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 [...]

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 [...]

In response to last week’s article on ?Just send some information,? someone wrote and asked this: ?Sometimes it takes five to seven ?touches? before someone will buy, and sending information begins that process. How do I strike a balance or know when to just cut bait and not send anything?"
I understand it’s important to [...]

Everyone in sales knows about rejection.  And to 80% of salespeople, this is what they fear the most.  Fear of rejection creates call reluctance; long lunch hours, sick stomachs and can turn a telephone into a 200-pound weight — hard to pick up.
The Top 20%, however, have found a way to avoid being rejected [...]

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, [...]

I don?t have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you that they don?t have the budget, you really believe them, don?t you?
Well not the Top 20%.
Top 20% producers are still making 80% of the sales because [...]

Let?s face it ? we?re all busy. This is especially true if you are cold calling and are lucky enough to actually get a decision maker on the phone. Just like you, they?ll be in the middle of at least three things and be on their way to or from a meeting. Because of this, [...]

I don?t know about you but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, ?Hi is that Mr. Brooks?? to the way they fumble through their scripts, I have them pegged before they get past their first sentence. And like I?m sure it is with you, [...]

For the past 26 years I?ve worked on the phones as a qualifier, broker, sales associate, sales manager, director of sales, V.P. of sales, owner of various inside sales companies, consultant ? you get the idea.
I?ve worked with, monitored and heard thousands of sales reps over the years, and I?ve heard it all ? the [...]