Author: mike

Sales Lessons from Google Fiber

by mike

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. AT&T then sent a letter announcing superfast speeds and made an offer for first time subscribers.

And then nothing from them.

Google Fiber did things differently. They also sent out a letter announcing their superfast service, and then two weeks later, they sent out another. And then another.

Three months later, they sent yet out another promotion, this time including coupons for free upgrades and equipment. Then they sent out another one, this time in a neat, glossy package.

Then a Google rep showed up out of the blue, canvassing the neighborhood. I wasn’t home, but he pitched my wife and said he’d come back.

Then Google REALLY started marketing! They sent a whole new promotion with even more coupons and free upgrades. Then they sent three more!

Then they showed up because my neighbor switched to them. I spoke to my neighbor, and they were really happy with the faster Internet.

Finally, I called Google Fiber and the next week they came out and ran cable to the side of my house where my existing Internet enters the home.

I’m now waiting for a tech to come and bring that cable into my house to take advantage of their superfast Internet speeds.

What does this teach us as sales reps? One touch isn’t enough. One voice mail isn’t enough. One email (even if you’ve spoken to someone), isn’t enough.

It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you.

This week ask yourself: Are you following AT&T’s marketing efforts? Or Google Fibers?

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Don’t Be Afraid to Call Back Sooner!

by mike

Happy Halloween, everyone!

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now.

I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

The smart thing to do is to get a specific idea of when your prospects buy and even ask them when their buying schedule is. Try:

“How often do you find yourself needing these?”

OR

“I’m happy to call you back at the end of this week—do you think you’ll have some clarity over your needs by then?”

OR

“I don’t want to bug you, but I do want to be there for you, so would it be best to call you in a week or would two be better?”

OR

“When would be the best time for me to follow up with you?” (And then call them two weeks before whatever date they give you!)

The bottom line is that most sales reps simply don’t have any idea of when they should follow up—because they never ask!

The next time you have someone on the phone, don’t assume a month or two or three is the best time to follow up. Ask them and follow up sooner than are now!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

8 Inspirational Quotes to Enjoy

by mike

Greetings to you on an early fall morning! I hope the changing of the seasons inspires you as much as it does me. 😉

Speaking of inspiration, here are some of my favorite quotes for you to enjoy today:

“If one asks for success and prepares for failure, he will get the situation he has prepared for.” –Florence Shinn

“Forget past mistakes. Forget failures. Forget everything except what you’re going to do now and do it.” –William Durant

“All the mistakes I ever made were when I wanted to say ‘No’ and said ‘Yes’.” — Moss Hart

“Enjoy the little things, for one day you may look back and realize they were the big things.” –Robert Brault

“Reflect upon your present blessings, of which every man has many—not on your past misfortunes, of which all men have some.” –Charles Dickens

“It has been said that our anxiety does not empty tomorrow of its sorrow, but only empties today of its strength.” –Charles Haddon Spurgeon

“Experience is not what happens to a man. It is what a man does with what happens to him.” –Aldous Huxley

“Have courage for the great sorrows of life and patience for the small ones; and when you have a laboriously accomplished your daily task, go to sleep in peace. God is awake.” —Victor Hugo, writer

If you enjoy quotes like these, you’ll be pleased to know that I send out three new ones every Wednesday. You can sign up for free by clicking here.

As some of you know, I’m beginning my new career as a writer. It’s hard work, and I need all the support I can get. If you are interested in being a part of this journey, do sign up above. I’ll keep you in the loop on when my first novel, The Angel, will be published, and you’ll have a chance to join my Street Team of advanced readers and join in other fun events.

If not, that’s perfectly okay. Thanks for all your support in the past, and I wish you much success in your own journey.

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Seriously, This Is How You Leave a Voicemail?

by mike

Actual voicemails I’ve been receiving lately:

“Hi Mike, this is Megan. Can you call me back at (phone number)? Thanks!”

And what do I do with these voicemails?

Delete.

This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling me back!

Doesn’t work.

Here’s what’s better:

First, you have to let the caller know what company you’re calling from and the reason for the call. We’re all too busy to call people back for no reason, and too many of us have called back just to be pitched (poorly, too) by an unprepared sales people.

Use this sample as a template and adjust to your product or service:

“Hi, this is _______ _________ with XYZ company. I’m calling about how you handle your (product/service/process) and have some options to save you (time/money/etc.). When you get a second, give me a quick call back, and I promise I’ll be brief. If we can help you, great, if not, I won’t waste your time. My call back number is (leave number SLOWLY AND REPEAT). Once again, this is (repeat your name), and I look forward to hearing back from you. Thanks!”

Obviously, if you have their email address, you should also email as part of your prospecting cadence. A great subject line would be: “{first name}, just left you a VM.”

