Don’t Make This Mistake When Prospecting

I watched a sales rep making cold calls the other day.

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it.

I contacted him and offered to do a complimentary coaching session with him to help correct this fundamental error. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong.

Here’s what it is: He was calling prospects and his pitch went like this:

“Hi, this is {first & last name} with {his company}, and I know you’re probably busy, so I just want to ask you a quick question to see if it makes sense for us to talk…

“If you could wave a magic wand and change two things about your online marketing, what would they be?”

The responses he got were generally negative, along the lines of, “Look, I’m in the middle of something right now and can’t talk to you…”

As you read this article, can you identify what the mistake in this approach is?

I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all. Instead, he was barging in on someone’s day and asking a question that required the prospect to stop doing what he was doing and then give a ton of information he probably didn’t want to give.

I said it was analogous to saying, “Hey, you don’t know me, but give me your time and tell me how to sell you.”

I also told him that my reaction as a business owner would have been, “Who are you, and how dare you ask me to tell you that!”

What was missing was the common currency of human interaction to set up the call. Plus, what was missing was a value statement of what might be in it for the prospect. I suggested he revise his opening to:

“Hi, this is {first & last name} with {his company}, how’s your day going?”

[Wait and respond accordingly—engage!]

“{first name}, I know you’re probably busy, so I’ll be brief. The reason for the call is that we provide affordable SEO services to small companies like yours so you can have a big footprint on the Internet and drive more qualified leads.

“Would you mind if I asked how you go about doing that right now?”

Note: this is just one of many different qualifying questions I would ask based on how they sounded to me. The point is to 1) Make a connection first, 2) Give the reason for your call—your value statement, 3) Ask an appropriate, quick qualifying question. This is the best practice approach.

After our coaching session, I received an email the next day from guy. He said he listened to the recording of the session several times and something clicked. He told me that he attends many face to face networking events, and he realized he would never use his phone prospecting script with anyone in person. It would be inappropriate and even rude!

Instead, he said, he would make conversation first, connect and interact with someone. He figured it would probably be true in sales over the phone as well. It told him that was the perfect analogy! I couldn’t have said it any better.

So, for all you inside reps and companies that are making outbound prospecting calls, just ask yourself: Would your technique work face to face? If not, then change it so it would. You’ll do much better when you do.


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

Lessons From the NFL to Close More Business

Are you ready for some football?

The first preseason games are in the books, and coaches are watching game film and teaching players how to improve every week.

I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs—former cornerback with the New England Patriots. He was talking about how much respect he had for Patriots head coach Bill Belichick.

Ellis said, “Early in my career, Bill called me into his office, and we sat there, for a long time, studying game film. He taught me to look for the simple things, and not to make football so complicated. I got better. I was with one of the best coaches of all time, and he helped me become a better player.”

In inside sales, too, you can become a better sales producer if you concentrate on the simple things and doing them better. Here are two things you can do starting today to increase your closing ratio and make more money:

#1: Keep a record of the reasons your prospects don’t close and then concentrate on qualifying on these issues up front with your next prospects. This was one of the simplest and most effective habits I developed early on to get better.

I kept a notebook with all my prospects in it and every time they didn’t buy, I’d put in red ink the reason why not. I even boiled it down to three codes: NI, for No Interest; NM for No Money; and NC for Not Cooperative.

And then throughout the days and weeks I’d go back through my notebook and look for patterns and ask myself, “What do I need to focus on during the qualification stage?”

If too many prospects were not buying because they simply weren’t ready to buy right then, then “No Interest” needed to be addressed during the qualifying call. I’d start by asking more direct questions like: 

“_______, if you find that this would work for you, what is your time frame for moving ahead with it?”

And so on.  Bottom line—if you don’t get it right during the qualifying call, then you’ll never increase your closing ratio.

#2: Ask for bigger orders on every close. Oh, I know, you’ve heard this before, right? But how often do you actually do it? 

So many sales reps are afraid to ask for too much and are just happy to get a minimum order. I know because I used to be that way…

But my career turned around when I began asking for bigger orders on every single call. And what I learned is that you never know how much a person or company can handle. You can always go down (in price, quantity, etc.), but you can never go up.

The truth is, it’s all the same amount of work anyway, so why not ask for two times, or three times the minimum order and see what you get? If only two in ten of your prospects buy the increased amount, how much more money would that mean to you?

