“Hard work pays off. I am so annoyed at my father for being right about that.” –Lena Dunham, actress This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, “There’s no substitute for hard work, Michael.” And he used […]
A Kick in the Teeth May be Good for You
“You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” – Walt Disney When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in […]
Getting Behind the Stall Objection
Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training. And that’s when I got […]
The Key To Building Value
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? You also hear all the time that prospects will buy […]
Why Qualifying for Timeline is Important
Okay. So I’ve been in sales longer than some of my clients have been on the planet. I’ve made thousands and thousands of prospecting calls, and thousands and thousands of closing calls. I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide. You’d […]
Apps for Recording Your Phone Calls
Years ago, Stan Billue – the top inside sales trainer at the time – made a claim that every sales rep could double their income in 90 days by doing one thing. Intrigued (and highly skeptical), I listened to what he said next, and then challenged myself to do it. His advice was: Record and […]
Why You’re Wrong about Phone Scripts
Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago. If you’re going to that event, make sure and email me so we can meet during the conference: Info@MrInsideSales.com You can read more about the event here. I’m going to be presenting both sessions centered on the importance […]
How to Deal with the Price Objection (Webinar)
Even though the price objection is nearly as old as time itself, sales people still struggle to overcome it. Think about it: in the markets of ancient Egypt, a shopper at a stall objected to a vendor selling something, and their objection was that it cost too much! With centuries of experience at getting this […]
Preview of My New Book: Power Phone Scripts
Great news everyone: Wiley, a publishing house out of New York City, has picked up the domestic and international rights to my new book: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!! The release date is July 11th, 2017. When you get back to the office after the […]
Managing Millennials
Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today’s environment of motivating, encouraging and driving performance from the “so-called” millennial generation, there is even more to balance. Today’s millennials are an interesting blend of being […]