Category: Prospecting & Qualifying

This is the Secret of Sales

by mike

Imagine if there was a secret to successful selling.

Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to.

And not only would you be able to sell these products or services, but—if you learned and applied this secret—you would sell more than anyone in your company or in your industry.

In addition, you would also be able to sell more with less stress, less rejection, and sales would actually become, dare I say it?—easy.

As you know, selling and easy rather occur in the same sentence, but by learning and applying this secret, they will.

And here is the secret:

Sales is nothing more than a set of recurring selling situations that you encounter over and over again.

You get the same brush offs when prospecting, the same objections when closing, the same ghosting when following up.

Let me prove it to you: regardless of your product, service, or industry, do any of these selling situations sound familiar?

When prospecting, has a decision maker or influencer or office manager ever told you:

  • “Just email me some information.”
  • “We’re happy with who we’re using.”
  • “We aren’t interested.”
  • “I’ll have to check with my boss.”

And when closing a sale or presenting your product or service, how many times do you run into:

  • “That’s a bit more than we want to spend.”
  • “It’s just not the right time for us.”
  • “Let me think about it and get back to you.”
  • “I’m going to need to talk to the committee/boss/my partner, etc.”
  • “Can you email me more information?”

Now, I’ve never met many of you reading this right now, and I don’t know what you’re selling, but I’ll bet these cover 80% of the objections you get, right?

And that’s because selling is a set of recurring situations that contain the same objections, stalls, and you get them over and over again.

And therein lies the secret to successful selling:

Learn exactly what to say—in advance—of getting these recurring objections.

Now this may sound like a “duh!” moment but let me share another secret with you: 90% of sales reps don’t do this. Instead, they ad-lib, make things up, and use poor responses over and over again.

Poor responses that don’t work!

The answer?

Script out—in advance—two or three “best practice” responses to the recurring selling situations you get into all the time.

Practice, drill, rehearse these responses until they become your automatic way of responding.

Doing this will change your sales results, your day-to-day experience in selling, and ultimately your career and your life.

Your choice really comes down to: Struggle and underperform, or sell easily, confidently, and make more money than 90% of your competition.

If you choose the latter, then you can start with over 500 proven scripts you can adapt to fit all the selling situations you run into.

Get it here.

And start learning and practicing the secret to successful selling.

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
Get Access Today

One Mistake to Avoid When Pitching

by mike

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode.

It’s as if they think they just need to tell the prospect more, or list endless benefits and that at some point the prospect will say, “Ah, yes! That’s what I needed to hear!”

Sadly, pitching more when you hear a possible negative is exactly the wrong thing to so.

The right thing?

Stop and begin asking questions. Get curious. Dive into the possible problem area and find out why it’s a problem. How much of a problem it is. And, most importantly, learn how to deal with it—that is, if it’s even something that can be overcome.

Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched. That means seven people aren’t buying!

So, if you’re talking over or past objections, then you aren’t learning how to deal with them. You’re certainly not learning how to overcome them. Instead, you’re practicing poor sales skills over and over again.

And that’s not how to get better.

You’ve heard that saying: “Practice makes perfect?”

That’s totally wrong.

Practice only makes permanent.

If you’re practicing poor selling skills day in day out, you’ll get really good at being…well…being a poor sales person!

Quickest way to get better: next time you get an objection or negative response, stop. Ask questions. And ask yourself is this is one of the seven prospects who aren’t buying. Or is it one of the three who will buy?

And then ask yourself what you need to say to sell them. And you’ll only learn that by being curious and asking questions.

Not pitching…

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
Get Access Today

Less is More in Sales

by mike

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!).

This is a problem.

And that’s because when your mouth is open, your ears are closed.

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch.

The solution is simple:

  • Cut your pitch in half (or a quarter)
  • Learn to use current, non-salesy tie downs
  • Ask questions frequently of your prospect
  • Find and use the MUTE button to fully listen to their responses

Also, learn to use layering questions when you get answers you either don’t fully understand, or when you get an answer that makes you want to know more about their process, decision making, budget, etc.

Why do sales reps talk so much? Many reasons: nervousness, not wanting to hear no, lack of training, etc.,

What’s the solution? A good, tight, non-salesy script.

And not only a script—but one that you and your team adheres to.

A good script—and script playbook—changes companies and careers.

On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking.

In sales, less talking and more questioning and more listening is the key to success.

This week, look at the script your company gave you when you began working there.

Rewrite it.

Shorten it.

Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Doing so will not only make your job easier, but it will make you more successful as well.

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
Get Access Today

Qualifying: Before or After Your Presentation?

by mike

I was working with a new client this week, and I listened to a recording of their presentation and it went like this:

  1. Hello, how are you doing—brief rapport building
  2. Deep dive into their presentation—including features and benefits
  3. Qualifying to see what the client was most interested in.

How does this sound to you?

Is this the way your presentations go?

After we went through the call, I suggested it would be much more effective for the rep to know the client’s buying motives (his needs, wants, and wishes) before giving the presentation.

Here’s why:

  1. By knowing the buying motives before your pitch, you’ll be in a much better position to “speak to those buying motives” during your presentation.
  2. While tailoring your pitch to your prospect’s specific buying motives, you’ll also be able to stop after making a point, and, using tie-downs, check in to see how your presentation is going.
  3. Near the end of your presentation—right before discussing pricing—you’ll be able to use a trial close to see if your prospect is bought in. Something along the lines of: “So, based on what you’ve seen so far, does this sound like the solution you’ve been looking for?”