In addition, the good part about consistently asking for more is that you’ll end up getting more—and every time you do, you reinforce the habit to do it. And as soon as you get a taste of closing bigger deals, you begin looking for and expecting them. Try it and you’ll see for yourself. It’s one of the simplest things you can do to make a lot more money.

So, there you have it—two simple ways of closing more business and making more money. Just remember as you’re reading this, NFL players and coaches are working on the simple things to improve. 

You should be doing so, 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

Free Resources to Help You Sell More

If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more.

It’s not often that we get something for free, but I’m going to give you some resources, some inside sales techniques that will help you sell more with less resistance.

Now here’s the crazy thing about this no-strings attached offer: Over half the people reading this won’t take advantage of these valuable resources. They’ll either think they already know it all, or they’ll be too busy to open a few links or browse through a backlog of proven and helpful blog posts, or they’ll choose to watch other things on YouTube.

And that’s not only okay, it’s actually great for those of you who will take advantage of this material to get better! The less competition for you, the better, right?

So, dive in to these absolutely free and helpful resources. Take what you need, adapt these scripts and techniques to your selling situations, and then use them.

And then watch your sales go up, your confidence go up, and your income go up!

Resource #1: Access to proven prospecting skills by getting a free chapter right from my bestselling book, Power Phone Scripts. If you want to get better selling over the phone, then start where it counts: getting better at making outbound calls.

Click here to find all the new skills, scripts, and techniques that will help you blow past gatekeepers and connect with decision makers!

Resource #2: If you’ve been enjoying this blog and finding useful tips, scripts, and skills in it, did you know you can search my blog for hundreds of other free scripts and techniques? You can! Simply click here and then use the handy search function to find everything you’ll ever need to help you prospect, close, or overcome objections more effectively.

It’s free, proven, and available to you now!

Resource #3: Do you like to watch quick videos? If so, you should check out my channel on YouTube and binge a few quick tips you can use on your very next call to get better. And if you’re a manager, you can watch some of these videos during your next sales meeting to not only help train your team, but to start a good discussion as well.

As you see, there is no dearth of quality sales training material for you to use to get better. If you want to rise above the rep sitting next to you, then tune in and learn how to outperform your competition.

It’s free, easy, and it’s guaranteed to make you better.


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

My Favorite Closing Line

I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close.

As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career.

When you get to the reason to place the order now, or purchase your product or service, what’s important is not to ask if they agree, or if they have the budget, or anything like that.

Instead…

What you do is end your close with, “Here’s what I recommend we do…” and then suggest the order.

If you want to take it even further, you can say, “Here’s what I recommend we do. Since we’ve got just five left right now, I’ll go ahead and ship them to you while we have them. That way, you’ll have them on hand when you need them. Where would you like me to ship these to?”

Do you see how I combined the, “Here’s what I recommend we do…” with a buying/assumptive question, “Where would you like me to ship these to?”

This is the ultimate way to assume the sale.

But let’s back up to that initial order phrase: “Here’s what I recommend we do…” There are many variations on this, like:

“Here’s what my best clients are doing right now…”

“My biggest clients are thinking ahead and they’re….and I recommend you do the same…where should I ship these to?”

“Smart companies are picking these up now, while they’re available, and not waiting until they go on back order. Here’s what I recommend you do…”

You see how this goes. The point is: if you want to dramatically increase your number of sales, then take the prospect all the way through the sale by leading them to the buy action.

It’s surprisingly effective and once you get in the habit of doing it, you’ll wonder why you never thought of it before!


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

Don’t Handle the Objection—Eliminate It!

One of the best things about sales is that you already know what all the objections are.

For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., and then some outliers you get less frequently.

But overall, you know what’s coming. So, why not eliminate, in advance, your top one or two objections?

Here’s how:

If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re not ambushed when you get to the close.

Ask:

“Ballpark, what is your budget for this?”

And then:

“And do you have that budget available should you like what you see during our demo?”

Or:

“Our solution is adaptable to most budgets, and runs anywhere between $5,000 and $15,000. If you like what you see next week, is something like that within what you have available right now?”

I’m sure you can come up with other budget related qualifying questions, but the point is that it is ALWAYS best to qualify for this objection in advance so you don’t waste 45 minutes + pitching only to find that they can’t afford your solution.

