Top Characteristic Part Six is difficult for many sales people to develop and practice, yet it’s one of the most important of skills to cultivate. And it is: Top Characteristic Part Six: Learn to build rapport before, during and after a sale. While most people think that sales people have the “gift of gab” and […]
Top Ten Characteristics of Top Sales Producers (Part Five)
In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to give you a powerful way to open your closes. This is a technique that top producers use all the time, but that most sales reps are afraid of using. If you do this right, however, you’ll have the confidence […]
Top Ten Characteristics of Top Sales Producers (Part Four)
In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to introduce you to one of the main differences between the Top 20% of sales producers versus the other 80%. And in a sentence it is this: “You can’t close an unqualified lead.” Top Characteristic Part Four: Thoroughly qualify each […]
Top Ten Characteristics of Top Sales Producers (Part Three)
Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. The point here is that you are practicing […]
Top Ten Characteristics of Top Sales Producers (Part Two)
I’d like to thank many of you for your emails and comments regarding last week’s ezine article on the first characteristic of making a commitment to doing whatever it takes to be a top sales producer. For those of you who are committed, you’ll find your sales and confidence will instantly go up when you […]
The Top Characteristic of Top Sales Producers
If you’re reading this article right now, then chances are you want to perform better in your sales career. It shows that you’re willing to take the time to search out tips and techniques that will give you an edge over your competition. That’s a good thing. But are you ready to really commit to […]
The Three Times to Handle an Objection
Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether. This is how most sales reps react when they get objections, but not the […]
Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part Two)
Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let’s look at the final two: Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness. The number one law in all marketing is repetition. That’s why Coke-a-Cola […]
Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part One)
If you’re struggling to get your voice mails returned, then you’re not alone. Industry stats show that less than 10% of voice mails to new prospects are returned. Because of this, finding the right voice mail message, and knowing a few proven techniques, can be the key to not only making contact with those hard […]
Expert Interview Series: Mike Brooks of Mr. Inside Sales on Improving Sales Performance
Tell us about your leadership philosophy? Lead by example has always been my guiding philosophy. If you want your team to arrive early and stay late, then you’d better be doing the same thing. If you want your team to follow a sales script, then you’d better lead the way. In fact, if you want […]