First, I’d like to thank you all for your Ezine topic requests. I do my best to answer them, and generally I look for multiple requests on the same subject. And there are a lot of them because let’s face it ? we?re all struggling with the same objections though in different forms. For example, […]
Another Way to Double Your Sales in 90 Days
Sounds too good to be true, doesn?t it? Stan Billue, a top telemarketing sales trainer in the late 80?s, claimed that he had a sure fire technique that could double your sales in 90 days if you just followed it. So I did. And it worked! The technique? Record your calls. Everything that you are […]
Double Your Sales With This One Technique
I talk a lot about the techniques that separate the Top 20% of the money earners from the other 80%. As you know, my Ezine is dedicated to providing you, often word for word, with the exact tools, tips and strategies that you can use to become a Top 20% producer. And today I’m going […]
Five Sure Fire Ways to Overcome Call Reluctance
Have you ever sat at your desk, shuffled your leads, looked at the clock thinking that lunchtime was way too far off, and then prayed for the phone lines to go dead? Has the phone ever seemed like a 500-pound weight? If so, then you know what call reluctance is. Before I became a Top […]
How to Avoid Rejection
Everyone in sales knows about rejection. And to 80% of salespeople, this is what they fear the most. Fear of rejection creates call reluctance; long lunch hours, sick stomachs and can turn a telephone into a 200-pound weight — hard to pick up. The Top 20%, however, have found a way to avoid being rejected […]
Practice Makes Perfect – NOT!
You know that saying, ?Practice makes perfect?" Do you think that’s true? IT?S NOT. Practice only makes permanent. Only practice of perfection makes perfect. This is why 80% of sales reps struggle so much. They have never learned the proper sales skills, or, if they have, they aren’t using them and so day after a […]
The Truth About Scripts
Whenever the subject of scripts comes up, people usually have definite opinions — they either love them or hate them. Those who wouldn’t be caught dead using scripts like to point to those pesky telemarketers will call at night that sound stilted and computer like. ?I hang right up on them,? they say. ?I’d never […]
The 5 Secrets of Great Vacations
At a company I once consulted with there was a manager, Brad, who would never think of taking a full week away from the office. "Much too much to do, and I don’t really need it anyway." He told me. ?When was the last time you did take off on a real vacation?" I once […]
Find the Buying Motive
Last week a closer shared this situation with me – she was asking for the order from a prospect when he announced that he had done some research and found that a competitor had a lower price for the same service. He said that if she could match the price then he would go with […]
Easy Ways to Build Rapport
You’ve all heard the expression that people buy from people they like, know and trust, right? When selling over the phone, the way we establish this is by building rapport. And just because you can’t see your prospect doesn’t mean this is difficult to do — if you know how. Use these three techniques to […]