Script to Deal with the Covid-19 Objection

“We’re just not doing anything until this virus situation is settled…” Sound familiar? It should. You probably get this objection, or some version of it, every day now. And for good reason. We’re all in unchartered territory now. Some of you reading this are working from home—a whole new challenge—some stores and companies are closing […]

On Demand

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free webinar: how to avoid getting screened out! Gatekeepers Best Practices Learn how to get the gatekeeper to put you through over 80% of the time without screening you out! Most sales reps hate prospecting because they don’t know how to effectively deal with the gatekeeper. Do your reps suffer from call reluctance because they […]

The Only Black Friday Sale that Matters

It’s that time of year again–the time when every company has a black Friday sale.   I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered.  It’s my bestselling 5-CD Series: “How to Double Your Income Selling Over the […]

Stop “Following Up,” and Start Closing

How do you open your 2nd or 3rd call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….” OR “I’m just calling to see what you thought about our bid?” OR “I was just seeing if you had time to speak with (your boss, partner, […]

Should You Use: “Is this a good time”—Yes or No?

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for demo call backs), is alive and well—unfortunately. Just last week, I received this email question from a reader: “Hi Mike, question: After I send out information to prospects, and I come […]