Would You Spend $10.99 to Double Your Income This Year?

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this.

And this particular one is called TapeACall Pro.

As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already on—and more. (And if you’re an Android user, there are comparable apps for you too.)

So how can a recording app help you double your income?

If you use it regularly, you’ll begin hearing where you need to improve, and you’ll be able to implement new skills and techniques that can dramatically affect your results.

I know, because this is how I tripled my income one year!

As a sales trainer, I use this almost exclusively to help sales team improve their skills and double their sales as well.

Now there is one down side to this: that you won’t do it. It’s a simple technique, yes, but it only works if you’re willing to work it.

It’s a sad truth, but the majority of sales reps simply won’t take the time to do it regularly. They think it’s a hassle, or they don’t want to disclose they are recording, or it takes too much time out of their busy days or lives, etc.

And that’s too bad. Because it is the easy, proven, and most inexpensive way for you to truly improve.

If you’re committed to getting better and making a lot more sales this year, then try it for a week or two. Invest $10.99 in yourself and see what you find.

The results might be career changing…

(Disclaimer: Many states require that you disclose you’re on a recorded line (check your state’s regulations and follow them!). It’s a simple thing to do. Just say, “This is _____ _______ with XYZ on a recorded line—can you hear me OK?” (or follow your company’s required wording).


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Pitch Your Product in Two Sentences

Less is more.

Instead of opening your calls like:

“Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. We’re going to have a representative in your city next week and we’d love to stop by to share some information with you and learn more about your business to see how we can help save you money and time as well. Would you be available next Wednesday at 2pm or would Thursday at 4pm be better?”

I was worn out after the first sentence!

Rather than break down what’s wrong with this opening (how about everything?), I’m going to give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. 

Here are the two rules:

  1. Make it brief – one sentence is best, two short ones if absolutely necessary.
  2. Focus on the direct benefits to your specific type of customer.

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Try working with the examples below:

Elevator pitch example #1:

“ ________, we help small business owners save on average 20% on their shipping costs while also increasing their efficiency and tracking. To see how we can help you, I’d like to schedule a brief, 10-minute meeting next week…”

Elevator pitch example #2:

“ __________, we make inside sales teams as much as 33% more productive by providing them with a best practice approach that helps them cold call more effectively and close more qualified prospects. This means an immediate bump in revenue and profits often within the first 30 days…”

Elevator pitch example #3:

“ _______, the ABC company gives homeowners complete peace of mind by eliminating routine maintenance costs and insuring against unexpected expenses. I’ve got just two questions to see which of our plans might work for you….”

Elevator pitch example #4:

“ ________, our motto is: “A guaranteed comfortable night’s sleep or your money back.” Now, have you ever tried this luxury brand of mattress before?”

Elevator pitch example #5:

“ _________, at Tracks Advertising, our small business clients get the most comprehensive online exposure, the certified highest traffic and the most qualified leads in the industry—all at the guaranteed lowest rates. Where are you currently advertising online now?”

As you can see by the above elevator pitches, not only are they short and focused on the benefits to a specific customer “small business owner” or “homeowner,” but they often end with a qualifying question, “have you ever tried,” and “where are you currently advertising online now?”

By ending with a qualifying question, you are not only engaging your prospect, but you’re also learning about their buying motives and uncovering their level of interest as well.

Take some time now to develop your own, concise and compelling elevator pitch and then replace your monologue with a more effective opening. Your customers (and your bank account) will thank you for it!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Is Sales Really Just a Numbers Game?

The answer is yes.

And no.

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say.

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., are just a few of the other factors that influence sales.

Next the yes part: Regardless of the above factors, if you’re not “rolling enough numbers,” then it will be hard to increase your sales.

All top producers I know of not only have the best skills in their office, but they also work the hardest as well.

They spend more time in the office working.

They make more prospecting calls.

They make more upsell calls.

They make more closing calls.

The key word here is “more.”

Bottom line: Once you’ve perfected your skill set, then the quickest way to make more sales is to be in more selling situations.

And you’ll get there if you’re creating more opportunities, and that means making more calls.

In other words: Rolling more numbers.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

5 Questions for Influencers

More and more these days, decision makers hid behind their assistants or other influencers.

Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to.

Big mistake.

As I’m sure you’ve no doubt noticed, influencers have, well, a big influence on the final decision sometimes, and they almost certainly have a big influence on the decision maker.

So use the five questions below to understand what role your influencer plays, and how you can use this information to have them help you make the sale:

Question One:

“_________, you probably work quite closely with (the decision maker), tell me, how open are they to adding (your product or solution)?”

Question Two:

“_________, in terms of what you know, what is their (the decision maker or committee’s) timeline for putting something like this into effect?”

Question Three:

“What other solutions are they considering right now?”

Question Four:

“How do you get involved in the decision on something like this?”

Question Five:

“How much influence (or input) do you have on the final decision?”

Bonus Questions:

“How closely do you work with (the decision maker or committee)?”

[If they are involved]:

“What are you recommending they do right now?”

And (If you’ve been able to pitch the influencer):

“From what we’ve just gone over, do you think this is something that would work for them?”

