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 […]
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 […]
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 […]
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: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever! (Save hundreds of dollars […]
(Image courtesy of All Ear Plugs https://www.allearplugs.com/) 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 […]
Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects. The solution to this is to reframe rejection. And here’s how—answer this question: how many calls do you need to […]
I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you […]
The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for presentation call backs), is alive and well—unfortunately. I still receive emails asking me whether to ask this or not. Some swear by it, while others never use it. So, […]
Photo Credit: gambelino.com/my/ If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?” Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Couple of reminders before […]
What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for […]