Change the above voicemail and adapt it anyway you want; just make sure and script it out and say it confidently & sincerely. You’ll get more call backs this way than by trying to trick people!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Complimentary Sample of The Owner’s Manual To Life

by mike

Hello everyone! Thank you for all the best wishes on my new book, The Owner’s Manual to Life: How to Worry Less & Enjoy Life More. Finding ways to remain calm and collected during our busy jobs in sales is certainly needed!

If you’ve been interested in learning more about the book, I’d like to offer you a complimentary sample. Click Here to download a copy.

I use 100 quotes and write a quick, two-word essay to help you get the most wisdom from each one. You’ll find proven tips, strategies, and other ways to shed stress and be happier. Here are the first fourteen quotes in the book:

#1: Is that a bad thing?

#2: Stop comparing and judging; start identifying and connecting.

#3: “You grow up the day you have your first real laugh at yourself.” —Ethel Barrymore

#4: Trying to meditate is the same thing as meditating.

#5: “Happiness is pretty simple—someone to love, something to do, something to look forward to.” —Rita Mae Brown

#6: Remember: Success is a journey, not a destination.

#7: “Life is half delicious yogurt, half crap, and your job is to keep the plastic spoon in the yogurt.” —Scott Adams

#8: Focus on the twenty-four hours ahead of you.

#9: If you don’t like someone, get to know them better.

#10: “Never hurry, and never worry.” —E. B. White

#11: Switch teams on the debate club.

#12: One sure way to conquer fear: make a decision and take an action.

#13: Write a heartfelt card to someone you care about.

#14: Today is the tomorrow you worried about yesterday.

 If you’re looking for a way to stay centered in your career and in your personal life, this book will help you slow down, be more kind (to others and yourself!) and will offer you ways to capture the peace and contentment you may be looking for.

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

New Book Release Today! Learn “How to Worry Less & Enjoy Life More.”

by mike

I hope you all had a great Labor Day weekend and that you’re charged up for the best time of the year: fall! Starbucks already has pumpkin lattes out, and the stores are already stocking fall items—make me giddy just thinking about it!

As some of you know, today, September 5th, my new book, The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life More has been released! You can order your copy here.

In this book, I’ve collected 100 of my favorite quotes and I write a brief, two-page essay on how to get the most from the wisdom the quotes contain. It’s a quick read, and it’s designed to help you deal with challenges better and to help you live a happier life.

Early reviews are in, including this from Brian Tracy:

“In The Owner’s Manual to Life, Michael Zajaczkowski has compiled 100 of the most important life lessons, and in his unique way makes them accessible and exciting for everyone. This book will truly make you worry less and enjoy life more!”

–Brian Tracy, Author/Speaker/Consultant

And:

“Imagine sitting across from your favorite teacher and asking for their advice on how to live your best life. Their answers—as shared through Michael Zajaczkowski’s stories, lessons, and insights—are in this humorous, delightful, and inspiring collection of essays. The Owner’s Manual to Life is about to become your most dog-eared guidebook.”

—Kathleen Guthrie Woods, creator of 52Nudges and author of The Mother of All Dilemmas

If you’re looking for an inspirational, “feel good” book, this is it! See a sample below and have a wonderful rest of your year!

It’ll never be all right until it’s all right, right now.

Many of us tend to spend a lot of time delaying our happiness. We convince ourselves that we will only be at peace, feel secure, or be truly happy when we finally have enough money in the bank, when we’re finally debt free, when we’ve received the promotion at work, or when we’re retired—that’s when we’ll be able to relax and enjoy things. Or maybe when the kids have moved out, graduated college, and have started a career they like, that’s when we will begin living for ourselves again. As many of us have discovered, though, when those things do come to pass, we find that they either didn’t give us the security or peace we thought they would, or as is often the case, something else has replaced them and off we go chasing that next thing that is sure to give us those feelings of finally feeling all right.

A wise friend and I were talking about this one afternoon, and as I was describing the next set of circumstances I felt sure was going to give me that level of peace and comfort, he said, “Michael, things are good enough for you to feel that sense of peace right now.” He then explained that he, too, used to set conditions on his happiness, and each time he did, he watched those goals get pushed further and further into the future. He said that as he reviewed his past, he saw that happiness and serenity were always available to him; he just couldn’t see it because he was so focused on getting something or achieving something else first. Ultimately, he told me I already had everything I needed to feel secure and happy right here, right now, and that if I couldn’t see that, then chances are I wouldn’t be able to see it in the future either.

Many of us have a similar experience as we rush through life chasing the next thing or condition that we’ve convinced ourselves is a prerequisite for our happiness. As we do, we pass by the moments that are already filled with everything we need to experience those feelings right now. The ability to enjoy the coolness of a fall morning, or the loving hug of a spouse or child, or the abundant material wealth we already possess can give us the feelings of comfort and security we all long for. All these things are here, right now. Unless or until we accept and appreciate them in this very moment, we will continue to delay our joy until that elusive “someday.” Stop right now and look around you. Everything is all right, right now, and that realization is the true start to the peace and happiness you’re looking for elsewhere.

