I’d like to invite you all to join me on my journey through a new phase of my career: From this point forward, I’m going to spend more time pursuing what I’ve always done professionally (write), but I’m going to be writing more of the kind of books that have always spoken to me. Moreover, […]
Stop Beating Yourself Up!
Have you ever observed your self-talk after you lose a sale? Mine used to go something like this: “Darn it! I suck at this!” “This product will never sell!” “The leads are trash, and I actually agree with some of my prospect’s objections!” “I wonder what I can sell that’s easier than this?” “Should I […]
The Simplest Way to Qualify
Problem: Salespeople talk too much when they finally get a prospect on the phone. They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. Result? They may get some leads out and set up some “demos […]
Second Quick Fix to Get Your VMs Returned
To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned), here is the second quick fix: Stop trying to trick your prospect! Everyone knows that a partial message like: “Hey _______, this is Mike. Call me back as soon as you can…” just reeks […]
Improve Your VM Callbacks with This One Simple Fix
It happened just this second. . . I checked my voicemail and found two messages. One was from a business owner who wanted to speak to me about training for his sales team. The other was a vague message from someone named, “Ty” who just said, “Hey Mike this is Ty; call me back when […]
Stop Jumping Through Hoops to Get a Sale
So many sales reps are anxious when they speak with a prospect. It seems they are afraid and think things like: “Will they like my product or service?” “Am I speaking with the right person?” “Do they have the budget or is my solution too much for them?” And on and on… As such, many […]
Three Quick Tips to Increase Your Voicemail Callbacks
Tired of leaving tons of voicemails and not hearing back from anyone? Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. Everyone wants to be helpful, and by leading with this statement, you’ll at least peak someone’s interest, and […]
Some Will, Some Won’t, Who’s Next?
It took me years to believe this. At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? My guess? Two. Yep, two out of ten prospects you speak with turn into buyers. And this means that you spend […]
Say This to Get Better—Right Now!
Want some quick (and easy!) tips that will make you better Right Away? You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow—starting today. Here are quick/easy things you can say to make […]
Tie-Downs: You’re Using Them, Right?
It’s a new year, and the sooner you learn, practice, and use new habits, the faster you’ll get better results. This is true whether you’re attempting to eat better, work out more, or make more sales. And one easy and important habit you can develop right now is to use more tie-downs. Ask yourself: After […]