50% Off On-Demand Training

Welcome to 2022!

Ready to help your team succeed and finally make your new revenue numbers?

Now you can do so affordably and instantly with my On-Demand Training!

And, for the first time EVER, I’m offering a whopping 50% discount on this award winning, Inside Sales Training Video Course.

See it here.

This 7-part training series will walk your team through the entire process of selling over the phone.

It includes all the scripts, email templates, voice mail script samples—everything they need to double and even triple their sales over the phone.

And best of all? You can now save 50% on both the 4-week program OR the lifetime license!

The 4-week program (unlimited viewing) was $1,995 and is now just $997.50!

The Lifetime License was $4,995 and is now just $2,497.50!

If you’re looking for an affordable way to give your inside sales team the best training available, then take advantage of this incredible sale today.

Simply click this special buy link here for the 4-week program:

https://www.paypal.com/paypalme/mrinsidesales/997.50

Or this this special link for the Lifetime License:

https://www.paypal.com/paypalme/mrinsidesales/2,497.50

This sale is good for one week only and ends at midnight on Tuesday, January 11, 2022.

Make the investment today that will change your sales results in 2022.


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

Early Black Friday Sale!

Want to save money on something that will make you money?

Invest in yourself and grab a copy of the best-selling audio program: “Double Your Income Selling Over the Phone.”

Click Here to read about the program.

Click this special link to make a purchase.

You will get instant techniques, scripts, and proven ways to overcome everything that is frustrating you now. Including:

  • How to effectively deal with the gatekeeper
  • How to qualify properly so you can stop wasting time with shoppers
  • How to easily handle the objections that baffle you now
  • How to double (Yes, I mean DOUBLE) your sales in 90 days

This powerful 5-CD audio program narrated by me personally, is already on sale for $99 (from $249) and is worth every penny.

But now, during this early black Friday special, you can grab a copy for just $79 with Free Shipping (domestic only), or you can get instant access by getting the MP3 files.

The bottom line is that you won’t make a more important purchase this entire holiday season.

So, stop struggling and start selling like a pro.

Click this special link to make a purchase. Please specify in the “Add a note” field whether you’d like physical CDs or MP3 links.

Note: This sale begins now through Tuesday, November 30th, Midnight. 


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Free Scripts and Resources to Help You Sell More!

Want some free, proven resources to help you or your team sell more right now?

Head on over to my blog and you’ll find tons of excellent, free resources to help with just about any problem you’re having!

And you can search for any topic that is giving you trouble:

For example, need help cold calling? Click here.

Want to know what a tie-down is and how to use them more effectively? Click here.

Need help closing more business? Click here.

Goal setting for next year (or anytime!), Click here.

You get the idea.

The point is, anything you need to get better at selling over the phone is at your fingertips. Question is, are you taking advantage of it?

And if you need a deeper dive, try this:

The number one best selling book of current and effective phone scripts: Click here.

The best (and most affordable) on-demand inside sales training program? Click here.

Want instant access to scripts? Here’s an e-book for you: Click here.

There is a wealth of information on how to sell over the phone better, easier, and more effectively.

Feel free to forward this email to everyone on your inside sales team. Remember, it’s up to YOU to get better, and now, with all these resources, there is no reason not 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

3 Keys to Successfully Dealing with Influencers

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor?

There are three keys to successfully dealing with influencers, and the better you understand and use them, the more success you’ll have.

They are:

Key Number One: Understand exactly how much influence the influencer has.

This may seem like common sense, but you’d be surprised at how many sales reps buy into the, “Well I need to present this to…” and don’t go beyond that to qualify the influencer’s role.

To avoid that, always both assume the influencer has a voice in the decision, and then qualify her/him for that.

Use:

“And how much influence do you have in the final say on this?”

OR

“What role do you play in the final decision?”

Learning how much influence they have is crucial to the overall sales process.

Key Number Two: Make sure your influencer is sold on what you’re offering.

If it’s true that the influencer has to show this or present this to the decision maker, then they had better be sold on it themselves, right?

Use:

“Do you personally think this is something that would work for your company?”

OR

“If the (committee, boss, etc.) asked you what you think, what would you say?”

AND/OR

“And from what you’ve seen, is this something you’d recommend to the (decision maker)?”

Key Number Three: Attempt a trial close.