Read more here.

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

How to Establish Rapport In 15 Seconds

by mike

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale.

Given how important this step is, it’s sad to hear so many sales people get it wrong: They either rush into their pitch; talk over prospects; or use other ineffective techniques.

Here’s what not to do:

  1. DON’T open your conversation with, “How are you?”—if you haven’t even introduced yourself! This is a common (and annoying error).
  2. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch.
  3. In fact, DON’T launch into your pitch at all! Instead, see below what to do . . .

What you should do:

  1. Introduce yourself, “Hi, {prospect’s first name}, this is _____ ______ with  ________, how are you doing today?” THEN: Wait for them to respond! If they ask you how you’re doing, respond with, “I’m doing well today, thanks for asking.”
  2. If, after you ask how they’re doing, you hear annoyance in their voice, then always start what you’re going to say next with, “Briefly . . .” You MUST let them know that YOU know they are in a hurry or not happy to receive a sales call. Then…
  3. BE BRIEF! Let them know why you’re calling (in a sentence or two—MAX), and get to a question and let them interact: “Question for you: How do you (or your company) get involved in that?” (Customize this to what you’re selling, i.e., “Use that,” etc.)

If you follow this simple formula, you’ll earn the right to have a conversation, because you won’t sound like all the other salesy people calling and annoying your prospect.  

Try it and see for yourself!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Life Quotes To Enjoy

by mike

Here are some of my favorite life quotes you may enjoy:

“A friendship founded on business is better than a business founded it on friendship.” —John D. Rockefeller 

“To achieve great things, two things are needed: a plan, and not quite enough time.” —Leonard Bernstein 

“We make a living by what we get, but we make a life by what we give.”—Winston Churchill

“Talent is cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work.”—Stephen King

“It’s not the load that breaks you down; it’s the way you carry it.”—Lena Horne

“To attain Knowledge, add things every day. To attain Wisdom, remove things every day.”—Lao Tzu

If you enjoy quotes like these, I send a new one out every Wednesday. You can sign up to receive one on my author’s site. Click here and scroll to the middle and sign up for free.

Have a great week!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Transform your interactions: practice courtesy and kindness

by mike

In today’s world of communicating through texting, memes, and hashtags, we’ve lost the warmth and underlying decency that make our everyday interactions enjoyable and respectful. Though we’re sometimes not aware of our tone and demeanor, other people do feel its impact, and they react to it as well. A few years back, my wife and I were on vacation in Venice, Italy, and we were having trouble navigating our way back to St. Mark’s Square. I was a little harried, and I approached a local who was sitting by a fountain. Abruptly, I asked, “Where is St. Mark’s Square?”

He looked up at me, not smiling, shrugged his shoulders and said, “I don’t know.”

I knew he did, so I said, “Sure you do. How do I get there?”

He paused, stared at me and said, “If you’re going to ask me like that, then I don’t know.”

At this point, I stopped to consider what he meant, and it occurred to me that I was being another rude tourist. In that instant, I knew what was wrong—and I knew how to correct it.

“Let’s start this again, okay?” I then walked away, turned and approached him again. I said, “Good afternoon, how are you?”

His face brightened, and we exchanged pleasantries for a few minutes, and then I asked politely for the directions to St. Mark’s Square. He not only showed me which path to take, but he carefully explained where to turn and what to look for. When he was done, he shook my hand and wished me a good trip.

I still think back to that interaction, and it reminds me of how important it is to greet and treat others the way I’d like to be treated. The easiest way to do this is to remember to be courteous and kind toward others. Throughout my inside sales career, as both a sales rep and as a sales coach, I have always stressed the importance of those two words, “Thank you” and “Please.” Nothing gets you further with a gatekeeper than using those magic words, and being polite and professional always helps you with both prospects and clients. If you want to transform your interactions with other people, and therefore your day-to-day experience, simply consider what other people might be going through and be kind to them. By taking a moment to empathize with them, you’ll be able to brighten someone else’s day—and yours, too.

Note: If you enjoyed this article, then you’ll love my new book: The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life more. You can find it here.

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Sign-Up to Receive Quotes Like These

by mike

Do you enjoy quotes like these?

“Next time someone tells you ‘never,’ remember that means ‘not for at least one hour.’”—Jeffrey Gitomer

“I’ve failed over and over and over again in my life. And that is why I succeed.”

—Michael Jordan

“Talent is cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work.”

—Stephen King

“It takes no more time to see the good side of life than it takes to see the bad.” –-Jimmy Buffet

“Nothing is worth more than this day.”—Goethe

If you do, then you can receive one each Wednesday by signing up here. (Scroll to the middle of the page).

Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too!

Sign up today.

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today