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 [...]

Would you finally like to know exactly what to say in any selling situation when you call prospects and clients? Well now you can?
My new book, ?The Ultimate Book of Phone Scripts,?  has over 220 word for word, proven scripts to help you deal with all the blow offs, put offs and objections you get [...]

If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you’re like many of the sales managers and owners I work with, then I know you’re being pulled in many different directions. You’re busy; [...]

Many sales reps send me emails asking the same thing, “How can I sell against my competition and win the deal?” They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and [...]

First, I’d like to thank you all for your Ezine topic requests. I do my best to answer them, and generally I look for multiple requests on the same subject. And there are a lot of them because let’s face it ? we?re all struggling with the same objections though in different forms.
For example, one [...]

Whenever the subject of scripts comes up, people usually have definite opinions – they either love them or hate them.
Those who wouldn’t be caught dead using scripts like to point to those pesky telemarketers will call at night that sound stilted and computer like. ?I hang right up on them,? they say. ?I’d never read [...]

You’ve all heard the expression that people buy from people they like, know and trust, right? When selling over the phone, the way we establish this is by building rapport.
And just because you can’t see your prospect doesn’t mean this is difficult to do — if you know how.
Use these three techniques to create ease, [...]

What?s one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don?t work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker.
All this does is identify them as another pesky sales [...]

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her the price options and then closed on dates.
And that?s when I got the old stall, ?Well, [...]

If you?re in a selling situation where you get to call back leads that have expressed an interest in your product or service, then consider yourself lucky. Whether they come from traditional advertising sources or from the internet, inbound leads save you the time, effort ? and often the terror! ? of cold calling. While [...]