Are You Still Asking: “Is this a good time”?

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 presentation call backs), is alive and well—unfortunately.

I still receive emails asking me whether to ask this or not. Some swear by it, while others never use it.

So, should you, or shouldn’t you?

I’ve been making calls—both prospecting calls and closing calls—for a long time. In fact, I still make them today. And in my experience (note I said experience, not theory), the answer is clear. What you should do is this:

Never ask if it’s a good time to have a conversation with a prospect or client. Instead, follow this approach:

Always greet your prospect: “Hi {first name}, hope your day is going well….” (or other opening you like).

And then listen carefully not only to how they respond, but, more importantly, to how they respond. Then ask yourself:

“Is this person happy to hear from me?”

“Does this person sound rushed?”

“Do they sound upset that I’ve interrupted them?”

“Are they unhappy they picked up the phone now have to talk to me?”

Or, rather:

“Do they sound relaxed?”

“Are they willing to engage—did they ask me how I’m doing?”

“Is there a smile in their voice?” (Or a frown?)

In other words, rather than ask if you caught them at a good time, listen to their voice and to how they answer the phone to see what their mood is. If you actually listen, you can always tell.

Then, regardless of what they say, acknowledge what you know to be true: they are busy! So let them know you respect their time and open your prospecting calls this way:

“I’m sure you’re busy, so I’ll be brief….”

And then engage quickly and ask them a question as soon as possible so you can give them an opportunity to tell you whether they have the time to speak to you or not.

For presentations where you’ve made an appointment, don’t ask if this is still a good time for them! You’ve made an appointment in advance, and if you’ve truly qualified them, they are expecting your call and should be ready for it.

For these calls, you open this way:

“Hi {first name}, how’s your (Tuesday, etc.) going?”

[Listen here and respond accordingly.]

“Good to hear. Well, {first name}, I’m excited to speak with you today, and I know you’re going to love…”

And then get engage and begin your discovery (second discovery!).

And, as always, don’t take my word for it, try it yourself. Your own experience will verify what I’m telling you.

Happy selling!


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

A Better Way to Follow Up

If you begin your follow up calls like this:

“Hi, I just wanted to see if you read the email I sent you?”

Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls.

Couple of reminders before we begin:

#1: Sales is a set of recurring situations you get into over and over again. If you want to get better at making more sales confidently, then you have to learn better ways of handling those recurring situations (like follow up calls!).

See here for over 500 better ways to handle the situations you run into day after day.

#2: Practice doesn’t make perfect. Oh, I know, you’ve heard it for years, but it’s simply not true. Especially in sales.

Practice only makes permanent.

That’s why many sales reps don’t get better! They encounter the same selling situations over and over again, and they ad-lib and practice poor selling techniques over and over again.

And guess what that results in? Permanently bad responses—like the one above…

Solution? Use this response on your next follow up call and watch your confidence—and results—soar!

“Hi ________, this is ______ _______ with XYZ company again, how have you been?

“Great! It’s good to connect with you again. You may recall we spoke a few weeks ago and you asked me to send you an email about what we offer. I’m sure you’ve read through that, and I was wondering what products in there caught your attention?”

That’s it. Assumptive, on the money, and it leads into your pitch.

If they say, “Ah, I didn’t read it yet…”

You say, “No worries! I’m happy to point out a couple of things to you—can you pull that up? It’ll only take a second…”

You see how this goes.

Point is: follow up calls are a repeatable selling situation. Learn and use a better approach to get better results.

It’s that’s simple.


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 Overcome the Email Stall

What do you say when you get this stall while prospecting?

If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues.

And you know how frustrating that is.

Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?” or “Just send me a brochure,” etc. Then email started and guess what? A new stall was born.

So, what’s the best way of handling it?

The first thing you want to do is find out whether it is a blow off (80% of the time it is), or whether your prospect is truly interested in what you have and wants to know more before they speak with you.

There is an easy way to find out:

Have an email already prepared while you’re prospecting.

If someone tells you to email them something, simply ask them what their email address is and then send it!

Right then!

