Bigger Goals = Bigger Results

What do you expect to accomplish this year?

Think carefully, because nothing (in my experience) is more predictive of results than mindset.

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you.

And a lot more!

Example: I’m working with a coaching/consulting organization right now that has many related companies in their portfolio. Each company is engaged in the same business, uses the same model of attracting and getting clients, and all have the same goal: to maximize their portfolio of clients and grow their business.

One of the companies does it the best, and it’s no secret why:

  • They aggressively market across all appropriate and available opportunities;
  • They have the largest staff of inside sales appointment setters (while the majority of the other companies don’t have any!);
  • They have specific, aggressive goals for the acquisition of business (and I mean, really big target revenue goals);
  • They invest in sales training for their team.

This top producing company has drilled into every employee at their firm the expectation of greatness, and they aggressively pursue that goal—and they attain it.

In other words: They think BIG, and they act BIG.

This week, review your own thoughts, feelings, expectations and goals. Compare them with what you would ideally like to accomplish.

Then think bigger.

Invest in books or audio books on goal setting, visualization, and the law of attraction. The Secret is a good place to start if you haven’t read it.

But know this: Thinking determines your results. If you haven’t yet achieved what you desire, then it’s up to you to change your thinking first.


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

Can You Make Your Goal This Year?

Can you make your revenue goal this year is the same thing as asking:

Can you run a marathon?

You know, a 26-mile marathon race?

Listen carefully to what your mental answer is: Yes or No.

When I ask that question at a sales conference, the majority say no, they can’t.

They think about the effort and endurance it takes; they think about the last time they tried to run; they consider their current physical shape and their lack of an exercise routine.

Considering these things, they generally tell me they can’t…

But the real answer is: they CAN run a marathon if they choose to.

You can too.

You see, the word “can” simply refers to the having the ability to do something.

And you have the ability to run a marathon—if you choose to.

If these people can do it, you can too:

There is Fauja Singh who, at 100 years old, completed the Toronto Waterfront Marathon. It took him more than eight hours, but he did it.

Then there is Patrick Finney’s accomplishment. In 1998, this Texas software engineer woke up with numbness in his legs. Doctors diagnosed him with multiple sclerosis. In 2004, he couldn’t walk any longer.

But Patrick didn’t give up. He committed to getting better, and with the help of medications and physical therapy, he learned to balance again, and after two years he entered and completed a marathon. He went on to finish 50 marathons in 50 different states – the first person with multiple sclerosis to do so.

These are just two of thousands of other inspiring stories (Just Google them!).

Now let me ask you a different way:

If I told you that I would give you one million dollars to complete my favorite marathon—the December Honolulu, HI Marathon—and I’m talking one million dollars cash, after taxes, do you think you could do it then?

I’ll bet you’d start practicing tonight, wouldn’t you?

Remember, can is an ability.

You have the ability to run a marathon, even though you may choose not to right now.

But you CAN.

And you can do a lot of other things as well—like make your revenue goal this year.

But you first have to believe that you can first.

Once you recognize and acknowledge your ability—and we all have a lot more ability and potential than we are using in every area of our lives—that’s when your life becomes an awesome opportunity.

You can achieve superstar performance in sales—others have, and you have the same ability to as well.

You just have to decide if you’re willing to put in the time and effort it takes.

But you can do it.

So, if you look at your revenue targets this year and think you can’t do it, reframe your thinking! Remember that you can—if you choose to!


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

Overcome Call Reluctance Today!

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls?

I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. 

In fact, after I adopted this approach, I actually looked forward to making calls! Imagine that….

The secret is that you have to simply adjust your attitude and expectation about making calls.

Let me explain:

If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead.

Well, here is the adjustment you need to make:

First, expect that you will get objections and that most people will reject your offer. That’s just the way it’s going to go. Think about it: Not everyone you speak with is going to be a prospect or a deal, are they?

So, a better attitude is to welcome a no.

That’s right. Expect that the vast majority of people you reach out to are going to tell you no. It’s all right!

In fact, the more people who tell you no, the closer you’ll get to the people who will eventually tell you yes. That’s true, isn’t it?

Once you adopt this attitude, the fear of being told no will fade.

