The dog days of summer are quickly approaching… Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! Here’s an example of a training tip that you’ll learn, and that I used, […]
One Difference Between Top Sales Reps and You
Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t. I’ve been doing […]
NFL Schedule Released this Thursday—Are You Ready?
Are you ready for some football? Ok, it’s a little early, but this Thursday, May 12, 2022, the NFL releases the season schedule! As I thought about the teams currently in mini-camps, I thought about the coaching staffs. I thought about all the professional athletes who are still being coached, day in and day out, […]
Best Thing to Do After You Write a Deal?
Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it. Other companies have a bell to ring, so, again, other team members can be encouraged by […]
“How to Avoid: ‘Will He Know What This Call is About?’”
How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?” OR “Have you spoken to him/her before?” OR “Is he/she expecting your call?” Frustrating, isn’t it? In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. […]
Didn’t Get That Job? Is That a Bad Thing?
Sometimes, when something doesn’t turn out the way we want, it turns out to be a good thing… This happened to me early on in my consulting career, when I started working from my office in my home: One day my router stopped working and my internet went out. I was in the middle […]
Happy With Who We’re Using
This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? 🙂 ) For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. The question is: what do you say […]
“How are you today?” Use it or Ditch it?
How do you open your calls? Do you ask, “How are you today?” or do you use a different opening? There was a time when I was against using the worn-out opening of, “How are you today?” and provided a slew of different options—all of which had their place, and some of which I still […]
Proven Way to Increase Sales
I received the following email from a previous coaching client of mine (Rino Racanelli). His email boils down my sales philosophy, and it shows how much success you can have if you follow just a couple of proven principles. I’m reprinting it below—word for word. The subject line was: “I took your advice”: Hi Mike, […]
One Easy Way to Double Your Sales This Year
If you manage an inside sales team, or if you’re an individual producer, then I’m sure you’d love to learn of an easy way to double your sales this year. Think about what that would mean for your company! You’d be able to expand and grow and hire a larger team that would allow you […]