It’s that time of year again–the time when every company has a black Friday sale. I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. It’s my bestselling 5-CD Series: “How to Double Your Income Selling Over the […]
How to Handle: I looked it over and not interested
Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and… Right out of the gate, they won’t even give you the chance to pitch them! The good news is that this […]
A Better Way to Upsell
So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted. The owner answered, quickly took my credit card for the top tinting package, and then attempted to upsell me to his high priced “car wrapping” package (basically a full body protection package). The […]
How do You React to Adversity?
Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. In life, too, there is adversity and things don’t always go your way. The question it: What is the secret to dealing with life—and sales—when situations don’t […]
3 Customer Service Secrets – True or False?
When you have to call your cell phone company, do the following words describe your feelings? Dread Frustrated Anger Hope If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s […]
Stop “Following Up,” and Start Closing
How do you open your 2nd or 3rd call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….” OR “I’m just calling to see what you thought about our bid?” OR “I was just seeing if you had time to speak with (your boss, partner, […]
Metrics: Why Most Companies Get it Wrong
If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports. They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what […]
One Question to Close More Demos
Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? If you have, then you’re probably missing one of the most important “pre-qualifying” questions […]
Book the Best Speaker for Your 2020 Event!
Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Then reach out to Mike today to see if your event date is still available! By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but […]
Should You Use: “Is this a good time”—Yes or No?
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 demo call backs), is alive and well—unfortunately. Just last week, I received this email question from a reader: “Hi Mike, question: After I send out information to prospects, and I come […]