AND

“Give me your thoughts on how (the decision maker) is going to decide who to pick for this.”

And

“From what you know, what is (the decision maker) looking for in a solution like this?”

AND

“Given what you know about the urgency for making this decision, how soon do you think they will decide on a solution?”

As you can see, there are many areas and many questions you can ask which will give you tremendous insight into the sales process—if you just ask. 

Is the influencer going to know any or all of this?  Of course not!  But, again, more times than not, they’ll know a lot more than you might think. 

And if you begin asking some of these questions, you will know it, too!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Four Ways to How to Handle: We Already Have Someone

Prospects are good at blowing sales reps off the phone.

Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.”

This is an easy stall to get around—if you know how.

And after reading today’s post, you’ll have several ways to get past this stall and earn the right to have a conversation:

Approach One:

“I understand and I’ll try not to make too many waves here. Just out of curiosity, when was the last time you did compare services and pricing – you know, just to keep current on what’s available to you?”

Approach Two:

“I’m with you and believe me—I’m not here to cause trouble. But let me ask you this: isn’t it wise to at least know about your options just in case you need to make a change at some time in the future?”

Approach Three:

“I’m with you. So, tell you what: instead of me trying to sell you something, let me just educate you on what’s currently available in the marketplace—you know, so in case you need something further down the line, you’ll know who to call—that can’t hurt, right?”

Approach Four:

“No problem, I fully understand. Let me ask you this though: If something were to happen to your current provider, wouldn’t you at least want a dependable backup plan so you didn’t miss a beat?”

As you can see, these responses are meant to help you go around the stall/objection, instead of having you try to overcome it.

Try these this week and adjust them to your personality and your product or service. The more automatic you make them, the better you’ll get at getting past these stalls.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Two Simple Words to Open More Doors—and Close More Sales

The first word is “please.”

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers.

Instead, they just barge in and ask if so-and-so is available.

Or they just say they’re trying to reach so-and-so.

Rarely, however, do they use the most effective opening of all:

“Hi, is ________ available please.”

Try it this week and watch yourself get further with gatekeepers than you ever have.

The second word is, “thank you.”

Again, I know, this sounds too simple, too common place, too commonsensical. But you know what they say about common sense, right? “It’s not too common.”

I listen to hundreds of calls every month, and I rarely hear thank you (or please).

When a gatekeep puts you through, say thank you.

When someone asks how you are, say, “Thanks for asking…”

And so on.

This week, get in the habit of being super polite, of using these basic words of curtesy, and watch how people react in kind.

And watch how much further you get with gatekeepers!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Why Wanting to Win Isn’t Enough

“It’s not the will to win

that matters – everyone

has that. It’s the will

to prepare to win

that matters.”

–Paul “Bear” Bryant

football coach

You may want to win, want to make more money, want to be in the elite class of closers at your company, BUT: Are you willing to put in the work?

Years ago, I thought I was, but I was wrong.

Oh, yeah, I wanted to make the big money, but, I wasn’t really prepared to work for it.

I was one of the reps who came in right before my shift began, and I went to the kitchen for the coffee and donuts first.

I hung out there talking bitching about the company with the other bottom producers, and I couldn’t wait for lunch time, and by Friday, I didn’t work too hard (casual Friday, you know).

After not being able to have the stuff I really wanted, I finally got sick and tired of being sick and tired.

So, I made a commitment to give my profession all I could. I decided to do what was necessary for me to move into the top 20% of the producers at the company.

And that’s when I learned what the “will to prepare to win” meant.

I started showing up an hour before work began, and I headed straight to my desk and began making calls.

This paid off, as some days I’d have a deal on the board before other reps headed for their coffee and donuts.

I spent my lunch hours listening to my calls and critiquing them. Yes, I was horrible in the beginning, but I was committed to finding ways to make them better.

And I did.

At night before I went home, I took an extra half hour to lay out all my leads and call backs for the next day so I could hit the ground running when I got in.

And then I’d listen to my calls in the car on the way home and make adjustments to the scripts during the evening (yeah, imagine that—working “off hours”!).

Before I went to sleep, I focused my subconscious on closing the leads I had laid out, and I went over perfect rebuttals to objections or stalls I’d hear.

I visualized how I would feel once I became a top closer, and what I’d do with my first bonus check, and how good that would make me feel.

After ninety days of doing this, I became the top producer in the company.

Suddenly, I understood the difference between the will to win and the will to prepare to win.

I also found that I wasn’t alone. There with me in the mornings, and in the evenings, were the other top producers.

Today, I find that I can accomplish just about anything if I’m willing to put in the time to prepare to win. You can, too–if you’re willing to put in the time to prepare to win.

The question is, are you?


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Quick Tip to Become a Better Communicator

How long does it take you to respond to an email?

How about a text message?

Or a phone message?

The answer, I suspect, is “It depends on who it’s from.”

Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message?

If your answer again is, “That depends on what they want,” then I urge you to consider implementing the following habit that will make you a far better communicator than your competition.

