-    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 [...]

Success in sales, as in all of life, starts by first developing and maintaining an expectant attitude of success. Simply put, all top performers expect that they are going to succeed, and because of this they consistently take the actions that lead them to achieve their goals and become successful.
It is their mental attitudes [...]

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 [...]

You know that saying, ?Practice makes perfect?" Do you think that’s true? IT?S NOT. Practice only makes permanent. Only practice of perfection makes perfect.
This is why 80% of sales reps struggle so much. They have never learned the proper sales skills, or, if they have, they aren’t using them and so day after a day [...]

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 have been consulting with a lot of sales managers and business owners who need and want sales training, but they are concerned that the training might be wasted on some of their sales reps (sometimes as much as one-third of their team) because this portion of the reps are either resistant, or simply unmotivated.
?Why [...]

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 [...]

I’m amazed when I hear sales people and managers tell me how slow summer is for their business.  It’s almost like they’re resigned to the fate of poor summer performance and are already thinking about how to make up their losses in the fall.
Now I understand that many people take vacations in summer – a [...]