How many times do you ask for the sale during a close? Once? Twice? The number of times you should be asking might surprise you… Top Characteristic Part Seven: Be prepared to ask for the sale five times – or more! Most sales reps I listen to (while reviewing their closing and presentation calls), ask […]
In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to give you a powerful way to open your closes. This is a technique that top producers use all the time, but that most sales reps are afraid of using. If you do this right, however, you’ll have the confidence […]
Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. The point here is that you are practicing […]
I’d like to thank many of you for your emails and comments regarding last week’s ezine article on the first characteristic of making a commitment to doing whatever it takes to be a top sales producer. For those of you who are committed, you’ll find your sales and confidence will instantly go up when you […]
Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether. This is how most sales reps react when they get objections, but not the […]
If you are trying to set appointments for an outside sales team, or even if you’re trying to generate leads so you can do an over the phone demo later, then you know all about put offs and stalls. While I’ve previously discussed the common ones like, “I’m not interested,” and “Just email me something,” […]
I know, it’s a catchy and kind of a trick title, isn’t it? And when I ask audiences what they think it is, they guess things like: “Asking for the sale!” “When would the customer like delivery?” “How many units do they want?” Things like that. All these are good guesses – they are all […]
As you know, I often get emails from readers of my ezine, “Secrets of the Top 20%”, asking me how I would handle various selling situations and objections. Someone sent in a request asking me how to deal with the, “We are used to the status quo and don’t want to make waves” objection. This […]
Would you take a minute to nominate me for the AA-ISP’s “Top 25 Most Influential Inside Sales Professionals for 2016”? If you’ve benefitted from either the scripts, videos or other products I offer, then I would really appreciate it if you did. Simply follow this link: Click Here You’ll need this information: First Name: Mike […]
Nowadays, there seems to be a raging debate about when – and even whether or not – to qualify for budget. The new thinking seems be driven by the fear that “until we give the value of what we’re offering (meaning the demo), it’s too soon to talk money. Prospects will just say they can’t […]
