How do you open your 2nd or 3rd call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….” OR “I’m just calling to see what you thought about our bid?” OR “I was just seeing if you had time to speak with (your boss, partner, […]
Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Then reach out to Mike today to see if your event date is still available! By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but […]
The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for demo call backs), is alive and well—unfortunately. Just last week, I received this email question from a reader: “Hi Mike, question: After I send out information to prospects, and I come […]
There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. The problem I’m hearing is that sales reps—both newer reps and even […]
We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up! Or, you have an amazing and, what you think is an, engaging demo call and you set a call back and, and…they don’t show up! “What’s wrong?” you think. “Why didn’t I see that coming?” Wouldn’t it […]
Want to instantly make asking for the sale easier? Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options. If your sale cycle involves giving a demo or presentation that includes showing pricing options, then a mistake you may be making is moving into […]
Get the training you need to close the sales you want. And don’t miss saving 15% on our powerful, online training course! Use the code: “Early” until midnight of May 13th only! If you or your team struggles with call reluctance and would rather send emails than pick up the phone, then we will change […]
Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? You can. Better training = […]
How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble… In an earlier blog, I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. They get the prospect on […]
Do you or your team suffer from call reluctance? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone. […]
