One Key to Combatting Negativity

Good morning everyone!

I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. Check them out on Amazon if you’re interested in learning more.

There was a lot of great stuff in the meeting, and one thing I wanted to share with you all is a way to combat the recurring negativity that silently creeps into our heads every so often. You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like:

“These leads suck . . .”

“I can’t make any real money here . . .”

“I can’t believe this company is asking me to actually show up to an office!”

By the way, this is just some random negativity about work—there’s a ton more around you in regards to relationship(s), your health or body image, your stage in life, etc.

The saying I heard that I loved was this: “Learn to talk to yourself, rather than listen to yourself.”

What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. This might include:

“Everyone has these leads, and I’ve written business from them. I just need to put in a little more effort, and when I do, I’ll find buyers—just like everyone else is!”

“I can make just as much money as I set my mind to.”

“Going into the office has tons of benefits, including feeding off the energy of other reps, having constant access to my manager, etc.”

Bottom line: Don’t wait for your head to feed you with negativity and sit by passively and listen to it. Be proactive and learn to talk to yourself first—and give yourself the peptalk you need to succeed!


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

How to Handle the Email Blow-Off!

What’s the number one blow off prospects use these days? “Can you email that to me?”

If you think about it, that’s the perfect stall. They aren’t saying no, and it implies they might be interested . . . but face it—they rarely are.

Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?”

And you know how that goes: “What email? Can you send it again?”

The solution? Be prepared with a good script and a good strategy.

Try this: Be prepared with an initial email template written in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice.

And then when a prospect blows you off with, “Can you email that to me?” use the following script from my bestselling book: Power Phone Scripts:

“I’d be more than happy to do that—where would you like me to email that?” 

[Take their email down and then email them your information right now.]

“Okay, it’s on the way to you. What I’d like to do right now is take a minute to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it.  Let me ask you:

“How do you get involved in ordering/handling/working with the XYZ?”

OR

“From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?”

OR

“What would you need to see in the information I just sent you for you to become seriously interested in making a change in how you’re handling XYZ now?”  

If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! How great will that be? Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone…

And if you’d like more scripted rebuttals to this and many other objections and selling situations, then pick up a copy of my new, best-selling book on phone scripts. You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting 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

3 Interviewing Mistakes to Avoid!

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it?

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot!

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position.

Mistake Number One: A poorly written resume that shows either gaps between jobs, or worse, lists many jobs where a candidate worked less than 2 years.

Nothing is more of a Red Flag to a potential hiring manager than instability of employment. When we see a candidate has a history of staying at a job for 2 years or less—and we see a string of these jobs, what do you think goes through our minds? Yep: that if we hire that rep, they will be leaving us in under 2 years…

Look over your resume, and make sure and list the companies you worked for that exceeded 2 years. If you have several years where you moved around a lot, simply list: “Speak to me to clarify most recent positions.” This will create intrigue and allow you a chance to explain yourself. (And you’d better have a good explanation!)

Mistake Number Two: Talking past the close. Too many sales reps like to talk . . . and talk . . . What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! The way to correct that is to listen to the question, compose your thoughts, and then give a succinct answer and quit talking. Less is more.

Mistake Number Three: Not doing any research on the company you’re interviewing with, and so not asking any questions about the position or the company. This seems like a no brainer, right? Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for.

The way to fix that—and stand out!—is to spend some time on the company’s website, look at their culture, and have some questions ready that will let the hiring manager know you’ve done some due diligence and are actually interested in getting a job there. This will go a long way to separating you from the other candidates they are interviewing.

Conclusion: The next time you’re looking for a new job, avoid making these 3 interviewing mistakes and give yourself the best chance of landing the job you want!


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

How to Handle, “I Want to Think About It.”

Ah, the amorphous, “I want to think about it . . .”

At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. But they rarely do.

Make no mistake: this is almost always a “no” disguised as a “maybe.” What you need to do is find out what’s behind this objection and whether or not you can compete with what the real objection is.

Here’s what to say:

“Just out of curiosity, how many other offers are you going to be comparing my offer with?”

[“I want to think about it” means they most likely have a better offer somewhere else. You’d better find out what it is.]

