Every Monday morning, Peter King of Sports Illustrated publishes an online
recap of the previous NFL Sunday called, “Monday Morning Quarterback -
MMQ.”  This is required reading if you’re an NFL football fan, and even if
you’re not, it’s entertaining and filled with great insights.
In last week’s edition (10/2/11) I read this brief story in his Travel
Note of [...]

-    By Mike Brooks, www.MrInsideSales.com (Taken from my new book, “The Ultimate Book of Phone Scripts”)
I get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance [...]

Let’s face it – every now and then sales don’t seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what’s important is that we keep [...]

Welcome to the New Year!  So, are you ready to start cold calling, prospecting and reaching out to prospects?  If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.”
Because of the personnel cuts [...]

There are two kinds of sales philosophies out there and while they both accomplish the same thing – closed deals – they go about it in very different ways and with very different consequences to the closer. I’m very familiar with these approaches because I’ve practiced both of them, and in my consulting and [...]

Sounds too good to be true, doesn?t it? Stan Billue, a top telemarketing sales trainer in the late 80?s, claimed that he had a sure fire technique that could double your sales in 90 days if you just followed it. So I did. And it worked!
The technique? Record your calls. Everything that you are [...]

I talk a lot about the techniques that separate the Top 20% of the money earners from the other 80%. As you know, my Ezine is dedicated to providing you, often word for word, with the exact tools, tips and strategies that you can use to become a Top 20% producer. And today I’m going [...]

Of all the brush-offs, ?Just send some information? is one of the most common and deceiving of all. ?But they didn’t say no,? 80% of sales reps will say. ?Maybe after they see my information, they’ll become interested," they think.
Yeah, right. And maybe I’ll buy the winning lottery ticket today.
If your information did [...]

Last week a closer shared this situation with me – she was asking for the order from a prospect when he announced that he had done some research and found that a competitor had a lower price for the same service.
He said that if she could match the price then he would go with her [...]

I get a lot of Ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I?m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers.
I’ve written many feature articles over the years [...]