Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year. At the Summit in Chicago last week, a brand new category was created just to acknowledge my commitment and contribution to inside sales. MIS was awarded the “2018 Service […]
In my book, Power Phone Scripts, I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing […]
Are you still ad-libbing a response to the “your price is too high,” objection? This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, […]
The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could […]
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.) I guarantee you that if you just take the time to follow the step by step advice you’ll […]
Being in sales is kind of like being a professional football player… In football, each result can either be celebrated (or not) for a very short time. If you win the game, you get about a day to enjoy the victory, and then it’s on to the next game where you need to win and […]
The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).” Oh by gosh, by golly, you’d think they’d cut you a break at the holidays and just buy all ready 🙂 Here’s the good news: Because […]
When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb story teller, and there is a reason this is a “classic.” While reading this, it reminded me of an encounter I had that was a chilling […]
The only thing worse than getting the competitor stall at the end of your presentation (something like, “Well, we’re looking at other quotes…” etc.) is not knowing how to handle it. In my new book: Power Phone Scripts: 500 Word-For-Word Questions, Phrases, and Conversations to Open and Close More Sales, I teach you exactly what […]
Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep. Luckily, there are […]
