Author: mike

A Bit of Wisdom for You for the New Year

by mike

One of my favorite essays by the master of motivation, Emmet Fox:

Take It Easy
By Emmet Fox, Find and Use Your Inner Power

Don’t hurry. You are going to live forever—somewhere. In fact, you are in eternity now; so why rush?

Don’t worry. What will this thing matter in twenty years’ time? You belong to God, and God is Love; so why fret?

Don’t condemn. As you cannot get under the other fellow’s skin, you cannot possibly know what difficulties he has had to meet—how much temptation, or misunderstanding, or stupidity within himself he has had to overcome. You are not perfect yourself and might be much worse in his shoes. Judge not!

Don’t resent. If wrong has been done, the Great Law will surely take care of it. Rise up in consciousness and set both yourself and the delinquent free. Forgiveness is the strongest medicine.

Don’t grumble. Consume your own smoke. Your own concept is what you see; so treat and change that.

Don’t grab. You cannot hold what does not belong to you by right of consciousness anyway. Grabbing postposes your good.

Don’t shove. You are always in your right place at the moment. If you don’t like it, change it scientifically by rising in consciousness. This will be permanent.

Happy New Year, 2015, everyone!

How to Get into the Holiday Spirit

by mike

This is going to be a short article because I’ve found there is an easy and sure way to develop a positive and giving attitude. I call it, “Get into gratitude.” If you will just take 10 minutes to follow this suggestion, then regardless of how you feel about the holidays, a transformation will take place for you. After you complete a gratitude list, you will find yourself in the holiday spirit.

Here’s how it works:

Whenever you’re not feeling particularly in the holiday mood, or if you’re in fear (any kind of fear – financial, emotional, professional, etc.), all you have to do is make a list of 25 things you’re grateful for. I like to use a notebook myself, but I suppose a computer or smart phone would do. The point is to write down 25 things you are grateful for today.

Your gratitude list can contain many different kinds of items. Here are some of the things you may be grateful for:

Having a loving family
Having a job
Making money yesterday or last month
Having your health
Having access to fresh water
Being in a position to help others through your work
Going on a vacation or just coming back from one
Being able to spend time with your kids
Having your kids be healthy
Your ability to enjoy a good meal today
Your ability to be able to afford a meal today
Working for a company that creates or sells a great product that helps so many people
Being able to walk without pain
Being able to sleep without pain
Having a home to go to
Having access to all the technology we have
Knowing that the NFL playoffs are right around the corner!
Having faith in God
Being blessed with good friends
Living in a country where you can do and become anything you want
Having options to completely change your life
Having access to great books, CD’s and other material to help you accomplish your goals
Having money in the bank today
Being able to read
Being free to act, think and do as you please

And so many more things. I’m sure you could add some really great things to be grateful for in your life, couldn’t you?

By acknowledging all the things you DO have, rather than the things you DON’T have – or are afraid you’re not going to get – you’ll realize that you are already blessed. In fact, the biggest blessing you have is that you’re alive. If you’re healthy, alive, and able to write a gratitude list, then the sky is the limit as far as what you can accomplish. And that in itself is something to be grateful for.

And if you’re not healthy right now, or if you’re in fear about something, or if some situation isn’t to your liking, just remember that it will change. Just try and think back to something you were worried about last year, or five years ago. What does that thing mean to you now?

The quickest way to get into the Holiday Spirit, or to develop a positive, healthy attitude about anything is to write a gratitude list. Start yours now and see for yourself.

Avoid this “Ghost” of Christmas Future

by mike

A while ago, I got 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 work with a new client when I stopped at Starbucks for a cup of coffee. As I stood in line, I glanced out the window and saw a city bus stop and a bunch of people got off. One guy – mid 40’s, tall and lanky – started walking towards the Starbucks, and there was something about the way he was walking that was familiar to me.

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. His name was Mark. 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 superstar in inside sales, a guy named Stan Billue, to motivate us. Stan spoke to us for an hour about what makes up the difference between the top money earners in sales versus all the other sales reps. He said that you had a choice that very minute to either commit to learning and using proven scripts and techniques that would double or triple your income, or you would just keep doing what you were doing, and then you’d just keep getting what you’d been getting.

