Ask for More to Get More

My sales numbers when through the roof when I changed one simple thing:

I asked for double or even triple the deal size at the end of each presentation.

Before this, I used to give my presentation and automatically default to the lowest deal size and be happy if I got it.

In fact, it was so bad that I even dropped the price to half the minimum amount, and I was happy if I got that!

What I didn’t realize at the time is that prospect’s often have a lot more budget than I think they do. In fact, once I started asking for larger deals—and companies and individuals started buying more—I was blown away by how easy it was!

In addition to getting larger deals, I also found it was easier to drop a prospect to a lower amount if I started high. Also, the amount I dropped them to was usually twice as much as I had been used to asking for to begin with!

It was a huge win/win.

As I coach sales reps these days and listen to how they ask for the sale, I’m reminded of myself because guess what? Most of them ask for the minimum amount, or the lowest priced package, or worse—they go below the lowest priced package and are happy when they get it.

The biggest problem with this way of selling isn’t just that they are taking thousands of dollars out of their company’s—and their own—pockets, but the worst thing is that they condition themselves to ask for, and get smaller sales.

And they do.

Take it from me (and all the top reps selling these days): The fastest way to double or triple your sales is to ask for more in the very beginning.

And the sooner you do, the sooner you’ll find prospects who say yes.

Do yourself a favor this month and starting at the top—rather than at the bottom—of your pricing sheet.

And watch as your income goes to the top as well!


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

Master the Fundamentals to Succeed

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 before:

  • He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.
  • He pitched “at” the prospect and didn’t use tie-downs, and so didn’t get buy in.
  • He dived right into pricing packages without finding out which one best suited the prospect.
  • He immediately dropped the price—without even receiving a price objection!
  • And many more errors…

I tried to teach him (and the other new reps) that pitching without mastering the fundamentals is kind of like painting before you understand the fundamentals of art, composition, and perspective.

You might have a lot of natural talent, have a lot of good ideas, have a good sense of color, but if you don’t know, for example, the proper use of perspective, then your paintings will always be somewhat “off.”

They may make sense to you—but to others?

All the great masters first learn the fundamentals of their craft before they start building upon them with their own style.

And it’s the same in sales. First, you need to know the basics—the fundamentals that will give your pitch focus and structure, then you can adapt your creativity, your talent, and intuition to a selling situation.

And, by the way, this applies for more experienced reps as well. If you’re a “pro” and you’re not making your numbers, then it’s time for you to go back to basics as well.

What to do? Dig out the most current version of your script and scripted rebuttals, and use them again.

Don’t have any scripts? Then buy 500 proven scripts here.

Either way, sales reps—both newer and more experienced—will always benefit from a proven, best practice approach.

Get yours, and start painting your masterpiece today!


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

“I Need to Think About It.”

If this objection frustrates you, then all that will end after you read this blog post.

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward.

Real objections can include things like:

  • They can get it cheaper somewhere else.
  • Their boss/spouse/purchasing won’t let them buy.
  • They like a different solution.
  • And many, many more reasons…

And “I want to think about it” is the perfect smokescreen.

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

Pick one part of your offer (it could be the price, or the timeline for delivery, or the quality, or the guarantee, or the rate, whatever…) and say:

“That’s OK, and I’ve given you a lot to think about. Is it the price that you want to think about most?”

And then hit MUTE and listen to what your prospect reveals.

Often, they will tell you what it is, or they’ll tell you it’s something else.

And then you can deal with it!

If they say, “No,” then say, “OH?” and remain quiet—and listen to what they reveal.

Once you know what is really keeping your prospect from working with you, then you can deal with the real objection behind the smokescreen: “I want to think about it.”

Script this out for your product or service. Role play it in meetings. And then use it for a month and see what you find.

If you find the real objection even half the time, you’ll be that much closer to closing more sales!


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

How to Be a Leader

A boss says, “Go!”

A leader says, “Let’s Go!”

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job.

In sales, this means leading by example.

When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call.

I enjoyed it!

And over the years, I found that this was the best way to train my reps—by modeling the closing skills and behaviors I wanted them to learn and practice.

What’s interesting in my training these days is that there are a good number of sales managers who resist this idea. They tell me that now they’re in management, they don’t “get on the phones” anymore.

Or, they tell me that it’s the job of the sales rep to make the calls—not them.

That’s a serious error.

Now, don’t get me wrong: I’m not suggesting you do their work for them (they’d become dependent on you if you did), but rather, it’s important to show them how it’s done.

If you take over a call they are struggling with or start a call they think will be difficult (and you record it), then you will be able to provide them with an example of the right way to handle that situation.

And they’ll learn how to do it right going forward.

In addition, by not shying away from picking up the phone, you will be viewed as a leader—rather than a boss.

And that means people will respect you and want to follow you.

And this is what a leader does.

There are many other reasons for getting on the phone as well:

  • You’ll keep your skills sharp.
  • You’ll get the wonderful feeling that comes from closing a sale.
  • You’ll earn the respect from your reps.
  • You’ll help the company, and your team, make their numbers.