If you are dealing with a customer who buys their products from another vendor, then ask:

“Who are you getting that from now?”

And:

“I’ve certainly heard of them, just out of curiosity, what keeps you coming back to them?”

And:

“What would it take to earn a portion of your business?”

You get the idea here. It’s ALWAYS better to qualify out an objection before you get it. Take some time this week to script out ways to qualify for and overcome your common objections before they ruin your sale.

Remember: You can’t close an unqualified lead!


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

Work on One Thing a Week to Get Better

It’s mid-July, and I’d like to ask you a question: How much better of a sales rep are you today than you were in January?

Can you identify the areas you’ve improved in and measure their impact on your closing rates?

If you’re like the vast majority of sales reps (or sales teams), the answer is, “I don’t really know…”

Here’s a quick tip: If nothing changes, nothing changes.

You’ve all probably heard this before, but in sales this has an added weight: If you aren’t actively working to improve your skill set, then you’re likely making the same mistakes you always make—and getting the same results.

There is an easy way to change this. Simply buy a good book on improving sales, pick just one technique or idea you feel applies to your selling situation, and then commit to adapting, using, and perfecting that one technique for a week.

If you do that, within 90 days you’ll have picked up twelve proven new sales skills that will have a dramatic effect on your bottom line.

This is a simple solution to getting better, but it isn’t always easy to commit to. We’re all very busy, and we may be doing okay with sales now, and who wants to put in all that extra work anyway?

The top 20% do, that’s who.

And that’s why top producers across industries earn more money, enjoy better bonuses and perks, and find their jobs easier and more enjoyable than 80% of their so-called competition.

Hey, you deserve all those perks and extra income, but they aren’t going to just fall into your lap. You’re going to have to do something to get them.

Focusing on learning and applying just one new skill or scripted technique is an easy, proven way to make more sales with more confidence.

And that’s worth a little bit of effort, isn’t it?

If you’re wondering where to start, check this book out.

It makes it easy to find and adapt proven sales scripts that will instantly make you better!


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

One Difference Between Top Sales Reps and You

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else.

And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t.

I’ve been doing this for over 30 years, and things have remained constant during that time: top sales reps are better for many different reasons (personality, work effort, etc.), but they all share this one thing.

And it is…

They are assumptive.

Most sales reps beat around the bush and are timid, hesitant, and resistant to taking control of the call.

In other words, they often ask for permission, rather than be assumptive.

An example is how most sales reps open their calls. When greeted by the receptionist, they’ll ask:

“Ah, would it be possible to speak with Dave Anderson?”

OR

“Is Dave Anderson available?”

What these approaches have in common is they are passive, and they give the gatekeeper control of the call.

Top reps, on the other hand, are assumptive. Given the example above, this translates to:

“Hi, Dave Anderson, please.”

OR

“Hi, could I speak with Dave, please?”

OR

“Oh hi. Could you connect me with Dave, please?”

While this may not sound like a big difference, IT IS.

There are many other examples of this (too many for this limited blog post), and if you would like a book full of them, then check this out.

Otherwise, listen to your own recordings and see where and when you give control of the conversation to the prospect. Chances are, you do it much more frequently than is good for your sales results….


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

Best Thing to Do After You Write a Deal?

Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate.

Some companies have a deal board where you can write down your latest sale so the other team members can see it.

Other companies have a bell to ring, so, again, other team members can be encouraged by your success.

I’ve seen some reps strut around the office, stopping at their workmate’s desk to share their glory or tell the (often long) story of how that deal went down.

Some sales reps go directly into the kitchen where they’ll find a group of other reps—and even a manager or two—and they share the good news there.

Other reps may go down to the café or coffee shop and treat themselves to a latte or piece of pie.

Question: What do all of these forms of celebration have in common?

Answer: They all take you (and your successful energy) away from your desk—and your next pitch.

Years ago, when I was telling the fourth sales rep of my latest big sale, my manager pulled me aside and asked me if I was excited by my successful close. “Heck yeah!” I replied.

He then suggested that my next presentation might benefit from the success and momentum I had. He said that wasting that on other sales reps (and taking them off the phone) was a waste of that energy, and that the best thing I could do after making a sale was to pick up the phone and make another one.

I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? I closed that deal, too!

And that’s when I got it. “Strike while the iron’s hot,” the expression is.