Stan said: “If you’re 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. Mark wasn’t. I invested in Stan’s cassette series, “Double Your Income Selling Over the Phone.” I committed to learning, practicing, and doing what he suggested. My sales and income soared.

Mark thought what Stan taught was just a bunch of old sales techniques that wouldn’t work for him. Mark thought he knew better. Mark 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 said. Mark 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, that seminar was the moment I made the decision to change my life. When Mark showed up that day, he was the Ghost of Christmas Past that could have become my Ghost of Christmas Future.

My life had changed because of Stan’s material, my commitment to investing in it and then using it diligently. My life is infinitely better because I did, and I have no doubt that had I not bought it and studied it and used it, 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. Stan just went back into the studio and produced another masterpiece of sales training that can and will double or even triple your income in 2015 – if you get it and use it.

You can get it here.

Now I know only a select few of you will actually invest in this, but I also know that those of you that do, have a good chance of driving a Mercedes next year rather than taking the bus. It’s really up to you. If you want to avoid Mark’s “Ghost of Christmas Past,” then Act Now.

Believe me, there is not a day that goes by that I’m not thankful I did…

3 Gifts EVERY Sales Professional Wants

by mike

The Holidays are finally here. To most sales people, this means extra days off, and half days before Christmas and New Year’s; it means holiday parties, year-end bonuses (if they’ve been good and made their quotas), and even promotions if their company offers them. It means holiday cards from vendors, and it means long lunches spent at malls trying to avoid the crowds.

It also means gifts. There may be gifts from co-workers, bosses, department heads and clients. There may be gifts from themselves (the best kind), but also from family members and friends. It’s a wonderful time of year, as many of you know, and if only we could make these feelings last the whole year…

Well, maybe you can. What if you were to receive some gifts that could make all the feelings you have right now last throughout 2015? What if you were to receive some gifts that would guarantee that you would have a better year in sales next year than the one you just had?

Here are three gifts you can give yourself that will pay you back over and over again for years to come:

Gift #1: The gift of a positive, expectant attitude. Nothing, and I mean nothing, is more important than a positive attitude. Zig Ziglar said it best all those years ago: “It’s your attitude, not your aptitude that determines your altitude.” This is true in life, of course, but especially true in sales.

The number one thing you can give yourself this December is a resource to help you nurture a positive attitude. There are scores of books out there, and my favorite is still, “The Advanced Formula for Total Success,” by Dr. Robert Anthony. It’s out of print, but you can still find some used copies on Amazon.

My favorite way of developing a positive attitude, though, is through the use of subliminal recordings. I especially use these at night to fall asleep to, and they always work for me (and millions of other people, too). Click Here to find a recording that resonates with you, and then start listening.

Gift #2: The gift of proven, specific sales techniques that will improve your sales skills. Let me ask you: Do you believe that practice makes perfect? If you said “yes” then you’re wrong. Practice only makes permanent. If you are adlibbing and using ineffective sales techniques, then you’re just going to keep getting substandard results. And that’s what most (unfortunately) sales reps do.

If you want to truly have a better 2015, then you have to improve your sales skill set. And the way you do that is by investing your time, money and energy to get better. It’s kind of like setting a New Year’s Resolution to lose weight. If you want to do that, then you have to invest some time, energy and money (if you’re going to join a gym or buy new sneakers) to get the new result, right? In other words, you’re going to need to change what you’re doing.
It’s the same with your sales results. If nothing changes, then nothing changes. Here’s an easy way of making more sales next year: Invest in my eBook of Phone Scripts, or take advantage of this incredible holiday deal on my powerful 5-CD program. Remember, only practicing good techniques is what’s going to make you a better sales professional.

Gift #3: The Gift of Gratitude. Want to know the fastest way to improve your attitude and your life? Become grateful for everything in your life. Yes, I mean EVERYTHING. Oh, it’s easy to be grateful for the good things in your life, but what would happen if you became accepting and even grateful for the things that are not going your way right now?

Being grateful for everything in your life means you are grateful for being alive. My first mentor used to say that every day he woke up on this side of the grass, it was a great day. The same is true for you: If things aren’t going your way right now, or if there is a problem you’re dealing with, be grateful you get to go through it – it means you’re alive and on this side of the grass! And on this side, the grass is always greener…

Another mentor of mine seemed to be happy all the time. I once asked him how he maintained such a good attitude, and he told me it was simple. He said, “I don’t expect anything, and I accept absolutely everything.” Sounded pretty Zen like to me.

