“How to Avoid: ‘Will He Know What This Call is About?’”

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?” OR “Have you spoken to him/her before?” OR “Is he/she expecting your call?” Frustrating, isn’t it? In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. […]

Happy With Who We’re Using

This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? 🙂 ) For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. The question is: what do you say […]

“How are you today?” Use it or Ditch it?

How do you open your calls? Do you ask, “How are you today?” or do you use a different opening? There was a time when I was against using the worn-out opening of, “How are you today?” and provided a slew of different options—all of which had their place, and some of which I still […]

Proven Way to Increase Sales

I received the following email from a previous coaching client of mine (Rino Racanelli). His email boils down my sales philosophy, and it shows how much success you can have if you follow just a couple of proven principles. I’m reprinting it below—word for word. The subject line was: “I took your advice”: Hi Mike, […]

One Error to Correct on Your Prospecting Scripts

Congrats to those companies & individuals who sent in their prospecting scripts for review. I received many scripts and went ahead and reviewed ten (instead of just the three). One error I kept seeing was reps’ mishandling asking for the right person when they didn’t know the right contact’s name. Usually, they asked it this […]

Free Script Review—First Three Companies Only!

Success in sales is easy—if you’re using the right messaging. Unfortunately, many companies and reps still insist on winging it—and that makes your day-to-day jobs harder, and it leads to hit and miss success. Proper scripting—knowing exactly what to say in each selling situation you get into—makes all the difference between struggling and missing quotas, […]