If you want to immediately improve your conversion rates, then make sure you understand—in advance—what your prospect’s buying motives (and potential objections) are.

Then, spend your presentation targeting those needs, and checking in often to see if you’re meeting them!

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
Get Access Today

3 Ways to Overcome Call Reluctance

by mike

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Instead, reps these days tend to spend more time communicating on social media and sending emails.

Top reps still prefer to pick up the phone and have conversation, and this remains the best way to not only speak with someone, but to qualify them as well.

If you’re suffering from call reluctance, there is a way out! Simply follow these 3 proven ways to making calls easier, and confidently.

One: Avoid call reluctance by scripting out what you’re going to say and how you’re going to respond to the inevitable objections and stalls you’re going to get. Once you have, then read them into your smart phone and listen back to the wording and your delivery so you’ll internalize them.

This way, you will be able to pivot easily and naturally when you need to, and you’ll avoid sounded scripted. But having a best practice outline/script will give you the confidence to make the calls that will make you successful.

Two: Give your prospect time—as soon as you can—to respond to you. That means, you want to avoid opening with a monologue, and instead, state your value prop quickly and get to a question so they can interact. Something like:

“Hi ________, this is _______ _______  with _________ company, and I’m simply calling about our XYX. Quick question: How do you (or your company) use XYX?”

Three: Set a goal for the number of calls you’re going to make each day. Nothing motivates more than concrete goals, and having either a # of dials, or # of conversations, or, best of all, # of appointments a day will keep you smiling and dialing!

Bonus: The absolute best way to get better at making calls is by recording your calls and listening back to them. Make it a habit to listen to at least one of your calls every day! Doing so will help you identify where you need to improve—and how to do it.

There you have it: Three ways to overcome call reluctance. To get the most from these tips, combine all of them with a commitment to being the best in your company or industry. Remember: picking up the phone when those around you are sending emails, will put you way ahead of the pack. So, use these techniques to help you do just that!

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
Get Access Today

One Great Close You Should Be Using

by mike

How do you handle the following two big objections?

“Your price is too high.”

“I can get a better deal/rate/price using XYZ”

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

The best way to handle this is to…

Isolate it! Just like you should do with most objections.

Here is the easiest way to do this:

Whenever you get either of the two objections above, simply respond with:

“In addition to price, what else is important to you?”

OR

“In addition to price, what else is holding you back today?”

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.

That’s it!

For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.

You’ll be amazed at what you hear—and how much further you can take your prospects…

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
Get Access Today

Master the Fundamentals to Succeed

by mike

I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away…

This ad-libbing approach led to all the common problems we’ve chronicled before:

  • He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.
  • He pitched “at” the prospect and didn’t use tie-downs, and so didn’t get buy in.
  • He dived right into pricing packages without finding out which one best suited the prospect.
  • He immediately dropped the price—without even receiving a price objection!
  • And many more errors…

I tried to teach him (and the other new reps) that pitching without mastering the fundamentals is kind of like painting before you understand the fundamentals of art, composition, and perspective.

You might have a lot of natural talent, have a lot of good ideas, have a good sense of color, but if you don’t know, for example, the proper use of perspective, then your paintings will always be somewhat “off.”

They may make sense to you—but to others?

All the great masters first learn the fundamentals of their craft before they start building upon them with their own style.

And it’s the same in sales. First, you need to know the basics—the fundamentals that will give your pitch focus and structure, then you can adapt your creativity, your talent, and intuition to a selling situation.

And, by the way, this applies for more experienced reps as well. If you’re a “pro” and you’re not making your numbers, then it’s time for you to go back to basics as well.

What to do? Dig out the most current version of your script and scripted rebuttals, and use them again.

Don’t have any scripts? Then buy 500 proven scripts here.

Either way, sales reps—both newer and more experienced—will always benefit from a proven, best practice approach.

Get yours, and start painting your masterpiece 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
Get Access Today

“I Need to Think About It.”

by mike

If this objection frustrates you, then all that will end after you read this blog post.

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward.

Real objections can include things like:

  • They can get it cheaper somewhere else.
  • Their boss/spouse/purchasing won’t let them buy.
  • They like a different solution.
  • And many, many more reasons…

And “I want to think about it” is the perfect smokescreen.

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

Pick one part of your offer (it could be the price, or the timeline for delivery, or the quality, or the guarantee, or the rate, whatever…) and say:

“That’s OK, and I’ve given you a lot to think about. Is it the price that you want to think about most?”

And then hit MUTE and listen to what your prospect reveals.

Often, they will tell you what it is, or they’ll tell you it’s something else.

And then you can deal with it!

If they say, “No,” then say, “OH?” and remain quiet—and listen to what they reveal.

Once you know what is really keeping your prospect from working with you, then you can deal with the real objection behind the smokescreen: “I want to think about it.”

Script this out for your product or service. Role play it in meetings. And then use it for a month and see what you find.

If you find the real objection even half the time, you’ll be that much closer to closing more sales!

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
Get Access Today

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

by mike

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
Get Access Today

Pitch Your Product in Two Sentences

by mike

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
Get Access Today