Happy Holidays!

Just a quick holiday greeting to all our readers: We hope you have a very merry Christmas (if you celebrate), and a wonderful and safe New Year.

It’s our pleasure to post a tip once a week, and we sincerely hope it helps make your selling careers easier and more enjoyable.

Just remember: “Sales solve everything,” so enjoy your time off until the new year and if there is anything we can do to make your 2020 your most successful yet, then please do let us know.

One quick note regarding our 7-week online training program in January: Because Mike be out of the country training the week of the 13th, we have postponed this live, online training to begin on Tuesday, January 28th.

You can visit here for more information.

We hope to have you and your team in the training, and until then all the best to you and your families.


Mr. Inside Sales

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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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

Could you nominate me?

Would you take a minute to nominate me for the AA-ISP’s “Top 25 Most Influential Inside Sales Professionals for 2016”?

If you’ve benefitted from either the scripts, videos or other products I offer, then I would really appreciate it if you did.

Simply follow this link: Click Here

You’ll need this information:

First Name: Mike

Last Name: Brooks

Company: Mr. Inside Sales

Title: President

E-mail: Mike@mrinsidesales.com

Phone: (919) 267-4202

Thanks for your support and remember to send me any objections or stalls you get so I can provide you with customized scripting and rebuttals so you can sell more with less rejection!

All the success in the world,

Mike Brooks

A Farewell Story about Stan Billue

As some of you may know, Stan Billue, “Mr. Fantastic,” passed away yesterday, May 11, 2015, of pancreatic and liver cancer. In the 1980’s, Stan was my mentor, and I attribute much of my early success to his sales training materials and techniques. Later, in my career as a sales trainer, Stan and I became colleagues and worked together on sales webinars and such. He will be missed.

One thing I always appreciated about Stan was how he was always closing. It didn’t matter what the subject was, or what was going on, Stan was always looking for the angle and trying to close. I’d like to relate a story he told me a few months ago about what happened the day he was officially diagnosed:

Back in February this year, Stan sent out an email saying he had just been given three to six months to live. This was on a Sunday, and I immediately picked up the phone and spoke with him. He told me that when his primary care physician saw the results of his tests on that Friday, she directed him to go to the hospital and so he went right over.

While at the hospital, they ran some further tests and confirmed that he was gravely ill, and told him he needed to stay in the hospital through the weekend and then go through some tests the following Monday. Stan didn’t want to stay in the hospital, and he started closing the doctor to allow him to go home. Here’s how it went, according to Stan:

Stan: “Well why don’t I just go home where I’ll be more comfortable, and I’ll come back on Monday for the test?”

Doctor: “There is a wait for two weeks to get this particular test, but if you’re a patient in our hospital, we can get you scheduled in for Monday.”

Stan: “Doc, let’s cut the bull here – isn’t it true that you have a lot of pull around here and if you scheduled me for Monday, they’d run the tests on me on Monday, regardless if I was staying here or not, right?”

Doctor: “Ah, I guess so, but in order for you to get the medication I’m suggesting, because it’s so strong, you’d have to be here to get that…”

Stan: “O.K., Doc, but, again, excuse me, but let’s cut all the bull again, and I’m sure if you prescribed this medication because I needed it over the weekend, heck, they do it, right?”

Doctor: “I guess so, but…”

Stan: “And besides that, when I’m at home, I can be with my kitty cat, my family and I can smoke. I mean, you wouldn’t let me smoke here in the hospital, would you?”

Doctor: “Well, no, but we could have a nurse wheel you off the hospital grounds to have a cigarette.”

Stan: “You mean not right in front of the hospital, but ‘off the grounds’? What do you mean?”

Doctor: “Well, the nurse would have to wheel you across the street because you’re not allowed to smoke on the hospital property. And then she’d have to turn around because she’s not allowed to see you smoking…”

Stan: “That sure sounds like a lot of trouble. Why don’t you just schedule me for the test on Monday, send me home with enough medication for just the weekend, release me now, and I’ll come back Monday. Doesn’t that sound much easier?”

Doctor: “I guess so, let me see what I can do.”

Stan went home for the weekend, got to be with his family, and then went back for the test on Monday. Just like that. Stan told me that all his sales and closing skills came into play in that situation, just like in every other situation he found himself in. Always Be Closing.

Stan will be missed, but he will not be forgotten. His sales techniques will live on through my teachings and through many others as well. If there are Pearly Gates up there, and if they refuse to let him through at first, I know Stan will find a way to close St. Peter. Heck he’s probably doing that right now…

Rest in Peace, my friend….

Mike Brooks, Mr. Inside Sales Receives AA-ISP’s TOP 25 Most Influential Inside Sales Professionals in 2010 Award

LOS ANGELES, CALIFORNIA (15 May 2011) — MrInsideSales announced today that AA-ISP recognized Mike Brooks as part of American Association of Inside Sales Professionals Leadership Summit 2011 at an awards banquet held on May 11th at the Hilton Hotel in Minneapolis, Minnesota.

Mike started his career in the financial and securities industry as an investment broker, and quickly became the top producer out of 5 branch offices in Southern California.  Promoted to Executive Vice President of Sales, he developed a Top 20% Inside Sales Training program that doubled corporate sales of private placements from 27 million a year to over 58 million in 1988, and then more than doubled that again in 1989 – to total revenue of over 112 million.

“It is an honor to recognize Mike as this year’s recipient of The TOP 25 Most Influential Inside Sales Professional Awards. Mike has proven their dedication to growing the professionalism and performance of the inside sales industry, which is the mission of the AA-ISP,” stated Bob Perkins, Founder and CEO.  “We are confident that he  will continue to have an impact on this fast growing and exciting industry in the future.”

A complete list of companies and individuals recognized by the AA-ISP will be published on the AA-ISP website, go to www.aa-isp.org.

About MrInsideSales

Mike is the founder and principle of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm.  Mike is the best-selling author of, “The Real Secrets of the Top 20%” a book on how to double your income selling over the phone, and also publishes an internationally acclaimed weekly Ezine called, “Secrets of the Top 20%”. Mike works as an Executive Coach and sales trainer teaching the skills, techniques and habits of Top 20% sales performance.  He specializes in working with business owners who have under-performing outbound or inbound inside sales teams either business-to-business or business to consumer.

About AA-ISP

The AA-ISP is the only association in America formed and dedicated to advancing the profession of Inside Sales. It does this through promoting inside sales best practices and inside sales tips for business practitioners. It also promotes inside sales careers in what is already becoming the fastest growing segment of sales and marketing. For more information please visit: http://www.aa-isp.org.