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 [...]

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 [...]

I don’t know about you, but I’m shocked every time I listen to a voicemail message left for me by sales reps, prospects and even clients. They are filled with ‘um’s’ and ‘ah’s’, they ramble on and on, they leave no compelling reason for me to call back, and they almost always leave their [...]

One of the most common brush-off’s inside sales reps get all day long is the “I’m not interested” response from prospects they are cold calling (or even calling back).  The reason this is so common is because it works!  Most sales reps – 80% — haven’t a clue how to deal with it, and so [...]

So many times our prospects aren’t really interested, but they either don’t know how or won’t come out and tell us.  Instead they will say things like, “Go ahead and send me the (information, brochure, demo) and I’ll take a look.” Or, “Put that quote in writing and send it to me.”

When a Top [...]

I hear over and over again how important the first few seconds of a phone call are to make a connection and grab interest, and my question to you is — are you still opening your calls with the standard, “How are you today?”  If so, then you’ve just turned off about half of your [...]

I get many requests each week from readers who want to know how they should deal with incoming “warm” leads.  “These leads are more qualified because they are calling in,” I hear over and over.  But we all know this isn’t necessarily true is it?  In fact this attitude leads to the biggest mistake 80% [...]

One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
Unfortunately, what many of you have found out is that [...]

I always tell sales reps that your client or prospect has all the answers as to why they will or why they won’t buy, and that it’s your job to find that information out. You do this by asking the right qualifying questions, by layering those questions, by qualifying any red flags you get and [...]

Most sales reps hate getting objections.  Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent.  Sound familiar?
When sales reps ask me how they should handle objections, they are often surprised by my answer.  I tell them they should never answer objections.  When [...]