Your Prospect Has All The Answers

Who do you think knows why your prospect buys?

Who do you think knows when your prospect is going to buy? 

Or who they like to buy from?

The answer, of course, is your prospect!

The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen.

Sounds simple, but trust me, it isn’t. To prove this, just listen to a few phone calls of yourself or some of the reps in your office.

That’s why the top reps are in the habit of asking more questions than they are of talking at their prospects.

A great technique to develop is to get to a question as quickly as possible. Use or adapt the following opening to get your prospect to open up and reveal the answers to the questions above:

“Hi _______, this is ______ ______ with XYZ company. How’s your Tuesday going?”

[Listen here and react accordingly . . ]

“_________, briefly, I’m calling because we do XYZ, and after reviewing your website (or LinkedIn page), I have a quick question for you: How do you get involved with that there at your company?”

This can be adjusted to:

“_________, briefly, I’m calling because we do XYZ, and after reviewing your website (or LinkedIn page), I have a quick question for you: How does your company use XYZ there?”

You can adjust this further to fit your product or offering, but the point is that you’re getting to an engagement (and qualifying) question immediately, and you’re letting your prospect reveal the important information you need to know—or need to know to determine the next direction or question you’ll ask.

This may seem like a subtle approach, but it’s the proven one if you want your prospect to tell you the answers you’re looking for at the beginning of this blog post.

Try it and begin finding ways to let your prospect tell you what you need to know—remember, they have all the answers anyway!


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

How NOT to Follow Up on an Email

I hope you’re not making this common mistake when following up on an email you sent:

“I’m just calling to see if you got the email I sent you?”

While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall?

How many times you hear:

“Ah, when did you send it?”

Or

“I haven’t had time to look at it yet.”

OR

“Who are you again?”

If any of these blow offs sound familiar (and I’m sure you can come up with a few of your own), recognize that you are to blame for them because of how you’re following up.

The best practice way is to assume your prospect received it and even glanced through it. Here is a much better way of following up:

“I’m sure you received the email I sent on (date), and probably went through it a bit. Question: How do you see our services matching up with what you’re looking for?”

You can adjust this to fit what it is you’re selling, but the point is not to give your prospect an out, but rather, to assume they received and read through it.

Try using it this week and watch your engagement level rise!


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 Key to Combatting Negativity

Good morning everyone!

I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. Check them out on Amazon if you’re interested in learning more.

There was a lot of great stuff in the meeting, and one thing I wanted to share with you all is a way to combat the recurring negativity that silently creeps into our heads every so often. You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like:

“These leads suck . . .”

“I can’t make any real money here . . .”

“I can’t believe this company is asking me to actually show up to an office!”

By the way, this is just some random negativity about work—there’s a ton more around you in regards to relationship(s), your health or body image, your stage in life, etc.

The saying I heard that I loved was this: “Learn to talk to yourself, rather than listen to yourself.”

What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. This might include:

“Everyone has these leads, and I’ve written business from them. I just need to put in a little more effort, and when I do, I’ll find buyers—just like everyone else is!”

“I can make just as much money as I set my mind to.”

“Going into the office has tons of benefits, including feeding off the energy of other reps, having constant access to my manager, etc.”

Bottom line: Don’t wait for your head to feed you with negativity and sit by passively and listen to it. Be proactive and learn to talk to yourself first—and give yourself the peptalk you need to succeed!


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

Overwhelmed With Your Goals? Do This!

Happy New Year!

Overwhelmed by all your “to-do” goals? If so, then take a tip from Brian Tracy and do this:

Make a list of your top ten goals for the year.

Think about what’s most important to you in the different areas of your life and write down ten things.

Next, prioritize that list so that the most important goal is number one.

Then: throw away the other nine goals and make a commitment to making that number one goal a reality in the next twelve months.

And once you’ve made that commitment, ask yourself what one action you can take today, right now, to begin reaching that goal.

When I heard this, my first thought was, “Yeah, but what about the other nine goals?”

He explained that despite our best intentions, most goal setting starts strong, but by March it slows down, and by the summer most—if not all—goals have been abandoned.

That’s why identifying one goal, the most important and most impactful goal, is a better way to go.

Think about how much your life will change (and the lives of your family members) if you reach this number one, most important goal.