Simply say:

“Okay, I’ve just sent it to you. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later.

“In the meantime, let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

  1. Give you the time to speak further with them. (If not, they may be busy and that’s OK—schedule a time to speak later that same day!)
  2. Open the email. (This tells you your prospect has time now and has an interest).
  3. Blow you off with another objection. (This is actually great because it tells you that you won’t need to follow up on the email—they weren’t really interested to begin with).
  4. Allow you to set a definite follow up appointment. (Which is fine—and at least you know they got your email! And remember: Go for a time later that same day!)

Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then then begin the cat and mouse game.

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline.

And then watch as more deals roll out of it!


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

One Question to Close More Demos

How many of you hold your breath at the end of your demo?

Wondering if the prospect is sold and/or what they’re going to do next?

If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…

Remember: You can’t close an unqualified lead.

Yet that’s still what many sales reps and teams are trying to do.

Each of your demos (presentations) should begin with a series of brief qualifying questions. And the most important one is:

After you’ve asked the other qualifying questions (for a full treatment of this subject, see my book, Power Phone Scripts), you should end with this question:

“And last question: if, at the end of this presentation, you find that this is the exact solution you are looking for, what would your next steps be?”

Here’s an alternative:

“And the last question, if, at the end of this presentation, you feel this will work perfectly for you, what is your timeline for putting this to work for you?”

Simple, yet powerful question, isn’t it?

And wouldn’t you rather know now rather than wait and worry until the end?

Knowing what your prospect is thinking in advance eliminates the surprise of the inevitable stall at the end, and it also gives you the leverage you need to tailor your presentation, build value, get buy in, and of finding ways of working together sooner.

Try this today and this week during the beginning of your demos and listen to how your prospects respond. You’ll be more in charge, and you’ll become a better closer as a result!


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 Easy Ways to Better Listening

When you open your mouth, you close your ears.

We all know the importance of listening to our prospects and clients, so why are we doing so little of it?

Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference.

But speaking so much just turns people off—and besides, it’s easier to ask a prospect what they want and then to listen as they tell you…

Here are three easy ways to listen—and so learn—what your prospects really want:

#1) Hit your Mute button after you ask a question, or whenever your prospect starts speaking.

No, you don’t have to utter an “uh-huh,” or “right,” to evidence you’re listening. That just distracts them.

Mute, shut up, listen and learn. Try it.

#2) Write down key words or phrases your prospect uses.

Have a pad and pen handy and make it a habit to jot down words or unique phrases your prospects or clients use.

Then feed these back to them.

This practice is perhaps the best way to make you an active listener.

#3) Encourage your prospect and clients to keep talking.

Once a person has stopped talking, use any of the following phrases:

“What else is important to you?”

“Besides that, what else can you think of?”

“Why do you say that?”

“Go on…”

“Oh?”

And then once your prospect/client resumes talking, hit your Mute button and take notes!

Remember, when you open your mouth, you close your ears.

Use these 3 simple methods to close your mouth and open your ears.


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

Special Thanks to my Readers and A Gift For You!

The results are in!

I’d like to thank all my readers and clients who voted for my company, Mr. Inside Sales! We have won the AA-ISP’s prestigious award of:

Top Service Provider of the Year—2020 Award!

This is the fourth year in a row we have been awarded with this valuable award that acknowledges our inside sales training, scripting, and coaching services as being the best of the best!

As a gift to all of my readers, I would like to offer a free download sample of my best-selling book: “Power Phone Scripts.”

This download features Chapter Two on new cold calling and prospects techniques to help you get through to decision makers and build the rapport needed to have conversations and qualify your prospects.

Download it here.

In addition, if you or your team needs help with inside sales training and scripting to help you overcome resistance and sell more in the all-important fourth quarter coming up, then check out our Award Winning On Demand inside sales training webinar series. See it here.

You and your team will learn how to:

  • Get past the gatekeeper
  • Engage decision makers more effectively
  • Stay motivated to make more calls
  • Give more focused and engaging presentations
  • Overcome objections and close more sales faster
  • Schedule meaningful follow up calls
  • And much, much more!

