There has been a lot of talk recently about “Objections.” What they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to overcome or get around them? For those of you who have been reading my blog for years […]
If you are a regular reader of my blog, then you know I work in a variety of industries and with many different companies in those industries. At first, when new companies are going to engage with me, some will ask what kind of experience I have in their specific vertical. My answer is always […]
Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP’s 2018 Leadership Summit last week: Service Provider of the Year Award – Sales Script Development AND The TOP 25 Most Influential Inside Sales Professionals in 2018 Award. Raleigh, NC, April 9, 2018 — MrInsideSales.com announced today that the AA-ISP recognized Mike Brooks as part of […]
The words “cold calling” still make sales people sweat. I was on the phone with a client just a moment ago, while writing this, and he told me the biggest problem with his sales team is call reluctance. When I asked him why they won’t make more calls, he said they hated being rejected. Here […]
Are you still ad-libbing a response to the “your price is too high,” objection? This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, […]
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What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to them later… Unfortunately, later becomes never as chasing down busy professionals – especially people who now […]
How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back? As you already […]
Let me ask you a question: Do all of your leads end up buying? Of course not. Next question: Out of ten leads that you set up to pitch a demo to, how many of those ten end up buying? If you said “two” then you are at the industry average. Now consider what that […]
Practice doesn’t make perfect, only practice of perfection makes perfect. –Anonymous This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Everyone has heard this […]