Nothing breeds success like success, and prospects and clients can feel when you’re successful. And they want to buy from someone who is enthusiastic and successful.

So, the next time you close a sale, stay at your desk! Pick the phone up and keep that momentum going!

Remember: The best time to make a sale is right after you’ve made one!


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

“How to Avoid: ‘Will He Know What This Call is About?’”

How many times have you been stopped by the gatekeeper asking you:

“Will he/she know what this call is about?”

OR

“Have you spoken to him/her before?”

OR

“Is he/she expecting your call?”

Frustrating, isn’t it?

In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper.

The number one mistake inside sales teams make when asking to speak with someone is not using a directive statement afterward. In other words, just asking to speak to someone and then not saying anything else.

The number two mistake is not giving your company name, thereby forcing the gatekeeper to do her/his job and ask you for it.

Here’s what not to do:

Gatekeeper: “Johnson company, may I help you?”

Sales Rep: “Can I talk to {prospect’s name}?”

OR worse:

Sales Rep: “Is {prospect’s name} available?”

The problem is that you didn’t use the magic word: “please.”

Using “please” instructs the gatekeeper to put you through, and, at the very least, encourages them to be polite to you. Here’s how it usually goes:

Gatekeeper: “Johnson company, may I help you?”

Sales Rep: “Hi, can I speak with {prospect’s name} please?”

Gatekeeper will now ask: “Can I tell him who is calling, please?”

Note here that the gatekeeper will use “please” right back to you—this as a good sign! The gatekeeper is now taking your lead and being polite to you!The

You reply exactly with:

“Absolutely! Please tell him/her {your first and last name} with {your company name} is holding please.

That last part: “is holding please” is the directive part that both instructs the gatekeeper to put you through, and signals the end of your transaction with them.

This technique works 80%+ of the time.

So, if you’re getting any of the previous screening questions, you can end that today by learning and using a better approach.

Try it for a week and smile as you get put through to more decisions makers!


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

Didn’t Get That Job? Is That a Bad Thing?

Sometimes, when something doesn’t turn out the way we want, it turns out to be a good thing… This happened to me early on in my consulting career, when I started working from my office in my home:

     One day my router stopped working and my internet went out. I was in the middle of a large work project when the connection went dead. I panicked as I tried to reboot it, and worried about the lost work, the deadlines I’d miss, and all the emails piling up. When it didn’t come back on, my thoughts shifted to the inconvenience and time it would take to fix it. First, I had to find an I.T. person and hope they had the bandwidth to help me quickly, then I had to search for a replacement router, buy it, and go through the hassle of getting it set up.

     I spent a frustrating afternoon at Best Buy sorting through the many routers, wasting precious time I could have spent working. When I got back to my office, I reached the I.T. guy who sometimes helps me, and after pleading with him, he agreed to come over and help me connect it that evening. I stewed until he came over and wondered why this bad thing had to happen to me today.

     Turned out that the install of the router went quickly, and after the I.T. guy left, I found something I hadn’t expected: not only did I have internet again, but I had better, faster internet now throughout my whole house! Because the technology had improved so much, I had upgraded my router, and now I had speeds I never even dreamed of. Even the coverage in the downstairs living room worked without buffering. I was thrilled!

     Later that night, after I had calmed down, I processed the experience—from my initial frustration and stress, my anxiousness at Best Buy, my harried calls to the I.T. guy, and then to the final result of to getting a better, faster internet connection. The result was that whole experience turned out better than I ever imagined it would. As I reviewed the experience, I came up with the saying “Is that a bad thing?” This has become my mantra when unexpected changes or circumstances come up, which they do constantly.

     Meeting so-called problems or situations with this new awareness and attitude has been life transforming. Now, when something breaks, goes out, or doesn’t go the way I planned (like not getting a client I had hoped for) I immediately ask myself, “Is that a bad thing?” Then, with a smile, I begin looking for ways to improve what I had before or begin looking for better opportunities that are now available. When I do, I often find better upgrades for what I had, or better options/opportunities for the future.

     When you think about your own experiences, I’m sure you’ve had instances when something didn’t go the way you thought it should, but that didn’t mean that it didn’t go the best way it could. By remaining open to what comes up and by looking for the opportunities that come with it, you will find a better way of dealing with the inevitable changes life constantly presents us with.

     I’m now quick to ask, “Is that a bad thing?”

     And that has turned out to be a good thing.


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