If your goal is to become a top producer in your industry and double or triple your income, think about the impact that will have on your family. Think about buying that new home, or providing for your parents, or allowing your wife or spouse to stay home.

If your goal is to finally write that novel, think about how your life will change when you finally accomplish that this year! Think about the weight off your shoulders now that it is a reality rather than just another dream.

If your goal is to lose weight, get in shape, and get off your medication and live a longer, healthier life for yourself and your family, think about the long-term rewards achieving that goal will bring you! (And think of the consequence if you don’t.)

Whether or not you agree with Brian, I’m here to tell you that it’s more impactful for you to hit the most important goal in your life than it is to set ten and not hit any of them…

Ask yourself: how good would it be if you actually reached your most important goal in 2024?


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 New Year’s Resolutions for Improved Sales

2024 is just around the corner. What are your plans to make this your best year in sales ever?

Here are three things I did all those years ago that changed my sales career, and my life, forever:

#1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. Listen for three things:

  • What you did well—do more of that!
  • What didn’t go well.
  • Ways you can change what didn’t go well (script out a better response) and then use that on your very next call.

If you follow this simple strategy, you’ll improve every single day. And that will change your career—and your results.

#2) Set a weekly, monthly, quarterly, and yearly goal. Write it down. Begin visualizing how earning all that additional income will impact your—and your family’s—lives. Invest in books/audios/YouTube videos that teach you The Law of Attraction, and begin changing your consciousness.

If you don’t change the inside, then the outside won’t change.

#3) Invest in, study, and use the scripts in this book. When I invested in CDs on better sales techniques years ago, a huge lightbulb came on and my career really took off. Whether it’s my material, or someone else’s, do yourself a favor and study and learn how to get better.

Remember, if nothing changes, then nothing changes.

I hope this has inspired you to invest the time, energy, and a little bit of money into yourself and your career.

Believe me, you’ll forever thank yourself that you did.

All the best for 2024!


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

Avoid this “Ghost” of Christmas Future

Do you remember Dicken’s book, A Christmas Carol?

While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened:

I was on my way to consult with a new client one day when I stopped at Starbucks for a cup of coffee. A city bus pulled up outside and a bunch of people got off.  One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone.

After I got my coffee, and he got his, 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 had become a consultant in inside sales, and that I was off to work with a new client.

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 tunes in my plush car, I thought about how different our lives had turned out and wondered what happened to make them so different. As I did, I knew exactly what it was. 

During our time together, the owners of the company brought in a sales trainer, a guy named 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), and then you’d just keep getting what you had been getting. 

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, the lifestyle, and the future that most sales reps will never be able to enjoy.”

I was sold. This other guy wasn’t. 

I invested in Stan’s training program, “Double Your Income Selling Over the Phone.” I committed to learning, practicing, and doing what he suggested. My sales and income soared. 

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

He thought he knew better.

He didn’t believe in using scripts.

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

He 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, that seminar was the moment I made the decision to change my life.

When this guy 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 of my commitment to investing in other sales material, and then learning and using it diligently. My life is infinitely better because I did, and I have no doubt that had I not invested, learned, and used proven selling techniques, it would have been me that was taking a bus to my next, new job.

It 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. Visit my store to get some ideas.

But do something, anything, to avoid this terrible fate. You’ll be awful glad you did!


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

How to Worry Less & Enjoy Life More: New Book!

I’d like to invite you all to join me on my journey through a new phase of my career: From this point forward, I’m going to spend more time pursuing what I’ve always done professionally (write), but I’m going to be writing more of the kind of books that have always spoken to me.

Moreover, (and this is a big change), I’m going to begin publishing under my real name: Michael Zajaczkowski! For years, I’ve used my middle name, Brooks, because it was much easier to say over the phone, but in my personal life, my friends and family know me as just Michael Z.

My new book is called: The Owner’s Manual to Life: In case you missed that day in school when they handed it out. (Simple Strategies to Worry Less and Enjoy Life More)

In this book, you’ll find 100 inspirational quotes and two-page essays that will give you simple strategies and tips for living life more easily, and for worrying less and enjoying life a whole lot more.

Some of the quotes include:

“Today is the tomorrow you worried about yesterday.”

