Stop Telling and Start Asking!

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching.

While this context is presented as an interview, it is completely translatable to sales—and that means YOU.

If I gave you a pencil and asked you to sell it, how would you go about it?

This is one of the most basic of interview questions I’ve used for years for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales process, and ultimately about what kind of sales rep they are going to be.

So, what is the most effective way to sell a pencil? 

Let’s first look at how most sales reps go about doing it. During an interview, I first let a rep tell me how good of a closer they are. After listening patiently, I pull out a pencil, hand it to them, and tell them to sell it to me.

And off they go!

80% of sales reps start the same way—they start pitching. “This pencil is brand new, never used.  It has grade #2 lead and a bright yellow color so it’s easy to find. It comes with a built-in eraser,” etc.

Some reps can (and do!) talk about it for 5 minutes or more before they ask a question or ask for an order (rare).  As the sales rep rambles on, I begin to yawn, roll my eyes, etc. Amazingly, this just makes them talk even more! 

“What’s wrong with these people?” I think.

Now let’s look at how the Top 20% closers go about selling a pencil. As soon as I give a top rep the pencil, they pause and then they begin asking me questions:

“So how often do you use pencils?”

“How many do you go through in a month?”

“What other locations does your company have that use pencils, and how often do they order them?”

“What quantity do you usually order them in?”

“Where are you getting them from now?”

“Besides yourself, who’s involved in the buying decision?”

Quite a difference, isn’t it?  I’ll tell you right now, I’ve listened to hundreds of sales reps in a month, and they can easily be separated into these two groups: 

Those who pitch, pitch, pitch, and those who take the time to understand their prospect’s buying motives and properly qualify to understand their buying process. 

Now let’s see which category you fit in. When you speak with a prospect for the first time, how much of your script is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives?

If yours is like most scripts I review, then it’s filled with descriptions of what you do and how your product or service helps people. Most scripts attack the prospect with a barrage of “value statements” that turn people off and make them want to get you off the phone as quickly as possible. 

Want a better way?

Then take a tip from some of the best “pencil sales reps,” and change your script and your opening so it focuses more on questioning and qualifying. Seek to discover whether or not you are actually speaking with someone who is a good fit for what you offer.

Without knowing this, you will just end up with a lot of frustration and a lot of unsold pencils at the end of the month.


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

Two Great Questions for 2021

Welcome back to your home office; how do you feel?  Overwhelmed?  Under pressure already? 

If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. 

As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also.

While this may seem like a bad thing, it can actually present a great opportunity for you. Here’s how I handle the companies and contacts I speak with in January. I encourage you to adapt this approach to your products and services as well.

After talking briefly about the holidays and new year’s celebration, I always start with question number one:

“So ________, what are the top 3 initiatives for your department this year?” 

Then I hit mute and take notes. 

If they need a little help here, I use layering questions like:

“What was your revenue like last year?”  Or,

“What percentage increase are you asked to produce this year?”  Or,

“What are you doing differently to accomplish this?”

“What do you think is most needed for you to succeed at that?”

After I’ve listened and asked layering questions and taken notes on the three initiatives, I ask question number two:

“And how can I help you accomplish that?”

Once again, I hit the mute button and take notes. 

If I get an, “Ah, I don’t know,” then I once again use layering questions like:

“Have you heard of our new ‘On-Demand Inside Sales Training Program’?” 

Or I ask a good assumptive question like:

“How much of a budget do you have per quarter for sales training?”  Or,

“How big of a role do you think increased sales training is going to play this year?”  Or,

“If you could wave a magic wand and get three resources to help you accomplish your goals, what would they be?”

I’m sure you can come up with a few of your own questions here, but you get the idea. 

The point is to ask questions and to LISTEN to your prospect’s response. If you respect the pressure they are feeling and truly offer a way to help them, then they will engage with you—and many will even put you to work for 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

Holiday Sale!

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If you want to instantly improve at getting better at:

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  • 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!

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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:

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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

Our Award-Winning Article

In case you missed this, I received the following email last week:

Dear Mike:

The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!”

I thought I’d repost it for you:

3 Keys to Dealing with Difficult Prospects

I listen to a lot of calls each week that my clients send me.

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call:

Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”

Then: “And also, I’m not the decision maker on this, I’m just an influencer. After this, I have to take this back to the board and let them know what I think.”

Then (as if that’s not enough), “And I have a hard stop in 35 minutes, so we need to get into it…”

Nice start, huh?

Actually, it is a great start, because now you don’t have to be a salesperson and pitch, pitch, pitch (which you should never do anyway).

Here are the 3 keys to handling this type of prospect:

Key #1: When he opened with, “We’re looking at a lot of different options of which yours is just one…”

The key here is to address this and use it to your advantage. I would have responded by saying:

“That’s great. Let’s do this then. Why don’t you tell me which option you like best so far, tell me what you like about it so much, and then I’ll let you know if our program can match that or even give you more.”

Then hit I’d hit mute and let them talk.

Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying:

“Thanks for letting me know. Does the decision maker take your advice—in other words—is your influence something that will sway the final decision?”

And if he then dodged that by saying something like, “Yeah, but it’s up to them,” I’d have layered my question with:

“And from what you know, what exactly are they looking for? In other words, what do they need to see from all these options to say yes?”