If they buy in to your question that they are going to recommend it, then ask:

“And do they usually go with your recommendation?”

If you get buy in here, then you can either:

  1. Set up a meeting to pitch the decision maker.
  2. Set a follow up call after they have pitched the decision maker.

Either way, learning how to do a better job at dealing with the influencer will go a long way to controlling the sale, and making more of 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

Building Value during the Price Objection

How many times have you been told to build value when you get the price objection?

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? 

Want a better way?

Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. 

What often makes the difference is your enthusiasm and belief in your company and what you’re selling.

Recognizing this, I often use the following script to not only build value in my product or service, but also to build value in the most important part of my product—myself. 

Here’s what to say:

If your prospects say, “I can get cheaper,” or “Well the XYZ company has something similar for less money,” or anything like that, say:

“You know _________ I’m aware of all the other options for this (product or service) and I’ll tell you now, if I thought any of them were better for my clients, I’d be working there and selling those.

“When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. 

“And these are the things you look for as well, right?”

“And after all that, I chose (your company) because they give my clients the best overall value and the best experience. And that means my clients continue to do business with me and refer new business to me as well.

__________, if there was a better product or company for you to do business with, I’d be there selling it. But there isn’t.

“Bottom line—if you want the best overall value, the best results and experience with this (your product or service) then do what I did—choose (your company)—you’ll be happy you did. 

“Now, do you want to start with the X size order or would the Y size order be better?”

This technique builds value in the most important part of any sales transaction—you and your belief in your product or service. 

[BTW: If you didn’t do research into competing companies, then let the prospect know why you did choose your company and what you like so much about working there and offering that product.]

Adapt this script to fit your personality, product, and company, and then get in the habit of using it whenever you feel the need to build more value.

Want 500 more word-for-word scripts? Click Here.


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

Three Scripts to Handle: Email Me Something….

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection?

Believe it or not, over 90% of sales reps do just that.

But top producers are prepared for this common stall/blow off, and they know how to qualify past it. And after learning and using the scripts below, you will, too!

Script #1:

Make sure and have an email already prepared while you’re prospecting. If someone tells you to email them something, simply ask them what their email address is and then send it! Right then!

Simply say:

“Okay, I’ve just sent it to you. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later.

“In the meantime, let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

  1. Give you the time to speak further with them. If not, they weren’t going to open your email anyway. If they will, however, then you know there is a legitimate chance they are interested.
  2. Open the email when they get it. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.
  3. Blow you off with another objection. This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!
  4. Allow you to set a definite follow up appointment.

Script #2:

“I’ll be glad to send you an email, but we have several products to offer you, and I just need to ask a quick question, so I know which email to send.

“Let me ask you…”

And begin qualifying!

Script #3:

“I have a better idea: Rather than clog up your email with something you may not even be interested in, let me briefly describe what we have, and you can honestly tell me if it’s something you’d be interested in, OK?”

And then wait to see if this is a real prospect or not.

Believe me, all of these techniques are better than sending an email and then being ghosted for the next month as you try to get them on the phone again!

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. And then watch as more deals roll out of 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

Five Scripts You Need to Know by Heart

In my book, Power Phone Scripts, I talk about the secret of sales.

Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun.

Think of that.

And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time.

All top producers know automatically how to respond to objections like:

“I need to think about it.”

“I already have a supplier for that.”

“We’re not interested.”

And many more.

Here is a quick “cheat sheet” of five scripts/responses you need to print out, study, memorize, and use when you get in the following situations:

“I need to think about it.”

Response:

“That’s perfectly fine—I like to think about things too, of course. Quick question for you if you don’t mind: Are you going to be thinking about the budget for this, or whether or not to even do it?”

“I already have a supplier for that.”

Response:

“Of course you do, and that’s great. I’m not looking to replace them just yet; instead, I just want you to have other options in case things change and you have to start looking elsewhere. Let me ask you…”

Go back to your qualifying questions here and try to engage them.

“We’re not interested.”

Response:

“No worries—you’re still entitled to this information in case something changes for you in the future. Let me ask you: how much (of your product or service) do you currently use on a monthly basis?”

Two things here: #1) You’re trying to engage them and see if they’ll answer your question, and #2) You’re qualifying them for your product or service as well.

“I just don’t think this is for us.”

Response:

“You know, I love to learn. Do you mind if I ask why not?”