If a client or prospect contacts you for something, say, more information or to look up the status of an order, etc., rather than waiting until you have the answer—which could take a day or longer—get into the habit of responding back within the hour with even: “Just wanted to let you know I received your email, and I’m working on it. I’ll reach back once I have an answer.”

How long did that take? 10 seconds?

Consider the impact this will have on your client or prospect compared to them not hearing from you for a few days, or even a week or longer.

I think we all used to be better at communicating and responding than we are now.

Because of the advent of email and then text, and certainly social media, we’ve all become conditioned to respond whenever we think about it, feel like it, or remember it.

And this means we don’t communicate very well anymore.

And this is especially important when it comes to business (although, it matters a lot to your friends and family members as well!).

Like you, I receive a lot of emails and phone calls. If I’m not interested in speaking with the countless sales reps who contact me, then I simply don’t respond. I mean, there’s only so much time.

But whenever I get an inquiry from a new prospect, I always email back very quickly, even if it’s to say, “Thank you for your email. Just wanted you to know that I’m training the rest of this week and that my next opening to have a brief conversation would be next Monday or Tuesday at X time. Let me know if you’d like to connect then.”

I respond quickly to my clients as well. It’s always good to get these “tasks” off my mind and my clients and prospects appreciate the quick response.

While this is the way I communicate, I find it’s not how others do it. I routinely wait days, sometimes a week or longer, for others to get back to me. It’s frustrating.

And it doesn’t have to be that way. Ten seconds is all it takes.

As you go forward in your week, ask yourself how good of a communicator you are.

And then take the advice above and become a better one starting today!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

A Better Way to Follow Up on Emails

Prospecting, Email, Appointment Setting, Cold Calling, Phone Sales, Sales Scripts, Sales Tips, Assume for Sale

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!).

When they get the prospect on the phone, they open with:

“Did you get the email I sent?”

OR

“Did you have a chance to review my email?”

These kinds of openings just create stalls, such as:

“No, I didn’t have time,”

OR

 “What email?”

Frustrating, huh?

Want a better approach? Try this:

When you get your prospect back on the phone, say:

“Nice to speak with you again. I did email you the information we spoke about, and I was wondering:

‘What did you like best about it?’”

OR

“What part of the information is the best fit for what you do?”

OR

“From what you read, what would you like to know more about?”

By changing your opening to something more assumptive (assume they’ve read it—if they didn’t, they’ll tell you!), and by asking a positive question “What did you like most about it?” (or any of the other questions above, or come up with your own), you’ll be leading your prospect to reveal their interest level and unique buying motives.

And that’s better than leading them to a stall, isn’t it?

Try it this week and adjust it until you find the best opening for your product or service!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

5 Reasons to Follow a Script

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider:

If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get?

Your script.

You see, even if you think you would never use a script, the truth is, you already are!

The problem is that what you are so used to saying, your “script,” in many cases isn’t the best practice. It’s not thought out, carefully crafted, and usually isn’t the most effective response.

Most of the time, it’s the accumulation of bad habits, ad-libbing that worked two years ago (but isn’t effective now), and, frankly, could use a major refresh.

Once you take the time to write an effective script (or hire a professional like me to write it for you or your team), then you can deliver the absolute best messaging and the most effective sales techniques THAT WORK.

Here are 5 reasons following a well written script will make your sales team better (and make your company a lot more money!):

#1: You’ll sound more professional. The best way to eliminate the “uhs” and “ums” is to follow—and then memorize—an effective script.

If you hate the sound of your own voice (when you listen to your recordings), then script out what you’re going to say, and concentrate on the delivery. Your prospects will trust you more, and you’ll appear more professional.

And prospects like that!

#2: Handling objections will become easier.

If you’re frustrated when a prospect tells you “they aren’t interested,” or when a demo ends with “I’ll think about it,” and you don’t know what to say, that frustration will end when you script out effective rebuttals to these common selling situations.

And that leads to:

#3: Following a script makes you more confident!

Top producers aren’t afraid of making calls, and they aren’t thrown off course when they get an objection. Why?

Because they expect them and know how to handle them. Scripting out your response in advance will not only help you deal with—and overcome—objections, it will lead to you becoming more confident.

And how nice will that be?

#4: Using a script will stop you from talking…and talking…and pitching…and pitching…

Sales reps LOVE to talk. And talk. And talk some more. Problem is: when your mouth is open, your ears are closed. You learn nothing when you keep talking, and because your prospects have all the answers, this is deadly for your success.

By inserting tie-downs, and trial closes in your script, you’ll actually have to stop and engage your buyer! And that’s when you learn what it’s going to take to close them. If you insist on ad-libbing, however, you’ll miss all this—and many times, miss making the sale.

#5: Using a script will stop you from talking past the close.

This is the number one problem with sales reps: Instead of confirming or asking for the order, they just keep talking…and talking themselves out of a sale.

If you don’t believe me, just listen to a couple of your last closing attempts.

See what I mean?

Bottom line: Scripts will make you a better, more confident, more successful sales professional.

If you’d like a book of over 500 fresh, proven, and effective scripts, then click here.

The sooner you stop ad-libbing, and start following a better practice approach, the sooner you’ll reap the benefits above…


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated