Author: mike

One Error to Correct on Your Prospecting Scripts

by mike

Congrats to those companies & individuals who sent in their prospecting scripts for review. I received many scripts and went ahead and reviewed ten (instead of just the three).

One error I kept seeing was reps’ mishandling asking for the right person when they didn’t know the right contact’s name.

Usually, they asked it this way:

Gatekeeper: “Thank you for calling the Johnson company.”

Rep: “I’m looking for the person who handles your XYZ. Do you know who I should speak to?”

The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out.

Here is a better way:

Gatekeeper: “Thank you for calling the Johnson company.”

Rep: “Hi, I need a little bit of help please…”

[It’s crucial that you WAIT for them to respond and offer that help!]

Gatekeeper: “What can I help you with?”

Rep: “Thanks. Who would be the best person to speak with regarding XYZ?”

This approach uses an assumptive question, and it gives direction. This is your best approach.

If the gatekeeper comes back and asks:

“Can I tell him who is calling?”

You simply respond with:

“Absolutely. Please tell him [Your Name] with [Your company] is holding please.”

That’s it! This approach will get you through to the right contact over 80% of the time.

Try it this week and see for yourself!

BTW: If you or your team needs other proven techniques to connect with and sell more decision makers, consider my On-Demand Training.

Instant access = Instant results! See it here.

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

How to Make Your Email Subject Line Compelling

by mike

By now, I hope you have all been incorporating your prospect’s name in your email subject lines.

If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them.

The second part of a compelling subject line is to make the rest of it intriguing to your prospect.

Here are some examples:

Subject Line #1: “John, quick question about your manufacturing process…”

This is effective because everyone loves a question, and the word “quick” promises that you won’t waste your prospect’s time.

Subject Line #2: “Kaylee, a podcast request you’ll be interested in…”

Now who wouldn’t want to know what follows this question?

Subject Line #3: “Brent, can you help with this?”

Everyone loves to help—you do, don’t you?

These are just a few of the ways you can entice your prospect into opening and reading your emails.

Feel free to adapt them to your product or service, and I guarantee that if your email content is short, to the point, and offers something your prospect is interested in, then you’ll dramatically increase the success rate of your email campaign!

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

Free Script Review—First Three Companies Only!

by mike

Success in sales is easy—if you’re using the right messaging.

Unfortunately, many companies and reps still insist on winging it—and that makes your day-to-day jobs harder, and it leads to hit and miss success.

Proper scripting—knowing exactly what to say in each selling situation you get into—makes all the difference between struggling and missing quotas, or easily identifying buying motives and closing more sales.

I spend 80% of my consulting time these days correcting and improving companies messaging. And it DOES make all the difference.

I’m going to make an offer that I’ve never made before. Right now, I’m willing to review three companies opening/prospecting scripts absolutely free. (Not closing or presentation scripts.)

After I review them, I’ll give you my initial impression, and a couple of actionable tips to make them more effective.

Please note that I am NOT going to rewrite them. Instead, I’m going to tell you what I think they are missing, and I’ll provide a couple of tips to instantly make them better.

Also, this offer is good for the first three companies ONLY. If you are the fourth company, I’ll let you know you missed out.

So, if you want to take advantage of this valuable offer, simply email your opening script to: info@mrinsidesales.com

Good luck being among the first three, and my suggestion is: Do it now—this offer will end quickly…

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

One Question to Learn Buying Motive

by mike

How is your first quarter turning out so far?

Closing lots of business and exceeding your quota? Or are you struggling to catch up and hoping for a strong March?

If you or your team is struggling, a cause might be a fundamental flaw that many sales teams suffer from: failure to understand—and pitch to—a prospect’s unique buying motive.

Let’s review the sales process briefly:

  1. Recognizing all buyers of products and services have specific needs (buying motives) they are looking to fulfill.
  2. Not everyone’s buying motives are the same. The best way to sell someone is to fully understand what their buying motives are and then to:
  3. Pitch to each buyer’s specific needs.
  4. Then, as you do, you use carefully placed tie-downs and trial closes to build a yes momentum that leads to the close.

That’s the essential process of sales. Of course, there are nuances and specific techniques to master the above steps at a high level, and that’s why you train…

But, let me tell you what I have found to be the major problem for teams and individual sales reps who are not making their numbers:

They never understand exactly what each prospect’s unique buying motive is, and so they just keep pitching, hoping that what they say will match up somehow with what a prospect wants to hear.

Two problems with this approach:

  1. Many prospects aren’t buying regardless, and so if you just keep pitching without understanding their buying motive—or worse, haven’t identified that this prospect doesn’t have a buying motive you can fulfill—then you’re wasting everyone’s time.
  2. If you have failed to understand exactly what a specific prospect’s buying motive is, then you won’t be able to speak directly to it, build the appropriate amount of value, and you’ll miss step 5 above and risk talking past the close—and yourself out of a deal.

How would you like one magic question that will reveal to you each prospect’s buying motive? Here it is:

“{first name}, let me ask you: what specifically are you hoping a (product or service) like ours will do for you at this time?”

That’s it! Now, listen carefully to the answer, and ask yourself honestly: Can your product or service give them exactly what they are looking for? If so, pitch directly to it. Use tie-downs to see if you’re getting closer to making a sale. Shift to trial closes mid-way through your close. And if you’re getting buy in, then assume the close!

This one question, combined with the 4-step process above, will elevate your close ratio and help your entire team make their quota.

Try it today!

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

One Quick Secret to Getting Your Emails Opened and Read

by mike

How many emails do you get every day at work?

Fifty? A hundred? More?

And how about after the weekend?

Let’s face it: your prospecting emails can be lost in the sea of unread emails. And if it’s from someone the prospect doesn’t know? That just makes it even harder to get your email read…

There is, however, an easy solution you can implement right away that will immediately draw your prospect’s eyes directly to your email and give it that personal feel.

Always start your subject lines with your prospect’s first name.

That’s it!

It’s effective because we are all drawn to our first names, and when your prospect scans the sea of unread (and many times, unsolicited) emails, their eyes will lock onto their first name, and your email will stand out.

If you’re not using this technique yet, then incorporate it today, and watch your open rates—and response rates—soar.

The other thing you need to do is make the rest of the subject line compelling, and that will be the subject of my next blog post.

Be on the lookout for it on February 15!

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

On-Demand Training Sale Extended!

by mike

Several companies have already taken advantage of my award winning On-Demand Inside Sales Training program, and to help other companies (and individuals) take advantage of this comprehensive training, I’m extending the 50% off sale through the end of January!

If you are ready to help your team succeed and finally make your new revenue numbers, you can do so affordably and instantly with my On-Demand Training.

See it here.

This 7-part training series will walk your team through the entire process of selling over the phone.

It includes all the scripts, email templates, voice mail script samples—everything they need to double and even triple their sales over the phone.

And best of all? You can now save 50% on both the 4-week program OR the lifetime license!

The 4-week program (unlimited viewing) was $1,995 and is now just $997.50!

The Lifetime License was $4,995 and is now just $2,497.50!

If you’re looking for an affordable way to give your inside sales team the best training available, then take advantage of this incredible sale today.

Simply click this special buy link here for the 4-week program:

https://www.paypal.com/paypalme/mrinsidesales/997.50

Or click this special link for the Lifetime License:

https://www.paypal.com/paypalme/mrinsidesales/2,497.50

This sale ends at midnight on Monday, January 31, 2022.

Make the investment today that will change your sales results in 2022.

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

How’s That Sales Number Going?

by mike

A couple of weeks ago, I suggested to my readers that you write down an income number you’re going to achieve in 2022.

Some people have told me it’s hard to get themselves to believe in such a big number, and they just tune out of the whole exercise as a result.

Here’s a tip: If you find it hard to believe in the “big” income number you’d like to achieve, then simply lower it.

It’s OK!

Many people sabotage themselves by setting big goals they’re not ready for yet. No problem. Simply increase your goal number to one that you resonate with.

Often times, it’s necessary to prove to ourselves that we are capable of making smaller changes before we make bigger ones.