And number five may be familiar to my regular readers, but even for you, I have to ask: How often are you using it?

For any objection, stall, or comment you get and don’t know how to respond to, ask this:

“Oh?”

And then hit your mute button and let your prospect tell you how to sell them.

Again, print these out, memorize them, and use them when you get any of the above recurring objections.

If you’d like over 500 more word-for-word scripts, then invest a few bucks in yourself and get a copy of my book: Power Phone Scripts.

Being prepared is the fastest way to double and even triple your 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

One Way to Handle Objections Better

Want a quick and easy way to handle objections like a pro?

Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now.

Once you have those responses, simply rewrite them to fit your personality or style, and then practice, drill, and rehearse them each time you get the same objection.

While this may seem simple, it’s one of the things I did once I made a commitment to becoming a top producer. And once I did, I immediately saw how the responses of the top closer in my company were completely different to how I was responding.

It’s no wonder I was struggling and not closing many sales!

But once I recorded a better response, and then made it my own, and then memorized it and started using it, my results immediately improved.

And, by the way, this is also how I help companies improve their sales process as well. If a company has, say, fifteen sales reps, then there are inevitably one or two top closers—and then thirteen sales reps who are struggling.

Do you think it makes sense for me to find the best practice approach in the thirteen who are struggling or by listening to their top closers?

Simple answer and a simple solution for you to get better as well.

So this week, seek out the top producers and model your closing skills after theirs.

If you do, then soon your results will be similar to theirs!


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

Ghosted? Here’s what to do…

Ghosted—just the sound of this is chilling.

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death.

What to do?

Here are three things I do to avoid being ghosted:

#1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out.

That’s right. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect.

So, I always include in my communications (voicemail, email, text) the following “out”:

“{first name}, so I know how to follow up appropriately, please let me know if this is something that isn’t of interest to you right now, or when would be a good time for us to discuss this further.”

That’s it.

And guess what? By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. Nobody likes hearing from a salesperson who has “commission breath” as a manager once told me. And this method not only allows prospects to disqualify themselves, but it also gets those interested buyers to respond back to me with a time to reach them.

#2: Make more calls without leaving a message. Speaking about prospects hiding behind emails, etc., sales reps hide behind them, too. They send email after email or leave a couple of voice mails and then give up.

I take the opposite approach: I call.

Relentlessly.

For weeks.

And I don’t leave a message.

Oh sure, I send emails also, and I leave voicemails once in a while, but in between, I’ll call five to seven times a week—at different times, different days—and hang up if I don’t reach someone.

This kind of persistence has paid off (and still pays off) Big Time. So be relentless—remember: “The harder you work, the luckier you’ll get.”

#3: Send a card—or 12. In my book, Power Phone Scripts, I’ve detailed the success I’ve had using a greeting card campaign to send a personalized card every month for year. I’ve made hundreds of thousands of dollars doing this.

Visit this link to try this service for free, and then do what other sales reps are too lazy to do: Send a card, every month, and you’ll reach the buyers you’re looking for.

And don’t forget: The beautiful thing about this system is you create the cards and then forget about them! All you have to do is add a name and address and press a button. Then your cards go out automatically without any other effort on your part!

Remember: You want to be in front of your prospects when priorities change, and when they need your product or service. Sending a card and being in front of them each month will ensure they think of YOU first…

So, there you have it. Three sure fire ways of avoiding being ghosted. Follow them and watch your contacts—and your sales—go through the roof!


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 Closing Questions You Need

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17th.

Ever feel stalled during a close?

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on?

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale:

#1 “I can tell that’s important to you; why does it mean so much?”

#2 “You know, I’ve given you a lot of information, do you mind if I ask you what you think so far?”

#3 “I understand that you need to (talk to someone, check on something, or any other stall), but let me ask you: Based on what we’ve gone over so far, what do YOU think?”

#4 “Let me see if I have this right.  You (restate what they said), right?  What would have to change for this to work for you then?”

#5 “If you had to make a decision right now, what would it be?”

And a bonus layering question:

#6 “And what would change that for you?”

If you found these questions helpful, then it’s time to write some of your own. Make them specific to your product or service and write them so you’d be comfortable asking them. 

If you’re a manager, this is a great exercise for a sales meeting.  You could do two: one for prospecting and one for the close.

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!

Happy 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