This saying really resonated with me the first time I heard it. At that time I was selling over the phone, and I knew all about being driven by fear. I was afraid that if I didn’t make quota I would be fired. I was afraid that if I didn’t close any business before the […]
Best Way to Handle the “Email me your information” Blow off How do you currently handle the brush off, “Just email me – or send – me your information”? Believe it or not, about 80% of sales teams I speak with actually shoot off an email, schedule a follow up call, put the company in […]
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 […]
Have you scheduled your vacations for this year? I have, and boy am I excited!! After I did, I remembered an article I published years ago, and I thought about all the positive feedback I had on it. So I decided to reprint it here. If you follow the advice I give, I assure you […]
If I were to ask you what the most important thing a sales manager can do to drive business, what would your answer be? Hire the right reps to begin with? Properly train them? Keep them motivated? Help them close deals? I’m sure you thought of these and many others, but I wonder if you […]
Almost everybody I know hates cold calling. And who can blame them? Everyone they call hates it, too. Receptionists hate getting sales call, prospects hate taking calls so it?s no wonder that sales reps hate it, too. In fact the sales industry as a whole hates it so much that it invented an entirely new […]
– 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 […]
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 […]