And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you. And believe me, you’re not so bad that an interested buyer will be put off by you, so don’t worry!

Instead, just use a good script, remember to ask questions and truly listen to their replies. If you do this, you’ll connect with loads of wonderful people who will buy your products and services and become happy clients.

Like my first sales manager used to say: “There’s nothing to it but to do it.”

So, put a smile on your face, roll those numbers, and thank all those uninterested prospects who get out of your way with a no.

Just remind yourself that you’re that much closer to a deal.


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

Holiday Sale!

Holiday Sale!

Still hoping you’ll get what you want this holiday season?

Why risk it? Give yourself the gift that will keep on giving in 2021 and beyond:

A proven way to make more money, with less rejection, selling over the phone!

You want to be more confident and make more sales, and I will help you do that & save money!

Save 70% from right now through December 31st, 2020 on my Bestselling CD Series: “How to Double Your Income Selling Over the Phone.”

If you want to instantly improve at getting better at:

  • Getting past gatekeepers
  • Connecting with decision makers easier
  • Qualifying prospects better and learn their buying motives
  • Giving better demos and presentations
  • Overcoming objections easier

Then these word-for-word, proven techniques and scripted responses will make your job easier and make you more money in 2021 than you have ever made before!

You do want to do that, don’t you? If so then:

Click Here to get my Award Winning 5-CD Series, “How to Double Your Income Selling Over the Phone,” – hard copy CD’s or (MP3 Version!) for just $79.

Need more? How about FREE SHIPPING? Get it now!

Use the coupon code: Holidays

That’s 70% off my regular sale price, and Free Shipping (for an actual CD, domestic only)! If you prefer mp3 version, please email here after purchasing: qi@mrinsidesales.com.

Trust me, the skills, tips, techniques, and proven scripts you will instantly learn will easily pay for this purchase, and you’ll make your investment back each and every week—multiple times each day!

This sale is good starting the moment you read this and will last until 11:59 P.M. Thursday, December 31st, 2020.

Not sold yet? Look at it this way:

Think about all the junk you’ve already bought this season, and ask yourself this one question:

Will any of it actually make you more money, give you confidence every day in your job, and change your career?

If not, then it’s not too late: Make the one purchase that will.

Get it Here.

And start making more money the instant you start listening….


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 Christmas Story For You

Have you read “A Christmas Carol” by Charles Dickens lately?

Seen the movie?

I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago.

This is a cautionary tale, and I highly recommend you take a moment to read it:

One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee.

As I stood in line, I saw a city bus stop on the corner and a bunch of people got off.  One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and there was something familiar about him.

When he entered the store, I recognized him from many years before when we were both struggling reps trying to sell investments over the phone. His name was Brad.

After I got my coffee, he came up to me and said, “You’re Mike Brooks, right?”

“Yes” I said.

“Hey, we used to work together!” he said.

“I remember,” I said. 

He asked me what I was up to these days, and I told him I was an inside sales consultant.

I asked him what he was up to, and this is when the chill hit me: he said he was starting a new sales job today, and then he rolled his eyes as if to say, “And this one will suck, too.”

We walked out of the store together and said goodbye and went our separate ways.

He went to wait at the next bus bench, and I got into my Mercedes and drove away. 

As I sipped my coffee and listened to the jazz tunes in my plush car, I thought about how different our lives had turned out, and I wondered what happened to make them so different.

As I thought about it, I knew exactly what it was. 

During our time together as struggling reps, the owners of the company brought in a sales trainer, Stan Billue, to motivate us. Stan spoke to us for an hour about what makes the difference between the top money earners in sales versus all the other sales reps. 

He said that you have a choice to either commit to learning and using proven scripts and sales techniques that would double or triple your income, or you would just keep doing what you were doing (ad-libbing), getting what you had been getting (poor results). 

Stan said: “If you are willing to do what most sales reps aren’t willing to do, then soon you’ll be able to enjoy the things that most sales reps will never be able to enjoy.”

I was sold on scripting out my presentation. Brad wasn’t. 

I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested.

My sales and income soared. 

Brad thought what Stan taught was just a bunch of old sales techniques that wouldn’t work for him.

Brad thought he knew better.