Remember: The better training you get, the better results you get!

So, get training from the Top Service Provider of the Year, and get the results you and your company are looking for.

And thank you for your ongoing support and make sure and download the sample from Power Phone Scripts!


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 Ways to Handle: “I Don’t Have Time for the Presentation”

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following:

This isn’t a good time, OR

I’ve got another meeting in 10 minutes, OR

“How long will this take?” OR

What to do? First, understand what’s happening here:

Remember the law in sales: Leads Never Get Better! 

If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”? 

And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. 

And you can imagine how they are when reps reach them.

So, expect that your leads are going to drop in interest and receptiveness when you call them back, and then be prepared with a best practice approach to handling them. 

Rather than set another time to get back with them—thus letting the prospect off the hook—try the following:

Response #1:

“Sure, I can take as long or little as you need.  Let’s do this: why don’t you tell me the top three things you were hoping to learn about this, and I’ll drill right down and cover those areas for you.  What’s number one for you?”

[This response will get them to reveal what (or how much) interest your prospect really has.]

Response #2:

“No problem. Our presentation is pretty in depth, but I can do this. Go ahead and tell me two things that are absolute deal breakers for you, and I’ll see if we pass the test. And then if we do, we’ll schedule some more time later to go into detail on how the rest works, fair enough?”

[This response is designed to get them to reveal what possible objections they have.]

Response #3:

“In ten minutes, I can show you some things that will help you determine whether or not you’d like to spend more time with me later. In the meantime, let me ask you – what would you need to see the most for this to work for you?”

[This approach cuts to the chase and acts like a mini trial close. Try it: you’ll be surprised by what you hear.]

Bonus #4:

“I understand, we’re all busy. Let me just ask you: has anything changed from when we last spoke?”  (Now REALLY listen…)

[This is the approach to use if you hear in their tone that they have completely lost interest—or won’t set a follow up call with you.]

As you can see, the responses above are all aimed at getting your prospect to reveal to you both their level of interest and what it is going to take to sell them – or whether or not they are still a good prospect for you.

Have some fun with these; customize them to fit your personality or the personality of the person you’re speaking with.

Find your favorites and then, as always, practice, drill and rehearse until they become your automatic response when your prospect tells you they don’t have time for your presentation. 


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

Book Mike Brooks for Your 2021 Virtual Sales Event!

2021 Sales Kickoffs are going to be different this coming January. Many will be held virtually—but that doesn’t mean they can’t still be impactful and motivating.

Especially when you hire Mike Brooks, Mr. Inside Sales to kick off your sales event!

Mike can customize your keynote, breakout, or sales kickoff session and deliver a content rich, motivating message that will launch your team into action in January.

Did you know that Mike was named the 2017 + 2018 + 2019 Service Provider of the Year by the American Association of Inside Sales Professionals? (https://aa-isp.org/annual-awards)

Do you need customized keynotes or breakout sessions on subjects like:

  • Prospecting – Both B2B & B2C
  • Dealing with gatekeepers
  • Overcoming objections and Stalls
  • Virtual Presentation Skills
  • Setting follow-up appointments
  • Motivation and Attitude Adjustment
  • And much more!

Also, Mike is available for:

  • Virtual, customized inside sales training for your team
  • Creating Script Playbooks that will make everyone on your team more effective.
  • One on One coaching for sales leaders and individual producers
  • And, of course, amazing keynotes and breakout sessions!

Want an even more personalized sales conference event? Then purchase a copy of Mike’s latest book: Power Phone Scripts, for each team member, and have Mike sign and mail copies right to your office! This book will give your team even more takeaways and valuable techniques they will use all year long to make more sales!

Either call our office: (919) 267-4202 or email Mike directly: Mike@mrinsidesales.com

P.S.: Reach out now before all Mike’s speaking dates are full!

All the best for 2021!


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

“If You Can’t Measure It, You Can’t Improve It.”

Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management.

He’s credited with perhaps the most fundamental quote in business management, and it’s this:

“If you can’t measure it, you can’t improve it.”

