Overwhelmed With Your Goals? Do This!

January 6, 2024January 6, 2024 by mike

Happy New Year!

Overwhelmed by all your “to-do” goals? If so, then take a tip from Brian Tracy and do this:

Make a list of your top ten goals for the year.

Think about what’s most important to you in the different areas of your life and write down ten things.

Next, prioritize that list so that the most important goal is number one.

Then: throw away the other nine goals and make a commitment to making that number one goal a reality in the next twelve months.

And once you’ve made that commitment, ask yourself what one action you can take today, right now, to begin reaching that goal.

When I heard this, my first thought was, “Yeah, but what about the other nine goals?”

He explained that despite our best intentions, most goal setting starts strong, but by March it slows down, and by the summer most—if not all—goals have been abandoned.

That’s why identifying one goal, the most important and most impactful goal, is a better way to go.

Think about how much your life will change (and the lives of your family members) if you reach this number one, most important goal.

If your goal is to become a top producer in your industry and double or triple your income, think about the impact that will have on your family. Think about buying that new home, or providing for your parents, or allowing your wife or spouse to stay home.

If your goal is to finally write that novel, think about how your life will change when you finally accomplish that this year! Think about the weight off your shoulders now that it is a reality rather than just another dream.

If your goal is to lose weight, get in shape, and get off your medication and live a longer, healthier life for yourself and your family, think about the long-term rewards achieving that goal will bring you! (And think of the consequence if you don’t.)

Whether or not you agree with Brian, I’m here to tell you that it’s more impactful for you to hit the most important goal in your life than it is to set ten and not hit any of them…

Ask yourself: how good would it be if you actually reached your most important goal in 2024?

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

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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

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Three New Year’s Resolutions for Improved Sales

December 23, 2023December 23, 2023 by mike

2024 is just around the corner. What are your plans to make this your best year in sales ever?

Here are three things I did all those years ago that changed my sales career, and my life, forever:

#1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. Listen for three things:

What you did well—do more of that!
What didn’t go well.
Ways you can change what didn’t go well (script out a better response) and then use that on your very next call.

If you follow this simple strategy, you’ll improve every single day. And that will change your career—and your results.

#2) Set a weekly, monthly, quarterly, and yearly goal. Write it down. Begin visualizing how earning all that additional income will impact your—and your family’s—lives. Invest in books/audios/YouTube videos that teach you The Law of Attraction, and begin changing your consciousness.

If you don’t change the inside, then the outside won’t change.

#3) Invest in, study, and use the scripts in this book. When I invested in CDs on better sales techniques years ago, a huge lightbulb came on and my career really took off. Whether it’s my material, or someone else’s, do yourself a favor and study and learn how to get better.

Remember, if nothing changes, then nothing changes.

I hope this has inspired you to invest the time, energy, and a little bit of money into yourself and your career.

Believe me, you’ll forever thank yourself that you did.

All the best for 2024!

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

Avoid this “Ghost” of Christmas Future

December 9, 2023December 9, 2023 by mike

Do you remember Dicken’s book, A Christmas Carol?

While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened:

I was on my way to consult with a new client one day when I stopped at Starbucks for a cup of coffee. A city bus pulled up outside and a bunch of people got off. One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone.

After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?”

“Yes” I said.

“Hey, we used to work together!” he said.

“I remember,” I said.

He asked me what I was up to these days, and I told him I had become a consultant in inside sales, and that I was off to work with a new client.

I asked him what he was up to and this is when the chill hit me. He said he was starting a new sales job today, and then he rolled his eyes as if to say, “And this one will suck, too.”

We walked out of the store together, and said goodbye and went our separate ways. He went to wait at the next bus bench, and I got into my Mercedes and drove away.

As I sipped my coffee and listened to the tunes in my plush car, I thought about how different our lives had turned out and wondered what happened to make them so different. As I did, I knew exactly what it was.