OR

“Are you going to be thinking about the price or the (service, offer, product) that I’m offering?”

[Listen here to what they’re really going to think about.]

OR

“To be honest, whenever I say I’m going to think about something, it usually means I’ve already made a decision to go with another option. Be honest with me, is that what’s happening here?”

[If it is, try to get them to elaborate and compare that other offer to yours.]

Questioning this objection is much better than saying, “Okay, when should I call you back,” which is what most sales reps say.

Like my suggestions from the last two weeks, try this the next time you get this objection, and see if you can have an open, honest discussion with your prospect. That’s the only way to win a sale.

If you’ve found these rebuttals helpful, why not invest in a book of hundreds of other proven responses to the objection you or your team faces every day? Click here and get better tomorrow!


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

How to Handle, “Your Price is Too High”

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. In this case, “Your Price is Too High.”

The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! And most do!

Top performing reps, however, know better . . .

They know the “Price is too high” objection is just another smokescreen. And they handle it using any of the following scripted techniques:

“Compared to what?”

[Listen here! Don’t rush in to answer…]

OR

“Besides price, what’s important to you?”

[My personal favorite]

And the old Stan Billue technique that takes courage, patience, and finesse to use (but it’s SO effective—and fun to use!):

“Oh?”

[Then remain completely quiet and let your prospect tell you what the REAL objection is!]

Once again, the price objection/smokescreen is just that: a smokescreen hiding the real objection. Unless you question it and get clarification, your only fallback is to lower your price! And that rarely gets you anywhere.

Try these the next time you get this objection and watch your sales and conversion rate soar!

If you’d like 10 more, proven responses to this objection, click here and invest a few bucks in 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

How to Handle, “We’re Already Working with Someone.”

I don’t know why sales reps still have trouble handing this typical blow off. They know it’s coming; they get it daily or weekly, yet many still struggle to handle it effectively. . . .

The way to not only handle it, but to overcome it is to be prepared in advance with a proven, scripted approach. Like this:

“I’m sure you do, and that’s why I’m calling you today. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?”

[Get buy in here before you continue . . .]

“So let me email you some information so you’ll have it in case you need it. What’s a good email address to send this to?”

[Now take it down, and then move into qualifying!]

“Just so I’m prepared in case you do need another option, what kind of . . . “

Now ask questions, try to engage, and take your prospect as far as they’ll let you!

You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. That’s what most blow offs are!

The next time you get this objection, use the script above and watch how much more effective you become as a sales rep.

If you’d like ten more proven responses to this blow off and hundreds of more scripts, click 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

Overwhelmed With Your Goals? Do This!

Happy New Year!

Overwhelmed by all your “to-do” goals? If so, then take a tip from Brian Tracy and do this:

Make a list of your top ten goals for the year.

Think about what’s most important to you in the different areas of your life and write down ten things.

Next, prioritize that list so that the most important goal is number one.

Then: throw away the other nine goals and make a commitment to making that number one goal a reality in the next twelve months.

And once you’ve made that commitment, ask yourself what one action you can take today, right now, to begin reaching that goal.

When I heard this, my first thought was, “Yeah, but what about the other nine goals?”

He explained that despite our best intentions, most goal setting starts strong, but by March it slows down, and by the summer most—if not all—goals have been abandoned.

That’s why identifying one goal, the most important and most impactful goal, is a better way to go.

Think about how much your life will change (and the lives of your family members) if you reach this number one, most important goal.

If your goal is to become a top producer in your industry and double or triple your income, think about the impact that will have on your family. Think about buying that new home, or providing for your parents, or allowing your wife or spouse to stay home.

If your goal is to finally write that novel, think about how your life will change when you finally accomplish that this year! Think about the weight off your shoulders now that it is a reality rather than just another dream.

If your goal is to lose weight, get in shape, and get off your medication and live a longer, healthier life for yourself and your family, think about the long-term rewards achieving that goal will bring you! (And think of the consequence if you don’t.)

Whether or not you agree with Brian, I’m here to tell you that it’s more impactful for you to hit the most important goal in your life than it is to set ten and not hit any of them…

Ask yourself: how good would it be if you actually reached your most important goal in 2024?