There are many books and CD’s you can invest in to help you “develop an attitude of gratitude,” but the easiest way is to simply make a list of 25 things you’re grateful for right now. Do it after you finish reading this article, and you’ll know what I mean.

So, do you want to extend this holiday feeling into 2015? Give yourself any one of these gifts and you will be on your way. Give yourself all of them, and you’ll live each day with this holiday feeling!

One of the Easiest Things You Can Do to Increase Sales

by mike

A few years ago I was introduced to a system of marketing that is easy, inexpensive, and automatic even. It’s a way that I stay in front of prospects so when they are finally ready to buy, I’m the first person they think of. Once I learned about it, I was all in. Then, once I started using it and getting results, I wondered why other sales people didn’t use it. And that’s when I remembered the famous words my mentor taught me years ago.

He said, “Mike if you’re willing to do the things that most sales reps won’t do, then soon you’ll be able to do the things most sales reps will never be able to do.”

And I found out that means live a lifestyle most people only dream about. As you probably well know, most sales people struggle to make sales, while the top producers seem to enjoy all the perks, bonuses, recognition and lifestyle others only dream about. I took his advice and I’ve been living that lifestyle for over 25 years…

So what are the things “most sales reps won’t do?” If you’re a regular reader of my ezines, then you know many of them. But here’s something I don’t mention much, but it’s a perfect example of one of those things that, again, is easy, inexpensive, automatic and extremely effective. Yet, most sales reps just won’t do it. But those that do reap major benefits…

I’ll start with the story that got me hooked on this system. A guy named Jordan owns a vacation property in Phoenix, and one day he went to his getaway and found that someone had broken in. They didn’t steal anything, but it looked like they lived there for a while. They brought their own food, did their own cooking, and didn’t wash the sheets when they left.

So Jordan did what most people would do: he opened the yellow pages and picked an alarm company and hired them. Now, here’s where the story gets interesting. Jordan said that when he bought the house he was pitched by several different companies to install an alarm. He decided not to do it at the time. But he said if any one of the sales reps kept in touch with him, for example, if any one of them had sent him a reminder card every couple of months, then they would have been the company he would have called.

And they would now be getting the $45 each month he sends to the other guys he picked at random!

What I learned from this story is that there is a company out there that sends custom cards that can be arranged in a campaign that you customize to send at any interval you want. You write the cards in advance and then just input a prospect’s name and voila! Every month or every two weeks – or any interval in between – this company sends a beautiful card to your prospect.

I was sold. I know that many of my prospects might like what I have to offer but something happens and they have to delay the purchasing decision. But I also know that THINGS CHANGE! And when they do, I want to be top of mind to get that business. And I do get the business.

I’ve been using Send Out Cards now for several years, and I’ll tell you now I’ve made hundreds of thousands of dollars from prospects who call me out of the blue because I’ve stayed in front of them.

Just last year I got a $64,000 deal from someone who had been referred to me because the guy who referred me got cards from me. I had never even spoken to the guy! I invested about $12.50 in cards (which were sent without me doing anything) and that’s the result I got. And that’s just ONE example. I’m telling you, this system works.

And now here’s the good news. Even though Send Out Cards is a direct marketing company, now you can begin using them without signing up or paying any fees. You can use them on a pay as you go basis. And at under $2.00 per card (again, for a beautiful, custom greeting card delivered right to your prospect), this is the easiest, most affordable and effective marketing program you will ever use.

You’ll need to use my distributor # to try it out: 83661

Now I know that most of you won’t do this. Again, only those people “who are willing to do what others won’t” will actually try this. But those that do will make more sales, be more confident and begin “doing the things that most sales reps will never be able to do.”

If you’re ready to begin rising above the crowd, then click here and learn more about this amazing system. And when prospects start calling you to do business with, you’ll think back to this moment and be happy you did.

P.S. And don’t forget that the holidays are coming! Send Out Cards can send not only custom Holiday Cards, but very affordable, unique gifts as well to your special clients and prospects. Try it now. Use 83661 to get started today!

The Key to Building Real Value

by mike

You hear it all the time – if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?

Let’s face it – if services or products are more or less the same, then prospects will buy from the people they like, know or trust. Your enthusiasm and belief for your product or service is a big factor in getting your prospects to place an order with you over your competition. Knowing this, I’ve often used the following script to not only build value in my product or service, but also to build value in the most important part of my product – myself. Here’s what to say:

If your prospects says, “I can get cheaper,” or “Well the XYZ company has something similar for less money,” or anything like that, say:

“You know _________ I’m aware of all the other options for this (product or service) and I’ll tell you now, if I thought any of them were better for my clients, I’d be working there and selling that.

“When I got into this industry I did my own research, just like you’re doing, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up.

After all that, I chose (your company) because they give my clients the best overall value and the best experience. And that means they continue to do business with me and refer new business to me as well.

__________, if there was a better product or company for you to be doing business with I’d be there and we’d be talking about that. But there isn’t.

“Bottom line — if you want the best overall value, results and experience with this (your product or service) then do what I did – choose (your company) – You’ll be happy you did. Now, do you want to start with the X size order or would the Y size order be better?”

This technique builds value in the most important part of any sales transaction — you and your belief in your product or service. If you didn’t do research, then let the prospect know why you did choose your company and what you like so much about working there and offering that product.

Adapt it to fit your personality, product and company, and then get in the habit of using it whenever you feel the need to build more value.

How to Use Better Tie Downs

by mike

You’ve probably heard that nothing identifies you more as a sales person than using the worn out greeting, “How are you today?” right? Prospects know immediately who is calling and they can’t wait to get you off the phone. You know what else identifies you as a sales person? Using any of the following worn out tie downs like:

That’s a nice feature, isn’t it?
Would that make you feel better?
Are you with me so far?
And you’d like that, wouldn’t you?

There are many other tie downs that are so obviously a sales technique that using them makes you sound like a used car salesman. Besides being old and annoying, these kinds of tie downs are also closed ending statements that get your prospects saying ‘yes’ or ‘sure’ and nothing else. And that’s what you learn about your prospect’s buying motives – nothing.

Here’s a better way to use tie downs. First of all, remember what your purpose is in using tie downs: to take the pulse of your prospect to see if you’re losing them or if they’re with you, or if they’re bored or engaged, or if they have a question, etc.. In other words, because you’re selling over the phone and don’t have the visual cues you do when you’re in person, you must use some kind of check in statement to see how the conversation is going.

The key to successfully checking in with your prospect is to ask a tie down that engages your prospect and elicits some kind of response. What that means is that you must ask a question that is more open ended and sometimes even a little assumptive. It’s easy to change the worn out tie downs you may be using now, and here are some examples:

Instead of using, “That’s a nice feature, isn’t it?” you can ask:

“This will save you a lot of time over how you’re doing that now. Just out of curiosity, what are some of the things you might do with that extra time?”

Instead of saying, “Would that make you feel better?” you can ask:

“You’ll save money using our new processor, and how would that go over with the boss?”

Instead of saying, “Are you with me so far?” you can ask:

“You know, I’ve shared a lot of information with you so far, do you mind if I ask what you think about it?”

Instead of saying, “And you’d like that, wouldn’t you?” you can ask:

“Everybody obviously likes to save money (do less work, save time, etc.), how have you been able to save in this area this year?”

Again, the point is to ask questions (tie downs) that encourage your prospects to reveal information that you can then learn something from. If you’re listening carefully enough (remember to hit your MUTE button), then you’ll be surprised by the buying motives and hints to the sale you’ll hear.

By the way, if you’re a sales manager, this is a great exercise for a meeting. Get all your reps together and make a list of the worn out tie downs they are using now, and then brainstorm new ones that are open ended and that engage people. Your team will not only make more sales, but prospects will enjoy talking to them as well.

5 Secrets of Successful Opening Scripts

by mike

Cold calling is tough, I get it. Even if your marketing department is generating so called “warm leads,” the resistance of people who receive an unsolicited call can be fierce. Heck, you probably don’t like getting calls from home improvement or alarm companies when you’re at home either, do you?

So what can you do to make your calls sound different? What can you do to give yourself a fighting chance to engage your prospect and perhaps even begin a conversation? And what can you do to prepare for the inevitable objections, stalls and put offs you are going to get?