Brad didn’t believe in using scripts.

“I’ll sound like a telemarkerter,” he moaned. “I have to go with the flow because each prospect is different,” he persisted.

Brad didn’t believe in putting in the time, energy, or money to get better.

So, he didn’t.

Fast forward to our Starbucks encounter. Over 20 years had passed between that Stan Billue talk, and I realized, Stan’s training was the moment I made the decision to change my life.

When Brad showed up that day, he was the Ghost of Christmas Past that could have become my Ghost of Christmas Future. 

My life has changed because my commitment to investing in proven sales material, and then learning and using it diligently. I have no doubt that had I not committed to learning and using proven selling techniques, it would have been me who was taking a bus to my next, new job.

It still sends shivers down my spine just thinking about it.

The moral here is that you, too, can avoid the Ghost of Christmas Past from becoming your future. There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better.

One of the best (in my humble opinion) is my bestselling book of phone scripts: Power Phone Scripts.

Amazon has it on sale for just $19.15 with free prime shipping! 

If you already have my book, then consider my CD-Series or enrolling your team in my On-Demand Inside Sales Training.

Bottom line is that any investment you make in your career will pay for itself, month in and month out.

Make this best holiday season you’ve ever had. Invest in yourself!


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 Motivational Book Recommendation for the Holidays

It’s been a challenging year with Covid, and as cases skyrocket it seems as if it could be a rough winter…

With the holidays and the end of the year just around the corner, I think it’s time to give your attitude a boost.

I want to share with you one of my all-time favorite books on how to develop the right mindset for overcoming and achieving just about anything. This is a book I picked up years ago, and I continue to read it at the end of every year as I set my new goals.

It’s made a tremendous difference in my results and my life.

It’s called, The Advanced Formula for Total Success, by Dr. Robert Anthony. If you haven’t read it—or haven’t read it lately—than this will be one of the most important books you’ll ever read. It’s packed with useful, no-nonsense examples that will really resonate.

It is out of print, but you can get used copies on Amazon.com for as little as ten dollars. Believe, me, it’ll be the best money you’ll spend this year.

Dr. Robert Anthony updated this book a few years ago and called it: “Beyond Positive Thinking.” That book is readily available, and there is an audio version of it if you prefer to listen to your books.

Either way, Dr. Robert Anthony is an awesome motivator who gives you the formula you need to set and achieve your goals—any goals.

So, while you’re contemplating that second piece of pecan pie, make sure you eat it while reading one of the most important books you’ll find in years.

Enjoy and all the best for 2021!


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

Book Mike Brooks for Your 2021 Virtual Sales Event!

2021 Sales Kickoffs are going to be different this coming January. Many will be held virtually—but that doesn’t mean they can’t still be impactful and motivating.

Especially when you hire Mike Brooks, Mr. Inside Sales to kick off your sales event!

Mike can customize your keynote, breakout, or sales kickoff session and deliver a content rich, motivating message that will launch your team into action in January.

Did you know that Mike was named the 2017 + 2018 + 2019 Service Provider of the Year by the American Association of Inside Sales Professionals? (https://aa-isp.org/annual-awards)

Do you need customized keynotes or breakout sessions on subjects like:

  • Prospecting – Both B2B & B2C
  • Dealing with gatekeepers
  • Overcoming objections and Stalls
  • Virtual Presentation Skills
  • Setting follow-up appointments
  • Motivation and Attitude Adjustment
  • And much more!

Also, Mike is available for:

  • Virtual, customized inside sales training for your team
  • Creating Script Playbooks that will make everyone on your team more effective.
  • One on One coaching for sales leaders and individual producers
  • And, of course, amazing keynotes and breakout sessions!

Want an even more personalized sales conference event? Then purchase a copy of Mike’s latest book: Power Phone Scripts, for each team member, and have Mike sign and mail copies right to your office! This book will give your team even more takeaways and valuable techniques they will use all year long to make more sales!

Either call our office: (919) 267-4202 or email Mike directly: Mike@mrinsidesales.com

P.S.: Reach out now before all Mike’s speaking dates are full!

All the best for 2021!


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

“If You Can’t Measure It, You Can’t Improve It.”

Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management.

He’s credited with perhaps the most fundamental quote in business management, and it’s this:

“If you can’t measure it, you can’t improve it.”

You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management, etc.

Recently, I had a concrete example of just how motivating measuring results can be when I downloaded a fitness app called Pacer. It’s a standard exercise and step counter. Very much like Fitbit, which I never used.

Pacer can track an exercise routine, such as a two or three-mile walk, and/or, it keeps track of all your steps in a day as long as you have the phone in your pocket as you walk around the office or house, etc.

To help motivate you, it has a pre-programed goal of 10,000 steps a day. If you reach that, you’re deemed to be highly active that day. It keeps a weekly total, broken down per day, that can be displayed with a bar graph or many other assorted variations.

What I immediately noticed is that as soon as I began measuring my steps for each day, I had the desire to improve it the next day.

If I reached 10,234 steps on Monday, I wanted to do at least 11,000 steps on Tuesday. And on Wednesday, I wanted to do at least 11,500 steps.

Just the act of measuring my actively level led to me searching for ways to improve it the next day. For example, during the walk I’d always take, I’d look for ways to make it longer—either take the next street, or walk all the greenway, or, finally, make two full loops instead of one!

Sure enough, simply by measuring my daily steps, I’ve improved the number I’m taking now on a daily basis.

And guess what? It’s the same with anything else. If you want to begin saving more money, even $20 or $50 a week, start measuring your savings at the end of each week and each month and each quarter. I guarantee that if you do, you’ll find ways to save an additional $5 or $10 or more each week.

And it’s the same thing with sales activity. Don’t just let your manager or company measure you, set your own sales activities goals and track them daily—or hourly.

This is a technique I still use to increase my output, which, to no surprise, always increases my sales results.

So, ask yourself: Do you have measurable goals for the areas in your life you’d like to improve? If not, then start writing down some measurable goals or activities right now. And then measure your progress each day.

And just like Peter Drucker said, within no time, you’re likely to improve in those areas that you’re measuring.


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 Ways to Get a Jump on Fall Production

Let’s face it, 2020 has been a tough year.

First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…

Now that fall is almost upon us, things are still up in the air: are our kids going back to school? Are we going back into the office? Are prospects going to answer their phones?

In a sea of uncertainty, one thing is sure: we still have quotas to reach, bills to pay, and life will go on.

Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come:

1. Don’t give up. Oh, I know, while you may not be able to see your way out of things right now, remember that things will change. More and more companies are opening up; each one of these companies have goals and quotas just like you. They want to—and need to—buy what you are selling. And they will.

So, work on adjusting your attitude and start visualizing the end of this year as much more productive than it’s been. Remember: It all starts with our attitudes.

2. Start with your existing client base. While it may be difficult to reach lots of new clients by phone, you probably do have the phone numbers of your existing clients. Call them this week; reconnect with them. And then ask for referrals.

Any referrals will do: Referrals in other departments of their company, other locations, other contacts they know. And don’t forget to get a handle on their needs this fall. Why not write a pre-order right now?

3. Re-write your email campaign. Many clients I work with are having big success by re-writing and re-organizing a drip email campaign for prospects. Question: When was the last time you rewrote your email campaign?

Start by updating your email message; for instance, change the “I hope you and your family are safe…” Way out dated. Need ideas? See here.

4. Make a production plan. And I don’t mean a “quota” production plan, I mean an activity plan. Do you have a specific goal for number of calls and emails you’re going make and send each and every day? Are you tracking it? Are you reaching it?

Someone once said that if you’re not planning, then you’re planning to fail. It doesn’t matter what your results are in the short term, what matters is your consistent activity level each and every day. If you put in the work—you’ll get results.

5. Put reinforcements in place. Make sure you devise ways of rewarding yourself when you reach your goals. Did you make your production goals today? Reward yourself. Did you reach your quota goal this month? Take yourself and your spouse/family out to a nice (socially distanced) meal.

We all need to take care of ourselves and give ourselves the motivation we need to succeed—especially in this environment. So, think about what you enjoy and reward yourself accordingly.

Practice these strategies this week, and begin looking forward to a happy and accomplished fall and holiday season this year. You deserve 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