“Don’t let what you can’t do stop you from what you can do.”—John Wooden

“Life is half delicious yogurt, half crap, and your job is to keep the plastic spoon in the yogurt.”—Scott Adams

“Worry is a terrible waste of the imagination.”

“It is what it is, but it will become what you make it.”

And many more. See the book here.

While I’ll still be working with a select group of clients with my inside sales company, I’ll be spending a lot more time pursuing my new path: writing both fiction and nonfiction.  

This new book is the result of over 20 years helping business professionals not only achieve more financial success, but also helping them achieve balance in their lives and finding joy along the way. And that’s what you’ll get from this new book as well.

Brian Tracy says:

“In The Owner’s Manual to Life, Michael Zajaczkowski has compiled 100 of the most important life lessons, and in his unique way makes them accessible and exciting for everyone. This book will truly make you worry less and enjoy life more!”

Brian Tracy, Author/Speaker/Consultant

To encourage you to pre-order this week, I’m holding a contest: After you’ve placed your order, simply email your receipt to me (Mike@mrinsidesales), and I’ll hold a drawing next week. Whoever I pick will receive a signed copy of my bestselling book on sales: Power Phone Scripts!

Pre-order The Owner’s Manual here.

Best,

Michael Brooks Zajaczkowski


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

Stop Beating Yourself Up!

Have you ever observed your self-talk after you lose a sale?

Mine used to go something like this:

“Darn it! I suck at this!”

“This product will never sell!”

“The leads are trash, and I actually agree with some of my prospect’s objections!”

“I wonder what I can sell that’s easier than this?”

“Should I go back to school?”

And on and on. . .

While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is.

Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive. Here’s how:

When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay. That’s okay.” And then leave it at that. Accept it. It is what it is, and you can’t change it. Just accept it and get back to neutral.

Then ask yourself what went wrong? Dissect it. What did you do wrong? Identify it. Once you have, then:

Get positive and identify what you’re going to change next time. What are you going to say or not say next time? How are you going to keep from talking past the close? (Maybe use, “Oh?” or actually get back to the script?).

By identifying what you did wrong, finding a way to do better next time, and then use the more positive approach, you can go from negative to neutral to positive and make your next call, and your next day and week, better.

And that’s what you want to do, isn’t it? Try it next time you find yourself negative.


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

The Simplest Way to Qualify

Problem: Salespeople talk too much when they finally get a prospect on the phone.

They pitch features and benefits instead of asking questions and qualifying.

They talk over their prospects and generally learn very little about what it takes to close a sale.

Result? They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations….

Compare that with your own close rate or your team’s closing percentages.

Solution: Ask questions and listen more.

This may sound easy, but if you’ve listened to any of your rep’s calls (or your own), then you know how hard it is.

Here is the simplest way to do it. Adopt the word “Oh?” into your qualifying pitch and find your MUTE button.

It goes like this: Ask a qualifying question, then hit MUTE and listen.

If you get an answer that doesn’t really tell you anything, or if you feel a prospect is trying to hide the real answer, simply unmute yourself and say, “Oh?” with your voice lifting up at the end of the word. Like you’re really curious.

Then hit MUTE again and listen as your prospect reveals more. Much more.

Don’t be fooled by this. It may seem simple, but it’s hard to do. However, when you do it, you’ll move into the rarefied air of top closers. You’ll discover hidden buying motives—and you’ll discover real objections.

In short, you’ll begin to tell the buyers from the non-buyers, and that is the start of closing more sales and making more money.

Try it 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

Second Quick Fix to Get Your VMs Returned

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned), here is the second quick fix:

Stop trying to trick your prospect!

Everyone knows that a partial message like:

“Hey _______, this is Mike. Call me back as soon as you can…” just reeks of a tricky salesperson calling.

I ALWAYS delete these messages the moment I hear them. So do your prospects.

The proven formula is simple:

Leave your name, company name, and a brief reason you’re calling (especially one that includes a benefit for your prospect), and then leave your phone number SLOWLY and twice.

There are other proven techniques, too, like requesting some help—and promising you’ll be quick and won’t waste their time—but I’ve already written about those. (Search my blog if you missed them.)

Bottom line: Stop trying to be tricky, and stop sounding like a desperate sales rep. Your prospects can see through you and your message will be deleted quickly. Believe me.


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