Many times a week I’m asked several things: “Is cold calling dead?” “What is the best way to keep track of your calls and call backs?” “Is there an easy way to record your calls?” “How can you keep all your scripts near you so they are easy to get to when you need them?” […]
3 Skills to Succeed in 2012
As we head into the holidays, you’re probably reviewing your year and wondering what you can do to have an even better 2012. Here are three areas you can focus on that will pay you huge dividends in the year ahead 1) Focus on building an attitude that expects success. Your number one priority for […]
Why You Don’t Want to Be Successful
I was in Las Vegas giving a Keynote speech at a sale conference the other week, and a rep came up to me and told me this story: “Mike, I was out playing golf with a really successful business coach a few years ago, and after I hit my first ball about 150 yards, we […]
I'm going to predict your future for 2012
Forgive me in advance if this rubs a bit too close to the bone. It’s not meant to be offensive, but it is meant to be objective. (I’ll explain in a second.) 1. You will break your resolutions by the end of January. 2. You will make the same amount of money as the average […]
5 Key Closing Questions
I get a lot of Ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I’ve written many feature articles over the […]
How to Handle Underperforming Sales Reps
Every sales team has them: sales reps who consistently miss their quota, don’t appear motivated, or, when you try to help them, do better for a while and then drop back down into underperformance. As a manager or business owner, it’s frustrating trying to get these underperforming reps to do better. And as a sales […]
How to Get Bigger Sales
Every Monday morning, Peter King of Sports Illustrated publishes an online recap of the previous NFL Sunday called, “Monday Morning Quarterback – MMQ.” This is required reading if you’re an NFL football fan, and even if you’re not, it’s entertaining and filled with great insights. In last week’s edition (10/2/11) I read this brief story […]
How to Get Bigger Sales
Every Monday morning, Peter King of Sports Illustrated publishes an online recap of the previous NFL Sunday called, “Monday Morning Quarterback – MMQ”. This is required reading if you’re an NFL football fan, and even if you’re not, it’s entertaining and filled with great insights. In last week’s edition (10/2/11) I read this brief story […]
3 Ways to Avoid Call Reluctance
Do you suffer from call reluctance? No matter how experienced you are – or even how successful you are – picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult. If you find that your phone has seemed like a 200 lb weight lately – you […]
3 Rules for Successful Up Sells
If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. First, let’s talk about […]