Key #3: And as far as the, “I have a hard stop in 35 minutes,” I would have responded with:

“Thanks for the head’s up. Tell you what, since I have a ton of info to give you, let’s streamline this and you tell me what’s most important to you, and I’ll show you how we handle that.”

And I’d hit mute again.

Here’s what I teach:

  1. Prospects have all the answers. It’s best to listen, question, and let them reveal those answers.
  2. Take what a prospect gives you. The key here is you need to listen! If you do, then you can respond to what they tell you and get more information and learn the direction you need to go in.
  3. Meet someone where they are, like with this prospect. You need to match them. Take your sales hat off and play their game. Don’t be afraid to be as abrupt as they are—they’ll appreciate it.

Keep these keys handy the next you run into a difficult prospect. They’ll work better than you think they will.


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

Most Popular Post of the Last Two Years

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going.

It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling.

If you happened to miss this post, then here is another opportunity to learn and begin using a proven way to deal with the common brush off: “We are all set.”

Enjoy and happy holidays!

There are many variations of the “We are all set” objection. These include things like:

“We are okay with our present system.”

OR

“We’ve already got a company that handles that.”

OR

“We’re fine for right now.”

As you can see, these are all basically the same, and, more importantly, they aren’t objections—rather, they are initial resistance statements or blow offs. Essentially, they are saying something along the lines of, “I’m not interested in being pitched right now, please go away.”

Now here’s the thing: because this is simply resistance and not an objection (it’s not an objection because you haven’t pitched your product or service yet. It’s like when you walk into a department store and the sales rep asks if they can help you and you blow them off with, “I’m just looking.”) Again, “We’re all set” is not an objection, it’s just a blow off.

The key to handling resistance is NOT to try to overcome it (remember it’s not an objection), but rather you simply want to bypass it and attempt to engage and qualify. 

With that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations:

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…” 

Now ask an engaging qualifying question….

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now – I want to give you an option for the next time you’re in need of this. Let me ask you…”

Again, as an engaging qualifying question….

Response Three:

“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”

Response Four:

“I understand; I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this….”

Now re-engage by asking a qualifying question.

Response Five:

“Got it. Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time—especially asking about timeframe, budget, etc.

Response Six:

“Understand, and let me ask you: When is your next buying season for this?”

Then keep the conversation going by asking an additional qualifying question.

Response Seven:

“That’s fine; I totally understand. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?” 

And then ask how you can become one of them, what their budget is, who the decision makers are, etc.

Response Eight:

“No problem. What you might find helpful is to know about our special pricing and the additional services we provide. Did you know that…?”

Then pitch one or two things you do that others don’t—and use a tie down!

Response Nine:

“I’m glad you said that. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”

Give them a shocking statement about how you’ve just been rated number one, or that you give free delivery, etc., something that will peak their interest…

Response Ten:

“No problem. Could I be the “next in line” company you call the next time you’re in the market for this?”

If yes,

“Great, let me get your email and send you my info…”

Then:

“And just out of curiosity, what would have to change for you to even begin looking at someone else?”

Look for an in here…

So, there you have it: ten new ways of handling this age old blow off.  Just remember, your goal isn’t to try to overcome this—rather, it’s to sidestep this resistance statement and get information you can use to create value and continue the conversation.

If you found these rebuttals helpful, then how would you like over 500 more word-for-word rebuttals for all the objections you face each and every day?

Power Phone Scripts is the number one, best selling book of phone scripts in the world! Gift yourself—and your team—a copy of this powerful book, and watch your confidence and results soar in 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

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

Black Friday: On-Demand Training on Sale First Time Ever!

Want to make more sales? Then learn and use better sales techniques.

It’s really as simple as that. And today, I have an easy way for you and your team to do that:

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  • Avoid call reluctance
  • Get past gatekeepers
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  • Send better emails and leave more effective voicemails
  • Close More Sales
  • Overcome objections
  • And so much more: See full description here

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Choose from two options for this training:

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To save 20% right now, simply use the coupon code: (save20) during check out.

This exceptional offer ends on Monday, November 30th, so act today and be better at selling tomorrow!

*(Based on 15 reps)


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 Simple Technique to Learn Buying Motives

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives?

What? You don’t take notes?

How about using your Mute button? Are you actively doing that? (If not, start using it today: search my blog to read articles on how to do that.)

Here’s a simple technique to help you actively listen to and understand a prospect’s or client’s buying motive(s):

While they are answering your qualifying questions, have a piece of paper next to you (or your computer or phone) and actively take notes as they reveal what is important to them. If you’ve never tried this technique, trust me, it’s a game changer….

Bonus: Write down the actual words, phrases, or terms they use. Then, by feeding these back to them, you’ll be speaking to a person’s listening.

By taking notes, you will:

  • Be forced to actually listen and hear what they are telling you (rather than thinking about what you’re going to say next).
  • Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are).
  • Make a much better connection with your prospect or client because they will feel listened to and heard.
  • Become a better listener.

These are just a few of the very real advantages you’ll gain by actively listening and taking notes. This one technique will separate you from all the other sales reps who are just looking for someone to dump their pitch onto.

Like so many solid techniques in sales, this one is simple—but it will only work if you commit to trying it.

And if you do, I guarantee you’ll see the value in it, and you’ll quickly wonder how you’ve done without it all these years….


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


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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