If you can’t quite buy into doubling your income next year, then how about increasing it by 20%?

Once you achieve that number, it will be easier for you to set your next goal—and then your next.

The key is getting into alignment with your subconscious. It knows what you are capable of achieving right now, so run some numbers by it, and once you feel a target income level is achievable, then write it down and dwell on that.

Visualize it coming true.

And if you do this consistently, it will come true.  

By the way: Have you gotten any of the books I recommended in my blog last week?

If not, then there is still time to give yourself a holiday present that will keep on giving.

Just remember: Life is not a dress rehearsal. This is it. Every day is precious, and once it goes by, it isn’t coming around again.

As Jenny Ditzler says, why not live your best life right now?

The ability to do so is truly in your hands.

Grab the reins. Let’s go…

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Do This Before January…

by mike

Has your mind moved toward January yet?

It should have. 2022 will be here before you finish that last piece of pumpkin pie over the holidays…

If you haven’t done so yet, you should do this immediately: Decide on the exact amount of money you’re going to make next year.

Write it down on three by five cards, post it on your desk, in your car, in your bathroom.

Start to feel how your entire career, your entire year, your experience as a sales professional will change once you’ve made that number come true.

Think of your family, your savings, getting out of debt, taking time off.

Think of the home improvements (or buying your first home!), think of that new car, the added savings in your checking account.

How does all that feel?

Burn that vision into your mind now, and then affirm it over and over again. Instead of worrying on Sunday nights, think about your vision.

This is the key to peak performance in sales—and in everything else. Visualization.

For some help with this, invest in a few books:

“Your Best Year Yet,” by Jenny Ditzler

“The Advanced Formula for Total Success,” by Dr. Robert Anthony

“Power Phone Scripts,” by yours truly.

Start now, December 7th, to begin imprinting your new sales number, and start working your way through the books above.

By doing this before January, you will get a huge jump on your competition, and you will set yourself up to succeed beyond your wildest imaginings in 2022.

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Early Black Friday Sale!

by mike

Want to save money on something that will make you money?

Invest in yourself and grab a copy of the best-selling audio program: “Double Your Income Selling Over the Phone.”

Click Here to read about the program.

Click this special link to make a purchase.

You will get instant techniques, scripts, and proven ways to overcome everything that is frustrating you now. Including:

  • How to effectively deal with the gatekeeper
  • How to qualify properly so you can stop wasting time with shoppers
  • How to easily handle the objections that baffle you now
  • How to double (Yes, I mean DOUBLE) your sales in 90 days

This powerful 5-CD audio program narrated by me personally, is already on sale for $99 (from $249) and is worth every penny.

But now, during this early black Friday special, you can grab a copy for just $79 with Free Shipping (domestic only), or you can get instant access by getting the MP3 files.

The bottom line is that you won’t make a more important purchase this entire holiday season.

So, stop struggling and start selling like a pro.

Click this special link to make a purchase. Please specify in the “Add a note” field whether you’d like physical CDs or MP3 links.

Note: This sale begins now through Tuesday, November 30th, Midnight. 

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Free Scripts and Resources to Help You Sell More!

by mike

Want some free, proven resources to help you or your team sell more right now?

Head on over to my blog and you’ll find tons of excellent, free resources to help with just about any problem you’re having!

And you can search for any topic that is giving you trouble:

For example, need help cold calling? Click here.

Want to know what a tie-down is and how to use them more effectively? Click here.

Need help closing more business? Click here.

Goal setting for next year (or anytime!), Click here.

You get the idea.

The point is, anything you need to get better at selling over the phone is at your fingertips. Question is, are you taking advantage of it?

And if you need a deeper dive, try this:

The number one best selling book of current and effective phone scripts: Click here.

The best (and most affordable) on-demand inside sales training program? Click here.

Want instant access to scripts? Here’s an e-book for you: Click here.

There is a wealth of information on how to sell over the phone better, easier, and more effectively.

Feel free to forward this email to everyone on your inside sales team. Remember, it’s up to YOU to get better, and now, with all these resources, there is no reason not to!

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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