It’s mid-July, and I’d like to ask you a question: How much better of a sales rep are you today than you were in January? Can you identify the areas you’ve improved in and measure their impact on your closing rates? If you’re like the vast majority of sales reps (or sales teams), the answer […]
Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. The client, sure their sales cycle was more complicated and therefore required more advanced closing techniques, considered the bet: If the sales […]
Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t. I’ve been doing […]
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 […]
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, […]
Several companies have already taken advantage of my award winning On-Demand Inside Sales Training program, and to help other companies (and individuals) take advantage of this comprehensive training, I’m extending the 50% off sale through the end of January! If you are ready to help your team succeed and finally make your new revenue numbers, […]
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How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Want a better way? Often times, services and products are roughly the same, and prospects will […]
Imagine if there was a secret to successful selling. Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to. And not only would you be able to sell these […]
I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away… This ad-libbing approach led to all the common problems we’ve chronicled […]
