I be the first person you call?”

And then get their contact info, any other buying information, and move on…

That’s the way to handle any inquiry into the price of your product or service.

Thanks, Rino, for your email and all the best!

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Do you have an underperforming inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com