Ghosted—just the sound of this is chilling. But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. What to do? Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of […]
Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17th. Ever feel stalled during a close? Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to […]
Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago. This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I […]
If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. It’s no wonder that the most liked blog post I’ve put out over the last […]
I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you […]
The results are in! I’d like to thank all my readers and clients who voted for my company, Mr. Inside Sales! We have won the AA-ISP’s prestigious award of: Top Service Provider of the Year—2020 Award! This is the fourth year in a row we have been awarded with this valuable award that acknowledges our […]
2021 Sales Kickoffs are going to be different this coming January. Many will be held virtually—but that doesn’t mean they can’t still be impactful and motivating. Especially when you hire Mike Brooks, Mr. Inside Sales to kick off your sales event! Mike can customize your keynote, breakout, or sales kickoff session and deliver a content […]
Looking for a quick and proven way to upskill yourself or your team during the summer months? Check out the bestselling book of phone scripts: Power Phone Scripts You’ll get over 500—yep, 500!—word-for-word, proven scripts to help you sell more with less effort and less rejection! Here is a sample taken right from Power Phone […]
What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.” You know, that desperation sales people have when they finally get someone on the phone. It’s the same kind of attitude that you feel and don’t like when a salesperson gets […]
Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget Skip any of these and it can come back to sabotage the sale. Obviously, there is an art to gathering this information, and I’ve written about […]
