One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was […]
I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc. Why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is ask a prospect what their buying schedule is. Try: “How […]
So many sales reps hate hearing NO. In fact, constant rejection is the number one reason most sales reps dislike sales. One of the most useful things you can do, however, is to embrace getting a no, and reframe it for what it is: Simply someone getting out of your way and helping you get […]
I’m sure you’ve heard that practice makes perfect, right? Do you believe that’s true? For those of you who said yes, I’ve got some good news and some bad news. Bad news first… Practice doesn’t make perfect; it only makes permanent. So, if you’re winging it, ad-libbing your way through your sales career, then I […]
What’s the number one blow off prospects use these days? “Can you email something to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later… Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed […]
Quick tip this week. I worked with a client years ago, and he had a one-line rebuttal to the price is too high objection. Whenever a prospect told him that, he simply asked: “And besides price, what else is holding you back?” That’s it. Simple. Direct. And powerful. This client understood that objections are generally […]
Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning. Because of this, not everyone will respond the same way to your methods of managing and motivating, and that means you need different ways of motivating, mentoring, counseling, or even some […]
Are you still looking for a dynamic speaker or trainer to kick off 2023? If so, then reach out to Mike Brooks today to see if your event date is still available! By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, […]
What are you going to do to ensure you close out the year strong? The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Nothing you can do will make more of an impact on your end of year revenues. […]
I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I contacted him and offered to do a complimentary […]