During our time together, the owners of the company brought in a sales trainer, a guy named Stan Billue, to motivate us. Stan spoke to us for an hour about what makes the difference between the top money earners in sales versus all the other sales reps.

He said that you have a choice to either commit to learning and using proven scripts and sales techniques that would double or triple your income, or you would just keep doing what you were doing (ad-libbing), and then you’d just keep getting what you had been getting.

Stan said: “If you are willing to do what most sales reps aren’t willing to do, then soon you’ll be able to enjoy the things, the lifestyle, and the future that most sales reps will never be able to enjoy.”

I was sold. This other guy wasn’t.

I invested in Stan’s training program, “Double Your Income Selling Over the Phone.” I committed to learning, practicing, and doing what he suggested. My sales and income soared.

The other guy thought what Stan taught was just a bunch of old sales techniques that wouldn’t work for him.

He thought he knew better.

He didn’t believe in using scripts.

“I’ll sound like a telemarkerter,” he said. “I have to go with the flow because each prospect is different,” he persisted.

He didn’t believe in putting in the time, energy, or money to get better.

So he didn’t.

Fast forward to our Starbucks encounter. Over 20 years had passed between that Stan Billue talk, and I realized, that seminar was the moment I made the decision to change my life.

When this guy showed up that day, he was the Ghost of Christmas Past that could have become my Ghost of Christmas Future.

My life has changed because of my commitment to investing in other sales material, and then learning and using it diligently. My life is infinitely better because I did, and I have no doubt that had I not invested, learned, and used proven selling techniques, it would have been me that was taking a bus to my next, new job.

It sends shivers down my spine just thinking about it.

The moral here is that you, too, can avoid the Ghost of Christmas Past from becoming your future. There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better. Visit my store to get some ideas.

But do something, anything, to avoid this terrible fate. You’ll be awful glad you did!

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

Sign-Up to Receive Quotes Like These

July 9, 2023July 9, 2023 by mike

Do you enjoy quotes like these?

“Next time someone tells you ‘never,’ remember that means ‘not for at least one hour.’”—Jeffrey Gitomer

“I’ve failed over and over and over again in my life. And that is why I succeed.”

—Michael Jordan

“Talent is cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work.”

—Stephen King

“It takes no more time to see the good side of life than it takes to see the bad.” –-Jimmy Buffet

“Nothing is worth more than this day.”—Goethe

If you do, then you can receive one each Wednesday by signing up here. (Scroll to the middle of the page).

Hundreds of other sales reps are already enjoying an amusing or enlightening quote in the middle of their week—you should, too!

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

5 Life Quotes You Will Enjoy

June 26, 2023June 26, 2023 by mike

Do you enjoy inspirational, motivational, and wisdom-packed quotes? They always seem to make the day brighter for me.

I’ve collected and shared quotes with clients, friends, and family members for years. In fact, this was the motivation behind my latest book: The Owner’s Manual to Life.

Some of these quotes include:

“We either make ourselves miserable, or we make ourselves strong. The amount of work is the same.” –Carlos Castaneda

“The best things in life are free. The second-best things are very, very expensive.” –Coco Chanel

“Don’t let what you can’t do stop you from what you can do.” –John Wooden

“Things turn out best for the people who make the best out of the way things turn out.” –Art Linkletter

“A fear faced is a fear erased.” –unknown

If you would like to receive a quote like this each Wednesday, then click here and sign up. Simply scroll to the middle of the page to subscribe, and don’t worry—I’ll never sell or misuse your email address, and my unsubscribe links really work! 😉

I hope you have a great week ahead, and if you hear a good quote, please respond to this email and share it with me!

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

Stop Beating Yourself Up!

May 11, 2023May 11, 2023 by mike

Have you ever observed your self-talk after you lose a sale?

Mine used to go something like this:

“Darn it! I suck at this!”

“This product will never sell!”

“The leads are trash, and I actually agree with some of my prospect’s objections!”

“I wonder what I can sell that’s easier than this?”

“Should I go back to school?”