While I could talk to you for hours about all the techniques and skills you can develop and use to be more successful at cold calling, here are 5 secrets that will go a long way towards getting you in the door, building quick rapport and qualifying your prospect:

Secret #1: Clearly identify yourself and your company right from the start. Try:

“Is this John Sanders? Hi, this is Mike Brooks with Industrial Cleaning.”

While this might sound like a no-brainer, you’d be surprised by how many sales reps are still trying to trick people with false openings, or by just giving their first name. Prospects, just like you, know a sales gimmick when they hear one and will blow you off the moment they suspect one.

Secret #2: State the reason for the call quickly and ask a question to engage them:

“Briefly John, we’re offering a special on warehouse cleanings. Have you ever worked with a cleaning company before?”

The shorter the opening you can come up with, the better. The problem with most sales people is that they launch into a full blown pitch at the beginning of the call without engaging the prospect. This turns prospects off, and the sales rep doesn’t learn anything about the prospect’s needs. Asking a quick qualifying question at the beginning gives you information you can leverage, and by asking about their experience with your specific product or service, it sets you up nicely to talk about your offer.

Secret #3: Describe your offer in a sentence or two:

“Great, so you know some of the things a cleaning service can offer. While our service is similar to (the company they mentioned), there are a few important differences…”

Be careful not to pitch too much here. Again, a couple sentences should be enough to give them basic information like price, features and other important differences. Now, be prepared for the brush off!

Secret #4: Know how to side step the most common objections you get:

“I understand that cost is a concern, and many of the companies we do business with had the same issue. And that’s why we’ve come up with special packages designed for small business like yours that are both affordable and flexible.”

Your rebuttals need to be scripted out, memorized by your sales team, and delivered in a natural, relaxed tone. They also need to acknowledge what your prospect has just said, and give them a way to justify considering your proposal and get them wanting to know more.

Secret #5: Always insert a trial close in your first call:

“From what you’ve told me, I think you’d be a good fit for what we offer; let’s go ahead and set up an appointment for someone to meet with you to discuss your needs.”

There are a variety of trial closes you can use, including ones for setting an appointment, and all the way up to asking if a prospect would consider taking the next step if he/she likes what they see. These need to be carefully scripted to avoid using worn out sales techniques like, “Well, if you like what you see, this is something you’d move forward on, right?” That kind of language only turns people off and identifies you as a hungry salesperson.

While these five secrets form the backbone of any good opening script, there are other crucial elements needed here including qualifying questions to identify buying motives, decision makers and decision process, etc. You can find many of these related articles in my “Inside Sales Training Blog” on my website.

The bottom line is that you must script out your opening call to avoid sounding like everyone else and to give you the best chance of making a connection and furthering the sales process. Using these secrets is a good place to start.

The Three Most Important Metrics to Measure

by mike

What are your three most important metrics you measure to track and predict revenue?

That was the question I asked my LinkedIn “Inside Sales Management Group,” and the answers I received were quite interesting. Whether you’re a business owner, sales manager or even a sales rep, you know that metrics are a crucial way to measure your performance, predict revenue, and evaluate progress made. But which metrics are the most important? Before I give you my answer, let me share some of the answers I received:

One answer was: 1) Opportunities created, 2) # of times contacted, and 3) conversions, deals closed.

I thought that was an interesting answer, especially the “# of times contacted.” While I understand the opportunities created and conversion or deals closed, I don’t know that I’d include # of times contacted as one of the three most important metrics to measure. Obviously it’s important to know how much time a sales rep is spending chasing a sale, and also how effectively they are closing on each call, but I think there is a more important metric that I’ll share later on.

Another answer was: 1) Opportunities created, 2) Calls made on the accounts, and 3) Quality of the call.

This was obviously in relation to account management calls, and once again opportunities created was listed number one. The thing that I found interesting with this answer was quality of the call. As you’ll see later in the article, quality of the call, and, more specifically, how that quality is measured, is one of my top three metrics.

The most interesting answer came from VP of Sales, DJ Farnworth. Here was his answer:

1) # of open deals (times) 2) Historical win rate (times) 3) Historical ave. deal size = Pipeline. DJ said:

“One metric I’ve found very effective is: (# open deals) X (historical win rate) X (historical avg. deal size) = Pipeline. This takes some of the moving variables out of measuring just the numbers that are in the existing open deals and is based on past performance which should better indicate likelihood than a probability entered by the sales person.”

