I get emails all the time and it’s great because I get real insight into what reps face day in and day out – and how they are dealing with it. The email below is a perfect example of this. I’m sure this rep isn’t alone in facing this kind of selling situation. Read his […]
– By Mike Brooks, www.MrInsideSales.com (Taken from my new book, “The Ultimate Book of Phone Scripts”) I get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the […]
Would you finally like to know exactly what to say in any selling situation when you call prospects and clients? Well now you can? My new book, ?The Ultimate Book of Phone Scripts,? has over 220 word for word, proven scripts to help you deal with all the blow offs, put offs and objections you […]
If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you’re like many of the sales managers and owners I work with, then I know you’re being pulled in many different directions. You’re busy; […]
Many sales reps send me emails asking the same thing, “How can I sell against my competition and win the deal?” They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and […]
Welcome to the New Year! So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.” Because of the personnel […]
Whenever the subject of scripts comes up, people usually have definite opinions — they either love them or hate them. Those who wouldn’t be caught dead using scripts like to point to those pesky telemarketers will call at night that sound stilted and computer like. ?I hang right up on them,? they say. ?I’d never […]
What?s one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don?t work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky […]
I don?t know about you but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, ?Hi is that Mr. Brooks?? to the way they fumble through their scripts, I have them pegged before they get past their first sentence. And like I?m sure it is with you, […]
For the past 26 years I?ve worked on the phones as a qualifier, broker, sales associate, sales manager, director of sales, V.P. of sales, owner of various inside sales companies, consultant ? you get the idea. I?ve worked with, monitored and heard thousands of sales reps over the years, and I?ve heard it all ? […]