You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management, etc.

Recently, I had a concrete example of just how motivating measuring results can be when I downloaded a fitness app called Pacer. It’s a standard exercise and step counter. Very much like Fitbit, which I never used.

Pacer can track an exercise routine, such as a two or three-mile walk, and/or, it keeps track of all your steps in a day as long as you have the phone in your pocket as you walk around the office or house, etc.

To help motivate you, it has a pre-programed goal of 10,000 steps a day. If you reach that, you’re deemed to be highly active that day. It keeps a weekly total, broken down per day, that can be displayed with a bar graph or many other assorted variations.

What I immediately noticed is that as soon as I began measuring my steps for each day, I had the desire to improve it the next day.

If I reached 10,234 steps on Monday, I wanted to do at least 11,000 steps on Tuesday. And on Wednesday, I wanted to do at least 11,500 steps.

Just the act of measuring my actively level led to me searching for ways to improve it the next day. For example, during the walk I’d always take, I’d look for ways to make it longer—either take the next street, or walk all the greenway, or, finally, make two full loops instead of one!

Sure enough, simply by measuring my daily steps, I’ve improved the number I’m taking now on a daily basis.

And guess what? It’s the same with anything else. If you want to begin saving more money, even $20 or $50 a week, start measuring your savings at the end of each week and each month and each quarter. I guarantee that if you do, you’ll find ways to save an additional $5 or $10 or more each week.

And it’s the same thing with sales activity. Don’t just let your manager or company measure you, set your own sales activities goals and track them daily—or hourly.

This is a technique I still use to increase my output, which, to no surprise, always increases my sales results.

So, ask yourself: Do you have measurable goals for the areas in your life you’d like to improve? If not, then start writing down some measurable goals or activities right now. And then measure your progress each day.

And just like Peter Drucker said, within no time, you’re likely to improve in those areas that you’re measuring.


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

5 Ways to Get a Jump on Fall Production

Let’s face it, 2020 has been a tough year.

First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…

Now that fall is almost upon us, things are still up in the air: are our kids going back to school? Are we going back into the office? Are prospects going to answer their phones?

In a sea of uncertainty, one thing is sure: we still have quotas to reach, bills to pay, and life will go on.

Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come:

1. Don’t give up. Oh, I know, while you may not be able to see your way out of things right now, remember that things will change. More and more companies are opening up; each one of these companies have goals and quotas just like you. They want to—and need to—buy what you are selling. And they will.

So, work on adjusting your attitude and start visualizing the end of this year as much more productive than it’s been. Remember: It all starts with our attitudes.

2. Start with your existing client base. While it may be difficult to reach lots of new clients by phone, you probably do have the phone numbers of your existing clients. Call them this week; reconnect with them. And then ask for referrals.

Any referrals will do: Referrals in other departments of their company, other locations, other contacts they know. And don’t forget to get a handle on their needs this fall. Why not write a pre-order right now?

3. Re-write your email campaign. Many clients I work with are having big success by re-writing and re-organizing a drip email campaign for prospects. Question: When was the last time you rewrote your email campaign?

Start by updating your email message; for instance, change the “I hope you and your family are safe…” Way out dated. Need ideas? See here.

4. Make a production plan. And I don’t mean a “quota” production plan, I mean an activity plan. Do you have a specific goal for number of calls and emails you’re going make and send each and every day? Are you tracking it? Are you reaching it?

Someone once said that if you’re not planning, then you’re planning to fail. It doesn’t matter what your results are in the short term, what matters is your consistent activity level each and every day. If you put in the work—you’ll get results.

5. Put reinforcements in place. Make sure you devise ways of rewarding yourself when you reach your goals. Did you make your production goals today? Reward yourself. Did you reach your quota goal this month? Take yourself and your spouse/family out to a nice (socially distanced) meal.

We all need to take care of ourselves and give ourselves the motivation we need to succeed—especially in this environment. So, think about what you enjoy and reward yourself accordingly.

Practice these strategies this week, and begin looking forward to a happy and accomplished fall and holiday season this year. You deserve it.


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