Tag: Best Practices

Proven Way to Increase Sales

by mike

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,

Hope you are well. Just wanted to update you on my progress and let you know my sales have increased thanks to you!

I took your advice

  1. Recorded my conversations (client consent) and cringed at what I heard when I spoke to client. Boy, was I missing the hot buttons and talked way past the close
  2. Noted all my main common objections
  3. Used your scripts for rebuttal to those objections, made them my own
  4. Recorded my rebuttal scripts on recording device
  5. Then played them on device for memory and made them my own (same as elite quarterback going through his processions)

I don’t know what I would do without your scripts and other training material!

First of all, I’d like to thank Rino for sending me this email, and for allowing me to reprint it.

Second, for all you sales reps and teams out there who are searching for a way to improve your sales, this is it! Let me break it down:

  1. Record your calls! This was the message last week, and I’ve been teaching it for over 30 years. Nothing—absolutely nothing—is more effective than hearing what you say, hearing what you miss, and then finding immediate ways to improve it.
  2. Make a list of your common objections. Remember, the secret to sales is to recognize that you only get 5 or 7 objections 90% of the time! To “ace” them, you need to script out the best-practice response to overcoming them (and stop adlibbing).
  3. There are many ways to script out effective rebuttals to these objections: You can buy one of my books that already have multiple examples of what to say (see some here); you can hire me to write a customized script playbook for your team; or you can work with me one-on-one (like Rino did) to develop your rebuttals.
  4. Record them onto your phone. Have some fun with this! I recommend recording at least three versions of each script, and then keeping the one that sounds the best to you.
  5. Then play them back, over and over again, until you know them like you know the lyrics to your favorite songs.

Once you do this, you’ll never be stumped again when you get objections, and you’ll know exactly how to deal with them—successfully!

Thanks again to Rino for laying out so succinctly how to get better in sales. One caveat, though: This will only work if you work it. I wish more people would take these simple steps to improving their sales—it’s so worth it!

I hope that this real-life email helps motivate you to take the actions that will result in more sales, more money, and more confidence!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

One Way to Handle Objections Better

by mike

Want a quick and easy way to handle objections like a pro?

Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now.

Once you have those responses, simply rewrite them to fit your personality or style, and then practice, drill, and rehearse them each time you get the same objection.

While this may seem simple, it’s one of the things I did once I made a commitment to becoming a top producer. And once I did, I immediately saw how the responses of the top closer in my company were completely different to how I was responding.

It’s no wonder I was struggling and not closing many sales!

But once I recorded a better response, and then made it my own, and then memorized it and started using it, my results immediately improved.

And, by the way, this is also how I help companies improve their sales process as well. If a company has, say, fifteen sales reps, then there are inevitably one or two top closers—and then thirteen sales reps who are struggling.

Do you think it makes sense for me to find the best practice approach in the thirteen who are struggling or by listening to their top closers?

Simple answer and a simple solution for you to get better as well.

So this week, seek out the top producers and model your closing skills after theirs.

If you do, then soon your results will be similar to theirs!

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today

Would You Spend $10.99 to Double Your Income This Year?

by mike

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this.

And this particular one is called TapeACall Pro.

As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already on—and more. (And if you’re an Android user, there are comparable apps for you too.)

So how can a recording app help you double your income?

If you use it regularly, you’ll begin hearing where you need to improve, and you’ll be able to implement new skills and techniques that can dramatically affect your results.

I know, because this is how I tripled my income one year!

As a sales trainer, I use this almost exclusively to help sales team improve their skills and double their sales as well.

Now there is one down side to this: that you won’t do it. It’s a simple technique, yes, but it only works if you’re willing to work it.

It’s a sad truth, but the majority of sales reps simply won’t take the time to do it regularly. They think it’s a hassle, or they don’t want to disclose they are recording, or it takes too much time out of their busy days or lives, etc.

And that’s too bad. Because it is the easy, proven, and most inexpensive way for you to truly improve.

If you’re committed to getting better and making a lot more sales this year, then try it for a week or two. Invest $10.99 in yourself and see what you find.

The results might be career changing…

(Disclaimer: Many states require that you disclose you’re on a recorded line (check your state’s regulations and follow them!). It’s a simple thing to do. Just say, “This is _____ _______ with XYZ on a recorded line—can you hear me OK?” (or follow your company’s required wording).

Need More Proven Responses to the Selling Situations You Face Every Day?

ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated
Get Access Today