And many more.

So, ask yourself: How often do you pick up the phone and show your team how to do it?

If the answer is, “I can’t remember,” or “That’s not my job,” I urge you to think again.

Get on the phones, make a sale, and start leading your team to greatness.


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

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

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

Pitch Your Product in Two Sentences

Less is more.

Instead of opening your calls like:

“Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. We’re going to have a representative in your city next week and we’d love to stop by to share some information with you and learn more about your business to see how we can help save you money and time as well. Would you be available next Wednesday at 2pm or would Thursday at 4pm be better?”

I was worn out after the first sentence!

Rather than break down what’s wrong with this opening (how about everything?), I’m going to give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. 

Here are the two rules:

  1. Make it brief – one sentence is best, two short ones if absolutely necessary.
  2. Focus on the direct benefits to your specific type of customer.

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Try working with the examples below:

Elevator pitch example #1:

“ ________, we help small business owners save on average 20% on their shipping costs while also increasing their efficiency and tracking. To see how we can help you, I’d like to schedule a brief, 10-minute meeting next week…”

Elevator pitch example #2:

“ __________, we make inside sales teams as much as 33% more productive by providing them with a best practice approach that helps them cold call more effectively and close more qualified prospects. This means an immediate bump in revenue and profits often within the first 30 days…”

Elevator pitch example #3:

“ _______, the ABC company gives homeowners complete peace of mind by eliminating routine maintenance costs and insuring against unexpected expenses. I’ve got just two questions to see which of our plans might work for you….”

Elevator pitch example #4:

“ ________, our motto is: “A guaranteed comfortable night’s sleep or your money back.” Now, have you ever tried this luxury brand of mattress before?”

Elevator pitch example #5:

“ _________, at Tracks Advertising, our small business clients get the most comprehensive online exposure, the certified highest traffic and the most qualified leads in the industry—all at the guaranteed lowest rates. Where are you currently advertising online now?”

As you can see by the above elevator pitches, not only are they short and focused on the benefits to a specific customer “small business owner” or “homeowner,” but they often end with a qualifying question, “have you ever tried,” and “where are you currently advertising online now?”

By ending with a qualifying question, you are not only engaging your prospect, but you’re also learning about their buying motives and uncovering their level of interest as well.

Take some time now to develop your own, concise and compelling elevator pitch and then replace your monologue with a more effective opening. Your customers (and your bank account) will thank you for it!


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

Is Sales Really Just a Numbers Game?

The answer is yes.

And no.

First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say.

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., are just a few of the other factors that influence sales.

Next the yes part: Regardless of the above factors, if you’re not “rolling enough numbers,” then it will be hard to increase your sales.

All top producers I know of not only have the best skills in their office, but they also work the hardest as well.

They spend more time in the office working.

They make more prospecting calls.

They make more upsell calls.

They make more closing calls.

The key word here is “more.”

Bottom line: Once you’ve perfected your skill set, then the quickest way to make more sales is to be in more selling situations.

And you’ll get there if you’re creating more opportunities, and that means making more calls.

In other words: Rolling more numbers.


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

3 Ways to Overcome Call Reluctance

call reluctance, cold call resistance, how to improve selling skills,

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.

Speaking in public used to be the biggest fear someone could face (even before dying), but I think that for salespeople it’s making outbound calls. No one likes to be rejected, and the resistance you get from gatekeepers, receptionists, decision makers, etc., can quickly result in call reluctance.

There are many things you can do to be more prepared to make successful calls, and here are my top three:

#1: Be prepared with proven scripts or “talk tracks” to handle the inevitable rejection and responses you’re going to get. If you don’t have proven answers that automatically flow out of your mouth when you get things like:

  • “Will he know what this call is regarding?”
  • “We’re all set,”
  • “I wouldn’t be interested.”
  • “Just email me something.”

And more, then this is job one. You must have proven and effective responses ready for these, otherwise you’ll struggle on each and every call…

#2: Have all your leads/phone numbers/contacts ready in advance. Do your research and then compile a list of 50 – 100 names and numbers you can dive into. If not, then you’ll spend your time between calls researching, reading blog posts, looking at websites, taking lunch, and then not calling enough prospects to make a difference.

Being prepared in advance to sit down and dial repeatedly not only builds momentum, but gets you results.

#3: Take the pressure off yourself. Not everyone you’re going to speak to is going to be interested or even a fit, so don’t set your expectations too high. You’re not trying to sell or convert each person you speak to; instead, you’re just looking for an opportunity.

When you look at this this way, you’ll be much less likely to take the inevitable rejection you face personally. Instead, just tell yourself that if someone isn’t interested, then you’ve moved that much closer to finding the person who is.

If you can take care of the three items above, then you’ll be removing a lot of the “internal resistance” you have around making calls. And the good thing is that once you do get into a groove of making successful calls, your confidence will grow as will your sales.

If you’d like to learn even more strategies or get the tools and skills you need to get better selling over the phone, then see our new online training program.

Sign up for it today and get ready to double or even triple your sales this year….


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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