And on and on. . .

While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is.

Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive. Here’s how:

When you lose a sale or suffer a difficult call (could be a prospecting call), you hang up and find your attitude is a bit negative, simply say to yourself: “Okay. That’s okay.” And then leave it at that. Accept it. It is what it is, and you can’t change it. Just accept it and get back to neutral.

Then ask yourself what went wrong? Dissect it. What did you do wrong? Identify it. Once you have, then:

Get positive and identify what you’re going to change next time. What are you going to say or not say next time? How are you going to keep from talking past the close? (Maybe use, “Oh?” or actually get back to the script?).

By identifying what you did wrong, finding a way to do better next time, and then use the more positive approach, you can go from negative to neutral to positive and make your next call, and your next day and week, better.

And that’s what you want to do, isn’t it? Try it next time you find yourself negative.

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

Bigger Goals = Bigger Results

May 22, 2021May 22, 2021 by mike

What do you expect to accomplish this year?

Think carefully, because nothing (in my experience) is more predictive of results than mindset.

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you.

And a lot more!

Example: I’m working with a coaching/consulting organization right now that has many related companies in their portfolio. Each company is engaged in the same business, uses the same model of attracting and getting clients, and all have the same goal: to maximize their portfolio of clients and grow their business.

One of the companies does it the best, and it’s no secret why:

They aggressively market across all appropriate and available opportunities;

They have the largest staff of inside sales appointment setters (while the majority of the other companies don’t have any!);

They have specific, aggressive goals for the acquisition of business (and I mean, really big target revenue goals);

They invest in sales training for their team.

This top producing company has drilled into every employee at their firm the expectation of greatness, and they aggressively pursue that goal—and they attain it.

In other words: They think BIG, and they act BIG.

This week, review your own thoughts, feelings, expectations and goals. Compare them with what you would ideally like to accomplish.

Then think bigger.

Invest in books or audio books on goal setting, visualization, and the law of attraction. The Secret is a good place to start if you haven’t read it.

But know this: Thinking determines your results. If you haven’t yet achieved what you desire, then it’s up to you to change your thinking first.

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

ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

Book Mike Now for Your 2019 Sales Kickoff!

October 8, 2018 by mike

Looking for a dynamic speaker for your sales kickoff event? Book Mike Brooks, Mr. Inside Sales, early to ensure your 2019 sales kickoff gives your team both the motivation and the sales skills they need to make next year your best year yet!

Click here to watch the video and forward to those in your company who are planning your 2019 sales kickoff or convention!

Description: If you’re looking for a sales speaker who will deliver not only a motivational sales keynote session (or breakout session), but will also give your team actionable, and effective sales techniques they can use the moment they get back to their office, then consider booking Mike Brooks, Mr. Inside Sales.

I customize all keynotes and kick-off sessions so they resonate with your sales team. They will receive proven scripts and effective responses to the sales objections and situations they get into over and over again. Here are just some of the topics I can cover for your team:

Proven prospecting tips
Building rapport with decision makers (so you don’t sound like a sales person calling)
Qualifying without interrogating
Setting appointment calls that actually show up!

And for closing sales:

How to open the presentation call the right way
The importance of building a “Yes” momentum
The proper use of trial closes
How to ask for the sales–multiple times
Overcoming common objections with confidence

The American Association of Inside Sales Professionals has had me out to speak at their largest convention of the year: The Leadership Summit, two years in a row. The AA-ISP has also awarded our company the “Service Provider of the Year Award”.

Visit the links below to learn more about me and to see interviews with me:

Interview: https://mrinsidesales.com/script-playbooks/

Home: https://mrinsidesales.com/

Sales Philosophy: https://mrinsidesales.com/blog/

Interested? Reach out to us here: (919) 267-4202 or email me to set up an appointment to speak: info@mrinsidesales.com.

I look forward to speaking with you and helping make your sales kickoff event the best yet!

Mike Brooks

Mr. Inside Sales