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

Three New Year’s Resolutions for Improved Sales

2024 is just around the corner. What are your plans to make this your best year in sales ever?

Here are three things I did all those years ago that changed my sales career, and my life, forever:

#1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. Listen for three things:

  • What you did well—do more of that!
  • What didn’t go well.
  • Ways you can change what didn’t go well (script out a better response) and then use that on your very next call.

If you follow this simple strategy, you’ll improve every single day. And that will change your career—and your results.

#2) Set a weekly, monthly, quarterly, and yearly goal. Write it down. Begin visualizing how earning all that additional income will impact your—and your family’s—lives. Invest in books/audios/YouTube videos that teach you The Law of Attraction, and begin changing your consciousness.

If you don’t change the inside, then the outside won’t change.

#3) Invest in, study, and use the scripts in this book. When I invested in CDs on better sales techniques years ago, a huge lightbulb came on and my career really took off. Whether it’s my material, or someone else’s, do yourself a favor and study and learn how to get better.

Remember, if nothing changes, then nothing changes.

I hope this has inspired you to invest the time, energy, and a little bit of money into yourself and your career.

Believe me, you’ll forever thank yourself that you did.

All the best for 2024!


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

Avoid this “Ghost” of Christmas Future

Do you remember Dicken’s book, A Christmas Carol?

While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened:

I was on my way to consult with a new client one day when I stopped at Starbucks for a cup of coffee. A city bus pulled up outside and a bunch of people got off.  One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone.

After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?”

“Yes” I said.

“Hey, we used to work together!” he said.

“I remember,” I said. 

He asked me what I was up to these days, and I told him I had become a consultant in inside sales, and that I was off to work with a new client.

I asked him what he was up to and this is when the chill hit me. He said he was starting a new sales job today, and then he rolled his eyes as if to say, “And this one will suck, too.”

We walked out of the store together, and said goodbye and went our separate ways. He went to wait at the next bus bench, and I got into my Mercedes and drove away. 

As I sipped my coffee and listened to the tunes in my plush car, I thought about how different our lives had turned out and wondered what happened to make them so different. As I did, I knew exactly what it was. 

During our time together, the owners of the company brought in a sales trainer, a guy named Stan Billue, to motivate us. Stan spoke to us for an hour about what makes the difference between the top money earners in sales versus all the other sales reps. 

He said that you have a choice to either commit to learning and using proven scripts and sales techniques that would double or triple your income, or you would just keep doing what you were doing (ad-libbing), and then you’d just keep getting what you had been getting. 

Stan said: “If you are willing to do what most sales reps aren’t willing to do, then soon you’ll be able to enjoy the things, the lifestyle, and the future that most sales reps will never be able to enjoy.”

I was sold. This other guy wasn’t. 

I invested in Stan’s training program, “Double Your Income Selling Over the Phone.” I committed to learning, practicing, and doing what he suggested. My sales and income soared. 

The other guy thought what Stan taught was just a bunch of old sales techniques that wouldn’t work for him.

He thought he knew better.

He didn’t believe in using scripts.

“I’ll sound like a telemarkerter,” he said. “I have to go with the flow because each prospect is different,” he persisted.

He didn’t believe in putting in the time, energy, or money to get better.

So he didn’t.

Fast forward to our Starbucks encounter. Over 20 years had passed between that Stan Billue talk, and I realized, that seminar was the moment I made the decision to change my life.

When this guy showed up that day, he was the Ghost of Christmas Past that could have become my Ghost of Christmas Future. 

My life has changed because of my commitment to investing in other sales material, and then learning and using it diligently. My life is infinitely better because I did, and I have no doubt that had I not invested, learned, and used proven selling techniques, it would have been me that was taking a bus to my next, new job.

It sends shivers down my spine just thinking about it.

The moral here is that you, too, can avoid the Ghost of Christmas Past from becoming your future. There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better. Visit my store to get some ideas.

But do something, anything, to avoid this terrible fate. You’ll be awful glad you did!


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

Sales Lessons from Google Fiber

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