What I liked about this answer is that it seemed to most accurately predict the upcoming pipeline. I’ve sat in a lot of pipeline meetings, some worldwide even, and almost everyone in the room knows there is a lot of ‘wood’ that isn’t going to close. Getting an accurate account of what is truly likely to come in seems hard. This formula seems easy. You should try it.

O.K., now for my answer:

1) # of opportunities, 2) Close percentage 3) Script grading adherence evaluation per closing call.

#3 (Script grading adherence) is based on recording each call and grading adherence to your best practice script and scripted rebuttals. The reason is if a rep is winging it, they won’t get better and you can’t coach them. The manager’s job is to teach the best practice approach and then coach to it. Then you measure who is adhering to it and who isn’t. Every other metric (number of calls, number of contacts, trending to revenue for the month), etc., flows from that direct metric.

I always like to talk metrics with managers to see if they are measuring this very important component. Bottom line is if your reps aren’t using the best approach and handling objections and sales situations effectively, then the other metrics won’t improve much. If you ask them to make more calls, all you will get is more bad calls.

I’d love to hear about some of your favorite metrics, so visit our site and submit some. In the meantime, begin listening to how your reps are performing during their call, and begin improving their delivery and technique. That’s how you automatically improve all the other metrics.

The NFL Has a Playbook, Do You?

by mike

Now that Labor Day is past, it’s time to think about getting back to work, pushing hard in September to set yourself up for the fourth quarter and….and….wait a minute. Fourth quarter? That reminds me the NFL season has just begun! Are you ready for some football? I sure am!

In preparation for the season, all 32 teams have been working hard on scripting out every play on offense, defense and special teams. They have studied the talents of their players and developed plays to maximize their strengths. They have analyzed their competition looking for tendencies and weaknesses, and they have scripted out the plays most likely to be successful against them.

After they designed these plays, they organized them into a playbook and then gave a copy to every player and coach – usually on an iPad, by the way – and they told them to study, learn and memorize every play and position during that play. It’s absolutely crucial that the players internalize each play so they react rather than think. As Dan Shula, the Superbowl winning ex-coach of the Miami Dolphins once said, “If you have to think about what to do next, it’s too late.”

An NFL playbook is a sacred thing. Most players are responsible for always knowing where their playbook is, if not to always having it with them. They bring it to every meeting they attend, take it home with them, and spend hours each day studying it. The only time they let it go is if they get cut. And no player ever wants to be told, “Coach wants to see you. Make sure and bring your playbook…”

No NFL team is without a playbook because no NFL team could be successful without it. And the same is true for a company with an inside sales department. If you own or run or are a part of an inside sales team, your playbook is your complete script book. Just like in football, your playbook also has sections. These sections include cold calling and qualifying, closing the sale and objection handling, and for call backs. It should also have a section of best emails and voice mails.

And just like in the NFL, every one of your sales reps need to study, learn and memorize every best practice response for every situation they get into. Just like in football, your sales reps need to automatically know how to handle the situations that find themselves in. When they get an objection or stall, they must automatically know how to respond. If they have to think about what to say, it’s too late!

In football, as in sales, being prepared with a proper game plan is crucial for success. No football team would just go out on a Sunday and wing it. That would be suicide for the coach and the team. Yet it’s amazing how many sales reps and sales teams do just that. Instead of taking the time to script out the best responses, they insist on ad-libbing and winging it. And then they wonder why they don’t win more sales.

To succeed in the game of sales, take a tip from the NFL – identify the selling situations your team gets into, identify every objection, question and stall, and then script out the best, most likely to succeed response to each of them. Give them to your team members and make them drill, practice and rehearse them. The most prepared team on Sunday tends to win. And the most prepared sales rep tends to close the most deals.

If you’re in sales management or an owner of an inside sales team, then it’s your responsibility to equip your team with the tools and techniques they need to win. And that starts with a playbook of scripts that will help them properly qualify prospects, overcome stalls and objections and close the sale.

Remember: No NFL team would think of entering the season without a carefully constructed playbook, and your team shouldn’t either.

Note: If you need help in writing the most effective playbook with rebuttals and scripts that really work, then contact me. I’ve written script playbooks for companies of anywhere from 25 pages to over 135 pages, and the sales teams that use them see increases of sales of as much as 34% in 90 days. Your team can, too!