-    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 [...]

Someone once said that worrying is praying for things you don’t want to happen.  What a great saying, and, like all sayings, there’s a lot of truth in it.  When you think about it, praying is when you concentrate on one thing and then you meditate or "pray" on it to the exclusion of all [...]

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 [...]

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 [...]

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 [...]

There are all kinds of questions a sales rep can ask — closed-ended, open-ended, directive, etc. — but none are more valuable than the assumption question.
While 80% of your competition use closed ended questions ? ?Are you the decision maker on this?" only the Top 20% use and understand the proper use of the assumptive [...]

A few weeks ago, my neighbor put in a new driveway using beautiful paving stones that dramatically improved the look of his property.
Comparing my old asphalt driveway, I quickly went over to one of the installers and asked for an estimate. ?You have to call our office," he explained as he gave me their business [...]

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 [...]

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, [...]